Is Software-as-a-Service Right for You?

June 20, 2008

Gilbane San Francisco

http://gilbane.com

Market Momentum

“Software on demand” modelwill reach $14.5 billion US by 2011

CAGR 30%

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http://gilbane.com

In this session . . .

The Big Questions About SaaS• Does it fit my organization’s needs?• Does it fit my application needs?

• Overview of Offers• Good Matches, Bad Fits

• Why are the real competitive issues?• How do I differentiate the offers?

• Breaking the Engagement• What happens if it doesn’t work?

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Panel

• Tim Barker, Senior Director, Salesforce Content, salesforce.com

• Dan Carmel, CEO, SpringCM• Robert Carroll, VP Marketing, Clickability• Tom Meyer, General Manager, Digital

Record Center, Iron Mountain

Company Overview

• Founded 1999, HQ San Francisco, CA

• NYSE: CRM

• 43,600 Successful Customers

• 1.1M+ Subscribers

• >$950M revenue run rate*

• 2800+ Employees; 40 Offices; 20 Countries

• 26 Generations of Product Innovation

• <1% Customer Attrition

June 25, 2007

* Run rate based on FY09 Q1 reported results

Content & Collaboration As A Service

Share Any Content Instantly

Find the Best Content Every Time

Get More Value with User Feedback

Proactively Deliver the Right Content

confidential

Who is SpringCM?

The acknowledged leader in delivering Document Management, Workflow and Collaboration as an on-demand service

Only on-demand ECM company with:– Proven experienced management– Enterprise-class product– Leadership positioning / partners– Top tier funding

Early market leader – over 170 customers

Key strategic partners

Is SpringCM the Salesforce.com of ECM?

“it’s hard not to take a positive view of SpringCM, given the enterprise content management (ECM) experience of its executive team and the relative dearth of true SaaS offerings addressing core document management processes, including capture and BPM.”

Kathleen Reidy, 451 Group

Is SpringCM the Salesforce.com of ECM?

“it’s hard not to take a positive view of SpringCM, given the enterprise content management (ECM) experience of its executive team and the relative dearth of true SaaS offerings addressing core document management processes, including capture and BPM.”

Kathleen Reidy, 451 Group

confidential

Integrated Enterprise Class Platform

Configuration/BPM Design

Adm

inistration Services

Web S

ervices

FTP/SFTPFTP/SFTP

MS OfficeMS Office

Email/FaxEmail/Fax

Installed SWInstalled SW

Scan/eFaxScan/eFax

WebExWebEx

Web ClientWeb Client

SalesforceSalesforce

Partner AppsPartner Apps

Database Search Documents Backup

Core Services

Routing ApprovalRecords

managementSearch

Document security

User contactsFax/print/mailCapture scan/faxView/Mark-up

Archive/HSMOCR/zone OCRAuditingDocument conversion

Email management

BPM/eFormsDocument

classificationDocument versioning

SpringCM Core

Product

Solution 1 Solution 2 Solution 3 Solution 4

Solutions customization

Solutions

Confidential and Proprietary

Design Review RespondDeliver

Create Manage Publish Deliver Interact AdaptMeasure

Best Content Management Solution

Confidential and Proprietary

Digital Record CenterDigital Record Centerfor Imagesfor Images

Tom MeyerTom MeyerGeneral ManagerGeneral Manager

CONFIDENTIAL AND PROPRIETARY INFORMATION OF IRON MOUNTAIN 13

Value of an Integrated SolutionValue of an Integrated Solution

$$$$$$ $$$$

$$

Business ContinuityBusiness Continuity

Budget OptimizationBudget OptimizationFree up resourcesFree up resourcesChain of CustodyChain of Custody

Cost EffectiveCost Effective

Single VendorSingle Vendor

The Digital Record Center for ImagesThe Digital Record Center for Images

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True SaaS

• Isn't SaaS just another technology delivery option? If not, why?

• Why are all the panelists 'pure-play' SaaS providers?

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What is SaaS?

“Some vendors are relabeling as SaaS more traditional outsourcing approaches, and that runs the risk of both confusing and antagonizing buyers.”

“SaaS has a distinct meaning that’s essential to understanding its role in your application portfolio. With SaaS, there’s just one software code base, used by all customers, in what’s called a multitenant architecture.”

-- Galen Grumen, cio.com

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Understanding a SaaS Offer

• What are the real competitive differentiators?

• What’s different about the RFP?• What do I look for in the vendor responses?

• Differentiation!

• What role does IT play in the evaluation of a SaaS based solution?

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A Big Question

How do I get out of SaaS?

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Panel

• Tim Barker, Senior Director, Salesforce Content, salesforce.com

• Dan Carmel, CEO, SpringCM• Robert Carroll, VP Marketing, Clickability• Tom Meyer, General Manager, Digital

Record Center, Iron Mountain