ASPEX Incubation center March, 25 2009. Agenda 1. ASPEX 2. The right time for SAAS 3. The Microsoft Incubation Center 4. GO-TO-MARKET 5. Wrap-up and questions.

ASPEXIncubation center

March, 25 2009

Agenda

1. ASPEX

2. The right time for SAAS

3. The Microsoft Incubation Center

4. GO-TO-MARKET

5. Wrap-up and questions

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1. ASPEX

2. The right time for SAAS

3. The Microsoft Incubation Center

4. GO-TO-MARKET

5. Wrap-up and questions

3

Who is ASPEX?

A 100% SD Worx business unit within ICT Corporate; fully independant P&L

ASPEX started in 2002 to provide hosting services to SD Worx customers for payroll applications

As from 2003 evolution to offer these services outside the SD scope

S+S is our core business – we partner with ISV’s, VAR’s and others

We deliver personalized and integrated content and tools, anywhere and anytime

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Facts and figures

Microsoft Gold partner (2 MCP, 1 MCSE 2000 – 2003, 1 MC IT Prof.)

Citrix Silver partner

Current Customer Base

- SD Worx - HR applications, HRWW; X-Tend (AX)

- 21 ISV partners in accountancy, ERP, time & attendance, e-learning, …

- 30 VAR partners including 30 contracts for different applications

Complementary partners: Isabel, Blackberry, ….

Complete portfolio of MS products

Complete online offering including full desktop

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1. ASPEX

2. The right time for SAAS

3. The Microsoft Incubation Center

4. GO-TO-MARKET

5. Wrap-up and questions

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Question:

Did you loose a deal the last 12 months because your competitor had a better hosting offer ?

Will you loose business in the coming 12 to 24 months ?

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Market opportunity for hosted services

[1] IDC Worldwide Software on Demand 2007-2011, forecast update and 2006 Vendor shares: Sky's the Limit for On-Demand Providers, (IDC #207491, July 2007)

[2] Gartner, Press Release, Gartner Says 25 Percent of New Business Software Will Be Delivered As Software AsA Service by 2011 . October 2006 -- http://www.gartner.com/it/page.jsp?id=496886

[3] SaaS Will Swim the SMB Channel, January 2008, Yankee Group [4] IPED, 2008

32% market growth

32% CAGR WW SaaS forecasted, 2007-2011

(IDC)

25% of new business software will be

delivered as a service by 2011 (Gartner)

25% new software

share

$20 Bn revenue

$20 Bn market for SaaS sales by 2011

(Yankee Group)

6X Services Revenue for Partners6X Services Revenue for PartnersInstitute of Partner Education & Development 2008Institute of Partner Education & Development 2008

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But here is the question you should really be asking

What if you could use the SaaS model to deliver what your customers want both inside and outside the browser?

Remember last innovation day

Why is now the right time for SAAS ?

Pervasive broadband access for SMBs and Consumers

Economic models are in sync – tight IT budgets are driving demand for more economically efficient solutions

Improved security and acceptance of secure data centers by customers

Greater Depth and Breadth of S+S offerings, including greater alignment with customer needs (e.g. SMBs need lighter-weight applications than Large Enterprise)

Emergence of Platforms for developing SaaS applications(e.g. Windows SharePoint Services 3.0, .net, …….

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S+SNow is the right time.

1. ASPEX

2. The right time for SAAS

3. The Microsoft Incubation Center

4. GO-TO-MARKET

5. Wrap-up and questions

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What keeps you up at night ?

For many ISVs, the road to SAAS is one with challenges. They’re faced with new business and market dynamics as well as “black box” factors that cloud their path.

Business model

Efficient go to market

Product integration

Who can help me

SLA

Technology

OfferingRevenue

????!!!

!

Microsoft ISV Incubation Center

The Microsoft Incubation Center Progam was created to help ISV’s with the commercial, financial and technical challenges when transitioning to a SAAS business model.

The Incubation Center will assist ISVs to go to market, adapt their business model and to prepare their applications for service-based delivery.

The Incubation Center Program targets qualified ISV’s with Business and Architecture Design Sessions, and connect these ISVs with a Microsoft Hosting Partner.

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Choosing the right partner

Look for expertise

Hosting with a Microsoft partner gives you confidence in the technical knowledge and solutions

Look for service and support

Choose a hosting provider to securely and cost-effectively handle your online presence

Keep your data safe and get peace of mind

Protect information and control access. Run your business with confidence using built-in disaster recovery and business continuity

Control operational costs

Reduce unexpected IT expenses by partnering with a hosting service provider to manage your applications

ISV and Service Provider Partnering to Go to Market

The ISV brings: Application targeted at vertical industry or specific customer group

Domain expertise from business to technical aspects

The Service Provider brings: Expertise in infrastructure management and hosted application delivery

Expertise in channel management and White Labeling

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Value of Partnering with Service Provider

Access to the larger market Service Providers already have a large customer base in SAAS model Partner –up access to this new market

More revenue opportunities Possibility of bundled offering

Higher profit Focus on your core business Reduce time to market

Higher customer satisfaction You can increase customer satisfaction and retention rate

NewBusiness

MoreCustomers

MoreRevenue

FasterDeployment

1. ASPEX

2. The right time for SAAS

3. The Microsoft Incubation Center

4. GO-TO-MARKET

5. Wrap-up and questions

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Incubation Center Model

Where are you as far as readiness ?

Best SAAS ISV candidates

Finalizing development phase, looking to validate commercial model and GTM

Management commitment

Clear addressable (vertical) market

ISVs assessing hosting strategy and infrastructure architecture model

ISVs moving from self hosted to scale through partner hosted model

BDS Business Design Session

2-day Business Development workshop

Understand the opportunity and the scope of a SAAS offering

Assess where the ISV is in the process

Identify the challenges

Effective GO-TO-MARKET - Introduction of Key Success Factors

Best practices

• Competitive differentiation

Personalising your offers – who is the target customer

Sales Process – existing sales process vs selling SAAS

Customers use software because they paid for it

vs

Customers pay (ongoing) because they use it

Service and support

• Proactive training and help to customers

• Remote desktop support

• Invoicing

Deliverables

Detailed project plan

Positioning framework

Competitive differentiation

Marketing and communication plan

Action plan for GTM

We will help ensure that you, as an ISV, will be successfull in implementing SAAS

ADS Architecture Design Session

A look at

Application architecture

Hosting architecture

Operations and support

Again identifying Key Succes Factors

Effectiveness

Authentication

Performance, Reliability, Security

Database

Tips and tricks to Adapt Improve Integrate

GO-TO-MARKET

Continuous improvement

methodology

1. ASPEX

2. The right time for SAAS

3. The Microsoft Incubation Center

4. GO-TO-MARKET

5. Wrap-up and questions

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Wrap Up

Software + Services = making more sense to attract the business user

Incubation Center program = tap into the ISV opportunity and support a successful go-to-market

Partners = KEY TO SUCCESS

Next Step: Get Started Today!

Contact – Special offer for the 3 first ISV for BDS session

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