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Vimi's Dissertation

A different Methodology to sell a SaaS solution in the enterprise based on lowering CAC
by

Younsun Son

on 20 April 2014

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Transcript of Vimi's Dissertation

Overview of Research Procedure
Matrix Partners preso!
Harvard Business Review
How to lower the cost of enterprise sales?
Rene Birthday
SaaS
>70%
More deals
10x
S
_ _ _ _ _ _ _ _ _ _
a
s
e
m
e
d
CAC
to Enterprises
For sales leaders who have to move from a SW license model to a SaaS model.
Vimi~*
Why EGCS
Assessment
Phase 1:
Selling
Due to rev-rec policies only the Annual Contract Value (ACV) in the 1st year can be recognized. Most SaaS contracts have an exit clause after 12 months, rendering Total Contract Value (TCV) worthless.
Selection of Subject
Contents of research
( 17 subjects )
Eight kinds
Questionnaire
Profits on a 25,000 software license
Monitoring, Interview, Self-report, Expert group meeting
Experts group meeting
Construction of CREP
What to do?
SaaS causes a drop in revenues
REVENUE
COST
Selling SaaS in the Enterprise
guess
what?
And with success
Using Traditional Sales Methods
Body
Composition
Fitness
?
Discussion
How
@IndoJacco
Matrix Partners
To the attention of David Skok
Thank You for the inspiration
Yoon-jung,

Vimi
Kookmin, Korea
Study Limitations
Perpetual SW License
Monthly SaaS Revenues
B2B Deals have a High Client Acquisition Cost
My examiner
Help me!
T
H
N
A
K
Y
O
U
P
R
E
Z
I
Why
What
How
Gap is too big to close with traditional SaaS sales.
Year 1
Year 2
Year 3
Risk with SaaS is way higher
Perpetual
SaaS
Doctoral Dissertation
Son, Younsun
The Graduate School

Kookmin University
22th Jun. 2012

Severance Hospital
203, The faculty building
- Physician
3

- Exercise Specialist
3
Phase 2:
1) Selection of Subjects

2) Experimental Procedures

3) Exercise Program Progress

4) Assessment
( 21 subjects )
QOL
EORTC QLQ-C30
EORTC QLQ-STO-20
FACT-Ga (Gastric)
Depression
CES-D
Fatigue
Physical activity
Anthropometric measure
Fitness test
Blood test & Nutritional evaluation
CREP-EGCS
Selection
Early gastric cancer patients
Underwent minimally invasive surgery
AGE: 30-65 years
ECOG: 0-1
Not exercised regularly for six month
Exemption
Pregnancy or plans to become pregnant
Cognitive disabilities
Other primary cancer history
History of major abdominal surgery except current surgery
Cardiopulmonary medical comorbidity
Statistical Analysis
repeated-measure ANOVA
IBM SPSS statistics 20
mean ± SD
Phase 3:
Development of Precaution and Algorithm
1) movements found to be impossible in phase 2

2) feedback from subjects

3) judgment of the researcher
Assessment of the feasibility
of CREP
In phase 2
* Lack of a control group
Construction of
C
ancer
R
ecovery
E
xercise
P
rogram
for Gastric Cancer Survivors after Minimally Invasive Gastrectomy
* Lee, Mi Young
* Lee, Ju Hyung
* Lee, Dae Taek
C
ancer
R
ecovery
E
xercise
P
rogram
Cancer is the number one
cause of death in the world.
appropriate amount of exercise ??
frequency
intensity
effective point
to start
time
type
Construction of
C
ancer
R
ecovery
E
xercise
P
rogram

for

Gastric Cancer
Patients after
Minimally Invasive Gastrectomy

C

R

E

P
Cancer is considered to be a severe health risk and cause of the spiraling cost of health care.
Weight reduction after OP
* 10-20%
* recovery time : 6 months - 1 year
Physiological Benefits
Benefits of Exercise Therapy
for Cancer Survivors
Improvement of the recovery of function

Improvement of the quality of life

Reduction of depression

Maintenance of muscle mass
< Method >
ECOG(Eastern Cooperative Oncology Group) scale performance status
psychological* As publishepsychologicald in Am. J. Clin. Oncol.:
Oken, M.M., Creech, R.H., Tormey, D.C., Horton, J., Davis, T.E., McFadden, E.T., Carbone, P.P.: Toxicity And Response Criteria Of The Eastern Cooperative Oncology Group. Am J Clin Oncol 5:649-655, 1982.
quantitative evidence
1) Blood Pressure drops after surgery

2) Exercise intensity will be different depending on their condition

3) Full-scale abdominal exercise was available commonly after six weeks
Important Find
Thank you!
May 10, 2013
Bhatla et al. (2010)
International Caner Control (UICC)
(Y. W. Kim & Kim, 2009)
American Cancer Society (2012)
(Brown, Riley, Schussler, & Etzioni, 2002)
Schmitz et al. (2010)
in gastric cancer patients
Pain of abdominal
Dumping syndrome
Imperfect nourishment
Specific Character of Gastric Cancer Patients
" Reduce physical activity ! "
" Take a rest ! "
Graded exercise test
Chair stand, Wall Half squat
Back stretch, Sit and reach
1) To evaluate
the possible degree of physical aptitude
The purposes of this study are:
4) To develop

regarding the CREP-EGCS
precautions , warnings
contraindications
5) To construct algorithms for prescribed
the process for the CREP-EGCS
gastric cancer patients
who underwent gastrectomy and were hospitalized
No study
Psychological Benefits
Cardiovascular system, Immune system, Musculoskeletal system, Body composition
QoL, Fatigue, Depression, Anxiety
2) To construct an evidence-based
CREP-EGCS
3) To evaluate the feasibility and
efficacy of the CREP-EGCS
* Different intensities
* More exercise or physical activity
than three times a week
Monitoring Degree of Physical Aptitude
Interviews
- They think that exercise is possible after complete recovery
(two to three months after surgery).
- They are worried that the exercise will interfere
with the recovery of the surgical site.
- They are not able to eat much;
thus, they do not want to move a lot.
- They fear they will not be able to resume normal activities
for some time.
- They rely a great deal on abdominal support.
- They move carefully and slowly.
Self-reports
- Abdominal exercises do not seem to be a good idea.
- Perhaps the abdominal exercises will be impossible.
- If the intra-abdominal pressure rises,
the surgical site may rupture.
- Even though it necessitates pain relief,

it is better to move than to not move.
- Actually, we are not exercise specialist.
Thus we cannot comment on that.
-It is impossible to know
the optimal time to start exercise.
-On what data will our program be based?
Data on cancer recovery exercise programs
for breast cancer survivors, prostate cancer
survivors, etc. have been reported,
but no programs for EGCS have been described.
-A very low-intensity exercise program is probably suitable for EGCS
Assessment
Body Composition
Fitness Test
Questionnaire
Blood Test
Anthropometric Factor
height, weight, body mass index, body composition, circumferences, and skin fold
Cardiorespiratory endurance
Muscular endurance
Muscular strength
Flexibility
Grip strength
QoL
Functional Assessment of CAncer Therapy
- Gastric
(FACT-Ga)
European Organization for Research and Treatment of Cancer
(EORTC) QLQ-C30
European Organization for Research and Treatment of Cancer
(EORTC) QLQ-STO22
[Precautions on symptoms]

1) Orthostatic dizziness

2) Blood pressure

3) Blood sugar

4) Exercise intensity

5) Problems with eating
[Contraindications]

- The surgery inhibited the strength of the abdomen until six weeks after surgery
Differences were observed between individuals in the first six weeks after surgery.

- Participants avoided bending the upper body
[Recommendations]

- Recovery: robotic surgery recovered quickly.

- Relationships: Survivors leaned heavily on the exercise specialists.

- Exercise intensity: based on the participants’ fitness level before treatment.

- Cancer-related knowledge: the participants wanted to talk about their own health-related issues.
1. Gastric cancer is the most common cancer among Korean males
2. Increasing the detection rate of early gastric cancer
3. Cancer patients prefer the minimally invasive gestrectomy
Hospital stay
about 5.5 days
They had trouble with only few motion.
They are especially worried that their health
Physiological < Psychological
Exercise education is necessary
Group Meeting
Abdominal exercise would be impossible
Possible !
Negative impact
on the site of surgery
Not at all !
Comparison with
Major Preceding Research
An estimated 70%
of gatric cancer patients lose weight.
(E. S. Lee & Whang, 1993)
- 6%
-2%
+ 0.4%
+0.7%
-7.8%
-13.2%
Weight
Body density
Body fat
Recovery to pre-sugery : 90 days
However never increased above pre surgery
(Houborg et al., 2006)
Above-moderate-intensity physical activity = 0
Light intensity physical activity = x
(Johnson et al., 2009)
improvement in all fitness metrics except grip strength
QoL
16 weeks aerobic exercise
: FACT-C
Cardiorespiratory fitness
: QoL
Proper PA: QoL
(Courneya et al., 2005)
(Lynch et al., 2008)
(Peddle et al., 2008)
Biomarkers
Normal range
natural recovery?
effect of CREP?
RCT study
More effective CREP
Full transcript