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ISV Partner Case Study. Avante Solutions and ThinkITSM Charles cyna President. Avante solutions background. CRM and service Management boutique Established 1999 in Chicago 3 Partners Expanded to Calgary, Mississauga and New York Currently 34 full-time Employees

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isv partner case study

ISV Partner Case Study

Avante Solutions and ThinkITSM

Charles cyna

President

avante solutions background
Avante solutions background
  • CRM and service Management boutique
    • Established 1999 in Chicago
    • 3 Partners
    • Expanded to Calgary, Mississauga and New York
    • Currently 34 full-time Employees
    • Approximately $9m in annual revenue
why we are here today
Why we are here today
  • Looking to diversify core business for sometime
    • 3 Partners with all eggs in a single basket
    • Growth in existing business model reasonable but not outstanding
    • Some latent concern we were not well educated about emerging SaaS solutions
    • Needed something to get excited about
the epiphany
The epiphany
  • After 14 years in the service management industry it finally occurred to us that Customers weren’t that happy with what was happening in our industry
    • Tools are incredibly expensive
    • Process consulting incredibly expensive
    • Implementations very long and painful
    • Limited customer success
the business solution
The business solution
  • After about eighteen months of yelling ‘lively discussion’ we finally came up with a solution to the problems identified. It turned out to:
    • Reduce implementation time by at least 50%
    • Reduce process consulting by at least 75%
    • Reduce cost of average software licenses by at least 50%
  • Decided to spin off a new company to focus on the venture – think itsm corp.
  • All We needed now was to build it
the technical solution
The technical solution
  • Needed a SaaS platform for the solution
    • Should we build it ourselves?
  • Some questions we asked ourselves:
    • Can we compete with platforms being developed by companies such as Microsoft, Salesforce.com, Oracle etc…
    • Should we complete with platforms being developed by companies such as Microsoft, Salesforce.com, Oracle etc…
    • Where does our expertise lie?
    • How much money would it take to build a competitive SaaS platform that had the requirements we needed to build our solution?
the saas platform
The saas platform
  • Choosing a platform partner
    • We need something that could scale
    • It needed to be secure
    • It needed to be cost effective (i.e. we needed to make some money)
    • It needed to be something we could get excited about
  • The Contenders
    • Salesforce.com
    • A bunch of open source platforms (i.e. Bungee)
    • Microsoft
the saas platform1
The saas platform
  • Choosing a platform partner
    • We need something that could scale
    • It needs to be secure
    • It needs to be cost effective (i.e. we needed to make some money)
    • It needs to be something we could get excited about
  • The Contenders
    • Salesforce.com
    • üScalable
    • ü Secure
    • ü Provenû Proprietary development platform
    • û Expensiveû Partner Commitment?û Could we get excited about it?
    • A bunch of open source platforms (i.e. Bungee)
    • Microsoft
the saas platform2
The SaaS platform
  • Choosing a platform partner
    • We need something that could scale
    • It needed to be secure
    • It needed to be cost effective (i.e. we needed to make some money)
    • It needed to be something we could get excited about
  • The Contenders
    • Salesforce.com
    • A bunch of open source platforms (i.e. Bungee)
    • üInexpensive Licensing
    • ü Open Architectures
    • ü Some Exciting Controls
    • û Not proven
    • û Limited richness in controlsû Financial Viabilityû Invariably in or just out of beta
    • Microsoft
the saas platform3
The saas platform
  • Choosing a platform partner
    • We need something that could scale
    • It needed to be secure
    • It needed to be cost effective (i.e. we needed to make some money)
    • It needed to be something we could get excited about
  • The Contenders
    • Salesforce.com
    • A bunch of open source platforms (i.e. Bungee)
    • Microsoft
    • ü Evolving product
    • ü Process Engine
    • ü Proven scalability and flexibility
    • ü Attractive licensing
    • ü Eco-system attractiveness
    • ü Looks so much better than Salesforce
    • ü Partner Commitment
    • ü Some unexpected other positives
    • û Internet Explorer only client for CRM
    • û Certification clarifications
questions
Questions?
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