Schedule

Tuesday, 9 June 2009

8:00 - 8:30 Registration, Breakfast & Networking
Breakfast sponsored by Oracle Corporation
8:30 - 8:45 Welcome and Introductions
Ken Wasch, President, SIIA
Phil Wainewright, Founder & CEO, Procullux Ventures
8:45 - 9:30 Keynote: Cloud Computing: Back to the Future
Zach Nelson, President & 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.
9:30 - 10:15 Keynote Panel: How Cloud Platforms Change the Game for ISVs
Virtualization technologies and the subsequent emergence of cloud computing have changed the game for independent software vendors (ISVs), opening up a bewildering array of hosting, PaaS and SaaS options. This keynote panel brings together top executives from leading platform providers to answer your questions about what the evolving cloud landscape means for ISVs, examining the impact of utility provisioning on business models, development cycles, channel partnerships and customer relationships.

Moderator:
John Chapman, Business Development Director, IT Europa

Panelists:
Mani Gill, VP, OnDemand, SAP BusinessObjects Division
Steve Lucas, SVP, Force.com, Marketing & ISV Recruitment, salesforce.com
Treb Ryan, CEO, OpSource, Inc.
Dr. Werner Vogels, Vice President & CTO, Amazon.com
10:15 - 10:45 Networking Break
10:45 - 11:30 Revenue Cannibalization or Extension
Not to be outdone by their pure-play SaaS brethren, traditional ISVs are adopting SaaS and Cloud Computing 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 or Cloud Computing 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 strategies and best practices exist to successfully transition product-centric organizations and cultures to the services-led world of SaaS and Cloud Computing?
Moderator:
William S. McNee, Founder & CEO, Saugatuck Technology

Panelists:
Heinz-Paul Bonn, Chairman of the Board, GUS Group
Eilert Hanoa, CEO, Mamut
Jeremy Roche, CEO, CODA Group
11:30 - 12:00 SaaS in Europe: There is More of it Than You Thought
David Bradshaw, Research Manager, European Software and Services Research, IDC

Although it's not had the same attention and exposure that SaaS has seen in the US market, the European SaaS industry is stronger than many have realized. In this session, IDC's leading European software industry analyst shares the results of country-by-country research that finds there's a robust and thriving European market for SaaS - with the strongest growth taking place in some unexpected areas.
12:00 - 13:00 Networking Lunch
Sponsored by Oracle Corporation
13:00 - 13:45 Growing Your Business in a Slow Economy
Many observers have suggested that SaaS prospers when budgets are tight and buyers are nervous. In a slow economy, how do SaaS vendors exploit their lower price points, simplified implementation, ease-of-use, and user satisfaction to turn market conditions to their advantage? Is it a time to conserve cash and grow margins, or an unmissable opportunity to grab market share? SaaS CEOs in high-growth mode debate the competitive benefits and challenges in a down market.

Moderator:
Morris Panner, CEO, OpenAir, a NetSuite Company

Panelists:
Peter Bauer, CEO, Mimecast
Laurent Gasser, CEO, Revevol
Torben Rasmussen, CEO, e-conomic International
Colin Tenwick, CEO, StepStone
13:45 - 14:30 Building Confidence in the Cloud
Trust is the biggest obstacle to winning mainstream acceptance of cloud computing. Enterprises are not going to entrust business critical applications to the cloud unless they feel confident that providers won't let them down on a range of metrics including availability, performance, governance, security, privacy and sustainability. With a set of short presentations followed by a Q&A discussion, the panel will look at what SaaS and cloud providers can and are doing to enable and assure enterprise-class cloud computing.

Moderator:
Alexis Richardson, CEO & Co-founder, Rabbit Technologies Ltd.

Presenters:
Kevin O’Brien, Director, SaaS Strategy & Programs, Oracle Corporation
Pascal Walschots, Communications Sector, Microsoft EMEA
Dr. Werner Vogels,Vice President & CTO, Amazon.com
14:30 - 15:00 Networking Break
15:00 - 15:45 SaaS and Telecoms – Where’s the Synergy?
The apparent synergy between SaaS and the telecoms sector has proven elusive. Broadband providers built and sell the Internet pipes that deliver SaaS to end users, but few have been successful in becoming a distribution channel for SaaS applications. This panel session will explore the role of telecoms providers in delivering SaaS and examine whether the latest developments in mobile and IP telephony are at last providing a foundation for convergence.

Moderator:
Phil Wainewright, Founder & CEO, Procullux Ventures

Panelist:
Charles Convent, CEO, Odyssee Mobile
Diarmuid Daltún, Head of SaaS Integration, 1&1 Internet AG
Martin Geddes, Director of Strategy, BT Design
Sanjay Parekh, Co-founder & Managing Director, WebExpenses
15:45 - 16:30 SaaS Channels
Do they exist and can they be successful? Many have said that SaaS and Channels do not work together. This panel discussion will include SaaS providers and channel members with a discussion of what works, why it works and what is different from the "traditional" channels that we have all known to exist in the past.

Moderator:
Colleen Smith, Vice President, Software as a Service, Progress Software

Panelists:
Taksina Eammano, Managing Consultant, SaaS Practice, Fujitsu UK & Ireland
Charlie Eggerding, Vice President, Business Development, QAD
Andre Kwakernaat, CEO, Twinfield NV
Diane S. Ruth, Executive Director of Business Development, Boomi, Inc.
17:00 - 18:30 Networking Reception
Sponsored by Progress Software


Wednesday, 10 June 2009


8:00 - 8:30 Registration, Breakfast & Networking
Breakfast sponsored by Oracle Corporation
8:30 - 8:45 Welcome
8:45 - 9:30 Keynote: Next Generation OnDemand
John Wookey, Executive Vice President, Large Enterprise On Demand, SAP AG

SaaS pioneers have given us a taste of the potential of OnDemand, but we've only scratched the surface of how OnDemand hints at the future model of Enterprise Software. In this keynote address, John Wookey, Executive Vice President, Large Enterprise On Demand, SAP AG, will walk through his perspective on where the world of Enterprise Software is headed – putting OnDemand into the context of the enterprise world. Wookey will step back from the headlines and outline what it will *really* take to offer solutions that tackle the issues facing the large enterprise.
9:30 - 10:15 Keynote: Why Enterprises are Adopting SaaS
Adrian Joseph, Managing Director, Google Enterprise EMEA

Despite the naysayers, forward-looking enterprises are adopting cloud-based, SaaS applications for business critical activities such as email, calendaring and collaboration. In this session, learn what sort of customers are adopting Google's on-demand applications, why they're doing it and how Google handles the inevitable objections.
10:15 - 10:45 Networking Break
10:45 - 11:30 Funding and Scaling a SaaS Business
Is it still possible to raise venture capital for SaaS businesses? Many expect recession to be good for SaaS but how will difficult times affect funding? Do VCs have access to new capital and how do they expect the market to develop over the coming year. Recent months have seen VCs continue to fund their portfolio companies but what about new ventures? Our panel will discuss how VCs themselves are faring and how they expect the market to develop over the next year. The panel will look at what VCs are looking for from SaaS companies and what other sources of funding are available.

Moderator:
Conor Halpin, SVP, EMEA, OpSource, Inc.

Panelists:
Philippe Botteri, Vice President, Bessemer Venture Partners
Brian Caulfield, Entrepreneur, Venture Capitalist and Angel Investor
Klaus Konrad, Investment Director, Intel Capital
Karen Paterson, Founder & CEO, Patersons HR and Payroll Solutions
Patrick Polak, Co-founder & Managing Partner, Newion Investments Management B.V.
11:30 - 12:15 SaaS Integration
Integration has always been an issue for software users and it's just as much an issue when it comes to SaaS, but what is the true value of integration and what is the most appropriate approach? Annrai O'Toole of Workday formerly joint-founder and CTO of Iona Technologies and Executive Chairman of CapeClear, together with Simon Peel, Senior Vice President, Strategy of CastIron will present their views on SaaS integration and what is necessary and how it should be achieved.

Moderator:
William S. McNee, Founder & CEO, Saugatuck Technology

Presenters:
Annrai O’Toole, Vice President, Integration, Workday
Simon Peel, Senior Vice President, Strategy, Cast Iron Systems
12:15 - 13:15 Networking Lunch
Sponsored by Oracle Corporation
13:15 - 14:00 SaaS from the Enterprise Buyer's Point of View
This panel looks at SaaS from the customer perspective. How do enterprises evaluate SaaS and cloud providers? What do they most value about SaaS and what aspects of cloud services worry them most? Get the answers from the horse's mouth in this informative Q&A session featuring European enterprises who have bought and used SaaS solutions.

Moderator:
Todd Gardner, Managing Director, Software Division, SIIA

Panelist:
Richard Britton, IT Director, Easynet Connect & UK Online
Bill Wirt, CTO, Spotzer
Marcello Cordioli, CIO, Permasteelisa Group
Ingmar Hermans, Equipment Operations Director, Kodak’s Communication Group, Europe, Africa, & Middle-East Regions
14:00 - 14:45 Building Your Distribution Capability: Acquire and Retain Customers
Now that you have your application ready for market, how do you go-to-market? What Marketing, Sales and Service strategies do you need to win and retain customers? In this session we'll review what's different about the SaaS Customer Lifecycle, proven practical recipes for SaaS Sales and Marketing, and why end-user adoption and customer success need to be at the heart of your SaaS strategy.

Moderator:
Henry-Michel Rozenblum, ASP Forum

Panelists:
Mikkel Asger Svane, CEO & Founder, Zendesk
Martin Moran, SVP Global Alliances, salesforce.com
William Soward, CEO, Adaptive Planning
14:45 - 15:15 Networking Break
15:15 - 16:00 Geographic Expansion: Successful Growth Strategies – Using SaaS to Expand Market Opportunities
This presentation will include key strategies to consider as you look at SaaS as an opportunity to expand into new markets; including new regions, as well as new countries using public networks for the delivery of services.

Moderator:
Colleen Smith, Vice President, Software as a Service, Progress Software

Panelists:
Kevin Aspindle, EMEA Partner Marketing & Development, Progress Software
Lluis Font, CEO, NTRglobal
Marjorie Toucas, Director Emerging Markets, EMEA, SuccessFactors
Ron van Valkengoed, Managing Director, Ezwim
16:00 - 16:45 How to Make Cash from SaaS
Maximizing revenues is a key concern in today's economic climate. This lively panel discussion will explore monetization options - how to maximize cash generation from the classic per-user, per-month subscription model, and the benefits and downsides of alternative revenue sources, including syndication, advertising and ancillary services.

Moderator:
Phil Wainewright, Founder & CEO, Procullux Ventures

Panelist:
Conor Halpin, SVP, EMEA, OpSource, Inc
Jerome Ternynck, CEO, MrTed
Troy Muise, CEO & Co-founder, Salesboom.com
Frits Veltink, CMO & Market Maker, SaaSplaza