MalaysiaC-3A-1, Sky Park OneCityJalan USJ 25/1, Subang Jaya47650 Selangor, Malaysia

IndonesiaJl. Kapten Tendean No.5240141 BandungJawa Barat, Indonesia

Enterprise Product Development & Sales

Beyond Malaysia

Presenters’ Background

George Lee• Founded Innov8tif, Mobiz, as

Managing Director

• Co-founded Joget Workflow(VP, Business Development)

• 15 years experience in sales & business development of enterprise software solution.

• Ex-Sales Director of a public listed software company.

Tiensoon Law• Founded Innov8tif, Mobiz, as

Technology Director

• Co-founded Joget Workflow(VP, Consulting)

• 9 years experience in enterprise software product development.

• Ex-Product Mngr. of a public listed software company.

Presenter’s Personal Bits

George Lee

@cupnoodles

Tiensoon Law

@tiensoon

Enterprise Software Development

Enterprise vs Consumer Software

Key Differences

1. Buyer

2. Requirements gathering

3. Who to please, satisfy or comply to?

4. System integrations

5. Engineering trends & needs

6. Security and auditing requirements

1. Buyer

Consumer

• Individual user/customer

• Spending his/her own $

Enterprise

• Group(s) of people/users

• Spending company’s $

2. Requirements Gathering

Consumer

• Founder’s life experience

Enterprise

• Someone from the industry, or subject matter expert

Ability to Build != Ability to Sell

Reselling a Customer’s Project to Another Customer

3. Who to Please/Satisfy or Comply to?

Consumer

• Individual user/customer

Enterprise

• Multiple users, user groups/departments, stakeholders

In some cases, compliance to the industry-governing local regulations and laws

Examples of Regulatory Frameworks Related to Software for Financial & Insurance Industries in Malaysia• BNM Guidelines on:

– Management of IT Environment– Internet Insurance– Provision of Internet Banking Services– Anti-Money Laundering and Counter Financing of Terrorism – Know Your Customer (KYC)– Stress Testing

• Personal Data Protection Act (PDPA)

To Take Care of Everyone’s Rice Bowl

To Take Care of Everyone’s Rice Bowl

• Business Users (Project Owner)– I just need something like

Dropbox

– Plus the ability to manage access rights

• Security Department– Enterprise security

requirements

– File transfer and storage security

– 2 factor authentication

• IT Department– IT & admin controls

– Platform requirements

– Policy management

– Workflow management

– IT management

– Network monitoring

– Audi logging and reports

• C Level– Executive dashboard

Identify Partners to Fulfill the Missing Gaps

Proof of Concept (PoC)

Consumer

• Free-trial

• Standard product

Enterprise

• (Free) and

(Customized) PoC, or even trial run

Consumer Enterprise

Low Touch

High Touch

4. System Integrations

Consumer

• Mostly are only involving the social media and OAuth integration. APIs are very well documented and supported.

Enterprise

• Always involves some forms of system integrations

• May even include legacy systems.

Challenges with Enterprise System Integrations

Wide array of integration methods, from the sexy to the ugly.

If You are Lucky

• SOAP Web Services

• XML API

• Message Queue

• LDAP

If Unlucky

• SQL query

• Platform-specific SDK

• CSV or Excel files

• Fixed-length messages

• Integration not supported!

5. Engineering Trends & Needs

Consumer

• Any programming language or platform you like. Ruby, Scala, Python, PHP, Dart etc.

Enterprise

• Industry-specific preferences.

• Readiness of talents and resources.

• Taking care of everyone’s rice bowl.

Know Your Industry’s Preferences

• Malaysia’s government sector is pro-open source, driven by Open Source Competency Center (OSCC) master plans and guidelines.

Know Your Industry’s Preferences

• Banking and financial services sector is heavily influenced by the big brands (e.g. Silverlake, IBM, Oracle). And these architectures are Java-stack driven.

Cobol is Still Used!

FREE Software Licenses & NO Support Subscription?

Remember that You have to Take Care of Everyone’s Rice Bowl?

Don’t Spell “Disaster” to Highly Paid CTO/CIO

SaaS is NOT for Everyone

SaaS is NOT for Everyone

• Banking & financial industry needs to own the customer data.–So SaaS never will work for this industry?

• Opex

• or Capex?

6. Security & Auditing Requirements

Network Infrastructure

Application Server Cluster 1

Application Server Cluster 2

Internet

Apache HTTP, Nginx, IIS or NLB

Network Infrastructure

Application Server(Passenger, GlassFish, JBoss,

IIS)

Internet

Apache HTTP, Nginx, or IIS

?

Network Infrastructure

Application Server(Passenger, GlassFish,

JBoss, IIS)Apache HTTP, Nginx,

or IIS

DMZ

(Reverse Proxy)

Private / Trusted Zone

Internet

Granular Authorization and Access Control

• Control user group’s authorization by action:– Create record

– Edit record

– View record

– Search records

– Delete record

– Export records

– Generate reports

• Concept of Super/Power User

Comprehensive Logging and Audit Trails

For each action:

• Who?

• When?

• From where?

• What was the previous value?

5. Selling to Enterprise

Now the tough part!

Securing the Enterprise Customer

Dinners? Karaoke? Golf?

What does it take?

Use Cases:

Understand Enterprise

to Sell to Enterprise

Enterprise Barriers

• New Solution

– Is it Proven?

– Who is Using?

– Anyone from same Industry?

• Company Small & New

– How big is your team?

– How do you support us?

– What happened if you are longer around?

Buying from a Startup

• In line with their GROWTH & TREND

• Solving their PAIN POINTS

• Make them a SUPER HERO to their boss

• Make them want you to FIGHT FOR YOU

• GET A FOOT in but don’t over do it

Addressing Enterprise Concerns• Trusted Partner

– Existing VENDOR

– BIG ENOUGH reputation

– RESOURCES to Support

– Existing NETWORK

– Align to BIG BOYS

• Product Strategy– SHOW and PROOF

– READY for production

– CONTINUITY ability without you

– Show ability to SCALE

– Build your CLIENT BASE

Sustaining your Enterprise

• Build TRUST from Day 1

• Be RELIABLE & KEEP YOUR PROMISE always

• GO FURTHER than what you promise

• RELATIONSHIP SELLING helps retain your customer and brings more!

Selling Beyond Malaysia

• Are you ready? (Product, Language, Time & Budget)

• Get some Help – Matrade & MDEC, now MAGIC ;)

• Creative Strategy

• Self Secure first few local customers

• Figure out Local Partner & Support

• Get your Existing Client to Intro to local counterpart

Question & Answers

Thank You