• Video: Does Open Source Mean Open Cloud – Panel Discussion

     
    There was a panel discussion held sometime back during the collaboration summit 2010 and the topic was “Does Open Source Means Open Cloud”. Since this topic is closer to my heart and of interest to many of Cloud Ave readers, I am embedding the video here. You could also view the video directly on this link.
    CloudAve is exclusively sponsored by

    Read more

  • Salesforce takes it to Data Services Companies

     

    I’m all about disruption. It never ceases to amaze me the impact that small agile players can have when up against the well funded big boys. Witness RedMonk  going up against Gartner et al. As a SaaS CEO I…

    Read more

  • PaaS Is The Future Of Cloud Services Series

     
    Diagram showing overview of cloud computing in...

    Image via Wikipedia

    There is an overwhelming view among the pundits that PaaS is the future of cloud services and IaaS will slowly go into the background. In fact, in my opinion, PaaS is the idea of cloud computing that comes closer to the utility comparison made by Nick Carr in his book “The Big Switch”. In this series I am going to dig deeper into the future of PaaS and how various companies are positioning themselves to meet this future. In this first post of the series, I am going to dig deeper into the general idea and then take a look at how different players from the entire cloud stack, IaaS to SaaS, are playing the game. In the next post, I will talk about one of the interesting companies in the mix, Heroku, and briefly touch upon a recent news that came out recently.

    Why PaaS and Why Not IaaS?

    The poster boy (girl) of cloud computing is Amazon Web Services and they are basically an IaaS player offering compute and storage services. Their huge success is one of the reasons why cloud computing is gaining so much traction with everyone from individual developers to small businesses to enterprises. They completely altered the way we do computing by cutting down the costs drastically empowering the startups and small business to have IT similar to that of enterprises. Their success has lead many more providers to jump into the infrastructure game making IaaS the pretty girl (handsome boy) in the cloud computing block.

    IaaS completely changed the way developers deployed their applications. Instead of spending big with their own datacenters or managed hosting companies or colocation services and then hiring operations staff to get it going, they can just go to Amazon Web Services or one of the other IaaS providers, get a virtual server running in minutes and pay only for the resources they use. With cloud brokers like Rightscale, enStratus, etc., they could easily grow big without worrying about things like scaling and additional security. In short, IaaS and other associated services has enabled startups and other businesses focus on their core competencies without worrying much about provisioning and management of infrastructure. IaaS completely abstracted the hardware beneath it and allowed users to consume infrastructure as a service without bothering anything about the underlying complexities.

    Even though IaaS made it easy for developers to go to the market fast with their applications and other services, it still required them to have some operational expertise. In the case of startups and other small companies, the use of IaaS still required the developers to know a bit about managing the virtual servers, OSes, middleware stack, etc.. If the developers didn’t have much expertise, they had to hire sysadmins who could take care of managing the infrastructure. On the enterprise level, it needed significant investments in operations workforce. In short, it was not the cloud which Nick Carr made us all to imagine.

    This is where PaaS came in handy. PaaS is one layer above IaaS on the stack and abstracts away everything up to OS, middleware, etc.. This offers an integrated set of developer environment that a developer can tap to build their applications without having any clue about what is going on underneath the service. It offers developers a service that provides a complete software development lifecycle management, from planning to design to building apps to deployment to testing to maintenance. Everything else is abstracted away from the “view” of the developers. In short, PaaS takes operations out of the picture and gives the developers a complete peace of mind. With IaaS, a developer with no help on operations from people with sysadmin skills is very likely to botch up the application either at its inception or while scaling. PaaS makes developers succeed even if they are completely “operations blind”. This makes PaaS ver attractive for the future of cloud computing.

    The advantages of PaaS are

    • Complete abstraction all the way up to development environments and other middleware components, taking the operations out of the picture
    • Considerable cost savings and faster time to market
    • Better security. As Chris Hoff pointed out,  one could enforce sanitary programmatic practices across the derivate works built upon PaaS

    Does it mean end of road for IaaS?

    Not really. PaaS will not kill off IaaS. Rather, it pushes IaaS completely into the background. Even in a PaaS dominated world, IaaS is still important because

    • PaaS will not be dominated entirely by big players like Google or Microsoft. There will be many smaller level players, some of whom offer some niche platforms. For example, PaaS companies like Heroku and Engine Yard can’t afford their own datacenters. Such players will run on top of IaaS
    • There are other component services that extend core PaaS platforms. These players will run on top of IaaS while integrating with PaaS players
    • There may be many developers who want custom platform stack for their needs. Such developers will always need IaaS

    There are many other reasons why IaaS will exist in the background ceding limelight to PaaS.

    The Future Of IaaS Vendors Are Gloomy. Huh?

    Not exactly. Many IaaS vendors are understanding the PaaS based world in the future. That is why they are already planning to move up the stack. Whether it is public cloud providers like Amazon or players who are strong in the private cloud space like VMware, they are already moving up the stack. We will continue to see this trend where these originally IaaS players differentiate themselves in the PaaS layer. It is not just the IaaS vendors who are moving up the stack but we are also seeing SaaS vendors moving down the stack. For example, we have seen how Salesforce is trying to make their Force.com platform attractive for the developers. SaaS vendors are also seeing a PaaS future and are repositioning themselves to take advantage of such a future.

    In the future posts in this series, I will take individual providers and dig deep into their offerings, strategies, etc.. The next post in this series will feature Heroku and I will follow it up with other players in the coming weeks.

    CloudAve is exclusively sponsored by

    Read more

  • SaaS Sales – Don’t Discount Traditional Channels

     

    We’ve heard for years that SaaS applications will disintermediate traditional marketing channels with it’s direct to consumer and viral uptake – many were envisaging a future without traditional media usage. The truth however seems to be somewhat different – the number of SaaS vendors I’ve spoken to recently who are embarking on “traditional” approaches is legion.

    Many are embracing channel partnerships with “old-school” services companies – witness NetSuite’s (see disclosure) new SP100 reseller model (I analyzed the move here). Witness also Intacct (see disclosure) partnering with the AICPA to sell/market/endorse their product through US CPAs.

    I recently spoke with CEO of Acumatica (more on them here) Ezekiel Steiner about their channel strategy specifically, but more generally channel strategies for ERP vendors.

    Accumatica is 100% committed to a channel strategy and sees a significant conflict with vendors who embrace both a channel and a direct sales approach. In fact Steiner went so far as to call the NetSuite moves a “gimmick” given previous comments they’ve made about the validity (or otherwise) of a channel model. Steiner believes that, for mid-market ERP products at least, a channel strategy is the only way to make money. This belief is gained from experience seeing just how much implementation help customers want – price points on mid-market ERP products are such that a direct sales and support channel isn’t viable for a vendor to establish and maintain.

    My analysis isn’t quite as stark as that of Steiner – while I’d concur that the channel is important for existing customers looking to transition to new products, there is a large number of greenfield opportunities such as businesses growing out of a lower level accounting product, and they are still likely to be amenable to the direct approach.

    I would say that a clear delineation is required between reseller prospects and direct sales prospects – resellers are feeling very fragile right now and any dual-channel approach is going to be approached with caution – it’s vitally important for vendors going down this route to have a clear demarcation in place so resellers can feel secure in the partnership.

    SaaS sales strategy, and in particular channel approaches, is an intensely interesting topic (well, to me anyway) – I’m keen to hear other vendor’s thoughts about this – flick me an email at ben@diversity.net.nz

    CloudAve is exclusively sponsored by

    Read more

  • Vindicia Builds a Tunnel to Relaxation

     

    PCI compliance is hard. Hard, expensive and time consuming. Third party subscription and billing vendors have attempted to remove as much of the burden of PCI compliance from their customers but one barrier remains – any business that wants to allow customers to enter their credit card details in their own site, and in familiar surroundings, still has a PCI burden because of the credit card details entered into their site. In an effort to remedy ulcers and late nights for vendors (or their PCI compliance people at least) Vindicia (see disclosure) has decided to do something about it.

    They’ve today announced their Hosted Order Automation (HOA) capabilities. By using HOA, online merchants are able to completely offload PCI compliance to Vindicia while maintaining control over their customers’ buying experience. HOA allows merchants to accept credit cards on their own order pages without ever touching a credit card and subjecting themselves to PCI regulations.

    What HOA does (beyond the press release hype) is to create a secure tunnel between a field within a vendors credit card form, and Vindicia’s own servers. In effect when a customer enters their credit card number, they are doing so within a Vindicia form field, but on the vendor’s own page. HOA requires only a code snippet within the page so existing customization and styling is retained and customers have a seamless on-site experience. The transactions progresses like this:

    1. Consumers visit the vendor’s website and want to make a purchase or update their payment method.  As they request the page, a call is made to CashBox that contains the function being used and the IP address of the customer.
    2. CashBox creates a secure session that allows customer payment information to be submitted directly.  The customer continues to enter their data into the form fields on the page as they would normally. For additional security, the session will time out after a pre-configurable amount of time.
    3. Once the customer submits their information, it is sent directly to CashBox and bypasses the vendor’s servers altogether. CashBox validates the IP address as an additional security measure and stores the customer data and payment information with the requested action.
    4. The customer is redirected to the results page by CashBox. As the redirect loads, the successful receipt of customer information is returned. Once the vendor’s servers receive this information, another call to CashBox is made requesting the actions be performed (e.g., fraud screening, authorization, tokenization, new account signup, payment capture or update).
    5. The success or failure of the requested action is passed back to the vendor’s server upon completion, with all of the necessary information (results, tokenized payment method, etc…) to display a detailed confirmation message to the customer on the results page.

    Or if you much prefer a purty picture, like this:

    HOA_flow_2

    Hosted Order Automation is available immediately as part of the Vindicia CashBox solution. Wait and see how the competition reacts…

    CloudAve is exclusively sponsored by

    Read more

  • What XAuth Means To SaaS

     
    Image representing meebo as depicted in CrunchBase

    Image via CrunchBase

    In the weekend, Meebo, along with companies like Google, Yahoo, Myspace, Disqus, Janrain, etc., announced the release of an open identity platform called XAuth. For Meebo, it gives an option to make their Meebo Bar more relevant among the publishers. For Google, this gives them another stick to beat Facebook Connect and Twitter’s identity system after they botched their OpenSocial plans. For users, this is supposed to give a better user experience with online authentication systems as it taps into the web services they use the most. In this post, I am going to briefly discuss about this new platform and see how it affects the SaaS users.

    Definition Of The Problem:

    One of the unique characteristics of the SaaS world is the mushrooming of vertical SaaS applications. Unlike the traditional software world, SaaS vendors focus on one niche area and do it well. The low cost of setting up a service in the current cloud based world has contributed to the mushrooming of services across many different verticals. This has lead to serious problems for both individual users and business organizations in terms of their identity and management. The problems range from issues like how the users’ are going to manage multiple usernames and passwords to how enterprises can ensure the credibility in authentication, authorization, etc.. Essentially, identity problem has become the biggest speed bump for the SaaS adoption.

    From the individual users’ perspective, the myriad of SaaS applications poses a big problem with the handling of usernames and passwords as they have to remember too many of them. From an enterprise perspective, not only the proliferation of multiple usernames and passwords a big hassle, it also tears down their security because there is no way for them to enforce their security policies in this situation. On top of it, enterprises have to take care of regulatory requirements related to user access and any access to critical information. For example, Sarbanes-Oaxley requires an enterprise to implement stringent policy, processes and audit to regulate employee and non-employee access to critical business information. This makes SaaS identity problem a difficult one for the enterprises. In fact, this problem has turned away many users from SaaS, making this one of the most urgent problems facing the SaaS vendor community.

    This is not just an issue of handling multiple identities but also an issue of lack of interoperability and presence of data silos. The lack of a single identity system to tie up multiple SaaS vendors/services makes interoperability and integration a more difficult problem to solve.

    Potential Solutions and related issues:

    One of the solutions is the federation of identity services. SaaS providers could outsource the identity and its management to third party providers and focus on their core competency. This way they could offer better rich functionality in their applications and better security. A federated system allows SaaS vendors to deploy stronger authentication, give SaaS users a choice of identity management services for authentication and, also, a way to enforce their authorization policies more effectively. There are many ways of doing implementing such a system, from a centralized provider like Facebook Connect to a more distributed option like OpenID.

    Some users and organizations prefer a centralized approach because it is easy to use and manage. Plus, they will have a single throat to choke in case of a problem. However, this approach puts the user (or organization) at the mercy of the identity providers and it doesn’t bode well from a risk reduction perspective. On the other end of the spectrum is the OpenID, a distributed approach to identity and management. OpenID and OAuth could turn out to be the kind of solution we are looking for to solve the identity problems and interoperability issues. OpenID provides a single identity for the users with a distributed authentication system and OAuth provides a way to give access to users data without giving any access to the identity information. A combination of these two could offer a reliable and more secure authentication for the SaaS applications. However, the user experience with OpenID is very bad compared to, say, Facebook Connect. It leaves a lot to be desired and, hence, relatively lower adoption than what many originally envisioned. 

    The problem with OpenID and OAuth based implementations is that it is too daunting for average users. They are both overwhelmed and confused by the choices offered to them from a myriad of identity providers. This discourages them from using SaaS based applications even though they don’t have to create yet another username and password. In fact, the difficulty with OpenID based implementations also poses considerable problems for enterprises wanting to implement an OpenID-OAuth based system for their users.

    XAuth to the rescue?

    XAuth is being pitched as a perfect solution to solve this problem. XAuth stands between the identity provider and SaaS applications and offers the users just a handful of identity providers based on their usage patterns. By observing the services they access regularly, XAuth offers the identity system of the most used services. This cuts down on the confusion and offers the users the service they are comfortable with. This solution greatly simplifies the identity management and has the potential to make SaaS interesting to them. In short, XAuth could increase SaaS adoption because

    • It greatly simplifies the login experience of users by offering them to use the providers they are already using regularly
    • Being open source, it makes it easy for SaaS vendors to implement XAuth

    However, there is one potential problem that could make XAuth a non-starter. The way in which it observes the access patters of users is really creepy. It has the potential to create a backlash from the users. However, users can disable it completely by visiting XAuth.org from their browser. Personally, I would have preferred an opt-in mechanism rather than an opt-out mechanism. But I don’t see it as a roadblock either. We saw how user backlash on Gmail’s implementation of contextual text ads vanished once users started experiencing the superior user experience of Gmail. If XAuth manages to offer the users similar satisfying experience, their concerns about privacy will eventually go away.

    if done right, XAuth could make SaaS more palatable to both consumers and enterprises. But, it is too early to predict how it will turn out. XAuth is not the miracle pill needed to solve the SaaS identity management problem but it is a neat trick to enhance the user experience. I would love to hear from the SaaS vendors to learn more about what they think of XAuth and whether they consider it to be part of their future plans. Feel free to post your comments or send me an email.

    CloudAve is exclusively sponsored by

    Read more

  • Finding the People Who Can Best Drive Innovation…

     

    I spent some time recently talking with Terri Griffith, a lovely lady who also happens to be a professor of management at Santa Clara University. Terri’s focus is on the “implementation and effective use of new technologies and organizational…

    Read more

  • Webinar – 10 Questions to Ask About Cloud Computing

     

    This week I’ve been invited to take part in a webinar with Dan Druker from Intacct, co-presenting a webinar looking at the important questions that prospective end users of cloud computing need to ask their vendors. It’s a webinar that leads on from a whitepaper we published (see disclosure) recently, and which has been having great uptake in the marketplace.

    It’s a paper that (from my perspective anyway) is important – it’s all to easy to think the rest of the world “gets” this stuff – the truth is somewhat different – cloud is still nascent and customers need help identifying the issues and, more importantly, developing their due diligence approach. It’s a truth that is borne out time and time again – I’m perpetually surprised by just how lacking we, as technology aficionados, are in the realization that we need to articulate this stuff at a level that the everyday person (or accountant even 😉 ) can understand.

    Anyway, it’s an event that earns CPA credits so I’m expecting there’ll be a bunch of numbers-focused questions coming up during the session. From the webinar mailer:

    Tens of thousands of companies like yours are saving money and improving productivity by adopting cloud computing — with an ROI of 75 to 500% per year vs. running legacy software applications. Are you ready?
    If you’re not sure about cloud computing, attend the webinar “Ten Questions to Ask About Cloud Computing” on Thursday, April 22nd and learn how the cloud can transform your financial systems and save tens to hundreds of thousands of dollars per year. Ben Kepes, Principal at Diversity Analysis will go through the key questions you should ask about:

    -Business requirements— Which of my business systems are best suited to move to cloud computing and where can I find the highest ROI?

    -Availability— What should I look for if I want to access information from my business at anytime, from anywhere I have an Internet connection?

    -Reliability and Security— Is cloud computing more or less reliable and secure than running my own software in-house?

    -Data Ownership— What happens if I discontinue my subscription to a cloud-based system?

    -Customization— How can I be sure that cloud-based applications can be customized to meet the exact needs of my business?

    Get an independent view of why tens of thousands of finance departments are flocking to cloud computing and learn the key questions to ask from the experts at Diversity Analysis. Register for the webinar now and when you attend you will also receive the companion white paper “Ten Questions to Ask Your Cloud Vendor.”

    CloudAve is exclusively sponsored by

    Read more

  • Change the System, Not the technology

     

    I saw a tweet the other day that heralded the fact that someone I know who runs a business support agency had begun using microblogging service Yammer. Great you might say… well maybe. I’ve had previous conversations with this…

    Read more

  • T Shirt Friday #39 – CloudSherpas

     

    Everyone knows that professional conference goers like myself attend events not to listen to presentations, not to network but to collect schwag. Over the past couple of years I’ve done fairly well collecting tech t-shirts and I decided to create a weekly series critiquing tech companies t-shirt offerings in the expectation that a company with a great t-shirt is a prime candidate to have a great product also. Click here to see the series.

    DSC05511

    If you’d like your t-shirt reviewed, flick me an email to arrange things. The judges decision is, of course, final and very little correspondence will be entered into (perhaps).

    I reviewed CloudSherpas tools for Google apps migrations recently. In highly a highly uncharacteristic move for me (or possibly just because I knew these shirts were black) I agreed to review the CloudSherpa t shirt without actually getting the schwag – gasp! quel horreur!

    Hot

    • I don’t wear black – luckily this T shirt is no more than some pixels on my screen
    • The print.. kind of a combination of Lucy in the Sky With Diamonds and Wonder Woman – either way it’s pretty cool
    • Reasonably subtle branding… reasonably

    Not

    • Dropping my schwag standards for this review – it ain’t no fun if you can’t actually touch it!

     

    CloudAve is exclusively sponsored by

    Read more