The new job at Innowave Technology is pretty cool so far: good people, great projects, very challenging work. It's pretty neat to be in the only company with 3 Oracle ACE Directors. It's also pretty neat to have the opportunity to see many different situations with customers in the SME space and the ways in which they use Oracle products.
One trend I'm noticing already: there are not many of these customers taking a bite out of the SaaS apple. I'm surprised by that. Think about it for a minute…does it really make sense for companies with under $100 million in revenue to be taking on the infrastructure required for the E-Business Suite or PeopleSoft? I'm thinking that doing so consumes a hefty chunk of their margins.
Now here is the really interesting part. I've been asking those companies if they've considered OnDemand or another SaaS partner. Most were either unaware of the SaaS option or did not have a good understanding of post-implementation maintenance costs for the apps they're implementing.
My conclusion: we're not doing a very good job of getting the SaaS message across to the SME customers. Which is surprising to me, considering they're the customers that have the most to gain from that message.
I'd be interested in hearing your observations. Are you seeing the same lack of traction for SaaS with SME customers I'm seeing? Find the comments.