Businessmodelle des SaaS Eco-Systems Chancen, Risiken und kritische Erfolgsfaktoren

Businessmodelle des SaaS Eco-Systems Chancen, Risiken und kritische Erfolgsfaktoren Partnering for the Cloud 14 th of Mai, 2013 Ulrich Hubert und Klaus Kaufmann Fujitsu Enabling Software Technology 0 Copyright 2013 FUJITSU

Businessmodelle des SaaS Eco-Systems Mit dem Fujitsu Enterprise Store vermarktet Fujitsu einen privaten Marktplatz für größere Unternehmen als On-Premise-Lösung. Über den Fujitsu Enterprise Store, der die Rolle eines internen Cloud Service Broker einnimmt, vermarktet die IT an ihre Anwender sowohl eigene On-Premise Angebote (z.b. VMware Server, Virtual Desktops) als auch externe SaaS Angebote (z.b. Dokumentenmanagement, Projektsteuerung). In diesem SaaS Eco- System arbeiten, unterstützt von Fujitsu, ISVs, Reseller und Broker erfolgreich zusammen. In unserem Vortrag beleuchten wir die verschiedenen Businessmodelle des SaaS Eco-Systems und zeigen Chancen, Risiken und kritische Erfolgsfaktoren auf. 1 Copyright 2013 FUJITSU

What makes the SaaS dream of 2015 come true 1.278%* 287 Marketplace 2.860 21 94%* 1.470 ISV Customer 44%* 243 350 Reseller Distributor * Growth of SaaS revenue in Germany, 2013-2015, Mio EUR, source: Experton Group 2 Copyright 2013 FUJITSU

ISV Challenges: The rules of the game change Medium/Large Enterprise ISV Customer Challenges Cannibalization of license business causes a shift of cash flow also for sales Migration of license Customers should I force it? Chance for new players beeing ready for the aas business model Must Haves Attractive solution and strong sales High quality, security and scalability Flexibility of pricing and integration Standardized delivery 3 Copyright 2013 FUJITSU

Reseller Challenges: Re-skilling the after sales service Distributor Customer Small/Medium Enterprise Challenges Winning a sales pitch does not automatically pay off after sales support needed New type of SW delivery and need to integrate a broad bundle of apps Installation and operations business becomes consulting business Customer requires a new level of trusted advisory Must Haves Attractive Customer segment-specific solution portfolio with localized apps Scaleable delivery platform supporting different revenue share models Flexible pricing and enhanced usage and cost reporting 4 Copyright 2013 FUJITSU

Marketplace Challenges: Strenghten the USPs Marketplace Customer Very Small/Small Enterprise Challenges Long term business Best selling ISVs have low margin when using indirect channels Potentially high effort to ensure a certain quality and support for the different offerings and to make them comparable Must Haves Broad application portfolio to allow for one-stop-shopping Easy-to-use self-service portal and SaaS delivery platform Strong marketing Differentiations to ISVs like value added services or aggregated services Vertical segment offerings 5 Copyright 2013 FUJITSU

IaaS: Host your SaaS on Fujitsu Global Cloud Platform to attract data-security-sensitive Customers n A virtual platform dedicated to a customer is deployed from shared virtual resource pools in our worldwide six data centers on demand with a self-serve portal n Secure 3 tier templates make deployment of enterprise applications easy Pay for what you use Additional Services: n Middleware support (SQL) n Additional disk capacity n Backup (System & Data) n Load balancing n Private Internet n Global IP address Elastic and scalable Secure and compliant Support included 7 Copyright 2013 FUJITSU

SaaS: Build or use a SaaS Marketplace BRAND MANAGEMENT Layout customization for the own branded customer portal SUPPLIER PORTAL Provide catalog for service & price modelling SUBSCRIPTION MANAGEMENT Management of customer service subscriptions TENANT PROVISIONING Provisioning a customer instance of a service CUSTOMER PORTAL SERVICE PROVISIONING Sellers offer business services to buyers Provisioning user access to services REPORTING IDENTITY MANAGEMENT Offer comprehensive reports for providers & customers User management, single sign-on & access control PAYMENT COLLECTION BILLING EVENT MANAGEMENT ACCOUNT MANAGEMENT Pre-tested interface to integrate payment service providers Collection of billing data for the creation customer invoices Record events to support metering and auditing Handling individual users, accounts, roles, and logins 9 Copyright 2013 FUJITSU

SaaS easily distributed and consumed within the Fujitsu Store Eco System Distributor Take pre-integrated SaaS and resell via white-labeled marketplaces Customer Mix on-premise services with public SaaS in a easy-to-use self-service portal ISV Integrate and pilot new SaaS offerings in the Fujitsu Cloud Store Showroom Marketplace Take pre-integrated SaaS and enhance by value added services 10 Copyright 2013 FUJITSU

Our offering for SaaS Business Enablement ISV Reseller Distributor Marketplace Customer SaaS Showroom to attract Customers and Resellers Customerspecific marketplaces with preintegrated offering Easy-to-use one stop shopping platform with pre-integrated apps Easy-to-use selfservice portal to build and manage a hybrid cloud Easy-to-use integration and workflow to build value added services Build enterpriseintegrated SaaS apps and work flows Highly secured and flexible IaaS to improve own SaaS Secure and scalable delivery of SaaS Secure and scalable delivery of SaaS Enhanced flexibility of own computing power 11 Copyright 2013 FUJITSU

The Fujitsu Team @ Ulrich Hubert Business Development Manager shaping tomorrow with you Klaus Kaufmann Business Development Manager shaping tomorrow with you Fujitsu Enabling Software Technology Munich Germany E-Mail: ulrich.hubert@est.fujitsu.com Fujitsu Enabling Software Technology Munich Germany E-Mail: klaus.kaufmann@est.fujitsu.com 12 Copyright 2013 FUJITSU