Archive for the ‘CEO Blog’ Category

2010, So Far

Sunday, August 15th, 2010

The first half of 2010 has been amazing for Vindicia. We are growing new customer GAAP revenue more than 250% year over year while exceeding our new bookings targets by an average of 80%. We’ve secured wins with some of the largest companies in technology, publishing, and media, and in doing so have shown that online billing is increasingly relevant across all industry segments, not just the early adopters. We look forward to telling everyone more about the world renowned companies who, over the last few months, have chosen Vindicia CashBox to replace their existing subscription system or to roll out new, industry changing offerings as those new projects come to market.

What I’m even more excited about is what we have in store for the second half of 2010.

  • Bookings have gotten off to a great start since July 1st, with wins in each of our key business segments in what had historically been a slow quarter.
  • We continue to innovate on the R&D front. We ended the tension between marketing optimization of the checkout process and responsibility for PCI compliance with our release of HOA in the first half. Going forward, look for us to support a greater set of use cases for subscription and microtransaction billing and expect even further expansion of our payment method support as our client and demographic base takes us to all parts of the world. Most importantly, we’re adding additional technology to enable our best practices that support the entire lifecycle of our clients’ online business and allow us to improve our already industry leading customer retention system.
  • With our record growth, we’re hiring and ramping the teams in all areas of the companies to keep up – if you’re interested in joining one of the fastest growing SaaS companies, please take a look at our careers page. We’ve entered that growth stage when I return from a business trip and meet brand new employees, and maybe you can be one of those new faces.

We started Vindicia because we believe that content and services can be sold online. We’re excited to see the market responding to that message and we’re proud of the new services and even categories we’re enabling. The switch to an “as-a-Service” business model across content, gaming, and software is creating vast new opportunities and unheard of cool new products. We at Vindicia get an early look at what is in store for everyone on the Internet and I can tell you that we’re feeling like kids on the night before Christmas. We’re helping build online revenue so our clients can build the online games, tools, and entertainment for the next 100 years.

Viva the Internet TV revolution

Friday, June 4th, 2010

Bill Gurley recently wrote an in depth blog post lamenting the overly anxious technologists who were foretelling the demise of cable and satellite TV.

Bill makes a host of very good points about the $32 billion at risk and the depth of the channel conflict. I had this point repeated to me by someone who has long been a part of the television business and he added how the even more widely split rights packages would lead to even more stickiness in the coming video channel transition.

However, the Services Tsunami is not going to spare television and movies.

I reminded the individual in question that I heard every single head of the major recording companies tell me how dis-intermediation was not going to happen on their watch. At the end of the day, the only senior record people gone from the industry left because their company was sold to someone else because of the consolidation caused by the Services Tsunami.

I think the item missing from Mr. Gurley’s analysis is the base practical argument. Today, when the television goes down in my home, as a DVR hard disk crash recently caused, there is no real panic. We move comfortably to either the Wii or Roku and Netflix to offset toddler television demands. However, when the internet is down for as little as an hour, for whatever reason, there is a sense of panic.

Most consumers will scream far more about a DSL or cable modem outage than a video satellite out of alignment outage.  Once IP connectivity is superior in each consumer’s life, then the tsunami is pulling the tide far past mean low water.

There is an Average Revenue Per User (ARPU) argument of which I’m suspicious. The argument goes something like this: IP is subsidized by television content or Plain Old Telephone Service (POTS) and thus the current cost of broadband is artificially low. That may be true, but everything I see shows that actually quick (5Mbp+ or 1080p capable) broadband is worth more than $30 to consumers. Turning off POTS and satellite/cable is a wonderful proposition to many of the folks with the most disposable income. I’d rather buy a UPS and a generator for when the power goes out.

Add in the demographic shift – my children have a hard time understanding why the TV in a hotel isn’t on demand – and the consumer pull really doesn’t care at the end of the day what the $32 billion reasons against adoption of television over the internet to PC equivalent means to them. To those consumers it means easy access to the DVDs or Blu-Rays they ripped so the kids don’t scratch them up.  It means on-demand access to sports, movies and their few favorite brands (Mythbusters, Top Gear, American Experience, NOVA, and The Pacific are some of mine – No Reservations, Simpsons and agreement on American Experience and NOVA are my wife’s.). Excluding the indirect subscription business of HBO, I care little about what channel those brands use to get to my HDTV. My DVR has taught me not to care and I can’t wait to not have to think about using a DVR to mimic what Boxee.tv will deliver me. Further, don’t get me started on how hard it is to immediately move that which I find on the web to my HDTV to watch with my wife or my whole family.

Boxee Boxes, iPads, and a storage system are far more functional for my whole family. Why would I keep paying $60 to $100 for less functional video? MLB and NHL have made the switch. Boxee was a superior NCAA Basketball Tournament experience this past spring . I’m not the only one thinking about cutting off my DirecTV soon and I’m more than happy to spend more on a faster link. Too bad no one wants to offer me that, but luckily my neighborhood DSLAM will get me to 720p comfortably and usually 1080p as well.

$32 billion is a wonderful market to cut in half while enhancing the consumer experience. Viva the Internet TV revolution.

SaaS and Intangible Sales Tax, LA, NY, CO edition

Monday, April 19th, 2010

As the budget pain continues in state government, a couple recent events are noteworthy.

First, New York State has taken the position in an advisory opinion that a SaaS offering is taxable when software is delivered in a hosted model. Advisory opinions aren’t fully binding and the application in question was voice related which may have complicated the analysis so this may be an outlier, but it is troubling that a SaaS provider with New York nexus may be required to remit sales tax for revenue generated from New York residents. My reading of the opinion is that gaming companies have to spend some time with counsel figuring out whether their service is the software or just post software access services which generally haven’t been taxed by New York in the past. Virtual goods models should be untaxed based on Apple’s advisory opinion, but the scope of the new opinion is troubling.

In Revenue Ruling No. 10-001 the Louisiana Department of Revenue has determined that not only are non executable downloads like books, music, movies, or AV updates taxable, but is now attempting to take the position that software delivered in the SaaS model is also taxable. Reviewing Louisiana’s logic, it would appear that true SaaS offerings that do not have client software outside of the browser are not actually taxable, but that the DOR is attempting to create a broad interpretation that states that the generated html in the users browser constitutes the software.

Further, Colorado is in process with emergency regulations that look on first blush to turn CO from a SaaS/intangible goods friendly state into a problem child for everyone in all 50 states. Colorado has come up with the unique idea that they will require all vendors, regardless of nexus to email out how much use tax is due on their tangible sales or sales of executable downloadable software. In addition, Colorado has extended the definition of tangible software to include electronic transfer of the box contents equivalent. For now it appears that Colorado has not extended sales or use tax to SaaS or non-executable downloads. We will be monitoring those developments closely and I expect to post more on the Colorado use tax situation including what will almost certainly be litigation over the far reaching impacts of Colorado’s new use tax notification law due to its extra territorial effects.

Murdoch: Go Back to the Drawing Board

Thursday, April 8th, 2010

Rupert Murdoch is out making news today that pay walls are a great idea and fingering Google Search as his nemesis. He’s off the mark on two points.

Paywalls are attempting to monetize access to content. That model died the day Tim Berners-Lee released CERN HTTPd. Raw access to content will or has been commoditized and that trend will only continue. Especially in the realm of content creation where there is little value add (read hard news), there just isn’t enough invested that the crowd can’t do as well or better that allows for simple monetization of that access. In point of fact, using the paywall in such a way that you break the network effect devalues the the content in question by taking it out of the conversation.

This is why I say that Murdoch has the wrong boogeyman. Murdoch is not competing with the Google search and Adwords. He’s competing with Google Reader.

As Reader continues to improve it will start to learn how you consume news and start to make staying informed easier for the end user. The real challenge for major news organizations is how to go back to the product development drawing board and understand their businesses as services that add value for their end users.

Newspapers were begun to facilitate news aggregation and to  make keeping informed easier, more reliable, and enjoyable in the days where telegraphs were expensive or even earlier where 6-8 knots or 20 horse miles per day was the speed of information.

It is now time for news organizations to start thinking about how they are particularly able to add value in ways that leverage the network effect (instead of hindering it) and starts to organize the crowd and the news in ways that both entertain and speed the end users acquisition of news information.

Money can be made and subscriber bases can be grown by major news organizations, but they will be grown because the news business makes a pitch to news consumers that adds value to how the consumer uses their content today instead of simply disconnecting content from the open network. News organizations that choose to try to understand the news I want and offer it to me for one price across my PC, iPhone, iPad, game console, Boxee Box, etc. will give me a reason to be their subscriber.

I’ll note that I have but one login to Netflix and that login knows what I like, what I’ve consumed, helps me find new stuff that will amuse me and comes with a single cross channel price.

Which news organization will compete with Google Reader to make me happy to pay them?

Oh Canada, or why TX success rates matter

Thursday, March 25th, 2010

Of late, Vindicia has been welcoming quite a few Canadian based gaming, software, and social media companies. We also work in partnership with Tier 1 payment providers like Litle and Chase Paymentech. This brings up an interesting issue as these merchants think through their business structure and monetization plans.

Visa and Mastercard rules require that for US dollar transactions be presented by a merchant as a US domestic transaction, the merchant must have a “presence” in the US. The card associations rules may seem confounding but they’re much to do about making sure that the associations comply with US regulatory requirements and so that the associations and the card issuing banks can have some confidence about the risk created by the merchant for any given transaction. This leads to a requirement that Canadian and other foreign domiciled companies have to set up a “presence” in the US. The alternative is to use a Canadian merchant account to present international transactions priced in US Dollars.

The extra effort  may seem painful, but that leads to an important consideration every company should be considering and that is the statistical likelihood that any given credit/debit card transaction will go through at any given time. One of the reasons that Vindicia has chosen to work with the very best payment providers is that, on average, those payment providers are more likely to complete a successful transaction. We often see prospective clients compare one of the top provider’s pricing to that of less capable providers and the variable most often missing in their ROI analysis that offsets their sometimes perceived higher cost is the change in revenue that an even .05% better success rate completing one time and subscription transactions creates in terms of dollars saved. When the cost of payment processing is less than 3%, it doesn’t take a lot of 97%+ transactions to offset small cost deltas between the pricing of the best in class and all the rest.

Returning to Canadian companies, analyzing the average likelihood of success of any given transaction shows that the slight extra effort is well worth it. Requests to bill a US customer from what appears to be a foreign (even just Canadian) bank will lower the statistical likelihood of each transaction that a Canadian merchant attempts as card issuers assign more risk to non domestic transactions. It takes very few incomplete transactions (from customers who wanted to buy from you!) to offset the small cost of creating a US subsidiary in a favorable US taxing area.