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SaaS based ECM solutions are experiencing significant growth and adoption rates.  While the overall business picture remains strong, actionable marketing data on SaaS ECM is largely unavailable.  This survey was designed to ask, answer and analyze some key issues every marketer should understand in order to tailor their messaging and solution promotions in the SaaS ECM arena. 

The report package of analysis of the research findings and includes:

1. A written professional analysis of survey results,

2. Marketing recommendations by Kollabria analysts,

4. Chart jpeg's on CD for use in presentations,

5. A 1 hour telephone consultiing session to answer questions and discuss report conclusions.

Study Goals and Objectives

The primary goal of the study was to developing some definitive baseline SaaS ECM data to guide marketing, messaging, and promotion of SaaS solutions to customers, channel participants and influencers (consultants). The objectives were to probe the perception, awareness, and key adoption criteria for SaaS ECM solutions among four primary constituents, users, vendors, sellers and recommendersand analyzed in this report are:

1. Customer awareness of SaaS

2. Customer interest in SaaS ECM solutions

3. Customer barriers to adoption

4. Customers use of ECM and document management solutions today

5. Customer interest in switching from standalone to SaaS solutions

6. Reseller, Integrator and solution consultants awareness of SaaS ECM solutions

7. Reseller, Integrator and solution consultants barriers to recommending SaaS ECM solutions

The survey was conducted over the period of several weeks from late November to Mid-December.  Several short follow on surveys were executed in order to clarify responses. Verbal interviews were also conducted in order to interpret and analyze results. A total of 200 responses were gathered from a selected sample of current users of ECM solutions, current resellers as well as consultants and potential customers who either already own, are already selling, and had exhibited an interest in a variety of ECM solutions on the techinfocenter website.

Company Revenue Size - by Percent of Respondents

> $1billion  15%

< $1billion   4%

< $500 million 9%

< $100 million 8%

<$50 million 21%

< $5 million 42%

Vendors, resellers and consultants were screened out of all customer specific "willingness to buy" and "interest in" questions.  Resellers, integrators and consultants were given their own "willingness to sell/recommend", "key customer purchase criteria" and "interest in" questions in order to compare customer perception with reseller and integrator selling and recommendation approaches.

General Survey Portion

During the general purchase portion of the questionaire all respondents were asked the same set of questions in order to determine what if any differences in familiarity, awareness and current product usage might have on their perception of SaaS ECM solutions.  Questions centered around:

1. Familiarity with the term "SaaS"

2. Experience and use of existing SaaS solutions of any kind

3. Use and expansion plans for Microsoft SharePoint

4. Ownership and usage of an existing ECM solution

User Survey Portion

1. Satisfaction with current ECM solution

2. Vendor of current ECM solution

3. Perception of cost and value of ECM solutions

4. User perception of SaaS ECM solution

5. Willingness to buy SaaS ECM

6. Primary attributes of SaaS ECM (what customers think is important)

7. Objections to SaaS ECM solutions

8. Perception of features and benefits of SaaS ECM solutions

Resellers and Integrators of ECM

1. Interest in reselling SaaS ECM

2. Customer perception and readyness for adopting SaaS ECM vs. Traditional solutions

3. Role of SaaS in their future

4. ECM software products currently being sold

5. Importance ranking of SaaS solution features and capabilities (what they think is important)

6. Level of interest in selling SaaS today and in the future

Demographics

1. Job Roles

2. Company Size

3. Current business involvement with ECM, buy sell, recommend, use.

Like any survey, after analyzing the results there were a number of surprising findings.  More importantly as usual the findings raised additional questions that will be examined in a follow on survey (Part II) the questionaire for which is currently under development.