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Is On-Demand SPM Right For Your Company?
 

Is On-Demand SPM Right For Your Company?

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presented by Jeffrey Saling, Vice President of Callidus Software On-Demand, at TrueConnection: Sales Performance Mangement Conference 2007

presented by Jeffrey Saling, Vice President of Callidus Software On-Demand, at TrueConnection: Sales Performance Mangement Conference 2007

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Is On-Demand SPM Right For Your Company? Is On-Demand SPM Right For Your Company? Presentation Transcript

  • Is On-Demand Right for my Company? Jeffrey Saling Vice President Callidus On-Demand
  • Agenda
    • On-Demand Criteria and Facts
    • On-Demand Market Trends
    • Objectives, Benefits and Service Offerings
    • Getting Started in On-Demand
    • Why Callidus On-Demand?
  • On-Demand – Key Evaluation Criteria
    • Privacy & Security
      • Compliance with standards (SAS70 / SOX / EU-Safe Harbor)
      • Architecture & Design
        • Consistency with type of application being evaluated
        • Different standards for sales leads vs. personal info
    • Reliability & Scalability
      • Look at track records for uptime over 2 years
        • 99.9% for Data Center / Hardware / 99% for applications built on top
      • Scalability to data volume and projected complexity
        • Handling others who are more complex / demanding
    • Financial Advantage
      • Conduct an analysis – vendors will help
        • Savings can be >50% of internal costs
        • Get a good checklist of costs
    • Suitability to purpose
      • Specialization is preferred
      • Vendor experience with business issues
    • Flexibility & Technical Compatibility
      • Contractual and technical: Conversion, Migration, & Cancellation
      • Service options: Self and Full Service
      • Ease of data transition in and out
  • Callidus On-Demand – Key Facts
    • Fastest Growing On-Demand SPM vendor
      • Over 26,000 subscribers - first 18 months of operation
    • Most widely used
      • Payees and customers in 121 countries around the world
    • Highly Private & Secure
      • Only best-of-breed EIM/SPM vendor that is Safe Harbor (European Union) certified for data privacy and security
      • SAS70 / SOX (US) Compliant
    • Extraordinarily Reliable
      • Documented uptime of 99.5+% exceeds industry standard service level agreements
    • Fully Featured
      • Only On-Demand / SaaS SPM provider with functionality & tools for
        • Incentive plan calculation & pay
        • Fully secure reporting for payees
        • Analytics & Query tools for administrators and managers
        • Quota & Territory management
    • Certified on AppExchange
        • Integrated with salesforce.com
  • Mission
    • To deliver Callidus Software’s leading-edge Sales Performance Management solutions over the web.
    • … and…
    • To deliver those solutions without any customer concern about technical infrastructure - allowing our customers to focus on their own business objectives.
    • Industry leading Sales Performance Management with:
      • On-Demand delivery over the internet
      • Immediately available environments:
        • Production, Test, and/or Development
      • Rapid configurability (upfront and ongoing)
        • Fixed Price and T&M start-up options to support any & all
      • Variety of technical and business service levels
        • Standard ready access to
          • TrueComp Manager
          • TrueInformation
          • TrueAnlaytics
        • Optional ready access to all other Callidus solution packages
      • Subscription based pricing (per payee)
    • All the advantages of full featured SPM suite at a lower cost of entry with highly predictable on-going costs
    • Safe and secure options to meet wide ranging business, technical, and financial requirements
    Callidus On-Demand SPM: Defined
  • SaaS Preference is Increasing
  • Market Trends in On-Demand
    • On-Demand is a trend…
    • “ Hosted applications will grow from 5-7% of “IT spend” in 2004/2005 to 33-50% of “spend” within 5 years…”
    • “ By 2010, 30 percent of software revenue will be derived from software delivered via SaaS models” (0.8 probability)
    • Why: On-Demand is a better cost model…
    • “ Companies spend 83% of their IT budget on managing software, 17% left for innovation.”
    • What should buyers look for…
    • “ Users should begin investigating and testing SaaS providers for specific, well-defined business tasks that can be integrated into larger business services.”
    • “ In 2007, 61% of CIO’s will look to buy On-Demand, up from 38% in 2006”
    Gartner Observations : McKinsey CIO Survey:
  • IT Budgets Driving Trend to On-Demand * Source: Gartner Nearly 80% of corporate IT budgets spent on managing existing software* Other: 1% New development: 21% Administration: 14% Existing Infrastructure: 28% Support and Maintenance: 36% IT Budget Allocation
    • Objectives, Benefits and Service Offerings
    Callidus On-Demand SPM
  • Callidus On-Demand Benefits
    • Ease of use
      • Infrastructure and applications are setup and provided
    • Great Performance
      • Robust technical implementation on scalable up-to-date hardware
    • Secure and Private
      • ISO 17799, COBIT, Directive 95/46/EC of the European Parliament (Safe Harbor) compliant infrastructure and operation
    • Stay on Latest Release
      • v5.x currently, and will migrate to future releases as part of standard support (scheduled within 2 quarters)
    • Increased Value/Lower TCO
      • Allows customer resources to focus on core activities, while On-Demand provide EIM core services to you at a lower total cost of ownership
    • Low Risk / Low Commitment Level
      • Fast start @ <100 days
      • Fixed Price Start-up (Callidus TrueFoundation)
      • Fixed Price per Payee
      • 1 Year Contract Term
      • Satisfaction Guaranteed
  • Service Level Offerings
    • Technical Operations:
      • Application Hosting & Data Center
        • Provide Hardware
        • Provide 3 rd Party Software
        • Provide Data Center Mgmt
      • Application Management
        • Environment Management
        • Issue Escalation / Resolution
        • Upgrades & Migration
    • Business Operations:
      • Comp Plan Administration
        • Process Management
    • Optional Services:
      • Workflow Services:
        • Payee Self-Service
        • Data Management
        • MBO Management
      • Producer / Channel Mgmt Services
      • Quota & Territory Mgmt Services
    Business Operations - Compensation Plan Administration - Payee Dispute Resolution Technical Operations - Application & Infrastructure Management - Business Continuity
  • Callidus On-Demand SPM Summary Choice of Tiered Offerings Callidus Value Organizational Incentive Effectiveness Compensation Process Management Self Service: Fully enabled SPM-TrueComp, TrueInformation, TrueAnalytics Application & Infrastructure Full Service: Enhanced SPM-Compensation Administration Workflow Producer Quota Territory Technical Operations Business Operations Optional Solution Services
  • On-Demand Architecture Landscape Application Complexity Cost to Deliver Privacy / Security Level Configurable, mission-critical applications (Callidus On-Demand) Commoditized applications and tools (salesforce.com) Multi-tenant, Separate Database Multi-tenant/ Single Version Heavily customized, version-controlled, dependent applications (Oracle) Managed Hosting Service
  • On-Premise vs. On-Demand IT Model Permutations of revision levels for each layer of the stack Traditional On-Premise Model From IT Management to Business Management On-Demand Model j Application Business Application USER Web / App Server Database Operating System Hardware USER
  • On-Demand Reduces TCO “ The Cost to manage software is four times the purchase price of the software per year.”* *Source: The End of Software – Dr. Timothy Chou Microsoft said: “the initial purchase is usually only 5% of the total cost of owning and maintaining a program” On-premise Software Acquisition 1x Maintenance Security / Privacy Performance Change Management Hardware Third Party SW Implementation Costs Upgrades (SW & HW) TCO (total cost of Ownership) 1x 4x 3x 2x On-Demand On-Premise 1-2x
  • Getting Started in On-Demand
    • Complete Package of Services to get started
      • Training for Power Users
      • Professional Services to design, build, & deploy
      • Development Environment for project work
    • Fixed Price & Timeline
      • Fixed Scope
      • Customized additional services available upon request
    • Callidus TrueFoundation:
      • Callidus builds your “foundation” compensation plan
      • Callidus builds your “main” compensation summary statement
      • Callidus builds 3 “foundation” data interfaces to Callidus standard
        • Transaction Data Import: Sales Data (Inbound)
        • Reference Data Import: People, Products, etc. (Inbound)
        • Payroll / GL Export: Pay file (Outbound)
      • Training for 2 Power Users
        • Web Basics (web based / self paced)
        • Fundamentals (web based / virtual classroom)
        • Analytics (live classroom training)
      • Development Environment
        • 2 Month’s full development environment
        • All set-up, software, and maintenance
    • Optional Custom & Migration Projects (full or “add-on)
                            30 29 28 27 26     25 24 23 22 21 20 19     18 17 16 15 14 13 12     11 10 9 8 7 6 5     4 3 2 1           Sat Fri Thu Wed Tue Mon Sun     Month # 2               31 30 29     28 27 26 25 24 23 22     21 20 19 18 17 16 15     14 13 12 11 10 9 8     7 6 5 4 3 2 1     Sat Fri Thu Wed Tue Mon Sun     Month # 1                       Sample Foundation Project Timeline   Deploy Test Construct Design Analyze
  • Summary: Why Callidus On-Demand?
    • Low Risk
      • Who better to run Callidus Software than Callidus Software?
      • Proven industry leading EIM software (not a light version)
      • Always upgraded & always on
      • Commit only to 1 year at a time
      • Satisfaction guaranteed
    • Low Cost
      • Ongoing cost control
        • Fixed price per payee
        • Includes maintenance, upgrades, infrastructure, third party software, etc.
      • Up-front cost control
        • Callidus TrueFoundation: fixed price set-up for standard configurations
        • Optional T&M for custom configurations
    • Flexible
      • Callidus TrueFoundation: fast start-up @ <100 Days
      • Add plans, reports, users, new products at any time
      • Migrate the same proven software to on-site if / when needed
    • Scalable
      • Proven multi-tenant grid processing for scalable performance
    • Secure / Safe
      • Single tenant databases for each client provides security & high availability
      • Follows all ISO and international security standards
  • Callidus SPM On-Demand: Clients
    • Financial Services & Insurance
    • Life Sciences
    • High Technology
    • The statistics :
    • More than 26,000 payees
    • More than 120 countries around the world
    • Proven reliable and scalable
    • Architected to be safer and more secure
    • Better than any other provider in every way
  • Cost checklist for Enterprise Systems Callidus Spreadsheet Tool for Comparison Compare Migration or New Customer Costs 2007