1. Learning More About
The SaaS Business Tune-up
Presented by
Montclair Advisors
September 2009
© 2009 Montclair Advisors, LLC Confidential Information

2. Where the SaaS Tune-up Can Be Beneficial
• For existing SaaS companies:
 Delivers a complete view of business using SaaS operating metrics
 Compare company performance against SaaS industry leading practices
 Diagnostic tool for determining areas of improvement in the business
 Useful in communicating to boards and investors about SaaS businesses
• For traditional SaaS companies:
 Delivers point-in-time benchmarks for business planning purposes
 Compare company performance against SaaS company benchmarks
 Useful when building out SaaS migration or new business plan
 Can help companies avoid making costs SaaS business mistakes
© 2009 Montclair Advisors, LLC Confidential Information

3. Quickly Address Common SaaS Challenges
The SaaS Business Tune-up provides actionable advice on a wide variety
of areas that will help your business to be more productive, generate more
revenue and avoid costly mistakes.
Sales
Model
Pricing
Integration
Data Center
Management
Comp
Plans
Development
& Upgrades
Software
Delivery
Software
Trials
Marketing
Partnerships Strategies
Cash Flow
© 2009 Montclair Advisors, LLC Confidential Information

4. SaaS Business Tune-up Process
• Kickoff meeting
• Interview key executives and stakeholders
• Product demonstration
• Evaluate corporate presentation
• Review financial and background materials
• Build out SBT scorecard
• Deliver findings
Typical evaluation takes less than 2 days, so results are delivered
quickly and cost effectively.
© 2009 Montclair Advisors, LLC Confidential Information

5. SaaS Business Tune-up Business Dimensions
Dimension Sub-Dimension Key Themes
STRATEGY
Vision License model, Hybrid, pure SaaS, timing, market, verticals, Enterprise/SMB, global
Goals & Objectives Revenues, marketshare, customers, M&A
Value Proposition Messaging, Brand, ROI, TCO, competitive advantage, better-faster-cheaper
Metrics CAC,CLTV, Churn, CMRR
Alignment Organizational buy-in, communications with external constituiencies
PEOPLE
Management Structure, incentives, goals, objectives
Training SaaS training
Colloboration Communication, infrastructure, vendors, partners, employees, management, tools
Experience SaaS experience, change management, training, recruiting, skills
Peformance Goals, objectives, competencies, metrics, measurement, communication
PROCESS
Alignment & Measurement
Development Releases, upgrades, testing, methodology
Sales CMRR, Magic Number, Structure, quotas, comp plans, pricing, SLA, trials, churn, renewals
Marketing CAC, demand generation, social networking
Services Time to deploy, skills, configuration, integration, security
Operations SAS70, hosting, security, integration, support, billing
TECHNOLOGY
Roadmap Migration, hybrid, legacy, Cloud
Usability & Functionality User interface, training, features, functions
Infrastructure Architecture, OS, database, browsers, hardware, data center, security
Integration Third party applications, security, monitoring, repo
Security Safe Harbor, HIPPA, PCI
Performance & Scalability Latency, Service Level Agreement, DR, load balancing, Cloud computing
Operations Data center, support, communications
CUSTOMER
Customer Experience Metrics, measurements, survey, support, UI, communications
Support Documentation, community, social networking, crowd support
Community
Communications
Renewals Churn, retention, CLTV
COMPLIANCE
Security Employee data, sales and pipeline data, intellectual property
Regulation Sarbnes-Oxley, SAS70, HIPAA, PCI, Safe Harbor, SEC
Business Continuity Disaster recovery
Integration Secure transfer of data, SOX, SAS70, Open API, Connectors
Reporting SEC, Sarbanes-Oxley
© 2009 Montclair Advisors, LLC Confidential Information

6. SaaS Tune-up Dashboard Report
Easy to read scorecard findings with meaningful graphics
© 2009 Montclair Advisors, LLC Confidential Information

7. SaaS Business Tune-up Benefits
 Powerful way to view your business from a true SaaS perspective
 Generate more revenue by tuning sales and marketing processes
 Useful communications tool for use with boards and investors
 Develop understanding and ability to use key SaaS metrics
 Solid tool for comparing company against industry averages
 Findings deliver actionable advice to fix problems quickly
 Modest investment of time and resources
 Avoid costly SaaS mistakes
© 2009 Montclair Advisors, LLC Confidential Information

8. Companies Covered in 2009
Enterprise SMB Very Small Business
Public
Private
Valuable SaaS Best Practices Knowledge
© 2009 Montclair Advisors, LLC Confidential Information

9. Contact Us Today
Montclair Advisors provides personalized Software-as-a-Service advisory
services designed to help SaaS-based and non-SaaS-based software companies
to optimize their business models, improve revenues, control costs and deliver
world-class software.
Visit us at www.montclairadvisors.com, check out our Smart SaaS blog at
www.montclairadvisors.com/blog and follow us on Twitter @Montclairadvrs.
Kevin Dobbs, Owner - Managing Partner
Office: 510-336-0019
Email: kevin@montclairadvisors.com
© 2009 Montclair Advisors, LLC Confidential Information