Selling To Enterprise - Power Struggle Between IT And Line Of Business

During my several interactions with - CIOs, senior IT leaders, and Line of Business (LoB) heads - I have firsthand observed the power struggle between LoB and IT and a slow but continuous tarnish in their relationship due to cloud and SaaS offerings. IT and LoB work for the same company but they build their little and in some cases huge empires within a company. Even if the end goal of a company is to leverage technology to gain competitive advantage, they all have orthogonal goals that appear to be conflicting from the outside. In a negotiation, it's imperative to recognize that both parties never want the same thing. It's about getting to a deal that's a win-win situation. Regardless of the kind of ISV you represent and who the buyer is, I suggest you make the both - IT as well as LoB - work in your favor.

The ISVs that typically face these challenges fall into one of these three categories: 1) On-premise vendors that sell into IT find it difficult to compete against SaaS vendors selling similar solutions to LoBs 2) SaaS vendors that primarily sell into LoBs find it difficult to get pass IT 3) On-premise vendors aspiring to sell on-premise as well as their new SaaS solutions to LoBs find lack of relationship with LoBs challenging. Not only the ISVs need to understand which category they belong to, but they also need to understand the conflicting goals between LoB and IT and have a strategy and a solution to overcome that. It's not black and white and there's no prescriptive approach. It does vary across customers, their IT maturity, industries, and regions.

The LoB is always about time to value. They want a solution today and they want it now. This is the reason SaaS has a compelling value proposition - nothing to install, no software to purchase, and relatively shorter implementation cycle - to serve the LoBs. On the other hand, IT wants governance, risk management, and integration. They see SaaS solutions as silo one-off solutions popping up everywhere in the company, keeping the CIO up in the night. IT sees technology and LoB sees solutions. This is also a function of how IT operates. I have seen many different variations of the same thing. If you have a clear value proposition for LoB, do cater to them, but don't bypass IT. It's tempting, but don't do it, instead make them your friends. Bypassing IT might help in the short-term but eventually you will run into issues.

I would recommend a few things:

Help IT scale: If you believe that IT wants control and hence wants to do everything on their own, you're most likely wrong. It turns out that IT doesn't mind at all if business can perform certain functions in a self-service way, as long as the IT is ensured that they have underlying control over data and (on-premise) infrastructure. The private clouds are flourishing for very same reasons. This is great news for on-premise vendors that are struggling to sell into IT with dwindling budgets. Focus your innovation on simplifying IT landscapes and making on-premise deployments more self-service for LoBs. For SaaS vendors, this is where you win over the on-premise vendors by providing instant value to an LoB and giving IT control over data security, governance, and integration.

Don't compete based on price alone: I have heard many times that compete based on price and you will win, regardless of whether IT or LoB is a buyer. Competing based on price could be a good thing, but it's not everything. Personally, I have observed quite a few bake-off situations and learned that price alone does not determine the final outcome. The IT as well as LoB do look for things beyond a vendor offering a cheap solution. If you're expensive, you need to have an end-to-end value proposition that is far better than your competitor and if you're cheap, you have to be cheaper by a magnitude to the second cheapest competitor for a customer not to ignore you. Also, the on-premise and SaaS offerings have not-to-easy price comparison since they have different CapEX/OpEx models resulting into potentially different TCO for a customer.

Follow the money trail: IT and LoB have their own budgets. Traditionally, on average, IT spends 80% of their budget on "keeping the lights on". The rest is spent on "innovation" or "strategic projects". While this is a broad generalization, this could vary from customer to customer. The most progressive CIO that I have so far worked with has the exact opposite number - 80% on innovation. As a vendor, not only you need to understand who has the power to write a check, but which bucket has the most money left with the least hoops to jump through. In some cases, IT has chargeback (to business) models and LoB-sponsored projects. Follow the money trail and understand the aspirations on both sides and position your solution accordingly. If there's no pain, there's no gain. Spend time on finding the biggest pain-point and a budget to fix it instead of educating a customer that they may have a problem.

Happy selling!

Making The Cut To Favorite Cloud, SaaS, And Tech Bloggers

The Dealmaker Media has published a list of their favorite Cloud, SaaS, and Tech bloggers. Once again I am happy to report that I made the cut. I am also glad to see my fellow bloggers Krishnan and Zoli on this list who are the driving force behind Cloudave. I was on a similar list of top cloud, virtualization, and SaaS bloggers that they had published in the past.

Under The Radar is one of the best conferences that I go to. This is the best place for disruptive start-ups to pitch an get noticed. They make a great attempt to connect entrepreneurs with investors and blogger like me. I have blogged about the disruptive early stage cloud computing start-ups as well as the disruptive start-ups in the categories of NoSQL and virtualization. Most of these start-ups have either had a good exit or have been doing well. The best example so far is Heroku's $212M exit. I met the Heroku founders at Under The Radar a couple of years back.

I am looking forward to soaking up even more innovation this year!

SaaS And Inverted OEM Channels

One of the things that I love to do: keep meeting the entrepreneurs to better understand the market and the challenges that they face. Recently, I met an entrepreneur that I highly admire. His company has SaaS components that other ISVs would OEM. Let's say, you are an ISV that would OEM his components and his company goes out of business. What are your options? We had a great conversation on SaaS escrow. Turns out that there is no real good solution. There are a few SaaS escrow solutions that ensure that the customers get their data back, if the company were to go out of business, and they also offer partial business continuity solutions. However, they won't be useful in this case.

One thing that he mentioned got stuck in my mind. He said, during his on-premise days (sigh!), the companies that OEMed his software wished that he goes out of business. The ISVs had his software working anyways and they won't have to pay him anymore. The same story is very different in the cloud. It's an inverted OEM model. If you're a SaaS ISV, you will do everything to make sure that your OEM partner stays in business for your and your customers' business continuity.

I have covered SaaS escrow before, but the solutions that are currently out there aren't perfect, and the OEM channel model makes it worse. The entrepreneur I met is attempting to solve this problem in a very creative way. I cannot discuss the specifics, but I will give you an update once he is done. SaaS changes not only the way the companies make, sell, and consume software, but it fundamentally changes how ISVs and customers need to think about their business and ecosystem. The legacy on-premise thinking won't translate well into SaaS.

5 Tips To Become An Influencer On Twitter

I have been answering quite a few questions on Quora. The most recent one was "What are 5 tips to becoming an influencer on Twitter?" This post is a version of my answer on Quora.

Being an "influencer" means different things to different people, but I would attempt to describe this in the most general sense.

1. Be unique: Twitter has very low signal to noise ratio. You don't get others' attention if you cannot differentiate yourself and your contribution. Be passionate about the topics that you care for and work hard to craft high quality tweets. Go through a brutal qualifying process to discard the weak draft tweets and post the ones that are of the highest quality. Treat your Twitter account as your personal brand and think what makes any brand stand out. As Seth Godin would say, be the purple cow.
   
   
2. Be a great blogger: Let's not forget that Twitter is still a form of blogging; a microblogging. Ask yourself what makes a great blogger? Apply those qualities on Twitter such as extensive due diligence, passionate about your point of view, not afraid of picking up a fight when you think you are right, not afraid of taking criticism in public, ability to give constructive feedback, and importantly discovering, reading, and synthesizing the information. To blog and to tweet is the last mile to influence the people. There's plenty of legwork that happens before that.
   
   
3. Converse with the influencers: Being surrounded by smart people makes you smart. This is not only true in real life, but it is also true in social media. Don't just follow the influencers, but try to understand why they are the influencers. Retweet their posts with your insights, thank them, and reach out to them with interesting stories, insights, and comments. Also, make an attempt to meet them in real life at tweetups and other networking events. At times, they are more open to meeting people than you might think.
   
   
4. Hashtags: I cannot overemphasize the importance of following and tweeting the live events. Follow a few conferences remotely such as #tcdisrupt or #sxsw and be part of weird memes such as #lessambitiousbooks. Also, try following obscure events. This is how you will discover interesting people and people will discover you. Follow up with people, that you like, after the event. Don't be afraid of self-promotion as long as you are humble and adding value in the conversations and interactions.
   
   
5. Cross-channel pollination: Twitter is one of many social media channels. Author your own Tumblr or Posterous blog, answer questions on Quora, post interesting pictures on Flickr and Instagram, and importantly, use the channels to direct people to follow you on Twitter. There are many different ways people find other people to follow on Twitter. Use the low impedance nature of Twitter to your advantage by converting all the social media interactions to have rich conversations with them on Twitter.

You don't have to be an influencer in real life to be an influencer on Twitter. In fact, that's exactly the point. It's all about Twitter as a channel that empowers simple human-beings, that are not influencers of any kind, to do amazing things and become an influencer. Justin is a great example. He found Twitter and used the medium for what it was good for. Now, he has a book and a TV show. On the other hand, Eric Schmidt has 54 tweets but has 2.34 million followers, as of 01/27. I don't think of him as an influencer on Twitter. Is he an influencer in real life? Hell, yeah. There are also people like Padmasree and Chamillionaire that have effectively been using Twitter to amplify and extend their great influence in real life to social media.

Drupal On The Cloud, Beyond Content Management

This post is co-authored by Manish Garg and Chirag Mehta

Drupal is widely recognized as a great content management system, but we strongly believe that Drupal offers a lot more than that – a framework, a platform, and a set of technology – to build and run enterprise applications, specifically on the cloud. This post is an attempt to explore the benefits and potential of Drupal on the cloud.

Elasticity

One of the last things the customers should worry about their websites is the performance degradation due to sudden spike in the traffic. For years, the customers had to size their servers to meet the peak demand. They overpaid, and still failed to deliver on promise, at peak load. Cloud solves this elasticity problem really well, and if you are using Drupal, you automatically get the elasticity benefits, since Drupal’s modularized architecture - user management, web services, caching etc. - is designed for scale-up and scale-down on the cloud for elastic load.

PaaS

If Heroku’s $212 million acquisition by Salesforce.com is any indication, the future of PaaS is bright. Drupal, at its core, is a platform. The companies such as Acquia through Drupal Gardens are doing a great job delivering the power of Drupal by making it incredibly easy for the people to create, run, and maintain their websites. This is not a full-blown PaaS, but I don’t see why they cannot make it one. We also expect to see a lot more players jumping into this category. The PaaS players such as phpfog and djangy have started gaining popularity amongst web developers.

Time-to-market and time-to-value

Drupal has helped customers move from concept to design to a fully functional content-rich interactive website in relatively short period of time using built-in features and thousands of modules. Cloud further accelerates this process. Amazon and Rackspace have pre-defined high-performance Drupal images that the customers can use to get started. Another option is to leverage PaaS as we described above. The cloud not only accelerates time-to-market and time-to-value, but it also provides economic benefits during scale-up and scale-down situations.

Application Management

The cloud management tools experienced significant growth in the last two years and this category is expected to grown even more as the customers opt for simplifying and unifying their hybrid landscapes. With Drupal, the customers not only could leverage the cloud management tools but also augment their application-specific management capabilities with Drupal’s modules such as Quant for tracking usage, Admin for managing administrative tasks, and Google Analytics for integration with Google Analytics. There is still a disconnect between the native cloud management tools and Drupal-specific management tools, but we expect them to converge and provide a unified set of tools to manage the entire Drupal landscape on the cloud.

Open source all the way

Not only Drupal is completely open source but it also has direct integration with major open source components such as memcached, Apache SOLR, and native support for jQuery. This not only provides additional scale and performance benefits to Drupal on the cloud, but the entire stack on the cloud is backed by vibrant open source communities.

Security

It took a couple of years for the customers to overcome the initial adoption concerns around the cloud security. They are at least asking the right questions. Anything that runs on the cloud is expected to be scrutinized for its security as well. We believe that the developers should not explicitly code for security. Their applications should be secured by the framework that they use. Drupal not only leverages the underlying cloud security, but it also offers additional security features to prevent the security attacks such as cross-site scripting, session hijacking, SQL injection etc. Here is the complete list by OWASP on top 10 security risks.

Search and Semantic Web

One of the core functionally that any content website needs is search. Developers shouldn’t have to reinvent the wheel. Integration with SOLR is a great way to implement search functionality without putting in monumental efforts. Drupal also has built-in support for RDF and SPARQL for the developers that are interested in Semantic Web.

NoSQL

The cloud is a natural platform for NoSQL and there has been immense ongoing innovation in the NoSQL category. For the modern applications and websites, using NoSQL on the cloud is a must-have requirement in many cases. Cloud makes it a great platform for NoSQL and so is Drupal. Drupal has modules for MongoDB and Cassandra and the modules for other NoSQL stores are currently being developed.

Drupal started out as an inexpensive content management system, but it has crossed the chasm. Not only the developers are trying to extend Drupal by adding more modules and designing different distributions, but importantly enterprise ISVs have also actively started exploring Drupal to make their offerings more attractive by creating extensions and leveraging the multi-site feature to set up multi-tenant infrastructure for their SaaS solutions. We expect that, the cloud as a runtime platform, will help Drupal, ISVs, and the customers to deliver compelling content management systems and applications on the cloud.

Research Report: 2011 Cloud Computing Predictions For Vendors And Solution Providers

This blog post was jointly authored by @Chirag_Mehta (Independent Blogger On Cloud Computing) and @rwang0 (Principal Analyst and CEO, Constellation Research, Inc.)

Part 1 was featured on Forbes: 2011 Cloud Computing Predictions For CIO’s And Business Technology Leaders

As Cloud Leaders Widen The Gap, Legacy Vendors Attempt A Fast Follow

Cloud computing leaders have innovated with rapid development cycles, true elasticity, pay as you go pricing models, try before buy marketing, and growing developer ecosystems. Once dismissed as a minor blip and nuisance to the legacy incumbents, those vendors who scoffed cloud leaders now must quickly catch up across each of the four layers of cloud computing (i.e. consumption, creation, orchestration, and infrastructure) or face peril in both revenues and mindshare (see Figure 1). 2010 saw an about face from most vendors dipping their toe into the inevitable. As vendors lay on the full marketing push behind cloud in 2011, customers can expect that:

Figure 1. The Four Layers Of Cloud Computing

General Trends

• Leading cloud incumbents will diversify into adjacencies: The incumbents, mainly through acquisitions, will diversify into adjacencies as part of an effort to expand their cloud portfolio. This will result into blurry boundaries between the cloud, storage virtualization, data centers, and network virtualization. Cloud vendors will seek tighter partnerships across the 4 layers of cloud computing as a benefit to customers. One side benefit - partnerships serve as a pre-cursor to mergers and as a defensive position against legacy on-premises mega vendors playing catch up.
  
  
• Cloud vendors will focus on the global cloud: The cloud vendors who initially started with the North America and followed the European market, will now likely to expand in Asia and Latin America. Some regions such as Brazil, Poland, China, Japan, and India will spawn regional cloud providers. The result - accelerated cloud adoption in those countries, who resisted to use a non-local cloud provider. Cloud will prove to be popular in countries where software piracy has proven to be an issue.
  
  
• Legacy vendors without true Cloud architectures will continue to cloud wash with marketing FUD: Vendors who lack the key elements of cloud computing will continue to confuse the market with co-opted messages on private cloud, multi-instance, virtualization, and point to point integration until they have acquired or built the optimal cloud technologies. Expect more old wine (and vinegar, not balsamic but the real sour kind, in some cases) in new bottles: The legacy vendors will re-define what cloud means based on what they can package based on their existing efforts without re-thinking the end-to-end architecture and product portfolio from grounds-up.
  
  
• Tech vendors will make the shift to Information Brokers: SaaS and Cloud deployments provide companies with hidden value and software companies with new revenues streams. Data will become more valuable than the software code. Three future profit pools willl include benchmarking, trending, and prediction. The market impact - new service based sub-categories such as data-as-service and analysis-as-a-service will drive information brokering and future BPO models.

SaaS (Consumption Layer)

• Everyone will take the SaaS offensive: Every hardware and system integrator seeking higher profit margins will join the Cloud party for the higher margins. Software is the key to future revenue growth and a cloud offense ensures the highest degree of success and lowest risk factors. Hardware vendors will continue to acquire key integration, storage, and management assets. System integrators will begin by betting on a few platforms, eventually realizing they need to own their own stack or face a replay of the past stack wars.
• On-premise enterprise ISVs will push for a private cloud: The on-premise enterprise ISVs are struggling to keep up with the on-premise license revenue and are not yet ready to move to SaaS because of margin cannibalization fears,lack of scalable platforms, and a dirth of experience to run a SaaS business from a sales and operation perspectives. These on-premise enterprise software vendors will make a final push for an on-premise cloud that would mimic the behavior of a private cloud. Unfortunately, this will essentially be a packaging exercise to sell more on-premise software. This flavor of cloud will promise the cloud benefits delivered to a customer's door such as pre-configured settings, improved lifecycle, and black-box appliance. These are not cloud applications but will be sold and marketed as such.
• Money and margin will come from verticalized cloud apps: Last mile solutions continue to be a key area of focus. Those providers with business process expertise gain new channels to monetize vertical knowledge. Expect an explosion of vertical apps by end of 2011. More importantly, as the buying power shifts away from the IT towards the lines of businesses, highly verticalized solutions solving specific niche problems will have the greatest opportunities for market success.
• Many legacy vendors might not make the transition to cloud and will be left behind: Few vendors, especially the legacy public ones, lack the financial where with all and investor stomachs to weather declining profit margins and lower average sales prices. In addition, most vendors will not have the credibility to to shift and migrate existing users to newer platforms. Legacy customers will most likely not migrate to new SaaS offerings due to lack of parity in functionality and inability to migrate existing customizations.
• Social cloud emerges as a key component platform: The mature SaaS vendors that have optimized their "cloud before the cloud" platform, will likely add the social domain on top of their existing solutions to leverage the existing customer base and network effects. Expect to see some shake-out in the social CRM category. A few existing SCRM vendors will deliver more and more solutions from the cloud and will further invest into their platforms to make it scalable, multi-tenant, and economically viable. Vendors can expect to see some more VC investment, a possible IPO, and consolidation across all the sales channels.

DaaS & Paas (Creation and Orchestration Layers)

• Battle for PaaS begins with developers: Winning the hearts and minds will drive the key goals of PaaS providers. As mobile, social, and cloud intersect, expect new battle lines to be drawn by existing vendors seeking entry in the cloud. The first platform to enable write once deploy any how will win. PaaS vendors will seek to incorporate the latest disruptive technologies in order to attract the right class of developers and drive continuous innovation into the platform.
• Vendors must own the platform (both DaaS and Saas) to survive: ISV’s who give up on investing in their own cloud platform to other ISV’s will be relegated to second class citizens. Despite the tremendous upfront cost savings, these platform moves cut-off future revenue streams as the stack wars move to the cloud. For example, ISV’s will avoid Java to mitigate risk with Oracle or IBM. The ability to control information brokering services will be limited to the platform owner.
• Tension between indirect channel partners and vendors in the cloud will only increase: Cloud shifts customer account control to the vendor. Partners who wholeheartedly embrace the cloud risk losing direct relationships with their customers. In the case of .NET development in Azure, greater allegiance by partners to Microsoft will result in less account control with Azure.
• PaaS will be modularized and niche: New PaaS vendors will focus on delivering specific modules to compete with end-to-end application platforms. One approach - dominate niche areas int the cloud such as programming language runtimes, social media proxies, algorithmic SDK, etc. Expect more players to jump into fill big gaps in big data, predictive analytics and information management.
• Mobile app development will move to the cloud: App dev professionals and developers want one place to reach the mobile enterprise to build, mange, and deliver. The app dev life cycles will follow the delivery models and device management will prove to be the keystone in ensuring the complete development experience. Vendors should expect the cloud to be the predominant delivery channel for mobile apps to end users. Success will require seamless management of extensions and disconnected support.

IaaS (Infrastructure Layer)

• Cloud management will continue to grow and consolidate: Cloud management tools saw significant growth and investment in the last couple of years. This trend will continue. Expect to see a lot more investment in this category as increasing customer adoption drives demand for tools to manage hybrid landscapes. Also expect consolidation in this category as several VC-backed start-ups seek profitable and graceful exits.
• Cloud storage will be a hot cake: Explosive growths in information in many verticals for early adopters already factor into this fast-growing category. With more and more data moving to the cloud, customers can anticipate significant innovation in this category including SSD-based block storage, replication, security, alternate file systems, etc. Data-as-a-service and NoSQL PaaS category will further boost the growth.
• NoSQL will skyrocket in market share and acceptance: Substantial growth in the number of NoSQL companies reflect an emerging trend to dump the infrastructure of SQL for non-transactional applications. The cloud inherently makes a great platform for NoSQL and that further drives the growth for data-as-a-service and storage on the cloud.

The Bottom Line For Vendors (Sell Side)

Cloud ushers a new era of computing that will displace the existing legacy vendor hegemony. Many vendors caught off guard by the shift in both technology and user sentiment must quickly make strategic course corrections of face extinction. Here are some recommendations for vendors making the shift to Cloud:

1. Embrace, don't wait, don’t even hesitate: Which is worse; cannibalizing your margins or not having margins to cannibalize? Faster time to market and greater customer satisfaction will pay off. The move to cloud ensures a seat at the table for the next generation of computing.
2. Begin all new development projects in the cloud: The rapid development cycles for cloud projects ensures that innovation will meet today’s time to market standards. Test out new projects in the cloud and experience rapid provisioning and elasticity. However, don’t forget to fail fast and recover quickly.
3. Avoid investing in platform led apps: Apps should drive platform design not the other way around. Form really does follow function in the Cloud. Platform designs must focus on agility and scale. Apps prove out what’s really needed versus what’s theoretical. Plan for social, mobile, analytics, collaboration, and unified communications but deliver only when it makes business sense.
4. Focus on developers, developers, and developers: Steve Ballmer is right. Success in the cloud will require bringing the developers with along on the PaaS journey. Don't make them wait until the platform is done. Otherwise, it may be too late for the company and developer ecosystem.
5. Prioritize power usage effectiveness (PUEs): As with the factories during the last turn of century, IaaS will be the heart of delivery. Companies with the lowest cost of computing will win and be able to pass cost savings onto their customers or pocket the margin. Further, data center efficiencies do their part in green tech initiatives.
6. Help customers simplify their landscape: Build compelling business cases to shift from legacy infrastructure to cloud efficiencies. Lead the race to optimize legacy at your competitor’s expense.

Disclaimer: The views expressed in this post are mine and not of my current or past employers'. This is my independent blog.

Salesforce.com's $212 Million Acquisition of Heorku - A Sparkling Gem In Radiant Future Of Cloud And PaaS

I met James Lindenbaum, a founder of Heroku, in early 2009, at the Under The Radar conference in Mountain View. We had a long conversation on cloud as a great platform for Ruby, why Ruby on Rails is a better framework than PHP, and viability of PaaS as a business model. He also explained to me why he chose to work on Heroku at Y Combinator. I was sold on their future, on that day, and kept in touch with them since then. The last week, Salesforce.com acquired Heroku for $212 million. That's one successful exit, which is good news in many different dimensions.

PaaS is a viable business model

PaaS is not easy. It takes time, laser sharp focus, and hard work to build something that the developers would use and pay for. A few companies have tried and many have failed. But, it is refreshing to see the platform and the ecosystem that Heroku has built since its inception. Heroku did not raise a lot of money, kept the cost low, and attracted customers early on. I was told (by Byron, I think) that an average cost for Heroku to run a free Ruby app for a month was $1. They considered it as marketing cost to get new customers and convert the free customers to paying ones, as they outgrew their needs. I cannot overpraise this brilliant execution model. I hope to see more and more entrepreneurs being inspired from - simplicity, elegance, and execution of Heroku's model - to help the developers deploy, run, and scale their applications on the cloud. In the last few years, we have seen a great deal of innovation in dynamic programming languages, access algorithms, and NoSQL persistence stores. They all require a PaaS that the developers can rely on - without worrying about the underlying nuts and bolts - and focus on what they are good at - building great applications. If anyone had the slightest doubt on viability of PaaS as a business model, this acquisition is a proof point that PaaS is indeed the future. Heroku is just the beginning and I am hoping for more and more horizontal as well as vertical PaaS that the entrepreneurs will aspire to build.

Superangels and incubators do work

There have been many debates on viability of the investing approach of the superangels and the incubators, where people are questioning, whether the approach of thin slicing the investment, by investing into tens and hundreds of companies, would yield similar returns, as compared to return on traditional venture capital investment. I also blogged about the imminent change in the VC climate, and decided to watch their returns. The numbers are in with Heroku. It's a first proof point that a superangel or an incubator approach, structurally, does not limit the return on the investment. I believe in investors investing in right people solving the right problems. If you ever meet James and hear him passionately talk about Ruby, the Heroku platform, and the developer community, you will quickly find out why they were successful. Hats off to YC on finding this "jewel". No such thing as too little investment, or too many companies.

Ruby goes enterprise

I know many large ISVs that have been experimenting with Ruby for a while, but typically these efforts are confined to a few small projects. It's good to see that Ruby, now, has a shot of getting much broader adoption. This would mean more developers learning Ruby, cranking out great enterprise gems, embracing Git, and hopefully open source some of their work. I have had many religious discussions, with a few cloud thought leaders and bloggers in the past few months, regarding the boundaries of PaaS. The boundaries have always been blurry - somewhere between SaaS and IaaS - but, I don't care. My heart is at delivering the applications off the cloud that scales, delivers compelling experiences, and leverages economies of scale and network effects. To me, PaaS is means to an end and not the end. I am hoping that an acquisition of a PaaS vendor by a successful SaaS vendor will make Ruby more attractive to enterprise ISVs and non-Ruby developers.

I have no specific insights into what Salesforce.com will do with Heroku, but I hope, they make a good home for Heroku, where they flourish and continue to do great work on Ruby and PaaS. This is what a cloud and Ruby enthusiast would wish for.