Webinar - The Death of the Enterprise Software Buying Cycle
June 3rd, 2008
Last week I spoke at a web conference hosted by M.R. Rangaswami, publisher of SandHill.com, entitled “The Death of the Enterprise Software Buying Cycle.” The premise was that the SaaS business model is driving changes to the sales model and changing the role of the CIO in the buying cycle. For a replay of the discussion click here.
My input to the panel was focused on how the advent of SaaS solutions has changed the role of the CIO and what criteria we apply when evaluating SaaS vendors. In fact, many of these same points apply to the sales cycles for open source software vendors:
- SaaS Defined: Superior SaaS solutions are correctly architected to leverage multi-tenancy, and evolved data centers.
- Extensibility: Superior SaaS solutions are highly extensible - critical to assuring fit for unanticipated requirements.
- Integration: The best have advanced standards-based integration capabilities.
- Reporting: Have a plan for integrated reporting across your best-of-breed solutions. We at Ingres market a BI appliance to establish a platform for this reporting and analytics.
- Auditability: SAS70 is not a set of standards – continue to review and understand the security assertions of the vendor.
- Deal Term: Sign for 1 year initial term, with additional commitment that is not auto-renewable
- Variable Cost: Assure user count or subscription basis is adjustable upwards or downwards at renewal dates or continually.
- Data Recovery: Be sure there are provisions to obtain your data in case of disaster or cessation of the agreement.
Some spirited debate followed. Check out the webinar when you get the chance.
