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Professional Services

Ambareesh KulkarniSales 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 Implementatio

n

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 ServicesCommon 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 OfferingsWindows 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 (5.66.0) 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.

Pres

ence

Busin

ess

area

sCo

mpe

-te

nce

Profes

siona

l Serv

ices G

rowth

Grow

th

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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