Documents bruts exploités par Thierry Vonfelt [ESDI], Thierry Bayon [Marketor] et Michel Lara [IBM IDR - Innovation Center] lors de l'atelier "6+6 raisons de rater-réussir votre migration vers le SaaS" - Forum SaaS et Cloud IBM - Club Alliances - Vendredi 5 février 2010 - IBM Bois-Colombes [92] - France.
2010.02.05 - 6+6 raisons de rater-réussir votre migration vers le SaaS - Forum SaaS et Cloud IBM - Club Alliances - 5 février 2010
1. 6+6 raisons de réussir/rater votre migration vers le SaaS Thierry Vonfelt Thierry Bayon Michel Lara
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4. Avoir la bonne organisation, les procédures / méthodes / outils pour la Délivrance du service Formation Accompa-gnement Demande et Allocation de ressources Software As A Service Configuration Paramétrage Intégration Maintien en Conditions Opérationnelles Support Assistance Utilisateurs Ressources Application Relevé de consommations Facturation Gestion des Services Gestion des connaissances Plateforme de Services Professionnels Gestion de la logistique Outils
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10. A propos de Thierry VONFELT Directeur Activité SaaS Tel : 03 88 87 86 80 Mobile : 06 75 65 10 78 [email_address] Contact Fiche d’identité Création en 2000 CA 2009 : 13 M€, 225 collaborateurs Agences commerciales : Belfort - Strasbourg - Lyon Ile de France / Nord
11. Fort de 10 années d’expérience en infogérance, les experts d’ ESDI infoservices ont développé une méthodologie , des outils et des prestations de services modulaires pour accompagner rapidement et efficacement les éditeurs et intégrateurs dans l’élaboration et la gestion au quotidien de leur offre Software as a Service . Plateformes : partitions VMware (Windows/Linux), X Series, I Series, P Series, stockage SAN, bureaux virtuels, bases de données (MS SQL, My SQL, PostgreSQL, Oracle, …), services de messagerie, … Services : supervision système et application, exploitation, administration, maintenance logiciel, gestion des capacités et des performances, helpdesk utilisateur, déploiement, … Un large bouquet applicatif pour PME/PMI et grandes entreprises IP edito Le partenaire SaaS des éditeurs / intégrateurs
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13. Intégrer toutes les dimensions du changement de paradigme Faire évoluer les modes de commercialisation / diffusion Adopter la bonne démarche Marketing Price : Élément clé du mix car on peut difficilement amender des conditions contractuelles en cours de route. Il doit être aussi simple et lisible que possible. Il doit privilégier la pénétration de marché le plus rapidement possible. (pas de stratégie d’écrémage en SaaS) Adapter les SLA aux attentes de votre marché avec les partenaires de votre écosystème SaaS Opter pour des contrats favorisant l’essai de votre solution Place : A chacun d’écrire sa propre histoire car co-habitent des solutions d’appropriation simple se prêtant à une diffusion de masse et à une vente directe avec des solutions complexes où les partenaires « historiques » peuvent convenir. Regardez cette nouvelle catégorie de partenaires que sont les aggrégateurs Essayer tout de même assez tôt de développer et animer des réseaux d’influenceurs/prescripteurs. Product/Service : L’ISO fonctionnalité par rapport aux applications traditionnelles est fondamentale Les web services et mashups divers ouvrent des perspectives de différenciation inégalables Le mode de délivrance SaaS est un atout indéniable certes différenciant mais absolument pas suffisant Le niveau de services apporté aux clients doit être proche des 100% Attention aux nouvelles responsabilités incombant désormais aux prestataires de services Adopter une architecture multi locataire MARKETING MIX SaaS – 7P Inspiré des travaux de Booms and Bitner sur le marketing des services
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16. Références dans le domaine IT CONSTRUCTEURS/EDITEURS SSII/INTEGRATEURS MEMBRE FONDATEUR
17. Contact MARKETOR Maison des ESSEC, 70 rue Cortambert, 75116 Paris 01 71 16 19 60 [email_address] www.marketor.fr http://twitter.com/MARKETOR_IT http://marketor-it.blogspot.com Thierry BAYON [email_address] Associé Responsable Club Essec Marketing www.software-as-a-service.fr
18. IBM Innovation Centers Vous aider à construire des solutions innovantes Michel Lara Responsable IBM Innovation Center Paris
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20. Comment faire les mauvais choix technologiques IBM Innovation Centers
21. Comment limiter le nombre de clients sur son application IBM Innovation Centers
Notes de l'éditeur
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Sales Resource Managers Guides you to the right IBM sales channel resource to help you close deals Sales closure events Use our high quality meeting facilities to host customer briefings that can help accelerate your sales cycle and close the deal. . Include a tour of the center for your customer so they can see technology in action. Connect to Win events - Our centers host events where CEOs and senior executives meet with IBM representatives and Business Partners to explore ways to drive business together. “ Maximize your relationship with IBM” business seminar helps you connect with the right people. Make sure your teams attend Connection events These events help you expand your relationships and build profitable networks. Meet with IBM specialists, leading experts, and other Business Partners. Most events include an opportunity to interact through facilitated networking discussions called partner-to-partner speed dating. In addition to Skills for the 21 st century events , the centers also host students for Technology days at IBM. Value Net Connections - A value net consists of two or more Business Partners who work together to create repeatable solutions designed to meet customer needs. A successful value net can help you enter new markets, create new business opportunities and increase your revenue.
Sales Resource Managers Guides you to the right IBM sales channel resource to help you close deals Sales closure events Use our high quality meeting facilities to host customer briefings that can help accelerate your sales cycle and close the deal. . Include a tour of the center for your customer so they can see technology in action. Connect to Win events - Our centers host events where CEOs and senior executives meet with IBM representatives and Business Partners to explore ways to drive business together. “ Maximize your relationship with IBM” business seminar helps you connect with the right people. Make sure your teams attend Connection events These events help you expand your relationships and build profitable networks. Meet with IBM specialists, leading experts, and other Business Partners. Most events include an opportunity to interact through facilitated networking discussions called partner-to-partner speed dating. In addition to Skills for the 21 st century events , the centers also host students for Technology days at IBM. Value Net Connections - A value net consists of two or more Business Partners who work together to create repeatable solutions designed to meet customer needs. A successful value net can help you enter new markets, create new business opportunities and increase your revenue.