Creating Samepage: Case Study

Jaroslav Šnajdr – Kerio Technologies – San Jose – Pilsen – jsnajdr@kerio.com

Develop a product idea into viable business

Core  Product  

?  

?  

?  

Create page with text, files and images

Share them with others

Make it simple for everyone

Kerio Workspace - The First Product

Download and install on your own server.

That’s what we’ve been doing since 1997. But not enough people are coming in

2012.

We need to go to the cloud.

Core  Product  

?  

Infrastructure  

?  

Amazon or not?

Why Amazon? •  Obvious default choice for most of you •  Focus on your task •  Huge credibility, people trust their data are

safe

Why we bought our own hardware? •  Concerns about runaway costs •  Zero experience with micro-services

Technology Stack (Rather Boring)

Core  Product  

?  

Infrastructure  

?  

Supporting marketing and sales •  Send people email and call them •  Don’t spam – identify relevant targets

Tracking and Targeting Criteria •  Starts registration, but doesn’t complete •  Reaches 70% of storage limit •  Creates more than 10 pages

Marketo •  Collects usage data •  Campaings based on rules

Salesforce.com •  Tool for sales people for managing customer

relationships

Core  Product  

Sales  Support  

Infrastructure  

?  

Getting Paid by Customers •  Subscriptions, invoices, prorating, refunds •  Credit card processing •  You cannot do it yourself

Getting paid by customers •  Third party solutions available •  Consulting available •  Started at beginning of December, done by

Christmas

Core  Product  

Sales  Support  

Infrastructure  

Billing  

Thank you