Matt Deacon, Microsoft UK,
Steven Moxey, Manchester Business School

(Nota: entrei a meio da sessão) 

- What are the key attributes of a traditional software product?

Case study:

SIEBEL (CRM)

- Market share
- In-house retention of data
- Integration with other systems
- Customisation to requirements
- Scalability of system
- Offline capability (smart client)
- Resilience and scalability. Availability, response time
- International deployment
- International support
- Reassurgingly expensive
- Unique information on business
- Industry coverage/process
- Integration with other systems
- Integration with other LOB applications
- Fits to my process - unique business process
- Data ownership

SalesForce.com:

- Reduced barrier to entry (cost)
- Scalability of cost "pay as you grow"
- Access anywhere
- Almost Lower TCO
- Speed
- Automatic upgrade
- Business continuity
- Disaster Recovery
- Customisation limited but easy
- Mash-ups/interface/integration

Key needs from a new market customer perspective:

SMEs:

- Low perceivable costs
- No IT
- Scale with/as business scales
- Training
- Integration out of the box
- Community ecosystem
- Support by the Provider