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Welcome to Pulsant ISV Business Assessor

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. Pulsant ISV Business Assessor has been developed to help you to plan, execute and review your journey’s progress and guide you sucessfully to your destination.

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
Analysis Recommendation
Cloud and SaaS are already "Me Too" - what is your new "Killer" SaaS Value Proposition?

Analysis

Too many SaaS value propositions are based on flexibility, scalability and lower costs - these are now very generic and you need to define your real USP and the value that they deliver to your customers - does it pass the "so what" test?

Recommendation

Review your current Value Proposition and then market test with current and potential customers to see if they resonate and how they compare with competition.

Enter Value:
Analysis Recommendation
Have you profiled your customers for SaaS? (How many of your existing customer base are looking to move to Cloud/SaaS solutions and when?)

Analysis

It is good practice to profile both your current and prospect customers for SaaS potential. For organisations migrating from On-Premise the triangle of functionality, pricing and timing needs to accurately modelled based on this real customer data. For new SaaS applications research of the potential and competitive bases are vital - too many revenue growth curves are based on desire and not market data.

Recommendation

Delta can provide a range of market testing services to supply validate customer and market data custom to your application and freshly researched every time.

Enter Value:
Analysis Recommendation
In the new SaaS market you will probably need to find new Ecosystem Partners – how far have you got?

Analysis

You are not alone on this journey - many other ISVs are also looking at transformation. Identify what you are good at - e.g. code development, sector expertise and consider outsourcing everything else. There are many good Infrastructure as a Service partners who can also for example provide off the shelf billing, provisioning and data security solutions With code development, testing and support consider developing your own offshore resource centre - it is now viable with Cloud and IaaS for teams as small as 4 people.

Recommendation

Profile existing Partners and new cloud generation Partners to define how to modify your channel and engagement with them. Request a copy of our white paper on "How to build your own offshore development, support and testing centres"

Enter Value:
Analysis Recommendation
SaaS and Cloud provide the opportunity to explore new and export markets – which are you looking to enter?

Analysis

The ability to more easily export is one of the biggest benefits of SaaS and Cloud. It means a higher volume of sales and ability to sell globally.

Recommendation

Make an export feasibility study to identify the countries and markets most suited for your app and design into your launch plan. You may still need VAR Partner to help with local sales - most (>50%) SaaS ISVs now use them

Enter Value:
Analysis Recommendation
Have you defined what type of SaaS business model you want?

Analysis

Start with internal clarity and definition of your model is it On-Premise, Subscription payment with Private/Public Cloud hosting, pure SaaS Annual or Monthly model? What model mix do you want in three years and how do your services and support operations need to look like? Remember you will be selling into a largely Hybrid cloud market.

Recommendation

We can help both with developing the correct model and profiling against other organisations - much valuable business and financial data is available in the Softletter SaaS Report.

Enter Value:
Analysis Recommendation
Is your SaaS finance model built and
tested?

Analysis

Many ISVs are going to experience cash flow issues either as a new SaaS application entering the market or a transition from On Premise models. A detailed and accurate model is required of Annual Recurring Revenue (ARR) growth curve, development time and cost, cost of sales (CoCA) and resultant cash flow. Try this Acid test - If you make half the sales in twice the time can you survive?

Recommendation

Make a detailed three year model - this is a typical cycle time for customer On Premise to SaaS transition and for a new SaaS product to Land/Expand and enter export markets. Delta can provide a range of models and validate with market data.

Enter Value:
Analysis Recommendation
Have you reviewed resource matrix skills, sourced and trained?

Analysis

SaaS Applications will require a different blend of resources and skills across the whole business See firstly point on Outsourcing non core resources, look then both at re training to match for example new sales 2.0 processes that match your lower cost of sale and do not forget hiring in experienced born in Cloud developers.

Recommendation

A resource acquisition, skills development and re-training plan is needed based on SaaS best practice not necessarily what you existing resource you have in place today.

Enter Value:
Analysis Recommendation
Is your SaaS solution compliant with ISO27000 from the beginning?

Analysis

The first reason why ISO27K is important is if you intend to sell to the Public Sector - especially in the UK through G Cloud. The second is that one of the biggest objections to moving to SaaS and Cloud is around data security. If you are ISO27K and (many others standards too compliant) you will remove many of these obstacles.

Recommendation

Contact an ISO27K compliance consultant or partner to establish where you are and what is needed to become compliant. The right hosting partner will remove most of these issues for you.

Enter Value:
Analysis Recommendation
Have you defined your Cloud data and legacy
plan?

Analysis

This can be a show stopper as several global players have found out. Without everywhere mobile access to cloud data and integration of legacy data you will severely restrict your market opportunity. Most (>74%) companies have already hybrid cloud and on-premise data.

Recommendation

Make a legacy data and multi Cloud integration plan as a foundation step - we can put you in contact with some experts in this area.

Enter Value:
Analysis Recommendation
Does your SaaS App development / testing / support plan have costs and timings?

Analysis

Many SaaS application development plans are well detailed - but testing and support plans tend to be more vague and lack detail. The services and support plans are vital to both the cost, retention rates and long term margins.

SRecommendation

A critical selection choice in your hosting partners is one that can provide good support in dev and live environments. Do not grow your own network and infrastructure support teams - hire more born in the Cloud testers instead!

Enter Value:
Email me my Results

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Company Name:

Thank you for completing the Assessor. Your .pdf has been emailed to you!

Thank you for completing the assessor. The following section shows results for your three weakest questions.

If you are interested in a more in depth/full set of SaaS business planning tools please see here for full details.

Overall Average

Your overall average compared to the industry average

Industry Average
Your Average Score

Question 1.

Cloud and SaaS are already "Me Too" - what is your new "Killer" SaaS Value Proposition?

Industry Average
Your Score

Question 2.

Have you profiled your customers for SaaS (how many of your existing customer base are looking to move to Cloud/SaaS solutions and when?)

Industry Average
Your Score

Question 3.

In the new SaaS market you will probably need to find new Ecosystem Partners – how far have you got?

Industry Average
Your Score

Question 4.

SaaS and Cloud provide the opportunity to explore new and export markets – which are you looking to enter?

Industry Average
Your Score

Question 5.

Have you defined what type of SaaS business model you want?

Industry Average
Your Score

Question 6.

Is your SaaS finance model built and tested?

Industry Average
Your Score

Question 7.

Have you reviewed resource matrix skills, sourced and trained?

Industry Average
Your Score

Question 8.

Is your SaaS solution compliant with ISO27000 from the beginning?

Industry Average
Your Score

Question 9.

Have you defined your Cloud data and legacy plan?

Industry Average
Your Score

Question 10.

Does your SaaS App development / testing / support plan have costs and timings?

Industry Average
Your Score
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