Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 1

Delta Channel Services/North America 2013 Webinar Series

Introduction to BOT - Build, Operate and Transfer Offshoring

Wednesday, 27th March 2013, 1:30pm EST

Welcome!We are getting attendees on board...

The webinar will start in a few minutes.

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 2

Welcome to our Webinar!

• Welcome and introduction• Overview of presentation• Question and answer session at the end of webinar

Erin Winterbottom– Webinar FacilitatorErin’s experience includes working for Vh1 and MTV as a social and digital media expert. She developed social marketing strategy for Vh1’s popular website bestweekever.tv. She was also the Digital Associate Producer for the live MTV talk show “It’s On with Alexa Chung.” Erin was responsible for the social media integration of Twitter, Facebook and MTV.com into on-air production. She is currently the Marketing Communications Consultant for Delta Channel Services – North America. In addition to managing its social marketing, Erin produces webinars for Delta and its clients. She has also worked closely with Kathy Tito, producing webinars and assisting in marketing campaigns for clients of New England Sales & Marketing.

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 3

About the Panelists

Griff Roberts –Delta NA BOT Practice Manager

Griff Roberts is a Senior Technology Executive and US Air Force veteran with more than twenty five years of experience in software companies as well as information technology and engineering organizations.

 Griff has experience with both direct sales and reseller channel development and specializes in strategic partnerships/alliances. He has recruited and managed relationships with the world’s largest consulting firms including Accenture, CapGemini, Deloitte, IBM Global Services, Mercer, PricewaterhouseCoopers (PwC) and Towers Watson as well as major technology vendors such as IBM, HP, ORACLE and Microsoft. 

 Griff has held senior management roles in a broad spectrum of companies from small software startups to one of the US’s largest financial institutions.

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 4

Delta Channel Services Overview

• Delta has been delivering global channel marketing and sales support to IT leaders since 1995 with operations in the UK, US and AP with a global team of directors, consultants, researchers, recruiters & Partners

• Sales Pipeline Development - Assisting IT Vendors (Direct or Channel) improve Sales Pipeline Performance

• Export and new Markets – Helping IT vendors open new markets• Executive Search - Finding the best candidates and Partners worldwide• Offshore in India - Assisting ISVs to establish, run and manage

Offshore Operations "We have retained Delta many times over the course of the years

with excellent results. They are clearly leaders in Business Development, Sales Optimization and Partner Management."

IBM Executive

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 5

Services and Outsourced Programs to drive results

© Delta International – NA, LLC

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 6

Proven Results with Market Leaders!

Your participation in this BOT Webinar is greatly appreciated!

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 8

Offshore Engagement Models

• Freelancers• Software Factories• Offshore Development Centers (ODC)• Captive Operation• Build, Operate & Transfer (BOT)

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 9

Offshore Engagement ModelsFreelancers• Independent developers• Multiple locations• No cohesive development process• Complicated to manage

Software Factories• Usually fixed bid• No control over hiring• No continuity between projects• Specifications must be very complete

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Offshore Engagement Models

Offshore Development Centers (ODC)• Dedicated development staff• Sometimes involved in the hiring process• In house team management

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Offshore Engagement Models

Captive Operation• Maximized management and control• Largest Financial commitment• Risk is not totally reduced due to the new environment

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Build, Operate & Transfer (BOT)• Maximum Flexibility

Control over hiring, management and processes Can cover multiple releases of software Can include support and maintenance services

• Minimized Risk• Reduced financial commitment compared to a captive model• Transfer of ownership when you are ready

Offshore Engagement Models

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 13

Comparing Engagement Models

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About the Panelists

John Miller – Founder and Director Delta Channel Services

John Miller, has been in the IT industry for over 30 years working as an executive in a number of senior business development positions for companies including British Olivetti, Norsk Data and Intergraph.

In 1995 he decided that the time and market conditions were right to fulfill his ambition of setting up his own channel business development consultancy, Delta International. Since then John has become a leading global advisor on business partner channels matters to executives of companies like IBM, SAP, SAS, and HP and dozens of fast growing ISVs.

He is a recognized global expert in partner to partner valuenet marketing and sales initiatives. John is a frequent speaker on Business Partner Channel Sales at IT industry seminars and conferences where his clients often refer to him as the "Doctor". He recently featured at the European ISV Convention providing ISVs with insight into Cloud and SaaS channel development.

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 15

What’s Happening in the Market

• Now small and medium vendors are also active

• MD of small (50 employee) Document Development and Services company in Thames Valley“we can no longer afford the salaries that developers want here even if we can find them – we have no choice but to look at offshore again and get it right this time”

• And some have tried and failed first time!-----------------------------------------------------------------Bottom line – the western markets with slow growth are driving the

need to reduce development costs, support costs and decrease time to market

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Onshore vs. Subcontract/Outsourcing vs. Own Offshore

Factor Onshore Sub/Outsource Own OffshoreCost X4 X2.5 X1Quality 1st 3rd 2ndProductivity 100% 60-70% 60-70%Risk Lo High MediumFlexibility Medium Medium High

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 17

Is Risk Mitigation and Cost Reduction viable Offshore?Maxima PLC – Case Study

• Maxima (AIM:MXM) is a leading provider of IT business systems and managed services, helping over 1,000 organisations across the UK, Ireland and the USA.

• LONDON (SHARECAST) - Managed services provider Redstone has agreed to acquire IT business systems Maxima for approximately $15 M

Redstone added the acquisition should yield cost savings of around $3.5M and be earnings enhancing, following implementation of cost synergies. Maxima's Indian operations are expected to deliver significant service and cost benefits to the enlarged group, it said.

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel ServicesFebruary 2013 Slide 18

How Maxima Overcame the Classic Risk Issues

# Issue Fix1 Finding right quality resources Good spec and search2 Keeping right quality resources Good employer3 Poor process documentation Is it good onshore?4 Low productivity rates Can get to 70%5 Poor project management PM onshore and

offshore6 Unstable infrastructure Cloud ++7 Communications Agile ++8 Lack of training Onshoring txf9 Scalability From 15 to 80+10 Local legal, compliance and taxes Local expert support

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Building Your Own Team Has Many Benefits!

• How – Using a Build, Operate and Transfer (BOT) model• Why India – largest, most skills, English language• Where – choice of centres to match your requirements• Who – Software developers, architects, testers, 24/7

support, back office, finance, credit control and marketing• When – a team can be up and running in 3 months – can set

up temporary or permanent facilities• How much – ~ 1/3rd of US equivalent total cost, BOT service

a single monthly fee from $7.5 K• From: Teams of 5 upwards

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Questions and Answers

Please type in your questions in the current GotoWebinar session….

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Next Steps

Available to all attendees:• Today’s presentation

PDF format available for download on www.slideshare.com Audio available for download on www.youtube.com

Available to all attendees upon request:• White paper on BOT model • Free assessment of the viability and potential ROI for your

own Offshore team• To discuss Proof of Concept (POC) • Please Contact Griff Roberts

Email: griff.roberts@deltachannels.com Cell phone: (610) 316-8747

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Thank you for joining us!Thank you for joining us!

Please join us for the rest of the Webinar Series