PJ: Is the UpsideLive product part of any applications market place, i.e., salesforce.com’s AppExchange, Microsoft’s Pinpoint, etc.? Are there any future plans in that regard?
Upside: We do have standard connectors to Sales Cloud 2 and Microsoft Dynamics CRM but are not part of AppExchange or Pinpoint as of yet (it’s in the near term plans though)
PJ: How does the offering stack up compared to your other on-premises and on-demand products? Is there a comparative matrix of the functionality and pricing for these product lines?
Upside: UpsideLive LITE was created to service those companies who do not have complex contracts and are searching for a simple yet effective solution for their contracting needs. We have scaled back our popular UpsideLive product and removed functionality that isn't essential for simple contracts.
UpsideLive LITE provides a simple contracting system where core contract data can be entered, appropriate Word, PDF or other files can be attached, and searching and reporting functionality can be utilized - all at a significantly reduced price. Please see here for more comparative details.
PJ: How do you compare this offering to what your competitors Ariba and Selectica are offering (or will offer soon) on AppExchange?
Upside: We also have the connectors to salesforce.com and Microsoft Dynamics CRM, but we offer more flexibility in terms of being able to leverage the richer functionality (e.g. template management, clause analysis, BI, etc.) that isn’t currently available in these competitive offerings. As well, with this offering, clients can start in a software as a service (SaaS) mode and migrate to behind-the-firewall if they choose to and with a minimal cost/impact.
PJ: What about skittish companies not wanting to keep their sensitive contract data in a public cloud? Is there any change for the better of late?
Upside: It’s getting better and the ability to migrate quickly and painlessly to a behind-the-firewall mode is helping them sell internally. Thus, the “legal beagles” know that should they want it in-house, it can be done with a zero impact.
PJ: How is the CLM market doing in general, and Upside vs. the competition?
Upside: BUSY in capital letters is the best way to put it. We are projecting a growth of about 30 percent in revenues and at least doubling profits. We definitely seem to be winning more deals than the competition, but that is based on the deals we know about, so you never know…
PJ: With regard to your aforementioned differentiating capabilities (i.e., electronic signatures, paragraph-based terms & conditions, etc.), which product editions feature these (or these are pervasive in all Upside products)?
Upside: All of those features are in UpsideContract and UpsideLive. The UpsideLive LITE is a pared down offering and hence the ridiculously low price point. But, migrating to UpsideLive is a simple matter of a new license key and it’s even all on the same infrastructure, so again, the opportunity to move up and get more is made quite easy with this offering.