transforming partner consulting business to capture profit in the cloud

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Transformation!

Sarkis Kerkezian PDT Program DirectorECEMEA - SaaS Partner Delivery Transformation Program OPN Day – Dubai 2015

Transforming your Consulting business to capture profit in the Cloud

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 3

“Time has been transformed, and we have changed; it has advanced and set us in motion; it has unveiled its face, inspiring us with bewilderment and exhilaration.”Gibran Khalil Gibran


Agenda

1

2

3

4

5

Why Cloud? – Market and Opportunity

Differences in Cloud and Traditional model

Revenue Model – Up Front/Recurring

Disruption in the traditional model

PDT Program

Call to Action

Oracle Confidential – Internal/Restricted/Highly Restricted 4

6


Why Customers Want Cloud

5

Faster ROI

• Reduced setup costs; applications are ready to use once the user subscribes.

• No additional hardware costs; the processing power required to run the applications is supplied by the cloud provider.

• Faster to operational; fast provisioning, standards based

Agility

• Automated updates; updates are available online to existing customers. New software will not be required and the updates will usually be deployed automatically by the cloud provider.

• Usage based model; Only pay for what is actually use.

• Cross device compatibility; SaaS applications can be accessed via any internet enabled device. It is ideal for those who use multiple devices; smart phones, tablets, and multiple computer.

Flexibility

• Scalable; if a user needs more storage or additional services, they can access these on demand without installing new software or hardware.

• Accessible from any location; No restrictions to installations on individual computers, an application can be accessed from anywhere with an internet enabled device.


Oracle and IDC Study

IDC knowledge base of over 750 partners. Oracle commissioned IDC to interview our Oracle partner across the globe that have already aggressively moved all or part of their business to the cloud



What are you, and what do you want to be?


The Cloud is Fundamentally DifferentFROM TO

Technology 2nd Platform 3rd Platform

Time Horizon Short Term Long Term

Customer IT Business & IT

Sales Motion Deal Relationship

Marketing Traditional Digital

Activities ResalePro ServicesServices

ServicesMgd Services Creating IP

Competition Traditional Non-Traditional

8


Traditional vs Cloud Services Model

Traditional On Premise Services• Project Based• Setting up servers• Networks• Database• Security rules• Migration/integration

Cloud Service Delivery• Initial fixed Project• UI and business rules• Migration integration• Provision Users/Security• BI and Reporting• Ongoing Managed Services• User administration• Change Management/user adoption• Advisement of new functions/rapid

releases cycles• Value add IP (Product/Process)



The Shifting Business Model



The Cloud / MSP – Most Successful Partnership Trough


Partner opportunities with Public Cloud per project phaseEngagement

Phase

Post -Implementation

Implementation

Pre -Implementation

- Integration- Data Migration- Keep it Simple: Essential Core Functionality- Content and Data- Personalise and Configure- Coaching and Training

- Management Consulting- Optimize processes- Discover new opportunities- Become trusted Advisor- Deepen Customer Relationship

- Leverage on the Release Changes (3-4 p.a.)- Focus on Analytics- More tools for managers- Enrich with own Extensions, Mobile Apps - Offer Implementation and Support as subscription (SLA)- Benefit from Renewals- Cross Sell from Largest Portfolio in the Market- Big Data

SaaS

Engagement Phase

Post -Implementation

Implementation

Pre -Implementation


DisruptionFear or Opportunity



• Change is here• It will take dedicated effort• If you don’t do it someone will

FEAR


Opportunity


Recurring Revenue

Success

Tran

sact

ion

al

Fixed Scope Offering 100% Margin

Recurring Revenue (referral/Resell)


Fixed Scope Offerings are just the beginning

Activate core services

Release 1 Release 2 Release 3

Fixed Scope Offering

Adoption of additional services

“Managed Services Model”

• Adoption of new functions

• Extension of integrations

• Essential ‘core’ functions

• Content & data

• Integrations

LIVE

Weeks not Months !Keep the solutions simple ! Land and Expand !

Release 4


Oracle Cloud Services fixed scope recommendations

• Business Objectives

• Solution Proposal

• Scope (Business Process)

• Scope (Application)

• Implementation Approach \Methodology

• Project Plan \ Time Frames

• Exclusions

• Assumptions

• Team Structure

• Responsibilities– Please ensure that your fixed scope offering (FSO)

uses the product names as listed in the Oracle Cloud Services Global Price List.

Recommended Topic areas include:

http://www.oracle.com/partners/secure/sales/pricing-licensing/cloud-services-pricing-2000152.html


Don’t fall off the Trough

Today FuturePast

On PremRevenue

Cloud Revenue


Predictable Revenue is Worth the Investment

• Once recurring revenue builds…

• Recurring revenue will begin to cover fixed expenses

© IDC Visit us at IDC.com and follow us on Twitter: @IDC 19

Cloud Revenue

Today Future

FixedExpenses


Leverage the past, invest in the future

Today FuturePast

On PremRevenue

Cloud Revenue


SaaS/Cloud Partner Delivery Transformation (PDT) Program Development Framework, Objectives and Services


PDT for SaaS Program Value Proposition & Objectives Enable partners for the SaaS/Cloud project delivery model & Approach

Facilitate partners to deploy SaaS projects in shorter timelines and with low budgets.

Build capability and capacity of partners in estimating, scoping, proposal development, planning and preparing forSaaS projects

Align the partners Implementation Methodology with OUM for Cloud

Facilitate and Review the FSO – Fixed Scope Offerings development & preparation before submission toobtain Resell Rights

Facilitate the SaaS consulting business model and framework development for partners


PDT SaaS – Development Framework

Plan

Review

Engage

Enable

Monitor

Engage: Build Relationship with partners along with SaaS/Cloud Leaders

Plan: Plan out Engagement, enablement and transformation activities and agree on an action plan

Enable: the partner by delivering the planned and agreed upon activities/trainings/workshops

Transform: Develop the partner SaaS Delivery and business model, proposal development , FSOs

Monitor: Overall SaaS projects delivery through periodical reviews & CEP project engagement services*

Review : the partner project engagement by collecting the customer feedback and lessons learned

* Available in MEA, subject to Oracle mgmt approval for EECIS Region

Transform

360 Degree


SaaS Partner Delivery Transformation Program Services & Activities

Partner SaaS Delivery Readiness Assessments by Pillars Scoping & Requirements Gathering Approach Proposals Development Workshops & Reviews Project Mgmt. Plan & WBS Preparation & Planning guidelinesCloud Implementation Methodology & Release Strategy adoption Project Delivery & Support “Land & Expand” Model design facilitationFSO – Fixed Scope Offerings Preparations and ReviewsPillar based Roadmap to Delivery Transformation Readiness (DTR) guidelines

Delivery Model: with SaaS partner teams

1 to 1 in-house capacity building assessment sessionsReview and walk through of SaaS Delivery Assets (through Cadence calls)Facilitation in first 2-3 proposal preparations


Call to ACTION1. Decide by priority cloud Pillar to Focus based on consulting & functional strengths,

projects experience, customer success stories and market traction.2. Formulate SaaS team (Sales, Presales, Consultants, Project mgmt.) and assign a

practice/ initiative owner.3. Set a capability building enablement plan (Bootcamps, LVC, recorded sessions and

complete the competency criteria of Sales, Presales, Support and implementation) refer to detailed decks

4. Request for Environment access for the respective pillars to focus (refer to process)5. Engage the PDT Program to start your SaaS Delivery transformation to build capacity in

SaaS consulting practice 6. Develop your FSO (where ever applicable) to be approved & obtain Reseller Rights 7. Finalize your DELIVERY READINESS activities and business/consulting model of SaaS



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transforming partner consulting business to capture profit in the cloud

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