My vision and plan for 1E Professional Services at the early stages

1. © 1E 2011 1
Professional Services
Ambareesh Kulkarni
Sales kick off 2011

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Who we are
• Team: 16 Worldwide
• Working on 25+ projects
worldwide in January
• Active projects with:
• 4 of the Top 10 banks
• multiple Fortune 100
companies
• Average 10+ years of Industry
experience of most Consultants

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Why 1E Professional Services?
• One point of contact and responsibility
– Our skin is in the game – achieving a lower TCO for the customer
– Management involvement during project execution
– Direct access to Product Management, R&D, and Customer Support
• Focused 1E consultants
– Product specific methodology
– Multiple skill-sets in one staff – 1E products, SCCM, OSD etc.
– Best practices referenced and applied to projects
– Greater experience with the product and solution implementation
– Higher throughput, resulting in compressed project timelines

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PS Triangle of Profitability & Health
Revenue
References
Repeatability

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• Ensure customer success.
• Run Professional Services
in a profitable manner.
• Attract and retain key
employees.
• Disperse information
from projects and
customers to various
groups within the
Organization.
Professional Services Charter

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2011 +
• Is about growth
• Customer Satisfaction
• Flawless execution
• Consultant skills, morale and
productivity
• Closer working relationships with
other groups
• Internal & External marketing
• Partnering with partners
• Building our brand

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Above all, it will be about..
• Driving projects to completion & closure.
– It is not our Fault but it is our Problem
• Continue building both Depth and Breadth in
the team.
– Top Grading Skills
• Innovation

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When Sales and Professional Services work as a
team, we increase…
• Account knowledge.
• Ability to pitch the right
solution.
• Control over results.
• Revenue.

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Path to customer success
Customer
Process &
Requirements
Definition
Pilot
Implementation
Customer
Training,
Acceptance &
System
Refinement
Deployment
Scale-up
Production
Deployment &
Customer
Acceptance
Measure and
monitor savings
and benefits

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• Flawed design and implementation strategy.
• Inadequate risk management and mitigation plans.
• Poor integration and system design, resulting in
unstable implementations.
• Competing and misaligned initiatives.
• Inability to facilitate and manage the project.
Professional Services
Common Pitfalls when customers don’t use services

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Professional Services positioning
Be Proud of our Position in the Pecking Order
“Believe the fact that Professional
Services fee is always less than the cost
of the problem we are trying to solve.
In which case, our client is winning and
so are we.”
Adapted from an article by Tom Varjan

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Advantages of a Solutions driven
business model
• Deeper client relationship
• Turns relationships to partnerships
• Less prone to commoditization
• Higher price points anchors high bill rate
• Solutions bring more value to customers

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Packaged offerings objective
• Design solutions/patterns.
• Sample scripts.
• Design and deployment best practices.
To help identify patterns in 1E solutions so customers
can 80% of the time quickly deploy 80% of their solution
by reuse of proven:
Facilitate reuse of Professional Services
Intellectual capital……profitably

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Packaged Offerings
Windows 7 Migration Offering TBD
Deployment Strategy Session Most Deployment Strategy Sessions
result in significant and large follow-on
engagements. E.g. JPMC
10 days
Health Check or Tech. Gap
Analysis
Easiest way to get an existing customer
to purchase more licenses or new
products is to conduct a technical
audit of existing and outdated IT
systems
10 days
PPMP Upgrade Package (5.66.0) Take the risk out of upgrading to 6.0! 5-10 days
Nightwatchman Fast Start Enables customers to rapidly deploy a
small to medium size PPMP solution by
leveraging 1E Professional Services
Methodology, & Best practices
5-10 days

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Implementation Timeline
Requirements
Gathering
Packaged offerings
Gather core and basic
requirements
Focus on
gathering
requirements
Prototype
deployment
scenarios
Prototype only,
not production
ready
Focus on rapid
implementation
Develop extensions
Prototyping Implementation
Requirements
Gathering
Prototyping Implementation
TIME
Regular

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Vision 2011+
North America, EMEA
Organic growth and through partners
Growth aligned with software sales
New packaged offerings, training &
certification programs
Enterprise IT Solutions
Experts
Revenue from Partners
Geo.
Presence
Business
areas
Compe-
tence
Growth

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Call to action
• 100% attach rate is the goal.
• Think services ‘early’ & ‘often’.
• Land and Expand with services.
• Become familiar with the
packaged solutions.
• We are here to help, reach out!
• Quality pipeline & accurate
visibility is important.
• Approved paperwork is critical
Customer Success