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SCHEDULE (print-friendly schedule)
W E D N E S D A Y N O V E M B E R 8 |
7:30AM - 8:00AM | Registration & Breakfast |
| 8:00AM - 8:30AM | Introduction - David Thomas & Ken Wasch |
| 8:30AM - 9:15AM | The On Demand Platform
Jeff Rhoda, Vice President, Innovation that Matters and On Demand Business Sales Project Office, IBM
When CEOs adopt the more comprehensive view of Innovation IBM describes, the client's next question is: “How do I achieve this kind of innovation?” They want to know how to implement and operate a more innovative business process...manage a more innovative business model.
The answer is: You need to integrate technology with new business designs. You need a more flexible, responsive and open infrastructure. You need to integrate business processes end-to-end, within your company and with partners who can bring to bear global scale and expertise. In other words, you need to become an On Demand Business.
Again, innovation is the “why,” and On Demand Business is the “how”–the means by which our clients will innovate across their companies
So in our conversation, Jeffrey will cover our innovation message, and when it comes time to capitalize on the opportunities and build th solutions, Jeffrey will draw upon all of the capability, expertise and experience IBM amassed from our On Demand Business strategy.
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| 9:15AM - 9:45AM | Analyst - The Financial Markets Embrace On Demand
Jason Maynard, Software Analyst - Credit Suisse
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| 9:45AM - 10:00AM | OnDemand Preview Presentations
LucidEra
Talent Technology Corporation
Apangea Learning
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| 10:00AM - 10:30AM | Break - Showcase
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| 10:30AM - 11:00AM | Venture Presentation: Investing in On Demand
Attendees will hear about the thought process and experiences of a leading VC in funding companies like Google, Salesforce.com, etc. and describe their view of the future of On Demand.
Presenter:
Brian Jacobs, Founder & General Partner, Emergence Capital
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| 11:00AM - 12:00PM | Panel: The Future of On Demand
Attendees will hear the views of several industry strategists on the state of On Demand and where it goes from here.
Moderator:
Jeff Kaplan, Founder and Managing Director, THINKstrategies
Panelists:
Abhijit Dubey, McKinsey & Co.
Chris Hoffmann, Senior Principal and Director of Research, TripleTree LLC
M.R. Rangaswami, Co-founder, Sand Hill Group LLC
Ken Rudin, CEO, LucidEra
Mike Vizard, Editorial Director and Senior Vice President, Ziff Davis Media
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| 12:00PM - 1:00PM | Lunch |
| 1:00PM - 1:30PM | Break - Showcase
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| 1:30PM - 2:15PM |
TCO Analysis:
Understanding the True Costs Between On Demand and On Premise
This session will cover a detailed analysis of the costs of buying perpetual license software and contrast that to buying a similarly functioned SaaS solution. You will hear about several real world case studies and learn about a TCO tool you can use to generate your own cost analysis.
Moderator:
Jan Sysmans, Director of Customer Experience, WebEx Communications
Panelists:
Abraham Elias, CTO, Circle L Roofing
Mani Gill, Senior Director, On Demand, Business Objects
Robert Jurkowski, CEO, Intacct
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CFO Breakout:
Revenue Recognition Issues for Software as a Service
This session will focus on various revenue recognition issues surrounding software as a service, including accounting for activation fees, hosting arrangements, usage fees, multiple elements, discounts, and concessions.
Presenters:
Tim de Kay, Partner, Deloitte & Touché LLP
Richard M. Moore, Director of Revenue Management Solutions, Softrax
Joe Talley, Audit Partner, Deloitte & Touche LLP
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IT Breakout:
SAS 70 Audits Demystified – An Introduction for SaaS Providers
Chris Schellman, CPA, CISA, CIA, Co-Founder & Executive Vice President of SAS 70 Solutions, Inc.
This session will provide attendees with a sufficient understanding of Statement on Auditing Standard (“SAS”) 70 audits to determine the value proposition for their organization, and will address critical components of SAS 70 audits such as the typical scope, deliverables, and cost of an audit.
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| 2:15PM - 2:30PM | OnDemand Preview Presentations
Aria Systems
Fortiva
Involve Technology
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| 2:30PM - 3:00PM | Break - Showcase
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| 3:00PM- 3:45PM |
Pricing and Sales Compensation Strategies -
Accelerating Revenue through Integrated Pricing & Compensation Strategies
The dramatically different SaaS revenue model requires companies to completely re-think their pricing strategies and how they compensate their salespeople. While one cannot be dependent upon the other, the two are clearly linked. The panel will discuss ways in which an integrated approach can maximize SaaS vendors' growth.
Moderator:
Jim Geisman, President, MarketShare, Inc.
Panelists:
Christopher Cabrera, Founder, President and CEO, Xactly Corporation
Conor Halpin, CEO, LeCayla Technologies
Morris Panner, CEO, OpenAir, Inc.
Mike Torto, CEO, Centive
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CFO Breakout:
Billing for Services - Monetization to Cash: 12 Issues You Can’t Ignore
Billing is an often-ignored operational area that is fundamentally impacted by the SaaS model. After all, deciding how to monetize services is one thing. But actually managing the underlying business processes – and getting cash is the door - is quite another. This session will take a informative look at 12 Key Issues related to billing and monetization that the successful SaaS business cannot ignore.
Presenters:
Richard M. Moore, Director of Revenue Management Solutions, Softrax
Frances Moscoe, Aria Systems
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IT Breakout:
Best Practices - Operations and Delivery
Moderator:
Michael Mankowski, Senior Vice President, Tier 1 Research
Panelists:
Jim Adreon, Advanced Solutions Team, IBM
Donald Barlow, SVP Operations, OpSource, Inc.
Keith Davidson, Director of ACS Worldwide Operations & Customer Care, Autodesk Inc.
Chris Tebo, CTO, Fortiva
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| 3:45PM - 4:30PM | Channel Strategies -
How Partners Make Money in SaaS and How Vendors and Partners Can Leverage Each Other
How leading SaaS vendors and leading SaaS partners successfully leverage each other. How partners make money and what vendors invest in the partnership. What worked and what didn’t. Learn from channel thought leaders how they see the channel developing as SaaS products get more and more consumed in a global market.
Moderator:
Axel Schultze, CEO, Tanooma Corporation
Panelists:
Eric Berridge, Principal & Co-founder, Bluewolf Group
Jeff Hausman, Symantec
Robert Jurkowski, CEO, Intacct
Philippe Vincent, Partner, Accenture
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CFO Breakout:
Accounting for Share-Based Payments
Bernie De Jager, Partner, Deloitte & Touché LLP
An overview of certain key provisions of FASB Statement No. 123R, Share-Based Payments
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IT Breakout:
Agile Software Development
Moderator:
Sal Visca, CTO, Business Objects
Panelists:
Aaron Harris, Vice President Engineering, Intacct
Don Hazell, EVP Sales and Marketing, Rally Software Development
Roger Nessier, Vice President, Product Management, Symphony Services
Perci Tieng, CTO, Ketera
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| 4:30PM - 5:15PM |
Lead Generation and Guerilla Marketing -
Sure, It's an "Inbound World." Now what? Guerrilla Tactics for Lead Generation
You've got a great SaaS app and offer unparalleled support; customers love your company. The viral campaign is moving, and SaaS platforms are an interesting channel, but you're ready for large-scale growth. Panelists will talk about targeted guerrilla marketing tactics that generate leads to the users who feel the pain your company relieves.
Moderator:
Karen Leavitt, Vice President of Marketing, WebEx
Panelists:
Ken Boasso, Co-founder, Keychain Logic
Mitch Cipriano, VP of Marketing, OpSource, Inc.
Will Schnabel, President, Vtrenz
Brian Vile, Vice President of Distribution Solutions, Macrovision
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CFO Breakout:
Nonqualified Deferred Compensation in a 409A World
Jason Russell, Senior Manager, Global Employment Services, Deloitte Tax LLP
An overview of the operating rules for nonqualified deferred compensation, including techniques that are no longer viable as well as workable alternatives currently seen in the marketplace.
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IT Breakout:
Integration using SOA and Web Services--Engineering Products for the Business Web
Incorporating SOA and Web 2.0 functionality into SaaS applications can finally set them above traditional enterprise software. The challenge is in identifying and deploying the right feature sets to benefit the maximum number of customers. The panel will discuss how these new generation tools will impact SaaS adoption rates and vendors' business growth.
Moderator:
Phil Wainewright, Procullux Ventures
Panelists:
Gianpaolo Carraro, Solutions Architecture Group, Microsoft Corporation
Stuart Donovan, CTO, Induslogic
Colin Earl, CEO, SaaS Wizard
Deborah Scharfetter, VP of Products, Above All Software
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| 5:30PM - 7:30PM | Networking Cocktail Reception - Showcase
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T H U R S D A Y N O V E M B E R 9 |
7:30AM - 8:00AM | Registration & Breakfast |
| 8:00AM - 8:30AM | Introduction - David Thomas |
| 8:30AM - 9:15AM | Secrets of SaaS Success
John Somorjai, Senior Vice President, Corporate Development and Strategy, Salesforce.com
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| 9:15AM - 9:45AM | Public Relations - Telling the Story of On Demand
The attendees will learn how to position their company when pitching to the press and analysts. Which customer stories will sell and how to gain greater mindshare.
Presenter:
Sabrina Horn, President, The Horn Group
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| 9:45AM - 10:00AM | OnDemand Preview Presentations
LeCayla
Expensewatch.com
Remend
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| 10:00AM - 10:30AM | Break - Showcase
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| 10:30AM - 11:00AM | Software, Services, and Microsoft
Cliff Reeves, General Manager, .NET Platform Strategy
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| 11:00AM - 12:00PM | On-Demand and The Savvy CEO –
Using Lessons Learned To Pave The Way For The Future
Hear from a panel of proven CEOs in the industry as they discuss first-hand experiences and challenges of On-Demand and share their thoughts on the future. The group will tackle the biggest issues for software companies facing On-Demand: revenue models, customer adoption and segmentation, service, support, security, marketing and more.
Moderator:
Jeff Kaplan, Founder and Managing Director, THINKstrategies
Panelists:
John Dillon, CEO, Navis
Michael Gregoire, President and CEO, Taleo Corporation
Mark Hoffman, CEO, Everdream Corporation
Subrah Iyar, CEO, Webex
Treb Ryan, CEO, OpSource, Inc.
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| 12:00PM - 1:00PM | Lunch
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| 1:00PM - 1:30PM | Break - Showcase
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| 1:30PM - 2:00PM | Software as a Service: Managing to Expectations
Russ Daniels, CTO, HP Software
Russ Daniels will discuss how making software available as a service adds a new set of requirements for the ISV: making and meeting commitments to customers on cost, performance, availability, security, and integration with changing versions of the other key systems on which enterprise customers depend.
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| 2:00PM - 2:30PM | SaaS Customer Experience:
How TI uses SAAS for Command and Control of Disaster Recovery Exercises
Panelists:
Wendy Nelson, Business Continuity Planner, Texas Instruments
Neil Perrelli, Sr. Director Field Technical Programs, Webex
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| 2:30PM - 2:45PM | OnDemand Preview Presentations
@Road, Inc.
Demandware
Spoke Software
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| 2:45PM - 3:15PM | Break - Showcase
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| 3:15PM - 4:00PM | Best Practices: Retaining and Growing Customers: The New Mandate for Customer Support
Moderator:
Mikael Blaisdell, Mikael Blaisdell & Associates, Inc.
Panelists:
David Lipscomb, VP Engineering & Operations, Netsuite, Inc.
Ed Marshall, Vice President, Sales and Marketing, OpenAir Inc.
Dan Merriman, President, Chapin Consulting Group
Adam Stewart, Vice President of Client Services, Autotask
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| 4:00PM - 4:45PM | Pricing and Business Models: How We Make Money
The attendees will learn about the various pricing and business models and when and why they work.
Moderator:
Philippe Vincent, Partner, Accenture
Panelists:
Brett Caine, President, Citrix Online
John Moss, Vice President, Deputy General Councel and Head of Commercial Practices, Salesforce.com
Prashant Shah, Principal, Hummer Winblad Venture Partners
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| 4:45PM - 5:00PM | Conclusions
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ON DEMAND
SPONSORED BY
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INDUSTRY
PARTNER
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© 2006, The Software & Information Industry Association.
1090 Vermont Ave, NW · Sixth Floor · Washington, DC 20005 ·
T:+1.202.289.7442 · F:+1.202.289.7097 |
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