the ip imperative
TRANSCRIPT
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The IP Imperative
It’s like making money in your sleep!
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Presenters
Howard M CohenSenior ResultantHMC Write Now
Daniel LyntonFounder/CEOLyntonWebBetsy Bilhorn
VP, Product Management
Scribe Software
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Agenda
• Why you need to start creating your own intellectual property
• Building the right strategy
• How to increase revenue without incurring additional costs
• Developing channels with other partners to sell your IP
• Upfront investment and time to break-even
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The Partner SqueezeHow do I replace installation & licensing revenue?
How to reduce the cost of sales?
How to maximizeresource utilization?
How to stay relevant in fast changing markets?
How do I even out revenuestreams?
How do I GROW my business?
How to expand capacity?
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The Shift to Cloud is as Big as PCs in the 80’s
Long Term $$$ is in the Software & Services on the Platform, not the Hardware
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Services Packaged IP
Attract New Prospects/Markets
Upsell, Cross Sell Capabilities
Add-OnsManaged Services “Pre Configured”
Offerings
RepeatableAutomated
Subscription Based
“Good Enough”
Increase capacity of high $$$ resources (experts on expert
projects)
Deliver value with lower $$$ resources
Increase stickiness with client
Increase stickiness with Vendor
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Satya NadellaCEO - Microsoft
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"We're very deliberate that we deliver a platform that partners can be successful on in delivering theirsolutions"
Phil SorgenCVP WW-MPN - Microsoft
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An Evolution of SolutionInfrastructureProvider
SolutionProvider
Bill PattersonSenior Director, Customer Self Service Solutions - Microsoft
Business RelevantSolutions
Intellectual PropertyYOUR
InfrastructureMaintenance“Break/Fix”
Desktop DeploymentProduct Attached
Services
Application DevelopmentApplication ManagementProcess Improvement
Network & Systems ManagementData Integration
Big Data
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Big Data Getting Bigger50x Growth in Next Decade*
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Former Google CEO Eric Schmidt has argued that we now create an entire human history's worth of data every two days.
"There was 5 exabytes of information created between the dawn of civilization through 2003, but that much information is now created every two days, and the pace is increasing.“
*Source: Datamation June 2013
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Everything Collects Data
The Internet of Things
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Big Data Challenges
Data Capture
Data Curation
Data Storage
Search
Sharing
Analytics
Visualization
Decision-Support
Data Integration between Applications
Your Insight Into Customer Information Architecture Becomes Your Intellectual Property
…Not only about that customer,but about their
entire industry as well!
The Age of the Infrastructure Integrator
is Ending
The ISV & the Data Integrator are the channel partners of the future!
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Evolution from a digital marketing agency to an integration-as-a-service provider
1999 2001 2003 2005 2007 2009 2011 2013 2015
LyntonWeb foundedweb design Software development
HubSpot resellerMarketing services
CRM integration services
Self-service integration website launched
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Connected Sales and Marketing Data = Happy and Successful Customers
• Turn-key, self-service setup and management
• Monthly and annual service plans
• Low cost entry-level and enterprise pricing
• HubSpot partner agencies make money using the platform for their clients
• Add-on products & services available
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Ideal Customer Lifecycle
Sign up for free trial
Convert to paid plan
Buy add-on services
Sustained use drives business growth
Upgrade service plan
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Invest in the Future
2011 2012 2013 2014
Revenue Profit Margin
• Continuous investment in labor and technology
• Tapped into a niche we were experts in
• Ate our own dog food
• Integration-as-a-service now our most profitable revenue stream
• Future growth from new integrations and partner services
CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
You have questions?
We have answers!
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About Scribe
• Customer data integration solutions since 1995
• Established global company
• Cloud, premise, hybrid
• Award-winning solutions
◦ Scribe Online
◦ Scribe Insight
• 12,000 customers and 1,200 partners
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CRMMarketing Automation
Data Services
Industry Software
ERP
Marketing Communication
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About LyntonWeb
• Digital marketing and technology agency founded in 1999
• Hundreds of customers worldwide
• Partnered with HubSpot and Scribe Software
• Expertise in marketing automation, CRM, CMS, and eCommerce
• Integration products and web applications powered by Scribe Online
www.lyntonweb.com
www.integratehubspot.com
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Next StepsAdditional Resources
Scribe Online Trial
LyntonWeb Launches HubSpot–MS Dynamics Integration Service for Scribe Online
Integration Lifecycle Management – A Critical Concern in Both SaaS and Hybrid Application Environments
THANK YOU!