Community Platforms & Subscription Billing tools

An Overview

June 21, 2013

Agenda
Social network Vs Online Communities
The Big Picture Social Media Ecosystem
Online Communities Forrester Wave
Defining the context

| 2013, Cognizant 2
Social Networks Vs Online Communities
| 2012, Cognizant 3
Relationship as Ends Relationship as Means
Emerging relationships around Common Interests Existing relationships
Limitless relationships
Limiting relationships Evaporative Cooling Effect
Networked Nested
| 2012, Cognizant 4
The Big Picture
Community Platforms Forrester Wave
| 2012, Cognizant 5
INTTRA is envisioning an online business community for our Freight
Forwarders
6
Private Community: Registration by invitation only
Primary Users: Freight Forwarders within the INTTRA network
Primary Focus: Ocean shipping; over time may include the entire value chain
and other transportation modes
Key Features
Basic Community Features (Blogs / Groups, Member Directory, Content etc.)
Value Add Features (Ask an Expert, Get certified, Launch INTTRA products, Buy
additional products / services)
Be the entry point for all things INTTRA
Be integrated with INTTRA products
Defining the context
Jobs to be done
7
Get
Answers
Find experts in specific fields (e.g.
Customs in Philippines)
Learn from collective experiences
Ask questions to specific problems
Get
Information
Latest Ocean Shipping Industry News
Research Reports
Industry Articles
Solve a problem
Get in the know
Award and
Gain Trust
Find vendors/partners around the
globe
Review partners based on business
experience
Link agencies / personnel together
Get
Access to a
Marketplace
Buy additional software and services
(INTTRA and vendor partners)
Get product documentation & support
Get deals and promotions
Build a network of
trusted business
partners
One stop shop to buy
& sell tools and
services for ocean
shipping
Benefits will vary for different roles within the freight forwarder organization
Value Drivers for the Community
Increase
market
share
Diversify
revenues
Increase
customer
intimacy
Reduce
costs
Increase volume of
transactions through INTTRA
Better package products
Improve brand perception
Increase speed to market
through product innovation
and adoption
Know your customers better
Increase stickiness with
customers
Increase customer
satisfaction
Increase upsell/cross-sell
Attract alliance partners
Monetize data
Reduce customer service
costs through self service
Reduce cost of sales
through lead generation
I D
D D
I
D
Direct linkage to community
Indirect linkage to community
8
Identified capabilities linked to the value drivers
9
Diversify Revenues
INTTRA ID
Full Transparency
Basic Community Features
Speed to Knowledge
Content Lifecycle
Rating System


Ask an Expert
Self Service


Certification
Automated Billing
Automated Contract Approval
Marketplace



Value
Drivers
Increased Market share
Guiding Principles of the Community
10
The community is
about our customers,
not INTTRA
Launch quickly and build
capabilities as per the
community needs
Make the community
simple and easy to use
All community access
should be through
registered users
X
Start showing revenues
in 2013
Community platform vendors
| 2012, Cognizant
Founded in the year 2001
Positioned in the Leaders Quadrant of the Magic Quadrant for Social CRM
True SaaS solution with strong focus on Social Customer Experience
Lithium Social Support Communities have won industry accolades and recognition
Leading customers include BT, AT&T, Skype, Cisco, Verizon
Founded in the year 2001
Positioned in the Leaders Quadrant of the Magic Quadrant for Social CRM
Robust Community Platform with SaaS and On-Premise Solutions
Strong Ecosystem of Implementers and Developers at Jive Apps Market
635 Enterprise Jive Engage Platform customers, including SAP AG, HP, T-Mobile

Founded in the year 2002
Online Community Software with strong focus on B2B products and services.
Ideal Platform for Mid-sized and Enterprise-level businesses & User Groups
SaaS solution with secure file-hosting done through Amazon S3
Leading customers include VMware, Firehouse Software

Used as a back-end system for at least 2.1% of all websites worldwide
Free social business suite based on powerful content management frameworks Drupal
Open source Cost effective alternative to proprietary social business software
Acquia Ranked No.1 Software Vendor -2012 in US in the 31
st
Annual Inc. Report
Successfully deployed communities for Twitter, Mercedes Benz, E-Bay
30 million Joomla downloads as of 2012
Free social business suite based on powerful content management frameworks Joomla
Open source Cost effective alternative to proprietary social business software
160000+ Strong community of Joomla Users
Positioned as powerful add-on which turns Joomla CMS into social networking site
11
Our approach to product fitment
12
Features / functionalities
offered





Product
Fitment
Technology
Fit
Functional
Fit
Vendor
Profile
Cost
Fit
One time and ongoing
costs





Ease of implementation
and integration etc.





Market reputation, list of
existing clients etc.





Functional
Fit
Technology
Fit
Cost
Fit
Vendor
Profile
Basic Community Tools
Content Management
Member & Content Search

SFDC Integration
Standards based Arch
Scalability

Licensing Cost
Implementation Cost
Cost of customizations

Year Established
# of Clients
Industry Mentions

30 %
30 %
30 %
10 %
Final Product
Fitment Score
Dimension Evaluation Parameters Weightage
Community platform evaluation criteria
13
Community platform vendor scoring summary and recommendation
We recommend to go
with an open source
Community
Open Source and hence
the cheapest option with
practically no licensing and
maintenance cost
All the functional features
that are present in the
enterprise solutions like
Jive, Lithium and Socious
can be developed in
Drupal
Sales Force integration,
scalability of user and
integration with enterprise
database can be achieved
by developing the portal
with Drupal
Drupal & Joomla have
been successfully used in
communities across
businesses

14
Vendor Selection- Summary
15
COMMUNITY PLATFORM
Enterprise solutions satisfy both the functional as well as technical expectation for
INTTRA in terms of out-of-the-box solutions
Enterprise solutions are not cost effective owing to their high licensing and support
cost
Open source on the other hand allows a lot of customization and its easy to build the
community with the features needed by INTTRA
Open source solutions are cheap with no licensing/support cost
SUBSCRIPTION PLATFORM
No suitable open source solutions available for payment and subscriptions
The enterprise solutions considered for evaluation satisfy both the functional as well
as technical expectation for INTTRA in terms of out-of-the-box solutions
Enterprise solutions have necessary regulatory features like PCI compliance
The evaluation also considered the revenue recognition as one of the key offerings of
the platform
| 2012, Cognizant 16
Understanding Subscription Billing
End of Period Recurring
Internet Merchant Account
Basic Terms
Payment Gateway
Revenue Recognition
Subscription platform vendors
| 2012, Cognizant
Founded in the year 2009
Recurring Billing Platform requiring Merchant Bank Account externally
Supports variety of payment gateways including Braintree payments and PayPal
PCI DSS Compliant. Supports data portability.
Simplicity in pricing and integrating the recurring billing solution
Founded in the year 2006.
Offers industry specific revenue billing solutions in the market
Online subscription billing and management platform with broadest set of customization
and configuration options
Subscription Management Platform covers the entire gamut of Billing, Finance & Commerce
Leading Customers include Box.com, Pearson, TATA Communications, DELL, TATA

Founded in the year 2009
Rated 13
th
Fastest Growing Company in North America since 2006
Multicurrency pricing + Paypal Support + Hosted Subscription Order pages
Supports Subscription + traditional billing via Fast Spring E-Commerce
Online Advertising Tracking & Google Analytics Support

Founded in the year 2009
Offers API + Web-hooks managing subscription management
Strong partner ecosystem of diverse billing services offered via partnerships
PCI DSS Compliant. Supports Data Portability
More than 1000 customers. Significant ones include Scribd,Formstack,Opscode,Panda
Founded in the year 2007
Supports Subscription + traditional billing across mobile & web platform
Accepts payments in 130 + currencies worldwide
PCI DSS Compliant. Supports Data Portability + Vault storage for customer data
Offers tailored pricing plans for high volume businesses
17
Functional
Fit
Technology
Fit
Cost
Fit
Vendor
Profile
Subscription Plan
Management
Revenue Recognition
Shopping Cart

SFDC Integration
Ease of implementation
Data portability

Licensing Cost
Implementation Cost
Cost of customizations

Year Established
# of Clients
Industry Mentions

30 %
30 %
30 %
10 %
Final Product
Fitment Score
Dimension Evaluation Parameters Weightage
Subscription platform evaluation criteria
18
Subscription platform vendor scoring summary and
recommendation
We recommend to go
with Zuora
Zuora provides most of the
key functional features
that are required for
INTTRAs community
Sales Force integration,
scalability of user and
integration with enterprise
database can be achieved
using Zuora
Zuora is been used as a
subscription platform by
many big customers
Zuora is an enterprise
solution and hence does
not come cheap. It has
both set up and
maintenance cost that is
dependent on the
transaction volume

19