Orbitera Webinar

Three Secrets of a Successful Transition to Cloud-Based Services

Randy RiemersmaPresident / Co-Founder

Span the Chasm

Brian SingerVP of Products & Co-FounderOrbitera, Inc.

For audio: use headphones/speakers or call +1(646)307-1706, access code 458-235-810

For audio: use headphones/speakers or call +1(646)307-1706, access code 458-235-810

Barriers to Transition

3

Speed

Financial Reporting

Operations Economic Change

Value Unclear

Personnel

Modeling

InertiaFor audio: use headphones/speakers or call +1(646)307-1706, access code 458-

235-810

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

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.

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MarketingFinance

Customer Sales

ProductDelivery

Changes to Product

Modeling• Impact on corporate finances• Margin across portfolio options• Target client/market sector forecasting• Client behaviors:

• Adoption• Stickiness

Changes to Product

Portfolio structure• Enable Configuration vs Customization• Layered portfolio:

• Base configurations with value-added options• Adoption rates matter

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

Changes to SalesCompensation 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

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

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Changes to FinancePlanning

• 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

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Four Benefits to Embracing this Transition

Benefit #1

Change

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Benefit #2

Transformation

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Benefit #3

Acceleration

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Benefit #4

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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.

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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

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• 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

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

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

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

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

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

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

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Randy RiemersmaPresident / Co-Founder

Span the Chasm

Brian SingerVP of Products & Co-FounderOrbitera, Inc.