I.T. departments can become profit centers for the enterprise
When customers are
looking into a SaaS offering, they usually overlook the infrastructure that the
software is running on; and for good reason: They don’t care in which platform
the software runs, what kind of servers it runs on etc. as long as it performs as
it is expected to. There are some SaaS vendors that run their service from
owned infrastructure and some others that also receive IaaS or PaaS services
from third party providers.
Which leads me to the
following thought: Anyone (any I.T dept., that is) with an infrastructure
robust enough to offer a good Service Level, can potentially offer and host
SaaS services for new customers, outside the strict boundaries of the
enterprise.
Let’s imagine, for
example, a central I.T. hub of a corporation that has built a private cloud to
host Business Applications that are offered to its small subsidiaries around
the country and beyond (like, say, small-business ERP). One reasonable question
that can be raised is “why not offer the same software to other,
similar businesses that may be outside our subsidiary structure? For example,
independent dealers that offer the same products as we do”. There is a
high probability that such an endeavor is successful, for many reasons, the CIO
and CEO might think:
- These independent dealers do the same work as our subsidiaries, therefore what is good for us, must be good for them, too. Any customizations or parametrization of the software will probably fit them, too.
- Our know-how on resolving business issues can be used for these “external customers”, too. We can offer them this knowledge as an add-on service.
- The working hours will probably be the same, therefore we can support them in the same time frame that we support our own network. We shall use existing support staff and increase only as the business expands. Any scheduled down-time will not a problem for them as it is not a problem for us, either.
- If these external customers are also our business customers (apart from being I.T. customers), then we can build new functionality and automations between us and them, thus enhancing automation, increasing performance and reducing costs.
Technology is an
enabler. If we look at things from the Application side then a carefully design
application can be used from many different tenants at the same time. Looking
at things from the infrastructure side, we may agree that there are cases where
corporate server “horsepower” is sometimes over-budgeted and underutilized and
therefore can be offered to other “tenants” too. In conclusion, offering
existing applications to a wider range of customers (i.e. other than the “internal”
customers) is surely technically feasible. It just needs the validation of the
rest of the business stake-holders, but that’s another discussion that has to
be taken into the Board Room.
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