15. Improved Resource Utilization
With OpenAir, Bluewolf Group has experienced at
least a 5-10% boost in utilization, resulting in a
significant increase in revenue.
Eric Berridge
Founder
22. Project Optimization
Consistent implementation services are essential
to customer satisfaction and retention. OpenAir
enables us to deliver our projects on time and within
budget.
Amy Hassinger
Director of PMO Operations for
Professional Services
26. Financial Excellence
Instead of being forced to look back and evaluate our
metrics reactively, we now have the ability to track
these performance indicators in real time. This
allows our department to make adjustments throughout
the year to reach our goals.
Matt Chapman
Director of Professional Services
Operations
36. Empowered Operations
The pilot we conducted with 80 employees was
very successful, and soon I was asked to deploy it
enterprise-wide as a condition of winning a $170
million government award, which we
subsequently did. Without OpenAir we would not
have been in a position to participate in the
bidding.
Joe Carella
Senior Director, Solution Design
Insert logo and adjust text to address the unique presentation, prospect, event, etc.
NetSuiteIndustry leader in cloud-based technology and solutions for the Services IndustryGlobal locations San Mateo, CA, USA Denver, CO, USA Toronto, Canada Sydney, Australia Maidenhead, United Kingdom Tokyo, Japan Hong Kong Singapore Manila, PhilippinesEstablished 1998 1000 employees$193.15m revenue (2010)Financially stable organization Cash richpublically traded company on NYSE
OpenAir SolutionsAt the core of any services business are people. The communication between these people, or resources is one of the most critical aspects in the success of a services organization. OpenAir delivers a SaaS-based system to effectively manage all aspect of a services business, including: (examples below…but use the examples that work best for the unique presentation)tracking billable and non-billable hours managing expenses managing projects on time and on budgetutilizing your valuable resources in the most effective mannerreporting on KPIsforecasting
OpenAir SolutionsOpenAir is a completely SaaS-based solution, allowing you to run your services business securely in The Cloud (we’ll talk more about SaaS/the Cloud on slide7). Because OpenAir is a SaaS solution, this gives you a variety of options for accessing the solution—all you need is an internet connection. Use any browser, any operating system or any WAP-enabled device—we even have OpenAir Mobile apps for iPhone and BlackBerry (highlight use of Macs/Apple and iPhone if presenting to Creative org)OpenAir addresses the needs of a wide variety of services-based businesses. As a project-based businesses, our customers are part of a number of distinct verticals, including these on the screen. (There are a number of other verticals/services businesses in our client base (legal, healthcare, etc.)—highlight as appropriate) Osolutions to a wide range of client bases to suit needs for small/medium businesses up to full enterprise solutions across a variety of verticals, including (insert some details about the vertical you’re presenting to here).
OpenAir SolutionsOne of the primary goals of an effective professional services organization (PSO) is accelerating the quote-to-cash cycle--making sure that there is a streamlined process from managing an potential project through the sales cycle, converting it to a project, managing that project effectively and then billing and invoicing for the project. Historically, most organizations have some sort of CRM solution, (give appropriate examples--salesforce.com, Microsoft CRM, homegrown, etc.) and some sort of back-end solution, whether it is a basic GL (give examples—QuickBooks, Microsoft Dynamics, Great Plains) or a larger ERP system (examples—SAP, Siebel, etc.). The problem is that many people are accessing and updating the information in these 2, often disparate systems, but the 2 systems are not communicating. That means double entry of data, manual errors, a disconnect in the process of a PSO. That also means that you’re slowing down the quote-to-cash cycle.The big disconnect is the lack of a PSA. PSA is the hub of any PSO, providing not only the transition from the sales process into the project management and then ensuring proper billing and revenue recognition, it also automates the core of any services business—information management, resource management, etc., etc.
OpenAir SolutionsEnter OpenAir. With OpenAir, your complete services cycle is managed. This is what is called Services Resource Planning, or SRP. It is a relatively simple concept of unifying critical systems to manage your PSO from customer and prospect management, through project delivery and into financial management.With SRP, you not only get the information flow you need to run your business, your processes are managed effectively, and perhaps most importantly, you streamline the quote-to-cash cycle, accelerating the billing/invoicing and revenue recognition processes.Stats/benefits/snippets on SRP to use as appropriate:In a recent independent study by SPI Research, organizations that integrated their PSA solution with existing CRM or ERP solutions to create an end-to-end SRP solution experienced significant improvements in project management, resource management, and operational efficiency, including:35% increase in profit margins80% increase in real-time visibilityA project cancellation rate of only 1.5%An average of 5.2 concurrent projects managed compared to 4.5 with non-integrated PSAServices companies have unique business needs, and therefore require unique systems to support them. As services executives seek the answers to very difficult questions regarding profitability, project margins, and resource utilization, the visibility provided by an end-to-end integrated SRP system is becoming a business necessity
Cloud ComputingHistorically, software has been an installed, on premise, perpetual license model. That means that you not only have to pay for the software itself up front, but you also have to take on the overhead associated with the servers, operating systems, etc. to run the software as well as hire the people to maintain the systems. You are responsible for any software upgrades, system up/down time, etc. This all has historically translated to a significant investment on your side—financially, the effort involved to maintain and the time associated with all of this upkeep.Not so when you look to the Cloud to manage your systems. OpenAir is a SaaS-based system, allowing you to run your PSA in the Cloud. By running your PSA in the Cloud, you eliminate the need to maintain the servers, platforms, upgrades, expensive IT resources and more associated with traditional/installed software. OpenAir takes on the burden of the servers, systems and staff needed to maintain the application. Even better, there’s no up front license cost—you simply pay a monthly subscription fee based on the way that you use the system (# of users, modules, etc.). This significantly cuts your investments across the board. With OpenAir, all you need in a browser and an internet connection and you’re up and running.
OpenAir ClientsOpenAir has over 1,000 customer—big and small. Here’s a sampling of some of the companies that trust OpenAir to run their services business in The Cloud.
Solving Your ProblemsUse this slide as appropriate to have a reference point of which issues this particular client needs to address. Each image on the slide represents one of the core customer problems you may have identified at this prospective customer. Reading left to right, each image is to represent:Global Services Model multi-currency and multi-language multi-tax accounting Integration and quote-to-cash cycleForecasting/Metric tracking and reportingResource ManagementAccurate and timely billingProject delivery on time and on budgetRevenue RecognitionTime and expense tracking
Why OpenAir? This is our core value proposition. Talk about each of these items, but don’t read them!Improved Resource UtilizationMore effective utilization of resources with appropriate skill sets for each projectGreater efficiency and profitability leading to ROA (return on asset) and Project OptimizationEfficient , effective and profitable delivery of projects based on real time informationSuccessful project delivery increasing customer satisfaction and profitablityFinancial ExcellenceFull financial control over projects and resources with greater efficiency of financial managementAccurate revenue recognition for better compliance More accurate billing at a reduced cost,, providing improved cash flowElimination of revenue leakage and expense overrunsDomain ExpertisePartnership with the market leader for to ensure best practices for your operationsNo more experienced deployment partner and community in the industryClients can take control over a solution that will meet their needs and have peace of mind that the implementation will be successfulEmpowered OperationsConnectivity with all other technologies, accessible on a wide range of platforms ensures that the solution can be successfully and efficiently used across the organizationEasy integration into current systems with OpenAir Connect, including CRM and ERP/financialsOpenAir represents a low risk solution
Improved Resource UtilizationWe’ll first cover how OpenAir can help you better manage your #1 asset—your people.
Improved Resource UtilizationIn any services organization, the #1 investment you make is in your people—your resources. Resources and employees represent a relatively fixed cost and inefficient or ineffective use of these resources can cost companies significant amounts of time, effort and money. Only by using those resources to the best of their abilities, and capacities are you able to get the best possible return on your investment. But the reality is that most resources are not being fully utilized—this increases your investment, but doesn’t help any part of your bottom line/your return.With OpenAir, you can introduce the proper business processes to effectively manage your resources and drive efficiency. This helps you to balance out the investment you make in your resources and the return on your bottom line. With OpenAir, resources are effectively managed for greater productivity. On average, our customers see an 8% boost in utilization—making a huge impact on ROI.
Effective Skills UtilizationImproved resource utilization alone is important. But it is also important to use these resources effectively, to maximize ROA and minimize the cost associated with inefficient use of resources.OpenAir allows you to track skill sets, language skills, certifications and more for each individual resource. This helps you to ensure that not only are you fully utilizing your employees, you are also applying the right skills to the right project, making your employees happy and your customers happy at the same time. OpenAir can also be used to track employee workloads and manage overall capacity of resource to ensure that the optimum balance of skills and resources is achieved. You can manage this balance proactively and rebalance projects and tasks as appropriate. Prioritizing employees in this way allows clients to achieve greater efficiency, reducing the cost of inefficient resource allocation and ensuring that employees are always being productive and focusing on billable/useful work
Accurate ForecastingAs we all know, forecasting is one of the most important aspects of project management, but also can be one of the most challenging. Key to this process is information. Without adequate information on the project, its process, your resources and more, forecasting becomes an even greater challenge.With OpenAir you gain not only improved utilization of resources, but also greater visibility of how those resources are being used, translating to greater insight for project managers, executives and clients into the future requirement and balance of resources.'What if' scenarios can be applied to resource levels to give an accurate forecast of what balance of skills and resources may be needed in different situations.These different forecasts can help with short and medium term project management, with the right resources available and in the long term give a good idea of how the business may need to be shaped in the future.
Improved Resource Utilization
Why OpenAir?[value proposition]Project OptimizationEfficient , effective and profitable delivery of projects based on real time informationSuccessful project delivery increasing customer satisfaction and profitability
Project MetricsWhen you start a project, you have a plan. But as we all know, as the project moves along, the plan vs. the actual changes—resources needed, project run time and profitability all change as the project changes. If your metrics are off and your plan is off, this can cost you valuable time, money, resources and more. It could mean that as the project changes, you don’t have enough resources to staff the project. Or, it could mean that the project isn’t as demanding as planned and valuable resources could be sitting on gthe bench.
Project MetricsA project has a variety of metrics that need to be tracked. With OpenAir, project metrics are a natural byproduct of your every day operations. By simply managing your projects in OpenAir, you gain insight into the health of a project with a wide range of different project metrics available in real time. OpenAir gives clients insight into the health of a project with a wide range of different project metrics available in real time. These details allow customers to optimize each project and mitigate any risks to ensure that it is completed efficiently, on time and on budget. Projects delivered successfully have a high degree of customer satisfaction and so therefore offer greater opportunity for growth with both existing customers and new, referred customersTrack valuable metrics, including:project progressplan vs actual hoursburn rateBudgetrevenue metrics – backlog, bookings, billings and revenuemargin metrics – contribution margin, gross margin, sub contractor marginresources metrics – billabel headcountutilization, rate realization, billable ratecustomer satisfaction – project dashboards
Project MetricsWith the right project metrics being tracked as part of your everyday operations, you always have a real-time view of your projects, resources required at any point in time, and a better overall view of the project.A real-time view of the projects means that while you may not be perfect every time, your ability to forecast the resources required for every step in the project is vastly improved, better aligning projections with reality. This means you can accurately predict the flow of the project, saving you time, better allocating resources to the right projects at the right time and improving your overall profit margins.
Project CollaborationOne of the most critical aspects of any successful project is collaboration and communication. As the project progresses, each individual or department involved in the project has a unique set of information to share about the progress and milestones of any project. And, from the project side of things, as the project is in progress, the scope, details and shape and overall project can evolve, based on changes in requirements, business objectives, people involved on both sides, etc. If those changes are not communicated to all resources, everyone could be still building the original project, a project that’s something in between, etc.With OpenAir, you can distribute information accurately and in real time, so that everyone’s on the same page throughout the entire project. You can even provide access to your clients so that they can check on project status milestones and other information in real-time. Real-time project metrics, combined with a web based system allows real time review and changes to projects across multiple employees or departmentsOnce a project is completed, project metrics can be used to analyze which projects are most efficient and which are too costly to deliver, allowing best practices and lessons learnt to be spread across the company more easily, including:-Sharing best practice-Sharing IP-Sharing lessons learned-Project templates can also be shared in a similar wayThrough the sharing of knowledge and best practice, projects can be run quickly and efficiently, minimizing cost and maximizing productivity of the project, but also ensuring successful delivery for clients
Integrated WorkflowsEach element of the project is linked between project phases and different users and participants within the project. Different information is gained during each project phase and needs to be shared appropriately. Updates in one area update all other areas of the project allowing an accurate reflection of project status and allowing controllers to make more informed and better tactical and strategic decisions on the direction of the projectStandard Operating ProceduresWith integrated workflows, OpenAir provides you the ability to standardize operations and procedures within a company, across different departments, locations and countries.By standardizing on a common platform with standard operating procedures in place, the system becomes easy to use with everyone using the same tools in similar waysOpenAir is a solution that is easy to use for all users. OpenAir has done this more than a thousand times—so whether you integrate your existing processes, fine tune your processes, or introduce new best practices, we’re there to help you every step of the way, sharing our experience as the market leader and helping you get everyone in your organization on the same page.
Project Optimization
Why OpenAir?[value proposition]Empowered OperationsConnectivity with all other technologies, accessible on a wide range of platforms ensures that the solution can be successfully and efficiently used across the organizationEasy integration into current systems with OpenAir Connect, including CRM and ERP/financialsOpenAir represents a low risk solution
Timely BillingCash flow is the single most important thing to any business. If invoices are delayed, cash flow can suffer, having significant implications for your business.OpenAir manages all of the different elements necessary to run your services business successfully (e.g. project milestones, billing rates and rules, time and expenses, etc.) and links these into the billing and invoicing system. By automating of this process within OpenAir, you can increase the flow of information available when it comes time to bill and therefore bill your clients in a more timely manner. With more information on hand, this means that invoices are raised quickly and escalates the response time to not only recognize the project revenue, but to get that cash in the door—effectively the response time from your clients. This helps you maintain a positive cash flow, which contributes not only the success but the predictability of your services revenue. Cash flow increases as you automate the information powering it.
Accurate BillingNot only do you need to bill in a timely manner, but you need to know that you are billing your clients for services actually completed—you need to send them an accurate bill. Inaccuracy of bills is also a huge contributor to your cash flow cycle.As you more effectively manage your information with OpenAir, you increase the accuracy of the elements you are actually billing your clients for. Not only are they receiving a timely invoice, they are also receiving the correct invoice. The better you manage billing information, the more accurate your process for client billing is overall. By combining the timeliness factor with accuracy, you can drastically increase your cash flow.
Financial Excellence
Project ProfitabilityProfitability of projects is not only affected by accurate external billing, but also through internal billing or cost allocations, where revenues can be lost if internal billing is not accurate. Virtually every billable services organization has multiple internal cost centers and services teams. Keeping track of these and allocating costs accordingly can be the difference between a profitable project and an a project that ends up costing you money to complete.OpenAir can be used to deliver effective cost center management by ensuring that the appropriate cost is applied in the appropriate areas including departmental cross charging.In conjunction with timely and accurate external billing, accurate internal billing and cost allocations help to more effectively manage the profitability of the project.
Why OpenAir?[value proposition]Empowered OperationsConnectivity with all other technologies, accessible on a wide range of platforms ensures that the solution can be successfully and efficiently used across the organizationEasy integration into current systems with OpenAir Connect, including CRM and ERP/financialsOpenAir represents a low risk solution
Experience & ExpertiseOver the last 10 years, OpenAir has delivered PSA solutions to more than 1,000 customers. From big to small companies, OpenAir has experienced the evolution of PSA and helped our customers grow their PSA to best suit their needs—no matter their size.When we got into this business more than 10 years ago, and even to this day, many services organizations were running their business on spreadsheets (illustrated in screenshot to the left). As services organizations evolve, we’ve been advocates of migrating to PSA systems (indicated by middle screenshot) like OpenAir which are proven to improve the way your services business works (site increases in profit margins, resource utilization, project profitability, etc.) OpenAir is the leader in PSA and is a valuable partner as you evolve from your current methods to a PSA. OpenAir work with clients in a partnership, offering advice on how to achieve particular goals or how the solution might best be used within the client's organization. This level of partnership ultimately ensures that the solution meets the needs of clients, so clients can be confident and have peace of mind about future success. OpenAir is the industry/market leaders for PSA solutions. As we experienced the spreadsheet to PSA evolution, we are now watching a new evolution (or revolution)—from a stand-alone PSA solution to an integrated PSA solution, also called Services Resource Planning, or SRP. We are not only the leaders in PSA, but OpenAir and NetSuite are the leaders in SRP. Whether you want an all-in-one SRP solution provided by NetSuite and integrated with OpenAir, or you want to preserve your existing technology investments (with CRM and ERP solutions…name as appropriate), OpenAir is the market leader in PSA and SRP. Clients can have confidence that the experience and expertise of OpenAir will result in a successful, effective solution. Here are some examples of customers who have leveraged OpenAir’s experience and expertise to evolve from a stand-alone (and small pilot in some cases) PSA solution to an advanced PSA or SRP solutions (use examples of customer stories as appropriate for audience). While these represent some of our larger or more advanced customers now, they weren’t always that way….and OpenAir has been a valued partner in guiding them to realize all the benefits of PSA and SRP.
Successful DeploymentOpenAir have a history of successfully deploying solutions effectively for clientsYou may be looking at some of the traditional software vendors (e.g. Oracle, SAP, etc.) that compete in this space. Compared to those vendors who are bolting on PSA “afterthought” technology to a big, complicated system, OpenAir provides a deployment that is more agile and quicker to implement, meaning that clients can realize benefit of the system sooner. Plus, we can be stand alone or integrated, offering you more agility overall.With smaller competitors, deployment time are often quoted as quicker than those delivered by OpenAir. But beware—these usually do not encompass the full PSA picture that may be appropriate for your organization and these are subject to a high rate of flux in quoted vs. actual delivery time, and often failure.With OpenAir, clients benefit from a quick, reliable deployment, offering peace of mind during a state of transition and change across the business. We leverage our 10+ years and over 1,000 deployments to provide you with the best and most accurate PSA for your needs.
Domain ExpertiseCase study - Software AG, Germany's second largest software company, operating in 59 countriesSoftware AG struggled to communicate effectively between employees across the 59 countries in which it operates with issues around real time information and 'single versions of the truth‘. They operated in different time zones, with different versions of information, essentially in their own silos or boxes.With OpenAir, Software AG was able to realize the benefits of management, professional services and finance departments being able to 'speak the same language' and 'be on the same page' with real time data. So no matter the time zone or the location, everyone is on the same page.OpenAir was able to deliver these benefits to all employees, with successful global deployment in the United States, Switzerland, Europe, Latin America and Asia-PacificThis case study demonstrates OpenAir's ability to successfully implement large scale projects and provides peace of mind for clients, so that all involved parties are happy and getting their unique needs met.
Why OpenAir?[value proposition]Empowered OperationsConnectivity with all other technologies, accessible on a wide range of platforms ensures that the solution can be successfully and efficiently used across the organizationEasy integration into current systems with OpenAir Connect, including CRM and ERP/financialsOpenAir represents a low risk solution
Flexible SolutionOpenAir offer clients a scalable, flexible solution with deployments possible on a wide geographic scale in multiple different languages. We can grow with you—from stand alone PSA to a more complex solution or more users down the road. There are not limits.Clients can be confident that any changes required to the implementation will be undertaken quickly, to ensure continued success of the solution in changing environmentsOpenAir represents a low risk in terms of implementation and change during ongoing delivery and utilization of the solutionOpenAir handles multi-language capabilities, multi-currency and other global needs. The solution is even available in French, Spanish, English and German, to make the best fit for your organization and users’ needs.
Empowered Operations
Why OpenAir?[value proposition]Improved Resource UtilizationMore effective utilization of resources with appropriate skill sets for each projectGreater efficiency and profitability leading to ROA (return on asset) and Project OptimizationEfficient , effective and profitable delivery of projects based on real time informationSuccessful project delivery increasing customer satisfaction and profitablityFinancial ExcellenceFull financial control over projects and resources with greater efficiency of financial managementAccurate revenue recognition for better compliance More accurate billing at a reduced cost,, providing improved cash flowElimination of revenue leakage and expense overrunsDomain ExpertisePartnership with the market leader for to ensure best practices for your oprerationsNo more experienced deployment partner and community in the industryClients can take control over a solution that will meet their needs and have peace of mind that the implementation will be successfulEmpowered OperationsConnectivity with all other technologies, accessible on a wide range of platforms ensures that the solution can be successfully and efficiently used across the organizationEasy integration into current systems with OpenAir Connect, including CRM and ERP/financialsOpenAir represents a low risk solution
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