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Copyright 2013 FUJITSU SaaS Eco System 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

Businessmodelle des SaaS Eco-Systems · Chancen, Risiken und kritische Erfolgsfaktoren Partnering for the Cloud 14th of Mai, 2013 Ulrich Hubert und Klaus Kaufmann ... • Strong marketing

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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.

2 Copyright 2013 FUJITSU SaaS Eco System

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

3 Copyright 2013 FUJITSU SaaS Eco System

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

4 Copyright 2013 FUJITSU SaaS Eco System

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

5 Copyright 2013 FUJITSU SaaS Eco System

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

6 Copyright 2013 FUJITSU SaaS Eco System

Our offering for SaaS Business Enablement

7 Copyright 2013 FUJITSU SaaS Eco System

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

8 Copyright 2013 FUJITSU SaaS Eco System

PaaS: Mash up SaaS in the Cloud to generate value-added services

Integration and BPM as a Service

9 Copyright 2013 FUJITSU SaaS Eco System

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

10 Copyright 2013 FUJITSU SaaS Eco System

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

11 Copyright 2013 FUJITSU SaaS Eco System

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

12 Copyright 2013 FUJITSU SaaS Eco System

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

13 Copyright 2013 FUJITSU SaaS Eco System