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Proactively Approach Account and Business Challenges

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									Maximize Operations Returns & Efficiencies
(MORE)
                                           Trianz Presentation
                                    NorCal OAUG Training Day

                                             January 21, 2009

                                                 Will Andrews
                                                Subhojit Roye




             When Execution Matters                              1
                   (Confidential)
Content
 Presenter and Trianz Overview
 MORE Overview
 MORE Primary Focus Areas
 MORE Delivery Framework
 End Product
 In Conclusion




                        When Execution Matters   2
                              (Confidential)
 Our Background
                                                          When Execution Matters
                                 Execution is the art & science of getting things done,
                                                  turning strategy into tangible results


 Established Consulting, IT Services, and BPO firm with significant high-tech
  industry experience
 Known for superior execution and long-term client partnerships
 Global reach with offices in Santa Clara, San Diego, Tokyo and Bangalore
 Serving Fortune 500 and fast-growing companies on a global basis
 Experienced professionals with business consulting, industry and technology
  backgrounds
 Certified Oracle Partner and winner of 2007 Oracle Titan Partner Award for hi-tech


 Presenters:
             Will Andrews                    Subhojit Roye
          Director at Trianz              Director at Trianz

                                   When Execution Matters                                  3
                                         (Confidential)
Trianz Qualifications

              High Tech Expertise
                                                              Revenue
                                                             Optimization
            • Significant experience with world
              class high-tech companies
            • Deep understanding of high-tech
              industry best practices

              End-to-End Operations
                                                                Value
              Execution Expertise

             • Covers all elements of business
             • Includes design, through deployment of both
               custom and packaged Oracle applications

              Focused, Pragmatic
              Approach
            • Targeted at areas with highest
              potential opportunity
                                                                Cost
                                                              Reduction
            • Template driven, but adaptable
              to specific client needs

                                When Execution Matters                      4
                                      (Confidential)
Trianz High Technology Industry Experience
Trianz has worked with almost all major segments within the High-Tech industry over the
 past decade. We carry a wide breadth of experience spanning strategy, operations and
                          IT in the high-tech industry context

                                                          “The impact created by Trianz teams on our
                                                            Customers, Sales and IT organizations is
                                                                     very visible. In numerous strategic
                                                            initiatives, we have excelled in execution
                                                                               through this partnership.”
                                                            Engagement Director , Mid-Sized Networking and Wireless
                                                                                                   Solutions provider



                                                                    “Trianz knowledge of High-Tech
                                                            Business, Processes and Systems really
                                                             enabled us to create a custom model to
                                                                          support our unique needs”
                                                                  VP, Fortune 100 Network Equipment Manufacturer



                                                              “The team was outstanding! The team
                                                               understood the importance of meeting
                                                                  our specific requirements and were
                                                            dedicated 100% in making sure we were
                                                            satisfied with the quality of the work. We
                                                                       were also impressed with their
                                                                  dedication, their expertise and their
                                                            proposed solutions. We want them back
                                                                                           for Phase 2! ”
                                                            Engagement Director, Time Synchronization Solutions &
                                                                                             device manufacturer

                                   When Execution Matters                                                         5
                                         (Confidential)
Today’s Economy Calls For a Different Approach
  Due to current economic conditions, organizations have less budget to spend on large
initiatives and must look for ways to „do more with less‟. There is a need for an approach
  that will allow organizations to identify the critical initiatives that can maximize revenue
                     opportunities and reduce costs with measurable ROI.

          Past Trends                                                Current Reality

   Large “big bang”                                           “Do more with less”
    transformational initiatives                                (productivity focused)
   Investment in growth &                                     Focus on core competencies to
    innovation                                                  reduce cost and increase focus
   Significant outside services /                             Decreased outside services / IT
    IT spend                                                    spend




 Longer / Broad Engagements                                         Targeted Projects
     Larger Delivery Teams                                            Smaller Teams
      Less Scrutiny on ROI                                        Tangible ROI Required

                                     When Execution Matters                                       6
                                           (Confidential)
Maximize Operations Returns & Efficiencies (MORE)

    No-Risk          To address the current market needs, Trianz has developed MORE as a
                     diagnostic and delivery framework that provides clients with no-risk
   Diagnostic        visibility into revenue opportunities and specific areas of cost reduction
                     with actionable recommendations to realize results


 Built on Trianz     Trianz‟ extensive experience at leading High-Tech companies in core
 Experience in       Sales Operations domains enables us to target specific areas of potential
  High-Tech          opportunity and deliver recommendations in 4 +/- weeks.




Efficient Delivery   Trianz utilizes industry leading practices and an efficient, holistic
 of Measurable       methodology across policy, process, systems and organization structure
     Results         to uncover hidden opportunities with measurable ROI


                            Implementation Approach
         Discovery           Analysis               Recommendations     Execution Roadmap




                                  When Execution Matters                                          7
                                         (Confidential)
MORE Overview │Vision & Definition

   The MORE diagnostic framework uses a systematic approach to quickly identify,
               measure and prioritize improvement opportunities.
     Sales & Service        IT Services             Finance               Supply Chain           Others…
       Operations                                  Operations             Management




  Systematic Diagnostic                                                          Business / IT Operations
  Methodology                                                                     Expertise & Experience

  Template Driven Process &
  Metrics ROI Focus                                                           Industry Leading Practices
                                                    Value
                                                                                    World-Class, Business
  Cost Effective / No-Risk
                                                                                       Savvy Consultants



        Revenue Optimization                                                   Cost Reduction
        Optimize Price, Account Coverage,                                   Reduce Work Duplication, Simplify
       Close Rate, Resource Allocation, etc.                          Processes, Outsource Non-Core Processes, etc.


                       High Tech Industry Foundation
                                               When Execution Matters                                                 8
                                                     (Confidential)
MORE Overview │ Foundational Principles & Tangible Outputs

  MORE facilitates in identifying the key business challenges in your operations and IT
                        organizations to produce tangible outputs.


         Core MORE Principles                                    Tangible Outputs


       High-Tech Operations Leading Practices
                                                            • Identify key operational
                                                              challenges and pain points
       Pre-Defined Data Requests                            • Insight into major gaps and
                                                              business impacts
                                                            • Comparison to leading practices
      Template-Driven Discovery Process
                                                            • Specific, actionable and
                                                              quantifiable recommendations
                                                              across policy, process, systems
       Metrics-Driven ROI                                     and organization
                                                            • Improvement metrics and
                                                              expected ROI
       High-Tech Savvy Consultants
                                                            • Implementation roadmap


       Actionable Recommendations



                                   When Execution Matters                                       9
                                         (Confidential)
MORE Primary Focus Areas

   Based on Trianz‟ expertise in the high-tech industry, we are focusing on specific
         organizations to identify revenue optimization and cost reduction.




   Sales and
                                      Finance
    Service                                                            IT Services
                                     Operations
   Operations




                                  When Execution Matters                               10
                                        (Confidential)
                        MORE Sales and Service Operations Focus Areas

                                       Due to its direct impact on sales, sales and service operations offers multiple
                                                 opportunities for revenue optimization and cost reduction.


                                   Define and Operationalize Route to Market Strategy                                                                                                                               Forecasting
     1
       Sales Planning




                           Sales Hierarchy /            Partner Set Up            Sales Support              Account Definition                             Territory                     Goals and
                          People Assignment                                     Resource Allocation           & Segmentation                              Management                     Compensation
                                Overlays                                                                           Account                                                             Plan Management
                               Direct Sales                                                                                 GU
                                                                                                                                                                                            Goal Sheet              Configurable
                                                                                                                  HQ        HQ        BR
                                                                                                                                                                                                                    Governance              4
                                                                                                             BR        BR        SL        BR




                                                                                                                                                                                                                                        Sales Analytics & Governance
                                   Partner Capacity          Partner Business         Account & Territory                         Partner                              Certification &
                                       Planning                  Planning                                                                                              Training                                      Reporting &
                                                                                          Planning                                Goaling
                                                                                                                                                                                                                     Dashboard


     2
                                Sales &                  Pipeline                  Quote                      Deal                                      Order / Service                     Service
                               Marketing                 Management                Management                 Management                                                                    Renewals
Transactions




                                                                                                                                                        Attach & Booking
                               Alignment
   Sales




                                                                                                                                                                                                                    Data Mining




     3
                                                                                                                                                                                                                     Pricing &
Performance




                              Sales Crediting and Claiming                  Compensations &                                 Rebates and Claims             Sales Enablement                                         Discounting
                                                                           Commissions Payout                                  Management      Rebates and Claims Management
   Sales




                                         Sales Credit                          Compensation                                                 Rebate
                                                        Sales     Sales
                        Booki
                        Bookings           Engine       Credit    Credit
                                                                                Plan Engine                  Promoti
                                                                                                            Promotions
                                                                                                            Repository
                                                                                                                                            Engine
                         ngs                                                                                   ons
                                                                                              Commission     Reposit
                                          CLAIMING                                                            ory                                             Rebate
                                                                                revenue         Payroll                                    POS Claims                     Training Solution Selling Collaboration



                                                                                                      When Execution Matters                                                                                                       11
                                                                                                               (Confidential)
                        MORE Sales and Service Operations Focus Areas

                                       Due to its direct impact on sales, sales and service operations offers multiple
                                                 opportunities for revenue optimization and cost reduction.


                                   Define and Operationalize Route to Market Strategy                                                                                                        Forecasting
     1
       Sales Planning




                                                  Management
                                        Territory Partner Set Up
                           Sales Hierarchy /                                    Sales Support       Account Definition                Territory                    Goals and
                                                                                                     & Segmentation                 Management
                          People Assignment
                                Overlays
                                               Lack of flexibility in       Resource Allocation changes
                                                                         territory definition      Account
                                                                                                                                                                  Compensation
                                                                                                                                                                Plan Management
                               Direct Sales     over fiscal years                                      GU
                                                                                                                                                                     Goal Sheet              Configurable
                                                                                                                                                                                             Governance              4
                                               Inconsistent definition of territory vs. overlay / HQ BR
                                                                                                 HQ

                                                named / alternate coverage models             BR    BR    SL BR




                                                                                                                                                                                                                 Sales Analytics & Governance
                                   Partner Capacity           Partner Business       Account & Territory             Partner                    Certification &
                                       Planning                   Planning                                                                      Training                                      Reporting &
                                                                                         Planning                    Goaling
                                                                                                                                                                                              Dashboard


     2
                                                                   Service Renewals
                                Sales &                  Pipeline  Inability to proactively
                                                                              Quote          identify and efficiently / Service
                                                                                                 Deal            Order                                               Service
                               Marketing                 Management           Management         Management                                                          Renewals
Transactions




                                                                                                                 Attach & Booking
                               Alignment                             renew service contracts
                                                                    Inability to co-terminate new product purchase
   Sales




                                                                                                                                                                                             Data Mining
                                                                     service contracts with existing service contracts
                                                                     renewals

     3
                                                                                                                                                                                              Pricing &
Performance




                              Sales Crediting and Claiming                Sales Crediting and Claiming Rebates and Claims
                                                                            Compensations &                                           Sales Enablement                                       Discounting
                                                                          Commissions Payout                  Management
                                                                           Manual and inefficient sales crediting processRebates and Claims Management
   Sales




                                         Sales Credit                         Compensation                       Rebate
                                                                   Credit  Lack of centralized transaction repository
                                                         Sales     Sales
                        Booki
                        Bookings           Engine        Credit                Plan Engine          Promoti
                                                                                                   Promotions
                                                                                                   Repository
                                                                                                                 Engine
                         ngs                                                                          ons
                                                                                           Commission      Reposit
                                          CLAIMING                                                          ory                        Rebate
                                                                                 revenue     Payroll                   POS Claims                  Training Solution Selling Collaboration



                                                                                                   When Execution Matters                                                                                   12
                                                                                                            (Confidential)
MORE Finance Operations Focus Areas

     Due to our current dynamic economic environment, there is a critical need for
                       increasing visibility into financial metrics.



                                Finance Operations


                      1                                                        3
                                                                           Strategic
                  Finance
                                                                           Decision
                 Reporting                      2
                                                                           Support
                                          Transaction /
                                             Activity
                                            Support
 Record
           Internal                                                                              Financial
   to                                                                              Forecasting
            Audit                                                                                Modeling
 Report                      Procure
                                                                Sales
                                to
                                                              Commission
                               Pay
                                              Plan
                                               To                                    Annual      Financial
  SOX     Budgeting
                                              Fulfill                               Planning     Process
                             Order                              Lead /
                              to                                Quote
                             Cash                              to Order


                                       When Execution Matters                                                13
                                             (Confidential)
 MORE Finance Operations Focus Areas

            Due to our current dynamic economic environment, there is a critical need for
                              increasing visibility into financial metrics.



                                            Finance Operations

SOX                                       Sales Commission                               Forecasting
 Unclear lines of accountability 1        Lack of timely visibility for sales and        3
                                                                                          Poor data integrity (historical data)
  across the organization     Finance       sales mgmt                                    Highly
                                                                                       Strategic manual forecasting processes
 Lack of KPIs required to measure
                             Reporting     High sales admin costs (more time             Misaligned and informal forecasting
                                                                                       Decision
                                                            2
  regulatory compliance                     managing process than selling)             Support
                                                                                           processes across functions and
 Insecure financial data/information                 Transaction /
                                           Misalignment of sales incentives               organizations
                                                         Activity
                                                        Support
      Record
                     Internal                                                                                 Financial
        to                                                                                   Forecasting
                      Audit                                                                                   Modeling
      Report                             Procure
                                                                            Sales
                                            to
                                                                          Commission
                                           Pay
                                                          Plan
                                                           To                                   Annual        Financial
       SOX         Budgeting
                                                          Fulfill                              Planning       Process
                                         Order                              Lead /
                                          to                                Quote
                                         Cash                              to Order


                                                   When Execution Matters                                                    14
                                                         (Confidential)
   MORE IT Services Focus Areas

      Due to cost constraints, IT organizations need to quickly reassess their alignment to
           current business priorities and reconsider their delivery / support models.


       Strategy


       Conceptualization &
       Execution Planning


 Design &                                                              Design                Support &
Implement         Discovery              Requirements
                                                                       & Build                Maintain


                                                                                 IT Applications Maintenance
                     1   Critical Initiatives Review                       2
                                                                                   & Support Model Review


                                                                           Support for IT
      Review of initiatives that are essential for the business and:       • Applications Maintenance
                                                                             (database, system admin)
                                                                           • Technical upgrades (developers)
      • Were underway but have been held up due to cuts
      • Have not been initiated due to limited funding                     Support for Business
                                                                           • Triage process
                                                                           • Help-desk and user support
                                                                           • Issue resolution
                                              When Execution Matters                                       15
                                                    (Confidential)
   MORE IT Services Focus Areas

      Due to cost constraints, IT organizations need to quickly reassess their alignment to
           current business priorities and reconsider their delivery / support models.


       Strategy


       Conceptualization &
       Execution Planning


 Design &                                                               Design                  Support &
Implement         Discovery              Requirements
                                                                        & Build                  Maintain


                                                                                  IT Applications Maintenance
                     1   Critical Initiatives Review                        2
                                                                                    & Support Model Review

                 Critical Initiatives Review                                 IT Application Maintenance & Support
                  Lack of business value to justify                           Model for IT
                                                                            Support Review
                   implementation costs                                       Higher costs of maintenance and support
      Review of initiatives that are essential business business and:       • Applications Maintenance
                  Initiatives addressing outdated for the                     relative to overall P&L
                                                                              (database, system admin)
                   problems                                                   Need/opportunity to concentrate internal
                  Difficulty in prioritizing held up                       • Technicalon higher value add business
                                                                                           upgrades (developers)
      • Were underway but have been initiatives due to cuts                    resources
                                                                               partnerships/activities
      • Have not been initiated due to limited funding                        High cost resources for Support
                                                                            Support for Business support and
                                                                            • Triage process
                                                                               maintenance
                                                                            • Help-desk and user support
                                                                            • Issue resolution
                                               When Execution Matters                                              16
                                                     (Confidential)
MORE Delivery Framework

             The methodology draws upon the core process re-engineering approach of
                  Discover, Analyze, Recommendation and Execution Roadmap.


                                                                                                                    Execution
         Discovery                               Analysis                              Recommendation
                                                                                                                    Roadmap


 Identify client‟s current          Analyze findings against                   Develop actionable short /   Build roadmap outline
 challenges, pain points &          industry leading                           long term practical          including strategic and tactical
 future improvement areas           practices, capability gap                  recommendations that         actions, sequencing,
 through discovery                  / fit, key metrics impact                  leverages the client‟s       dependencies, key milestones
 interviews and business            and expected ROI                           capabilities                 & target staffing requirements
 requirement gathering
                                                                                                            ST/LT     Q1      Q2     Q3
People                 Process     Gaps People Process Policy Syst/Data




                                                                               Value
           Holistic                 1     High    High    Low    Med
          Approach
                                    3     Med     High    High   High


                                    3     Low     High    Low    Med
Policy            Systems/Data                                                           Cost / Effort




                                                         Duration: 4 +/- weeks
                                 Trianz Team Size: 2 – 3 senior level consultants
                                                            When Execution Matters                                                        17
                                                                        (Confidential)
                                                                                                            Recomm     Execution
 Discovery Phase                                                                     Discovery   Analysis
                                                                                                            endation   Roadmap




Discovery Activities                                            Discovery Template
1.   Understand key business challenges within focus
     areas from client sponsor
2.   Identify key stakeholders for engagement
3.   Develop and define scope, project plan, timeline,
     and engagement model
4.   Request for quantitative data for preliminary
     analysis
5.   Gather qualitative information on current
     processes and detailed pain points through
     stakeholder interviews and/or surveys




                                                     When Execution Matters                                                 18
                                                           (Confidential)
                                                                                                                      Recomm          Execution
Analysis Phase                                                                                Discovery   Analysis
                                                                                                                      endation        Roadmap




Analysis Activities                                                  Analysis Output
1. Highlight and prioritize leading practices
   considering focus area, industry and geography.                                                                   Best Practices

2. Identify relevant inefficiencies within focus area
   and key dependencies.
3. Map key inefficiencies of focus area against
                                                                                                                             Pain Points
   process, policy, organization, data, and systems
   layers.
4. Chart / graph any relevant data and / or metrics .

     Layers
       Processes               Organization



                                                                   Gap / Impact
              Process 1
                                                                    Analysis
       Systems/Data            Policies


                                                                         Metrics Evaluation




                                                        When Execution Matters                                                             19
                                                              (Confidential)
                                                                                                                  Reco
                                                                                                                           Execution
Recommendation Phase                                                                      Discovery   Analysis    mmen
                                                                                                                  dation
                                                                                                                           Roadmap




Recommendation Activities

1. Provide summary of major findings.                           Recommendations Output

2. Formulate solution options based on analysis
   phase.
                                                                                                       Key Findings
3. Prioritize options by value mapping solution
   options versus business effort required.
4. Provide list of prioritized short term and long term
   recommendations
5. Validate findings and recommendations with key
   sponsors and stakeholders.
                                                                    Value vs. Ef f ort
                                                                      Mapping &
                                                                     Prioritization
                                                                       Process




                                                                             Proposed Solution /
                                                                             Recommendations




                                                     When Execution Matters                                                     20
                                                           (Confidential)
                                                                                                    Reco
                                                                                                                Execution
 Execution Roadmap                                                           Discovery   Analysis   mmen
                                                                                                    dation
                                                                                                                Roadmap




                                                              Execution Roadmap Output
Execution Roadmap Activities

1. Based on recommendation options, plot
   roadmap of recommended activities against
   fiscal year/quarterly timeline.
                                                                                                          Short Term
                                                                                                       Recommendations
2. Provide key milestones, checkpoints and                                                               & Action Plan
   potential dependencies impacting roadmap.
3. Recommend immediate next steps for
   execution.




                                                                                                             Long Term
                                                                                                             Roadmap




                                               When Execution Matters                                                    21
                                                     (Confidential)
 End Product
         Discovery                    Analysis                          Recommendation      Execution
                                   Proces   Organi                                          Roadmap
                                     ses    zation



                                   System   Policie
                                   s/Data     s




   Summary of Contents
 Executive Summary
 Major Findings - Gap & Impact
  Analysis                                                                                Visibility to
 Comparison to Leading Practices                                                          Opportunities
 Prioritized Initiatives or
  Recommendation by Process,                                                              Business Case
  Policies, Systems/Data,
  Organization                                                                             for Change
 Current & Future State Process
  Maps                                                                                    Ability to
 Impact on Key Operating                                                                  Execute
  Metrics / Expected ROI
 Short Term Action Plans & Long
  Term Strategic Roadmap


                                                 When Execution Matters                                 22
                                                       (Confidential)
In Conclusion

            • In these rapidly changing economic times, it is vital for
              organizations to quickly refocus on revenue optimization
              and cost efficiencies.



            • Operations and IT organizations offer the opportunity for
              rapid change due to their use of CRM and ERP platforms.




            • A proven process reengineering approach can quickly lead
              to actionable recommendations.



            • With our proven track record in the high-tech industry,
              Trianz’ MORE solution can quickly enable your organization
              to adapt to the changing environment.


                       When Execution Matters                             23
                             (Confidential)
When Execution Matters   24
      (Confidential)

								
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