cloud business models
DESCRIPTION
My presentation at the "Salgs-og inspirations dag" at Microsoft Sweden, April 12, 2012TRANSCRIPT
Business Models in the CloudAnders Trolle-Schultz, Managing Partner, SaaS-it ConsultSales & Inspiration Day, Microsoft Sweden, 120412
2
The Cloud Service Business
ManageBuild EnableProvide
Service Provider
Managed Service Enabler
Managed Service Provider
3
Prepare for shifting priorities
Traditional Solution Provider
Managed Service ProviderTechnical: Monitoring
11
2 Marketing2
Sales33
Business Consulting
44
Technical:Break-Fix55
Technical: Break-Fix
11
Technical Consulting
22
Business Consulting
33
Sales44
Marketing55
4
It has become a service gameBUT it´s all about management– the service is not enough
50%
19%
14%
17%
Usage/Paying customers
Source: Totango.com
Less than once per monthLess than once per week
Weekly login
Daily login
5
The Cloud Service Business - partners
ManageEnableBuild Provide
Service Provider
Managed Service Enabler
Managed Service Provider
Aggre
gate
Distrib
ute
Moving towards the ”hybrid distribution model”
6
Hybrid distribution modelCustomer
Off-line channel On-line Channel
X as a Services from Major Vendors
Traditional Software Licences
Hardware
Software Vendor
Service/HostingProvider
Hardware Vendor
LARDistributor/Aggregator
ISV
Business Advisor
VAR
SI
7
Roles to play – Service Provider
Build Provide
Service Provider
Economy of scaleMore than just commodityIaaS/(PaaS)/SaaS
Who is your customer?
Aggregate services2nd/3rd Line supportChannel support
DIYThrough a Distributor
8
ManageEnable
Managed Service Enabler
Roles to play – Managed Service Enabler
Trusted AdvisorCreate the trustBusiness Consulting
MarketingSalesHaaS?EnableManageIntegrate1st line support
9
What are you going to be?Building and Providing Services?Aggregator?DistributorEnablerSales & Marketing ”machine”
Choose before the choice is made for you
10
You need to....
……embrace the role as Trusted Advisor
Questions?
12
SaaS-it ConsultLangebrogade 5, Suite 1.07DK-1411 Copenhagen K
Anders Trolle-Schultz
[email protected]+45 24 25 03 03