The Top ISVs for SaaS business in Europe. The project covers DACH region UK France Italy Spain Nordics BNL

Transcription

1 The Top ISVs for SaaS business in Europe The project covers DACH region UK France Italy Spain Nordics BNL

2 Part 1 The EMEA ISV ecosystem 2

3 ISV population - Key figures ISV Companies with software publishing as one of their activities All locations HQs only WW HQs in area Companies with software publishing as their main business model All Locations HQs only WW HQs in area EMEA 45, ,500 32, EUROPE 40,000 36, ,300 25, Available through compubase database compubase consulting ISVs in EUROPE have their center of decision located in EUROPE 3

4 ISV Size HQs software publishing as main activity 50 to 99 employees 9% 100 to 249 employees 5% 250 to 499 employees 1% more than 500 employees 1% 25 to 49 employees 16% Less than 9 employees 36% 10 to 24 employees 32% The vast majority of ISVs have less than 25 employees. 4

5 Sales area Nationwide and international 33% Nationwide sales 50% Regional 14% Local 2% 0% 10% 20% 30% 40% 50% 60% The majority of ISVs address a national market 5

6 ISVs sales targets Public Sector 30% Corporations (>2500 empl.) 53% Large Businesses ( empl.) 62% Medium to Large Businesses ( empl) 77% Medium size Businesses ( empl.) 83% Small Businesses (10-50 empl.) 51% SoHo - Small Office Home Office (< 10 empl.) 16% Individuals 6% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% The core ISV business target are clients with between employees 6

7 Embedded SaaS? 1 ISVs - Vertical Solutions All ISVs SaaS 18% Non SaaS 82% Non SaaS 78% SaaS 22% ISVs - Process Solutions SaaS 28% Other ISVs Non SaaS 72% SaaS deployment and projects vary according to the type of ISV 1 Top Cloud Europe Study compubase consulting realized in Nov Access the study in FR in EN SaaS 20% Non SaaS 80% 7

8 ISVs Hosting strategy All ISVs Non SaaS 78% SaaS 22% Purely Outsourced 40% In house & outsourced 12% In house only 48% 2 Top Cloud Europe Study compubase consulting realized in Nov Access the study in FR in EN 8

9 In the Cloud, recruiting ISVs generates demand for IT Infrastructure Knowing where ISVs stand regarding their SaaS strategy is key for IT vendors. If vendors don't help ISVs move towards the Cloud they are missing out on a means to increase demand for their hosting partners Knowing where ISVs stand regarding their SaaS strategy is KEY for infrastructure vendors 9

10 Part 2 Recruiting ISVs 10

11 If you are A vendor who considers the ISV market as strategic A hosting company looking for new clients A PaaS provider looking to recruit new clients A VAD looking to enlarge your client portfolio A Cloud provider recruiting clients or partners A Telecom Operator strengthening your Cloud activities 11

12 If you want to know Who are the key ISVs to recruit, by vertical market or by country Their status regarding SaaS deployment Who are the key contacts to approach Their business potential The obstacles to their SaaS deployment And much more 12

13 Details of operation set-up To call 15,000 European software publishers (we estimate 8,000 completed calls) European HQs only ISVs or Managed Services with > 50 % of global revenue To collect specific information linked to their SaaS projects 13

14 Extract of information to be collected Number of developers Number of sales people Methods of sales (direct / indirect ) Type of solutions sold Current situation vs SaaS strategy % of global activity in SaaS If not status vs. SaaS platform (Planned, when, status ) Current hosting partner Forecasted SaaS business in 3 years Attitude vs. Open Source dev. (attractiveness) Status vs. Social Network integration Status vs. mobile computing Available natively on PC Tablet Mobile % of activity by OS-Platform Total volume of installed base % of installed base on SaaS % of activity by client category (size) % of activity by key business (market) How their solutions are sold On premises SaaS Total volume of active clients Total volume of active users Current preferred vendors for IT infrastructure (IT / Storage / Security ) Number of R&D dedicated to SaaS Location of R&D Supported PaaS platforms Key difficulties to overcome for successful SaaS commercialization External Internal Key factors of success when working with hosting companies Key vendor expectations (apart from leads ) Key contacts for SaaS business development Technical Sales / Marketing Revenue model (by usage / by user ) (Ask us for the complete questionnaire) 14

15 The Goal: defining your magic recruitment quadrant for each country, and business. 1 2 Help them to develop their business on your platform MKG e.g. SalesForce 2 1 Negotiate strategic alliances xxxxxx CRM xxxxxx xxxxxx xxxxxx xxxxxx % of business on a SaaS model xxxxxx xxxxxx xxxxxx xxxxxx 3 Help them to move their business to your platform xxxxxx xxxxxx xxxxxx HR Educate them or forget them Revenue and growth 15

16 Sponsorship Benefits Start your ISV recruitment before other vendors Data for non sponsors, will be available only after 2 months at the end of the operation Insert your own specific vendor question in survey If you decide to participate before 20 th March Early bird pricing If you decide to participate before 20th June Promote your brand Each of the 8000 respondants will receive an extract of the study with your brand as sponsor The extract of the study will be promoted in all IT social networks for download, with your brand on it. 16

17 Part 3 Delivery 17

18 Delivery Full company data profile (Expert level) Survey data and analytics Excel datasheet Survey (PPT & PDF - Report) Take full year on-line access and get: Online access with compubase-online selection tools Lastest data updates Specific criteria from the ISV operation Multi-licence - for up to 5 users 18

19 Full Company address Detailed profile (Expert Level) Business information Main and sub activities Revenue background For ISVs product catalogue Company demographics Revenue split by activity, product, OS Contacts with and direct tel n Technical skills, vertical markets addressed compubase 2013

20 The information delivered will include standard compubase information Company name, address Phone / Fax Contacts & job title Contact Contact direct phone, direct fax, mobile phone National ID - VAT Number Last TO and number of employees Revenue and number of employees Main business model List of activities Module name Company information module: Number of employees (group, location, sales, IT), legal status + co.registration no. + year of establishment + no.sites + group name + sales zone + buying methods + selling methods + client types + situation of global HQ List of softaware Solutions Vertical markets addressed Technical skills System skills module: Applications, PaaS, systems, development environments, langauges utilised Application supported PaaS Systems development environments Development Languages used OS supported DBMS supported Telecom Suppliers, Distributors supplier & accreditations Turn Over evolution (last 5 years) TO structure for Resale, Service-Software, manufacturing, non IT TO structure by client's category: Consummer vs Enterprise and by size of enterprise TO structure by market area (banks, telecoms ) TO structure by OS TO structure by Method of sales - On premises / SaaS - Web TO structure by channel - Direct / Indirect EXPERT All contacts 20

21 AND specific information collected through the SaaS survey plus exclusive information for sponsors Type of solutions Social Network Volume of enterprises clients Distribute SaaS / ASP solutions Yes < 10 Pure Saas Planned ASP mode No Distribute only On Premises solutions It doesn t match the needs of my clients Solution does not fit SaaS I don t have the technical competences Project planned but not started I don t know what to do with it Market Not ready Too much competition in the sector > 1000 Lack of funding Not enough revenue to obtain Volume of total user Lack of technical skills API or third party integration < 100 Migration in process towards SaaS Yes Don't know No Revenue Provide API for third party Pricing structure Yes Present No Purchase cost and yearly maintenance cost Mobile ready > Pay per use without a set-up cost Yes Smartphone Location of R&D Pay per use with a set-up cost Yes Tablet Here Pay per month (Number of users per time period) with a set-up cost No In the same company elsewhere One shot payment Hosting policy Outsourced to third party Future In house Preferred vendors for Server Purchase cost and yearly maintenance cost Favorable to Outsourcing Prefered vendors for Storage Pay per use without a set-up cost Not favorable to OutSourcing Prefered vendor for Security Pay per use with a set-up cost Too complex SaaS solution developped on external PaaS Pay per month (Number of users per time period) with a set-up cost Security issues Prefered vendor for DBMS One shot payment Too expensive SaaS Client commitment Strategic decision No commitment Other Hosting Partner One year Outsourced Two years Server policy Tree years or more Private Cloud Open Source Public Cloud An opportunity AND our applications are developed with Open Source An opportunity BUT our applications are not developed with Open Source A threat for our activity Key contact for SaaS project Open Source does not concern us. 21

22 Part 4 Budget and planning 22

23 Planning Set Up Sponsorship March -April Production Interviews Jan- Feb. May- June Analysis Data delivery 23

24 European offers Top ISVs Offers Vol. of profiles Vol. of contacts*** Report & PPT Data in excel & Pivot Table Special data collected through the Top ISV questionnaire One shot delivery Option Full 1 year access, online access with export, 5 licenses Top 500 ISV SaaS Europe Top Top SaaS ISVs Europe (est. 2500) Top SaaS & SaaS Potential ISVs Europe (est. 5000) Top Please concact us or kknight@compubase.net All SaaS & SaaS Potential ISVs Europe (est ) All ISVs Europe full profile (25.000) and ISV operation * Top ISVs = Stronger estimated revenue in SaaS in weight and in total revenue. ** Definition of SaaS potential: companies willing to move to a SaaS business model within the 24 next months. Top potential SaaS companies are those above with high revenue and belonging to verticals where SaaS is predominant. *** estimated Pricing will increase by 20 % after project completion.

25 Geographical offers Top SaaS ISVs Offers Vol. of profiles* Vol. of contacts** Report & PPT Data in excel & Pivot Table Special data collected through the Top ISV questionnaire One shot delivery Option full 1 year access, online access with export, 2 licenses GERMANY - Top SaaS ISVs Top DACH - Top SaaS ISVs Top France- Top SaaS ISVs Top UK - Top SaaS ISVs Top NORDICS - Top SaaS ISVs Top Please concact us or kknight@compubase.net BE-NE-LUX - Top SaaS ISVs Top SPAIN - Top SaaS ISVs Top ITALY Top SaaS ISVs Top * Local ISVs or ISVs with WWHQ in Europe ** estimated Pricing will increase by 20 % after project completion. 25

26 Full ISVs - Geographical offers All ISVs Main activity Vol. of profile* Report & PPT Data on excel & Pivot Table Special data collected trough the Top ISV questionnaire Germany DACH France One shot delivery Option Full 1 Year Access, online access with export, 2 licenses UK Nordics Be-Ne-Lux Please concact us or kknight@compubase.net Spain Italy Central and Est Europe *Local ISVs or ISVs with WWHQ in Europe ** option on top of one shot delivery. Pricing will increase by 20 % after project completion. 26

27 Contacts This operation is conducted by the compubase Consulting team Supervisor & Senior Analyst: Jack Mandard EU Sales Consultant: Kevin Knight

28 Our range of solutions & services Web Platforms & Services reseller subscribers Access partner profiles on-line Consult wholesaler stock availability Control your own stock at your wholesalers Publish your wholesaler stock on your web sites Improved visibility of your reseller offering via the web Brands: compubase.biz, EasyStockOnline. Data & Services partner profiles Cleanse your partner databases Enrich your Channel CRM Target new markets, new partners Recruit new partners, run telemarketing operations Externalize your partner database management Brands: compubase Data & Services Consulting 20 years of Channel experience Compare your indirect sales channel to your competitors Find the best resellers in terms of quality or value Analyze your market evolution Make specific market studies Network of Channel Consulting Brands: compubase consulting, compubase-online.