NASSCOM PRODUCT CONCLAVE 2011 Onboarding SI - ISV Product startup partnerships K  Jayaramakrishnan (JRK) Global Alliance H...
NASSCOM PRODUCT CONCLAVE 2011 Global 2000 Customer base multi-year large contracts Dedicated Account Management Large and ...
NASSCOM PRODUCT CONCLAVE 2011 ISV Product startup Focus on one or more specialized products  Differentiated thru cutting e...
NASSCOM PRODUCT CONCLAVE 2011 Startup ISV challenges & needs Limited Branding, Marketing & Sales budgets Difficulty scalin...
NASSCOM PRODUCT CONCLAVE 2011 ISV's expectations from SI partnership Access to new markets - Increased Sales  Brand levera...
NASSCOM PRODUCT CONCLAVE 2011 SI - ISV Alliance Lifecycle Stage 1 Stage 2 Stage 3 Stage 4 <ul><li>Identifying the right to...
NASSCOM PRODUCT CONCLAVE 2011 SI - ISV Alliance Lifecycle Stage 1 Stage 2 Stage 3 Stage 4 <ul><li>Keep the Alliance Agreem...
NASSCOM PRODUCT CONCLAVE 2011 SI - ISV Alliance Lifecycle Stage 1 Stage 2 Stage 3 Stage 4 <ul><li>Focus should be to get a...
NASSCOM PRODUCT CONCLAVE 2011 SI - ISV Alliance Lifecycle Stage 1 Stage 2 Stage 3 Stage 4 <ul><li>Scale the Alliance and r...
NASSCOM PRODUCT CONCLAVE 2011 Onboarding SI - ISV Product startup partnerships K  Jayaramakrishnan (JRK) Global Alliance H...
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Onboarding SI - ISV Product startup partnerships at the NASSCOM Product Conclave

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Onboarding SI - ISV Product startup partnerships at the NASSCOM Product Conclave

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  • Onboarding SI – ISV Product startup partnerships
  • Onboarding SI – ISV Product startup partnerships
  • Onboarding SI - ISV Product startup partnerships at the NASSCOM Product Conclave

    1. 1. NASSCOM PRODUCT CONCLAVE 2011 Onboarding SI - ISV Product startup partnerships K Jayaramakrishnan (JRK) Global Alliance Head, Tata Consultancy Services Ltd.
    2. 2. NASSCOM PRODUCT CONCLAVE 2011 Global 2000 Customer base multi-year large contracts Dedicated Account Management Large and Focused SBU – Industry Verticals etc. Dedicated Alliance Organization - Large ISV partnerships, Niche Product vendors Dedicated CTO / R&D / Innovation units – Start-up Tie-ups Large SIs
    3. 3. NASSCOM PRODUCT CONCLAVE 2011 ISV Product startup Focus on one or more specialized products Differentiated thru cutting edge technology / niche vertical solution / delivery model Addresses specific need of target customer segment Early success with select customer base – including marquee logos Employs small number of specialized passionate associates
    4. 4. NASSCOM PRODUCT CONCLAVE 2011 Startup ISV challenges & needs Limited Branding, Marketing & Sales budgets Difficulty scaling customer base beyond initial success No / Limited Services capability / Product Integration Challenge Inadequate Alliance
    5. 5. NASSCOM PRODUCT CONCLAVE 2011 ISV's expectations from SI partnership Access to new markets - Increased Sales Brand leverage, marketing & positioning Services Capability – Consult, Integrate, Implement, Support Leverage ISV's niche solution in large and complex SI bids Invest in joint go-to-market, product integration skills, Alliance resources
    6. 6. NASSCOM PRODUCT CONCLAVE 2011 SI - ISV Alliance Lifecycle Stage 1 Stage 2 Stage 3 Stage 4 <ul><li>Identifying the right touch point / sponsor within a Large SI can be tricky </li></ul><ul><li>Develop a revenue/non-revenue based Business case </li></ul><ul><li>SI’s drivers may include: filling a Gap in their solution stack </li></ul><ul><li>SI’s are very risk averse - concerned about Reputation risk, Product sustainability etc. </li></ul>Alliance Initiation & Business case
    7. 7. NASSCOM PRODUCT CONCLAVE 2011 SI - ISV Alliance Lifecycle Stage 1 Stage 2 Stage 3 Stage 4 <ul><li>Keep the Alliance Agreements simple </li></ul><ul><li>Alliance agreement is there for mutual need </li></ul><ul><li>Most SI’s are not keen on reselling ISV Licenses or pass through revenue </li></ul><ul><li>SI's typically wait for few joint customer successes before press releases etc. </li></ul>Alliance Structure & Agreements
    8. 8. NASSCOM PRODUCT CONCLAVE 2011 SI - ISV Alliance Lifecycle Stage 1 Stage 2 Stage 3 Stage 4 <ul><li>Focus should be to get a few joint customer engagements going. </li></ul><ul><li>To gain SI's confidence & build competency – ISV may offer to involve customers </li></ul><ul><li>Training SI resources is critical – Free demo / not-for-resell / CoE licences </li></ul><ul><li>The first two or three customer and engagement experience to determine the future </li></ul>Incubation & Quick wins
    9. 9. NASSCOM PRODUCT CONCLAVE 2011 SI - ISV Alliance Lifecycle Stage 1 Stage 2 Stage 3 Stage 4 <ul><li>Scale the Alliance and resources to the next level riding on the initial successes </li></ul><ul><li>Establish a deal engagement (operational) & governance model. </li></ul><ul><li>Structure back-to-back arrangements for pre-sales, support, SLAs etc </li></ul><ul><li>Cascade the alliance success across geographies/segments/units </li></ul><ul><li>Leveraging the SI to provide Product Engineering, Quality, Sustenance support </li></ul>Scaling up & Governance
    10. 10. NASSCOM PRODUCT CONCLAVE 2011 Onboarding SI - ISV Product startup partnerships K Jayaramakrishnan (JRK) Global Alliance Head, Tata Consultancy Services Ltd.
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