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Welcome to DeltaPLAN Partner™

You are either on a journey to develop a new SaaS or Cloud solution business, or you were "Born in the Cloud".

You may be a Software Developer, MSP or a vendor Partner. Regardless, each business model has parallel but custom journeys with similar destinations based on recurring revenues. DeltaPLAN Partner™ has been developed to help you to plan, execute and review your journey’s progress and guide you sucessfully to your destination.

Based on SaaS and Cloud industry best practices and covering all key business development areas, DeltaPlan Partner steps you through the entire journey by enabling you to create supporting plans and models. As these are integrated into your plan, it is easy to make Go/No Go decisions, see the impact of your changes, and explore "what if" scenarios. This in turn enables you and your team to bring the “Big Picture” into sharp focus and keep you on the path to success throughout the journey’s lifecycle.

DeltaPLAN Partner™ can be used as a set of stand-alone tools or delivered with consulting support. Customer versions are available for vendor Partner channels.

SaaS Journey Current Status

All companies, whether in transition or “born in the cloud”, are on a journey which will last several years and cover all aspects of their business.

We have developed a number of SaaS Growth and Transition Critical Success Factors to help define where you are on your journey. This has many uses:

  1. To ensure that you and your internal stakeholders have the same view on progress and are on the same page
  2. To compare with other similar organisations to determine your relative progress
  3. To identify focus areas for SaaS and Cloud business development
  4. To develop growth dashboard metrics for your development plan
Transformation Plan
How complete is your plan for Cloud/SaaS business and services?
Enter Value:
Cloud SaaS/ business model
Have you defined what type of model you want to become?
Enter Value:
Profiling your customers.
How complete is the profiling for Cloud/SaaS potential?
Enter Value:
Cloud services plan
Does your plan for development / testing / support have costs and timings?
Enter Value:
Cloud / SaaS finance models
What is the progress of your build and testing programme?
Enter Value:
New SaaS markets and Exports
Have you defined your market opportunities?
Enter Value:
SaaS Services values
Which 20% of functions define 80% of customer value?
Enter Value:
Resource skills matrix
Have you sourced and trained?
Enter Value:
Cloud Value Proposition
Have you developed a new "Killer" proposition?
Enter Value:
Sales and marketing plans?
Have you defined plans for new and existing customers?
Enter Value:

SaaS Solution

Defining your Cloud or SaaS solution and comparing it to the On Premise equivalent is an important exercise. We have used a Best Practice solution template to assist you. The On Premise solution maybe your own current solution or an older legacy solution. It may also represent the existing solution that your customer has today from another vendor. A valuable and easy way to compare and help your solution market positioning.

Planned SaaS/Cloud Solution

Enter your information in these three boxes on the right hand side to build your template.

Describe key highlights of Solution and Cloud Platform

List top 3 functions only available in a Cloud/SaaS version.

Summarise your Solution Value Proposition.
Highlight competitive differentiators.

Solution Commercials

CoCa – COST OF CUSTOMER ACQUISTION

This metric is one of the most significant in a SaaS subscription based business model. The cost should include all aspects of acquisition on-line marketing, data acquisition and the full cost of the sales cycle.

The impact on cash flow is major especially in a monthly subscription model – simply put you are bearing the full cost of sales up front and the higher this as a % of the Lifetime Contract Value the longer it will take you to get break even and worse the more you sell the bigger the cash flow problem!

A good rule of thumb is to limit the CoCa to a maximum of 30% of the LCV. This is difficult to estimate in the SaaS transformation planning stage so the best place to start is the current cost of acquisition for on- premise. In most cases this will prove that existing marketing and sales process costs are not sustainable for a SaaS business. The best practice is not to re-engineer your existing processes but to start afresh and look at the many SaaS marketing and sales 2.0 process blueprints. Please contact us if you would like more details.

CHURN RATES

This is another vital metric for a SaaS based business. In fact there are two churn rate metrics, churn being defined as the % loss of customers on renewal dates. The first churn metric is based on the total number of customers you have acquired and how many fail to renew their subscription – so if you start the year with 100 customers and 80 renew then your churn rate is 20%. Note if your renewal period is monthly based and your churn rate is 5% a month over a year the churn rate is 60%.

The second metric and we believe the most important is the total revenue churn rate. This includes both customers that do not renew but also customers that either buy more subscriptions or buy additional subscriptions for new SaaS or service offerings. The overall revenue churn rate can therefore be either positive, total revenue has increased over the period or negative where the total has decreased.

See examples below

Partner A

Have 200 customers at end of year - 80% renew – assume revenue per customer is $100 and remains the same. The next year revenue will be $1600

Partner B

Have also 200 customers at end of year – only 70% renew but they manage to sell extra subscription and services so average revenue increase to $140. The next year revenue is now $1960

Subscription Period Pricing
Per Subscriber
Number of Subscribers
(please enter typical and max to update pie).
Cost of Customer Acquisition
% of revenue
Churn rate
% loss

Enter Price:

Typical Subscribers

Max Subscribers

Comments

SaaS Solution Pricing

Your customers will want to know if your SaaS or Cloud hosted solution will cost them more or less over the lifecycle compared with their existing On Premise solution. We use a Total Cost of Ownership (TCO) model so that you see dynamically the impact of changing variables such as the annual subscription rates.

This will help you define your Value Propositions to customers, control customer transfer rates and quantify the opportunities for value added services.

This section provides input into the revenue and cash flow models.

On Premise Solution

SaaS Solution

Total Subscription Cost pa

This value is taken from the SaaS Solution Section and is calculated from the values you entered for Subscription Period, Pricing Per Subscriber and Number of Subscribers. Click on the pencil icon to return to this section and edit the values.

Product/Solution Name Product/Solution Name
Software Licence Price + DB + Server Total Subscription Cost pa
Implementation Costs Implementation Costs
Software Support Cost % pa % Annual Subscription Increase
IT Hosting, Data Admin, Support pa IT Hosting, Data Admin, Support pa
Value Added Services pa Value Added Services pa
Total Internal Hosting Costs pa Total Cloud Services pa

Lifetime Contract Value (LCV) 5 Years

LCV Ratio

Year 1 Year 2 Year 3 Year 4 Year 5

Comments

Market Opportunity

In this section we take a look forward from your current market to where your transition or growth will take you over the next 4 years which is a typical lifecycle timeframe.

We categorised 3 types of sales – existing On Premise, Transitioned Customers and New SaaS/Cloud solution sales. If you do not have an On Premise solution you can use the categories to cover Retention, Expansion and New sales.

This section provides input into the revenue and cash flow models

Market Focus

Enter categories in the text box or tick relevant categories from the dropdown list.

Year 1 Sales Targets

Year 2 Sales Targets

Year 3 Sales Targets

Enter Number Of Sales:

Enter Number Of Sales:

Enter Number Of Sales:

Sales Revenue Growth

These values do not include cost of Custmomer Acquisition.

Sales Revenue Growth

  Year 1

  Year 2

  Year 3

Comments

The following section shows results for your weakest question. To receive Analysis and Recommendations please register for DeltaPLAN Partner Edition or contact johnmiller@deltachannels.com for further details or to request a 14 Day Trial of Deltaplan Partner Edition.

Overall Average

Your overall average compared to the industry average

Industry Average
Your Average Score

Action

Owner

Due date

Comments

Status

Question 1. Transformation Plan

How complete is your plan for Cloud/SaaS business and services?

Industry Average
Your Score

Question 2. Cloud SaaS/ business model

Have you defined what type of model you want to become?

Industry Average
Your Score

Action

Owner

Due date

Comments

Status

Question 3. Profiling your customers.

How complete is the profiling for Cloud/SaaS potential?

Industry Average
Your Score

Action

Owner

Due date

Comments

Status

Question 4. Profiling your customers.

How complete is the profiling for Cloud/SaaS potential?

Industry Average
Your Score

Action

Owner

Due date

Comments

Status

Question 5. Cloud / SaaS finance models

What is the progress of your build and testing programme?

Industry Average
Your Score

Action

Owner

Due date

Comments

Status

Question 6. New SaaS markets and Exports

Have you defined your market opportunities?

Industry Average
Your Score

Action

Owner

Due date

Comments

Status

Status

Question 7. SaaS Services values

Which 20% of functions define 80% of customer value?

Industry Average
Your Score

Action

Owner

Due date

Comments

Status

Question 8. Resource skills matrix

Have you sourced and trained?

Industry Average
Your Score

Action

Owner

Due date

Comments

Status

Question 9. Cloud Value Proposition

Have you developed a new "Killer" proposition?

Industry Average
Your Score

Action

Owner

Due date

Comments

Status

Question 10. Sales and marketing plans?

Have you defined plans for new and existing customers?

Industry Average
Your Score

Action

Owner

Due date

Comments

Status