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SCHEDULE
Schedule: SIIA OnDemand
M O N D A Y N O V E M B E R 17 2008 |
12:30pm-5:30pm | IBM pre-conference event: Accelerating Business Value
Learn about IBM strategies and products and hear what Amy Wohl, President of Wohl & Associates, has to say about Succeeding at SaaS.
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6:00pm-7:30pm | Welcome Networking Reception: The Tech Museum of Innovation, San Jose
sponsored by SaaS.com |
T U E S D A Y N O V E M B E R 18 2008 |
7:30am - 8:15am | Registration, Breakfast, & Networking
Sponsored by Oracle |
| 8:15am - 8:30am
| Introduction and Welcome
| 8:30am - 9:15am | Keynote: Cougars, Little People and the Magic Number: The Secret to SaaS Success
Josh James, CEO, Omniture
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| 9:15am - 9:30am | Company Previews
Presentations from three early-stage, innovative companies that enable Software as a Service or provide Software as a Service solutions.
Scalent
Fiberlink
Rocket Lawyer
Sponsored by Grant Thornton
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| 9:30am - 10:30am | Keynote: Web 3.0: Platform as a Service
Marc Benioff, Chairman & CEO, Salesforce.com
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| 10:30am - 10:45am | Company Previews
Presentations from three early-stage, innovative companies that enable Software as a Service or provide Software as a Service solutions.
MINDBODY
GroupSwim
Mumboe
Sponsored by Grant Thornton
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| 10:45am - 11:15am | Networking Break
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| 11:15am - 12:00pm | Revenue Cannibalization or Extension
Not to be outdone by their pure-play SaaS brethren, traditional ISVs are adopting SaaS strategies – some under hybrid business and technology models, others cutting the cord and fully transforming their businesses. Learn from those who have successfully made the journey or are well down the road in shifting from product- to service-led businesses. Key issues to be explored include:
- What are the most important business and technology model considerations when adopting a SaaS strategy?
- Can hybrid models work? How viable are interim managed services-led and virtualization-driven approaches? What are the best strategies to avoid revenue cannibalization?
- What are the best ways to exploit the operational metrics that SaaS generates to grow the business?
Moderator:
William S. McNee, Founder & CEO, Saugatuck Technology
Panelists:
Steve Adams, President & CEO, Sabrix
Mani Gill, Vice President, OnDemand, Business Objects, an SAP Company
Jim Frankola, EVP Strategy, Ariba, Ariba
Brian Zanghi,President & CEO, Kadient
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| 12:00pm - 1:15pm |
Networking Lunch: SIIA Executive Council Meetings
Learn how you can get involved in an SIIA Executive Council, which is a group of software executives who convene regularly to share best practices, network with peers, and provide thought-leadership for future SIIA programs. Based on your executive role and responsibilities, choose from the following Executive Councils: Corporate Strategy, Marketing & Communications, Sales & Services, Research & Development, and Finance & Operations.
Sponsored by Fiberlink
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| 1:15pm - 2:00pm
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Growing Your Business in a Slow Economy
Of Lemons & Lemonade: Skyrocketing energy prices, tightening credit markets, trade & service imbalances, workforce re-alignments & outsourcing, compressed capital & operating budgets... As the looming threat of a recession moves toward reality, what is the best way for SaaS vendors to exploit lower price points, simplified implementation, ease-of-use, and user satisfaction to turn a “soft” market to their advantage? Do they grab margins or market share? Provide new functionality or better service? Or are all of those the same thing? A panel of SaaS CEOs that are in high-growth mode will debate the competitive benefits and challenges in a down market.
Moderator:
Byron Deeter, Partner, Bessemer Venture Partners
Panelists:
Arthur Chang, CEO, PanTerra Networks
John Girard, CEO, Clickability
Morris Panner, CEO, OpenAir, Inc.
Mark Symonds, CEO, Plexus Systems
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| 2:00pm - 2:15pm | Company Previews
Presentations from three early-stage, innovative companies that enable Software as a Service or provide Software as a Service solutions.
magnify360
Host Analytics
Mobile Commons
Sponsored by Grant Thornton
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| 2:15pm - 2:45pm | Networking Break
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| 2:45pm - 3:30pm |
Breakout Sessions
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| Track 1 |
Going Vertical: The Key to Mass-Market SaaS Adoption
SaaS vendors need to adapt to get ready for the massive opportunities that will appear as the SaaS market moves beyond the early adoption stage. Just as with the old days of enterprise software, early adopters of SaaS purchased mostly horizontal solutions directly from the vendors. But as the SaaS market matures and expands, mass market buyers expect turnkey solutions with built-in best practices, industry expertise and implementation services tailored for their micro-vertical, just like they can already get from mature enterprise software. Vertical solutions benefit both the customer, who gains from offerings that provide higher value with less risk, and the vendor, who enjoys higher price points, faster sales cycles and leveraged distribution. They key to this is of course the channel, which has been providing vertical industry specialization for years to the enterprise software world and is now starting to make the shift to SaaS. This session will explore how SaaS vendors should go about developing vertical market strategies and teaming with vertical industry-focused channel partners to tap into the explosive growth that will come as SaaS matures and begins to penetrate mainstream markets.
Moderator:
Dan Druker, Senior Vice President, Marketing and Business Development, Intacct
Panelists:
Dan Fishback, CEO, DemandTec
Adam Miller, CEO, Cornerstone OnDemand
Ray Tetlow, Chairman & CEO, Skyytek Worldwide
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| Track 2 |
Service Integrity: Beyond the SLA
It’s much of what’s not defined in an SLA that matters when it comes to Service Integrity and overall customer satisfaction. From pre-sales tactics that help ensure both you and your customer are off to a good start to identifying the necessary business metrics used to effectively monitor customer usage. A panel will discuss best practices on how to leverage existing resources, both people and technology, to automate more of the business functions necessary for sustainable and steady growth.
Moderator:
William Loss, CEO, WebApps Inc. a.k.a SaaS.com
Panelist:
Frank Bruno, Director and Senior Business Strategist, Iron Mountain – Intellectual Property Management
Philippe Courtot, Chairman & CEO, Qualys, Inc.
Trisha Gross, CEO, Hubspan
Bill Hicks, CIO and SVP of Shared Services, Ultimate Software
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| 3:30pm-4:15pm | Breakout Sessions
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| Track 1 |
System Integrators: A Firsthand, Face-to-Face View on the State of SaaS
Although SaaS reduces much of the hassles of deploying enterprise software, it doesn't eliminate all of the challenges. This session will examine what's working and what's not from the professional services firms' perspective. It will also identify how customers' are implementing SaaS, what they like and don't like, and how ISVs must evolve their SaaS solutions and SI relationships to meet customers' changing needs.
Moderator:
Jeff Kaplan, Managing Director, THINKstrategies
Panelists:
Chris Barbin, CEO, Appirio
Cary Fulbright, President, North America Operations, Saaspoint
Lonnie Wills, Senior Vice President, CIO Practice, Bluewolf
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| Track 2 |
SaaS Integration: the Whole is More than the Sum of the Parts
Leading SaaS industry analysts have identified application integration as the number one challenge facing SaaS venders. Integration can save development resources, expand markets and win over corporate IT departments. It's time for SaaS applications to leave their silos. This panel will feature presentations from three SaaS companies who have addressed respectively; SaaS to SaaS integration; SaaS to Cloud integration; and SaaS to On-Premise integration. Following their presentations there will be a discussion which will illuminate lessons learned and best practices identified.
Moderator:
Allen Hoke, Senior Director, Global ISV Strategy, Worldwide Alliances and Channels, Oracle Corporation
Panelists:
Bill Jacaruso , Senior Director, Pervasive Data Solutions,
Rick Nucci, Co-founder and CTO, Boomi
Simon Peel, SVP of Strategy, Cast Iron Systems
Jerry Smith, Chief Technology Officer, Symphony Services
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| 4:15pm - 5:00pm | Breakout Sessions
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| Track 1 |
Success Strategies for SaaS Solution Providers
Does SaaS require a new breed of solution providers to take it to market or can the traditional IT channel adapt? In this session, hear from successful SaaS solution providers about their business models, their customer lifecycle and their vendor relationships.
Moderator:
Phil Wainewright, Director, Procullux Ventures
Panelists:
Paul Cammisa, Managing Director, InnoVergent
Steve Jones, CTO & Partner, Explore Consulting
Frank Lee, President & CEO, Workopia Inc.
Scott Wyatt, CEO, Advantage Integrated Solutions
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| Track 2 |
Customer Retention
The online and on demand world present the Application vendor with many new challenges. The income-stream subscription model of the ecosystem requires that the customer retention rate be considered as a vital metric for the business. Where traditional software manufacturers with their front-loaded bulk profits may accept an expected 10% or more yearly turnover in the customer base, the loss of a departing customer to a SaaS company has immediate effects on operating profitability.
* Where in the overall corporate process does customer retention begin?
* What are the signs that indicate a customer relationship may be at-risk?
* Are your company's organizational structure and performance measurement metrics aligned with a strategy for customer retention?
Moderator:
Mikael Blaisdell, Director, Mikael Blaisdell & Associates
Panelist:
Steve Booth, VP of Sales, Aria Systems
Eduardo Cervantes, Chief Marketing and Product Officer, NTRglobal
Troy Muise, CEO, Salesboom.com
Adam Stewart, VP of Client Services, Autotask
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| 5:00pm - 6:30pm | Networking Reception
Sponsored by IT Factory
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W E D N E S D A Y N O V E M B E R 19 2008 |
7:30am - 8:15am | Registration, Breakfast and Networking
Sponsored by Oracle |
| 8:15am - 8:30am
| Introductions
| 8:20am - 9:30am | Keynote Presentations - Point/Counterpoint
Moderator:
Treb Ryan, CEO, OpSource, Inc.
Social Computing Meets the Enterprise
Anthony Lye, Senior Vice President, Oracle CRM, Oracle Corporation
The use of social media applications continues to increase dramatically among consumers. But what role should social computing software have in the enterprise? What are the application and platform requirements for delivering on-demand social computing applications that are "business-ready?" And how can global organizations be ensured this new class of on-demand applications will provide the performance, scalability, security and reliability they require? In this keynote presentation, Anthony Lye, Senior Vice President of CRM at Oracle, will discuss the on-demand platform requirements for this new class of software. He will also showcase enterprise social applications that are business-ready, and which are built specifically to increase end-user productivity and effectiveness
Cloud Computing: Back to the Future
Zach Nelson, CEO, NetSuite, Inc
The cloud makes it economical to deliver business management software to the “Fortune 5 Million”—mid-sized companies between 10 and 1,000 employees. But it doesn’t solve the problem of integrating the various applications these enterprises use to run their businesses. Software suites do—and even better, they offer the best platform for developing new industry-specific applications targeting a variety of vertical markets. But how do you pick the right one? Zach Nelson, CEO of NetSuite, a leading on-demand business software provider, will share his ideas about how software developers can capitalize on the last great market for new business applications.
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| 9:30am - 10:00am | Monetizing Beyond the Subscription Model
As a SaaS vendor, your company is about technology enabled services. The monthly subscription fees customers pay for the use of your application is the primary source of revenues, but are you leaving strategically significant money lying on the table? You've already invested the cost of acquiring the customer; what else could you provide to them on a profitable basis to substantially enhance the return on that investment?
* What use are SaaS companies making of aggregated/metadata to offer additional value to their customers?
* What is the potential profitability level of extended consulting services?
* What resources will be required in order to monetize your expertise beyond the subscription model?
Mikael Blaisdell, Director, Mikael Blaisdell & Associates
Lars Leckie, Principal, Hummer Winblad
William Soward, CEO, Adaptive Planning
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| 10:00am - 10:15am | Company Previews
Presentations from three early-stage, innovative companies that enable Software as a Service or provide Software as a Service solutions.
Adaptive Planning
SOALogix
Symplified
Sponsored by Grant Thornton
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| 10:15am - 10:45am | Networking Break
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| 10:45am - 11:30am | Breakout Sessions
| Track 1 |
Financing and Exit Strategies
Do typical valuation metrics for traditional ISVs apply to SaaS firms? What valuation factors and business attributes should the SaaS company be most concerned with? Should the SaaS company focus on a “Strategic Sale” as opposed to an IPO and if so – why? What are the quantitative and qualitative metrics SaaS investment targets are looking for? What are the most significant financial hurdles facing SaaS companies and how are the successful ones overcoming them? What are the investment targets looking for and what are common valuation techniques.
Moderator:
John Macomson, CEO, Carolina Software as a Service
Panelists:
Todd Gardner, CEO, SaaS Capital
Chris Hoffmann, Senior Principal and Research Director, TripleTree, LLC
Ravi Mohan, Managing Director, Shasta Ventures
Morris Panner, CEO, OpenAir, Inc
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| Track 2 |
C-Level Customer Perspective on SaaS: Business Benefits Imagined or Real?
The SaaS model is seeing strong adoption across the market, from small and mid-sized businesses to large enterprises. It is time to assess how well SaaS is delivering on its promises. This panel of SaaS adopters and providers will discuss the reality of SaaS from their perspectives as users and providers of SaaS.
- How has SaaS impacted internal operations and costs?
- Have bandwidth- and resource-constrained organizations been able to do more with SaaS than they could with traditional, installed software?
- Does SaaS introduce new challenges: security, integration, application management?
- Does SaaS deliver on its promise of agility and ability to change quickly?
- Have SaaS providers accelerated delivery of new functionality to current customers?
- How does the vendor selection process for SaaS vary from that for on-premise software?
Moderator:
John De Santis, President & CEO, Tricipher
Panelists:
Sunny Azadeh, President and Chief Operating Officer, PBN Inc.
Richard D. Rubin, CEO, OneHealthPort
Doug Harr, CIO, Ingres Corporation
James Sheward, CEO, Co-founder & Director, Fiberlink Communications
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| 11:30am - 12:15pm | Breakout Sessions
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Law and Order in the SaaS World
As happens with most disruptive technologies, SaaS has introduced new concepts that don't fit neatly into traditional interpretations of local, federal, and international law: from privacy to cross-border data transfer, from licensing terms to billing models, from code ownership to copyright issues, this panel will explore the various new ways that SaaS impacts traditional legal frameworks, and the ways that the law impacts SaaS. Will SaaS lead to a new legal framework in the same way that the internet itself gave us the DMCA? This panel will try to answer that question
Moderator:
David Schellhase, General Counsel, salesforce.com
Panelist:
Julian Ong, VP, General Counsel, SuccessFactors
Doug Solomon, SVP, General Counsel & Secretary, NetSuite, Inc
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| Track 2 |
Fireside Chat: Self Service Sales
Are self-service sales in a SaaS environment just a pipe dream? What do we mean by “self-service” beyond on-line demos and “click-here-to-buy” buttons? Why is it difficult for “enterprise-class” applications but (apparently) so much simpler for consumer services? Is it about the data, the integration, or the service? Hear ideas for simplifying the sale for all (inside, channel, self-service), from product design & development, services, and marketing.
Ken Boasso, Co-founder, Keychain Logic
Phil Fernandez, President & CEO, Marketo
Peter Nieforth, Co-founder and CEO, Vitrium Systems
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| 12:15pm - 1:15pm | Networking Lunch
Sponsored by Savvis
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| 1:15pm - 2:00pm | Walk on the Wireless Side
This session will explore some of the issues around incorporating wireless into your SaaS application. Should you be adding wireless capabilities to your SaaS offering? If so, how can you get started and what issues should you be prepared for. This panel will cover issues around security, standards, data accessibility, coexistence with existing applications and firmware, as well as the benefits of offering wireless capabilities.
Moderator:
Bonnie Bierbaum Durkin, Worldwide Program Manager, Software as a Service, IBM
Panelists:
John Carini, CEO, iEnterprises, Inc.
James Hemmer, President & Chief Executive Officer, Antenna Software
Sean Marzola, Chief Operating Officer, myServiceForce.com
Peter Price, CEO, Webalo
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| 2:00pm - 2:45pm |
Breaking Through the Scalability Barrier
This session will explore the options for managing the growth of your SaaS business while maintaining stability both in operations and finances. It will look at best practice for automating service delivery management, economic choices around sales and marketing costs, and the merits or otherwise of outsourcing infrastructure to the cloud and/or to SaaS providers.
Moderator:
Phil Wainewright, Director, Procullux Ventures
Panelists:
Christopher Cabrera, CEO, Xactly Corporation
Aaron Harris, CTO, Intacct
Paul McNamera, CEO, Coghead
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| 2:45pm - 3:30pm | How Do SaaS Players Work Together
The Web is a global ecosystem from which SaaS customers can select best-of-breed components on demand to meet their every need. But how does that work in practice? This session will discuss emerging issues and best practice for managing integration, customer management, financial compensation and collaborative marketing within SaaS ecosystems.
Moderator:
William Loss, CEO, WebApps Inc. a.k.a. SaaS.com
Panelists:
Ken Rudin
Founder and VP Market Development, LucidEra
Scott McMullan, Google Apps Partner Lead, Google Enterprises
Colleen Smith, VP, Software as a Service, Progress Software Corporation
Tien Tzuo, Founder & CEO, Zuora
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| 3:30pm - 3:45pm | Conference Wrap Up
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HOST SPONSOR
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SUPPORTING SPONSORS
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PRE-CONFERENCE HOST
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PREVIEWS SPONSOR
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WELCOME RECEPTION SPONSOR
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BREAKFAST SPONSOR
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INDUSTRY PARTNERS
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©2013, 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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