COPYRIGHT © 2008, BUSINESS OBJECTS S.A.
GROWING AN ON-DEMAND BUSINESS, SIIA EUROPE 08Mani Gill, VP of OnDemand
SLIDE 2 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
AGENDA
1. A bit of history
2. A look at where we are today
3. Information OnDemand
4. Some lessons learned
5. Challenges and growth 2008-2010
6. Conclusion
SLIDE 3 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
WHERE WE STARTED 2.5 YEARS AGO
We said “Let’s find an easier way to share Crystal Reports”
Report
Web
SLIDE 4 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
CHALLENGES
No SaaS expertise
No multi-tenancy R&D knowledge
No billing infrastructure
Significant organizational pushback
No funding
No hosting infrastructure
No finance expertise
Other than that – things were great…
We overcame all those issues
SLIDE 5 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
KEY’S TO SUCCESS
Don’t boil the oceanRapid innovation is inherent to SaaS
DesignSimplicity
Scale
Understand your costsHosting unit
Sales
Support/Services
PricingSimple
Mash-upsLeverage cloud services
Billing, Reporting
SLIDE 6 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
WHERE WE ARE TODAY
Business Intelligence OnDemand(cr.com, Complete BI, EIM, Data Warehousing) Business Intelligence OnDemand(cr.com, Complete BI, EIM, Data Warehousing)
Business Applications OnDemand(nsite.com)Business Applications OnDemand(nsite.com)
Information OnDemand(information.ondemand.com)Information OnDemand(information.ondemand.com)
Data Quality OnDemandData Quality OnDemand
External A
pplication Integration(i.e. S
alesforce.com)
External A
pplication Integration(i.e. S
alesforce.com)
SLIDE 7 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
WHERE WE ARE TODAY
Business Intelligence OnDemandOffload your business intelligence and data warehouse infrastructure
onto our hosted platform—and start analyzing your data sooner.
Information OnDemandEnhancing Business Intelligence with External information. Compare
your organization's data to third-party market and financial data. Our prebuilt reports save you hours or days of preparation.
Business Applications OnDemandAutomate, manage and gain insight into your organization's processes.
Easily extend your on-demand applications and apply the power of business intelligence to process management.
Deploy a business intelligence solution over the Web - without buying servers or installing
software. Give insight to customers and partners immediately, without an IT project.
SLIDE 8 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
ONDEMAND MOMENTUM
0
20,000
40,000
60,000
80,000
100,000
120,000
H2 2005 H1 2006 H2 2006 H1 2007 H2 2007 H1 2008
OnDemand Subscriber Growth
(Projected)
“The rapid growth of its OnDemand BI offerings, for which it now has more than 70,000 customers, makes Business Objects the
de facto leader in SaaS BI.” (Gartner)
SLIDE 9 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
CUSTOMERS
SLIDE 10 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
SALES PROSPECTING
SLIDE 11 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
GROWING AN ON-DEMAND BUSINESS
Key Assumptions 18 Months Ago:– Instant leverage with via channel and into install base
– High degree of leverage with Enterprise and mid-market sales team
– Ability to modify key infrastructure elements to support OnDemand model (order processing, rev rec, legal, sales ops etc)
– Simple, low touch, high volume sales model
Lessons Learned:We are one-of-many groups targeting CR install base limited access to lists
Some leverage wit the channel, mid-market and enterprise teams
On Demand team leads primary selling effort
Challenges include influencing key infrastructure processes – time consuming, resource intensive usually resulting in compromise or work-around solutions
Higher touch model than anticipated
SLIDE 12 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
CUSTOMER AND MARKET TRENDS
From wide-spread data to unified, relevant information view
WWW
All data sources (internal and external, structured and unstructured) need to be leveraged to create insight that
is relevant for decision making and business performance optimization.
From people to teamsPeople need ways to better collaborate in a given
business context and better support for the way teams really work.
From businesses to business networks
Businesses need to leverage the transformation of their business networks as a new source of competitive
advantage.
SLIDE 13 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
Deliver solutions to support company visionEnhancing Business Intelligence with Information OnDemand
Enable collaboration across organizational and data boundaries
Address the “multi-Saas” problem
Leverage and grow our Partner NetworkOEM, VAR, Reseller, Solution Provider, ISV, Strategic
Support categories with rapidly growing SaaS adoptionGovernance, Risk and Compliance (GRC)
Human Capital Management, Collaboration, Security
2008 – 2010 Growth Drivers
SLIDE 14 BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT © 2008 BUSINESS OBJECTS S.A.
CONCLUSION
Start small
Keep it simple
Leverage mash-ups
Thank you!
Mani Gill
WW VP of OnDemand Software and Services,Business Objects, an SAP company
www.ondemand.com