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Five Years of SAS: The Good, The Bad, & The Ugly

Five Years of SAS: The Good, The Bad, & The Ugly. Ephraim Feig, Ph.D CTO & CMO, Kintera, Inc. The technology is good. The technology will get better. Marketing and Biz-Dev will determine the winners. . SAS XAS. SAS: Shift the Risk. Shift the Risk-Time Distribution. XAS Examples.

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Five Years of SAS: The Good, The Bad, & The Ugly

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  1. Five Years of SAS:The Good, The Bad, & The Ugly Ephraim Feig, Ph.D CTO & CMO, Kintera, Inc.

  2. The technology is good The technology will get better Marketing and Biz-Dev will determine the winners

  3. SAS XAS SAS: Shift the Risk Shift the Risk-Time Distribution

  4. XAS Examples • Rolls-Royce airplane engines • Car leases

  5. SAS is a natural evolution of consolidation

  6. SAS is accelerating the adoption of SOA and Web Services

  7. Companies(1711) Products(172) ASP Industry Directory http://linksmanager.com/aspnews/ 2003

  8. Companies(1745) Up 33 Products(210) Up 38 ASP Industry Directory http://linksmanager.com/aspnews/ 2004

  9. Companies(1814) Up 69 Products(233) Up 23 ASP Industry Directory http://linksmanager.com/aspnews/ 2005

  10. 2004

  11. Trends 1: CRM • 1999: Siebel deployment was typically a $1M ordeal • 2001: Salesforce.com hosted CRM applications • Standard edition for $65 per user per month • $7,800 a year for 10 users • Enterprise edition for $125 per user per year • $30,000 a year for 20 users 2003

  12. CRM (Cont.) • 2002: Salesforce.com Team Edition • Slightly less functional • Only up to 5 users • $995 a year, fully hosted 2003

  13. Salesforce.com • IPO, June 23, 2004 • Pricing unchanged • 2/10/2004: “1,000 developers are using sforce with about 10 percent of all traffic to Salesforce.com coming from API calls.” • http://www.eweek.com/print_article/0,1761,a=118827,00.asp 2004

  14. CRM as a Service • Core is becoming a commodity • Configuration management is limited • Adds complexity to everyone • CustomForce • ROI for very large solutions may not be competitive • Shift complexity to technical experts • SForce

  15. Some Perspective

  16. Demand Supply / Competition Cost / Price Disruptive Technologies Clayton Christensen The Innovator’s Dilemma ?

  17. Disruptive Technologies

  18. Disruptive Technologies

  19. Not all disruptions come from the bottom

  20. Disruptive Technologies • Christensen talks about tsunamis • Revolutionary • Disruptions can also be ripples and waves • Evolutionary

  21. Disruptive Technologies • Tsunamis • Optimizing Compiler • PC • Internet • Ripples and Waves • OOP • IDEs • SOA & Web Services • Work Flow Engines • Biz Talk • Active Movie (Microsoft, 1996)

  22. Disruptive Stimuli • External Intervention • Standards • Government regulations • Supply Chain requirements

  23. Technology Adoption Curve

  24. Disruptive Technologies

  25. Demand Supply / Competition Cost / Price Disruptive Technologies

  26. Salesforce.com • Pressured to move beyond salesforce automation • Contact Center • Marketing Automation • Analytics • Sforce • Customization via configuration 2005

  27. IBM's Growth Engine Sputters • Customers abandoning or changing deals • JP Morgan Chase • Cable & Wireless • U. Penn • Invensys • Equifax renegotiated • Customers switching service providers • Piper Jaffray  Unisys • Daimler Chrysler  EDS • TUIUK  Wipro • Starwood Hotels & Resorts Worldwide  HP • Deutsche Bank adds Accenture

  28. Not all is bleak for SAS • Aggressive growth in SMB • And ….

  29. SOX is the new Y2K

  30. “X is the new Y”is part of the modern lexicon Let’s measure this audience’s HCI (Hip Culture Index)

  31. SOX is the new Y2K • “Pink is the new … … Red,” • Jossie and the Pussycats, 2001 • “Twelve is the new … … Eleven,” • Ocean’s Twelve, 2004 • “Random is the new … … Order,” • iPod Shuffle

  32. Sarbanes-Oxley • “Compliance costs average large company $7.8 million, 70,000 man hours, and countless headaches.” • It will only grow before relaxing to a healthy level.

  33. Sarbanes-Oxley • The new Y2K • $6.1 Billion (AMR Research) • Bitpipe lists 58 SOX compliance companies • HP: OpenView Compliance & SOA Managers • Computer Associates: Unicenter ServicePlus • EMC: Documentum Compliance Manager • IBM: Risk and Compliance Framework • Oracle: Compliance Architecture

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