Pentaho Partner Program Info

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Benefits of the Pentaho partner program as well as useful info for partners

Benefits of the Pentaho partner program as well as useful info for partners

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  • Source: AMR Research – The Business Intelligence and Performance Management Spending Report, May 2008, No demographics provided
  • AMR BI User Survey, 2007 – demographics not disclosed Given that this data is 2007 – Cost of software has been a key barrier to BI expansion, and will almost certainly be MORE of a barrier as IT budgets tighten in light of global economic uncertainty
  • As an example of the inherent stability and viability of the open source model, the CIO of Deutsche Bank recently spoke about how his company was in the process of moving to open source for all software technology, as a “future proofing” exercise. In other words, he didn’t want his IT strategy to be compromised or constrained by the fact that Vendor A could acquire Vendor B, and force them down a different path. The open source model means that the users have full access to the source code, and there is a community of users that help drive the project, rather than being chained to one acquiring vendor’s agenda.
  • Pentaho’s Commercial open source business model differs in some fundamental ways from the traditional, proprietary software model, and brings together some of the best aspects from the traditional model with some of the advantages of open source software. Relative to the traditional model, we deliver a professional methodology to software development and support, and provide comprehensive support, consulting, and training to make sure you’re successful with our software. Where we’re very different from the traditional model is our cost and investment structure. Proprietary software companies have traditionally spent a huge portion of revenues from software license fees on sales and marketing. That means that roughly 42% of the fees that you pay as a customer go into activities that don’t give you any value as a customer. Pentaho’s Commercial open source model relies heavily on internet-based distribution, with far more investment going into R&D than the traditional model. From a customer perspective, that means investment of your dollars into new capabilities, ease of use, product quality, and more – things that provide value back to you. You’ll notice also that we have a blended model, where R&D is really a seamless extension of our support organization. We plan headcount and schedules in R&D with an allotment of 20% of engineering resource to work with our support organization, and in some cases to work directly with our customers. This ensures that you have access to the most capable technical resources, and that we can address any problem you encounter without the traditional “resource contention” of pulling developers off of new feature development to handle support escalations – it’s just built into our process. We also leverage a huge amount of community testing in the open source process – working with real data and real applications, on a huge variety of platforms, databases, and more. So we deliver products with higher quality, which allows us to spend more time on real support with customers, rather than just capturing and troubleshooting bugs that production customers find. Finally, there are two extremely customer-friendly aspects to our business model that are worth mentioning. We run our business very transparently – you can see our roadmaps, our documentation, see feedback from people in the community. It’s far more open than traditional models, giving you greater access, and likewise “keeps us honest” relative to our plans, our products, and our business. And because our business is built on subscription support, we don’t rely on a “product lock-in” strategy that ties you to our product and keeps you paying to get future releases. We have to re-earn your business every year by delivering great support. It means that our bests interests are very well-aligned with yours as a customer.
  • Source – Who’s Who in Open Source Business Intelligence, Apr. 2008
  • What makes the difference between success and failure in business intelligence or data warehousing projects? There is ample evidence from IT professionals, consultants, and industry analysts that success or failure with business intelligence is often driven far more by “people and process” issues rather than technology. Poor planning, lack of commitment, inadequate resources or skill sets, and inability to deliver initial results quickly can doom a BI project regardless of the selected software products and technology. While open source software is rapidly transforming the IT landscape and has provided new levels of flexibility and freedom for customers, open source software alone does not address the traditional pitfalls of BI projects. Pentaho BI Suite Enterprise Edition provides the product capabilities and value-added services to help you deliver a successful BI project for your organization, including consultative support and product expertise, software maintenance, management and monitoring tools, and more.
  • Even large organizations have fewer IT resources than they would like, and they strive to get the most out of their investments in time, people, and technology. There are numerous public examples of Pentaho customers who have realized the TCO advantages of commercial open source BI from Pentaho, recognizing that investing in a relationship with Pentaho saves time, resources, and money not just in the long-term, but in the short term as they initiate BI projects. “Going it alone” with free BI software not only increases your risk of failure, it turns out to be more expensive. Pentaho BI Suite Enterprise Edition delivers critical benefits like stabilized software, enhanced deployment capabilities, direct access to product expertise, and committed response times to help you save time, resources, and money.
  • Business intelligence risk comes in many shapes and forms. Risk of project failure, risk of late delivery, risk of going over budget, and legal risk as well. Beyond providing the software enhancements and services to reduce project risk, Pentaho provides a lower-cost model for enterprise-class business intelligence software that reduces budget risk by eliminating large, up-front software license fees. Pentaho BI Suite Enterprise Edition also includes legal protection to minimize your company’s risk and exposure to potential legal issues related to intellectual property in open source software.
  • Through its experience developing Pentaho software and supporting thousands of deployments of Pentaho’s business intelligence software, the experts at Pentaho have gathered a wealth of knowledge spanning troubleshooting and configuration to best practices and migration considerations. As a Pentaho BI Suite Enterprise Edition customer, this deep and valuable knowledge is made available to you in a number of ways, through dynamic and static content, as well as direct access to Pentaho experts to assist with specific tasks in your deployment. Consultative Support Every customer environment is unique, frequently incorporating a wide range of different platforms, data sources, and user requirements as well as unique content and system customization. Pentaho BI Suite Enterprise Edition includes Consultative Support time, to give you one-on-one access to a Pentaho expert when working through situations that may be very unique to your configuration. This is built into Pentaho’s support processes. Rather than working through a series of related issues via back-and-forth, incident-by-incident calls, consultative support from Pentaho approaches these challenges holistically, saving you time and money through a focused conversation with a Pentaho expert to most efficiently apply our expertise and your time to resolve the overall issue. Remote Assistance Packages Pentaho offers a wide range of pre-defined remote assistance packages for common subjects like advanced configuration, tuning a report or data integration job, defining an Online Analytical Processing (OLAP) schema, and more. These fixed-time, fixed-objective packages can save your organization valuable time and enhance the results of your Pentaho deployment by avoiding many support calls, and not having to rely exclusively on documentation or online resources to take you step-by-step through a given procedure. See the grid on page 3 for information on available remote assistance packages by Edition. Web-based Training Pentaho Corporation has developed a comprehensive library of live and recorded web-based training sessions. This allows your organization to receive classroom-quality instruction, directly from Pentaho staff, in the convenience and comfort of your own office environment. Click here for training information from www.pentaho.com , and see the grid on page 3 of this document for information on web-based training availability by Edition.
  • Pentaho Knowledge Base (phase 1 October) The Pentaho Knowledge Base provides an online resource for self service troubleshooting and technical research. The Pentaho Knowledgebase is an organized, searchable collection of articles, professionally written by the experts at Pentaho. Professional Documentation Professional documentation is provided to make it fast and easy for you to get value from your Pentaho deployment. Pentaho’s documentation is updated regularly, integrates with the Pentaho Knowledge base, and covers a wide range of topics from introductory to advanced. Enterprise Edition Online Forum (phase 1 September) Pentaho BI Suite Enterprise Edition customers also have access to a private forum exclusively for customers and partners using the Enterprise Edition. This forum augments the other Enterprise Edition support resources by offering a place to share experiences, ideas, and feedback with other Enterprise Edition users.

Transcript

  • 1. Pentaho Expands European Operations Welcome – Bienvenue – Willkommen – Willkumm – Benvenuto – Welkom – Velkomen – Bienvenido - Isibingelelo - Merhaba
  • 2. Agenda
    • EMEA Channels Manager
    • Pentaho Commercial Open Source Business Model
    • The Partner Ecosystem
      • What Pentaho expects?
      • What you can expect?
    • European Strategy
    • Administration & Processes
    • Q&A
  • 3. Your EMEA Representative
    • Sharmila Wijeyakumar, 33 years
    • Based near Valencia in Spain
    • Come from Microsoft, BI vendor
    • Microsoft/.NET Development background, CBIP, (Certified Business Intelligence Professional - TDWI)
    • Joined Pentaho in October 2008
    • English-Japanese-Spanish (a little)
    • If I’m not working, I’ll be shopping!
  • 4. Plans for Business Intelligence Expansion...
  • 5. Barriers to Expansion
    • Source: AMR Research, 2007
  • 6. Commercial Open Source Benefits
    • Safety for Customers
      • Professional Support – 9X5 or 24X7, Indemnification, training, consulting
      • Professionally managed development process
    • Innovative, enterprise-quality products via a professional methodology
      • Superior development productivity and commercial quality
      • Public roadmaps and schedules
      • Aggressive and pervasive commitment to open standards
    • Stability & long-term viability based on a vibrant open source community
      • Largest and fastest growing open source BI community, ensuring that code lives “beyond Pentaho”
      • Extended, transparent governance and accountability – Customer, Partner, and Community
    • Expanded value delivered by extensive partner ecosystem
      • Partners investing resources, creating huge ecosystem
      • Partners provide solutions built-on/integrated with Pentaho BI Platform
  • 7. Open Source BI Offerings Reporting
    • Actuate BIRT
    • DataVision
    • Jasper Reports
    • Pentaho
    • Open Reports
    • OpenRPT
    Analysis
    • JPivot
    • Mondrian/
    • Pentaho
    • PALO
    ETL Tools
    • Clover ETL
    • Enhydra Octopus
    • JetStream
    • Talend
    • Kettle / Pentaho
    BI Platforms
    • Jasper
    • Pentaho
    • SpagoBI
    Databases
    • Derby
    • EnterpriseDB
    • Firebird
    • Ingres
    • MySQL
    • PostgreSQL
    Data Mining / Statistics
    • Weka / Pentaho
  • 8. The Landscape - What do we have going for us?... “The Perfect (good) Storm”
    • Business Intelligence is the number one or two priority for CIO’s
    • BI becoming more operational, mission critical every day
    • ISV’s adding more business intelligence to their products
    • Increasing global competition means no end in sight to BI relevance
    • Continued pressure on IT budgets
    • Predatory pricing/practices from legacy closed-source vendors
    • Commoditization of software – 80% using 30% of features
    • Consolidation of legacy players and only two main open source players
  • 9. “ The Perfect Storm” - continued
    • Strengthening open source adoption in all levels of the stack
    • Strengthening open source adoption in the large enterprise
    • Lower entry BI costs opens up new class of prospects - SME
    • Lower cost allows more budget for implementation – more success – more projects
    • Pentaho first to market and #1 in end-to-end open source BI suite
    • Pentaho’s offerings more “open” than others – greater adoption
    • Pentaho’s offerings - modern, scalable, and recognized as best of breed
  • 10. Pentaho Known Customers
  • 11. Pentaho Objectives
    • Company Mission: To become the leader in business intelligence using a commercial open source model based on support subscriptions
      • Disruptive force – faster innovation, lower cost
    • Implement repeatable / sustainable direct sales model:
      • Monetize the business by converting monthly downloads to leads, qualified opportunities, and then to bookings
      • Focus on strategic F1000 “early adopter” accounts that embrace open source and business intelligence
    • Execute a channel strategy where Pentaho is the default BI platform and/or stand-alone BI component-of-choice for all Reseller, OEM, ISV and system integrator partners
      • Programmatic approach to formalize partner relationships
      • Create the perception of getting BIG, FAST
  • 12. In other words…you and Pentaho need
    • $$
  • 13. Pentaho Technology Overview
  • 14. Pentaho Business Model: Cost Structure and Investment
    • Traditional Software Company Attributes
      • Professional Methodology
        • Product Mgt, Development, Support
      • Revenue from services
        • Support, Training, Consulting
    • Non-Traditional Attributes
      • No large, upfront software license fees
      • Minimal expenses
        • Distributed QA & feedback loop through OS community
        • Low cost Internet-based distribution
      • Transparency
      • Accountability
    • Traditional, Proprietary Model*
    • * Spending by function as a percentage of revenues
    • Pentaho Commercial OS Model*
  • 15. Pentaho Customers
  • 16. Pentaho at U.S. Naval Air Systems Command
    • NAVAIR
    • Key Challenges
    • Analyzing flight data to reduce operational risk and improve training (human error is a causal factor in 70% of aviation mishaps)
    • Pentaho Solution
    • Pentaho BI Suite Enterprise Edition – 70 instances
    • Pentaho Training and Consulting services
    • Selected after extensive evaluation of Business Objects, Cognos, and Oracle
    • Results
    • Ability to leverage recorded electronic sensor data to reduce risk and improve crew performance
    • Why Pentaho
    • Breadth of capabilities
    • Proven success and large-scale deployments
    • Successful proof-of-concept
    • Dramatically lower costs
    • “ [Open technologies] reduce the cost of software development and they reduce the time in which innovations in software can be incorporated in systems. ‘If the project is of a sufficient scale, you cannot get there without an open-source approach ,’ said Dewey Houck, a senior engineer at Boeing, who spoke at a conference last month about DOD’s use of open source.”
    • - Government Computer News, Jan 2008, ( link )
  • 17. “ On The Record” Public Wins Over Proprietary BI
    • Oracle BI
      • Close Premium Finance UK, U.S. Navy, Otto International
    • Business Objects
      • U.S. Navy, University of Montreal, Boyne Resorts, SPH Search (rednano.sg)
    • Cognos
      • Loma Linda University Healthcare, Orbitz, U.S. Navy, SPH Search
    • Informatica
      • Lifetime Networks, Cardiac Science
    • SAS Institute
      • University of Montreal
  • 18. Delivering Value in Different Deployment Models
    • Coexistence with traditional proprietary BI
      • Minimize risk/exposure with consolidated vendors
      • Prove technology and services internally
      • Explore the relationship benefits of a transparent model without software lock-in
    • Co-deployment with traditional proprietary BI
      • Leverage existing investments
      • Pragmatically “use what works”
      • Reduce overall TCO by incorporating commercial open source
    • Replacement of traditional proprietary BI
      • Upgrade BI capabilities
      • Reduce TCO
      • Capitalize on the opportunity of a “disruption” (software upgrade, license change, etc.) in your BI environment
  • 19. Large Deployment Examples
    • Frontier Airlines – Yield Management
      • 4 years of historical ticket data down to the individual ticket
      • 800 million records, half a terabyte of live OLAP data
      • 4 server cluster
      • Most queries under 8 s, longest queries under 15 s
    • Specsavers
      • World’s largest open source BI deployment
      • Self-service reporting and dashboards at 2,000+ retail stores
    • Major Healthcare OEM
      • 600 dimensions and 3,000 measures in the application
      • Tens of thousands of members in largest dimensions
      • Fact tables contain hundreds of millions of rows
    • TradeDoubler
      • Extraction and transformation of more than 3.2 billions rows
      • Average load rate higher than 300,000 rows per second
    • Orbitz Travel Services
      • Self-service extranet portal for travel agents
      • 3,000 interactive users
      • 4 CPU Server
      • Teradata data warehouse
  • 20. Pentaho Business Intelligence Suite Cloud Computing Edition
    • Pentaho customers are starting to embrace cloud computing for Pentaho BI
      • Lower startup costs
      • Lower ongoing costs
      • Scale up easily based on needs without traditional per-user BI license fees or hardware procurement costs
    • Pentaho BI Suite Cloud Computing Edition comes packaged for deployment on the Amazon Cloud
    • “ The experts at OpenBI addressed our business requirements and were able to rapidly deliver a comprehensive and integrated solution. With Pentaho, MySQL, and Amazon EC2 , we now have a low-cost, standards-based solution that can easily scale from both a software and hardware perspective .”
  • 21. Some examples of our Global Network of Certified Systems Integrators
  • 22. Technology Partners, ISVs and OEMs
  • 23. The Pentaho Approach
    • Pentaho offers the value-added software and services that help customers achieve the desired outcomes associated with their BI initiative when implementing Pentaho Enterprise Editions.
  • 24. Achieve BI Objective(s) More Effectively
    • TIME
    • BI PROJECT OBJECTIVE(S)
    • Customer Without Pentaho support
    • T
    • T
    • Customer With Pentaho support
  • 25. Pentaho Consulting Services
    • Deliver a broad spectrum of engagements, including:
      • Short-term and long-term;
      • Expert services;
      • End-to-End BI projects;
      • Knowledge transfer
    • A one-stop, single-vendor approach to assist you, directly from the experts.
    • Pentaho-managed; delivered thru network of Certified System Integrator partners.
    • Fees are based on daily rates, T & M plus travel expenses
  • 26. Pentaho Training Services
    • Current Course Offerings
      • Pentaho Report Design Techniques (4 web sessions)
      • Installation and Administration of the Pentaho BI Suite (3 days)
      • Reporting Solution Development with Pentaho (3 days)
      • Analytic Solution Development with Pentaho (3 days)
      • Pentaho Analysis for OLAP Developers (3 days)
      • Pentaho Data Integration for Database Developers (4 days)
    • Public Training
      • Regularly scheduled in North America, Latin America, and Europe
      • Periodically scheduled in Asia Pacific region
    • Onsite Training
      • Cost effective for larger development teams
      • Tailored to better match instructional needs
    • Web based Training
      • Regularly scheduled, Live, Instructor-lead courses
      • Delivered over a series of 3-4 hour topic sessions
  • 27. Getting the Most Value Out of BI
    • “ Unless you belong to a "type A organization" with significant development resources and no fear of risk associated with software engineering, do not attempt to understand the source code, but purchase a support subscription .”
    • Gartner – “Who’s Who in Open-Source Business Intelligence?”, April 2008
  • 28. Pentaho BI Suite Enterprise Edition
  • 29. Why Choose Pentaho BI Suite Enterprise Edition?
    • Achieve BI results
      • Many BI projects succeed or fail based on “people and process” issues
      • Open source BI provides customer freedom and flexibility, and lower TCO
      • But open source BI alone doesn’t resolve BI project pitfalls
    • Pentaho BI Suite Enterprise Edition helps you achieve BI results
      • Consultative support and product expertise
      • Software maintenance
      • Management and monitoring tools
      • More
  • 30. Why Choose Pentaho BI Suite Enterprise Edition?
    • Save time, resources, and money
      • IT resources are scarce
      • “ Going it alone” with free BI software not only increases risk, it’s more expensive
      • TCO advantages of commercial open source BI from Pentaho deliver short-term as well as long term value
    • Pentaho BI Suite Enterprise Edition helps you save time, resources, and money
      • Stabilized software
      • Enhanced deployment capabilities
      • Direct access to product expertise
      • Committed response times
      • More
  • 31. Why Choose Pentaho BI Suite Enterprise Edition?
    • Mitigate risk
      • Risk comes in many forms
        • Project failure or late delivery
        • Going over budget on software and services
        • Legal risk
    • Pentaho BI Suite Enterprise Edition helps you mitigate risk for your organization
      • Enterprise deployment features
      • No large, upfront license fees
      • “ Pay as you go” – annual subscription based on consistent delivery of value
      • Legal protection from open source IP issues
      • Warranty for services provided
  • 32. Professional Support Plans Gold Platinum Number of Incidents Unlimited Unlimited Case-Tracking Yes Yes Communication Method E-Mail, Phone and Support Portal E-Mail, Phone and Support Portal Remote Troubleshooting Yes Yes Toll-Free Support Escalation Hotline Yes Yes 24 X 7 X 365 Support Optional for additional fees Optional for additional fees Severity 1 Response Time (Production Systems Only) 4 Business Hours 1 Business Hour Severity 2 Response Time 1 Business Day 2 Business Hours Severity 3 Response Time 2 Business Days 4 Business Hours Severity 4 Response Time 2 Business Days 4 Business Hours Remote Assistance Packages 0 3 Consultative Support Hours 18 24 Named Contact(s) 1 2
  • 33. Enhanced Functionality: Dashboard Designer
    • Web-based end user dashboard creation
      • From Pentaho User Console
      • “ Zero training”
    • Template and theme-based creation
    • Incorporate reports, analysis views, Flash-based charts and other Pentaho content
    • Filter controls
    • Developed in collaboration with the Pentaho Community
      • Community  underlying framework, widgets and controls
      • Pentaho  graphical designer
  • 34. Enhanced Functionality: Pentaho Enterprise Console
    • Centralized administration
      • Configuration
      • Security
      • Monitoring and auditing
      • Backup/restore
      • Troubleshooting
      • More
    • Thin-client, web-based
      • Administer remote server(s) from anywhere
  • 35. Enhanced Functionality: Pentaho Enterprise Console
    • Simplify deployment
      • Single Sign On (SSO) integration
    • Improve reliability
      • Application diagnostics
      • Repository utilities
      • Lifecycle management
      • Audit reporting
      • Automated content expiration
    • Increase performance and scalability
      • Clustered deployment
      • BI and ETL performance monitoring
  • 36. Certified Software
    • Periodic, stabilized, production-deployable versions delivered via a managed release cycle
      • Additional acceptance testing and validation
    • Optimized builds delivering up to 25% performance improvements
    • Reviewed and validated frequently for Intellectual Property compliance
      • Open- and closed-source code
    • Upgrades available without “enablement fees” or other manufactured upgrade charges
          • Known, predictable future costs
  • 37. Product Expertise
    • Consultative support
      • Address challenging issues in your unique environment and configuration
      • 1:1 access to a Pentaho expert
    • Remote assistance packages
      • Installation and configuration
      • Design and integration
      • Troubleshooting and optimization
    • Web based training
      • Library of courses
      • Classroom-quality instruction
      • Convenience of your own office
  • 38. Product Expertise (cont.)
    • Pentaho Knowledge Base
      • Self-service access to high-quality, situational technical content
    • Professional documentation
      • Makes it fast and easy to get value from your deployment
      • Range of topics from introductory to advanced
      • Integrates with Pentaho Knowledge Base
    • Enterprise Edition online forum
      • Collaborate and share experiences with other Enterprise Edition users and Pentaho Partners
  • 39. Software Assurance
    • Intellectual Property (IP) indemnification
      • Minimize legal risks associated with open source software
        • Usage
        • Customization
        • Modification
    • Legal protection from Pentaho
      • Replacement
      • Repair
      • Legal defense
    • Warranty for services provided
  • 40. Why Pentaho?
    • Best Products
      • Complete coverage of end-to-end BI needs
      • Unmatched quality, widespread community and enterprise adoption
      • Modern, standards-based, componentized architecture
    • Best Service
      • 24x7x365 Production Support available
      • Support cases handled by true Pentaho experts from the first call
      • Professional training and consulting
    • Best Value
      • No cost open source license
      • Subscription service and support at a fraction of proprietary vendors
    • Best Relationship
      • Complete transparency
      • Emphasis on quality service and support
  • 41. Maximizing Long-Term Stability and Success: Multi-year Pentaho Subscriptions
    • Business intelligence deployments typically have a 3-5 year lifecycle
      • Company M&A, reorganizations, discontinuous business requirements over time
    • A multi-year subscription allows you to:
    • Avoid disruptions after a successful deployment
      • Loss of access to online and telephone support
      • System shutdown do to expiration of subscription key
      • Loss of access to certified builds and timely bug fixes
    • Cost savings
      • Multi-year discounts
      • Lock in current pricing to avoid future price increases
  • 42. Pentaho Subscription Support: Addressing the Deployment Lifecycle Support Calls Time / Deployment Stage
    • Development
    • Integration
    • Customization
    • Content
    • Test / QA
    • Performance
    • Reliability
    • Stabilization
    • Production
    • Break / Fix
    • New content
    • Incremental requirements
    • Upgrades
  • 43. What are our challenges?...
    • Perception that open source = free (want free support, training, etc)
    • Under-funded, under-staffed, and under-planned projects
    • Desire to do it all on their own (86% of all BI projects fail)
    • Consultative nature of business intelligence solutions
    • Converting “users” to paying “customers”
    • Religious zealots clinging to “what they know” in larger enterprises
    • Small company pushback – question our dependability, longevity, etc.
    • System integrators that leverage open source with no quid pro quo
  • 44. Balance on the quid pro quo
    • Many Pentaho driven projects on the partner side
    • In return for 0 subscriptions
    • This cannot be maintained by Pentaho, if this continues our focus will have to shift
    • Customer’s risk management should be handled by Partner services AND a EE subscription .
  • 45. The Partner Ecosystem
    • Pentaho does not have or plan to have its own Service Delivery Team
    • Project delivery is managed by Certified Partners with close co-operation from Pentaho Project Management Office
    • Local Partners provide local support, languages, culture, business domain knowledge and often a pre-existing relationship
    • Focus for Partners is on service delivery towards client objectives vs. software license sales in the proprietary model
    • Growth of Partner Ecosystem is continuously increasing and a key objective for Europe
  • 46. The Partner Program - revisited
    • 5,000 euro/year
    • 1 free training seat per year
    • 10% discount on additional training seats
    • 10% referral fee for Subscriptions
    • Support package of 10 hours / 10 cases
    • Listed on Pentaho website
    • Collateral for your website
    • Access to additional information through the Partner Portal
    • Access to Pre-Sales resources for opportunities
    • Eligible for the Subcontractor Program
  • 47. Subcontractor Program
    • Pentaho sourced projects are delivered by Partners
    • Pre-sold services opportunities – no marketing or cost of sales overhead
    • Involvement in decision-making with respect to scoping & commitments
    • Competitive daily rate plus reimbursement of T&E
    • Favorable payment terms and relief from the account collections process
    • Opportunities that are aligned with partner’s business goals & technology interests
    • Significant discounts on public training courses as well as informal opportunities to learn new features & technologies
    • Visibility and influence with regards to Pentaho product features & planning
  • 48. Goals – Goals - Goals
    • Customer Goals
      • Have a successful, cost effective and on-time BI implementation that adds value to the organization
      • Access to experts and support to use software worry-free
    • Partner Goals
      • Build a successful, profitable business by selling and implementing IT projects, including BI projects based on Pentaho Technology
      • Get revenue from services & referral fees (licenses / others)
    • Pentaho Goals
      • Build a successful, profitable business by selling value added services (70% from subscriptions)
      • To become market leader in Open Source BI and one of the market leaders in BI in general
  • 49. Rewards for Reseller Partners
    • Referral fees
    • Leads for EE program
    • Frontrunners for subcontracting work
    • Continuous access to Pre-Sales resources & quick response times
    • Recognition through Partner Awards
    • Additional visibility on our website (customer reference stories)
    • Defer other business (non-subscription business)
    • Access to heavily discounted open seats in public training courses
  • 50. Pentaho Leads by Geography
    • Past 3 months leads by Geography
    • Europe portion of EMEA is 29% - equivalent yield to N. America
  • 51. Leads breakdown from registrations only
  • 52. No Enterprise Edition, sorry but…
    • No leads
    • No subcontracting or other deferred business
    • No access to heavily discounted open seats in public training courses
    • Limited visibility on our website
    • No access to pre-sales & less responsive
    • Potential refusal of Partner renewal!!
      • Removed from our website
      • Our brand must be removed from yours
    • Let’s make sure we can focus on the rewards…
  • 53. Rewards for Subscription selling Partners
    • Referral fees
    • Leads for EE program
    • Frontrunners for subcontracting work
    • Continuous access to Pre-Sales resources & quick response times
    • Recognition through Partner Awards
    • Additional visibility on our website (customer reference stories)
    • Defer other business (non-subscription business)
    • Access to heavily discounted open seats in public training courses
    • More to come….e.g. ISV/OEM support contracts
  • 54. We need visibility on what you’re doing
    • Current / completed projects’ list
    • Opportunity sheets in 2 categories:
      • EE / non-EE candidates
    • Accounts will be tagged in salesforce.com
    • Templates will be issued this week
    • Frequent updates (at least monthly)
      • e.g. Steve Adams from Linalis
    • Information is used for:
      • Resource planning (sales & pre-sales)
      • Prevent double coverage by either direct sales efforts and/or leads distribution
      • Gain visibility where Pentaho is being used so we can focus our marketing efforts
  • 55. Our promises for 2010
    • Everyone starts from scratch, we’ll forget the 0 subscriptions from 2009
    • Partners will be added in each region based on quality over quantity – leaving room for everyone to become successful
      • I’m not looking to build revenue based on partner fees
    • Leads distribution based on EE customers and prospects
    • Continued exposure to the market and branding of Pentaho
      • Press releases (also in Europe)
      • Events (e.g. CEBIT & others)
    • Support from me and other Pentaho people to help you close business & EE Subscriptions
    • Further expansion into Europe
      • Support Contact Center, dedicated Pre-Sales & additional region/country sales managers
  • 56. Some ideas under construction
    • Quarterly Partner Webinar
      • With case studies, roadmap information, updates on technology & other announcements
      • Discuss success stories, feedback from market and challenges
    • European Partner Summit
      • With case studies & workshops
    • European Customer / User Summit
  • 57. Questions & Answers [email_address] Office: +34 966 266 289 Mobile: +34 678 413 602