Software as a Service
Apr 10, 2007
Patersons’ Vice President for Global Business Development, Martin Stockton, took part in the 2007 Innovation and Growth Forum in London on 12th March. He participated in the roundtable debate on ‘Reinventing the Revenue Model: Lessons for a Changing Technology Industry’, along with representatives from salesforce.com, CapGemini and MessageLabs. http://etf.cnetnetworks.co.uk/ig07/conference-programme.htm
Panelists made the point that software as a service companies – i.e. those that typically provide software over the internet using an application service provider model - are valued at twice that of companies which rely on the traditional software licensing model. For traditional software companies to move forward, they need to provide what the customer wants, which is software as a service. Large corporates in particular are driving this move towards service-based models. This involves software providers changing their revenue model from a focus on licensing to a focus on per seat or usage-based pricing model. Plus, changing their sales and after sales models to have more focused and intimate customer relationships. Customers are demanding that software providers change the way that customer information is held from silo-based to a global solution, so that they can call one number with queries from pre-sales to after-sales.
Patersons recently invested in new technology for first line customer support; including integrated case management, and Voice over Internet Protocol (VoIP) telephony with integrated customer relationship management (CRM). This will offer clients a one-stop-shop for first class customer care and VoIP allows calls to be rerouted seamlessly to regional support desks or local providers if appropriate.
Martin said, “Patersons is a software company with services built around a solution, and as such as we actually compete against service providers more than software companies with our customer centric business transformation tools for the global HR and payroll arena. Web-based applications such as Patersons’ CloudPay can now run over the web, making implementation and updates much faster and easier than with traditional thick client or PC-based software. Updates can be issued from our central servers three or four times a year to ensure that clients all receive the latest upgrades on a regular basis. Web-based software such as ours also offers far greater flexibility and we are always happy to tailor a boutique solution for clients whose requirements are particularly complex or unusual.”
Martin adds, “Web-based castware can sit above legacy systems, bringing the data into the application (eg such as Patersons’ CloudPay) without time-consuming and costly software re-engineering. As it avoids lengthy software implementation on PCs; web-based technology is increasingly popular as it is quicker to implement and roll-out than ERP-based software where IT specialists and consultants are required to spend time on long implementation cycles. In addition, software and data stored on web-based applications is often more secure than PC-based software as web-based software from companies such as Patersons are stored on professional multi-location data centre provision.”