Journey to the Cloud

by Amitabh Sinha on Apr 28, 2014 3:56:37 AM

journey to the cloudHow does an ISV with an existing on-premise offering make the transition to provide a SaaS offering?

Since the ISV has partners that help deploy the existing product, a natural first step is to offer a SPLA (Service Product Licensing Agreement) which allows a partner to offer the product as a hosted service to its customers.

Once the ISV realizes that the business model works the next step is to offer a hosted offering itself. They take their existing product and host it themselves. Customers are offered a subscription pricing model. Since this is still a single tenant product, there is often a cost associated with on-boarding a new customer. The ISV can choose to absorb the cost or pass it on to its customer.

The final stage is to build a true multi-tenant product. There is near zero setup cost for the ISV, because the product is architected for self-service. Customers have elastic capacity - they can scale up or down as required. All customers run on the same version of the software. This software is updated frequently.

EUC in the cloudHere are some examples of products from the End User Computing domain in various stages of the journey to the cloud.

The best example of a product that went through all the stages is Exchange - SPLA licensing to BPOS to Office 365.

The Desktone DaaS service has made the jump to a SaaS offering for VDI. The DaaS business model and solution is still unproven. Airwatch has both an on-premise and cloud offerings for its MDM capabilities. Many Airwatch MDM customers choose to user the SaaS offering.

At Workspot, we have built a 100% Cloud solution for Workspaces - Workspace as a Service.

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This post was written by Amitabh Sinha

Amitabh has more than twenty years of experience across enterprise software, end user computing, mobile, and database software. Amitabh co-founded Workspot with Puneet Chawla and Ty Wang in August 2012. Prior to Workspot, Amitabh was the General Manager for Enterprise Desktops and Apps at Citrix Systems. In his five years at Citrix, Amitabh was VP Product Management for XenDesktop and VP Engineering for the Advanced Solutions Group. Amitabh has a Ph.D. in Computer Science from the University of Illinois, Urbana-Champaign.

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