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Agora,[object Object],2/8/2011,[object Object]
Agora – V1,[object Object],Sell-side: · Cloud infrastructure service providers· Enterprises with spare capacities in their private clouds; privacy concern will not prevent enterprises from selling their resources· Consumers or small businesses who want to sell off their resources during sleep cycles (screen saver style)Buy-side:· Startups (most are using AWS today)· Companies engaged in image and video processing, conversion and rendering (e.g. digital media companies)· Scientific data processing (e.g. biotech research companies)· Financial modeling and analysis (e.g. hedge funds)· Enterprises migrating from own data center to cloud infrastructure· Oversold infrastructure providers· Arbitrageurs,[object Object],Sell-side:· Service providers: Additional marginal revenue at negligible cost (mostly additional customer service cost)· Enterprises: Lower IT cost – spot market revenue mitigates portion of infrastructure costBuy-side· Reduced cloud compute infrastructure cost· Increased procurement flexibility,[object Object],· Develop a functional platform / marketplace · Sign-up sell-side and buy-side customers· Process payments,[object Object],· Technology partners – companies that provide cloud infrastructure interoperability and portability products/services· Payment processor· Law Firm· PR / Marketing Firm· VC/Investor,[object Object],· Automated sign-up and transaction process· API support for buyers’ developers / IT admin staff· Live customer support to handle sign-up and transaction issues / glitches· Developer support for API· Online support forum,[object Object],· Direct sales force on both sell and buy sides to seed the market.· Application vendors that are interested in reducing the infrastructure cost of their customers· Integrators (e.g. Accenture)· Automated sign-up process· Key influencers within the startup movement, such as Quora, Foursquare· IT thought leaders or technology evangelist to foster market adoption,[object Object],· Physical – servers vs cloud?· Brand – “largest market for cloud compute resources”· Intellectual property – efficient buy-sell matching and transaction execution · Development resources – UX and scalable distributed backend· Enterprise sales force (small and tight, focused on key accounts)· Biz dev (channel partners and technology partners)· Support (initially handled by dev)· Financial – angels and VCs. Amount TBD.,[object Object],· Transaction fees / commissions charged to sellers· Derivative products,[object Object],· Customer acquisition costs – need to determine how heavily will we need to rely on our direct sales force (vs using online marketing to drive buyers to market)· Development Costs· Infrastructure costs – will scale with # transactions (a function of # customers and frequency of transactions per customer per day)· Support costs – will scale with # transactions· Legal costs – filing patents, incorporations, etc,[object Object]
Agora – V4,[object Object],· For enterprise segment, higher touch model with direct sales force,[object Object],· API support for buyers’ developers / IT admin staff· Live 24/7 customer support ,[object Object],· Online support forum,[object Object],Buy-side· Reduced cloud compute infrastructure cost through capacity planning· Better, easier way of finding the right compute to match their needs,[object Object],Sell-side: ,[object Object],[object Object]
 Better planning for demand variability ·
Develop a working prediction algorithm & build product
Develop matching algorithm for compute & build portal
Sign up keystone customers to test product
Develop relationships with cloud compute vendors· Technology partners – cloud vendors, management tools· Payment processor· Law Firm· PR / Marketing Firm· VC/Investor,[object Object],Buy-side (most important):·High compute needs with high variability in usage ,[object Object],[object Object],Sell-side (secondary- will follow if we are able to attract buyers): · Cloud infrastructure service providers,[object Object],· Direct field sales force to enterprise customers,[object Object],· Integrators / consultants (e.g. Accenture),[object Object],· Physical – servers vs cloud?· Brand – “efficiency in the cloud”· Intellectual property – prediction algorithm· Development resources – UX and scalable distributed backend· Enterprise sales force · Biz dev (channel partners and technology partners)· Support · Financial – angels and VCs. Amount TBD.,[object Object],[object Object]
% fee to sellers from channel activities
Derivative products· Customer acquisition costs – Demand creation + Field sales· Development Costs· Infrastructure costs – will scale with # transactions (a function of # customers and frequency of transactions per customer per day)· Support costs – will scale with # transactions· Legal costs – filing patents, incorporations, etc,[object Object]

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E245 agora week6

Editor's Notes

  1. 8 calls per rep per day240 days per year5% conversion from qualified lead to customer
  2. 4 new enterprise customers per rep