Drive Your B2B Digital Transformation and Revenue with SaaS Commerce
- 2. Drive Your B2B Digital Transformation and Drive Revenue with SaaS Commerce Liz Herbert, VP, Principal Analyst
- 3. 3 We work with business and technology leaders to develop customer-obsessed strategies that drive growth. © 2016 Forrester Research, Inc. Reproduction Prohibited
- 4. © 2016 Forrester Research, Inc. Reproduction Prohibited 4 Welcome to the age of the customer Source: “Winning In The Age Of The Customer” Forrester report Definition: A 20-year business cycle in which the most successful enterprises will reinvent themselves to systematically understand and serve increasingly powerful customers
- 5. © 2016 Forrester Research, Inc. Reproduction Prohibited 5 Businesses must rethink their competitive advantage . . . Source: “Understand The Digital Business Landscape” Forrester report
- 6. © 2016 Forrester Research, Inc. Reproduction Prohibited 6 SaaS enables speed, agility, and new digital business models
- 7. 7© 2016 Forrester Research, Inc. Reproduction Prohibited SaaS Enables The New Era Of Digital Business SaaS is a key enabler for the Age of the Customer
- 8. 8© 2016 Forrester Research, Inc. Reproduction Prohibited Need for speed drives SaaS adoption Note: Select response options shown Source: Forrester’s Business Technographics® Global Software Survey, 2015
- 9. © 2016 Forrester Research, Inc. Reproduction Prohibited 9 SaaS continues to displace on-premises systems across categories Source: “The Public Cloud Market Is Now In Hypergrowth” Forrester report
- 10. © 2016 Forrester Research, Inc. Reproduction Prohibited 10 SaaS growth continues across categories Source: Forrester’s Global Business Technographics® Software Survey, 2015; Forrester’s Business Technographics Global Software Survey, 2014; Forrester’s Forrsights Software Survey, Q4 2013
- 11. © 2016 Forrester Research, Inc. Reproduction Prohibited 11 But, concerns linger and not all SaaS is created equal
- 12. 12© 2016 Forrester Research, Inc. Reproduction Prohibited 57% say security is a concern Source: Forrester’s Business Technographics® Global Software Survey, 2015; January 20, 2015 Base: 972 Global software decision-makers 49% say cost is a concern 47% say compliance is a concern Buyer Concerns Still Linger 46% say vendor lock-in is a concern © 2016 Forrester Research, Inc. Reproduction Prohibited
- 13. © 2016 Forrester Research, Inc. Reproduction Prohibited 13 Four necessary elements to mitigate SaaS risk Approach Goals Due diligence Assess the solution Recognize the take it or leave it nature of XaaS – and make an informed decision Contracting Get legal and financial commitments from the vendor Clarify expectations on all sides Add-on tools Plug gaps with add-ons for security, performance, backup, and more Vendor management Monitor the solution and be informed. Recognize that the solution will not be static in XaaS models © 2016 Forrester Research, Inc. Reproduction Prohibited
- 14. © 2016 Forrester Research, Inc. Reproduction Prohibited 14 You must balance value with risk © 2016 Forrester Research, Inc. Reproduction Prohibited
- 15. © 2016 Forrester Research, Inc. Reproduction Prohibited 15 XaaS requires unique buying considerations Architecture •Multitenancy •Approach to customization •Programming languages for development •Integration tools •Control of upgrade timing •Data center/ hosting Financials •Company size •SaaS customers •Growth •Investors •R&D •Platform dependence Ecosystem •Technology partners •Implementation partners •Marketplace •Ease of deploying add-on solutions •Community ratings •Developer community Security •Single sign-on •Disaster recovery •Encryption •Access rights •Physical security
- 16. © 2016 Forrester Research, Inc. Reproduction Prohibited 16 The future of SaaS
- 17. © 2016 Forrester Research, Inc. Reproduction Prohibited 17 Clients see long-term value in SaaS › Rapid scalability › New customer experiences › Many-to-many collaboration › New business models
- 18. © 2016 Forrester Research, Inc. Reproduction Prohibited 18 SaaS Ecosystem IoT Public Internet What’s next: SaaS enables digital ecosystems SaaS ecosystems connect employees, customers, partners, and devices – and have the power to disrupt business models
- 19. © 2016 Forrester Research, Inc. Reproduction Prohibited 19 SaaS ecosystems will disrupt industries and create new industry leaders › Smart, real-time engagement with partners and customers › New business models built for the service economy › Centralized source of aggregate data creates unique analytics Winners will own their markets and create a high barrier to entry for competitors
- 21. Welcome to the Age of the Customer @ToddSurdey Todd Surdey SVP, Salesforce
- 22. CloudMainframe 1960s 1980s Client/Server Today New Technology Model New Business Model New Philanthropic Model Benefits of Enterprise Cloud Computing & SaaS
- 23. Enterprise cloud computing The Cloud is the Fastest Path to Success Fast Innovative Open Easy Trusted No Hardware No Software Faster ROI Flexible Automatic Upgrades Continuous Any Device API First Data Portability Secure Transparent Performance at Scale Subscription Model Real-time Customizations AppExchange
- 24. 24©2016 CloudCraze Software LLC. All Rights Reserved. The only proven eCommerce platform developed natively on Salesforce
- 25. 25©2016 CloudCraze Software LLC. All Rights Reserved. Completing the Vision of One View of the Customer Native on Salesforce
- 26. 26©2016 CloudCraze Software LLC. All Rights Reserved. Global Growth Across the B2B Commerce Landscape
- 27. 27©2016 CloudCraze Software LLC. All Rights Reserved. Proven Global Success Across B2B industries Consumer Products Software, Media, Publishing Manufacturing & Distribution Healthcare & Life Sciences