Learning More About Saa S Strategy Tuneup

© 2009 Montclair Advisors, LLC Confidential Information

Learning More AboutThe SaaS Strategy Tune-up

Presented by

Montclair Advisors

October 2009


Where the Strategy Tune-up Can Be Beneficial

• For existing SaaS companies: Delivers a complete view of SaaS market and key industry segments

Unique tool for use in competitive and M&A analysis

Compare business plans against SaaS and non-SaaS players

SWOT diagnostic tool to aid in business planning and budgeting

Useful in communicating to boards and investors about business direction

• For traditional SaaS companies: Delivers view into SaaS market, key players and competitors

Compare planned performance against industry and SaaS players

Useful when building out SaaS migration or new business plan

Can help companies avoid making costly SaaS business mistakes


Address Common SaaS Strategy Challenges

Pricing

M&A Buy Side

Win/LossAnalysis

KeyExecutives

MarketingStrategies

Churn

Profitability

Global

Partnerships

Enter NewMarkets

The SaaS Strategy Tune-up provides actionable advice on a wide varietyof areas that will help your business to be more productive, gain marketshare, better competitive positioning, generate more revenue and avoidcostly mistakes.

M&ASell Side

CAC


SaaS Strategy Tune-up Process

• Kickoff meeting

• Interview key executives and stakeholders

• Review of target industry players

• Evaluate corporate presentation

• Review financial, industry and background materials

• Build out SaaS Market Scorecard

• Deliver findings

Typical evaluation takes less than 2 days, so results are deliveredquickly and cost effectively.


SaaS Strategy Tune-up Business Dimensions

Complete market landscape, with useful drill downs


Targeted Company Profiles

Phase 2 projects often involve specific company profiles

Strategy Market Scan

Partner of Interest: Saturn Software

Background Information

Saturn Corporate Information Management Team999 German Lane, Suite 122 Randy McLeonard Founder, Chairman and CEOPhoenix, AZ 85001 Deepak Rah Chief Technology OfficerMain: 1-602-652-7000 John Lord VP Business OperationsToll Free: 1-877-786-0001 Janet Sherman VP of SalesFax: 1-602-652-0342 Arthur Cross VP of MarketingEmail: [email protected] Roger Mason GM of EMEA

Saturn Facebook ProfileSaturn LinkedIn Group Board of DirectorsSaturn on Twitter Wendy Warner DirectorSaturn Website William Glass DirectorSaturn Blog Bennett Shipley Independent Director

Leo Schambeck DirectorFounded: 2004Market: Small and Medium Business (SMB) FundingPartners: Salesforce.com - AppExchange Series A $5M in September 2008

Product Information Customer InformationEst. Customers 110

Functional Comparison Some of these customers include:

User Interface Customer Name IndustryModeling Pep Boys AutomotiveReporting DSG Canada AutomotiveData Management Oracle TechnologyIntegration Accenture Business ServicesPartner Portal KB Homes Construction

CBRE ConstructionAPI/Connector(s) Timmons Company ConstructionTechnology: Wind Turbine, Inc. Manufacturing

Callidus Technology

Pricing Information Other Company InformationSaturn Express $19/company/month No set up fee (self service) Est. Revenues >$5MSaturn Enteprise $30/user/month $349 set up fee Est. Employees 40

60 day money back guarantee

QuickStart Services $495 2 hours of comp consulting and best practices adviceStrategic Alignment Services $1,295 Build out a complete systemAutomation Set Up Services $1,200 Data cleaning and loadingA La Carte Consulting Services $275/hour

Competitor #1X

Saturn Express Saturn Enterprise

XX

XXXX

XX

X

X

XXXX

AppExchange and custom through professional servicesJava J2EE and Spring, Hibernate, Flex and Groove

X


Case Study

Xactly

Challenges:Successful SaaS business looking at broader market and key players for strategicbusiness planning purposes.

Solutions: Detailed market scan by industry segment Drill down into specific company profiles Partnership recommendations

Results:Information used for executive staff and board of directors strategic planning session


SaaS Strategy Tune-up Benefits

Powerful planning tool for business strategy

More detailed view into competitive landscape

Useful communications tool for use with boards and investors

Develop understanding of key industry players

Solid tool for comparing company against industry peers and groups

Findings deliver actionable advice

Modest investment of time and resources

Uncover potential strategic business opportunities


Companies Covered in 2009P

ublic

Priv

ate

Very Small BusinessSMBEnterprise

Valuable SaaS Marketplace Relationships


Montclair Advisors provides personalized Software-as-a-Service advisoryservices designed to help SaaS-based and non-SaaS-based software companiesto optimize their business models, improve revenues, control costs and deliverworld-class software.

Visit us at www.montclairadvisors.com, check out our Smart SaaS blog atwww.montclairadvisors.com/blog and follow us on Twitter @Montclairadvrs.

Kevin Dobbs, Owner - Managing PartnerOffice: 510-336-0019Email: [email protected]

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