Abinitio Presentation

Nishant Varshney

Businesses Proposition

• Omnitech InfoSolutions Ltd is an ISO 9001:2008 certified company

• Managed Service Provider and Global leaders in providing technology related services in the area of Business Availability and Business Continuity Services

– Performance Management– Remote Management– Infrastructure Management – Disaster Recovery

• Value added customized solutions that helps organizations achieve higher efficiencies and prosper

• Enable organizations to derive higher Productivity, Predictability & Profitability for their competitive business

Understanding of IMS• Rapid change in technologies with the changing market scenarios

• Businesses and the infrastructure that supports IT organizations are expected to deliver 365 days, 24 hours a day, 7 days a week

• Ensure higher availability of IT infrastructure while reducing the cost of management

• IMS Services:– Remote Infrastructure Management Services (RIMS)– Data Centre Services– Technical Help Desk– Onsite Technology Support

Understanding of RIMS Services• Remote operations solution automates the process of IT infrastructure

administration• Manage maintenance schedules and administrative tasks• Offering customized suite of Remote Infrastructure (RI) services for end-to-

end support with guaranteed SLA to organizations– Proactive Alerts– Technical experts can analyze performance trends– Pro-actively identifies capacity requirements for IT infrastructure– Rapid resolution/Higher SLA– Access to Highly skill resources – Lower Costs

• Important features: – Platform Independent – Agent less Architecture – Quick Deployment – Customized Reports – SMS/Email based Alerts

RIM Business Value• Skill availability• Better ROI on IT investments• Risk mitigation• Right sizing of the resources for increased business value• Effective and optimized portfolio of third party contracts• Proactive support• Reduced total cost of ownership• Flexibility• Improvisation of service level management• Extended-hour global delivery for infrastructure outsourcing

IMS/RIMS business and growth• Managing all of IT remotely through advanced telecommunications

technologies and Internet is perhaps that works in favor of RIM• NASSCOM estimates suggest that the global addressable market for RIM

services currently stands somewhere between $96-104 billion.• Recent findings show that up to $26-28 billion’s worth of IT infrastructure

management services could be off-shored, out of which up to 50% or $13-15 billion is likely to be contributed by India by 2013

• Recent industry numbers indicate that the Indian RIM services market stood at roughly Rupees 550 crores in 2008 and is likely to grow at a CAGR of 30% over the next five years

• The banking and financial services sector has been the early and possibly the most extensive adopter of RIM services in India

Major Players• Big Players

– HCL Comnet– Wipro infotech and technologies– Patni Computers– IBM

• Niche Players– Mindtree– CSS– Netmagic– Omnitech– Zensar– Hexaware Technologies

Business Stakeholders

Internal Teams

PresalesConsultant

BusinessHead

FinancialController

SolutionArchitect

TechnicalTeam

DesignTeam

ClientStakeholders

FlashTeam

ProspectiveClients

Key AccountManager

Macro Understanding • The Pre-Sales consultants are measured on their ability to design and then

articulate bid-winning solutions to potential clients

• Working in partnership with different teams from sales to technical they need to consistently demonstrate innovation and accuracy in equal measures

• Ability to influence the outcome of sales proposal through technical innovation and differentiation

• Customer retention Role by becoming a trusted advisor to the clients and they become an indispensable part of the account management team

Expectations• Working with Product Management and Marketing to help define/refine

sales messages and ensure sales packages are developed and messages communicated to sales team

• Developing a broad awareness of the client's technical architecture and emerging technologies with enough knowledge to determine what is and is not possible

• Becoming a Presales consultant with a high technical acumen and business values

• Acquiring real expertise on the products or solutions, exhibit confidence and develop trust with the people who need to decide if they will choose vendor A or B

• Learning new curves technology or business wise• Adding flavors to my skills by getting trainings on Business Intelligence Tool

(BO XI) or data warehousing

Primary Focus Areas • Map the existing “AS IS” and should be able to visualize "TO BE" system

scenario at a concept level

• For large (value, size, complexity and strategic importance) proposals use-cases are a must, followed by WBS. Project WBS MPP is based on that capturing non-functional requirements. Understanding strategic importance and analyze business requirements and it’s impact on the solution

• R&D on the latest innovations, tools and solutions available in the market, this study would also expose us to new requirements in the market and marketing tools

• Presales consultants must win trust and confidence of the customer and channelize the deliberations properly

Organization Chart

Presales Activities• Managing Requirement which includes feasibility study, documentation,

conceptualize solution along with mind maps and contextual diagrams

• Estimation process making use of vigil estimation techniques

• Decision on Project development methodology and project development workflow

• Schedule a meeting with relevant stakeholders to review the proposal and estimates

• Finalize Proposal and estimates

• Proposal walkthrough to the client

Requirement Mgmt

FeasibilityStudy

Documentation(SRS, Use cases)

Wireframe &Concept Maps

ApproachPresentation

Activity Chart &Estimation

Process

Review andApproval

Formal ProposalPresentation

ProposalWalkthrough

Demonstrating POC& Other Products

UAT PostImplementation

PipelineManagement

ManageCommunication

RCA &Best Practices

Internal Training &Recruitments

PresalesProcesses

Value Addition• Developing good relationship with the prospects

• Exhibiting real expertise on the available products or solutions that caters prospect’s requirement

• Mapping the business processes to functional requirement

• Understand what & how and be responsible and communicate

Key Result Areas• Provide the required level of Technical assistance to Partners and their

prospects during initial commercial engagement• Provide customer centric demonstrations• Provide an effective link between Sales and Operations• Manage and maintain pre-sales Technical documentation• Develop & deliver required Sales Technical Support training• Ensure that all meeting notes and requirements documentation are

completed and linked to partner/customer information• To be available as a knowledge source to provide partners, prospects and

customers with fundamental experience and advice within all business areas served

• Provide feedback on market or technology developments

Thank YouLet us know your thoughts