SandHill.com | Opinion : Offering Services Around SaaS Solutions
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The SaaS model continues to turn the on-premise software model on its head.
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On-premise software, regardless of its complexity, has always been delivered through extensive professional services engagements.
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The deployment of such on-premise software systems would typically take several months or even years. The deployment costs coupled with the long services delivery times typically resulted in a low ROI for the customer. High overall costs also tended to drag out purchasing decision.
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If services are necessary for the delivery of particular on-demand software, the services model must also maintain these characteristics of short duration and high value. For these reasons, and to the extent possible, these services should be delivered remotely.
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While on-demand software reduces or eliminates the need for traditional services such as customization or installation, there are other opportunities for system integrators to deliver services that enhance the value of stand alone, on-demand applications. As the adoption of such software proliferates, on-demand applications need to share data and/or need to be integrated with other on-premise applications
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As the software industry increases its adoption of the on-demand model I expect that we will start seeing SaaS applications of higher complexity. Such applications may have longer implementation cycles. However, I don’t expect that the type of services that will be offered around these more complex applications and the way these services will be delivered to be different from the services offered around all the other SaaS applications.
Vendors of on-demand software must form organizations that can deliver the necessary services swiftly and inexpensively to ensure the high ROI and quick returns associated with SaaS applications. Customers of such software must learn to adopt SaaS applications without expecting extensive customizations and other types of expensive and time-consuming services. Finally, professional services organizations must adapt their delivery models and re-focus their services offerings to the realities of on-demand software model if they want to remain relevant in the rapidly emerging software reality.
SandHill.com | Opinion : In SaaS, It’s About the “Sales Velocity”
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On-demand software is now routinely associated with fast time to value when compared with its on-premise counterpart. This is because on-demand software is accessed through a browser, the data it operates on and application infrastructure is maintained by the software’s vendor, and the overall health and uptime of the application also become the vendor’s responsibility. Moreover, the utility nature of on-demand software allows the purchaser to pay only for what is being used and for as long as it is being used, resulting in recurring but smaller operating expense financial commitments than the capital expense required by equivalent on-premise software solutions.
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To compensate for the smaller size of each contract and slower revenue flow that is recognized as the service is delivered, the on-demand software vendor must sell to more customers at any one period of time. This is where the concept of sales velocity comes in.
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Marketing must view sales as their customer and understand their role in the sales cycle. Likewise, sales must recognize the need to provide constant feedback to marketing and for quick follow-up of leads and sales opportunities.
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majority of the sales leads for SaaS companies should come through the internet (because of the channel’s low costs)
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important for the company to invest in email programs, Search Engine Marketing and optimization (SEM/SEO) programs and tools, e.g., A/B testing,
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One of the most important marketing investments a SaaS company can make is in its web site.
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rich self service functionality so that the visitor will have the ability to learn about the company and its solutions at his pace with no perceived sales pressure;
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multiple communication channels (IM, SMS, Email, chat) for the visitor to connect with the company at any time he chooses;
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functionality that turns every interaction into an opportunity to gather pertinent information from the visitor, e.g., registration, surveys, cookies, tagging etc;
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content through self-guided demos, replays of webinars, white papers, blog, trial software, and the corporate social network.
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The sales organization must have a well-defined, metrics-driven process that begins with marketing handing a lead to sales, and ends with the handing of a signed customer to the company’s operations and support services group. Every step of progressing an opportunity must be identified and the right people in the sales organization must own it. The performance of each member in the sales organization must be constantly evaluated against the metrics associated with each step (e.g., how many calls does it take for a lead to be converted to an opportunity, what percentage of the leads become opportunities, how long does an opportunity remain in specific sales stage steps, business conversion rates etc.).
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SaaS deals tend to be smaller by dollar value when compared to corresponding enterprise software sales deals. To compensate for this reality, as soon as the close of the first deal with a customer, SaaS companies need to start working on expanding the initial opportunity. The fast time to value that characterizes on-demand software provides the reason for this expansion. But to uncover such follow-on opportunities it is necessary to establish and maintain a constant dialog with the customer.
SandHill.com | Opinion : More Companies Capitalizing on Channel Opportunities in the SaaS Market
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At that time, many resellers and integrators feared that SaaS would ‘dis-intermediate’ them because of its direct sales and simpler deployment characteristics.
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plenty of complexity in today’s enterprise-oriented SaaS solutions to give innovative resellers and integrators a new round of business opportunities to pursue
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customization and integration remain challenges in the new world of enterprise SaaS solutions
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Verticals onDemand unveiled the first of a series of industry-specific customer relationship management (CRM) solutions built on the Salesforce.com platform
unprinted plastic stemware
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Add Sticky Note
- No products displayedposted by jwm4atl on 2008-08-29
pre-printed styrofoam
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Add Sticky Note
- NO CUPS DISPLAYED WHEN MENU ITEM CLICKEDposted by jwm4atl on 2008-08-29
Risk Management Jobs in Chicago
Tags: risk, management, jobs, jobsearch on 2008-08-06 -All Annotations (0) -About
more fromwww.jobsinthemoney.com
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a number of Chicago firms are seeking risk management professionals in many specialties.
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"Risk management is counter-cyclical and right now there is a strong need." He sees positions open in Chicago, but notes hiring is strong nationwide.
"Risk management right now is certainly booming," agrees Stuart Rosenthal, vice president of compliance at Legend Global Search, Inc., another New York City recruiting firm that works frequently in Chicago. "There are jobs and soon (there'll) be more."
Areas of Need
Risk management is an important function in numerous types of firms and in various areas including credit, market risk, and enterprise risk management.
While demand is declining in trading and structured products, says Starr, there has been an uptick in hiring in areas of portfolio-level risk management and enterprise risk management. Needs go "beyond mortgages," as most financial institutions are assessing capital usage, capital allocation and other risk factors, says Starr.
Positions are open both within financial institutions and accounting firms that serve them. The Big Four firms have numerous positions listed online, including openings for jobs such as Quality & Risk Management Manager, Enterprise Risk Management Advisors, and Business Risk Services Manager. -
serve and the SEC are placing increasing emphasis on best practices in risk management," he says. Banks and broker-dealers are feeling the pressure and he suspects trading firms, hedge funds, and asset management firms may also come under increased examination in the future.
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n general, employers are looking for candidates who have experience, great problem solving and financial modeling ability, and strong written and verbal communication skills.
A Hard Day’s Knight: The Global Financial Market Confronts Uncertainty, Not Just Risk (and the Difference is Important)
Tags: economics, risk, management, finance, investments, uncertainty on 2008-06-20 -All Annotations (0) -About
more fromwww.pimco.com
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Indeed, getting the ex ante distribution of returns right is often the most important element of successful ‘risk’ management in actual financial markets, where the distribution of returns is an equilibrium outcome, not a preordained physical constant.
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However, under certain circumstances, it is crucially important to distinguish between the risk of undertaking an investment and the possibility of substantial uncertainty regarding the range of possible distributions of investment outcomes that an investor may confront.
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financial markets might operate very differently in a period of uncertainty than they function during periods in which there is broad agreement among investors on the distribution of possible investment outcomes
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An event is uncertain or ambiguous if it has unknown probability.
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ncertainty and risk are distinct characteristics of random environments, and they can also affect individuals’ behavior very differently…
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When uncertainty is prevalent, some [financial] markets might break down, resulting in equilibrium with no trade. Moreover, indeterminacy may also arise [and this] can generate excess price volatility.”
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The global financial system right now is going through a serious bout of Knightian uncertainty, which may have significant consequences for investing and global financial markets for some time to come.4 The proximate cause of this “hard day’s Knight” was the more or less simultaneous realization by millions of global investors that their underlying assumption about the distribution of returns on a wide “variety of asset-backed securities” was fundamentally flawed
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hey didn’t know what they didn’t know
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s predicted by the economics of Knightian uncertainty, many financial markets, in effect, failed to function and price discovery was substantially impaired in those markets that did trade.6
Great Place to Work® Institute
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Google
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Google
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Cisco Systems
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Qualcomm
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Network Appliance
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Shared Technologies
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Rackspace Managed Hosting
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Adobe Systems
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Intuit
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Microsoft
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Yahoo
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Publix Super Markets
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Texas Instruments
| ajc.com
Tags: target, networking, node, vc, it, c3g, incubators, atlanta on 2008-04-16 -All Annotations (0) -About
in list: Atlanta Venture Capital Sources
more fromwww.ajc.com
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Atlanta Technology Development Center (ATDC)Add Sticky Note
- ATL premier "incubator"posted by jwm4atl on 2008-04-16
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Charles Paparelli
TAG UNVEILS 2008 TOP 10 INNOVATIVE GEORGIA TECHNOLOGY COMPANIES
Tags: atlanta, companies, tag, it on 2008-04-10 -All Annotations (0) -About
more fromwww.tagonline.org
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Playmotion was picked for "Coolest Technology" and "Best Exhibit". Scantech Holdings and Suniva were selected for "Most Likely to Create Jobs" and "Most Likely to Succeed" respectively. Damballa, Inc. was judged as having "Breakthrough Technology" and "Best Summit Presentation" went to TerraGo Technologies.
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Ron Dolinsky, Kathy Harris, Stephen Fleming, Don House, Sig Mosley, Michael Reene, Knox Massey, Mark Barry, Jeff Muir, Buddy Ray and Mark Samuels.
A Troubled 'Ownership Society'
Tags: economy, real estate, sub-prime on 2008-04-10 -All Annotations (0) -About
more fromwww.businessweek.com
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Experts differed on the cause of the increase in homeownership, from 64.2% of households in early 1995 to 69.1% in early 2005
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bulk of the increase was caused by innovations in the mortgage market, in particular the explosion of "piggyback" or "combo" loans that made it possible for people to make small or zero down payments.
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lenders aren't making many of those loans anymore because default rates on the smaller, second loans have been extremely high. That means that one of the main props of the housing market has been kicked away. If the homeownership rate drifts back to where it was in 1995, the outlook for housing construction and home prices could turn out even worse than the pessimistic projections.
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authors conclude that the availability of new kinds of mortgages, mainly ones with low down payments, accounted for 56% to 70% of the decade-long increase in the U.S. homeownership rate
CorePsychBlog: Tips on Medication Management: Finding The Top and Bottom of The Therapeutic Window
Tags: corepsychblog, ssri, ADD, zoloft, vyvanse, wellbutrin, psychology, therapeutic, window on 2008-04-08 -All Annotations (0) -About
more fromwww.corepsychblog.com
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Why are we having so many Black Box
Warnings for the use of psychiatric medications?Simple answer: Many do not aim for, do not measure, and indeed don't seek
that mercurial Therapeutic
Window. -
- Simply feels like you are toxic, it's just too much. You shouldn't feel
stoned or drugged.
- Simply feels like you are toxic, it's just too much. You shouldn't feel
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- Confusion, disorientation, cognitive stress, anxiety, self expression
diminishes.
- Confusion, disorientation, cognitive stress, anxiety, self expression
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With some stimulants you can feel moody and depressed all day - and relieved in
the evening as they have a shorter 1/2 life with an expected duration of less
than 12-14 hrs. If you feel better when they are gone from your system, - this
is a big hint. -
- If you feel these kind of symptoms for the first couple of days after
starting a new med, usually no problem. If symptoms continue, urgency
is called for and an adjustment is very likely necessary, - see your doc.
- If you feel these kind of symptoms for the first couple of days after
-
- If the medication is just right in dosage and duration you will
feel that you are simply floating through that effective opening - no problem,
and no, or very few, "side effects." - If the medication is too much, too high a dosage, you will have
signs of toxicity, and will hit the top of the window - bump your head on the
top of that window. - If the medication is too little, too low in dosage, it doesn't appear to be
working at all, you can't get into the window, and your chin keeps hitting the
sill at the bottom.
The Therapeutic
Window represents the body's ability to metabolize the medication
effectively. Several easy rules apply here: - If the medication is just right in dosage and duration you will
-
- New genetic studies show that many do not
metabolize drugs at the same rates. Studies show that less than 50%
of the population metabolizes medications at an average rate.
- New genetic studies show that many do not
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- Pharmacogenetic
studies [regarding, in this case, 2D6 metabolic pathways] show that 5-7% of
the population are very fast metabolizers and require more than expected doses
to turn the therapeutic tide.
- Pharmacogenetic
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- Metabolism is not completely dependent on body size, and the old
adage that body size, larger weight or height, suggests a need for more
medications, is outdated.
- Metabolism is not completely dependent on body size, and the old
-
- Also outdated is the cookie cutter dosage suggested by some based upon age.
Each dose for each person must be reviewed at every medication check - Each
individual's Therapeutic Window will tell
the tale. Drug dosing, sometimes suggested on preliminary reports, can be
misleading. Simply go low and slowly with everyone at the outset. Often psych
medications are under and overdosed through the process of not establishing
specific improvement criteria. - With stimulant medications used for ADD: the top of the window can look like
the bottom of the window, creating an apparent need for more medications in the
real context of too much. Said another way, too much medication can diminish
focus and attention. - Noted repeatedly at CorePsychBlog: Drug
interactions clearly effect the therapeutic window. - As we have been regularly reporting here at CorePsychBlog: Metabolic issues,
such a gluten
sensitivity, bowel and liver
problems also challenge the expected rate of metabolism. - And see more here at
Genelex on pharmacogenetics for antidepressants and antipsychotics.
- Also outdated is the cookie cutter dosage suggested by some based upon age.
-
What I am about to tell you is from my own experience, and is documented
somewhat indirectly in the drug interaction book on my website bookstore [Cozza
and Armstrong], but has not found it's way to the literature yet.
I say
"indirectly" because Vyvanse is not in there, only AMP as a class is
documented. -
side effects increased, particularly sedation and brain fog, with little added
benefit
CorePsychBlog: ADD/ADHD Treatments: Tips for Vyvanse
Tags: no_tag on 2008-04-08 and saved by2 people -All Annotations (0) -About
more fromwww.corepsychblog.com
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[Full disclosure: I do speak for Shire, the company that makes Vyvanse, and have
for years made a considerable effort to teach medical colleagues around the
country how to use stimulant meds more effectively. I have presented for
Adderall since its launch, Adderall XR, Focalin XR, and Daytrana as well as
Vyvanse.] -
- It is a prodrug
with a slow and forgiving delivery process: No heavy AM hit, no big
drop in the PM
- It is a prodrug
-
Both studies and clinical experience show that it is more efficacious
[post hoc review] than Adderall XR, and Adderall previously held highest
efficacy ratings on comparison studies. -
longer duration of effectiveness, with no need for a PM "kicker" dose
to complete homework or home chores. -
Always start at the lower dose: 30mg which roughly equals Adderall XR
10mg. -
With a medication sensitive child/adult you may want to divide the dose
in 1/2 to get started: Take the capsule, pour contents into 2 oz of water in
mixing cup, drink 1 oz -
All psych meds are better tolerated and more effective with a protein
breakfast -
Always remember the ADD
3R's, discussed in my first post, in reference to medical treatment for
ADD: Right Diagnosis, Right Medication/Intervention, Right Dosage -
MPH products like Focalin block 2D6, and I strongly recommend against using
drugs that clearly interact - as Vyvanse is an AMP that runs thru the 2D6
pipeline [Google 2D6 on this blog and you will see much about this issue]. -
Likely the dose is not correct if it isn't working in the AM - at the correct
dose it works in .5 hr... and again we aren't looking for "feeling," but for
cognitive change. -
You can't get it right with whatever was in the hookah on board - highly
unlikely the fall was due to Vyvanse alone, highly likely secondary to meds +
hookah, or hookah alone. -
If you are in the US you are most often talking *weed/marijuana* with
"hookah" use, - and weed, as other addictive substances, should be avoided if
you want the true fix. -
Bottom line: breakfast of protein first, then any psych med after.
-
Second point: dosage may change that reaction and the post on water titration
may help.Third point: Some people cannot take AMP meds.
-
Neuropsych testing and SPECT tells us much.
-
noticed a decrease in appatite since starting Vyvanse (prev on Focaline XR). It
also makes me nauseated when I do try to eat sometimes. -
I just read an article on CyberPsych that scientists aren't even sure what these
drugs they are prescribing for ADD do or how they work. What gives? -
I started getting a severe backache and noticed it was only when i took the
Vyvanse -
I strongly recommend John Ratey's book: User's Guide to the Brain
http://astore.amazon.com/cpbks-20/detail/0375701079/103-7756357-1889446
- his work is cutting edge and he also would be a great resource for your
further investigations. -
If the therapeutic window seems just too narrow and either up or down dosing
is insufficient - you very likely have a metabolic problem, or simply the wrong
medication for that symptom complex - from a defective 2D6 metabolic pathway [to
be measured by genetic testing with either Genelex [used by the Mayo Clinic and
available through our office] or Detoxigenomics [also available with our office
from Genova] ...or other metabolic testing indicated by our questionnaires and a
personal interview. -
She must be medicated in order to fall asleep, yet though everything we try
sedates her, her body/mind fights it and she ends up staying up way too late.
She walks around with eyes half shut and looks intoxicated, yet she can't stop
her body from moving. That means repeated runs (she does not walk and she's 19
yo) up and down the stairs, grabbing food, items, cat, etc. -
know John Ratey, who suggested intense exercise, but she is unable to follow
formal routine exercise. I do have her skating and bowling once a week via
special ed groups but know that's not enough. This is a young lady who can't
read her body; who never tires; can't tell hunger from full, etc. Extrememly
hyper/impulsive due to her brain injury as a tot.The only time she is able to sit is when she perseverates on the compute
-
-
Look for the therapeutic window, the top means it's too much, the bottom,
where you appear to be on this brief missive, is nada...it isn't working. We
look for the middle. You can't get out the window by going thru it, or bumping
against the window sill. -
I completely agree with your psych about her start dose, and his observation
with you that she is a fast burner at a previous Adderall dose of 80mg. You do
already know she is fine with the AMP molecule, so she is not [as they say in
research], a *virgin [innocent from previous stimulant, -and, in this case, not
innocent from AMP stimulant] patient.*So, with that foundation, 50mg Vyvanse would be expected to have a positive
effect on prefrontal cortical brain function [to coin a phrase!]. At the
previous DOE [duration of effectiveness] on the IR Adderall @ 3.5 hr, she was
slightly under-dosed. I have come to expect a solid 5-6 hr on the DOE with the
IR. -
Constipation in our entire adolescent/adult society is rampant.
-
I would look for metabolic and nutritional components vigorously - and even
though she is smart and motivated, I am an anti-carb hound. Carbs mess up the
bowel, diminish effective metabolism, mess with the estrogen system [listen to
my podcast on PCOS and the other on estrogen dominance] and then can create
sleep problems, appetite and breakfast problems. -
Bottom line: My experience at the Vyva


