professional services roadmap 2011 and beyond
TRANSCRIPT
© 1E 2011 1
Professional Services
Ambareesh KulkarniSales kick off 2011
© 1E 2011 2
Who we are• Team: 16 Worldwide• Working on 25+ projects
worldwide in January • Active projects with:
• 4 of the Top 10 banks• multiple Fortune 100
companies • Average 10+ years of Industry
experience of most Consultants
© 1E 2011 4
Why 1E Professional Services?
• One point of contact and responsibility– Our skin is in the game – achieving a lower TCO for the customer– Management involvement during project execution– Direct access to Product Management, R&D, and Customer Support
• Focused 1E consultants– Product specific methodology– Multiple skill-sets in one staff – 1E products, SCCM, OSD etc.– Best practices referenced and applied to projects– Greater experience with the product and solution implementation– Higher throughput, resulting in compressed project timelines
© 1E 2011 5
PS Triangle of Profitability & Health
Revenue
References
Repeatability
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• Ensure customer success.• Run Professional Services
in a profitable manner.• Attract and retain key
employees.• Disperse information
from projects and customers to various groups within the Organization.
Professional Services Charter
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2011 +• Is about growth • Customer Satisfaction• Flawless execution• Consultant skills, morale and
productivity• Closer working relationships with
other groups• Internal & External marketing• Partnering with partners• Building our brand
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Above all, it will be about..
• Driving projects to completion & closure.– It is not our Fault but it is our Problem
• Continue building both Depth and Breadth in the team.– Top Grading Skills
• Innovation
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When Sales and Professional Services work as a team, we increase…
• Account knowledge.• Ability to pitch the right
solution.• Control over results.• Revenue.
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Path to customer success
Customer Process &
Requirements Definition
Pilot Implementatio
n
Customer Training,
Acceptance & System
Refinement
Deployment Scale-up
Production Deployment &
Customer Acceptance
Measure and monitor savings
and benefits
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• Flawed design and implementation strategy. • Inadequate risk management and mitigation plans.• Poor integration and system design, resulting in
unstable implementations.• Competing and misaligned initiatives.• Inability to facilitate and manage the project.
Professional ServicesCommon Pitfalls when customers don’t use services
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Professional Services positioning Be Proud of our Position in the Pecking Order
“Believe the fact that Professional Services fee is always less than the cost of the problem we are trying to solve.In which case, our client is winning and so are we.”
Adapted from an article by Tom Varjan
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Advantages of a Solutions driven business model
• Deeper client relationship• Turns relationships to partnerships• Less prone to commoditization• Higher price points anchors high bill rate• Solutions bring more value to customers
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Packaged offerings objective
• Design solutions/patterns.• Sample scripts.• Design and deployment best practices.
To help identify patterns in 1E solutions so customers can 80% of the time quickly deploy 80% of their solution by reuse of proven:
Facilitate reuse of Professional Services Intellectual capital……profitably
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Packaged OfferingsWindows 7 Migration Offering TBD
Deployment Strategy Session Most Deployment Strategy Sessions result in significant and large follow-on engagements. E.g. JPMC
10 days
Health Check or Tech. Gap Analysis
Easiest way to get an existing customer to purchase more licenses or new products is to conduct a technical audit of existing and outdated IT systems
10 days
PPMP Upgrade Package (5.66.0) Take the risk out of upgrading to 6.0! 5-10 days
Nightwatchman Fast Start Enables customers to rapidly deploy a small to medium size PPMP solution by leveraging 1E Professional Services Methodology, & Best practices
5-10 days
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Implementation Timeline
Requirements Gathering
Packaged offerings
Gather core and basic requirements
Focus on gathering
requirements
Prototype deployment
scenarios
Prototype only, not production
ready
Focus on rapid implementation
Develop extensions
Prototyping Implementation
Requirements Gathering Prototyping Implementation
TIME
Regular
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Vision 2011+
North America, EMEA
Organic growth and through partners
Growth aligned with software sales
New packaged offerings, training & certification programs
Enterprise IT Solutions Experts
Revenue from Partners
Geo.
Pres
ence
Busin
ess
area
sCo
mpe
-te
nce
Profes
siona
l Serv
ices G
rowth
Grow
th
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Call to action
• 100% attach rate is the goal.• Think services ‘early’ & ‘often’.• Land and Expand with services.• Become familiar with the
packaged solutions.• We are here to help, reach out!• Quality pipeline & accurate
visibility is important.• Approved paperwork is critical
Customer Success