“Cloud Computing, SAAS - emerging trends in IT industry”.

Ways to integrate new developments with traditional

organizational environment innovatively
Cloud Computing and SaaS

Team Name: PS2

Team Members:

Paramdeep Singh

u1110093@stu.ximb.ac.in

Cell No. : 7873223370

Kumar Gaurav Shrivastav

u110155@stu.ximb.ac.in

Cell No. : 8018424757

Introduction
Cloud computing is location-independent computing, whereby shared servers provide
resources, software, and data to computers and other devices on demand. The services over the
cloud or "Software as a Service (SaaS)" deliver software as a service over the Internet,
eliminating the need to install and run the application on the customer's own computers and
simplifying maintenance and support.

SWOT of Cloud Computing and SaaS

Before developing a strategy, first of all, let’s look at SWOT of this sector

Strengths Weaknesses Opportunities Threats

Reduced effort Customizing Better service quality Border-crossing data
restrictions storage
Reduced costs Data availability Latest software Data losses
version
Always up to date Data security Predictable cash flows Data synchronization
Higher security Performance More flexibility Missing local IT
support
Fast implementation Business process   Dependency to the
support provider
Worldwide use on the Over-/under-   Long contract terms
way functionality

Usage of Saas/Cloud Computing

Usage of SaaS these days varies from Self-servicing customers (low revenue and low complexity
in delivering services) to Enterprises (high revenue and high complexity in delivering services).

The strategy to develop the usage of SaaS in traditional enterprises will require service providers
to show their strengths in a better way and qualifying to convert the opportunities available to
them to reap benefits.

Team Name: PS2 Primary Member: Paramdeep Singh (7873223370) College: XIMB Page 1
Suggested Strategy
As Cloud Computing and SaaS are new to the industry, aggressive marketing is required to mark
the presence of product in industry. The best way is to have a good sales force, better marketing
campaigns and adequate support staff for post-sales cum onsite services.

First of all, divide the traditional firms according to adoption life cycle that they have

Those who adopt the technology as soon as it comes into market

Innovators
Have abundant resources to experiment new things

Those who will take decision after checking out the results from
Wait and See Firms Innovators
They have the resources but are not willing to take risk

They are risk and technology averse. Laggards should be identified

Laggards
earlier and not targeted as the SaaS technology is new.

Based on classification of firms, Innovators must be targeted first. Mentioned below are the roles
of different teams involved in selling the solution to Innovator firms.

Role of Sales:

Territory sales representatives focused on a narrow set of target prospects directly supported by
product marketing and sales engineering resources at a deal level.

Role of Marketing:

High-end marketing that facilitates brand awareness, education, relationship building and trust,
complemented by direct support of the sales team, including telemarketing speeding access to
target prospects and detailed sales tools such as product roadmaps, ROI calculators, etc.

Role of Development Team:

Development managers should be ready to make specifically tailored product in a short time
frame as Innovator firms would choose to customize the product as per their own requirement

Role of Support:

High-tech support including onsite issue resolution and also complemented by educational tools
and training tailored to the specific needs of individual enterprises.

Team Name: PS2 Primary Member: Paramdeep Singh (7873223370) College: XIMB Page 2
The role of Sales team and Marketing team may overlap at times. So they should be ready to
adapt according to dynamic needs and requirements. Once the innovators start adopting the
technology and reap benefits, the concentration should shift to “Wait and See Firms”.

Given below are the strategies for Sales and Marketing team to effectively tap the customers:

A) Have Products for different budgets: Divide product in categories like Platinum, Gold,
Silver and bronze etc. to cater to customers who differ on requirements.
B) Talk in real terms: Don’t use jargon while interacting with customers. Rather,
emphasize on competitive advantage and cost savings that customer would achieve by
using SaaS.
C) Education, Seminars and Trade Fairs: Educating people about new technology is the
best way. The following platforms can be used
a. Trade Fairs: Trade fairs must be targeted to make customers know about the
presence of SaaS in market.
b. Education Seminars: Seminars which are in collaboration with NASSCOM, India
will help the SaaS providing firm to earn credibility in industry. NASSCOM’s
emerging technologies blog, which is followed by many entrepreneurs and firms,
is also a good platform to showcase advantages of SaaS. In the same way, other
famous technology blogs, prominent business magazines can be used for the same
purpose.
c. Young Managers: Generally, problems exist in organizations because there are
no solutions that are known to managers of the firm. By giving seminars in
prominent B-Schools of India and sensitizing young managers about emerging
SaaS technology will help Sales team at least in terms of lead generation and
indirect approaching to prospective firms.
D) Let the firms know the advantages of integration of various business processes by using
SaaS instead of traditional IT infrastructure.
E) Promise to Deliver IT support after any firm takes the solution
F) Certification regarding Quality of Service, network security and efficient data
management will help to gain credibility.

There strategies can be followed to break through the present market and sell SaaS to firms.

Team Name: PS2 Primary Member: Paramdeep Singh (7873223370) College: XIMB Page 3