Customer Speaker: Kelvin Loh, Senior Practice Manager, Digital Infrastructure, Dimension Data Asia Pacific

1. 16 April 2019
Kelvin Loh
Senior Practice Manager – Digital Infrastructure
Dimension Data Asia Pacific
Bridging Start-ups and Enterprises

2. digital transformation is
a top strategic
priority for their
organizations
Deloitte Insights
(2019)
asia/pacific
organizations will be
digitally determined
by 2020
IDC
(2018)
Forbes (2019)
average budget
increase from 11
million – 13.5 million
in 2019 for
transformation
94% + 22.7% 55%
Enterprises are transforming …

3. Today, we see many enterprises asking
Data Digital Ops Interconnectivity
Monetisation of data,
harvesting insights
leveraging technologies
such as AI, ML and DL
Increase in wider use of
agile / DevOps
practices to increase
velocity required for
innovation, execution
and change
Using APIs and
architectures that
interconnect digital
solutions from cloud
vendors, system
developers, start-ups,
and others

4. Strengths and weaknesses between large organisations and start-ups
Enterprises Start-ups
Strengths
Weaknesses
• Influence in the ecosystem
• Bigger weight in the economy
• Strong financial backing
• Established branding & reputation
• Open-minded & flexible
• Less internal processes
• Fail-fast and ability to pivot
• Attract talents & digital skills
• Difficult to be agile
• Work in silo (often political)
• Approach by multiple meetings
• Hierarchical in process (Culture)
• Low financial backing
• Fragile operating model (Risks)
• Operate in monthly horizons
• Lower brand equity

5. Across the Asia Pacific region
we see many struggles between enterprises and startups
many collaborations we see come to a halt ever-so often
Enterprise
Processes
Mismatch of
expectations
Failure to
build trust
Musical-
Chair
Syndrome

6. Analytics Start-up in Asia Pacific
The hard truth
Opportunities
1. Privately funded Analytics Start-
up. Highly advanced software that
could pickup user sentiments,
social ratings and perform
advance analytics based on
competitors marketing campaigns
2. Manage to acquire a handful of
enterprise subscribers
`
Struggles Encountered
1. Musical-chair syndrome – multiple
stakeholders to be convinced
2. Product expectations – High interest
also tend to create expectations for
enablement and training across
multiple business units which
consumes time and resources
`
Lessons Learnt
1. Create a simple framework to help
define scope
2. Understand their decision flow and
stakeholders
3. Understand regulatory requirements
4. Be ready to create an enablement
plan and sales plays for enterprise to
consume
`

7. Our approach to unify enterprises and start-ups
Enterprises Dimension Data Start-ups
• Processes
• Governance
• Organisational
structures
• Credibility in large
enterprises
• Understanding of
operating model
• Organisational
dependencies and
processes
• Innovation
• Technology
• Software

8. Two is stronger than one
Dimension Data
Customer experience
Cybersecurity
Digital consulting
Digital workplace
Digital infrastructure
Call Center
Collaboration
Virtual workspaces
Endpoint security
GRC
Workplace
analytics
Cloud BCDR
Wired & wireless WAN optimisation
Omnichannel
Manage Services
DevOps
Start-up Solution(s)

9. Challenges
Client needed to build their ‘next-
generation future mall’ to help
increase footfall and drive business
revenue.
They were looking for innovative
digital solutions to help drive their
footfall and drive excitement to
consumers. Aspire to create
autonomous check-out retail mall
How we did it
`
Outcomes
``
Real Estate and Retail Company in Asia Pacific
We enable business agility by transforming their business
Brought our Client through the
journey of transformation by
leveraging our transformation
framework and approach
Facilitate and connect our Client
with multiple start-up partners and
helped to integrate new and legacy
systems
Enabled our Client to accelerate
their digital initiatives by
integrating point-solutions provided
by their multiple partners
Provide our Client with enterprise
systems such as service desk and
on-site support to ensure that the
solution was sustainable

10. Key takeaways
But when both Start-ups and Enterprise combine, much
more can be done
#1 Enterprises are looking for innovative solutions
#2 Start-ups need to understand the enterprise landscape
#3
And sometimes, all it takes is for someone to
bridge the gap to unlock the possibilities

11. We believe in the possibilities
of the digital world.