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Learning More AboutThe SaaS Business Tune-up

Presented by

Montclair Advisors

September 2009


Where the SaaS Tune-up Can Be Beneficial

• For existing SaaS companies: Delivers a complete view of business using SaaS operating metrics

Compare company performance against SaaS industry leading practices

Diagnostic tool for determining areas of improvement in the business

Useful in communicating to boards and investors about SaaS businesses

• For traditional SaaS companies: Delivers point-in-time benchmarks for business planning purposes

Compare company performance against SaaS company benchmarks

Useful when building out SaaS migration or new business plan

Can help companies avoid making costs SaaS business mistakes


Quickly Address Common SaaS Challenges

Pricing

Cash Flow

Sales Model

CompPlans

MarketingStrategies

SoftwareDelivery

Development& Upgrades

Integration

Partnerships

Data CenterManagement

The SaaS Business Tune-up provides actionable advice on a wide varietyof areas that will help your business to be more productive, generate morerevenue and avoid costly mistakes.

SoftwareTrials


SaaS Business Tune-up Process

• Kickoff meeting

• Interview key executives and stakeholders

• Product demonstration

• Evaluate corporate presentation

• Review financial and background materials

• Build out SBT scorecard

• Deliver findings

Typical evaluation takes less than 2 days, so results are deliveredquickly and cost effectively.


SaaS Business Tune-up Business DimensionsDimension Sub-Dimension Key Themes

STRATEGYVision License model, Hybrid, pure SaaS, timing, market, verticals, Enterprise/SMB, globalGoals & Objectives Revenues, marketshare, customers, M&AValue Proposition Messaging, Brand, ROI, TCO, competitive advantage, better-faster-cheaperMetrics CAC,CLTV, Churn, CMRRAlignment Organizational buy-in, communications with external constituiencies

PEOPLEManagement Structure, incentives, goals, objectivesTraining SaaS trainingColloboration Communication, infrastructure, vendors, partners, employees, management, toolsExperience SaaS experience, change management, training, recruiting, skillsPeformance Goals, objectives, competencies, metrics, measurement, communication

PROCESSAlignment & MeasurementDevelopment Releases, upgrades, testing, methodologySales CMRR, Magic Number, Structure, quotas, comp plans, pricing, SLA, trials, churn, renewalsMarketing CAC, demand generation, social networkingServices Time to deploy, skills, configuration, integration, securityOperations SAS70, hosting, security, integration, support, billing

TECHNOLOGYRoadmap Migration, hybrid, legacy, CloudUsability & Functionality User interface, training, features, functionsInfrastructure Architecture, OS, database, browsers, hardware, data center, securityIntegration Third party applications, security, monitoring, repoSecurity Safe Harbor, HIPPA, PCIPerformance & Scalability Latency, Service Level Agreement, DR, load balancing, Cloud computingOperations Data center, support, communications

CUSTOMERCustomer Experience Metrics, measurements, survey, support, UI, communicationsSupport Documentation, community, social networking, crowd supportCommunityCommunicationsRenewals Churn, retention, CLTV

COMPLIANCESecurity Employee data, sales and pipeline data, intellectual propertyRegulation Sarbnes-Oxley, SAS70, HIPAA, PCI, Safe Harbor, SECBusiness Continuity Disaster recoveryIntegration Secure transfer of data, SOX, SAS70, Open API, ConnectorsReporting SEC, Sarbanes-Oxley


SaaS Tune-up Dashboard Report

Easy to read scorecard findings with meaningful graphics


SaaS Business Tune-up Benefits

Powerful way to view your business from a true SaaS perspective

Generate more revenue by tuning sales and marketing processes

Useful communications tool for use with boards and investors

Develop understanding and ability to use key SaaS metrics

Solid tool for comparing company against industry averages

Findings deliver actionable advice to fix problems quickly

Modest investment of time and resources

Avoid costly SaaS mistakes


Companies Covered in 2009P

ublic

Priv

ate

Very Small BusinessSMBEnterprise

Valuable SaaS Best Practices Knowledge


Montclair Advisors provides personalized Software-as-a-Service advisoryservices designed to help SaaS-based and non-SaaS-based software companiesto optimize their business models, improve revenues, control costs and deliverworld-class software.

Visit us at www.montclairadvisors.com, check out our Smart SaaS blog atwww.montclairadvisors.com/blog and follow us on Twitter @Montclairadvrs.

Kevin Dobbs, Owner - Managing PartnerOffice: 510-336-0019Email: [email protected]

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