© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Michael Kraus
CEO / NOVUM
The NOVUM Challenge: How to transform the business model of
an ISV in the insurance industry
AWS Software Business Leader Forum
www.novum-online.de|www.novum-online.de|
NOVUM at a GlanceCompany Figures
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� NOVUM ISV for the insurance industry
� Founded 1993
� Employee 150
� Revenue 25 Mio. €
� Locations:� DACH Germany, Swiss, Austria� CEE Slovenia
� Portfolio insurance core applications
software development projects
cloud services
Köln
Nürnberg
Zürich
Wien
SalzburgMaribor
www.novum-online.comwww.novum-online.dewww.novum-online.chwww.novum-online.at
www.novum-online.de|
AGENDA
1. Why?2. How?3. ExperiencesandSuccesses
How to transform the business model
from an on-premise license and maintenance model
into a cloud service model
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Why?Hard times for our customers
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Customersareonlyinterestedineasytouse,fastand
competitivepay-per-useservices,nottechnology.
Why?What CxO‘s need
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Why?What CxO‘s need
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TheprojectV’ger Skywasorganizedasadefaultprojectinthe
NOVUMorganization
How?The Project Scope
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17.02.16
Project Start
06.15
AWS introduction
Going LiveV‘ger Sky
24.03.16
Finish alldocumentation
30.04.1619.02.16
First Release of Deployment ProcessesV‘ger Sky Platform
22.02.16
20.03.16
ImplementationV‘ger Application
End of ProjectV‘ger Sky
30.04.16
ISVBusinessLeadershipForum2016
Fulltime2,5months
Fulltime1month
How?The Project Milestones
Project ReparationProof-of-Concept (POC)
10.15
Parttime6month
preparation
project
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Client-side Data Encryption & Data
Integrity Authentication
Server-side Encryption(File System and Data)
Network Traffic Protection(Encryption / Integrity /
Identity)
V’ger Sky Applications (Warranty, Travel, Annex, P&C, Life, Claims, Claims Portal, DCS)
Operating System, Network & Firewall ConfigurationResponsible for security „in“ the cloud
Encryption of data and connections
Certified according international standards
Identity & Access Management, Customer DataResponsible for access management „to“ the cloud and dataUser administration, product customizing, etc.
Partner / Customer
How?Shared Responsibilities
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Compute Storage Database Networking
AWS Global InfrastructureRegions
Availability Zones
Edge Locations
Responsible for security „of“ the cloud
Certified according international standards
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AWS IAM
AWS KMS
AmazonS3
Amazon Glacier
RDS PostgreSQL
VPN connection
AWS Direct Connect
Internet gateway
AWSCloudFormation
AWSConfig
Amazon CloudWatch AWS
CloudTrail
AmazonSNSAmazon
SQS
Amazon EC2
Elastic Load Balancing
AmazonWorkSpaces
virtual private cloud
AmazonDynamoDB
AWS Directory Service
AmazonCognito
AWSLambda
Amazon API Gateway
Outlook
How?AWS Services used by V’ger Sky
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Initialskepticismamongemployees:"Cloud isjust adatacenter, only somewhere else““Our corebusiness isbooming butwhy should wedonow cloud“"Ourcustomers, theinsurer willnever gotothecloud“
Skepticismamongpotential customers:“Dataprotection, ITSecurity andCompliance inthecloud possible?“"Economic benefits tangible?“
ExperiencesExperiences employees & customers
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…but Cloud is a game changer - internally and externally !
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"Evangelization"bynumerous appearances atindustry meetings andtradeproducts in industry media.Giving examples from theFinancial Industry, e.g .:FINRA,Mapfre, Tulius Walden andofcourse theTalanx lighthouse project (BestinCloud 2014)
Employeesmustbepartyinvolved, notpersonconcernedManagementmust fully behind thechangeand allow anerror cultureExternalpulse isgood…Butinnovation must beevolved andsupported from theinside, so thatitcanbeimplemented inashorttimeandatacceptable costs.
Setupofabaselinecloudinfrastructure forNovumV‘ger Sky deployment in less than1hour andworldwide! ->new international customer optionExtremepositive: industrial production ofinfrastructure andapplication following theinfrastructure-as-a-code approach
ExperiencesExperiences
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Measurablebenefits:IncreasedawarenessandawarenessofNOVUMinexistingmarket
Translates into asignificantly largersales queueInsurers discuss seriously withNOVUM toacceleratedigitalprojects
SeveraldealsofV'ger Skysolution currentlywithInsurer inGermanyandAustria inadvancednegotiationStatus
For comparison: beon-premise sales cycle oftwoyears isvery fast
Firstrequests fromotherEuropeancountries (unservedmarkets)
SuccessesExperiences
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FirstMover intheinsurancemarketNOVUM isoneofthefirstworldwide (Gartner analysts Insurance), which offersancomplete insurance policy solution foranprice percontractandyear
NOVUMhasanadditional revenuewithplannablemonthly incomeandlong-termcustomer relationships
First revenue 2016Break-Even 2017
SuccessesExperiences
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ContactNOVUMGmbHMichaelKrausGeschäftsführerNordostpark51D90411Nürnberg
Telefon:[email protected]
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