Subba’s Serendipitous moments

October 3, 2009

Salesforce.com into financial applications

Unit 4 Agresso has now teamed up Salesforce.com — the poster boy of SaaS to create FinancialForce.com that will produce SaaS based accounting, and financial management applications.

Well SaaS has been growing, but CFOs are mostly conservative and would not want to the data to be in the cloud. Hence the success of Financialforce.com will be keenly watched.

Now there are several interesting issues that come about with this joint venture.

For a start, it seems that Salesforce.com is a minority investor. Salesforce.com’s presence will undoubtedly create higher visibility for SaaS based financial applications. Hence other vendors will follow suit giving the SaaS proposition a greater momentum. Enterrpise software vendors who offer products in the mid market space like Oracle, Microsoft and SAP will have to respond quickly to this trend.

But with this association, Salesforce.com also seem to be sending mixed signals to its App Exchange partners who use the Salesforce.com’s Force.com platform to build new applications. Well, they could build an application only to realize that Salesforce.com might one day compete with them. Recent acquisitions by Salesforce.com in many of the App Exchange parnters’ businesses have not made Salesforce.com popular with many of the partners. Yet, there’s no compelling SaaS platform currently.

It looks like Salesforce.com needs to clearly clarify its positioning, strategic goals and its partnering model.

September 30, 2009

Vodafone takes the battle to the mobile phone vendors

A few months back one of analyst friends asked me whether it is possible for the mobile service provider to create their own App Stores and be successful. My opinion to him was they can do it or rather they should do it, else they have not even joined the battle for customer loyalty. The talk turned to Singtel which is one of the largest operator based out of Singapore and it has a global presence due to its joint ventures and acquisitions in many countries. I remember telling him that it should be one of the large operators who will have the reason to do it.

Now Vodafone has done it. Vodafone 360 is a mobile web service that provides music downloads, integration with Facebook and Twitter, and supports several handsets. In a way it is competing with Apple’s App Store, Nokia’s Ovi and other App Stores created by the mobile phone vendors.

Now Vodafone’s Telco 2.0 model (called efficient pipes) is nothing new. A lot of mobile service providers thought about that but shied away from taking the plunge. Now Vodaphone which has over 300 million consumers in over 30 countries has taken the challenge.

As Apple and Nokia increase their emphasis on the App Store and have made a success of it (Apple’s App Store’s success is chronicled here), the mobile service providers can’t afford to be silent spectators.

But whether the service providers with their current competencies would have the ability to build an App store and an application eco-system is a big question.

September 23, 2009

Dell seeks growth in Perot Systems

Dell made a surprise announcement to acquire Perot systems for close to $4 billion. Perot Systems in a IT services firms, predominantly US centric with government and the health care verticals accounting for over 70% of its revenues. By acquiring Perot Systems, Dell is just trying to follow the footsteps of IBM and HP by being a player in the IT services organization.

In my view, this is not a great step for Dell and I am disappointed. Here are the pros and cons:

Vertical presence: Perot Systems may have a great presence in the U.S. government and healthcare but outside of these verticals and outside U.S. it is a very marginal player. The healthcare sector may see some headwind thanks to the impeding reforms but the healthcare sector has been slow to innovate and have less appetite for new IT technology and services.

Margins: First Perot Systems doesn’t have great margins; in fact its margins are lower than industry standards and the last 6 months the results have been disappointing. For the 6 months ending June 2009, Perot made $59 million on a sales of $1.3 billion, which translates to a net margin of just 4.5%. Last year Perot Systems earned $117 million on sales of $2.8 billion.

Synergy: It is likely that Dell’s plan is to use Perot Systems to undertake IT services within its enterprise customers. This looks tough, as both the organizations have a different sales/engagement model. There is no significant synergy, and no integration issues as well. Dell is a $60 billion business and the Perot IT services business is relatively insignificant.

Strategic fit: While the acquisition gives Dell a services outfit, it is unlikely to be a strong strategic fit. Dell’s competencies are in supply chain, direct marketing, agility to respond and being able to sell volume products. The services business is an entirely different kettle of fish and the verticals where Perot is strong — the government and the healthcare are not noted for being agile. How this acquisition could become the “anchor” acquisition for IT services is difficult for me to understand unless Dell is planning on a roll up strategy to acquire other IT services firms.

With this step Dell also seems to be going on a different path. All trends and figures indicate that Dell’s position is becoming difficult with new areas like cloud computing, SaaS and other developments. Dell needs to bolster its offerings in that space to contend with the likes of Cisco and IBM and the Oracle-Sun combination as all of them are beefing up their offerings on the server space.

A strong product focused organization with its unique DNA and specifically strong organization culture will have to contend with several hiccups to make sense of this acquisition. IBM, HP and other It services organizations are unlikely to be impacted.

September 1, 2009

At Telstra you get a bonus for delayed IT projects

Welcome to the Telstra’s compensation model.

Greg Winn, the Sol Trujillo-appointed chief operating officer of Telstra until February 2009, was paid a bonus of $2.2 million for outcomes related to the delivery of the carrier’s IT transformation, which has since been revealed to be running $200 million over budget. Read the details here.

What’s interesting is that despite it running over $200 million over budget ( the project was supposed to save $100 million a year in IT expenses), the CIO feels satisfied that many of the objectives of the five year transformation was achieved.

David Thodey — the Telstra’s CEO believes a $200 million overspend should be considered a good result, considering the awful experiences other industries have had attempting an IT transformation.

“I do not know of a better IT transformation,” he said. “I’ve never seen a transformation come in that well.”

I am wondering if this is Telstra’s compensation policy and if I can get a job there. I am also curious to study Telstra’s goal setting methods, budgeting process and their compensation model.

Last year, I was advising a IT services firm on the strategy approach to managing a business transformation program for one of their clients. Knowing the risk of such a program and the various dependencies, there was a discussion of how the compensation structure for the team should be built. While I didn’t have a hand at making the final recommendation, the consensus was that the bonus scheme should be weighted in favor of the benefits realization proposition. Benefits in this case was actual cost savings and hence the cost savings need to be computed, independently verified, communicated to the client who has to accept it. Only then could the bonuses be paid.

Ironically, the IT services firm has Telstra as one of their large accounts. I hope they don’t adopt the Telstra model.

Microsoft Windows under siege.

Operating systems wars have been skirmishes. They haven’t produced any major upsets. Microsoft dominates the OS completely and despite the Linux aficionados, Microsoft’s strong hold remained unchallenged especially at the low to medium end servers and in desktops. It is a different story in the mobile space though.

But things are slowly changing and my sense is that in the next couple of years, Microsoft will face more heat compared to anything that it has ever faced on the server front.

Microsoft will have to increasingly contend with VMWare which has bolstered its arsenal with its acquisition of Springsource – maker of open-source software development tools which can analyze and optimize the application performance. This could allow VMWare to undermine the Windows operating system.

Despite all the talk about the huge growth of virtualization, the untapped market is still large. Currently virtualization has been done mostly at the data centers (which is where the complexity is and where the cost savings are) and even there the current estimate is that less than 25% of the servers are virtualized. This creates a big opportunity. It is no surprise that Cisco wants a piece of this market and it is targeting them with its Unified Computing system.

Well, there’s a desktop market and a notebook market and it will require a different approach to tackle this market. Currently the focus seems to be on the servers.

Microsoft cannot afford to ignore this market. In fact it announced Hyper V Virtual machine as part of its Windows Server 2008 and it is likely that it will offer several enhancements in time to come. Moreover, Microsoft can afford to give its Hyper V free. With other contenders like Citrix Xen, Virtual Iron remaining in the fringes, it is going to be a battle between Microsoft and VMWare. And again, this battle is not just one of functionality or product features, but increasingly fought on a business model.

In some way, it could very well resemble the browser wars of the nineties.

But from Microsoft’s standpoint the battle for the OS has another contender. Google with its web based software for office and productivity applications is also undermining the Windows operating system.

The early impact on Microsoft is here to see. However it is too early to announce the demise of Windows.

So, the skirmishes are over and the battle is being fought on many fronts.

August 11, 2009

Mobile phones serve as catalysts for social media.

The mobile data services market is on an unprecedented roll. For the first time, wireless data revenue in the U.S. passed $10 billion in Q1 2009. Wireless data revenue in the U.S. itself maybe $42 billion by 2009 as per the respected analyst — Chetan Sharma who has provided details in his market update. The U.S. is now is the largest mobile data market, ahead of Japan and China. Verizon’s data revenues are close to $4 billion, just shy of NTT DoCoMo’s. The top four U.S. carriers figure among the top 10 global operators by way of mobile data service revenues.

I was curious to find out what could have led to the phenomenal surge. While there could be a few factors, in my view the single largest contributor has been the growth of social media. Let me explain:

As more and more people sign on to social networking platforms like Facebook, there is a compelling desire to share and be part of the communication. This naturally implies that more people are signing up for the mobile data plans which are far more profitable for operators. The key catalyst that contributes both to the social media and to the operator’s profit pool happens to be the ubiquitous mobile phone.

A simple, easy to use browser and a good camera on the phone is all that is needed. When the smart phone was invented, I bet no one saw this as a potential application. The iPhone showed what is possible and soon a variety of devices has made access to social media quite easy.

Now, mobile operators for a long time have tried to offer a variety of applications, but barring a few none took off. This only goes to show that managing a network and managing a application portfolio calls for different competencies. And suddenly when one was least expecting, there’s a big surge in mobile data services.

INQ Mobile — owned by Hutchinson Whampoa has launched a Facebook phone. In Hong Kong, where the INQ1 launched back in March, nearly 50 percent of its owners regularly use data services on a level that is four times higher than the typical 3G user base. Facebook usage is also 3-4 times higher than the average on other 3G devices on the 3 Hong Kong network, the company said. Soon we may have a Twitter phone as well.

So, we are back to where it all started: Carriers have become dumb pipes and the innovation is happening around the ends of the pipes — at the device level and at the application level.

So, like I normally say about innovation, the unintended effects of an innovation caused by seemingly disparate tributaries often causes a flood in an area that we least expected to happen.

August 2, 2009

IBM girds itself against Cisco.

A few months back I wrote about Cisco’s game changing play and in the process declaring war on IBM and HP. I also indicated that an imminent realignment of alliances is likely. I have been following the subsequent developments with a lot of interest and here’s an update.

I have not seen HP do much in terms of launching an offensive to Cisco’s play. Either they do not believe in Cisco’s ability to build a carrier class digital IT infrastructure or they are tied up with other myriad issues.

IBM on the other hand has upped the ante with a series of moves. It entered into a fairly strong relationship with Juniper Networks. While IBM did mention that it was also bolstering its relationship with Cisco, for the discerning eye it was just PRspeak.

Brocade’s Fibre Channel over Ethernet (FCoE) will be offered as the IBM Converged Switch B32 and 10Gb Converged. This will strengthen the OEM agreement Brocade with IBM earlier this year to resell Brocade’s Foundry switches.

The battle for data centers will invariably shift to the cloud. And the shift may even be quicker than one can envisage. And the first vendor that are able to demonstrate that data can be moved from one cloud to another without a hitch, has a significant advantage. With the agreements with Juniper and Brocade, IBM seems to have a strong advantage over Cisco.

It looks like an interesting battle ahead between IBM and Cisco. To me, it looks like HP is still being hesitant.

July 25, 2009

The iPhone’s game changer — Analysis and questions!

Enough has been written about the success of the iPhone. It’s been truly a game changer. Some recent statistics will help us keep the success in perspective.

In the first weekend after launching the 3G iPhone Apple sold 1 million phones. Compare this when Apple sold 6.4 million units of its first generation phones in one full year after launch. Based on some preliminary analysis, the gross margins for the 3G phones are above 60%. Currently the iPhone 3GS (16GB) is priced at $199 and the 32GB model at $299. Well, one can expect some price discounting, but even then the margins are pretty healthy.

If the device has been a runaway success, the App Store with over 65,000 applications and about 1.5 billion downloads has been another game changer, much in the same way the ITunes store bolstered the sale of iPod devices.

Apple has only a 3% market share of the global cellphone sales, yet it actually actually accounts for 35% of the entire industry’s operating profits. A Deutsche Bank’s report actually states that before the end of the year Apple and RIM may have a combined market share of 5%, yet account for 65% of the industry’s profit.

In contrast, Nokia the market share leader has been struggling. In the most recent quarter it reported a 25% drop in sales and a 66% drop in earnings. The company has lost over half its value in the last 12 months. Clearly the company has failed to respond adequately to the threats of Apple, RIM and Google’s Android.

There’s nothing noteworthy about Sony-Ericsson, Samsung or LG. Motorola has clearly lost the game. HTC and Palm are new players in the game and their future will be determined in 2 years time.

What’s equally amazing to me is how numerous Japanese companies like NEC, Sharp, Panasonic who make excellent cellphones have largely confined themselves to Japan and never seized the opportunity to go global. An excellent analysis of this phenomenon is covered here. The analysis is interesting (recommended reading) and highlights the fact that as the underlying ground shifts from hardware to software, the Japanese companies may be found increasingly wanting compared to the iPhone and Android.

In hindsight, everyone knows that Apple created a game changer. But hindsight is 20/20. And everyone who’s studied Apple over the years would say that this was a replication of the iPod/iTunes phenomenon.

The key thing is not just a great technology wrapped in a cool design as most people believe it to be. I believe that they took a great technology and wrapped it in a great business model. It was truly a business model innovation redistributing the billions of dollars of value.

But here are some of the questions for which I am keen to hear views:

  • Did Apple see the weaknesses of the incumbents and then develop the complete business model? Were they prescient about the future course of events?

  • Were the incumbents (Nokia, Motorola, Samsung, Sony) too lazy or unimaginative with their competitive responses even when news got around that Apple could announce a iPhone?

  • Did Apple’s innovation with the business model, technology, and its eventual success laid bare the inefficiencies of other players?

  • Is a consolidation in the mobile phone industry imminent in the next couple of years? What are the likely scenarios?

June 27, 2009

In Government spin zone

In the times we live, the quality of a first rate mind is to be able to identify spin. The only negative side effect is that in the process one gets labeled as cynical. What was once purely seen as creating an image to put a sheen on performance, has now degenerated into an orchestrated spin often to substitute performance.

The best way to do spin on a co-operating and conniving media is to use data. Since the art of spin was invented in the U.S. let’s start there:

The data dished out indicates that continuous claims for unemployment benefits dropped. The naive reader would be led to believe that job creation is happening and unemployment is declining. The reality however is that once continuous claims are made, the recipients drop out of the claims rolls. This is confirmed by my economist friend — Dr. Ananth in his column as well. So, the drop in unemployment claims has nothing to do with generating jobs. This disclaimer is not stated even in the fine print.

The US non-farm economy lost only 345,000 jobs in May though it was expected to lose 500,000. One just inflates the “expected” figures and when the real number comes it is seen as better than expected, notwithstanding the fact that even the real numbers are high.

The flurry of visits to China by important officials in the Obama administration goes beyond the apparent significance. The US Treasury Secretary’s visit and before that the U.S. Foreign Secretary’s visit reiterating their U.S. was committed to a strong U.S. dollar is laughable. This is crude spin at best.

The U.S. is the biggest debtor and China has no choice but to accumulate U.S. dollar assets and suffer erosion of value as its currency is pegged to the U.S. dollar. As long as U.S. outsources its manufacturing to China, and as long as vested interests dictate that China’s economy has to be export driven, a weak U.S. dollar serves both sides. The U.S. keeps asking China to revalue its currency is nothing but a meaningless side show. Another case of spin.

The reality is that job creation in the U.S. since 2000 has been very low, and yet to keep the economy expanding the interest rates were kept low which created the asset bubble. We saw the repercussions of the asset bubble. Despite the bubble and the meltdown, China didn’t seize the opportunity to build a domestic economy. It simply increased the export rebates and boosted manufacturing capacity. Making the shift from export driven economy (which helped China taste success) to a domestic economy is akin to making the step from a state led economy to a market led economy. The present Chinese ruling elite has chosen to postpone the inevitable.

So, to keep up with the fact that Governments are doing something and that the economy is recovering we are entering the “spin zone”. Markets have rallied sharply since March 2009 and this is often cited as saying that all the stimulus spending is working. President Obama’s stimulus may become the cause of another bubble.

However if there’s more transparency and if the governments follow the principles of Government 2.0, by sharing all data and empowering citizens, it would be hard pressed to reveal the truth and curtail the spin.

Investors like bubbles. Media, to be relevant loves them. And Governments these days are too willing to generate one. And did I say that getting firmly entrenched in the “spin zone” and expanding the zone is often the first step.

I would certainly like to hear about the other spins that the Government puts across.

May 27, 2009

Will Singapore usher in Government 2.0?

President Obama will surely go down in history for a number of things. Amongst many things, he was the first one to use the power of social networking so effectively which led him to win the Presidential elections decisively. He appointed Vivek Kundra as CIO in his administration and Aneesh Chopra as a CTO. Surprisingly they are not marquee names as one would have expected, but people who have blazed a new trail defying conventional practices. Some prefer to call them the iconoclasts.

Vivek Kundra, the CIO for the Obama Administration launched a new website called Data.gov which for all its radical breakthroughs was announced quietly. I hope it gets the publicity it so rightfully deserves. The intent of the website is to release vast amounts of raw data so that tax payers can see what’s happening in the government and buraucracy.

The new site has 50 feeds and is intended to grow to about 240,000 feeds next month itself. It will be a one-stop shop for free access to data that will be generated across all federal government agencies.

This is a paradigm shift and in some sense unparalleled in the history of Government IT. First, it establishes beyond doubt the credentials of President Obama to be as transparent as possible. Second, ingenious entreprenuers can quickly develop Web applications more easily (with mash-ups becoming so common) using government data and take it to market. Finally, interested citizens can provide ideas to the government’s problems, now that they have access to better, reliable and immediate data. Finally, it also goes to show that the government is prepared to accept that it may not have all the answers to its problems and that crowdsourcing must be encouraged.

The Singapore government has been not just an early but a staunch user of IT. It has in the past, pioneered effective applications and can rightfully claim credit for the high level of IT penetration in Singapore. Yet, in recent years it seems to have lost both the momentum and direction. The Government IT directions are managed in a hybrid model with the Government CIO being part of the IDA. One look at the Government CIO mandate here shows it is inwardly focused, tactically driven and continues to o continues to operate from a traditional mindset.

At this stage of IT maturity merely notching up some incremental percentage points on the efficiency scale is not going to help either the Government or the citizens. It needs a more forward looking radical approach if it has to remain relevant and regain the respect that it once had. It needs a President Obama philosophy and a Kundra’s impetus for action.

If what is stopping this leap is imagination, it needs new blood; a set of iconoclasts. If however they believe that the government knows best and that there is no wisdom in the crowd, then sadly, only a serious failure will force a rethink. If the Government does not want to be more transparent, it is only inhibiting the natural empowerment and evolution of the citizens. If the government needs a role model, President Obama has accepted to be one.

Let’s not forget that one constant dimension of the various developments in the IT world is empowerment. This has happened not just within the firewall but as part of the extended enterprise. Choosing to ignore the philosophical underpinnings of empowerment is choosing to ignore the true potential of IT and in a way also choosing to ignore true progress.



I will have the opportunity to speak on Government 2.0 at a National IT conference very soon and this gives me a lot to conceptualize things better.

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