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Iron mountain, bill daly


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Iron mountain, bill daly

  1. 1. Mass Technology Leadership Council<br />SaaS Business Model Update: Professional Services to increase sales and retain customer<br />Bill Daly<br />Manager Professional Services<br />Date Dec 16, 2010<br />
  2. 2. What is Iron Mountain’s Digital Solution? Integrated Solutions Provider<br />INFORMATION MANAGEMENT APPLICATIONS<br />Data Protection<br />Archiving<br />eDiscovery<br />File Servers<br />Applications<br />Applications<br />Desktops<br />Files<br />Email<br />Laptops<br />Early Case Assessment<br />Review and Production<br />CORE INFORMATION MANAGEMENT SERVICES<br />Information<br />Reporting/ <br />Visualization<br />Categorize/<br />Classify<br />Index/<br />Search<br />Legal Hold<br />Policy Management<br />Retention/<br />Destruction<br />STORE/ARCHIVE<br />On-premises<br />Hybrid<br />Cloud<br />Multi-tiered, services-oriented architecture integrating:<br /><ul><li>Information management that is location and media agnostic
  3. 3. Distributed services including classification, search, policy management, and legal holds
  4. 4. Advanced business applications such as Enterprise Discovery </li></li></ul><li>Achieving the Information Management Vision: Intelligent Management of Enterprise Information<br /><ul><li>Migration of data from Enterprise to the Could
  5. 5. SAAS provides self service for management and retrieval of data
  6. 6. Professional Services provides standard and customized solutions</li></ul>Information<br />CONSULTING SERVICES<br />Policy Creation<br />Policy<br />Intelligence<br />ExtractIntelligence<br />TECHNOLOGY<br />
  7. 7. Pro Service: Increase sales and retention<br />Meet Customer Demands<br /><ul><li>Deliver solutions outside of development & core product roadmap (and get paid for it right away)
  8. 8. Create new and unexpected services
  9. 9. Drive non-recurring revenue
  10. 10. Solidify customers reliance on you and increase recurring revenue</li></ul>Challenges<br /><ul><li>New ideas may not fit immediate vision
  11. 11. Initial investment can be high (equipment, people)
  12. 12. No Easy Button or Magic Box</li></li></ul><li>Get the Customer<br />Keys Points in using PS to land a customer<br /><ul><li>time to revenue
  13. 13. removing barriers
  14. 14. differentiating service from others
  15. 15. get “internal thinking” changed to external thinking</li></ul>Profile<br /><ul><li>In the Top 10 of the Fortune 500 Top 5 Financial Services Firm
  16. 16. Would be a significant win for the digital business
  17. 17. Customer loved SAAS model
  18. 18. Did not want to send data over the wire because their infrastructure couldn’t support it. </li></ul>Solution<br /><ul><li>Required Engineering and professional services
  19. 19. Resulted in an entire new business line
  20. 20. Customer now has over 90TB of data residing in archive</li></li></ul><li>Keep the customer<br />Keys Points in using PS to land a customer<br /><ul><li>Create incredible stickiness with customer
  21. 21. Value is not just the service offering, but the personal connection
  22. 22. Create TRUST that you do it better than they do
  23. 23. WE WORK THE WEEKEND more often than they do</li></ul>Profile<br /><ul><li>Customer in the Top 20 of the Fortune 500
  24. 24. Signed on as archiving and supervision for industry compliance
  25. 25. Under constant litigation requiring data to be produced from cloud
  26. 26. No longer could keep up with retrieval request demands through self service
  27. 27. Amount of data retrieved was too much to be transmitted</li></ul>Solution<br /><ul><li>Provided a service to perform queries and deliver data on HDD
  28. 28. Service has expanded into 24/7/7 service responding to critical litigation and for customers with 3rd party requirements. </li></li></ul><li>Thank you<br />