The Three Secrets of a Successful Transition to Cloud-Based Services
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The webinar discusses three essential secrets for a successful transition to cloud-based services: a unified organizational effort, an engagement model that empowers prospects, and individual accountability for client success. It also highlights changes in product modeling, marketing, sales compensation, and financial planning that accompany this transition, alongside the benefits of embracing cloud services. Additionally, Orbitera's C2M platform is introduced as a tool to enhance billing and sales processes for cloud services.
The Three Secrets of a Successful Transition to Cloud-Based Services
- 1. Orbitera Webinar Three Secrets of a Successful Transition to Cloud-Based Services Randy Riemersma President / Co-Founder Span the Chasm Brian Singer VP of Products & Co-Founder Orbitera, Inc. For audio: use headphones/speakers or call +1(646)307-1706, access code 458-235-810
- 2. For audio: use headphones/speakers or call +1(646)307-1706, access code 458-235-810
- 3. Barriers to Transition 3 Speed Financial Reporting Operations Economic Change Value Unclear Personnel Modeling For audio: use headphones/speakers or call +1(646)307-1706, access code 458-235-810
- 4. Should we do it? Changes in Customer Expectations: Element Then Now License Model Perp/Term/ELA Consumption Selling Model Sold ‘To’, high touch Sold ‘With’, low touch Control Vendor Prospect Goal Derived Value Derived Value Deployment Lifecycle Monolithic Iterative Business Case Enterprise mapped Use Case measured Success Responsibility Client Ecosystem Deployment Strategy Enterprise Use Case For audio: use headphones/speakers or call +1(646)307-1706, access code 458-235-810
- 5. 3 Secrets to Success Transition to Cloud-Based Services: 1. Unified and concerted effort across all key organizations. 2. Your engagement model puts the prospect in control. 3. Each organization ‘owns’ their part of the customer’s ongoing journey. 5 MarketingFinance Customer Sales ProductDelivery
- 6. Changes to Product Modeling • Impact on corporate finances • Margin across portfolio options • Target client/market sector forecasting • Client behaviors: • Adoption • Stickiness
- 7. Changes to Product Portfolio structure • Enable Configuration vs Customization • Layered portfolio: • Base configurations with value-added options • Adoption rates matter
- 8. Changes to Marketing Prospect engagement • Context sensitive interaction to rapidly engage the buyer journey. • Inform but not sell • Identify and short-cut key insertion points Prospect empowerment • Sandbox to Pilot to Production • Vendor data, client data: create an experiential exercise
- 9. Changes to Sales Compensation planning • Lifecycle and use case focus • ARR vs big event Account mapping • Better early success prediction needs • More efficient use of ISR/BDR Account lifecycle engagement • Deeper use case competencies • Longer term involvement in account discovery • Shelfware is dead • Predict growth realities (1 – N use case growth) 9
- 10. Changes to Delivery Ecosystem • Use Case success, not just implementation • Use Case growth • Deliver utility-like SLAs • Service kits to accelerate adoption and proliferation • Focus on Configuration vs Customization 10
- 11. Changes to Finance Planning • Change velocity mapping: what can the company handle? • Budgeting impacts Communication • BoD and C-suite on changes in rev rec, etc. • Long-term forecasting impacts 11
- 12. 12 Four Benefits to Embracing this Transition
- 16. Benefit #4 16
- 17. 3 Secrets to Success: 1. You must have a cross-organizational plan that maps a path to a Cloud-based delivery model. 2. Your engagement model and tooling must accelerate and enable prospect autonomy. 3. You must truly ‘own’ client success at an individual client level. 17
- 18. Break for Q&A • Before we talk about tooling up for the cloud transition with Orbitera, we’ll take one or two questions for Randy • Use the Q&A Section of the Webinar toolbar 18 • Write to info@spanthechasm.com for details of Randy’s on-site workshops: • Help you to effectively navigate this complicated ‘if’ and ‘how’ process • Focus on the 3 Secrets to Success • Three-part process • Pre-work across all 5 organizations • Onsite 1 day workshop with all 5 orgs • 3 follow up meetings spread across 6 months for follow up and coaching
- 20. Bill customers for cloud services in a manner that maximizes reseller margin Market and sell pre-packaged bundles of cloud, software, and services Automate the business processes associated with servicing customers that purchase cloud services Key Use Cases Orbitera for Cloud Resellers Resellers use Orbitera to
- 21. Key Use Cases Orbitera for Software Providers Showcase cloud solutions built by ecosystem partners in a marketplace Convert customer interest in cloud based solutions to leads and POCs for the ISV and their software Provide customers with a straightforward way to purchase and use their software across multiple clouds ISVs use Orbitera to
- 22. Automate the billing and invoicing for cloud services by using Orbitera C2M to process billing from cloud providers. Customers don’t place orders with salespeople for cloud services. They deploy cloud services and simply get charged for what they use. The on-demand nature of cloud puts a premium on delivering timely and accurate billing data. Orbitera C2M Orbitera C2M optimizes your billing to generate additional margin with reserved instance optimization, custom pricebooks, support plans, and per-customer volume tiering. Reporting helps you maximize profit margins across your customer base. Build a highly profitable cloud business by understanding the intricacies of how you are billed for services.. MANAGE BILLING OPTIMIZE MARGINS
- 23. Cloud makes it easier than ever to get enterprise software directly into your customers hands. Orbitera C2M helps you package your software so that it’s easy for your customers to purchase without creating an operational nightmare for your business. Whether you are an software provider, solution provider, or VAR, C2M optimizes your software sales on cloud. Customers looking for solutions that run on cloud platforms aren’t content to wait for your rep to call them back. In the on-demand world, customers make purchase decisions before they contact you. Orbitera C2M puts your solutions in the spotlight with customer-launched testdrives and POCs, showcasing the ease of running your software on the cloud. Use cloud to reduce your cost of sales and accelerate your customers through the pipeline from a lead to POC to a full production deployment. Orbitera C2M PACKAGE SOFTWARE ACQUIRE CUSTOMERS
- 24. Sell your solution – provide customers an straightforward way to purchase your solutions through the Orbitera C2M store. Take advantage of the automation inherent in cloud to deploy complex solutions seamlessly after purchase. Eliminate obstacles to customers acquiring your software and services. Get a clear picture of your cloud business from resold cloud services to cloud bundles and more. Optimize your marketing to generate more leads and sales of cloud solutions. Orbitera C2M SELL SOLUTIONS ANALYZE & FINE TUNE
- 25. Thank You! • Thank you for coming! • We’ll take more questions now. Use the Q&A section of the webinar toolbar • For more information on Span the Chasm, visit www.spanthechasm.com • For more information on Orbitera, visit www.orbitera.com • We will mail a link to the slides and recording to all attendees 25 Randy Riemersma President / Co-Founder Span the Chasm Brian Singer VP of Products & Co-Founder Orbitera, Inc.