\n
“Freshdesk will probably be the first company to touch, or even cross, $100 million (in revenue),” Mathrubootham said. That would possibly make the San Francisco- and Chennai-based company the first Indian software-as-a-service (SaaS<\/a>) company to cross that milestone.
\n
\n“$100 million in revenue is not the destination. It’s just a small milestone. Why stop there?” the CEO asks. While Mathrubootham has declined to disclose Freshdesk’s revenue, industry analysts estimate its topline to be comfortably north of $70 million from providing cloud-based customer engagement software.
\n
\n
![\"\"](\"\/\/www.iser-br.com\/Themes\/Release\/images\/responsive\/ettelecom-default.jpg\")
\nSoftware-as-a-service as an industry gained global momentum in early 2000 for its ability to be centrally hosted on remote server. Unlike traditional on-premise software that needs to be installed on individual systems, SaaS works on a software distribution model where third-party providers host applications that are made available to customers over the internet.
\n
Salesforce.com<\/a>, the US-based customer engagement software provider, pioneered the global SaaS movement when it listed for an initial public offering within 5 years of being founded. It created disruption among legacy companies including Microsoft and SAP. Around the same time in India, Chennai-based Zoho<\/a>, a SaaS service provider, started expanding its customer base in the United States while most of its sales and development team operated from Chennai.
\n
\nZoho was among the earliest Indian SaaS startups to venture beyond the domestic markets, also providing the initial learning ground for SaaS entrepreneurs such as Mathrubootham. Mathurbootham’s success through Freshdesk, in turn, contributed to a larger ecosystem, making the deskselling and marketing model popular among Indian enterprise companies. India is now home to more than 750 SaaS startups.
\n
“Companies like Freshdesk have been able to offer competitive worldclass products at better prices when compared to their global competitor Zendesk… If everything goes right, most of these companies will reach their $100-million mark soon, depending on which market they are in,” said Avinash Raghava<\/a>, founder of software product think-tank iSpirt Foundation<\/a>. The comments are a corollary to a report published by Google and marquee venture capital firm Accel Partners in March last year, which stated that
\n
Indian SaaS companies<\/a> could potentially corner 8% of the global smalland-medium-business market for SaaS products by 2025. The expectation is that the next 12 months will see four or five of these companies achieve $50 million-$100 million in sales, which, in turn, will set the ball rolling for others in the pipeline.
\n
\n“From the product and technology perspective, things are sorted for these companies. Their existing global client list is a testimony for that,” Raghava said. “Also, in terms of scale, Indian companies don’t face many challenges once they get the business model right.” Pricing will no longer be the only competitive advantage these companies offer to their global clientele. While the cost advantage continues to be an attractive selling point, SaaS companies are equally focusing on geographical expansion and broadening their array of products to boost top-lines.
\n
\n
\n“Products have to be more an omnichannel suite. For instance, we do (customer relationship management), ecommerce, and a bunch of stuff, all in one place,” said Aneesh Reddy, CEO of Capillary Technologies. Headquartered in Singapore and backed by the likes of Warburg Pincus, Sequoia Capital and Norwest Venture Partners, the company helps consumer brands increase customer reach, engagement, sales and loyalty.
\n
\nReddy did not disclose Capillary’s latest revenue numbers but said the company crossed $20 million in revenue four months ago. “I am reasonably sure there will be 3-4 companies (that will) cross the $50-million revenue mark over the next 12-18 months. There is a definite trend towards that. I hope we will be one of the early ones,” he said.
\n
\n“We now have a list of 200 companies across India, the Middle East and Southeast Asia that can each pay us, at scale, $1 million-$2 million on an average. We have set up separate sales teams for them. We already have 50 out of those 200 companies and are going deeper into them,” Reddy said.
\n
\n
\n
\n“The rest-of-the-world market is as big as the US market. If you are looking to hit those revenue numbers, these companies better have expansion plans mapped out already,” said Mohan Kumar, executive director, Norwest Venture Partners India.
\n
\nThe firm, along with Accel Partners and Nexus Venture Partners, has been among the busiest in backing domestic enterprise-tech companies. Even for Freshdesk, which has carved a niche for itself in the United States, the quantum of business coming from the America and Europe is split almost evenly.
\n
\n“You can’t control from where prospective clients come from. There is no incentive for us to say no to a prospective client, from say, Poland or the Netherlands. That’s the reason it’s actually healthy for our business to have a diverse geographical spread, because it eliminates risks that can hurt revenue,” Mathrubootham said.
\n
\nAn anticipated increase in global spending on information technology over the course of this year will be a big driver for SaaS companies, even after factoring in changes in political climate such as Brexit and churns in global markets. Global IT spending in 2017 is expected to rise 2.7% to $3.5 trillion, according to technology research firm Gartner. Of this, spending on enterprise-tech is projected to be $355 billion, up 6.6% from 2016, and increase to $380 billion next year.
\n
\n
\nSeparately, the consensus for ensuring greater acceptability globally has been for Indian SaaS companies to develop a suite of products, rather than bank on a single flagship product. “Being a multi-product player has been pivotal to our growth. If you are a product company aiming to reach $1 billion with small ticket sizes, the math doesn’t add up,” said Atul Jalan, CEO of IT analytics firm Manthan Systems.
\n
\nManthan, which counts Temasek and Norwest Venture Partners among its backers, has 12 products under its umbrella, providing technology solutions across industries and functions.
\n
\n“Look at Facebook - why do you think it acquired WhatsApp? Look at Google or any successful tech company. Four years ago, when we pivoted as a SaaS player, we also decided that from this point on we will have product lines where we stand a chance to be the world leader,” Jalan said.
\n
\nTherein lies the need for greater spending on research and development. According to industry estimates, most SaaS companies globally allocate about 50% of their revenue for sales and marketing, and 15-20% for R&D. “In (Capillary’s) case, our R&D spend is 25% for this simple reason—there aren’t as many enterprise products from the country and so this is good opportunity to build 7-8 very good products under one umbrella, which can then each get you $100 million in revenue over the next 7-8 years,” Reddy said.
\n
\nSeveral others believe there are inherent dangers in rushing to develop multiple products and, thereby, moving away from a company’s core competencies. “If you have a large enough target market, it is always better to stick with your core product and keep improving the value proposition to your clients as you keep getting more and more information about the market,” said Sandeep Singhal, cofounder of Nexus Venture Partners. For SaaS companies, known for their frugality in spending, this is critical.
\n
\n“Some companies are seeing their growth driven by entering new markets or expanding their product base. But this growth has to come in a very capital-efficient manner,” Singhal warned. Both the venture capital firms ET spoke with reiterated the growing need for SaaS companies to hire and retain top marketing talent.
\n
\n“What (SaaS companies) really need to do is focus on the marketing efficiencies and conversions. If the product is already proven, and you know who the target customer is, the funnel has to be better understood,” Singhal said. “Companies have to have the ability to hire good sales and marketing talent across geographies. They have to be great at digital marketing in order to generate inbound leads,” said NVP’s Kumar.
\n
\nBarring a few, such as Norwest, Nexus and Accel, venture capital has largely stayed away from doubling down on enterprise-tech firms in India, preferring to focus on the more high-octane consumer internet space. However, even as the investors continue to wait for the big pay days from their investments in the business-to-consumer space, SaaS ventures are beginning to hit their strides, potentially providing their backers greater clarity relating to returns on their investments.
\n
\n“Investors are seeing that it is possible to build a global SaaS company out of India, and those metrics look attractive, and (they are asking) can we build more of them here?” said Mathrubootham.”
\n\n<\/body>","next_sibling":[{"msid":57932128,"title":"Samsung Galaxy S8: All you need to know","entity_type":"ARTICLE","link":"\/news\/samsung-galaxy-s8-all-you-need-to-know\/57932128","category_name":null,"category_name_seo":"telecomnews"}],"related_content":[],"msid":57932229,"entity_type":"ARTICLE","title":"Meet the new $100-million club in making, courtesy SaaS providers","synopsis":"Fiscal year 2018 will mark the maturing of Indian providers of software as a service as they stamp their presence in global markets with multi-product suites.","titleseo":"telecomnews\/meet-the-new-100-million-club-in-making-courtesy-saas-providers","status":"ACTIVE","authors":[{"author_name":"Biswarup Gooptu","author_link":"\/author\/479214340\/biswarup-gooptu","author_image":"https:\/\/etimg.etb2bimg.com\/authorthumb\/479214340.cms?width=100&height=100","author_additional":{"thumbsize":false,"msid":479214340,"author_name":"Biswarup Gooptu","author_seo_name":"biswarup-gooptu","designation":"Journalist","agency":false}},{"author_name":"Shadma Shaikh","author_link":"\/author\/479244911\/shadma-shaikh","author_image":"https:\/\/etimg.etb2bimg.com\/authorthumb\/479244911.cms?width=100&height=100","author_additional":{"thumbsize":false,"msid":479244911,"author_name":"Shadma Shaikh","author_seo_name":"shadma-shaikh","designation":"Journalist","agency":false}}],"Alttitle":{"minfo":""},"artag":"ET Bureau","artdate":"2017-03-31 09:18:06","lastupd":"2017-03-31 09:19:58","breadcrumbTags":["saas","Salesforce.com","ZOHO","Enterprise Services","Freshdesk","iSPIRT Foundation","Girish Mathrubootham","Avinash Raghava","Indian SaaS companies"],"secinfo":{"seolocation":"telecomnews\/meet-the-new-100-million-club-in-making-courtesy-saas-providers"}}" data-authors="[" biswarup gooptu","shadma shaikh"]" data-category-name="" data-category_id="" data-date="2017-03-31" data-index="article_1">
Girish Mathrubootham散发出自信。他有充分的理由。财政年度2016 - 17的42岁的首席执行官已经好了Freshdesk。他不仅在11月筹集5500万美元,六岁的风险价值为7亿美元,他认为即将到来的财政年度将更好。
“Freshdesk可能会第一个联系的公司,甚至交叉,1亿美元(收入),“Mathrubootham说。这可能使旧金山——和常驻公司第一个印度软件即服务(SaaS)公司跨越这一具有里程碑意义的事件。
“1亿美元的收入不是目的地。这只是一个小的里程碑。为什么不呢?“CEO问道。尽管Mathrubootham拒绝透露Freshdesk的收入,行业分析师估计其背线轻松以北7000万美元提供基于云计算的客户互动软件。
软件即服务作为一个行业全球势头在2000年初的能力集中托管在远程服务器。与传统的本地软件需要安装在单个系统上,SaaS软件分发工作模型,第三方提供商主机应用程序通过互联网向客户提供。
Salesforce.com美国客户互动软件提供商,开创了全球SaaS运动进行首次公开发行上市后5年内被建立。它创造破坏遗产公司中包括微软和SAP。大约在同一时间在印度,常驻ZohoSaaS服务提供者,开始扩大其客户基础在美国大部分的销售额从钦奈和开发团队操作。
Zoho是最早印度SaaS公司合资企业在国内市场之外,也提供了最初的学习为SaaS Mathrubootham等企业家。通过Freshdesk Mathurbootham的成功,反过来,导致一个更大的生态系统,使deskselling和营销模式受印度企业公司的欢迎。印度现在拥有超过750 SaaS的公司。
“Freshdesk等公司已经能够提供有竞争力的世界级产品以更好的价格相比,其全球竞争对手Zendesk…如果一切顺利的话,这些公司很快就会达到1亿美元大关,这取决于它们在市场,”说Avinash Raghava软件产品的创始人,智库iSpirt基金会。的评论是一个必然的结果发布的报告谷歌和选框风险投资公司Accel Partners去年3月,这说
印度的SaaS公司全球8%的可能角落smalland-medium-business SaaS产品市场到2025年。预计未来12个月将会看到四个或五个这样的公司达到5000万- 1亿美元的销售额,而反过来,将开始活动正在筹建中。
“从产品和技术的角度来看,事情是这些公司的排序。现有的全球客户名单是一个见证,”Raghava说。”此外,印度公司在规模上不面临许多挑战,一旦他们获得正确的商业模式。“定价将不再是唯一的竞争优势这些公司提供全球客户。而成本优势仍然是一个吸引人的卖点,SaaS公司也同样关注地理扩张和扩大他们的产品来提高营收。
“产品更omnichannel套件。比如,我们所做的(客户关系管理),电子商务,和一堆东西,都在一个地方,”首席执行官Aneesh Reddy说:毛细管技术。总部设在新加坡和由华平、红杉资本和西北银行合资企业的合作伙伴,该公司帮助消费品牌增加客户,接触、销售和忠诚。
Reddy没有透露毛细管的最新收入数字,但表示公司四个月前过2000万美元的收入。“我确信将会有3 - 4家公司(将)穿过马克未来12 - 18个月收入5000万美元。有一个明确的趋势。我希望我们将是一个早期的,”他说。
“我们现在有200家公司在印度的列表,中东和东南亚,可以付给我们,在规模、平均100万- 200万美元。我们已经为他们建立独立的销售团队。我们已经有50的200家公司和深入,”Reddy说。
他很清楚公司的扩张战略。美国,被认为是最赚钱的企业技术市场,对毛细管并不持有同样的吸引力。“我们投资大时间到沙特阿拉伯、印度尼西亚和中国,对我们来说都是新的市场,都是不到一年,“IIT-Kharagpur明矾说。
“世界其他地区市场和美国市场一样大。如果你想打击这些收入数字,这些公司已经扩张计划制定更好,”执行董事Mohan Kumar说,印度西北银行合资企业的合作伙伴。
公司Accel Partners和Nexus合资公司合作伙伴,一直在支持国内企业技术公司最繁忙的港口之一。即使对于Freshdesk,雕刻一个利基为自己在美国,业务来自美国和欧洲的量子几乎平分秋色。
“你不能控制从潜在客户从何而来。没有激励我们说没有潜在客户,从说,波兰、荷兰。的原因实际上是健康的对我们的业务有一个多样的地理分布,因为它消除了会伤害的风险收入,”Mathrubootham说。
全球信息技术支出预期增加的SaaS公司今年将是一个重要因素,即使考虑到政治气候的变化,如Brexit和在全球市场生产。2017年全球IT支出预计将增长2.7%,至3.5万亿美元,据科技研究公司Gartner。,企业技术支出预计将是3550亿美元,较2016年增长6.6%,明年将增加到3800亿美元。
另外,全球共识,以确保更大的可接受性一直对印度SaaS公司开发的一套产品,而不是在单个银行旗舰产品。“作为一个多产品的球员一直在关键我们的成长。如果你是一个产品公司的目标与小额规模达到10亿美元,数学不加起来,”首席执行官说Atul道路分析公司Manthan系统。
Manthan计数淡马锡和西北银行风险合作伙伴在其支持者,旗下12个产品,提供各行业技术解决方案和功能。
“看看Facebook——为什么你认为收购WhatsApp吗?看看谷歌或任何成功的科技公司。四年前,当我们转动的SaaS的球员,我们还决定,从这一点上我们会有产品,我们有机会成为世界领袖,”道路说。
这需要更大的研发支出。据业内估计,全球大多数SaaS公司分配约50%的销售和营销收入,并为研发15 - 20%。“(毛细管)的情况下,我们的研发花25%这个简单的原因并不像许多企业产品的国家,这是好机会来构建7 - 8很好的产品在一把伞下,然后每一个让你在接下来的7 - 8年1亿美元的收入,“Reddy说。
其他几个人相信有在急于开发多个产品固有的危险,因此,远离公司的核心竞争力。“如果你有一个足够大的目标市场,它总是更好的坚持自己的核心产品,不断完善客户价值主张,你越来越越来越多的关于市场的信息," Sandeep Singhal说Nexus Venture Partners的联合创始人。对于SaaS公司,以节俭开支,这是至关重要的。
“一些公司看到他们的成长受到进入新市场或扩大他们的产品基地。但这增长来实现的方式,”辛格尔警告说。风险投资公司等都与重申了SaaS公司越来越需要雇佣和留住高级营销人才。
“(SaaS公司)真正需要做的是关注营销效率和转换。如果产品已经证明,你知道谁是目标客户,漏斗必须更好的理解,”辛格尔表示。“公司必须有能力雇佣好跨地域销售和营销人才。他们必须擅长数字营销为了生成入站,“一步法的Kumar说。
除了几个,如西北银行,Nexus Accel,风险资本在很大程度上远离加倍的企业技术公司在印度,而是集中在更强烈的消费者互联网空间。然而,尽管投资者继续等待大付天从b2c的投资空间,SaaS公司开始了他们的进步,可能提供有关他们的支持者更清晰的投资回报。
“投资者看到,可以建立一个全球SaaS公司的印度,和这些指标看起来有吸引力,和(他们要求)我们可以建立更多的人吗?”Mathrubootham说。“
“Freshdesk可能会第一个联系的公司,甚至交叉,1亿美元(收入),“Mathrubootham说。这可能使旧金山——和常驻公司第一个印度软件即服务(SaaS)公司跨越这一具有里程碑意义的事件。
“1亿美元的收入不是目的地。这只是一个小的里程碑。为什么不呢?“CEO问道。尽管Mathrubootham拒绝透露Freshdesk的收入,行业分析师估计其背线轻松以北7000万美元提供基于云计算的客户互动软件。
软件即服务作为一个行业全球势头在2000年初的能力集中托管在远程服务器。与传统的本地软件需要安装在单个系统上,SaaS软件分发工作模型,第三方提供商主机应用程序通过互联网向客户提供。
Salesforce.com美国客户互动软件提供商,开创了全球SaaS运动进行首次公开发行上市后5年内被建立。它创造破坏遗产公司中包括微软和SAP。大约在同一时间在印度,常驻ZohoSaaS服务提供者,开始扩大其客户基础在美国大部分的销售额从钦奈和开发团队操作。
Zoho是最早印度SaaS公司合资企业在国内市场之外,也提供了最初的学习为SaaS Mathrubootham等企业家。通过Freshdesk Mathurbootham的成功,反过来,导致一个更大的生态系统,使deskselling和营销模式受印度企业公司的欢迎。印度现在拥有超过750 SaaS的公司。
“Freshdesk等公司已经能够提供有竞争力的世界级产品以更好的价格相比,其全球竞争对手Zendesk…如果一切顺利的话,这些公司很快就会达到1亿美元大关,这取决于它们在市场,”说Avinash Raghava软件产品的创始人,智库iSpirt基金会。的评论是一个必然的结果发布的报告谷歌和选框风险投资公司Accel Partners去年3月,这说
印度的SaaS公司全球8%的可能角落smalland-medium-business SaaS产品市场到2025年。预计未来12个月将会看到四个或五个这样的公司达到5000万- 1亿美元的销售额,而反过来,将开始活动正在筹建中。
“从产品和技术的角度来看,事情是这些公司的排序。现有的全球客户名单是一个见证,”Raghava说。”此外,印度公司在规模上不面临许多挑战,一旦他们获得正确的商业模式。“定价将不再是唯一的竞争优势这些公司提供全球客户。而成本优势仍然是一个吸引人的卖点,SaaS公司也同样关注地理扩张和扩大他们的产品来提高营收。
“产品更omnichannel套件。比如,我们所做的(客户关系管理),电子商务,和一堆东西,都在一个地方,”首席执行官Aneesh Reddy说:毛细管技术。总部设在新加坡和由华平、红杉资本和西北银行合资企业的合作伙伴,该公司帮助消费品牌增加客户,接触、销售和忠诚。
Reddy没有透露毛细管的最新收入数字,但表示公司四个月前过2000万美元的收入。“我确信将会有3 - 4家公司(将)穿过马克未来12 - 18个月收入5000万美元。有一个明确的趋势。我希望我们将是一个早期的,”他说。
“我们现在有200家公司在印度的列表,中东和东南亚,可以付给我们,在规模、平均100万- 200万美元。我们已经为他们建立独立的销售团队。我们已经有50的200家公司和深入,”Reddy说。
“世界其他地区市场和美国市场一样大。如果你想打击这些收入数字,这些公司已经扩张计划制定更好,”执行董事Mohan Kumar说,印度西北银行合资企业的合作伙伴。
公司Accel Partners和Nexus合资公司合作伙伴,一直在支持国内企业技术公司最繁忙的港口之一。即使对于Freshdesk,雕刻一个利基为自己在美国,业务来自美国和欧洲的量子几乎平分秋色。
“你不能控制从潜在客户从何而来。没有激励我们说没有潜在客户,从说,波兰、荷兰。的原因实际上是健康的对我们的业务有一个多样的地理分布,因为它消除了会伤害的风险收入,”Mathrubootham说。
全球信息技术支出预期增加的SaaS公司今年将是一个重要因素,即使考虑到政治气候的变化,如Brexit和在全球市场生产。2017年全球IT支出预计将增长2.7%,至3.5万亿美元,据科技研究公司Gartner。,企业技术支出预计将是3550亿美元,较2016年增长6.6%,明年将增加到3800亿美元。
另外,全球共识,以确保更大的可接受性一直对印度SaaS公司开发的一套产品,而不是在单个银行旗舰产品。“作为一个多产品的球员一直在关键我们的成长。如果你是一个产品公司的目标与小额规模达到10亿美元,数学不加起来,”首席执行官说Atul道路分析公司Manthan系统。
Manthan计数淡马锡和西北银行风险合作伙伴在其支持者,旗下12个产品,提供各行业技术解决方案和功能。
“看看Facebook——为什么你认为收购WhatsApp吗?看看谷歌或任何成功的科技公司。四年前,当我们转动的SaaS的球员,我们还决定,从这一点上我们会有产品,我们有机会成为世界领袖,”道路说。
这需要更大的研发支出。据业内估计,全球大多数SaaS公司分配约50%的销售和营销收入,并为研发15 - 20%。“(毛细管)的情况下,我们的研发花25%这个简单的原因并不像许多企业产品的国家,这是好机会来构建7 - 8很好的产品在一把伞下,然后每一个让你在接下来的7 - 8年1亿美元的收入,“Reddy说。
其他几个人相信有在急于开发多个产品固有的危险,因此,远离公司的核心竞争力。“如果你有一个足够大的目标市场,它总是更好的坚持自己的核心产品,不断完善客户价值主张,你越来越越来越多的关于市场的信息," Sandeep Singhal说Nexus Venture Partners的联合创始人。对于SaaS公司,以节俭开支,这是至关重要的。
“一些公司看到他们的成长受到进入新市场或扩大他们的产品基地。但这增长来实现的方式,”辛格尔警告说。风险投资公司等都与重申了SaaS公司越来越需要雇佣和留住高级营销人才。
“(SaaS公司)真正需要做的是关注营销效率和转换。如果产品已经证明,你知道谁是目标客户,漏斗必须更好的理解,”辛格尔表示。“公司必须有能力雇佣好跨地域销售和营销人才。他们必须擅长数字营销为了生成入站,“一步法的Kumar说。
除了几个,如西北银行,Nexus Accel,风险资本在很大程度上远离加倍的企业技术公司在印度,而是集中在更强烈的消费者互联网空间。然而,尽管投资者继续等待大付天从b2c的投资空间,SaaS公司开始了他们的进步,可能提供有关他们的支持者更清晰的投资回报。
“投资者看到,可以建立一个全球SaaS公司的印度,和这些指标看起来有吸引力,和(他们要求)我们可以建立更多的人吗?”Mathrubootham说。“
评论
现在评论 阅读评论(1)所有评论
找到这个评论进攻?
下面选择你的理由并单击submit按钮。这将提醒我们的版主采取行动