|By Alan Rihm||
|June 29, 2014 02:00 PM EDT||
When focusing on one element of a SaaS provider to evaluate, it should not be the technology it is providing today but its commitment to finding new ways to succeed in the future. This kind of agility that goes beyond technology is why SaaS is so loaded with potential for entrepreneurs.
With the barriers to entering the communications market nearly eliminated, this next wave of entrepreneurs have an opportunity to focus on enabling the success of their customers through sourcing, developing and delivering the technologies they need. It is a mindset shift that is critical to leveraging the cloud delivery model to its fullest potential. This is about not just delivering features or functionalities, but helping customers to shape agile, efficient and successful businesses.
Engage, Educate, Enable, Succeed
The most exciting opportunity for entrepreneurs in the cloud is to use the flexibility it offers to co-create, refine and evolve new enterprise services. A SaaS provider has the freedom to change the services it offers with input from across the value chain, as long as they remain focused on the core aspect of their business where they add value: enablement. Whether they offer supply chain management software through to cloud communications, the service is a tool for their enterprise customers to drive efficiency, grow and increase profitability.
Services have been decoupled from infrastructure and that means more freedom to explore new ideas, innovations and business models. It also means sellers and buyers can have a greater influence on one another. An innovative SaaS provider can influence what their customers sell and how they sell while creating a feedback loop that sees services evolve rapidly to meet customer needs.
The relationship between the buyer and seller begins with outlining the business objectives of the customer and it's up to the SaaS provider to shape a service offering that will enable the customer to succeed. This takes a consultancy-based sale and evolves it into an ecosystem that extends beyond the point of sale.
At its most advanced, the SaaS provider can work with customers to co-create and develop the services that will ultimately help meet their business objectives. That is the goal. Not delivering a new technology but clearly having impact within the customer's business and measuring the results of the engagement. When business and IT become aligned, the SaaS provider has to become increasingly adept at using their service platform to influence their customer's businesses.
It also works the other way. SaaS providers learn from customers and at the same time play a role in educating their customers to ensure that they are using the services effectively or, in the case of the channel, are skilled in selling the new services being provided. If it will help the customer to achieve its goals, the SaaS provider can educate its customers' sales staff and arm them with new skills to take these services to market. In this way, enablement means extending the relationship to include not just learning from customers but guaranteeing the success of the operation through education and sharing experience and expertise.
Entrepreneurs in Enablement
The opportunity for entrepreneurs is in creating businesses focused on shared value that evolves the enterprise IT channel model to best use the characteristics of the cloud. This is about focusing less on shifting units or seats and more on creating sustainable and profitable businesses dedicated to helping customers transform their operations and increase profitability.
Why would an entrepreneur be interested in this space? SaaS businesses that are focused on enablement have an advantage over competitors and deliver unique advantages. The closeness that they develop with their customers gives them high rates of customer retention and stickiness as well as a rapid path to differentiation.
Technologies and services will always change but if the business is dedicated to finding new ways to serve customers and evolve their offering then they will always be relevant. If a service provider anticipates emerging customer demand combined with listening and reacting to customer feedback, these customers don't need to look elsewhere for new services. Price comparison also is not central to decision making, ensuring that they do not compete on price but rather on the quality of the service they offer and the real business results they enable for customers.
Similarly, they are able to differentiate their offerings in the long term with more customers feeding into their service creation and refinement, making it easy to anticipate the needs of new customers. This in turn helps them to win more business.
By focusing on using cloud services to enable the success of customers, they create an ecosystem where customers get better services based on feedback and development while new customers become easier to obtain because their needs can be anticipated. Costs of sale are mitigated by long-term relationships, which increase profitability, and the business is able to tap recurring revenue streams.
While this might not appear as exciting as the success stories from the consumer communications market like WhatsApp, focusing on enablement builds dynamic businesses that are flexible and largely future-proof. The model works hard for both the buyer and the seller.
The cloud is ready to enter a new phase of its evolution where the technology is understood and the advantages are leveraged to build a healthy value chain. Entrepreneurs who recognize the opportunity to building businesses around enablement will have a lasting impact on their customers and the market.
SaaS has demonstrated how service development and management can sit outside of a business but that's only the first step. Thinking bigger about how enterprises are served and matching technology to business results is an exciting and logical progression. It will open new doors for both SaaS providers and customers to grow together and intertwine a value chain that has previously run from A to B from the provider to the customer.
The future IT and communications services delivered via the cloud will be shaped by the entrepreneurs that go beyond just the technology and look at how the relationship can develop. Enterprise customers simply want better solutions to meet their needs and are ready to work with providers that have a new approach dedicated to their success.
Without a clear strategy for cost control and an architecture designed with cloud services in mind, costs and operational performance can quickly get out of control. To avoid multiple architectural redesigns requires extensive thought and planning. Boundary (now part of BMC) launched a new public-facing multi-tenant high resolution monitoring service on Amazon AWS two years ago, facing challenges and learning best practices in the early days of the new service.
Mar. 27, 2017 03:45 AM EDT Reads: 2,933
All organizations that did not originate this moment have a pre-existing culture as well as legacy technology and processes that can be more or less amenable to DevOps implementation. That organizational culture is influenced by the personalities and management styles of Executive Management, the wider culture in which the organization is situated, and the personalities of key team members at all levels of the organization. This culture and entrenched interests usually throw a wrench in the work...
Mar. 27, 2017 03:00 AM EDT Reads: 2,956
DevOps is often described as a combination of technology and culture. Without both, DevOps isn't complete. However, applying the culture to outdated technology is a recipe for disaster; as response times grow and connections between teams are delayed by technology, the culture will die. A Nutanix Enterprise Cloud has many benefits that provide the needed base for a true DevOps paradigm.
Mar. 27, 2017 12:45 AM EDT Reads: 2,011
As software becomes more and more complex, we, as software developers, have been splitting up our code into smaller and smaller components. This is also true for the environment in which we run our code: going from bare metal, to VMs to the modern-day Cloud Native world of containers, schedulers and micro services. While we have figured out how to run containerized applications in the cloud using schedulers, we've yet to come up with a good solution to bridge the gap between getting your contain...
Mar. 26, 2017 09:45 PM EDT Reads: 7,583
As organizations realize the scope of the Internet of Things, gaining key insights from Big Data, through the use of advanced analytics, becomes crucial. However, IoT also creates the need for petabyte scale storage of data from millions of devices. A new type of Storage is required which seamlessly integrates robust data analytics with massive scale. These storage systems will act as “smart systems” provide in-place analytics that speed discovery and enable businesses to quickly derive meaningf...
Mar. 26, 2017 07:45 PM EDT Reads: 9,595
DevOps is often described as a combination of technology and culture. Without both, DevOps isn't complete. However, applying the culture to outdated technology is a recipe for disaster; as response times grow and connections between teams are delayed by technology, the culture will die. A Nutanix Enterprise Cloud has many benefits that provide the needed base for a true DevOps paradigm. In his Day 3 Keynote at 20th Cloud Expo, Chris Brown, a Solutions Marketing Manager at Nutanix, will explore t...
Mar. 26, 2017 03:15 PM EDT Reads: 2,806
DevOps has often been described in terms of CAMS: Culture, Automation, Measuring, Sharing. While we’ve seen a lot of focus on the “A” and even on the “M”, there are very few examples of why the “C" is equally important in the DevOps equation. In her session at @DevOps Summit, Lori MacVittie, of F5 Networks, explored HTTP/1 and HTTP/2 along with Microservices to illustrate why a collaborative culture between Dev, Ops, and the Network is critical to ensuring success.
Mar. 26, 2017 03:00 PM EDT Reads: 10,549
With major technology companies and startups seriously embracing Cloud strategies, now is the perfect time to attend @CloudExpo | @ThingsExpo, June 6-8, 2017, at the Javits Center in New York City, NY and October 31 - November 2, 2017, Santa Clara Convention Center, CA. Learn what is going on, contribute to the discussions, and ensure that your enterprise is on the right path to Digital Transformation.
Mar. 26, 2017 01:45 PM EDT Reads: 8,518
Everyone wants to use containers, but monitoring containers is hard. New ephemeral architecture introduces new challenges in how monitoring tools need to monitor and visualize containers, so your team can make sense of everything. In his session at @DevOpsSummit, David Gildeh, co-founder and CEO of Outlyer, will go through the challenges and show there is light at the end of the tunnel if you use the right tools and understand what you need to be monitoring to successfully use containers in your...
Mar. 26, 2017 01:00 PM EDT Reads: 1,584
What if you could build a web application that could support true web-scale traffic without having to ever provision or manage a single server? Sounds magical, and it is! In his session at 20th Cloud Expo, Chris Munns, Senior Developer Advocate for Serverless Applications at Amazon Web Services, will show how to build a serverless website that scales automatically using services like AWS Lambda, Amazon API Gateway, and Amazon S3. We will review several frameworks that can help you build serverle...
Mar. 26, 2017 12:45 PM EDT Reads: 1,919
The IT industry is undergoing a significant evolution to keep up with cloud application demand. We see this happening as a mindset shift, from traditional IT teams to more well-rounded, cloud-focused job roles. The IT industry has become so cloud-minded that Gartner predicts that by 2020, this cloud shift will impact more than $1 trillion of global IT spending. This shift, however, has left some IT professionals feeling a little anxious about what lies ahead. The good news is that cloud computin...
Mar. 26, 2017 10:30 AM EDT Reads: 1,262
SYS-CON Events announced today that HTBase will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. HTBase (Gartner 2016 Cool Vendor) delivers a Composable IT infrastructure solution architected for agility and increased efficiency. It turns compute, storage, and fabric into fluid pools of resources that are easily composed and re-composed to meet each application’s needs. With HTBase, companies can quickly prov...
Mar. 26, 2017 08:15 AM EDT Reads: 2,916
An overall theme of Cloud computing and the specific practices within it is fundamentally one of automation. The core value of technology is to continually automate low level procedures to free up people to work on more value add activities, ultimately leading to the utopian goal of full Autonomic Computing. For example a great way to define your plan for DevOps tool chain adoption is through this lens. In this TechTarget article they outline a simple maturity model for planning this.
Mar. 26, 2017 06:00 AM EDT Reads: 4,293
While DevOps most critically and famously fosters collaboration, communication, and integration through cultural change, culture is more of an output than an input. In order to actively drive cultural evolution, organizations must make substantial organizational and process changes, and adopt new technologies, to encourage a DevOps culture. Moderated by Andi Mann, panelists discussed how to balance these three pillars of DevOps, where to focus attention (and resources), where organizations might...
Mar. 26, 2017 05:15 AM EDT Reads: 6,187
The rise of containers and microservices has skyrocketed the rate at which new applications are moved into production environments today. While developers have been deploying containers to speed up the development processes for some time, there still remain challenges with running microservices efficiently. Most existing IT monitoring tools don’t actually maintain visibility into the containers that make up microservices. As those container applications move into production, some IT operations t...
Mar. 26, 2017 01:00 AM EDT Reads: 2,970
For organizations that have amassed large sums of software complexity, taking a microservices approach is the first step toward DevOps and continuous improvement / development. Integrating system-level analysis with microservices makes it easier to change and add functionality to applications at any time without the increase of risk. Before you start big transformation projects or a cloud migration, make sure these changes won’t take down your entire organization.
Mar. 25, 2017 09:45 PM EDT Reads: 3,647
Software development is a moving target. You have to keep your eye on trends in the tech space that haven’t even happened yet just to stay current. Consider what’s happened with augmented reality (AR) in this year alone. If you said you were working on an AR app in 2015, you might have gotten a lot of blank stares or jokes about Google Glass. Then Pokémon GO happened. Like AR, the trends listed below have been building steam for some time, but they’ll be taking off in surprising new directions b...
Mar. 25, 2017 01:30 PM EDT Reads: 5,842
@DevOpsSummit has been named the ‘Top DevOps Influencer' by iTrend. iTrend processes millions of conversations, tweets, interactions, news articles, press releases, blog posts - and extract meaning form them and analyzes mobile and desktop software platforms used to communicate, various metadata (such as geo location), and automation tools. In overall placement, @DevOpsSummit ranked as the number one ‘DevOps Influencer' followed by @CloudExpo at third, and @MicroservicesE at 24th.
Mar. 25, 2017 10:30 AM EDT Reads: 10,343
Culture is the most important ingredient of DevOps. The challenge for most organizations is defining and communicating a vision of beneficial DevOps culture for their organizations, and then facilitating the changes needed to achieve that. Often this comes down to an ability to provide true leadership. As a CIO, are your direct reports IT managers or are they IT leaders? The hard truth is that many IT managers have risen through the ranks based on their technical skills, not their leadership abi...
Mar. 25, 2017 05:00 AM EDT Reads: 11,012
The essence of cloud computing is that all consumable IT resources are delivered as services. In his session at 15th Cloud Expo, Yung Chou, Technology Evangelist at Microsoft, demonstrated the concepts and implementations of two important cloud computing deliveries: Infrastructure as a Service (IaaS) and Platform as a Service (PaaS). He discussed from business and technical viewpoints what exactly they are, why we care, how they are different and in what ways, and the strategies for IT to transi...
Mar. 25, 2017 05:00 AM EDT Reads: 6,121