This document provides an overview of key differences between developing enterprise software versus consumer software. It discusses how enterprise software must satisfy multiple stakeholders within an organization and often needs to integrate with other systems, whereas consumer software usually only needs to please individual users. The document also outlines important security and auditing requirements for enterprise software like access controls and comprehensive logging. It emphasizes the importance of understanding the needs of different industries when developing enterprise software.

1. Enterprise
Product
Development
&
Sales
Beyond
Malaysia
Malaysia
C-­‐3A-­‐1,
Sky
Park
OneCity
Jalan
USJ
25/1,
Subang
Jaya
47650
Selangor,
Malaysia
Indonesia
Jl.
Kapten
Tendean
No.52
40141
Bandung
Jawa
Barat,
Indonesia

2. Presenters’
Background
George
Lee
• Founded
Innov8Uf,
Mobiz,
as
Managing
Director
• Co-­‐founded
Joget
Workflow
(VP,
Business
Development)
• 15
years
experience
in
sales
&
business
development
of
enterprise
so^ware
soluUon.
• Ex-­‐Sales
Director
of
a
public
listed
so^ware
company.
Tiensoon
Law
• Founded
Innov8Uf,
Mobiz,
as
Technology
Director
• Co-­‐founded
Joget
Workflow
(VP,
ConsulUng)
• 9
years
experience
in
enterprise
so^ware
product
development.
• Ex-­‐Product
Mngr.
of
a
public
listed
so^ware
company.

3. Presenter’s
Personal
Bits
George
Lee
@cupnoodles
Tiensoon
Law
@Uensoon

4. Enterprise
So^ware
Development

5. Enterprise
vs
Consumer
So^ware
Key
Differences
1. Buyer
2. Requirements
gathering
3. Who
to
please,
saUsfy
or
comply
to?
4. System
integraUons
5. Engineering
trends
&
needs
6. Security
and
audiUng
requirements

6. 1.
Buyer

7. Consumer
• Individual
user/customer
• Spending
his/her
own
$
Enterprise
• Group(s)
of
people/users
• Spending
company’s
$

8. 2.
Requirements
Gathering

9. Consumer
• Founder’s
life
experience
Enterprise
• Someone
from
the
industry,
or
subject
maher
expert

10. Ability
to
Build
!=
Ability
to
Sell

12. Reselling
a
Customer’s
Project
to
Another
Customer

13. 3.
Who
to
Please/SaUsfy
or
Comply
to?

14. Consumer
• Individual
user/customer
Enterprise
• MulUple
users,
user
groups/departments,
stakeholders
In
some
cases,
compliance
to
the
industry-­‐governing
local
regulaUons
and
laws

15. Examples
of
Regulatory
Frameworks
Related
to
So^ware
for
Financial
&
Insurance
Industries
in
Malaysia
• BNM
Guidelines
on:
– Management
of
IT
Environment
– Internet
Insurance
– Provision
of
Internet
Banking
Services
– AnU-­‐Money
Laundering
and
Counter
Financing
of
Terrorism
– Know
Your
Customer
(KYC)
– Stress
TesUng
• Personal
Data
ProtecUon
Act
(PDPA)

16. To
Take
Care
of
Everyone’s
Rice
Bowl

17. To
Take
Care
of
Everyone’s
Rice
Bowl
• Business
Users
(Project
Owner)
– I
just
need
something
like
Dropbox
– Plus
the
ability
to
manage
access
rights
• Security
Department
– Enterprise
security
requirements
– File
transfer
and
storage
security
– 2
factor
authenUcaUon
• IT
Department
– IT
&
admin
controls
– Planorm
requirements
– Policy
management
– Workflow
management
– IT
management
– Network
monitoring
– Audi
logging
and
reports
• C
Level
– ExecuUve
dashboard

18. IdenUfy
Partners
to
Fulfill
the
Missing
Gaps

19. Proof
of
Concept
(PoC)

20. Consumer
• Free-­‐trial
• Standard
product
Enterprise
• (Free)
and
(Customized)
PoC,
or
even
trial
run
Low
Touch
High
Touch
Consumer
Enterprise

21. 4.
System
IntegraUons

22. Consumer
• Mostly
are
only
involving
the
social
media
and
OAuth
integraUon.
APIs
are
very
well
documented
and
supported.
Enterprise
• Always
involves
some
forms
of
system
integraUons
• May
even
include
legacy
systems.

23. Challenges
with
Enterprise
System
IntegraUons
Wide
array
of
integraUon
methods,
from
the
sexy
to
the
ugly.
If
You
are
Lucky
• SOAP
Web
Services
• XML
API
• Message
Queue
• LDAP
If
Unlucky
• SQL
query
• Planorm-­‐specific
SDK
• CSV
or
Excel
files
• Fixed-­‐length
messages
• IntegraUon
not
supported!

24. 5.
Engineering
Trends
&
Needs

25. Consumer
• Any
programming
language
or
planorm
you
like.
Ruby,
Scala,
Python,
PHP,
Dart
etc.
Enterprise
• Industry-­‐specific
preferences.
• Readiness
of
talents
and
resources.
• Taking
care
of
everyone’s
rice
bowl.

26. Know
Your
Industry’s
Preferences
• Malaysia’s
government
sector
is
pro-­‐open
source,
driven
by
Open
Source
Competency
Center
(OSCC)
master
plans
and
guidelines.

27. Know
Your
Industry’s
Preferences
• Banking
and
financial
services
sector
is
heavily
influenced
by
the
big
brands
(e.g.
Silverlake,
IBM,
Oracle).
And
these
architectures
are
Java-­‐stack
driven.

28. Cobol
is
SUll
Used!

29. FREE
So^ware
Licenses
&
NO
Support
SubscripUon?

30. Remember
that
You
have
to
Take
Care
of
Everyone’s
Rice
Bowl?

31. Don’t
Spell
“Disaster”
to
Highly
Paid
CTO/CIO

32. SaaS
is
NOT
for
Everyone

33. SaaS
is
NOT
for
Everyone
• Banking
&
financial
industry
needs
to
own
the
customer
data.
– So
SaaS
never
will
work
for
this
industry?
• Opex
• or
Capex?

34. 6.
Security
&
AudiUng
Requirements

35. Network
Infrastructure
ApplicaUon
Server
Cluster
1
ApplicaUon
Server
Cluster
2
Internet
Apache
HTTP,
Nginx,
IIS
or
NLB

36. Network
Infrastructure
ApplicaUon
Server
(Passenger,
GlassFish,
JBoss,
IIS)
Internet
Apache
HTTP,
Nginx,
or
IIS
?

37. Network
Infrastructure
ApplicaUon
Server
(Passenger,
GlassFish,
JBoss,
IIS)
DMZ
Apache
HTTP,
Nginx,
or
IIS
(Reverse
Proxy)
Private
/
Trusted
Zone
Internet

38. Granular
AuthorizaUon
and
Access
Control
• Control
user
group’s
authorizaUon
by
acUon:
– Create
record
– Edit
record
– View
record
– Search
records
– Delete
record
– Export
records
– Generate
reports
• Concept
of
Super/Power
User

39. Comprehensive
Logging
and
Audit
Trails
For
each
acUon:
• Who?
• When?
• From
where?
• What
was
the
previous
value?

40. Securing
the
Enterprise
Customers
What
does
it
take?
Use
Cases:
Dinners?
Karaoke?
Golf?

41. Understand
Enterprise
to
Sell
to
Enterprise

42. Enterprise
Barriers
• New
SoluUon
– Is
it
proven?
– Who
is
using
it?
– Anyone
customer
from
the
same
industry?
• Company
Small
&
New
– How
big
is
your
team?
– How
do
you
support
us?
– What
happens
if
you
are
longer
around?

43. Buying
from
a
Startup
• In-­‐line
with
their
GROWTH
&
TREND
• Solving
their
PAIN
POINTS
• Make
them
a
SUPER
HERO
to
their
boss
• Make
them
want
you
and
FIGHT
FOR
YOU
• GET
A
FOOT
IN
but
don’t
over
do
it

44. Addressing
Enterprise
Concerns
• Trusted
Partner
– ExisUng
VENDOR
– BIG
ENOUGH
reputaUon
– RESOURCES
to
Support
– ExisUng
NETWORK
– Align
to
BIG
BOYS
• Product
Strategy
– SHOW
and
PROOF
– READY
for
producUon
– CONTINUITY
ability
without
you
– Show
ability
to
SCALE
– Build
your
CLIENT
BASE

45. Sustaining
your
Enterprise
• Build
TRUST
from
Day
1
• Be
RELIABLE
&
KEEP
YOUR
PROMISE
always
• GO
FURTHER
than
what
you
promise
• RELATIONSHIP
SELLING
helps
retain
your
customer
and
brings
more!

46. Selling
Beyond
Malaysia
• Are
you
ready?
(Product,
Language,
Time
&
Budget)
• Get
some
Helps
–
Matrade
&
MDeC,
now
MaGIC
;)
• CreaUve
Strategy
• Self
Secure
first
few
local
customers
• Figure
out
Local
Partner
&
Support
• Get
your
ExisUng
Client
to
Intro
to
local
counterpart

47. QuesUons
&
Answers
Thank
You
George
Lee
Tiensoon
Law
@cupnoodles
@Uensoon