| Impact on the ISV |
 |
 |
 |
 |
 |
SaaS in not just another delivery mechanism. It is a paradigm shift for the ISV that
has to align itself to transition from selling a product to selling a service.
The transition will affect every silo in the organization. It is imperative that the C-level
management commits itself to the success of the move
has to align itself to transition from selling a product to selling a service.
The transition will affect every silo in the organization. It is imperative that the C-level
management commits itself to the success of the move
Engineering - New architecture required as well as building an Operations Support System.
New technology - new skill-set. Development cycles are shortened - Extreme Programming
Product marketing - Marketing a service not a product. New feature-set and new customer
categories
Quality Assurance - Switch emphasis from functional testing to performance and end-user
experience testing and monitoring
Sales - Expanding markets. New compensation structure. Emphasis on long term success.
Less direct sales, shortened sales-cycles
Customer Service - Domain level expertise. New skill set. Switch to 24x7 operational mode.
Finance - Different billing solution. New revenue stream - new revenue recognition structure.
Professional Services – Expert services - emphasis on integration and application and
domain level expertise, not on installations and upgrades. Less on-premise presence.
Operations – A new 24x7 group of professional responsible for customer success
Legal - Service contract vs. product sales. New entities (SLA). Contracts with service
providers
Channel/Partners – Traditional partners play a mitigated role. There is a new ecosystem of
SaaS aggregators and enablers.
All these activities must be coordinated to bring about a successful implementation
Calia will work with every silo of the ISV organization, building the solutions, the
tools, and the processes and guide the group through the transition.
New technology - new skill-set. Development cycles are shortened - Extreme Programming
Product marketing - Marketing a service not a product. New feature-set and new customer
categories
Quality Assurance - Switch emphasis from functional testing to performance and end-user
experience testing and monitoring
Sales - Expanding markets. New compensation structure. Emphasis on long term success.
Less direct sales, shortened sales-cycles
Customer Service - Domain level expertise. New skill set. Switch to 24x7 operational mode.
Finance - Different billing solution. New revenue stream - new revenue recognition structure.
Professional Services – Expert services - emphasis on integration and application and
domain level expertise, not on installations and upgrades. Less on-premise presence.
Operations – A new 24x7 group of professional responsible for customer success
Legal - Service contract vs. product sales. New entities (SLA). Contracts with service
providers
Channel/Partners – Traditional partners play a mitigated role. There is a new ecosystem of
SaaS aggregators and enablers.
All these activities must be coordinated to bring about a successful implementation
Calia will work with every silo of the ISV organization, building the solutions, the
tools, and the processes and guide the group through the transition.