Diapositive 1

Microsoft Incubation CenterHOSTING DAYS 24 Nov 20091YouSAAS Microsoft SaaS Incubation Center

2Incubation Center PrsentationYouSAAS SaaS Incubation CenterUn accompagnement global vers le SaaSTmoignages ISVs

Microsoft Incubation Center - PrsentationMicrosoft offre aux ISVs une globalit de moyens et de possibilits via des alliances avec des Gold Certified Partners spcialiss dans le hostingLa volont de Microsoft : Faciliter les dfis des ISVs qui souhaitent intgrer une dimension Services dans leurs applicationsDfis commerciauxDfis web-marketingDfis financiersDfis techniques

Notre objectif : Guider les ISVs grce des sries de sessions business et techniques pour leur assurer un business model et des applications SaaS Ready

Autres points aborder1.. Pourquoi? 4Incubation CenterYouSAAS, Partenaire Gold de Microsoft

Une offre ddie aux ISVsUn modle 100% indirect

Autres points aborder1.. Pourquoi? 5VisionYouSAAS, engage depuis le dbut de laventure S+SDes attentes clients finaux en mutationDes tendances confirmesDe nouveaux horizons

Nouveaux horizonsNouveaux clientsNouveaux revenusEvolution des usages AnyWhere-AnyTime-Any HowNouveau mode de consommationRduction des cots74% des clients sont prts utiliser une plateforme SaaS(source McKinsey)

26% de croissance dici 2011(source IDC 2009)

25% des solutions d'entreprises travers le monde seront distribues sous la forme de SaaS d'ici 2011 (source Gartner)

84% des responsables IT sont satisfaits des solutions mises en place dans leurs entreprises(source SaaSCon 2008)Autres points aborder1.. Pourquoi? 6PositionnementYouSAAS - Une activit ddie au SaaS pour un accompagnement global des ISVs

Autres points aborder1.. Pourquoi? 7 Une offre ddie au SaaS

Exprience client enrichieValeur ajoute Rduction des investissements et cots fixesFocus sur le Marketing Core BusinessAligner sa stratgie et son offre sur le modle SaaSDployer efficacement ses solutions logicielles en SaaSGnrer des revenus rcurrents via lcosystme YouSAASYouSAAS Professional ServicesYouSAAS Operational ServicesYouSAAS Go-to-Market Services Autres points aborder1.. Pourquoi? 8 Une offre ddie au SaaS

+ de clients+ de diffrenciation+ de cross-sale / up-sale+ de marge oprationnelleAutomatisation de lacquisitionManagement et gestion industrialiss Mutualisation des cots oprationnelsPartenariats inter-diteursEcosystme de revendeursProvisioning automatis dadd-onsDpassez vos concurrentsServices innovantsMarketing direct personnalisConversion Try & BuyClients InternationauxGestion et facturation aisesAutres points aborder1.. Pourquoi? 9Un accompagnement global vers le succs

BDSBusinessStratgieCDScataloguemkgDEVELOPPEZvos applications SaaSDEPLOYEZGO TO MARKETADSScalabilitScurit

VIRTUALISEZles clients lourdsExchange 2007 plugsOffice 2007 Pro plugsVirtualized applications plugs On Premise applications plugsSaaS marketplace plugsYouSAAS Professional Services

Autres points aborder1.. Pourquoi? 10Focus Business Design Session 8 facteurs cls de succs

LevelCompetitive DifferentiationMessaging & PositioningPackaging & PricingWeb-DrivenDemand GenerationOnline Customer ExperienceDirect/Indirect Sales ProcessOrganizational EffectivenessFocus & Behaviour5(Optimized)Provider has created true Blue Ocean (aka uncontested market space) by differentiating along a unique axis that reaches beyond current market boundaries and existing demandVertical (e.g. Real Estate), Horizontal specialization (e.g. Finance), or other micro-market specific positioning. User focus groups or surveys are pro-actively used to incorporate customer feedback into product life-cycle.Micro-market specific packaging/bundling of service with vertically focused add-ons. Market research used to understand customer price-point sensitivities.Micro-market sales sites for specific vertical markets (e.g. real-estate). Fully integrated PPC/SEO and pro-active analysis of web-analyticsMicro-market specific demand generation campaigns with integration across all forms of demand generation (e.g. PPC, Banner Ads, email, direct mail, print)Integrated up-sell and cross-sell activities into customer "control panel". Pro-active and ongoing customer feedback management (surveys of customer panels by segment to assess overall customer experience, satisfaction, and future needs).Vertical or micro-market focused channel partners with lead flow integrated into micro-marketing campaigns. Channel partner branded sales sites. Integration of channel partner into knowledge base, live chat, etc.Organization is designed and internally aligned for change. Specific processes for continuous improvement. Healthy balance of management (stability) and leadership (fostering change).Target Market Focused w/ Continuous Improvement 4(Competitive)Provider has differentiated with a vertical market focus with vertical (or micro-market) specific add-on capabilities/features.Best Practice positioning based on a well-defined messaging & position framework (see template). Customer centric positioning that blends customer-benefit as the solution for the customer pain point/problem.Some type of unique differentiation of packaging or pricing that sets the provider apart of the reset of the pack.Differentiated sub-sites and/or landing pages aligned with best-practice positioning of value proposition according to messaging & positioning framework Demand generation campaigns drive to a specific sub-site or landing page. All campaign activities are well coordinated and integrated. Pro-active PPC/SEO campaign management with periodic (e.g. bi-weekly) refinement.Integrated online knowledge-base and live-chat for both sales support and post-sales support. Pro-active email communication during first 30-60 days provides training, tips, tricks, etc.Integrated lead/opportunity flow for channel partners. Mature process for lead qualification and routing of leads. Customer segmentation and qualification "drives" the opportunity management. Willing to "walk away" from bad opportunities.Strong executive sponsorship for improving existing offerings and adding new value-added service offerings. Proven organizational agility and rapid time-to-market in response to competitive threats.Transition Phase - Focused on Competitive Differentiation & Discrete Improvements3(Predictable)Provider has differentiated from the competition by bundling additional services or capabilities not offered by the competition.Customer centric positioning with Benefits (e.g. Anytime, Anywhere access), then supporting benefits points, then features as appropriate. Consistent application of messaging throughout ALL collateral.Small number (2-3) of different customer/user "plans" that align correctly with end-user or customer personas. Value differentiation between different price plans is clear and significant.Best-practice site that allows customers to 1) Search; 2) Find; 3) Self Qualify; 4) Try (Free Trial where possible); 5) Make the buying decision; 6) Buy; 7) Activate. Web-site is the focal point of the business.Makes use of pro-active PPC/SEO campaigns. All demand generation activities lead to one place -- the web-site.Self-guided sales experience, self-admin capabilities, no barriers to sale via web, or phone. Easy signup and activation.Pro-active management of direct sales, inside sales, and channel partners. Focus on customer segmentation and lead qualification. Pro-active training. Overlay sales team with deep solution expertise supports all channels.Organizational alignment around business objectives and customer needs. Organizational ability to repeatedly follow a relatively short and defined life-cycle for the successful introduction of new or revised product offerings.End-Customer Focused & Service-Driven 2(Inhibited)Provider's offering is functionaly equivalent to that of other providers, resulting in a "my feature X beats your feature X" competitive differentiation tactic, but ultimately resulting in a price-competitive sale. Still product and feature centric positioning with progress towards customer-centric benefits positioning. Typically a lack of consistent application of messaging across all channels and collateral.Competitive pricing and correct packaging, but actively working to eliminate other inhibitors (e.g. contract minimums).Customers can search, find, and buy. Provider is actively working to ensure that all of the information required to make a successful buying decision is on the site and correctly presented, eliminating any final inhibitors to selling.PPC/SEO and other demand generation capabilities are leveraged, but with some inhibiting factors that limit their effectiveness (e.g. mismatch between PPC terms and landing page positioning). Active progress is being made to eliminate remaining inhibitors.Self-guided signup, support, and/or self-administration but inhibited in some way -- e.g. overly complex registration process, complex activation. Active progress is being made to eliminate remaining inhibitors.Direct Sales, indirect channels, telesales, but with ineffective processes for lead qualification and routing of leads to "best qualified" channel. Provider is actively working to train sales and revise processes to improve effectiveness.Good executive leadership in place and committed to drive change and improve business performance by driving improvements in accordance with the "key success factors".Transition Phase - Focused on Initial Change1(Ineffective)Provider is offering the exact same service offering as other providers (perhaps based on third-party technologies) with no opportunity for true differentiation, resulting in a Red Ocean in which the only remaining competitive differentiator is price.Positioning is completely product and feature centric. Positioning is effective only for customers who already know what they need and are already familiar with the specific application domain.Typically characterized by uncompetitive pricing, minimum contract terms, minimum # of users, confusing pricing, too many tiers of service, multiple tiers instead of "add-on" options.Customers are unable to find offering, presentation is confusing, no online self-subscription is available.No PPC/SEO campaigns. Other demand generation activities (e.g. Print ads, direct mail, etc) do not leverage the web-site.No self-signup capability, direct sales interaction required. No offering self-administration.Direct sales only. No pro-active lead qualification. No customer segmentation by size or industry. Characterized by tendancy to focus too far up-market. Long sales cycles. Lack of "solution specialist" capability results in inability to overcome common objections.Ad-hoc organizational and departmental behaviors with a lack of internal alignment towards achieving a common vision or business objectives.Product-Dependent Focus & Ad-Hoc BehaviourAuto analyseAvant le BDSAprs implmentation des plans dactions issus du BDSAutres points aborder1.. Pourquoi? 11Focus Hosting - PowerBlocksLa matrise totale de vos projets et clients

Autres points aborder1.. Pourquoi? 12Focus Catalogue SaaS

Fonctionnalits pratiquesSolutions multiplesDploiements facilitsEvolutivitRevenus rcurrents

Autres points aborder1.. Pourquoi? 13Tmoignages ISVs

La session BDS propose par YouSAAS apporte un clairage sur les nouveaux modles business lis au Software as a Service. Elle propose notamment une mthode et un angle d'attaque qui permettent de structurer la dmarche de l'entrepreneur. Avec l'issue de la session des lments concrets ! Une tape importante et structurante. Merci encore.Grgoire Malvoisin - CEO WygWam - YouSAAS BDS Fvrier 2009

La Business Session de YouSAAS permet rellement de gagner un temps prcieux dans la dfinition d'une offre SaaS. Grace YouSAAS, nous avons clairement identifi les objectifs fixer et les exigences d'organisation qui en dcoulent. La formule et la mthodologie spcialement dveloppes par YouSAAS, nous ont permis d'apprhender de manire efficace les facteurs de succs et nous ont donn tous les lments et outils ncessaires pour tablir notre feuille de route.

Gilles GUERRIN - CEO Open Portal Software YouSAAS BDS Janvier 2009

Nous tenons faire part de notre satisfaction quand au droulement et au rsultat de ce sminaire BDS de 2 jours qui a t pour nous trs positif. Il nous a permis d'aborder la problmatique de passage au mode SaaS dans toutes ses dimensions et de dfinir des objectifs en rapport avec notre business. Bien que nous dtenions une bonne partie des rponses aux questions que nous nous posions il fallait un tel exercice pour nous aider les ordonner et les convertir en plan d'action pragmatique et planifi. L'approche utilise, fidle aux principes de l'Ocan Bleu, conjugue au professionnalisme et lexpertise de YouSAAS est assurment la raison de ce succs.Thierry ROUQUET - CEO Arkoon- YouSAAS BDS Janvier 2009

Autres points aborder1.. Pourquoi? 14Tmoignages ISVs

Ces deux jours consacrs DECADE, son positionnement, sa stratgie et son marketing, ont t la fois riches et agrables pour nous. Nous comprenons mieux les enjeux et les finalits du SaaS mais aussi ses exigences, et ce que cela signifie oprationnellement. Nous avons apprci aussi la mise niveau marketing avec notamment le concept de stratgie Ocan Bleu qui touche et inspire forcment. Le SaaS nous replace au cur de lambition (de la vision) de DECADE : la mise en ligne de lentreprise , le software as a service. Cela valorise et remet dactualit des investissements et des innovations passes de DECADE tout en faisant voluer notre vision de lco systme. La mthode que vous employez pour mener la session est efficace. Couple au talent et lexprience de YouSAAS, elle a permis de garder le cap tout en se lchant sur des sujets difficiles ou nous tenant cur. Nous avons le sentiment davoir obtenu un premier rsultat exploitable sur les piliers du positionnement de DECADE et sur nos priorits en termes de communication et de marketing sur le web. Marc JERUSALMI - CEO Dcade -YouSAAS BDS Dcembre 2008Le SaaS ! Comment dmarcher les clients? Quelle stratgie commerciale, quelle dmarche?Grce votre clart et votre concision, vos expriences et vos professionnalismes, nous avons t clairs, instruits, guids et conduits vers des convictions qui se traduisent par des actions concrtes. Votre mthodologie va nous orienter vers un niveau de maturit optimisant nos chances de dveloppement commercial. Votre document de restitution BDS est devenu un outil de rfrence.Bruno Haize CEO Xavier Allez VP Sales MTS - BDS YouSAAS juin 2008

Autres points aborder1.. Pourquoi? 15Tmoignages ISVs

Nous commercialisions dj notre ERP en mode SaaS, la BDS YouSaaS nous a permis de bien comprendre les facteurs clefs de succs prsents. La comparaison permanente entre les meilleures pratiques et notre exprience est une source denrichissement. Jamais 2 jours danalyses marketing et stratgique nont sembls aussi prolifiques durant nos 12 annes dexistence. Nous en ressortons avec une feuille de route trs concrte sur les actions et objectifs atteindre. Michel Perrinet Dirigeant Octave - BDS YouSAAS juin 2008La Business Design Session, par son approche mthodologique performante, donne le moyen de dfinir de faon concrte et exhaustive les conditions daccs un nouveau dveloppement commercial riche de possibilits. Bien plus quune plateforme technologique, YouSAAS se place comme un partenaire unique mme de nous accompagner dans la commercialisation de nos logiciels auprs dentreprises quils seraient difficile datteindreautrement. Nicolas Rabat CEO EasyTekno.iSiWord - BDS YouSAAS juillet 2008

Autres points aborder1.. Pourquoi? 16Vos contacts chez YouSAAS

Arnaud HACQUARTTel + 33 1 53 20 62 15Mob+ 33 6 61 27 04 58Emailarnaud@yousaas.comDirection GnralePartenariats ISVs / SolutionsStratgiePhilippe LIMANTOURTel + 33 1 53 20 62 17Mob+ 33 6 64 47 01 42Emailphilippe@yousaas.comStphanie KERROMENTel + 33 1 53 20 62 12Mob+ 33 6 01 88 09 23Emailstephanie@yousaas.com0811 44 01 23

www.yousaas.comAutres points aborder1.. Pourquoi? 17