Three Steps To Maximize The Business Value

Of Your OpenText Investment

What to Look for in a Strategic Partnership OpenText - Partnership Program

PRESENTATION OVERVIEW

} About Sierra Systems

} About OpenText

} Partnerships

} Approach and Methodology

} OpenText Partnership Program

Sierra Systems delivers peak performance to our clients by offering a full range of systems integration services tailored to the unique needs of each industry

• Operates across North America with over 900 employees

• Founded and headquartered in Vancouver, Canada (1966)

• Management Consulting, Systems Integration and Application Management

Our AMS Services

• 30 years delivering market-leading AMS solutions

• Over 100 clients deployed across a wide range of industries

• 200+ AMS certified professionals

• Flexible delivery options

• Proven approach, best practices, tools and methodologies

• Managed via a focused, enterprise wide AMS Business Unit

SMART Methodology™

Automated Tools

Best Practices

Certified Training

Programs

Sierra’s OpenText Services

• Managed under Sierra AMS Business Unit, Center of Excellence based in Calgary, AB

• Focused on OpenText EIM Product Suite, with strong capabilities in supporting Livelink and Content Server

• Provide a mixture of on-site and remote support

• Clients in Oil & Gas, Government, Energy and Utilities

Sierra AMS SMART MethodologyTM

Strategic Resourcing

Core AMS

Co-Sourcing

Core AMS

Fully Managed Service

Core AMS

Shared Services

PeopleSoft OpenText Dynamics AX SharePoint

Reasons for selecting an OpenText Partner

• Lack of in house OpenText resources

• Inability to service environment – skillsets/bandwidth

• Limited access to Training

• Require an OpenText certified partner

7

What Sierra brings to OpenText Partnership

Partnership Framework Model

Define Validate Implement

Partnership Framework Model

Define

Goals

Scope

Expectations

Validate Implement

Partnership Framework Model

Define

Goals

Scope

Expectations

Validate

Expertise

Experience

Capabilities

Implement

Partnership Framework Model

Define

Goals

Scope

Expectations

Validate

Expertise

Experience

Capabilities

Implement

Planning

Deployment

Transition

Sierra’s Partnership Approach

Reusable CollateralDoes your partner need to build everything from scratch?

Industry FocusDoes your partner have a resource pool they can draw from and do they bring both industry and technical experience?

Methodologies and Best PracticesDoes your partner have technology expertise coupled with wealth of best practices and sophisticated methodologies to minimize risk?

SMART Methodology™

PMBOK®

Sierra Way Integrated Methodology

OpenText Partnership Program

OpenText is committed to establishing relationships with the best resellers, technology, services, and solution providers to ensure customer success. Together as partners, we fulfill key market objectives to drive new business, establish a competitive advantage, and create demonstrable business value.

• Headquartered in Waterloo Ontario

• Canada's largest software company

• Produces and distributes Enterprise Information Management (EIM) software solutions for large corporations across all industries

OpenText Partner - Program Benefits

• An extended organization to develop technologies

• Repeatable service offerings, and solutions that enhance the way our customers maximize their investment in OpenText products

• Opportunity to work closely with our partners to support and implement new and evolving industry standards while creating mutually beneficial relationships with systems integrators, consultants and software and hardware developers to extend the value of OpenText’s products and services.

OpenText Partner - Categories

Service providers Technology providers• Primarily global or regional system

integrators, consulting firms, and outsourcing firms.

• A proven ability to automate and reengineer complex business processes that include systems integration and application development.

• Expertise may include strategy, design, implementation, change management, project management, customization, Web design, and specific vertical market and domain expertise.

• Vendors whose software and/or hardware offerings both compliment and extend the value of OpenText product offerings.

• Offer OpenText customers best-of-breed technology components, seamlessly integrated with OpenText products and services.

• Expertise may include hardware and software components, database management systems (DBMS), and specific application environments.

OpenText Partner - Categories

Solution providers ResellersOriginal equipment manufacturers (OEMs), value added resellers (VARs), and independent software vendors (ISVs) have the vision and capability to combine their expertise together with OpenText products and services to develop and deliver high-value, comprehensible, repeatable software solutions that target a specific line-of-business or vertical industry.

• Market and sell OpenText products, services, and solutions.

• Working cooperatively with and complimentary to the OpenText Direct Sales organization, this partner usually focuses on a specific market segment, geography, or application, ensuring the successful implementation of OpenText products.

Partner Selection Criteria

Achieved Competency in one OpenText solution set

Executed agreements – NDA, Partner, other as necessary

An active Partner Sales & Marketing function

Trained resources• 2 – Sales trained in one OpenText solution set• 1 - Developer trained in one OpenText solution set• 2 - Pre-Sales trained in one OpenText solution set

Annual Business Plan with Target License Revenue quotas

Periodic pipeline review

Co-marketing investment and execution

Regional and/or industry focus

Client Value with Certified Partner

Access to SME’s• Both Partner and OpenText

Training Courses• Common foundation• eLearning

Access to• Knowledge Centre• Demo Environments• Partner Portal

Trust in a certified and supported Partner

Webinar recording available at vimeo.com/sierrasystems

www.sierrasystems.com

contact@sierrasystems.com