|By Alan Rihm||
|June 29, 2014 02:00 PM EDT||
When focusing on one element of a SaaS provider to evaluate, it should not be the technology it is providing today but its commitment to finding new ways to succeed in the future. This kind of agility that goes beyond technology is why SaaS is so loaded with potential for entrepreneurs.
With the barriers to entering the communications market nearly eliminated, this next wave of entrepreneurs have an opportunity to focus on enabling the success of their customers through sourcing, developing and delivering the technologies they need. It is a mindset shift that is critical to leveraging the cloud delivery model to its fullest potential. This is about not just delivering features or functionalities, but helping customers to shape agile, efficient and successful businesses.
Engage, Educate, Enable, Succeed
The most exciting opportunity for entrepreneurs in the cloud is to use the flexibility it offers to co-create, refine and evolve new enterprise services. A SaaS provider has the freedom to change the services it offers with input from across the value chain, as long as they remain focused on the core aspect of their business where they add value: enablement. Whether they offer supply chain management software through to cloud communications, the service is a tool for their enterprise customers to drive efficiency, grow and increase profitability.
Services have been decoupled from infrastructure and that means more freedom to explore new ideas, innovations and business models. It also means sellers and buyers can have a greater influence on one another. An innovative SaaS provider can influence what their customers sell and how they sell while creating a feedback loop that sees services evolve rapidly to meet customer needs.
The relationship between the buyer and seller begins with outlining the business objectives of the customer and it's up to the SaaS provider to shape a service offering that will enable the customer to succeed. This takes a consultancy-based sale and evolves it into an ecosystem that extends beyond the point of sale.
At its most advanced, the SaaS provider can work with customers to co-create and develop the services that will ultimately help meet their business objectives. That is the goal. Not delivering a new technology but clearly having impact within the customer's business and measuring the results of the engagement. When business and IT become aligned, the SaaS provider has to become increasingly adept at using their service platform to influence their customer's businesses.
It also works the other way. SaaS providers learn from customers and at the same time play a role in educating their customers to ensure that they are using the services effectively or, in the case of the channel, are skilled in selling the new services being provided. If it will help the customer to achieve its goals, the SaaS provider can educate its customers' sales staff and arm them with new skills to take these services to market. In this way, enablement means extending the relationship to include not just learning from customers but guaranteeing the success of the operation through education and sharing experience and expertise.
Entrepreneurs in Enablement
The opportunity for entrepreneurs is in creating businesses focused on shared value that evolves the enterprise IT channel model to best use the characteristics of the cloud. This is about focusing less on shifting units or seats and more on creating sustainable and profitable businesses dedicated to helping customers transform their operations and increase profitability.
Why would an entrepreneur be interested in this space? SaaS businesses that are focused on enablement have an advantage over competitors and deliver unique advantages. The closeness that they develop with their customers gives them high rates of customer retention and stickiness as well as a rapid path to differentiation.
Technologies and services will always change but if the business is dedicated to finding new ways to serve customers and evolve their offering then they will always be relevant. If a service provider anticipates emerging customer demand combined with listening and reacting to customer feedback, these customers don't need to look elsewhere for new services. Price comparison also is not central to decision making, ensuring that they do not compete on price but rather on the quality of the service they offer and the real business results they enable for customers.
Similarly, they are able to differentiate their offerings in the long term with more customers feeding into their service creation and refinement, making it easy to anticipate the needs of new customers. This in turn helps them to win more business.
By focusing on using cloud services to enable the success of customers, they create an ecosystem where customers get better services based on feedback and development while new customers become easier to obtain because their needs can be anticipated. Costs of sale are mitigated by long-term relationships, which increase profitability, and the business is able to tap recurring revenue streams.
While this might not appear as exciting as the success stories from the consumer communications market like WhatsApp, focusing on enablement builds dynamic businesses that are flexible and largely future-proof. The model works hard for both the buyer and the seller.
The cloud is ready to enter a new phase of its evolution where the technology is understood and the advantages are leveraged to build a healthy value chain. Entrepreneurs who recognize the opportunity to building businesses around enablement will have a lasting impact on their customers and the market.
SaaS has demonstrated how service development and management can sit outside of a business but that's only the first step. Thinking bigger about how enterprises are served and matching technology to business results is an exciting and logical progression. It will open new doors for both SaaS providers and customers to grow together and intertwine a value chain that has previously run from A to B from the provider to the customer.
The future IT and communications services delivered via the cloud will be shaped by the entrepreneurs that go beyond just the technology and look at how the relationship can develop. Enterprise customers simply want better solutions to meet their needs and are ready to work with providers that have a new approach dedicated to their success.
The major cloud platforms defy a simple, side-by-side analysis. Each of the major IaaS public-cloud platforms offers their own unique strengths and functionality. Options for on-site private cloud are diverse as well, and must be designed and deployed while taking existing legacy architecture and infrastructure into account. Then the reality is that most enterprises are embarking on a hybrid cloud strategy and programs. In this Power Panel at 15th Cloud Expo (http://www.CloudComputingExpo.com), moderated by Ashar Baig, Research Director, Cloud, at Gigaom Research, Nate Gordon, Director of T...
Nov. 23, 2014 07:45 AM EST Reads: 1,356
The definition of IoT is not new, in fact it’s been around for over a decade. What has changed is the public's awareness that the technology we use on a daily basis has caught up on the vision of an always on, always connected world. If you look into the details of what comprises the IoT, you’ll see that it includes everything from cloud computing, Big Data analytics, “Things,” Web communication, applications, network, storage, etc. It is essentially including everything connected online from hardware to software, or as we like to say, it’s an Internet of many different things. The difference ...
Nov. 22, 2014 10:00 PM EST Reads: 1,133
ARMONK, N.Y., Nov. 20, 2014 /PRNewswire/ -- IBM (NYSE: IBM) today announced that it is bringing a greater level of control, security and flexibility to cloud-based application development and delivery with a single-tenant version of Bluemix, IBM's platform-as-a-service. The new platform enables developers to build ap...
Nov. 22, 2014 05:30 PM EST Reads: 1,389
Cloud Expo 2014 TV commercials will feature @ThingsExpo, which was launched in June, 2014 at New York City's Javits Center as the largest 'Internet of Things' event in the world.
Nov. 22, 2014 05:30 PM EST Reads: 1,321
An entirely new security model is needed for the Internet of Things, or is it? Can we save some old and tested controls for this new and different environment? In his session at @ThingsExpo, New York's at the Javits Center, Davi Ottenheimer, EMC Senior Director of Trust, reviewed hands-on lessons with IoT devices and reveal a new risk balance you might not expect. Davi Ottenheimer, EMC Senior Director of Trust, has more than nineteen years' experience managing global security operations and assessments, including a decade of leading incident response and digital forensics. He is co-author of t...
Nov. 22, 2014 05:30 PM EST Reads: 1,145
Explosive growth in connected devices. Enormous amounts of data for collection and analysis. Critical use of data for split-second decision making and actionable information. All three are factors in making the Internet of Things a reality. Yet, any one factor would have an IT organization pondering its infrastructure strategy. How should your organization enhance its IT framework to enable an Internet of Things implementation? In his session at Internet of @ThingsExpo, James Kirkland, Chief Architect for the Internet of Things and Intelligent Systems at Red Hat, described how to revolutioniz...
Nov. 21, 2014 09:15 PM EST Reads: 1,280
Technology is enabling a new approach to collecting and using data. This approach, commonly referred to as the "Internet of Things" (IoT), enables businesses to use real-time data from all sorts of things including machines, devices and sensors to make better decisions, improve customer service, and lower the risk in the creation of new revenue opportunities. In his General Session at Internet of @ThingsExpo, Dave Wagstaff, Vice President and Chief Architect at BSQUARE Corporation, discuss the real benefits to focus on, how to understand the requirements of a successful solution, the flow of ...
Nov. 21, 2014 08:00 PM EST Reads: 1,353
The security devil is always in the details of the attack: the ones you've endured, the ones you prepare yourself to fend off, and the ones that, you fear, will catch you completely unaware and defenseless. The Internet of Things (IoT) is nothing if not an endless proliferation of details. It's the vision of a world in which continuous Internet connectivity and addressability is embedded into a growing range of human artifacts, into the natural world, and even into our smartphones, appliances, and physical persons. In the IoT vision, every new "thing" - sensor, actuator, data source, data con...
Nov. 21, 2014 08:00 PM EST Reads: 1,299
"BSQUARE is in the business of selling software solutions for smart connected devices. It's obvious that IoT has moved from being a technology to being a fundamental part of business, and in the last 18 months people have said let's figure out how to do it and let's put some focus on it, " explained Dave Wagstaff, VP & Chief Architect, at BSQUARE Corporation, in this SYS-CON.tv interview at @ThingsExpo, held Nov 4-6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
Nov. 21, 2014 07:00 PM EST Reads: 1,231
Focused on this fast-growing market’s needs, Vitesse Semiconductor Corporation (Nasdaq: VTSS), a leading provider of IC solutions to advance "Ethernet Everywhere" in Carrier, Enterprise and Internet of Things (IoT) networks, introduced its IStaX™ software (VSC6815SDK), a robust protocol stack to simplify deployment and management of Industrial-IoT network applications such as Industrial Ethernet switching, surveillance, video distribution, LCD signage, intelligent sensors, and metering equipment. Leveraging technologies proven in the Carrier and Enterprise markets, IStaX is designed to work ac...
Nov. 20, 2014 09:15 PM EST Reads: 1,327
"There is a natural synchronization between the business models, the IoT is there to support ,” explained Brendan O'Brien, Co-founder and Chief Architect of Aria Systems, in this SYS-CON.tv interview at the 15th International Cloud Expo®, held Nov 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
Nov. 20, 2014 07:30 PM EST Reads: 1,511
C-Labs LLC, a leading provider of remote and mobile access for the Internet of Things (IoT), announced the appointment of John Traynor to the position of chief operating officer. Previously a strategic advisor to the firm, Mr. Traynor will now oversee sales, marketing, finance, and operations. Mr. Traynor is based out of the C-Labs office in Redmond, Washington. He reports to Chris Muench, Chief Executive Officer. Mr. Traynor brings valuable business leadership and technology industry expertise to C-Labs. With over 30 years' experience in the high-tech sector, John Traynor has held numerous...
Nov. 20, 2014 06:00 PM EST Reads: 1,279
Bit6 today issued a challenge to the technology community implementing Web Real Time Communication (WebRTC). To leap beyond WebRTC’s significant limitations and fully leverage its underlying value to accelerate innovation, application developers need to consider the entire communications ecosystem.
Nov. 20, 2014 04:45 PM EST Reads: 1,059
The 3rd International @ThingsExpo, co-located with the 16th International Cloud Expo - to be held June 9-11, 2015, at the Javits Center in New York City, NY - announces that it is now accepting Keynote Proposals. The Internet of Things (IoT) is the most profound change in personal and enterprise IT since the creation of the Worldwide Web more than 20 years ago. All major researchers estimate there will be tens of billions devices - computers, smartphones, tablets, and sensors - connected to the Internet by 2020. This number will continue to grow at a rapid pace for the next several decades.
Nov. 20, 2014 01:00 PM EST Reads: 1,520
The Internet of Things is not new. Historically, smart businesses have used its basic concept of leveraging data to drive better decision making and have capitalized on those insights to realize additional revenue opportunities. So, what has changed to make the Internet of Things one of the hottest topics in tech? In his session at @ThingsExpo, Chris Gray, Director, Embedded and Internet of Things, discussed the underlying factors that are driving the economics of intelligent systems. Discover how hardware commoditization, the ubiquitous nature of connectivity, and the emergence of Big Data a...
Nov. 20, 2014 12:30 PM EST Reads: 1,756
Almost everyone sees the potential of Internet of Things but how can businesses truly unlock that potential. The key will be in the ability to discover business insight in the midst of an ocean of Big Data generated from billions of embedded devices via Systems of Discover. Businesses will also need to ensure that they can sustain that insight by leveraging the cloud for global reach, scale and elasticity.
Nov. 18, 2014 09:00 PM EST Reads: 1,993
SYS-CON Events announced today that Windstream, a leading provider of advanced network and cloud communications, has been named “Silver Sponsor” of SYS-CON's 16th International Cloud Expo®, which will take place on June 9–11, 2015, at the Javits Center in New York, NY. Windstream (Nasdaq: WIN), a FORTUNE 500 and S&P 500 company, is a leading provider of advanced network communications, including cloud computing and managed services, to businesses nationwide. The company also offers broadband, phone and digital TV services to consumers primarily in rural areas.
Nov. 18, 2014 08:15 PM EST Reads: 1,569
SYS-CON Events announced today that IDenticard will exhibit at SYS-CON's 16th International Cloud Expo®, which will take place on June 9-11, 2015, at the Javits Center in New York City, NY. IDenticard™ is the security division of Brady Corp (NYSE: BRC), a $1.5 billion manufacturer of identification products. We have small-company values with the strength and stability of a major corporation. IDenticard offers local sales, support and service to our customers across the United States and Canada. Our partner network encompasses some 300 of the world's leading systems integrators and security s...
Nov. 18, 2014 08:15 PM EST Reads: 1,518
IoT is still a vague buzzword for many people. In his session at @ThingsExpo, Mike Kavis, Vice President & Principal Cloud Architect at Cloud Technology Partners, discussed the business value of IoT that goes far beyond the general public's perception that IoT is all about wearables and home consumer services. He also discussed how IoT is perceived by investors and how venture capitalist access this space. Other topics discussed were barriers to success, what is new, what is old, and what the future may hold. Mike Kavis is Vice President & Principal Cloud Architect at Cloud Technology Pa...
Nov. 18, 2014 01:30 PM EST Reads: 1,988
Cloud Expo 2014 TV commercials will feature @ThingsExpo, which was launched in June, 2014 at New York City's Javits Center as the largest 'Internet of Things' event in the world. The next @ThingsExpo will take place November 4-6, 2014, at the Santa Clara Convention Center, in Santa Clara, California. Since its launch in 2008, Cloud Expo TV commercials have been aired and CNBC, Fox News Network, and Bloomberg TV. Please enjoy our 2014 commercial.
Nov. 13, 2014 05:00 AM EST Reads: 3,529