The document discusses ISVWorld, a database of over 100,000 software vendors. It provides information on searching for vendors and financial/market data in the database. Key features include searching for vendors based on criteria, accessing financial benchmarks and reference data for different software subsegments, and analyzing industry statistics. The database is aimed at helping with tasks like market research, investment decisions, and technology selection.

1. The software industry database:
No one covers software like we do
SaaS4Channel 2013 event
Questions?
sales@isvworld.com
Cloud acceleration
-
Financial implications

2. About:
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ISVWorld - largest Software Industry database ...globally.
ISVWorld: the global software industry database
• Search and find individual software vendors or ISV-listings in our database of over
100.000 ISVs, based on any criteria you define
• Use financial benchmarks and reference data such as
growth, profit, valuation, R&D spend, Sales & marketing spend on many software
subsegments
• Analyze statistics on the software industry based on any
This presentation
• The core of this presentation was used on June 13 2013 at an event for the
Dutch/Belgian Cloud/SaaS community organized by www.SaaS4channel.eu
• In addition there are some generic slides explaining the source of the data
(ISVWorld) as well as the product.

3. Financial implications of a switch to SaaS
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Startingpoints
• Same new sales, renewal etc
• 1.5M to develop SaaS version
• Start SaaS development 1-1-2008
• Launch SaaS product 2010
-
1,000
2,000
3,000
2007 2008 2009 2010 2011 2012 2013 2014 2015
Omzet Kosten Winst Cash
(3,000)
(2,000)
(1,000)
-
1,000
2,000
3,000
2007 2008 2009 2010 2011 2012 2013 2014 2015
Resultaat
• Value on-premise ISV 2015: 3M€
• Cash on premise ISV: +2M€
• Value SaaS ISV 2015: 8.5M€
• Cash SaaS ISV: -/- 300K€
On-premise ISV Switch on-premise ISV to SaaS ISV

4. Why SaaS? Example for CRM
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Gartner:
• 2013: 42% of CRM-revenue will be SaaS based
• 2016: over 50% will be SaaS based
• CRM software revenue overall grows by 9.7% in 2013
• SaaS grows by 18%
ISVWorld:
• 42.3% of CRM Software vendors today have a cloud-
based product
IDC:
• Cloud software growth 2012-2016 will be 24%, down
from 31% in 2011
• 2014: 34 percent of all new business software purchases
will be SaaS, representing 14.5 percent of worldwide
software spending
Top 7 CRM suppliers (growth):
• Zoho (81.2%)
• Hybris (78.6%)
• Teradata (70.4%)
• Bazaarvoice (56.2%)
• Marketo (54.3%)
• Kana (44.2%)
• Demandware (43.9%)

5. Switch naar SaaS: Financial implications*
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ISVWorld sample benchmark: ISVs, SaaS, HR-segment, Netsuite, and Cornerstone:
• Sales expenses high, sometimes > 100% of revenue, this is the foundation of the agressive
growth of SaaS vendors..
• ..Profit becomes loss ...
• ….but the market values the SaaS growth business model at very high multiples.
*: based on ISVWorld benchmark of 1000 software companies

6. Finally:
More questions ?? Please check:
• Our knowledgebase: http://kb.isvworld.com
• Our website: www.isvworld.com
ISVWorld - largest Software Industry database ...globally.
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7. Additional info
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ISVWorld - largest Software Industry database ...globally.

8. About ISVWorld, a “Big Data / Data-as-a-Service” company
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• Largest Global software industry database, covering over 100K
software companies from over 75 countries
• Our automated data collection and classification processes (semi-)
public information from 100- 500 sources per ISV
• Data is searchable on many criteria, for example:
• Application type, Industry, Technology
• Size, Location (Sales/HQ)
• SAAS/Cloud and other “ Ecosystems”
• Customers today:
• Origination, Roll-ups: Corporate M&A, VC, Private Equity
• Marketing campaigns, generate leads: Cloud providers, outsourcers
• Market research: ISVs, analysts, Corporate Finance
• Build vs. Buy, IT-Strategy: CIO’s, IT Architects, IT-consultants
Quotes:
• “ISVWorld is almost never the
end, but always the start”
(Analyst firm)
• “While we still regret you do not
do email-addresses, your market
insights and intelligence are
unique”
(Top 10 ISV)
• Remember:
• all our data are computer-
generated not edited or
curated
• ISVWorld is a market research
and market intelligence tool
• Our objective is to cover all
companies with software
products
(ISVWorld)

9. ISVWorld was build to help customers in many different ways…
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Market research
• Map competition; find new leads, partners, resellers, acquisition targets
or emerging competitors. Identify ISV’s by segment, geography, size or
product type.
• For: Market researchers, ISV’s, analysts, outsourcers, platform providers
Better investment decisions
• Identify potential buyers and sellers. Define investment strategy using
ISVWorld data for any consolidation or roll-up, portfolio-play, market-
play, bolt-on acquisitions etcetera.
• For: Venture Capital, Private Equity, Corporate Finance, Corporate
Development professionals
Build versus Buy Technology decisions
• Identify & compare all off-the-shelf solutions before committing to a custom
development project
• For: CTO’s, CIO’s, System Integrators, IT-consultants, IT-architects
Innovation tracker
• Present more innovative solutions to customers: understanding technology
innovation in your domain improves the quality of any engagement.
• For: Management Consultants, IT-consultants, CIO’s, IT-architects

10. ?
..of which today lead-generation is the most common one
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The ISVWorld pre-qualified lead concept
• no more mailshots to 20.000 potential leads
• no more 1:1 cold calls by expensive sales reps.
• Identify targeted leads that meet criteria you
define, so you can run highly focused and efficient
campaigns
Cost/lead
# unqualified
leads
Sales-
Cold calling
Marketing,
Email Blast
high
high
ISVWorld-
Pre-qualified leads

11. Core ISVWorld features - 1
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1. Search & Find

12. Core ISVWorld features - 2
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2. Financial Benchmarks

13. Core ISVWorld features - 3
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3. Market Statistics