Love Your LMS

Yes, I’ve unashamedly borrowed the Litmos tag line for the title of this post. But can you blame me? The Saasu Training Team love the flexibility the system affords.

When we launched the Saasu Accounting Partner Programme we realised the most crucial part of the process (training) was going to be the hardest.

Cue: Litmos LMS

To set the scene: We have staff spread across Australia and New Zealand, each of whom required upskilling, as well as an international customer base. They work on Macs, PCs and an assortment of mobile devices. They operate in different time zones, and maintain their own office hours. There’s no consistency.

Each of these individuals needed to be taught about the latest developments in our product, and have their progress assessed. Handing out awards for online accounting competency is a serious business, and so we needed a platform that let us control everything.

We quickly identified that an online, on-demand LMS (learning management system) was essential.

eLearning is a rapidly expanding industry, and it’s no surprise as it offers incredible flexibility. It’s a concept adopted by businesses of all sizes. From local franchises, to large multi-nationals.

We looked at several options, but nothing we came across seemed up to the job. Then we found Litmos.

Their claim ‘easy to use’ had to stand up to two tests… Easy for the training team to set up, and easy for customers anywhere to use.

As it turns out, it is – and we’ve been impressed with the system for a number of reasons:

- Custom branding (we wanted it to fit our identity)
- Excellent support from the Litmos team themselves
- Adding and assigning courses to users is now a 2 second job
- Notifications on assessments are automatic

But the best thing about Litmos, is that it isn’t a one-off resource. Clients can sign in to review presentations as many times as they like.

We now have a series of courses set up in our LMS, each one consisting of an informative presentation followed by an assessment. The training team can quickly modify, assign, and assess each of these, and our users can see their progress at a glance. Having a system that not only simplifies the learning process, but also makes keeping track of user activity easier is a real bonus.

Our team are only just scratching the surface of the product’s capabilities, and we can’t wait to modify our processes to make use of the advanced features. Check out the Litmos product tour to find out more.

Have you completed one of the Saasu training courses? We’d love to know your thoughts.

Want to sign up for the courses? Lost your sign in details? Get in touch with Support and we’ll set you up.

Or are you a business looking to improve your training experience? We highly recommend getting in touch with Nicole and the Litmos Team.

Let’s get together (online)

There’s been quite some noise in the blogosphere lately about the way we train our users, so we think it’s time to give a run down on the tools we’re finding most helpful.

In this post we’ll look at GoToMeeting, which as those of you who have attended our webinars know is a great way to give sales presentations and run training sessions.

For any business looking to broaden its reach, or increase the efficiency of its sales, support and training staff, online webinars are the best way to quickly and easily run interactive sessions that add so much more value than a standard phone call.

We now have a sales team across Australia and New Zealand who can schedule upwards of 8 meetings a day, where traditional traveling around would allow only 3 or 4. Not only that, but each session they present can have multiple attendees (up to 1000!).

However, our training team use the platform the most out of anyone in the organisation, running courses from both sides of the Tasman. They can even collaborate, presenting together and creating interactive sessions for our users.

The easy planning system makes setting up sessions weeks in advance a breeze, and provides greater flexibility for those attending the courses. Instead of making them schedule their day around us, we are able to offer a range of dates and times so they can progress at their leisure.

Another bonus is that upon registering, the automated email system we’ve set up takes charge, and sends notifications to all attendees of any changes to the session date and time, and well as a convenient reminder so they don’t miss their webinar. It also lets those that missed the presentation know about viewing the recorded version, or switching to another date.

You can see a full list of features here, but the winning points for us in choosing GoToMeeting were:

- Huge savings (financially, and in time spent visiting clients in remote locations)
- International reach, to potential clients around the world
- Portable (anyone can join, from anywhere. Even on their iPad!)
- VOIP and Conference Call options
- Multiple presenters in sessions, and interactive Chat and Q&A options
- Optional session recording for those that missed the webinar

If you want to read more about these benefits, a couple of months ago an article surfaced in The Australian, in which Marc discussed how GoToMeeting has been saving our team time and enhancing our sales and training processes.

What many of us didn’t realise was that a few weeks earlier he’d been pulled aside by the GoToMeeting team themselves, and asked to give his thoughts on their product. He mentioned this in passing, but it was quickly forgotten… As it turns out, they had the cameras rolling.

After trawling the web we’ve managed to unearth the video, and so thought we’d share it with you.

Are you already using GoToMeeting, or an alternative? If so, let us know. We’re always keen to pick up tips from other users to improve the experience Saasu offers!

In our next post we’ll look at the Litmos LMS, which as well as being produced by an enthusiastic team, has been our solution to training and assessing users from all over the globe. But, for now jump over to our webinar info page and sign up for one of the sessions if you haven’t already done so.

What’s your business model?

We love talking to business owners about their business models. Naturally when a tool comes along to help with the process of understanding business models then we get quite interested. Board of Innovation have come up with a simple way to reduce the complexity of working on your business model.

It’s not new in itself being basic flow diagrams but it’s really nice how they have represented the value of things like micro credit, experience and free services into the modelling approach. Not just representing the value of money which is a mistake people often make. They could actually go a step further and represent social and environmental value in a business and produce model that allows for social capitalism.

Business Model Kit – by Board of Innovation from Nick De Mey on Vimeo.

The low cost web

I often meet competitors, web application owners and accountants who say, “Why do you sell your product at such a low price?”

Interestingly the question is sometimes a disguise for a discomfort they feel around why they charge so much for their own product or in the case for accountants, why they are paying such a high price elsewhere versus what they pay for our online accounting application licences.

I might be crazy to have this dream but back in the early nineties when I was part of a team building one of Australia’s first online banking websites I was of the belief that the web was designed to save people and businesses money. We wanted to remove banking costs through a self service website.

I really believed that dream. I formulated Saasu in 1998 to continue that dream with the plan to decimate the cost structure of SME accounting software or at least change the way the big software providers operated in our country. I wanted to build a $1500 online accounting application with inventory, payroll, a light CRM and sell it for $299. That was my plan. This I thought would help empower businesses, save capital expense and put an end to tax table update racket that plagued accounting software in our country.

Many believe in the dream of the cheap web, I’m not alone. It is evident in Google Enterprise with their $50 per year plan, GotoMeeting with their $49 per month service and Last.fm with their unlimited music for $5 a month. Probably the most famous in this space for the fight against old pricing models (in the medium to larger enterprise sector) is Salesforce.com who while being a bit above some small business price tolerance levels is actually very inexpensive for it’s market.

The reality is that prices can be low, and businesses like ours are profitable and we can hand the massive savings the web brings back to customers through low prices. I must disclaim that I am a bit more of a social capitalist than your average CEO.

I refer to this as the big joke in our industry. Look around, online applications are nearly always more expensive than software. I’ve subscribed to a few products this year that while I think they are great products they are very expensive for what they offer so I can’t and won’t recommend them to customers and the reality is they are probably a competitor away from losing me. Products need to be both effective and inexpensive, not just one of these.

Sometimes the counter argument is that you should pay up and that for some magical reason this means you are getting a feature rich quality product. This isn’t always the case. In my experience expensive products often don’t have a great feature set. These companies usually have to spend a lot of money marketing to get the sales in the door because of the high price barrier. As a business owner or accountant we all should be totally committed to cost effectiveness ratio. Costs translate into the cost of goods value and thus translate into retail price our customers pay. Cost management is very important so you can make good margins BUT NOT at the expense of your customer. It’s what I call profitability with integrity.

When did the industry decide that small business has a bottomless pit of funds to pay subscription fees? They don’t! Every dollar counts, every dollar is felt, and that should be treated with respect as it directly impacts their business success and at the end of the day that means their families.

So where did it fail for many companies who don’t seem to believe in this crazy dream. I think the answer is with banks and shareholders. The dotcom bust really scared the crap out of bankers and c-level management in technology companies. Most went broke and then the rest decided that customers should pay up. Pay up for their ventures through higher prices, pay for their VC deals or equity issuance. The customer would pay for more certainty for their management and their shareholders and give them the grace of a quicker path to profitability through a higher price paid at checkout by the customers.

Saasu took 8 years to become profitable, we did that because we believed in our price structure. We dedicated ourselves to creating a low cost product. We hold prices as low as we can and we were alone in the market, we could have charged more. However, we believe in this crazy dream that web applications should cost less than software and we have stuck with it.

That’s who we are at Saasu.

The Cloud is Saas-y

If you are a CIO, CFO, Advisor or Business Owner then SaaS has become an increasingly compelling choice over software. Online accounting is on the shopping list rather than the future wishlist. The questions are increasingly about how to change rather than is it secure. Not adopting SaaS has switched from being viewed as “risk averse” behaviour to one of “please explain why we are spending a fortune on software licenses”. Ask yourself “can I outperform the Cloud and SaaS providers on security if I take that risk on myself in house and manage and host my own software and data?”

SaaS contains a lot of sugar and spice. It turns CapEx into OpEx. It gives you capacity to burst workflow and users. It enables work from home for parents. Small business owners can take that holiday, do the online accounting payrun from afar and keep up to date. It’s liberating technology. If you aren’t a believer ask yourself why every major software company around the world is busily trying to reinvent themselves. They are busy getting their pilots license so they can fly into the cloud.

Choose an online accounting system based on credentials. Being a traditional software company is far from an appropriate credential to do cloud based applications well. Do you want to back an old dog trying to learn new tricks? Choose SaaS providers who are profitable, there are many. Most important of all is to look at their breed. Do they have a history of free tax updates? Do they let you export your data? Do you get stung for high support costs? Many new SaaS providers along with the old software companies fail on this. What’s their motive? Barriers to exit? What are their ethical genetics like in light of this?

Look for SaaS companies that will let you fly like you’re in an A380, that has the scale and all the mod cons and features you expect in this new age. One that you can trust.

Photo by VSZ

Naturally Selected Web

I presented at Web3.0 and the Future of Social Media Conference yesterday (see Twitter hashtag #web3).

I wanted to push ahead a few years and get the point across that we need to think about the web in a more naturalistic way. It’s not about silicon, electrons and data. It’s now has a life unto itself and displays the traits of living things.

I also wanted to focus on the way the web application and business space faces consumers. Essentially that we need to change direction and treat each individual as important, be careful with their time and relevent when we give them content and services.

Here’s my slide notes…

Burning Questions

So much technology
:: Why am I so time poor?

Photo: ToniVC

The next big thing
:: Where are we at?
:: Web 2.0, 2.5, 3.0, yada, yada.

Photo by David Prior

The Web Entity

The net is a beast
:: It has developed a life unto itself
:: Relative to natures evolution it’s a mini-beast, amoebic.

Photo by microagua

Primordial Days
:: Quality of info filters builds
:: Good levels of sharing
:: Early sensory control
:: Early utility adoption
:: Start of linked data

Life like
:: Homeostasis
:: Organization
:: Metabolism
:: Growth
:: Adaption
:: Response to stimuli
:: Reproduction

Biotic
:: Consumers
:: Employees
:: Developers
:: Investors

Abiotic
:: Applications
:: Network
:: Platforms
:: Web construct

Devices

Generation D
:: The data generation
:: The device generation

It’s about the data
:: Data surpasses the importance of the digital bodies that it lives on.
:: Data is created about data. A world of linked data.
:: Data lives on the web and Devices are windows into the web.

Data is set free.
:: User permission.
:: Socially permission.

Everything has a brand
:: People, Ideas, Services & Products. Not just companies.

Numerical Brand
:: Algorithm + vote search
:: Social bookmarking
:: Followers & friends
:: Crowd sourcing
:: Content rating
:: Like vs link

Information overload
:: We need better controllers of the data we see.

Restraint
:: We collect and regret
:: Collect = Gather and store data, experiences, apps, tools.
:: Regret = Missing something like news, ideas, experiences.

The Cost of the Habit
:: Time
:: Effectiveness
:: Self expression
:: Quality of experience

Data Addiction
The old addiction
:: Physical Consumption
The new addiction
:: Digital Consumption

Sales Automation

Educate vs Sell
:: Authenticity

Trigger vs Campaign
:: Trigger based email/mail/web

Targeted and relevant
:: Don’t waste their attention

Off balance sheet Sales
:: Community, Customers, Partners & F&F

Data Brokers

Data Brokers
:: Integrate and connect applications and data
:: Examples: WDCI, Boomi, OneSaaS

Web applications will change
:: less device dependent
:: more connected.

Application Constraints
:: Apps that don’t connect and that are feature light weights
:: Applications that are niche require hand holding

Moving data around
:: Too many pieces in the puzzle.
:: Too many connected apps to solve business problems.
:: Too many moving parts.
:: Higher risk of failure

Attention Dollar

Attention Dollar
:: The currency of the web is attention.
:: The attention police is relevance.

Attention Defined
:: 8 hours a day playing Warcraft

Photo by glenn batuyong

The Attention Economy
:: The web beast evolves based on your attention votes.
:: Your time is being absorbed by websites and apps in piecemeal
:: Systems seduce you into giving your time away.
:: Good systems will reward your time

Marketing emails
:: Like the guy at the party who talks & talks *eyes glaze over*

Attention engineered email
:: The new email regime.
:: Email that is exactly relevant to my needs in time, place and interest. e.g. Marketo

Infographics
:: Pictures trump text

by Davvi

Meta Data Driven Content
:: Wikipedia trumps Encarta
:: Twitter trumps Yellow Pages

Digital Soap Box
:: You have something you want to say
:: e.g. walls, tweets, blogs, chatter

Data and graphic rich business apps
:: Replacing numbers/words with pictures

Memetic Engineering
:: Designing business models to produce memes.
:: Capital value is based on the consumer & business Attention acquired.

Ubiquitous Web

Required Elements
:: Data, Utilities, Connection & Computation

The web is evolving based on what works & what doesn’t
:: Small nuances = Big differences

The web is getting judged, naturally selected
…and across many devices

Consumers are mini VC’s
:: Invest small amounts attention dollars

Consumers are natural selectors
:: May the best “web genetics” survive.
:: Facebook is genetically superior to MySpace? Or does it have a privacy cancer?

Do you have an iPhone?
:: How many apps have you tried?
:: Small numbers of apps survive your standards
:: The few that do have common traits

iPhone App Survival Traits
:: Extremely entertaining
:: Create or save time
:: Window into content

Utility Web

Low rather than No Software
:: Software burns time and CapEx from business
:: Software = Rekeying data, upgrade software, buy licenses & maintenance

Cloud applications / SaaS
:: Converts CapEx into OpEx
:: Google, Microsoft, Amazon are re-building the webs architecture

The Semantic Web is a WIP
:: Resource Description Framework
:: Ontology Language
:: Folksonomy

The AI Web
Mechanising our activity
:: Mechanical turks
:: True Artificial intelligence
:: Data collection and connection
:: Collective web intelligence
:: Knowledge coding
:: Recommendation Engines e.g. Apple Genius
:: Rules Engines: Triggers, Rules, Scheduled Events
:: Business Logic Layers that are flexible, learning, crowd sourced

Web Evolution

Darwinian
:: Natural Selection applies

The future will be strange
Strangeness is a consequence of innovative thinking
Ross Lovegrove

The future will be functional
its the only vehicle which have the elegance of intelligence, because it’s not driven by marketing, it’s driven by function
Philippe Starck (on military vehicles – his favourite vehicle)

User Designed Applications
:: Behavioural design
:: Relevance design
:: Theme serving

Q: With all this technology why are we time poor?
:: Shouldn’t the evolution of the web help?

A: The web doesn’t let you triage your time very well
:: We are designed to collect, gather & hunt = Quick, while it’s there.
:: We are opportunists by design

A: We are bad at delaying gratification
:: The marshmallow experiment.
:: We are still learning how to do this with financial dollars.
:: What hope is there for us with the attention dollar. It’s too easy to spend.

Web 3.0 will
:: penalise inefficiency
:: lack of connectivity
:: poor relevance

A new kind of Capital Punishment
:: Inefficient, expensive, disconnected will lose the survival of the fittest contest
Failure to be efficient
:: The new “margin squeeze”.

All business are really two+ businesses
:: They are what they normally do and they are technology businesses.
:: Survivors will have embraced this passionately
:: Survivors will ensure tech creates time rather than consuming it.

Saasu calls this
:: Engineer the way you work

Thank You

Marc Lehmann
Email: marc@saasu.com
Twitter: @marclehmann
LinkedIn: marclehmann
Web: saasu.com
Blog: saasu.com/blog
Personal blog: marclehmann.net
Address: 1st Floor, 111 Elizabeth St Sydney, Australia 2000
Creative Commons: Attribution-NoDerivs License

Dance near the door

Often small businesses can tap into opportunities that arise out of government policy change, project work or new schemes that have uncertain longevity. Billions of dollars of this happens in the economy each year. In recent years the stimulus in the G20 economies has resulted in many new opportunities which businesses are now tapping. The big catch is that a fleeting start can have a fleeting end. I refer to these as pen-stroke opportunities.

As an example in the UK the construction of 5 billion dollar aircraft carrier is in doubt as quickly as it was planned. In Australia there was an insulation scheme with good environmental intentions that recently collapsed highlighting the inherent risks and subsequent systemic business failures.

The problem is that while you swim in a sea of cash a storm may be brewing. Politicians might be changing their minds, funding may be ending, new technologies might be about to make your business model irrelevant. Any business model based on a temporary market opportunities requires a agile business model. In doing this some simple strategies can be employed.

It must be a low capital structure.
Make sure the CapEx you have to make is commensurate with the risks of the opportunity ending and that you can sell that CapEx when and if it happens. The inability to shift old or redundant inventory is one of the biggest problems I see in business.

Keep your human resource needs off balance sheet
Outsourcing, sub-contracting and services (vs. self-service) can help keep headcount down in the business. Thinking more like a film producer that pulls people together for a project rather than thinking like a traditional business owner. Pull the right people together and know that filming will stop and you need a simple dismantling strategy for your business and it’s crew. Set the expectations in the staff as such, they have families and responsibilities and need to know where the risks are around longevity.

Preferably hold near zero or just-in-time inventory levels.
This is simply so you can dance near the door. If you don’t and the party ends you don’t want to get trampled in the rush for the door. If you are holding a big capital investment or high levels of stock you risk not achieving a good exit when forced to sell it back into the wholesale market.

Don’t expect the government to pick up the pieces.
They love cutting projects with the stroke of a pen. We all know this and little compensation is ever forthcoming. Even when the Government is clearly the party that has messed things up there is little sympathy from the electorate or other businesses because opportunism for high returns is understood to have higher risk. If the change in the scheme or project is due to a government change post election then the new government doesn’t need to act in your interests for at least another 3 or 4 years until the next election comes along. They know your cries will be long forgotten.

Structure a low CapEx and instead higher OpEx model
Keep leases and contracts short or flexible. Keep creditors as short as possible. Don’t run your capital structure with long term debt or intensive plant and equipment capital purchases. As an example opt for pay-as-you-go mobile phone plans instead of 2 or 3 year contracts. Buy Saasu on subscription instead paying upfront for old style accounting software!

Gap management
Make sure you OpEx matches you revenue side of the business. This gap management is critical. If considered it will ensure you don’t load expense into the business without having contracted or committed the revenue side.

Put your opportunistic hat on but make sure it’s the right hat for the job.

Google Innovation Isn’t Just Online

Google Maps for Real Estate SearchGoogle constantly reinvents the way things are done in business. Re-invention in all aspects of their business is a fundamental part of Google’s culture. It’s not just about online solutions and the cloud.

On the way to work I spotted a Google Maps Real Estate promo done with LJHooker. Essentially it highlights the ability to search and view houses for sale or rent using Google Maps. You can explore the area where you are looking to buy or rent with Google Street View. Even check out the neighbours houses next door to your prospective property before you even get in the car to have a look in person.

This is interesting for many reasons. It is a classic leap in customer experience we see often thanks to the web. Mashing up a relatively new tool, Google Maps with a time consuming problem of house hunting. Further monetizes Google’s investment in the Maps technology, which was developed in their Sydney, Australia office. The same team now building Google Wave.

What I also like about Google’s approach is the physical marketing device (pictured). It’s different to all the other marketing devices used in the building. The "placemark" symbol has become synonymous with Google. It was also a tangible and sculptural presence. Typically the advertising device of choice at this site is plasma screens, perspex covered billboards or freebies handed out to passers by. I noticed a lot of people stopped to check it out. I think it has a quality that can be very valuable in marketing. It’s "curious". Curious is good, curious is usually a consequence of innovative thinking.

Web 3.0 and The Future of Social Media

I’ll be speaking at the International Business Review Web 3.0 conference on the 3rd of June this year about what I call the Naturally Selected Web. Some of the topics covered in my speech I touched on in my speech at CeBIT last year about the Data Generation but at this event I’ll get into more detail about how Web 3.0 is in part about participants selecting brand and product variants in what is literally a Darwinian Natural Selection process.

Quote voucher code SAAS-WEB3 if you want an extra 10% of the 31 March early bird deadline price.

Industry Leader Tips

I attended Tech23 in Sydney a couple of weeks ago and posted some tweets of key comments made by panel members made up of various industry leaders. Some didn’t make it to twitter, so here’s the content from my notebook.

I like attending these events. You can get insights (and insight reminders) at most events by sitting, waiting and snipping them from the conversation as they appear. Most content at these events isn’t dramatically new but there is usually outlier comments. It’s the context that they are made in and how it my apply to your own business model that is interesting.

It’s extremely important to watch other industry’s. When you cross pollinate ideas into your own industry or business model you can create new products and even new markets where they didn’t exist before.

 

Getting to critical mass. What is your critical mass? Chunk it down to micro market and get intensity.
Alison Deans from Netus

If it takes you 4 minutes to sell something you have a costly customer acquisition strategy.
Sue Klose from News Digital Media

We measure the life of an iPhone App in hours, not even days.
Sue Klose from News Digital Media

The lifespan of tagging is as long as humans can do it better than code.
Alan Noble from Google

Auto-magical (Alan describing a system that does something well automatically).
Alan Noble from Google

Don’t give concrete forecast numbers. Better to talk about the tech you have.
Mike Cannon-Brookes from Atlassian

They need to be careful and respectful of the users desktop space (In reference to desktop apps).
Phil Morle from Pollenizer

Patents stop you shaping your IP. People usually patent IP to early.
Mark Bonnar Cleantech Ventures

Patents should be used to ring fence a commercial space.
Roger Price from Innovation Capital

Young people will open up more online.
Didier from Cultureamp.

Building culture means give better feedback daily to your staff.
Didier from Cultureamp.

You can scale culture with software in your company.
Didier from Cultureamp.