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Part 1:
           Building a Scalable, Profitable SaaS
           Business
            Matt Chivers
1   Copyright © 2011, Oracle and/or its affiliates. All rights
            Oracle Worldwide Alliances & Channels
    reserved.
Agenda

    • SaaS Market Opportunity

    • Enterprise Grade Cloud Platforms

    • ISV Best Practices

    • Resources



2   Copyright © 2011, Oracle and/or its affiliates. All rights
    reserved.
SaaS Market Opportunity
                      $14.0                         *Worldwide SaaS Forecast 2011 - 2015                 $21.2B
                      $12.0                                                                     $18.4B
                                                                                       $16.0B                     • 2015 SaaS market projection
                      $10.0                                                   $13.8B                                = $21.2B*
                                                $12.0B
$US Billions




                         $8.0
                                                                                                                  • SaaS growing 5x Faster than
                         $6.0                                                                                       on prem software!**
                         $4.0
                                                                                                                  • 85% of all new applications
                         $2.0                                                                                       architected for SaaS**
                         $0.0
                                                2011                          2012     2013     2014     2015     • SaaS ISVs typically
               Latin America                    $0.3                          $0.4     $0.5     $0.6     $0.7       standardize on a single
               Asia                             $1.1                          $1.3     $1.6     $1.9     $2.2
                                                                                                                    platform
               Europe                           $2.8                          $3.3     $3.9     $4.6     $5.4
               North America                    $7.7                          $8.8     $10.0    $11.3    $12.9

        *Source: Gartner - Software as a Service, Worldwide, 2010-2015
        **Source: IDC - Worldwide Software as a Service 2010-2014 Forecast


                  3     Copyright © 2011, Oracle and/or its affiliates. All rights
                        reserved.
Enterprise Grade Cloud Platforms
    What do ISVs need to deliver?

- Business Objectives -                                             - Operational Requirements -

                                                                   Enterprise Data Security
             Data Security                                         Operational Security

     Business Continuity                                           High Availability at All Tiers
                                                                   High Performance for global customer
                                                                    base
                 Scalability
                                                                   Monitoring & Availability
                                                                   Rapid Deployment
    Deployment Flexibility
                                                                   Open Standards
      Cost Management                                              Portability
                                                                   Technology Costs & Licensing Flexibility


4    Copyright © 2011, Oracle and/or its affiliates. All rights
     reserved.
Best Practices
    How should ISVs deliver?

            1. Architect for rapid growth and wild success
                      • Invest in technologies that scale with your business
                      • Avoid re-platforming your application as demand grows

            2. Leverage your platform as a strategic asset
                      • Focus R&D investment on unique customer requirements, leverage platform for
                        the rest
                      • Proactively address potential customer concerns and objections

            3. Take advantage of hybrid deployment models
                      • Enable the same applications to run on-prem or in the cloud
                      • Allow customers to adopt cloud as / when appropriate for their business



5   Copyright © 2011, Oracle and/or its affiliates. All rights
    reserved.
1. Architect for Rapid Growth
    How much cloud infrastructure do you need?

                                                 Amazon Physical Book Sales v. Kindle Book Sales



                                                                                                         Physical Books




                                                                                                         Kindle Books



                                                                 Source: Business Insider (2011/09/28)


6   Copyright © 2011, Oracle and/or its affiliates. All rights
    reserved.
1. Architect for Rapid Growth
    How much cloud infrastructure do you need?

                                                 Amazon Physical Book Sales v. Kindle Book Sales




                                                                 Source: Business Insider (2011/09/28)


7   Copyright © 2011, Oracle and/or its affiliates. All rights
    reserved.
2. Your Platform as a Strategic Asset
           How does your platform help you sell?

                    Barriers to Cloud Adoption*
   Of companies not using cloud, what is the major reason why?
                                                                                                        Most customer concerns and potential
    Security Concerns                                                                            32%
                                                                                                         sales objections are not related to
                                                                                                         application functionality.

      New Technology                                                     13%                            ISVs are also selling Cloud as a
                                                                                                         deployment model, not just selling
                                                                                                         their own applications.
Integration Complexity                                                  12%

                                                                                                        By building on an enterprise grade
  Resistance to Change                                             11%
                                                                                                         platform, ISVs can proactively address
                                                                                                         these potential sales objections.

                         Cost                               8%


                                   0%          5%          10%          15%    20%   25%   30%   35%



       8   Copyright © 2011, Oracle and/or its affiliates. All rights
           reserved.
                                                                                                                                *Source: Tier 1 Research
3. Hybrid Deployment Models
    How do you deliver across both on-prem and cloud?

    • Hybrid Cloud isn’t just a strategic option, it’s an imperative for
      ISVs with established on-prem license businesses.

    • Successful ISVs therefore need to consider:

        Leveraging existing application IP and platform
         investments.

        Using common architecture for both on-prem- and cloud-
         based deployments.

        Allowing customers to move deployments across cloud
         environments.


9   Copyright © 2011, Oracle and/or its affiliates. All rights
    reserved.
Oracle Cloud Offerings – Complete Choice
                                                                                                   Cloud Products                                           Private & Public Cloud Services
                                                                                                                Applications                                Oracle On Demand       Oracle Public Cloud
                                                                                                                                                             Oracle Applications   Oracle Fusion Oracle Fusion
                                                                        Oracle Applications                                    ISV Applications                 On Demand
                                                                                                                                                                                    CRM Cloud     HCM Cloud
                                                                                                                                                                                      Service       Service
                       Oracle Enterprise Manager




                                                                                                       Platform as a Service
                                                                  Integration:                 Process Mgmt:              Security:     User Interaction:
                                                                                                                                                                                    Oracle Social Network
Cloud Management




                                                                   SOA Suite                     BPM Suite              Identity Mgmt     WebCenter         Middleware On Demand
                                                                                 Cloud Application Foundation: WebLogic Server,                              Exalogic On Demand           Oracle Java
                                                                                   Coherence, JRockit, Exalogic Elastic Cloud                                                            Cloud Service
                                                                                            Oracle Database, Database Options                                Database On Demand        Oracle Database
                                                                                               Exadata Database Machine                                      Exadata On Demand          Cloud Service


                                                                                         Infrastructure as a Service
                   Manager Ops Center
                    Oracle Enterprise




                                                                               Oracle Solaris                      Oracle Linux
                                                                       Oracle VM for SPARC (LDom)
                                                                            Solaris Containers                                 Oracle VM for x86
                                                                                                                     Servers
                                                                                                                     Storage
                                                                                                                     Network Fabric


                                                   10   Copyright © 2011, Oracle and/or its affiliates. All rights
                                                        reserved.
Oracle Exastack

     • Oracle Exadata Database Machine
                                                                  ISV Application
       Exadata + Exalogic Elastic Cloud

     • Common architecture for on-prem, cloud
       and hybrid deployments

     • Allows ISVs to leverage same core
       products (OS, Database, WebLogic) for
       even greater scale and efficiency

                   Complete Optimized Platform for ISVs


11   Copyright © 2011, Oracle and/or its affiliates. All rights
     reserved.
Oracle Powers SaaS Leaders




12   Copyright © 2011, Oracle and/or its affiliates. All rights
     reserved.
Aria Systems – Oracle Enables Zero
      Maintenance Downtime
Company Overview                                                   Aria Systems Perspective
Aria Systems is the subscription billing and                       “We believe technology innovation and
management market leader serving mid-market                        customization is key to providing cloud billing
and Global 2000 companies. The Aria Subscription                   services that give our customers a competitive
Billing Platform is the industry's only enterprise                 edge. Aria now has the flexibility and agility to
class solution that automates the entire subscriber                deploy innovations and customers' design
life cycle for all recurring revenue models.                       requests without having to wait for a maintenance
                                                                   window.”
Location
                                                                   Derek Choy, Aria Systems VP of Engineering
San Francisco, CA


Oracle Portfolio
Oracle Database 11g




 13   Copyright © 2011, Oracle and/or its affiliates. All rights
      reserved.
NetSuite – Exadata for Extreme
      Performance
Company Overview
                                                                   Netsuite Perspective
• NetSuite enables companies to manage core key
 business operations in a single system, which                     "NetSuite's strategy has been to bring the
 includes Enterprise Resource Planning (ERP),                      power of enterprise-grade technologies to all
 Accounting, Customer Relationship Management                      companies. With the power of Oracle
 (CRM), and Ecommerce. NetSuite's "real-time                       Exadata, NetSuite will be able to enable
 dashboard" technology provides an easy-to-use                     companies to enjoy Exadata's extreme
 view into up-to-date, role-specific business                      performance without taking on additional IT
 information.                                                      burdens, and at a price point that they can
                                                                   afford.“
Location
• San Mateo, CA                                                                               Zach Nelson, CEO

Oracle Products
• Oracle Exadata Database Machine




 14   Copyright © 2011, Oracle and/or its affiliates. All rights
      reserved.
cVidya– Fast TTM and No Lock-in with Oracle
   Middleware over State-of-the-Art Cloud Infrastructure
Company Overview
                                                                    cVidya Perspective
• cVidya Networks is a global leader in analytics and               “Our goal was to offer best-of-breed On Demand
 BI solutions for Revenue Intelligence for telecom,
                                                                    revenue intelligence applications to service
 media and entertainment service providers.
                                                                    providers of all sizes. The availability of Oracle
 Innovative cVidya solutions achieve rapid ROI and
 lower TCO serving to maximize margins, improve                     Database and Oracle WebLogic on state-of–the-
 customer experience and optimize ecosystem                         art cloud infrastructure allowed us to quickly
 relationships. cVidyaCloud is its umbrella of On-                  migrate our applications to the cloud, leveraging
 Demand Revenue Intelligence solutions for service                  carrier grade middleware while focusing on our
 providers of all sizes.                                            core competencies and without lock-in to the
                                                                    cloud infrastructure provider”.
Location
                                                                                  Nava Levy, VP SaaS/Cloud Services
• Herzliya, Israel
Oracle Products
• Oracle Database 11g, Oracle WebLogic (optional)



  15   Copyright © 2011, Oracle and/or its affiliates. All rights
       reserved.
Resources for ISVs

                         Design                                        Develop         Go to Market
        • Access to Oracle                                         • Dev and test      • Flexible
          technical                                                  licenses            commercial
          resources                                                • Online and          models
                                                                     onsite training   • Oracle branding
                                                                     options             & promotion

     More Information:
     Cloud Computing & SaaS Knowledge Zone | Oracle Cloud Computing | saasforisvs_ww@oracle.com


16    Copyright © 2011, Oracle and/or its affiliates. All rights
      reserved.
17   Copyright © 2011, Oracle and/or its affiliates. All rights
     reserved.
18   Copyright © 2011, Oracle and/or its affiliates. All rights
     reserved.
Part 2:
   Case Study: cVidya’s
   Journey into the Cloud
   Leveraging carrier grade middleware over
   Nava Levy, VP SaaS/Cloud Services
   state-of the-art cloud infrastructure
   May 29, 2012



© 2012 – PROPRIETARY AND CONFIDENTIAL INFORMATION OF CVIDYA
cVidya’s Journey into the Cloud
     - Agenda
        cVidya overview
        Why: the business imperative
        How: does one cloud fit all?
        Key considerations
        Case study




20
cVidya Overview
A global leader and innovative provider of Revenue Intelligence solutions
for Telecom, Media and Entertainment service providers

      Over 150 customers                            Partnership with the world leading vendors
        – 7 out of the 10 largest operators


                                                     #1 Revenue Management Global Market
                                                      Provider by             (April 2011)

      Analyzing over 1.5 Billion subscribers and    TM Forum Leadership
       billions of events daily
                                                     cVidyaCloud : Revenue Intelligence On
      300 employees                                  Demand for Service Providers of all sizes
      Global presence in 20 locations

21
Why: The Business Imperative




22
The Business Imperative (2010)


     Demand   - Smaller service
                                      Supply   - Cloud Computing
              providers needing                was maturing
              robust BI & analytics            penetrating also the       Our goal was to
              Revenue Intelligence             communications           leverage the cloud
              applications                     vertical                model to offer also
                                                                          smaller service
              - But, that do not               - Availability of         providers best-in-
              have the resources               enterprise grade            class revenue
              to buy and deploy                middleware and
              on premise                       infrastructure         intelligence solutions
              solutions                        solutions




23
How: Does One Cloud Fit All?




24
Does One Cloud Fit All?
     Not really.


     There are different go-to-market approaches, technology stacks and
     infra providers.


     Each have their pros and cons.

     Your optimal “cloud” would vary by the type of application, the target market, where you are
     in the journey to the cloud and your specific use case.

25
The Use Case




     Migrate existing    Develop new cloud
     apps to the cloud      applications


26
Key Considerations




27
Key Considerations

                      • Same as cVidya’s on premise applications or different?
         Brand          Selling only to smaller providers or also to large ones?



                      • What should be the cloud based pricing vs. licensed
       Pricing &
                        based on premise applications? Based on what
       Packaging        parameters build a pay-per-use pricing?



                      • Which to choose: “build your own” vs. “rent”? PaaS vs.
     Middleware &
                        IaaS? Open source? IaaS provider or managed hosting
     Infrastracture     provider?


28
Brand: Separate Brand and Website




29
Pricing & Packaging
      Affordable & convenient:
         – Monthly subscription fee, with minimal setup fee

         – Pay-as-you-grow pricing tied to value to customers, not just cost for cVidya

      Flexible: 3 tiered packages of Silver, Gold and Platinum

         FraudView® Cloud
         Get a powerful yet affordable fraud management solution
         Monitor your network & services, conduct effective investigations, reduce fraud loss
         and improve your margins


                      Silver                      Gold                        Platinum


30
Middleware & Infrastructure
- Key Requirements


     1   Fast time to market          Leverage on premise code with minimal code change;
                                      available on-demand
     2   Focus on core competencies   Building applications rather than middleware and
                                      infrastructure
     3   Robust yet cost effective    Powerful, reliable and secure infrastructure yet with
                                      affordable pay per use pricing model
     4   Convenient                   Available and certified on cloud infra provider

     5   Avoid lock-in                Ability to move applications to different cloud infra providers




31
Middleware & Infrastructure (cont.)

            SaaS
     Software/ Application

            PaaS             Carrier grade middleware
     Platform/ Middleware    deployed over
                             State-of-the-Art Cloud
            IaaS             Infrastructure
        Infrastructure




32
Middleware & Infrastructure (cont.)

                               Fast time to market

                               Focus on core competencies
        Carrier Grade
         Middleware            Robust yet cost effective

       State-of-the-Art
                               Convenient

     Cloud Infrastructure      Avoid lock-in




33
Case Study




34
When Revenue Intelligence Meets the Cloud…

 Ari Banerjee,     “SaaS/Cloud Computing is one of the most important and
 Senior Analyst,   exciting technology and business model shifts in recent years.
 Heavy Reading     By combining the benefits of this model with cVidya’s market
                   leading revenue intelligence products, cVidyaCloud allows
                   smaller service providers to have convenient access to best-in-
                   class financial insight and analytics with predictable total cost
                   of ownership”.




  35
Why cVidyaCloud

CHALLENGES    Combat fraud to improve margins and customer experience
              Solve our needs without CAPEX , resources or Fraud domain
               expertise
                                                                                 “We love the value of a hosted
SOLUTION      FraudView Cloud: Cloud-based fraud management system which        SaaS fraud management system.
               required minimum resources from our organization, lower setup
               cost, and did not require in-house fraud expertise                For a fixed monthly fee, we have
                                                                                 someone else taking care of the
RESULTS       Quick deployment with minimum impact on the organization and      fraud management system.”
               with lower cost than would have been achieved through
               traditional models.
              With FraudView Cloud we can monitor our networks 24X7 and
               systematically detect and combat the most common fraud types
              We can now conduct effective investigations and have enjoyed a                     Larry Snipes
               quick return on our investment (ROI).                                              Senior Manager, Revenue
              In addition to the direct financial benefits, there is also the                    Assurance & Fraud
               positive effect on customer experience which is, of course,
               priceless!
THANK YOU!
www.cvidya.com
Joint Oracle-cVidya Cloud webinar - SaaS Market Growth & Opportunities
Joint Oracle-cVidya Cloud webinar - SaaS Market Growth & Opportunities

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Joint Oracle-cVidya Cloud webinar - SaaS Market Growth & Opportunities

  • 1. Part 1: Building a Scalable, Profitable SaaS Business Matt Chivers 1 Copyright © 2011, Oracle and/or its affiliates. All rights Oracle Worldwide Alliances & Channels reserved.
  • 2. Agenda • SaaS Market Opportunity • Enterprise Grade Cloud Platforms • ISV Best Practices • Resources 2 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 3. SaaS Market Opportunity $14.0 *Worldwide SaaS Forecast 2011 - 2015 $21.2B $12.0 $18.4B $16.0B • 2015 SaaS market projection $10.0 $13.8B = $21.2B* $12.0B $US Billions $8.0 • SaaS growing 5x Faster than $6.0 on prem software!** $4.0 • 85% of all new applications $2.0 architected for SaaS** $0.0 2011 2012 2013 2014 2015 • SaaS ISVs typically Latin America $0.3 $0.4 $0.5 $0.6 $0.7 standardize on a single Asia $1.1 $1.3 $1.6 $1.9 $2.2 platform Europe $2.8 $3.3 $3.9 $4.6 $5.4 North America $7.7 $8.8 $10.0 $11.3 $12.9 *Source: Gartner - Software as a Service, Worldwide, 2010-2015 **Source: IDC - Worldwide Software as a Service 2010-2014 Forecast 3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 4. Enterprise Grade Cloud Platforms What do ISVs need to deliver? - Business Objectives - - Operational Requirements -  Enterprise Data Security Data Security  Operational Security Business Continuity  High Availability at All Tiers  High Performance for global customer base Scalability  Monitoring & Availability  Rapid Deployment Deployment Flexibility  Open Standards Cost Management  Portability  Technology Costs & Licensing Flexibility 4 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 5. Best Practices How should ISVs deliver? 1. Architect for rapid growth and wild success • Invest in technologies that scale with your business • Avoid re-platforming your application as demand grows 2. Leverage your platform as a strategic asset • Focus R&D investment on unique customer requirements, leverage platform for the rest • Proactively address potential customer concerns and objections 3. Take advantage of hybrid deployment models • Enable the same applications to run on-prem or in the cloud • Allow customers to adopt cloud as / when appropriate for their business 5 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 6. 1. Architect for Rapid Growth How much cloud infrastructure do you need? Amazon Physical Book Sales v. Kindle Book Sales Physical Books Kindle Books Source: Business Insider (2011/09/28) 6 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 7. 1. Architect for Rapid Growth How much cloud infrastructure do you need? Amazon Physical Book Sales v. Kindle Book Sales Source: Business Insider (2011/09/28) 7 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 8. 2. Your Platform as a Strategic Asset How does your platform help you sell? Barriers to Cloud Adoption* Of companies not using cloud, what is the major reason why?  Most customer concerns and potential Security Concerns 32% sales objections are not related to application functionality. New Technology 13%  ISVs are also selling Cloud as a deployment model, not just selling their own applications. Integration Complexity 12%  By building on an enterprise grade Resistance to Change 11% platform, ISVs can proactively address these potential sales objections. Cost 8% 0% 5% 10% 15% 20% 25% 30% 35% 8 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. *Source: Tier 1 Research
  • 9. 3. Hybrid Deployment Models How do you deliver across both on-prem and cloud? • Hybrid Cloud isn’t just a strategic option, it’s an imperative for ISVs with established on-prem license businesses. • Successful ISVs therefore need to consider:  Leveraging existing application IP and platform investments.  Using common architecture for both on-prem- and cloud- based deployments.  Allowing customers to move deployments across cloud environments. 9 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 10. Oracle Cloud Offerings – Complete Choice Cloud Products Private & Public Cloud Services Applications Oracle On Demand Oracle Public Cloud Oracle Applications Oracle Fusion Oracle Fusion Oracle Applications ISV Applications On Demand CRM Cloud HCM Cloud Service Service Oracle Enterprise Manager Platform as a Service Integration: Process Mgmt: Security: User Interaction: Oracle Social Network Cloud Management SOA Suite BPM Suite Identity Mgmt WebCenter Middleware On Demand Cloud Application Foundation: WebLogic Server, Exalogic On Demand Oracle Java Coherence, JRockit, Exalogic Elastic Cloud Cloud Service Oracle Database, Database Options Database On Demand Oracle Database Exadata Database Machine Exadata On Demand Cloud Service Infrastructure as a Service Manager Ops Center Oracle Enterprise Oracle Solaris Oracle Linux Oracle VM for SPARC (LDom) Solaris Containers Oracle VM for x86 Servers Storage Network Fabric 10 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 11. Oracle Exastack • Oracle Exadata Database Machine ISV Application Exadata + Exalogic Elastic Cloud • Common architecture for on-prem, cloud and hybrid deployments • Allows ISVs to leverage same core products (OS, Database, WebLogic) for even greater scale and efficiency Complete Optimized Platform for ISVs 11 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 12. Oracle Powers SaaS Leaders 12 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 13. Aria Systems – Oracle Enables Zero Maintenance Downtime Company Overview Aria Systems Perspective Aria Systems is the subscription billing and “We believe technology innovation and management market leader serving mid-market customization is key to providing cloud billing and Global 2000 companies. The Aria Subscription services that give our customers a competitive Billing Platform is the industry's only enterprise edge. Aria now has the flexibility and agility to class solution that automates the entire subscriber deploy innovations and customers' design life cycle for all recurring revenue models. requests without having to wait for a maintenance window.” Location Derek Choy, Aria Systems VP of Engineering San Francisco, CA Oracle Portfolio Oracle Database 11g 13 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 14. NetSuite – Exadata for Extreme Performance Company Overview Netsuite Perspective • NetSuite enables companies to manage core key business operations in a single system, which "NetSuite's strategy has been to bring the includes Enterprise Resource Planning (ERP), power of enterprise-grade technologies to all Accounting, Customer Relationship Management companies. With the power of Oracle (CRM), and Ecommerce. NetSuite's "real-time Exadata, NetSuite will be able to enable dashboard" technology provides an easy-to-use companies to enjoy Exadata's extreme view into up-to-date, role-specific business performance without taking on additional IT information. burdens, and at a price point that they can afford.“ Location • San Mateo, CA Zach Nelson, CEO Oracle Products • Oracle Exadata Database Machine 14 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 15. cVidya– Fast TTM and No Lock-in with Oracle Middleware over State-of-the-Art Cloud Infrastructure Company Overview cVidya Perspective • cVidya Networks is a global leader in analytics and “Our goal was to offer best-of-breed On Demand BI solutions for Revenue Intelligence for telecom, revenue intelligence applications to service media and entertainment service providers. providers of all sizes. The availability of Oracle Innovative cVidya solutions achieve rapid ROI and lower TCO serving to maximize margins, improve Database and Oracle WebLogic on state-of–the- customer experience and optimize ecosystem art cloud infrastructure allowed us to quickly relationships. cVidyaCloud is its umbrella of On- migrate our applications to the cloud, leveraging Demand Revenue Intelligence solutions for service carrier grade middleware while focusing on our providers of all sizes. core competencies and without lock-in to the cloud infrastructure provider”. Location Nava Levy, VP SaaS/Cloud Services • Herzliya, Israel Oracle Products • Oracle Database 11g, Oracle WebLogic (optional) 15 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 16. Resources for ISVs Design Develop Go to Market • Access to Oracle • Dev and test • Flexible technical licenses commercial resources • Online and models onsite training • Oracle branding options & promotion More Information: Cloud Computing & SaaS Knowledge Zone | Oracle Cloud Computing | saasforisvs_ww@oracle.com 16 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 17. 17 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 18. 18 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 19. Part 2: Case Study: cVidya’s Journey into the Cloud Leveraging carrier grade middleware over Nava Levy, VP SaaS/Cloud Services state-of the-art cloud infrastructure May 29, 2012 © 2012 – PROPRIETARY AND CONFIDENTIAL INFORMATION OF CVIDYA
  • 20. cVidya’s Journey into the Cloud - Agenda  cVidya overview  Why: the business imperative  How: does one cloud fit all?  Key considerations  Case study 20
  • 21. cVidya Overview A global leader and innovative provider of Revenue Intelligence solutions for Telecom, Media and Entertainment service providers  Over 150 customers  Partnership with the world leading vendors – 7 out of the 10 largest operators  #1 Revenue Management Global Market Provider by (April 2011)  Analyzing over 1.5 Billion subscribers and  TM Forum Leadership billions of events daily  cVidyaCloud : Revenue Intelligence On  300 employees Demand for Service Providers of all sizes  Global presence in 20 locations 21
  • 22. Why: The Business Imperative 22
  • 23. The Business Imperative (2010) Demand - Smaller service Supply - Cloud Computing providers needing was maturing robust BI & analytics penetrating also the Our goal was to Revenue Intelligence communications leverage the cloud applications vertical model to offer also smaller service - But, that do not - Availability of providers best-in- have the resources enterprise grade class revenue to buy and deploy middleware and on premise infrastructure intelligence solutions solutions solutions 23
  • 24. How: Does One Cloud Fit All? 24
  • 25. Does One Cloud Fit All? Not really. There are different go-to-market approaches, technology stacks and infra providers. Each have their pros and cons. Your optimal “cloud” would vary by the type of application, the target market, where you are in the journey to the cloud and your specific use case. 25
  • 26. The Use Case Migrate existing Develop new cloud apps to the cloud applications 26
  • 28. Key Considerations • Same as cVidya’s on premise applications or different? Brand Selling only to smaller providers or also to large ones? • What should be the cloud based pricing vs. licensed Pricing & based on premise applications? Based on what Packaging parameters build a pay-per-use pricing? • Which to choose: “build your own” vs. “rent”? PaaS vs. Middleware & IaaS? Open source? IaaS provider or managed hosting Infrastracture provider? 28
  • 29. Brand: Separate Brand and Website 29
  • 30. Pricing & Packaging  Affordable & convenient: – Monthly subscription fee, with minimal setup fee – Pay-as-you-grow pricing tied to value to customers, not just cost for cVidya  Flexible: 3 tiered packages of Silver, Gold and Platinum FraudView® Cloud Get a powerful yet affordable fraud management solution Monitor your network & services, conduct effective investigations, reduce fraud loss and improve your margins Silver Gold Platinum 30
  • 31. Middleware & Infrastructure - Key Requirements 1 Fast time to market Leverage on premise code with minimal code change; available on-demand 2 Focus on core competencies Building applications rather than middleware and infrastructure 3 Robust yet cost effective Powerful, reliable and secure infrastructure yet with affordable pay per use pricing model 4 Convenient Available and certified on cloud infra provider 5 Avoid lock-in Ability to move applications to different cloud infra providers 31
  • 32. Middleware & Infrastructure (cont.) SaaS Software/ Application PaaS Carrier grade middleware Platform/ Middleware deployed over State-of-the-Art Cloud IaaS Infrastructure Infrastructure 32
  • 33. Middleware & Infrastructure (cont.)  Fast time to market  Focus on core competencies Carrier Grade Middleware  Robust yet cost effective State-of-the-Art  Convenient Cloud Infrastructure  Avoid lock-in 33
  • 35. When Revenue Intelligence Meets the Cloud… Ari Banerjee, “SaaS/Cloud Computing is one of the most important and Senior Analyst, exciting technology and business model shifts in recent years. Heavy Reading By combining the benefits of this model with cVidya’s market leading revenue intelligence products, cVidyaCloud allows smaller service providers to have convenient access to best-in- class financial insight and analytics with predictable total cost of ownership”. 35
  • 36. Why cVidyaCloud CHALLENGES  Combat fraud to improve margins and customer experience  Solve our needs without CAPEX , resources or Fraud domain expertise “We love the value of a hosted SOLUTION  FraudView Cloud: Cloud-based fraud management system which SaaS fraud management system. required minimum resources from our organization, lower setup cost, and did not require in-house fraud expertise For a fixed monthly fee, we have someone else taking care of the RESULTS  Quick deployment with minimum impact on the organization and fraud management system.” with lower cost than would have been achieved through traditional models.  With FraudView Cloud we can monitor our networks 24X7 and systematically detect and combat the most common fraud types  We can now conduct effective investigations and have enjoyed a Larry Snipes quick return on our investment (ROI). Senior Manager, Revenue  In addition to the direct financial benefits, there is also the Assurance & Fraud positive effect on customer experience which is, of course, priceless!