MalaysiaC-3A-1, Sky Park OneCityJalan USJ 25/1, Subang Jaya47650 Selangor, Malaysia
IndonesiaJl. Kapten Tendean No.5240141 BandungJawa Barat, Indonesia
Enterprise Product Development & Sales
Beyond Malaysia
Presenters’ Background
George Lee• Founded Innov8tif, Mobiz, as
Managing Director
• Co-founded Joget Workflow(VP, Business Development)
• 15 years experience in sales & business development of enterprise software solution.
• Ex-Sales Director of a public listed software company.
Tiensoon Law• Founded Innov8tif, Mobiz, as
Technology Director
• Co-founded Joget Workflow(VP, Consulting)
• 9 years experience in enterprise software product development.
• Ex-Product Mngr. of a public listed software company.
Enterprise vs Consumer Software
Key Differences
1. Buyer
2. Requirements gathering
3. Who to please, satisfy or comply to?
4. System integrations
5. Engineering trends & needs
6. Security and auditing requirements
Consumer
• Individual user/customer
• Spending his/her own $
Enterprise
• Group(s) of people/users
• Spending company’s $
Consumer
• Founder’s life experience
Enterprise
• Someone from the industry, or subject matter expert
Consumer
• Individual user/customer
Enterprise
• Multiple users, user groups/departments, stakeholders
In some cases, compliance to the industry-governing local regulations and laws
Examples of Regulatory Frameworks Related to Software for Financial & Insurance Industries in Malaysia• BNM Guidelines on:
– Management of IT Environment– Internet Insurance– Provision of Internet Banking Services– Anti-Money Laundering and Counter Financing of Terrorism – Know Your Customer (KYC)– Stress Testing
• Personal Data Protection Act (PDPA)
To Take Care of Everyone’s Rice Bowl
• Business Users (Project Owner)– I just need something like
Dropbox
– Plus the ability to manage access rights
• Security Department– Enterprise security
requirements
– File transfer and storage security
– 2 factor authentication
• IT Department– IT & admin controls
– Platform requirements
– Policy management
– Workflow management
– IT management
– Network monitoring
– Audi logging and reports
• C Level– Executive dashboard
Consumer
• Free-trial
• Standard product
Enterprise
• (Free) and
(Customized) PoC, or even trial run
Consumer Enterprise
Low Touch
High Touch
Consumer
• Mostly are only involving the social media and OAuth integration. APIs are very well documented and supported.
Enterprise
• Always involves some forms of system integrations
• May even include legacy systems.
Challenges with Enterprise System Integrations
Wide array of integration methods, from the sexy to the ugly.
If You are Lucky
• SOAP Web Services
• XML API
• Message Queue
• LDAP
If Unlucky
• SQL query
• Platform-specific SDK
• CSV or Excel files
• Fixed-length messages
• Integration not supported!
Consumer
• Any programming language or platform you like. Ruby, Scala, Python, PHP, Dart etc.
Enterprise
• Industry-specific preferences.
• Readiness of talents and resources.
• Taking care of everyone’s rice bowl.
Know Your Industry’s Preferences
• Malaysia’s government sector is pro-open source, driven by Open Source Competency Center (OSCC) master plans and guidelines.
Know Your Industry’s Preferences
• Banking and financial services sector is heavily influenced by the big brands (e.g. Silverlake, IBM, Oracle). And these architectures are Java-stack driven.
SaaS is NOT for Everyone
• Banking & financial industry needs to own the customer data.–So SaaS never will work for this industry?
• Opex
• or Capex?
Network Infrastructure
Application Server Cluster 1
Application Server Cluster 2
Internet
Apache HTTP, Nginx, IIS or NLB
Network Infrastructure
Application Server(Passenger, GlassFish, JBoss,
IIS)
Internet
Apache HTTP, Nginx, or IIS
?
Network Infrastructure
Application Server(Passenger, GlassFish,
JBoss, IIS)Apache HTTP, Nginx,
or IIS
DMZ
(Reverse Proxy)
Private / Trusted Zone
Internet
Granular Authorization and Access Control
• Control user group’s authorization by action:– Create record
– Edit record
– View record
– Search records
– Delete record
– Export records
– Generate reports
• Concept of Super/Power User
Comprehensive Logging and Audit Trails
For each action:
• Who?
• When?
• From where?
• What was the previous value?
Enterprise Barriers
• New Solution
– Is it Proven?
– Who is Using?
– Anyone from same Industry?
• Company Small & New
– How big is your team?
– How do you support us?
– What happened if you are longer around?
Buying from a Startup
• In line with their GROWTH & TREND
• Solving their PAIN POINTS
• Make them a SUPER HERO to their boss
• Make them want you to FIGHT FOR YOU
• GET A FOOT in but don’t over do it
Addressing Enterprise Concerns• Trusted Partner
– Existing VENDOR
– BIG ENOUGH reputation
– RESOURCES to Support
– Existing NETWORK
– Align to BIG BOYS
• Product Strategy– SHOW and PROOF
– READY for production
– CONTINUITY ability without you
– Show ability to SCALE
– Build your CLIENT BASE
Sustaining your Enterprise
• Build TRUST from Day 1
• Be RELIABLE & KEEP YOUR PROMISE always
• GO FURTHER than what you promise
• RELATIONSHIP SELLING helps retain your customer and brings more!
Selling Beyond Malaysia
• Are you ready? (Product, Language, Time & Budget)
• Get some Help – Matrade & MDEC, now MAGIC ;)
• Creative Strategy
• Self Secure first few local customers
• Figure out Local Partner & Support
• Get your Existing Client to Intro to local counterpart