Open-Xchange 2012: the 4 Ugly Words of the Web Age

Push the Boundaries:

push

42M

2 0 1 1

World Class Web UI, Made for the Cloud, Proven

create

adjacent

services

• Make or buy?
• Many or few?
• Same or different users?
• Consumer, small or big corp?

Upselling makes money out from free

sell

What we learned re: upsell

• in-application selling works
• immediate buy, no big process
• immediate fulfillment
• generous trial period with opt-out
• generous money back policy

technology doesn't solve problems, it builds the trust humans require to overcome them.

App Store, Many or few?

• Create adjacent services - up & cross-sell
• In application storefront works better than app store
• Consumer and business upsell paths
• CMGR 6-10%, CAGR > 100%
• From zero revenues for Mail to $60 per year/user
• First year revenues: Your active webmail user base * 2% * $30
• Second year: Your user base * 2% * $60 plus the above your second

Upsell to users,

not only to head of household / admin

10x!!!

Upselling

• Storage for Mail & Files, "Data Hub"
• Family / SME accounts with Domain
• Edge protection
• Mobile device apps, web interface, push
• Sharing / Collaboration = Business Mail

Cross Selling

• Mobile phone & data plan plus synchronisation
• DSL / Cable access plan residential or business with consumer or business package from above

Affiliate Revenues

• Referral fees from e.g. LinkedIn, Google, Yahoo, MSFT Web Portals
• Any cross selling of external services

vs.

how?

Adjacent Products:

Upsell!

click!

What we learned re: upsell

• in-application selling works
• immediate buy, no big process
• immediate fulfillment
• generous trial period with opt-out
• generous money back policy

Upsell city

S C A L I N G

trojan horse services climbing out of your phone

YOU

Scaling SaaS into a Profit Platform

Rafael Laguna de la Vera, CEO

2 O X 6

2 0 0 7

0,4M

2 0 0 8

S cial X

2 0 1 0

2 0 0 9

24M

15M

Cloudifciation

IDC expects (SaaS) will grow to $40.5 billion by 2014 at a compound annual growth rate (CAGR) of 25.3%

Forrester predicts that SaaS revenues will reach $92.8 billion by 2016, 26% of the total packaged software market.

SaaS growth shows no signs of slowing. According to Gartner, global SaaS revenue should hit $12.1 billion in 2011, a 20.7 percent jump from revenue of $10 billion in 2010

personal

...increase in worldwide media tablet sales reaching to 63.6M units in 2011. Strong growth through 2015 forecasted at 326.3M units.

http://www.gartner.com/it/page.jsp?id=1800514

http://www.idc.com/getdoc.jsp?containerId=prUS22871611

Smartphone sales in 2011 will reach 472 million worldwide, rising to 982 million in 2015. 107 million smartphones sold worldwide in Q2 2011.

Webification

• Mobile devices shipments: Nokia #1
• Smartphone shipments: Samsung #1
• Smartphone operating systems Android is nearly 50% shipped
• Cellular subscriptions worldwide: 6 billion

http://mobithinking.com/mobile-marketing-tools/latest-mobile-stats

Feb. 2012

Just getting started

Mobile, Post-PC

Mobilization

the boundaries

professional

you

Trojan horse services climbing out of phone

Consumerization

you

Trojan horse services climbing out of phone

The Dogs of War

S A A S

The Future is Open.