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Software Business
Executive Report

February 11, 2008

In This Issue:
Special Event!

Download the Conference Brochure for SLAM 2008 & SAAS Economics Summit. Register now and save up to $400!

Feature

  • Trying to Find a SaaS Partner? 10 Things to Keep in Mind
    By Anubhav Saxena, AVP – HCL ISD 

Company News

  • Digg Popularity Rankings Made Transparent by QlikTech
  • LogLogic Closes Over-Subscribed $13.5 Million in Series D Financing
  • SugarCRM Secures USD 20 Million Expansion Stage Investment
  • DPAC Technologies Closes on New Financing
  • VKernel Secures $4.6 Million Series A Financing
  • The Yale Group Announces Mincron SBC Has Been Acquired by Briarcliff Solutions Group, LLC
  • Virtual Iron Raises $20 Million in New Equity Financing

Event Listing

  • SaaS Economic Summit and SLAM 2008

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SaaS Summit 2008, presented by OpSource

February 27-29 @ The Westin St. Francis,
San Francisco

The event of the year for executives in SaaS and Web 2.0 companies!

SaaS Summit 08 features keynotes from Microsoft, Omniture and salesforce.com, and speakers from the following companies:

Adobe, Aria Systems, Boomi, Business Objects, Business Week, Clickability, eWeek, Hummer Winblad, Infoworld, Intel Capital, Lithium, MySQL, Oracle, Progress Software, SAP, Serena Software, Taleo, The Wall Street Journal, WebEx/Cisco, Zuora, and more

For more information, visit the agenda on the OpSource website. Register Now with the code sbonline and Save $100!

 


SaaS Economics Summit and SLAM 2008: Two Great Events in One Location
Download the Conference Brochure


Join executives and managers from leading and fast-growth companies for the two special events. Register today and save up to $400 off registration! SaaS Economics Summit will give an in-depth look at the financial strategy of leading SaaS players, including, IBM, Aria Systems, Salesforce.com, Xactly, Lithium Technologies, Callidus Software and SuccessMetrics. This conference will sell out, so book early. The popular SLAM 2008: Sales, Licensing, Alliances & Marketing for Software and SaaS Companies enters its fourth year. Join executives from Microsoft, Opsource, Salesforce.com, VFA, Marketbright and Sales Optimization Group as they share the keys to success through marketing and strategy. Register today to ensure your seat and save up to $400 off the $995 registration price.
FEATURE

Trying to Find a SaaS Partner? 10 Things to Keep in Mind.
By Anubhav Saxena, AVP – HCL ISD

Software as a Service (SaaS) is a business model whose time has come. Over the past two years, industry analysts have published a myriad number of papers and articles on the “SaaS phenomenon,” discussing why SaaS will be successful while its predecessors, such as application service providers (ASPs), were not. SaaS is a new incarnation of hosted services that promises to revolutionize the way business services are delivered to the enterprise.

Unlike traditional enterprise software platforms, SaaS is architected to host multiple customers on a single infrastructure. Multi-tenancy keeps costs down, because hardware platforms are shared among multiple customers. A surprising number of SaaS platforms are built over a service oriented architecture (SOA) model, making scalability and integration much easier than it is with monolithic software products and reducing development and operations cycles. In addition, many SaaS products are built

over open source products, keeping internal licensing costs down. Another tremendous advantage is that SaaS vendors release at least 2-4 major upgrades and several smaller updates each year and unlike the system with licensed vendors, customers receive these seamlessly and automatically.

Simplicity of deployment, lower risk and high-quality, cost-effective products is driving SaaS’s exponential growth. As such, ISVs have been particularly keen to adopt this software delivery model in order to meet customer demand, increase license and service revenues, increase market reach and better compete in the market.

But how does an ISV choose the right SaaS enabling partner, and what are the key competencies the company must possess? To answer this question, here are ten critical traits ISVs should look for in a SaaS partner:

1. Integrated Solutions

Gone are the days when ISVs need a point solution. Today’s ISVs need to provide an integrated offering to their customers, so shouldn’t their SaaS partner be just as diverse? Find for a partner with a wide range of application and infrastructure services.

2. Partnership Approach

Look for vendors that think of themselves as a “partner,” and even more importantly, that understands your specific your unique needs, customer segments and target market.

3. Complexity

SaaS is much more than just offering applications on the Internet and running the associated operations. It’s about re-architecting and re-engineering the product and transforming it from single tenant to multi tenant, so there is tremendous complexity involved. As a result, an ideal partner must be able to adequately handle these complexities, such as making the product Web-enabled, creating a service delivery platform, making the user interface better, and handling customization.

4. Diverse Skill Set

SaaS works on a fabric that is full of complexities and inter-dependencies, requiring distinct skill sets at the various phases. Therefore, it is critical to have a rich available resource pool across domains, applications and technologies.

5. TCO & Quality

Most ISVs have realized they are late to the SaaS party, and now want release their SaaS offering quickly with the lowest possible TCO. To make this happen, find a partner with extensive prior experience and a strong ISV customer base. Do your homework and make sure your partner can adequately take care of your specific TCO and quality requirements.

6. Knowing Your Customer

Find a partner that really understands your customer. That way, they can more quickly identify the appropriate relevant, most cost-effective solutions.

7. Integration With On-premise Applications

Functionality of packaged applications and the ability to integrate with on-premise applications is another critical characteristic of an appropriate SaaS partner. SaaS is going to leverage SOA in a very big way, so a SaaS-enabler partner must be quite competent in this area.  

8. Infinite Skills for a Finite Time

ISVs typically need a partner that can offer a breadth of technology expertise, from a single instance to Web enabling their solution to making it multi-tenant. Find a partner that has it all, with the ability to provide you the skill set you need when and where you need it most.

9. Open Source Skill Set

As previously noted, many SaaS products are built over open source products to keep internal licensing costs down, so expertise in open source is crucial.

10. The Non-core Edge

When ISVs pursue SaaS, they must make significant investments in non-core resources, such as hosting locations, a service delivery platform, metering/billing, adaptors, payment gateways, clearing houses and operations frameworks. However, it’s possible to keep these investments to a minimum by choosing a partner that is able to provide some of these non-core resources. Doing so will dramatically accelerate SaaS enablement.

ISVs of all shapes and sizes are preparing to offer SaaS as an alternative to traditional on-premise software delivery. Growth will be dependent on their ability to provide this “consumption of software” in this service model — whether that is in the form of building or buying competencies or leveraging competencies in a partnership mode. Volume adoption is just around the corner, so in addition to the above factors, ISVs must now decide on the strategies that will help them get there and ensure they remain competitive in an increasingly crowded marketplace.

About the Author

Anubhav Saxena is the Global leader for the SaaS practice, and an Associate Vice President for HCL America, the U.S. division of HCL Technologies, a leading Indian global IT services company.  Mr. Saxena is responsible for identifying new business models and marketplace developments and organizing appropriate activities within and outside HCL around those new ways of doing business.  He leads key innovation activities and service strategies that leverage HCL Technologies’ global delivery model and also oversees customer advocacy for HCL in North America.  Mr. Saxena was a key member of the HCL team that pioneered the Remote Infrastructure Management (RIM) transformation services and productized integrated application and infrastructure services.  He has led engagements designing and deploying state of the art datacenter architectures, systems integration and technology-led operational transformations for Global 1000 organizations since the early 1990s.

Digg Popularity Rankings Made Transparent by QlikTech

QlikTech is offering “Dugg Analyzer,” a free tool that analyzes traffic and postings on the popular Digg Web site, providing new transparency in determining how Web content is popularized and what sources feed the site.

Digg is a Web community where members submit content of interest by clicking on a “digg it” icon that accompanies an article or video. Once a submission has earned a critical mass of Diggs – among the millions of stories on the Web – it becomes “popular” and jumps to Digg’s homepage in its category. Stories and their corresponding Web sites that reach the Digg hot list of popularity subsequently generate additional traffic through their resulting visibility.

Digg uses a proprietary algorithm to rank and rationalize the popularity of specific stories and content. The site has been criticized in the past for a lack of visibility into how stories are ranked, and stated it would make changes.

Based on QlikTech’s award-winning analysis solution, QlikView’s Dugg Analyzer provides instant visual insight by category, subject, source, reporter and any other dimension – all in just a few clicks. The

QlikView application can be viewed at  http://demo.qliktech.com/qlikview/AJAX/digg/ 

“We believe in democratizing analysis by making it simple to use and accessible to everyone,” said Anthony Deighton, Senior Vice President of Marketing at QlikTech, “Our Dugg Analyzer helps to ensure the democracy of the Digg community by giving members a free tool to analyze content posted to the site, ultimately leveling the playing field for everyone.”

Analysis using Digg Dugg shows that YouTube was the most linked to site on Digg, having had more than 10 times as many front-page stories as the next most popular video site until August 2007. Since then, however, there has been a sudden drop in the number of YouTube stories reaching the front page. YouTube news is now similar in popularity to other video sites.

QlikView was able to easily look at Digg data and determine that a small minority of people – 100 – is responsible for 40% of content that thousands see and read. This is down from a previously reported 56% of most popular content in 2006.

QlikTech is the world’s fastest growing business intelligence software company, offering sophisticated and visual analysis and reporting solutions that are fast to develop and easy to maintain. Its award-winning flagship product, QlikView 8, uses patented, next-generation in-memory association technology. Built to take advantage of open architectures and 64-bit platform technology, QlikView can analyze more than a billion records in seconds while allowing affordable deployment to organizations of any size. QlikView’s click-driven, visually interactive interface is simple for people to learn and use, so that better information is available to everyone.

QlikTech has 7,000 customers in 82 countries – from thousands of small and midsized companies to large corporations such as Tetra Pak, Deutsche Telekom, Reuters, 3M, Colonial Supplemental Insurance, and BMW – and adds 12.6 new customers each working day.

Contact www.qlikview.com.


LogLogic Closes Over-Subscribed $13.5 Million in Series D Financing

LogLogic has closed a series D round of funding, securing an additional $13.5 million in equity financing to expand global sales and marketing initiatives and accelerate innovation. This round, which brings the total equity investment in LogLogic to $47.7 million, was led by Focus Ventures and included Sequoia Capital, Telesoft Partners, Worldview Technology Partners and Invesco Private Capital.

As the largest independent vendor in the log management market, LogLogic attributes the industry’s hyper-growth to compliance mandates such as the Payment Card Industry Data Security Standard (PCI DSS) as well as pressures to reduce costs by investing in automated platforms for tracking user activity and business performance. Since its founding in 2002, LogLogic has seen more than 100 percent growth year-over-year in sales of its market-leading log management appliance.

In 2007 alone, LogLogic signed over 160 new customers in the enterprise, mid-market and MSSP channels, bringing its total to more than 400 customers. Last year, LogLogic’s channel initiatives brought in key partners including BMC Software, Novell, Arsenal and SecureWorks, further establishing the company’s extensive global reach and best-in-class reputation as the log management leader.

Contact www.loglogic.com


SugarCRM Secures USD 20 Million Expansion Stage Investment

SugarCRM has closed a USD 20 million round of financing led by New Enterprise Associates, bringing total funding to USD 46 million. Existing investors Draper Fisher Jurvetson and Walden International also joined the round.

SugarCRM will use the proceeds to fund continued growth in the CRM market, including research and development and global expansion, particularly in Europe and Asia.

Since its founding in 2004, SugarCRM has seen global adoption of its commercial open source CRM products, with over four million downloads, 470 product extensions, 75 language translations, more than 60,000 community members, over 12,000

registered developers and a customer base of nearly 3,000 commercial accounts.

Contact http://www.sugarcrm.com.


DPAC Technologies Closes on New Financing

DPAC Technologies, Inc., a provider of device connectivity and device networking solutions, has closed on new equity and debt financing. The value of this financing, which includes the sale of preferred stock, as well as senior subordinated notes and a working capital line of credit, is for approximately $6.0 million, after deducting financing fees. The company will use the proceeds from this financing to repay its existing senior debt held by National City Bank, repay its existing subordinated debt held by Hill Street Capital, and provide additional working capital.

The preferred stock issuance is for $2.0 million and consists of 20,000 shares of Series A Preferred shares issued to Development Capital Ventures, L.P

“I am pleased to announce the closing of this new financing,” stated Steve Runkel, President and Chief Executive Office of DPAC. “This financing allows us to repay our existing debt obligations, and more importantly, strengthens our balance sheet. We have made significant steps over the past 12 months in terms of improving our profitability and generating growth from our Device Networking Products. A stronger balance sheet will increase the confidence level of our customers and will position us to be a market leader in the rapidly growing Device Networking and Machine-to-Machine market.”

DPAC Technologies provides embedded wireless networking products for machine-to-machine communication applications.

Contact www.dpactech.com


VKernel Secures $4.6 Million Series A Financing

VKernel Corporation, a provider of easy-to-use and quick-to-deploy virtual appliances for managing virtual server environments, has raised $4.6 million in its initial institutional round of funding. The round was co-led by Hummer Winblad Venture Partners and Polaris Venture Partners.

VKernel will use the funds to advance product development, increase sales, and expand market awareness.

Contact www.vkernel.com


The Yale Group Announces Mincron SBC Has Been Acquired by Briarcliff Solutions Group, LLC

Mincron SBC been acquired by Briarcliff Solutions Group, LLC. The Yale Group initiated and advised Mincron on this transaction.

Based in Houston, TX, Micron develops, markets and supports best-of-breed ERP systems, warehouse management systems and related services to "hard-goods" distributors. The Company has more than 25 years of experience designing and implementing high-value software and business solutions for wholesale distributors, warehousing and logistics operations.

"This completes our third transaction in ERP/logistics software and our fourth overall for the year," said Rob Gettinger, Senior Investment Banker at The Yale Group. "Mincron fit our sweet spot of established companies with grade A customers."

BSG owns and operates businesses that provide software solutions in the supply chain. In the spring of 2007, BSG acquired AL Systems (www.gyale.com/www.alsystems.com), a provider of integrated software solutions that improve the flow of merchandise through distribution centers.

"BSG was impressed with the strength and quality of Mincron’s people and client base,” stated Paul Lightfoot of BSG, who was named the Chief Executive Officer of Mincron. "We are excited to improve the capability of our software solutions and thereby improve the profitability of our clients.”

The Yale Group is a leading middle market investment bank offering private placements of debt and equity, mergers and acquisitions and strategic partnerships for clients in a wide range of industries, including manufacturing, business services, information technology, media, healthcare and biotech. Our principals have decades of banking and operating experience resulting in a unique blend of effectiveness and creativity that help management accomplish their financial goals.

To learn how The Yale Group can help you grow or recapitalize your business, contact Rob Gettinger at 303-333-0992 or rob@gyale.com.

Contact www.mincron.com


Virtual Iron Raises $20 Million in New Equity Financing  

Virtual Iron Software has secured $20 million in new venture equity financing. The funding, provided at an increased valuation, will be used to accelerate product development and expand global sales, marketing and distribution efforts. The investment brings Virtual Iron’s total venture funding to $65 million in invested equity capital and includes Highland Capital Partners, Matrix Partners, Goldman Sachs, Intel Capital and SAP Ventures.

  • Virtual Iron specializes in enterprise-class server virtualization and offers comparable capabilities to market leader VMware but in the industry’s easiest-to-use package. The software is currently deployed in over 1,450 organizations worldwide.

“Virtual Iron is the only competitor to VMware in the market that has the features to support the high value use cases for virtualization such as dynamic workload management, fault tolerance, and disaster recovery,” said David R. Skok, General Partner at Matrix Partners. “Virtual Iron’s product is differentiated from VMware in several important ways including its ease of use, scalability and use of a standard storage architecture. There is a large and important segment of the market looking for an alternative to VMware, and uncomfortable ceding this market to EMC. This demand is allowing the company to grow at a fast rate. We’re excited about the potential here, particularly given the talents of the new management team.”

The server virtualization software market is growing at 60% per year according to IDC and is expected to reach over $9 billion by the year 2012, but user adoption, only at 6% today, has been hindered by the complexity and high price of established commercial solutions. Virtual Iron addresses this gap by providing customer–proven, enterprise server virtualization capabilities that are both easy to use and afford. The platform combines the Xen open source hypervisor with robust virtualization services, policy-based management and transparent workload migration capabilities. The software takes full advantage of new hardware–assisted virtualization ( Intel VT and AMD-V) to deliver near native performance. Unlike other virtualization solutions, Virtual Iron requires no installation or management of software on physical servers, further simplifying deployment and data center operations. Users leverage Virtual Iron to support a broad range of data center initiatives including server consolidation, development and test optimization, high availability, disaster recovery, capacity management and virtual desktop infrastructure (VDI).

Contact www.virtualiron.com

SaaS Economics Summit - April 3-4, San Francisco, Calif.
SaaS Economics Summit is a two-day conference focused on the economics of managing, transitioning and starting Software as a Service companies. In comparison to Enterprise Software Companies, the economics of SaaS companies are very different. From the initial capital needed, to operations financial benchmarks, to revenue recognition and finally managing subscriptions, this conference will offer attendees the blueprint for managing their company.
  Upcoming Industry Events - Click here to view full Calendar

February

February 14

Webcast: Loan Packages Designed for SaaS Businesses. Go to www.saas-capital.com/webinar20080214.html

February 20-21
The CEO Bootcamp, Austin, Texas. Contact www.clevelbootcamp.com

February 27-29
OpSource SaaS Summit, San Francisco, Calif. Contact www.opsource.net


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June 25-26, 2008 - Denver, CO
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October 30-31, 2008 -San Francisco, CA
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