SOLUTION SALES - PRIVATE CLOUD. Maarten Raeymaeckers Presales

Transcription

1 SOLUTION SALES - PRIVATE CLOUD Maarten Raeymaeckers Presales

2 De waarde van private cloud voor onze klanten

3 20th Century Data carriers

4 21st Century Data carriers

5 Your future competitors... And technology

6 Meet Tim he graduates this year

7 Meet Tim he isn t the experienced professional you are

8 Meet Tim he s a digital native

9 Meet Tim Investing in his core business

10 Meet Tim do you want him as your competitor?

11 Recent customer story How to put your business at risk

12 Waarom is dit relevant voor onze klanten?

13 20th Century Set up your business 20 th century

14 Set up your business

15 Ceci n est pas une core business

16 Why can t life be easier?

17 21st century Set up your business 21 st century

18 Focus on your business Stay competitive

19 Exact private cloud professional data centers & IT professionals

20 Exact private cloud Security is our core business

21 Exact private cloud Dedicated multilingual support team that knows your business and our solutions

22 Exact private cloud Economy of scale

23 Exact private cloud Change in requirements is like opening or closing a faucet

24 Exact private cloud Monthly subscription

25 Moet ik investeren in infrastructuur?

26 Exact private cloud Accessible anytime anywhere, from you device of choice

27 Exact private cloud Required network bandwith per user 100 Mbit 20Kbit

28 Hoe anders is de Exact oplossing in de cloud?

29 Exact Globe On-premise

30 Exact Globe in the cloud Zoek de verschillen

31 Dus...

32 Exact private cloud Values in a nutshell

33 Wat betekent dit voor Exact partners?

34 Goodbye price play Welcome value play Projectleider (-17%) Support medewerker (-13%) DB Beheer (-11%) Developer (+17%) Analist (+14%) Consultant (+10%) Bron: Fast Flex: benchmark tarieven externe inhuur binnen het IT domein ( )

35 Goodbye transactional, welcome stream Maandelijks Gedurende de ganse contract duur 10%

36 Goodbye technician, welcome strategic partner

37 Welke vragen stellen?

38 Maak een heldere foto as-is: Beschrijving van de omgeving: Hoe maken gebruikers verbinding (PC / Thin client / mobile) Toegang binnen en buiten het netwerk? #Servers / #Users Welke applicaties (Globe / Synergy / Extern) Maatwerk? Integraties? SDK? Direct SQL access? Welke landen zijn in scope?

39 Maak een duidelijke tekening to-be: Aantal gebruikers Globe / Synergy Grootte van de SQL Dbs (+ verwachte groei) Gewenste functionaliteit Globe/Synergy Non-Exact applicaties in scope? Partner oplossingen Integraties Office(365)

40 Welke ondersteuning krijgt u vanuit Exact?

41 Partner self-service

42 Maak de meerwaarde meetbaar EPC Value Proposition 2016 EXACT

43 Solution Sales Mark t Hoen Begeleiding van trajecten bij uw klanten Positionering Value proposition Aanspreekpunt naar EPC-team Pre-sales Delivery Product marketing Pricing

44 Vaarwel servers Welkom cloud

45 Mark t Hoen Sales Executive Exact Business Solutions Mark.t.Hoen@exact.com Ingrid Ligthart Senior Product Marketing Manager Exact Business Solutions Ingrid.ligthart@exact.com Yolanda Mentink Client Representative Exact Business Solutions Yolanda.mentink@exact.com Maarten Raeymaekers Business consultant Exact Business Solutions maarten.raeymaekers@exact.com