ASPEX Incubation center March,

Agenda 1. ASPEX 2. The right time for SAAS 3. The Microsoft Incubation Center 4. GO-TO-MARKET 5. Wrap-up and questions 2

1. ASPEX 2. The right time for SAAS 3. The Microsoft Incubation Center 4. GO-TO-MARKET 5. Wrap-up and questions 3

Who is ASPEX? A 100% SD Worx business unit within ICT Corporate; fully independant P&L ASPEX started in 2002 to provide hosting services to SD Worx customers for payroll applications As from 2003 evolution to offer these services outside the SD scope S+S is our core business – we partner with ISV’s, VAR’s and others We deliver personalized and integrated content and tools, anywhere and anytime 4

Facts and figures Microsoft Gold partner (2 MCP, 1 MCSE 2000 – 2003, 1 MC IT Prof.) Citrix Silver partner Current Customer Base -SD Worx - HR applications, HRWW; X-Tend (AX) -21 ISV partners in accountancy, ERP, time & attendance, e-learning, … -30 VAR partners including 30 contracts for different applications Complementary partners: Isabel, Blackberry, …. Complete portfolio of MS products Complete online offering including full desktop 5

1. ASPEX 2. The right time for SAAS 3. The Microsoft Incubation Center 4. GO-TO-MARKET 5. Wrap-up and questions 6

Question: Did you loose a deal the last 12 months because your competitor had a better hosting offer ? Will you loose business in the coming 12 to 24 months ? 7

8 Market opportunity for hosted services [1] IDC Worldwide Software on Demand , forecast update and 2006 Vendor shares: Sky's the Limit for On-Demand Providers, (IDC #207491, July 2007) [2] Gartner, Press Release, Gartner Says 25 Percent of New Business Software Will Be Delivered As Software As A Service by October [3] SaaS Will Swim the SMB Channel, January 2008, Yankee Group [4] IPED, % market growth 32% CAGR WW SaaS forecasted, (IDC) 25% of new business software will be delivered as a service by 2011 (Gartner) 25% new software share $20 Bn revenue $20 Bn market for SaaS sales by 2011 (Yankee Group) 6X Services Revenue for Partners Institute of Partner Education & Development X Services Revenue for Partners Institute of Partner Education & Development 2008

9 But here is the question you should really be asking What if you could use the SaaS model to deliver what your customers want both inside and outside the browser?

Remember last innovation day

Why is now the right time for SAAS ? Pervasive broadband access for SMBs and Consumers Economic models are in sync – tight IT budgets are driving demand for more economically efficient solutions Improved security and acceptance of secure data centers by customers Greater Depth and Breadth of S+S offerings, including greater alignment with customer needs (e.g. SMBs need lighter-weight applications than Large Enterprise) Emergence of Platforms for developing SaaS applications (e.g. Windows SharePoint Services 3.0,.net, ……. 11 S+S Now is the right time.

1. ASPEX 2. The right time for SAAS 3. The Microsoft Incubation Center 4. GO-TO-MARKET 5. Wrap-up and questions 12

What keeps you up at night ? For many ISVs, the road to SAAS is one with challenges. They’re faced with new business and market dynamics as well as “black box” factors that cloud their path. Business model Efficient go to market Product integration Who can help me SLA Technology Offering Revenue ? ? ? ? ! ! ! !

Microsoft ISV Incubation Center The Microsoft Incubation Center Progam was created to help ISV’s with the commercial, financial and technical challenges when transitioning to a SAAS business model. The Incubation Center will assist ISVs to go to market, adapt their business model and to prepare their applications for service-based delivery. The Incubation Center Program targets qualified ISV’s with Business and Architecture Design Sessions, and connect these ISVs with a Microsoft Hosting Partner. 14

Choosing the right partner Look for expertise Hosting with a Microsoft partner gives you confidence in the technical knowledge and solutions Look for service and support Choose a hosting provider to securely and cost- effectively handle your online presence Keep your data safe and get peace of mind Protect information and control access. Run your business with confidence using built-in disaster recovery and business continuity Control operational costs Reduce unexpected IT expenses by partnering with a hosting service provider to manage your applications

ISV and Service Provider Partnering to Go to Market The ISV brings:  Application targeted at vertical industry or specific customer group  Domain expertise from business to technical aspects The Service Provider brings:  Expertise in infrastructure management and hosted application delivery  Expertise in channel management and White Labeling 16

17 Value of Partnering with Service Provider Access to the larger market  Service Providers already have a large customer base in SAAS model  Partner –up  access to this new market More revenue opportunities  Possibility of bundled offering Higher profit  Focus on your core business  Reduce time to market Higher customer satisfaction  You can increase customer satisfaction and retention rate New Business More Customers More Revenue Faster Deployment

1. ASPEX 2. The right time for SAAS 3. The Microsoft Incubation Center 4. GO-TO-MARKET 5. Wrap-up and questions 18

Incubation Center Model Where are you as far as readiness ?

Best SAAS ISV candidates Finalizing development phase, looking to validate commercial model and GTM Management commitment Clear addressable (vertical) market ISVs assessing hosting strategy and infrastructure architecture model ISVs moving from self hosted to scale through partner hosted model

BDS Business Design Session 2-day Business Development workshop Understand the opportunity and the scope of a SAAS offering Assess where the ISV is in the process Identify the challenges

Effective GO-TO-MARKET - Introduction of Key Success Factors Best practices Competitive differentiation Personalising your offers – who is the target customer Sales Process – existing sales process vs selling SAAS Customers use software because they paid for it vs Customers pay (ongoing) because they use it Service and support Proactive training and help to customers Remote desktop support Invoicing

Deliverables Detailed project plan Positioning framework Competitive differentiation Marketing and communication plan Action plan for GTM We will help ensure that you, as an ISV, will be successfull in implementing SAAS

ADS Architecture Design Session A look at Application architecture Hosting architecture Operations and support

Again identifying Key Succes Factors Effectiveness Authentication Performance, Reliability, Security Database Tips and tricks to Adapt Improve Integrate

GO-TO-MARKET Continuous improvement methodology AssessPlanAct

1. ASPEX 2. The right time for SAAS 3. The Microsoft Incubation Center 4. GO-TO-MARKET 5. Wrap-up and questions 27

Wrap Up Software + Services = making more sense to attract the business user Incubation Center program = tap into the ISV opportunity and support a successful go-to-market Partners = KEY TO SUCCESS Next Step: Get Started Today! Contact – Special offer for the 3 first ISV for BDS session

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