The IP Imperative

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The IP Imperative

It’s like making money in your sleep!

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Presenters

Howard M CohenSenior ResultantHMC Write Now

Daniel LyntonFounder/CEOLyntonWebBetsy Bilhorn

VP, Product Management

Scribe Software

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Agenda

• Why you need to start creating your own intellectual property

• Building the right strategy

• How to increase revenue without incurring additional costs

• Developing channels with other partners to sell your IP

• Upfront investment and time to break-even

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The Partner SqueezeHow do I replace installation & licensing revenue?

How to reduce the cost of sales?

How to maximizeresource utilization?

How to stay relevant in fast changing markets?

How do I even out revenuestreams?

How do I GROW my business?

How to expand capacity?

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The Shift to Cloud is as Big as PCs in the 80’s

Long Term $$$ is in the Software & Services on the Platform, not the Hardware

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Services Packaged IP

Attract New Prospects/Markets

Upsell, Cross Sell Capabilities

Add-OnsManaged Services “Pre Configured”

Offerings

RepeatableAutomated

Subscription Based

“Good Enough”

Increase capacity of high $$$ resources (experts on expert

projects)

Deliver value with lower $$$ resources

Increase stickiness with client

Increase stickiness with Vendor

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Satya NadellaCEO - Microsoft

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"We're very deliberate that we deliver a platform that partners can be successful on in delivering theirsolutions"

Phil SorgenCVP WW-MPN - Microsoft

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An Evolution of SolutionInfrastructureProvider

SolutionProvider

Bill PattersonSenior Director, Customer Self Service Solutions - Microsoft

Business RelevantSolutions

Intellectual PropertyYOUR

InfrastructureMaintenance“Break/Fix”

Desktop DeploymentProduct Attached

Services

Application DevelopmentApplication ManagementProcess Improvement

Network & Systems ManagementData Integration

Big Data

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Big Data Getting Bigger50x Growth in Next Decade*

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Former Google CEO Eric Schmidt has argued that we now create an entire human history's worth of data every two days.

"There was 5 exabytes of information created between the dawn of civilization through 2003, but that much information is now created every two days, and the pace is increasing.“

*Source: Datamation June 2013

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Everything Collects Data

The Internet of Things

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Big Data Challenges

Data Capture

Data Curation

Data Storage

Search

Sharing

Analytics

Visualization

Decision-Support

Data Integration between Applications

Your Insight Into Customer Information Architecture Becomes Your Intellectual Property

…Not only about that customer,but about their

entire industry as well!

The Age of the Infrastructure Integrator

is Ending

The ISV & the Data Integrator are the channel partners of the future!

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Evolution from a digital marketing agency to an integration-as-a-service provider

1999 2001 2003 2005 2007 2009 2011 2013 2015

LyntonWeb foundedweb design Software development

HubSpot resellerMarketing services

CRM integration services

Self-service integration website launched

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Connected Sales and Marketing Data = Happy and Successful Customers

• Turn-key, self-service setup and management

• Monthly and annual service plans

• Low cost entry-level and enterprise pricing

• HubSpot partner agencies make money using the platform for their clients

• Add-on products & services available

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Ideal Customer Lifecycle

Sign up for free trial

Convert to paid plan

Buy add-on services

Sustained use drives business growth

Upgrade service plan

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Invest in the Future

2011 2012 2013 2014

Revenue Profit Margin

• Continuous investment in labor and technology

• Tapped into a niche we were experts in

• Ate our own dog food

• Integration-as-a-service now our most profitable revenue stream

• Future growth from new integrations and partner services

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You have questions?

We have answers!

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About Scribe

• Customer data integration solutions since 1995

• Established global company

• Cloud, premise, hybrid

• Award-winning solutions

◦ Scribe Online

◦ Scribe Insight

• 12,000 customers and 1,200 partners

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CRMMarketing Automation

Data Services

Industry Software

ERP

Marketing Communication

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About LyntonWeb

• Digital marketing and technology agency founded in 1999

• Hundreds of customers worldwide

• Partnered with HubSpot and Scribe Software

• Expertise in marketing automation, CRM, CMS, and eCommerce

• Integration products and web applications powered by Scribe Online

www.lyntonweb.com

www.integratehubspot.com

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Next StepsAdditional Resources

Scribe Online Trial

LyntonWeb Launches HubSpot–MS Dynamics Integration Service for Scribe Online

Integration Lifecycle Management – A Critical Concern in Both SaaS and Hybrid Application Environments

THANK YOU!