MARKETWATCH
www.comms-dealer.com
Fresh demand for SaaS
BUSINESS INTERVIEW
Industry pundits predict that the global market for
Hosted versions of these products
offer an affordable, pay monthly
Software as a Service will hit $9.6 billion this year, solution that negates the need
a 21.9 per cent hike on 2008 figures. Impressive
for a big cash injection up front.
“A hosted SaaS solution is easy
numbers... but is the UK SME market ready for SaaS to up or downscale as required
and cloud computing? Or is this big talk mere
by the customer. If they open
a new office or hire new staff,
pie in the sky? We asked Mark Seemann, Product new users can be added straight
Strategy and Development Director at Outsourcery.
away,” commented Seemann.
“It’s perfect for a growing business
or one that’s been forced to play
it safe because of the recession,
but is hoping for future growth.”
esearch by Outsourcery selling SaaS through the cloud is a
R
– formerly Genesis regular margin over a prolonged Due to their size, many SMEs don’t
Communications period of time,” Seemann noted. have an in-house IT department,
– indicates that 34 “This margin can be further
Mark Seemann
so any problems with in-house
per cent of businesses are increased by bolting on extra equipment or privately owned
planning to increase their IT and products and services or adding is set to have a major impact software can be a headache
communications spend, and 42 more users as the relationship with on the business world. Seemann for them. By purchasing hosted
per cent of businesses will increase the customer progresses. Someone predicts that both large and SaaS products, customers have
their use of remote and mobile needs to take on the mantle of small businesses will embrace this the peace of mind that all
working solutions over the next 12 championing the tangible benefits more effective way of working. their systems are being run on
months. According to Seemann: “If the right SaaS products can bring. a large, powerful and reliable
you combine these requirements, If the channel chooses to take up Microsoft recognised this server and that if any problems
the most cost effective and that role, they’ll prove themselves and launched the Microsoft occur, they will be taken care
useful solution for these businesses invaluable to their customers while Communication Services brand at of immediately. It’s hassle-free.
would be a SaaS solution.” creating a thriving new margin its worldwide partner conference However, much of the discussion
generator for their own businesses.” in New Orleans this July. As a around SaaS has focused on the
SaaS and, in particular, hosted launch partner for Microsoft technological model rather than
SaaS, offers SMEs a way to deploy Outsourcery works closely with Communication Services, Seemann the business model. Therefore, to
technology that would normally Microsoft. The firm is a Gold Partner aims to help UK businesses expand achieve mainstream adoption of
be way beyond their budgets, he with eight competencies and is their use of SaaS by extending SaaS a paradigm shift in mindset
believes. “The current recessive committed to helping deliver the communications capabilities such is needed from the channel’s
climate makes this even more Software+Services model, growing as click to call, videoconferencing and end user perspective.
important as companies are its customer base via its nationwide and employee presence
pushed to find cost effective ways partners. “This close partnership information directly into Microsoft Seemann commented: “The key to
of making their employees more with Microsoft gives us insight into software. “Major productivity achieving mainstream adoption of
productive,” added Seemann. “At what products will be on the table advances, not possible before, can SaaS is effective communication
a time where businesses may need over the next five years,” revealed be achieved using UC together with of the business benefits. SaaS
to make cutbacks or plan for future Seemann. “This future product SaaS and we expect to see a major needs to be explained to SMEs in
growth once the downturn is over, a knowledge allows us to ensure shift to this technology over the next a straightforward fashion. That’s
hosted SaaS solution offers valuable that our channel partners can couple of years,” added Seemann. what our new Outsourcery brand
flexibility. It’s easy to add or take advantage of them as soon is all about – showing our channel
remove users whenever necessary, as they’re ready for deployment. While there are obvious benefits partners and their customers how
allowing the technology to grow We’re already working on products to products such as Microsoft all the different products available
and change with the business. that won’t come out till next Exchange, Sharepoint and CRM, fit together to make a difference
It’s what we term ‘elastic IT’.” year, so that we can offer them many SMEs can’t afford the initial to a business. Every customer
to our partners from day one.” investment involved in purchasing has different requirements. It’s
A large number of businesses are the software, with a license for vital that dealers understand
still unaware of the benefits of SaaS, together with Unified every user plus a decent in-house these before offering advice. An
hosted SaaS or confused about all Communications as a Service, server that the products can run on. initial consultation to assess the
the different solutions available. customer’s needs should ensure
This presents the channel with an the dealer can provide them with
opportunity to educate existing
Education & understanding are
an effective solution that will win
and new customers and convert
key to realising the potential
their trust and their future business.
them. There’s a big marketplace Education and understanding are
to go at and plenty of money to that SaaS holds for the channel key to realising the potential that
be made. “The main benefit of SaaS holds for the channel.”
n
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34 COMMS DEALER SEPTEMBER 2009 www.comms-dealer.com
34 PG Outsourcery.indd 1 28/8/09 14:19:41
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