Reflecting on Bessemer’s “Top 10 Laws for Being “SaaS-y”, there is only one rule that doesn’t really apply to MVaaS – #4.  The point of this law is that channels generally don’t work well for SaaS companies.  Deeter states, “SaaS products, by their nature, don’t require massive amounts of systems integration (SI) work to implement, so they’re not a great fit with the traditional SI business model”

MVaaS varies from the traditional SaaS service, like Salesforce.com, in that it sits on top of a distributed network of devices.  You still need cameras and recorders.  You need them to be installed.  You are interfacing with other systems, such as access control or POS.  You are operating on the companies broadband network.  There are tremendous opportunities for SIs and others to drive revenue and profits from all of these services in addition to the incremental revenue they would get from the recurring SaaS portion of the value chain.  They can sell more equipment, they can provide all of the service and labor, and they can provide integration services.

MVaaS is a tremendous opportunity for SIs to provide a differentiated and compelling service and pull through other attractive revenue for their business.