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Altevie Technologies - SAP SuccessFactors Cloud offering

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Altevie presenta l'offerta cloud di SAP.
Il Cloud può rispondere ad esigenze di risparmio di tempi e costi, introducendo innovazione continua, per definizione.

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Altevie Technologies - SAP SuccessFactors Cloud offering

  1. 1. © 2013 Altevie Technologies s.r.l. All rights reserved. Massimo Villa Milano, 22/05/2013 Altevie Technologies SAP/SuccessFactors Cloud offering
  2. 2. © 2013 Altevie Technologies s.r.l. All rights reserved. Agenda • Cosa è il Cloud ? • Cosa è il Cloud per SF/SAP • Come approcciare la vendita Cloud • Conclusioni
  3. 3. © 2013 Altevie Technologies s.r.l. All rights reserved. Cosa è il Cloud ? • Una nuvola temporanea all’orizzonte IT ? • Una nuvola tempestosa sul mondo IT ? • Una nuvola fantozziana su di noi (SAP) ? • Una nuvola destinata a rimanere e cambiare l’approccio almeno per alcune soluzioni ? Crediamo che in qualche modo tutte le domande sopra abbiano una risposta affermativa, seppure con declinazioni diverse a secondo degli ambiti applicativi specifici. I budget sono in contrazione per quello che viene ritenuto commodity, sono in crescita per l’innovazione, se questa è legata a risultati di business o di produttività. Il Cloud può rispondere ad esigenze di risparmio di tempi e costi, introducendo innovazione continua, per definizione.
  4. 4. © 2013 Altevie Technologies s.r.l. All rights reserved. What is the essence of the cloud? VELOCITY
  5. 5. © 2013 Altevie Technologies s.r.l. All rights reserved. Cloud – not only hype, but reality 59% of large enterprises indicate that Cloud solutions are already used in their companies* Further growth expected: 21% of the remaining respondents say that their companies plan to use Cloud solutions in the future 79% of the respondents consider Cloud Computing to be important for the business success of their companies. Source: TNS Infratest Online Survey Q1 2012 on behalf of SAP with 601 respondents of large enterprises from US, UK, Germany and Brazil „61% see mobile devices significantly improve value and usefulness of Social Cloud solutions” „65% agree that the most important long-term benefits of Cloud are greater business flexibility and agility vs. cost savings” „46% agree to the statement, that embedding “social” capabilities into important business workflows is critical to their company’s success” Source: Saugatuck Technology, 2012 Cloud Business Solution Survey, Global, N-228 (Feb 2012)
  6. 6. © 2013 Altevie Technologies s.r.l. All rights reserved. After the storm – the shift to the cloud accelerates Saugatuck Technology: “Through 2016, Hybrid-Cloud becomes the enterprise platform of choice – a transitional platform, however, en route to a future dominated by public and private clouds.” “By 2016, 75 percent or more of NEW enterprise IT spend will be Cloud-based or Hybrid.” Source: Saugatuck Technology, 2012 Cloud Business Solution Survey, Global, N-228 (Feb 2012)
  7. 7. © 2013 Altevie Technologies s.r.l. All rights reserved. The market expects flexible routes to the cloud There is no single way of adopting the Cloud, but the way seems to lead via Hybrid Clouds (currently lowest share of users, but highest potential) Source: TNS Infratest Online Survey Q1 2012 on behalf of SAP with 601 respondents of large enterprises from US, UK, Germany and Brazil
  8. 8. © 2013 Altevie Technologies s.r.l. All rights reserved. Why SAP? Why SAP Is The Best Choice - Full portfolio of Best of Breed cloud solutions, everything from stand-alone, loosely coupled, to full suite, and hybrid models with pent-up demand - Beautiful cloud UI designed for mobile access - Strong integration with solutions from SAP + API to 3rd party apps - 6,500+ people in cloud organization, bigger than competition combined - Growth strategy: Organic + Acquisition ($8 bn in last 12 months alone) - A best in class Cloud Partner Program with Partner Economics at the core - Clear customer segmentation and channel friendly rules of engagement cloud subscriptions in 2012 €800m Our Cloud record* speaks for itself *2011/2012 3,000,000 Developers 190,000 Customers 11,500 Partners # cloud users 20m+ Our overall eco-system customers 6,000+
  9. 9. © 2013 Altevie Technologies s.r.l. All rights reserved. SAP Cloud Strategy – Focus Areas
  10. 10. © 2013 Altevie Technologies s.r.l. All rights reserved. Come approcciare la vendita Cloud • Per la prima volta si vendono soluzioni, dopo averne parlato per anni. • Soluzioni da integrare con sistemi esistenti. • Non si personalizza, si configura. • Si vende una soluzione chiavi in mano. • La corretta comprensione dei requisiti e la chiara ed inequivocabile definizione contrattuale di cosa verrà fatto, è fondamentale per la riuscita del progetto. • Spesso ha senso ipotizzare un primo step di progetto, pagato, per definire al meglio lo scope e le specifiche di implementazione. • Il software SaaS, per definizione, ha dei limiti nella configurazione. La comprensione e condivisione preventiva di questi limiti con il cliente, è chiave per il successo.
  11. 11. © 2013 Altevie Technologies s.r.l. All rights reserved. OnDemand v OnPremise For A Partner What’s The Same? What’s Different? Marketing Lead generation engine required, focus on right target market Self-qualification customers, early in/out, intense use of web based marketing tools, SEO Sales Dedicated sales and pre-sales Incentive on Annual Contract Value, time to value, user adoption, remote demos where needed, Consulting Utilization 70% or above, change management, strategy Fixed price, pre-packaged, more offsite/remote, increased margin, releases 4 times a year, multiple projects at a time Support Ongoing customer support with dedicated SLAs SAP hosting the solutions Focus on Churn & Retention,
  12. 12. © 2013 Altevie Technologies s.r.l. All rights reserved. Recordings on Cloud Strategy LINK Partner growth & profitability LINK Financial dynamics LINK Mastering Cloud Economics Critical To Your Success Business Case + CAC/LTV Simulators Tool to help you build your Cloud business case easily Revenue and cash simulation Designed for multi-product use
  13. 13. © 2013 Altevie Technologies s.r.l. All rights reserved. Conclusioni • Il Cloud SF è una opportunità OGGI e si può proporre anche a clienti non SAP. • SAP ha una strategia Cloud in definizione/perfezionamento. • L’investimento fatto da SAP è molto importante, ma gli altri non stanno a guardare. • Si parla di soluzioni Cloud con LoB, ma senza l’IT non si chiude. • Si possono stimolare esigenze, se il tema è strategico, come per HR, si creano budget nuovi. • Si può partire da una esigenza e poi fare upselling. • Non si discute più con i clienti se il Cloud è una scelta percorribile, ne si discute di Privacy o Sicurezza, ma bisogna essere preparati a rispondere,
  14. 14. © 2013 Altevie Technologies s.r.l. All rights reserved. www.altevie.com Contacts

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