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Compasssaasindustryreview2014
- 1. © 2014! State of SaaS 18 February 2014 Bjoern Lasse Herrmann Small Business Summit
- 3. © 2014! First successful SaaS Players
- 4. © 2014! The combination of SaaS, cloud services and mobile âhas the potential to topple nearly every major enterprise software incumbent.â - Scott White, Andreesen Horowitz
- 5. © 2014! Easier than ever to launch a great SaaS product
- 6. © 2014! A lot of funding is pumped into Saas Nearly half of SaaS startups are funded
- 7. © 2014! The SaaS market is growing ⚠3x faster than software 7% Software 18% Cloud 20% SaaS Source: Gartner, 2013 !
- 8. © 2014! Growth will continue throughout the decade 20% growth forecast through 2020 Source: Gartner, 2013 !
- 9. © 2014! Global markets $10B N. America $3.5B Europe $1B Asia Source: Gartner, 2013 !
- 10. © 2014! Salesforce is a shining star +30% growth in 10 of the last 12 quarters
- 11. © 2014! But
- 12. © 2014! The SaaS pool is still very small Less than 6% of the overall software market $2,700B IT $326B Software $131B Cloud $17B SaaS Source: Gartner, 2013 !
- 13. © 2014! Everyone wants in
- 14. © 2014! Saas is very Competitive Half of SaaS startups either are choose growth over profitability
- 15. © 2014! The SMB market is fragmented
- 16. © 2014! And crowded with competitors
- 17. © 2014! Scale is hard to achieve Less than 7% achieve 10k users
- 18. © 2014! Distribution is the #1 challenge No existing distribution ecosystems
- 19. © 2014! Companies rely on direct sales
- 20. © 2014! With small sales teams Only the largest companies have teams of 5+
- 21. © 2014! And without marketing funds Only the largest companies pay for advertising
- 22. © 2014! So companies ïŹght for turf
- 23. © 2014! And push from SMB⚠into lucrative⚠enterprise markets
- 24. © 2014! Aiming to join the SaaS leaders But is this really the competition? $20-25B market cap $5-20B market cap $1-5B market cap
- 25. © 2014! This is who really dominates Most SaaS revenue comes from industry titans
- 26. © 2014! This is David versus Goliath Except the Davidâs are fighting each other
- 27. © 2014! Why do Goliathâs dominate? They may not be as nimble, but they have the support of a whole distribution ecosystem Technology Resellers Channel partners Consultants Licensed trainers System integrators
- 28. © 2014! Enterprises have deep needs SMBs change software after reading a blog post Enterprises require a change management plan Integration Security Training Data portability Long-term viability
- 29. © 2014! The best product does not win The best distribution does
- 30. © 2014! So how can the Davids beat the Goliaths?
- 31. © 2014! Start with the right segment CRM is fastest growing enterprise market SaaS still only 40% Source: Gartner, 2013 !
- 32. © 2014! Start with the right technology Mobile is new for Goliaths Web is accessed 27% more on mobile than PC Source: Gartner, 2013 !
- 33. © 2014! Start with the right channel Partners are 10x less expensive than other channels Strength in numbers
- 34. © 2014! Cross-sell Not just for additional revenue But to build distribution networks Consultants Licensed trainers
- 35. © 2014! Scale fast, build a platform Worry less about product, more about distribution 3rd party APIs stabilize and feed Salesforce
- 36. © 2014! Band together Channel partners increase distribution Stability & portability increase attractiveness to enterprise buyers Consultants Saas Companies
- 37. © 2014! Alone The Davids ⚠have a hard time to Compete
- 38. © 2014! Together they can win Consultants Saas Companies Bjoern@compass.co!