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Transformation!
Sarkis Kerkezian
PDT Program Director
ECEMEA - SaaS Partner Delivery Transformation Program
OPN Day – Dubai 2015
Transforming your Consulting business
to capture profit in the Cloud

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“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

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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
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6

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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.

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

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The Cloud is Fundamentally Different
FROM TO
Technology 2nd Platform 3rd Platform
Time Horizon Short Term Long Term
Customer IT Business & IT
Sales Motion Deal Relationship
Marketing Traditional Digital
Activities
Resale
Pro Services
Services
Services
Mgd Services
Creating IP
Competition Traditional Non-Traditional
8

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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)
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The Shifting Business Model
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The Cloud / MSP – Most Successful Partnership Trough

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Partner opportunities with Public Cloud per project phase
Engagement
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

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Disruption
Fear or Opportunity
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• Change is here
• It will take dedicated effort
• If you don’t do it someone will
FEAR

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Opportunity
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Recurring Revenue
Success
Transactional
Fixed Scope
Offering
100% Margin
Recurring Revenue
(referral/Resell)

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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

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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:

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Don’t fall off the Trough
Today FuturePast
On Prem
Revenue
Cloud Revenue

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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
Fixed
Expenses

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Leverage the past, invest in the future
Today FuturePast
On Prem
Revenue
Cloud Revenue

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

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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

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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

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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 guidelines
Cloud Implementation Methodology & Release Strategy adoption
Project Delivery & Support “Land & Expand” Model design facilitation
FSO – Fixed Scope Offerings Preparations and Reviews
Pillar based Roadmap to Delivery Transformation Readiness (DTR) guidelines
Delivery Model: with SaaS partner teams
1 to 1 in-house capacity building assessment sessions
Review and walk through of SaaS Delivery Assets (through Cadence calls)
Facilitation in first 2-3 proposal preparations

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Call to ACTION
1. 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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