Vertical Solutions & Revenue Opportunities

Transcription

1 Vertical Solutions & Revenue Opportunities Neil Colstad January

2 Vertical Solutions & Revenue Opportunities DISCUSSION TOPICS Strategy Commitment Eco System Build, Buy & Partner to create purpose built solutions that penetrate high growth vertical markets People, plans, resources, funding ~ fully aligned to create, package and bring complete solutions to market with you Fully integrated, certified solutions that involve 3 rd party application vendors Relevance Showcase the unique revenue opportunity available for our strategic GSI Partners 2

3 Vertical Solutions Strategy TWO PRONGED APPROACH TO PENETRATING HIGH GROWTH MARKETS Complete End to End Hitachi IP Solutions Build, Buy, Develop, Integrate, Package complete Hitachi Solution offerings Purpose built with unique IP to penetrate the market GTM involves multiple paths; Direct Sales, GSI s, Indirect Sales, Cloud delivery partners, etc. Eco System Partnering & Creation of HDS+ISV Alliance based offerings Integrate, Certify, Package joint offerings that involve a best in class 3 rd party ISV Application GTM based on sell with and sell thru commercial models to enter the market value Leveraging the strength, expertise and industry knowledge of our GSI Partners is a key ingredient to our success in both vectors 3

4 OUR VERTICAL EVOLUTION CUSTOMER RELEVANCE Banks Telcos Gov t HLS CME O&G Gov t HLS CME O&G Gov t BFSI CME HLS More to Come 4 DISTANT PAST RECENT PAST TODAY INCREASING IMPORTANCE OF GSIs TOMORROW

5 BIG DATA: WHERE S IT ALL COMING FROM? Machine Sensor Data, Complex Data Sensors Video Human Enterprise Content, External Sources Recording M2m Log Files Satellite Imaging Business Process Database Data Documents Bio- Informatics Web Logs Social OLTP 1x 100x 10x Big Data Transforms how we Capture and Capitalize on Data 5

6 HDS IS HITACHI S ENGINE FOR SOCIAL INNOVATION THROUGH BIG DATA MEDICAL TRAFFIC SECURITY FINANCIAL ENERGY RAILWAY PUBLIC DISTRIBUTION MACHINE DATA INFRASTRUCTURE HUMAN DATA CONTENT BUSINESS DATA INFORMATION 6

7 Commitment to Vertical Success Thousands of people working together from across the Hitachi family of companies Field Sales Vertical Sales Teams GSI Team Numerous functional organizations within HDS interlocked on a common strategy Field Engineers & CTO s Vertical Solutions Global Partners & Alliances Bringing unique industry leading vertical solutions to market Hitachi ITPD Solution Product Management Solution Engineering 7

8 Solution Partners ~ Eco System Across Industry Oil & Gas CME HLS Let s Take a Closer Look.. 8 On HDS.com, click here to see all our partner involved solutions

9 Solution Details: HLS VNA HLS: Vendor Neutral Archive Business Problem CME: NW Analytics as a Service OAG: Rig-in-a-Box Value Proposition 50% Less than 50% of patient reports available when needed 100% 100% of patients records available and accessible Reduced costs Improved patient care Source: Institute of Medicine of the National Academes Solution: Hitachi Clinical Repository With BI Revenue Opportunities Market is growing at 56% CAGR By 2017 market is expected to be $4B Typical deal size: $2M to $5M Additional consulting & integration: $2M to $5M 3 year volume: 150 customers GSI revenue opportunity: $300M to $750M 9

10 Solution Details: CME ~ NW Analytics HLS: Vendor Neutral Archive CME: NW Analytics as a Service Business Problem OAG: Rig-in-a-Box Value Proposition Telco s have limited visibility over their networks traffic patterns 3 Min Average Improve Customer Experience Increase speed to issue resolution Improved financial performance & profit Drive revenue with proactive offers Results in operational risks and missed revenue opportunities Real-Time Analytics Solution: Analytics-as-a-Service Revenue Opportunities Market opportunity: $1.7B ASP deal for products & platform: $10M to $20M Additional consulting & integration: $10M to $30M+ 3 year volume: 20 customers GSI revenue opportunity: $200M to $400M Network Probes Hitachi Platform Hitachi Analytics Source: markets and markets) 10

11 Solution Details: OAG ~ RIG Analytics HLS: Vendor Neutral Archive CME: NW Analytics as a Service OAG: Rig-in-a-Box Business Problem Revenue Loss Companies are losing revenue as the data they have goes unanalyzed Companies measure drilling rates or oil production rates continually yet only act on data averaged out over hours often missing important inflection points Solution: Rig Analytics-in-a-Box (WIP) Value Proposition Real-Time Analytics Detect well-drilling issues real time and initiate proactive measures Decrease costs due to well down time ($100K to $3M per day) Increase production by 1% = Millions Revenue Opportunities Hitachi Sensors & Platform Rig Probes HSDP OODB RIAB Hitachi Analytics Market opportunity: ASP deal for products & platform: Additional consulting & integration: 3 year volume: GSI revenue opportunity: TBD 11

12 DRIVING SUCCESS AND COLLABORATION Solutions Commitment Unique Value Revenue Alignment ü We have a suite of real and ready vertical solutions that meet market demands ü Hitachi is fully committed to bringing industry leading solutions to market ü Each vertical solution delivers a unique value proposition to the market and we are poised to win ü Each vertical solution represents a services opportunity for our GSI Partners ü We are committed to aligning with you to deliver a complete solution to our customers 12

13 Call to Action & Next Steps 5 Step Activation Plan 1. Arrange a solution planning workshop 2. Collaborate on Service Delivery Practice & Documentation 3. Define respective field evangelizing and education plan 4. Arrange account mapping sessions with counterparts & define target accounts 5. Structure a mutually beneficial sales plan & marketing plan Let s Go! 13

14 Thank You Neil Colstad Vice President Global Partners & Alliances FCS, ISV Alliances & Industry Verticals