0 Copyright 2013 FUJITSU SaaS Eco System
Businessmodelle des SaaS Eco-Systems Chancen, Risiken und kritische Erfolgsfaktoren
Partnering for the Cloud 14th of Mai, 2013 Ulrich Hubert und Klaus Kaufmann Fujitsu Enabling Software Technology
1 Copyright 2013 FUJITSU SaaS Eco System
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.
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350
287
What makes the SaaS dream of 2015 come true
* Growth of SaaS revenue in Germany, 2013-2015, Mio EUR, source: Experton Group
1.278%*
94%*
44%*
Marketplace
Customer
ISV
Reseller Distributor
21
1.470
243
2.860
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ISV Challenges: The rules of the game change
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
Medium/Large Enterprise ISV Customer
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Reseller Challenges: Re-skilling the after sales service
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
Small/Medium Enterprise
Distributor
Customer
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Marketplace Challenges: Strenghten the USPs
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
Very Small/Small Enterprise
Customer
Marketplace
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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
Additional Services: n Middleware support (SQL) n Additional disk capacity n Backup (System & Data) n Load balancing n Private Internet n Global IP address
Pay for what you use
Elastic and scalable
Secure and compliant
Support included
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PaaS: Mash up SaaS in the Cloud to generate value-added services
Integration and BPM as a Service
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SaaS: Build or use a SaaS Marketplace
CUSTOMER PORTAL
Sellers offer business services to buyers
TENANT PROVISIONING
Provisioning a
customer instance of a service
EVENT MANAGEMENT
Record events to support metering
and auditing
BRAND MANAGEMENT
Layout customization for the own branded
customer portal
ACCOUNT MANAGEMENT
SUPPLIER PORTAL
Provide catalog for service & price
modelling
IDENTITY MANAGEMENT
User management, single sign-on & access control
SUBSCRIPTION MANAGEMENT
Management of customer service
subscriptions
SERVICE PROVISIONING
Provisioning user access to
services
BILLING
Collection of billing data for the creation customer invoices
REPORTING
Offer comprehensive reports for providers &
customers
PAYMENT COLLECTION
Pre-tested interface to integrate payment
service providers
Handling individual users, accounts, roles, and logins
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SaaS easily distributed and consumed within the Fujitsu Store Eco System
ISV
Customer
Distributor
Marketplace
Take pre-integrated SaaS and resell via white-labeled marketplaces
Integrate and pilot new SaaS offerings in the Fujitsu Cloud Store Showroom
Take pre-integrated SaaS and enhance by value added services
Mix on-premise services with public SaaS in a easy-to-use self-service portal
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SaaS Showroom to attract Customers and Resellers
Customer-specific marketplaces with pre-integrated offering
Easy-to-use one stop shopping platform with pre-integrated apps
Easy-to-use self-service portal to build and manage a hybrid cloud
Easy-to-use integration and workflow to build value added services
Build enterprise-integrated 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
Our offering for SaaS Business Enablement
Marketplace Customer
ISV
Reseller Distributor
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The Fujitsu Team @
Ulrich Hubert Business Development Manager
Fujitsu Enabling Software Technology Munich – Germany E-Mail: [email protected]
shaping tomorrow with you
Klaus Kaufmann Business Development Manager
Fujitsu Enabling Software Technology Munich – Germany E-Mail: [email protected]
shaping tomorrow with you