More Related Content Similar to Altevie Technologies - SAP SuccessFactors Cloud offering (20) Altevie Technologies - SAP SuccessFactors Cloud offering1. © 2013 Altevie Technologies s.r.l. All rights reserved.
Massimo Villa
Milano, 22/05/2013
Altevie Technologies
SAP/SuccessFactors Cloud
offering
2. © 2013 Altevie Technologies s.r.l. All rights reserved.
Agenda
• Cosa è il Cloud ?
• Cosa è il Cloud per SF/SAP
• Come approcciare la vendita Cloud
• Conclusioni
3. © 2013 Altevie Technologies s.r.l. All rights reserved.
Cosa è il Cloud ?
• Una nuvola temporanea all’orizzonte IT ?
• Una nuvola tempestosa sul mondo IT ?
• Una nuvola fantozziana su di noi (SAP) ?
• Una nuvola destinata a rimanere e cambiare l’approccio almeno per
alcune soluzioni ?
Crediamo che in qualche modo tutte le domande sopra abbiano una
risposta affermativa, seppure con declinazioni diverse a secondo degli
ambiti applicativi specifici.
I budget sono in contrazione per quello che viene ritenuto commodity, sono
in crescita per l’innovazione, se questa è legata a risultati di business o di
produttività.
Il Cloud può rispondere ad esigenze di risparmio di tempi e costi,
introducendo innovazione continua, per definizione.
4. © 2013 Altevie Technologies s.r.l. All rights reserved.
What is the essence of the cloud?
VELOCITY
5. © 2013 Altevie Technologies s.r.l. All rights reserved.
Cloud – not only hype, but reality
59% of large enterprises
indicate that Cloud
solutions are already
used in their companies*
Further growth expected:
21% of the remaining
respondents say that their
companies plan to use
Cloud solutions in the
future
79% of the respondents
consider Cloud
Computing to
be important for the
business success of their
companies.
Source: TNS Infratest Online Survey Q1 2012 on behalf of SAP
with 601 respondents of large enterprises from US, UK, Germany and Brazil
„61% see mobile devices significantly improve value and
usefulness of Social Cloud solutions”
„65% agree that the most important long-term benefits of Cloud are
greater business flexibility and agility vs. cost savings”
„46% agree to the statement, that embedding “social”
capabilities into important
business workflows is critical to their company’s success”
Source: Saugatuck Technology,
2012 Cloud Business Solution Survey, Global, N-228 (Feb 2012)
6. © 2013 Altevie Technologies s.r.l. All rights reserved.
After the storm – the shift to the cloud
accelerates
Saugatuck Technology:
“Through 2016, Hybrid-Cloud becomes the
enterprise platform of choice – a transitional
platform, however, en route to a future
dominated by public and private clouds.”
“By 2016, 75 percent or more of NEW
enterprise IT spend will be Cloud-based or
Hybrid.”
Source: Saugatuck Technology, 2012 Cloud Business Solution Survey,
Global, N-228 (Feb 2012)
7. © 2013 Altevie Technologies s.r.l. All rights reserved.
The market expects flexible routes to the cloud
There is no single way of adopting the Cloud, but the way seems to lead via Hybrid Clouds
(currently lowest share of users, but highest potential)
Source: TNS Infratest Online Survey Q1 2012 on behalf of SAP
with 601 respondents of large enterprises from US, UK, Germany and Brazil
8. © 2013 Altevie Technologies s.r.l. All rights reserved.
Why SAP?
Why SAP Is The Best Choice
- Full portfolio of Best of Breed cloud solutions, everything from stand-alone,
loosely coupled, to full suite, and hybrid models with pent-up demand
- Beautiful cloud UI designed for mobile access
- Strong integration with solutions from SAP + API to 3rd party apps
- 6,500+ people in cloud organization, bigger than competition combined
- Growth strategy: Organic + Acquisition ($8 bn in last 12 months alone)
- A best in class Cloud Partner Program with Partner Economics at the core
- Clear customer segmentation and channel friendly rules of engagement
cloud subscriptions
in 2012
€800m
Our Cloud record* speaks for itself
*2011/2012
3,000,000
Developers
190,000
Customers
11,500
Partners
# cloud users
20m+
Our overall
eco-system
customers
6,000+
9. © 2013 Altevie Technologies s.r.l. All rights reserved.
SAP Cloud Strategy – Focus Areas
10. © 2013 Altevie Technologies s.r.l. All rights reserved.
Come approcciare la vendita Cloud
• Per la prima volta si vendono soluzioni, dopo averne parlato per anni.
• Soluzioni da integrare con sistemi esistenti.
• Non si personalizza, si configura.
• Si vende una soluzione chiavi in mano.
• La corretta comprensione dei requisiti e la chiara ed inequivocabile
definizione contrattuale di cosa verrà fatto, è fondamentale per la riuscita
del progetto.
• Spesso ha senso ipotizzare un primo step di progetto, pagato, per
definire al meglio lo scope e le specifiche di implementazione.
• Il software SaaS, per definizione, ha dei limiti nella configurazione. La
comprensione e condivisione preventiva di questi limiti con il cliente, è
chiave per il successo.
11. © 2013 Altevie Technologies s.r.l. All rights reserved.
OnDemand v OnPremise For A Partner
What’s The Same? What’s Different?
Marketing Lead generation engine required,
focus on right target market
Self-qualification customers, early
in/out, intense use of web based
marketing tools, SEO
Sales Dedicated sales and pre-sales Incentive on Annual Contract Value,
time to value, user adoption, remote
demos where needed,
Consulting Utilization 70% or above, change
management, strategy
Fixed price, pre-packaged, more
offsite/remote, increased margin,
releases 4 times a year, multiple projects
at a time
Support Ongoing customer support with
dedicated SLAs
SAP hosting the solutions
Focus on Churn & Retention,
12. © 2013 Altevie Technologies s.r.l. All rights reserved.
Recordings on Cloud
Strategy LINK
Partner growth & profitability LINK
Financial dynamics LINK
Mastering Cloud Economics Critical To Your Success
Business Case + CAC/LTV
Simulators
Tool to help you build your Cloud business case easily
Revenue and cash simulation
Designed for multi-product use
13. © 2013 Altevie Technologies s.r.l. All rights reserved.
Conclusioni
• Il Cloud SF è una opportunità OGGI e si può proporre anche a clienti non
SAP.
• SAP ha una strategia Cloud in definizione/perfezionamento.
• L’investimento fatto da SAP è molto importante, ma gli altri non stanno a
guardare.
• Si parla di soluzioni Cloud con LoB, ma senza l’IT non si chiude.
• Si possono stimolare esigenze, se il tema è strategico, come per HR, si
creano budget nuovi.
• Si può partire da una esigenza e poi fare upselling.
• Non si discute più con i clienti se il Cloud è una scelta percorribile, ne si
discute di Privacy o Sicurezza, ma bisogna essere preparati a rispondere,
14. © 2013 Altevie Technologies s.r.l. All rights reserved.
www.altevie.com
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