1 corio – applications on demand marketplace david k. nielsen regional sales vice president...
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Corio – Applications on Corio – Applications on Demand MarketplaceDemand Marketplace
David K. NielsenDavid K. Nielsen
Regional Sales Vice PresidentRegional Sales Vice President
February 17February 17thth, 2005, 2005
** Corio Confidential Information**
Agenda
The ASP Business Landscape
The Early Days
Sales and Marketing at Corio
Lesson Learned
** Corio Confidential Information**
Reduce costs
of current enterprise apps
Absorb required applications maintenance expenses
Deliver new applications fast,
at low cost and low risk
Eliminate
multi-year,
multi-million,
multi-consultants applications projects
ITOrganization
The CIO Dilemma
** Corio Confidential Information**
“Do more with less” Adapt to variable user demands Budgets will not increase Results required in months
Applications Management
Application Software
Infrastructure
Applications Management
Application Software
Infrastructure
Full Life Cycle: Implementation, Production, Upgrades
Applications Management
Application Software
Infrastructure
Our Strategy:Our Strategy: Applications on Demand Applications on DemandTMTM
Applications Management
Application Software
InfrastructureCorioInfrastructure
OnSiteOutsourced
Infrastructure
Our Focus: Enterprise Application Management
** Corio Confidential Information**
Corio’s Offering
We Manage– Customer Assets (Servers and ERP Software)– Hosted or Remote Applications Management– Service Level Agreements (SLAs)
We DO NOT– Provide Software Subscription Rental– Resell ERP Software, ie Oracle, PeopleSoft, SAP
Application Management Services with SLAs for a Monthly Fee
We support an end-to-end scope
for our customer’s mission critical
enterprise applications
Enterprise Applications Management Architecture
Application Management Center (AMC)
Corio FULL SERVICE: Corio FULL SERVICE:
Corio monitors and takes Corio monitors and takes responsibility for the responsibility for the application and application and infrastructureinfrastructure
• 7x24 Service Desk• Monitoring and SLA Reporting• Service Request Management
• Storage Administration• Hardware Availability and Fail over• Backup / Restore / Diagnostics
• Perimeter & Network Security• Server Host Security• Hardware and Systems Software Assets
• Network Services• Network Maintenance and Change• Equipment Configuration Management• Network Fail over
ApplicationsAdministration
Database Management
Operations Services
Systems Administration
Data Availability Services
Network Services
Computing Assets
Data Center / Network
Security Services
• App Administration and Availability• Application DB Administration• System Performance Tuning• Job Scheduling
• System and OS Maintenance• System and OS Changes• Capacity Management
Corio Full Service• Single SLA that covers
Infrastructure and Applications
• Single point of Accountability
• Corio responsible for architecture, configuration and optimization of entire infrastructure
• Robust security infrastructure
Corio OnSite• Leverages Customer Data Center
• Leverages Customer Infrastructure Management resources
• Customer to demonstrate ability to meet SLA’s requirements that are dependencies on application availability
• Solution architecture to be built based on Corio Standards
Corio Delivery Model AnalysisOn Demand Services
Financial Services
Communications, Content and Hospitality
Public/Non-Profit Sector
Consumer and Industrial Manufacturing
High Tech
Representative Clients
** Corio Confidential Information**
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IDC Leadership Grid
“The competitive environment in this market is changing very rapidly, and leaders are beginning to emerge. According to our analysis, Corio is a leader in the enterprise ASP market today, and the company has a clear plan to retain that position in the future.”
Amy Mizoras, IDC
175,000 Users Supported
1 Billion Transactions Processed
100,000 Service Requests Fulfilled
1,000 Projects Executed
1,000 IT Professionals Engaged
$100 Million Investment in Processes and Technology
"Corio's success with top customers validates that the enterprise ASP model continues to gain traction in the Fortune 1000."
Bill Martorelli, Giga
“By Showing steady progress toward profitability and offering new usage-based pricing for services, Corio is in a good position to take advantage of the increasing interest in On Demand computing. It has struck a good balance between the original rigid ASP model and the “your mess for less” traditional outsourcing model.”
Lance Travis, AMR
Source: IDC Leadership Grid, 2002
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Leveraging Core Competencies
Infrastructure
Functional S/W
Projects
AppsManagement
IT Technologies
SystemsIntegratorsSystems
Integrators
IT OutsourcersIT Outsourcers
Off
-Sh
ore
ISVsISVs
SoftwareLicenses
Asset Management Enterprise ApplicationManagement
$/hour BPR
Core Competency
** Corio Confidential Information**
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Corio’s Annual Revenue Growth
15%-25% Revenue Growth Expected This Year15%-25% Revenue Growth Expected This Year
44.9
49.6
56.1
65-70
-
10.0
20.0
30.0
40.0
50.0
60.0
70.0
$
Millions
2000 2001 2002 2003
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Corio iSRVCE provides Corio customers with visibility and control over their hosted applications by tying Support, On Demand Services, Content Exchange,
SLAs, Billing and Knowledge into a cohesive IT management system.
Corio iSRVCEA Technology Resource Management (TRM) Solution
Support –Track and manage service requests and incidents
–Reporting and analysis of service requests
On Demand–Learn about relevant On Demand Services, such as Corio Development, Delegated User Provisioning
–Place Orders–Track Provisioning Status–Manage Shopping Cart
Content Exchange–Upload/Download content from your applications
SLAs–SLA Metrics and reporting–Track contracts & addendums
Billing –Online bill presentment
Knowledge–Document version, collaborate, search and archive
–Contracts, project dashboards, billing, reporting, architecture diagrams etc.
** Corio Confidential Information**
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iSRVCE DEMO
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Agenda
The ASP Business Landscape
The Early Days
Sales and Marketing at Corio
Lesson Learned
** Corio Confidential Information**
16
Corio History
HistoryJonathan Lee founded Corio in September 1998. With an intimate understanding of the complexities and challenges associated with fast growth, Jonathan transformed DSCI (a virtual "IT team for hire" that he also founded) into Corio.
Excite@Home signed on as Corio's first customer and was brought live by Corio’s PeopleSoft Professional Services in fewer than 60 days, becoming the ASP industry's first live-hosted customer.
This win provided “proof-of-concept” to an ASP market that analysts predict will exceed $20 billion by 2002 and helped to catapult Corio into its industry leading position.
Corio went from the initial 20 person founding team in September of 1998 to 580 employees and a successful IPO in July of 2000. (18 months)
After two strategic acquisitions, Corio now has approximately 120 customers and approx 370 employees.
On January 25, 2005, IBM announced the acquisition of CORIO
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Corio MilestonesKey Corio Milestones
September 1998
Corio Founded - Birth of FastLane™ Methodology
November 1998 First Corio Customer - Excite@Home (Live in 60 Days)
Feb – April 1999
Strategic Partnerships Established: PeopleSoft, Exodus, Sun Microsystems, Marimba
May 1999 Series B Financing
July 1999 Expansion to 11 Offices Nationwide
August 1999 Orion™ Integrated Application Platform Live; Senior Management Team on board
October 1999 Strategic Partnerships Established: Siebel Systems, XO
Nov 1999 Series C Financing; Corio™ Intelligent Enterprise Launched; Strategic Partnerships Established: BroadVision, Commerce One
Dec 1999 Corio hosts our first ever Siebel customer, Netratings, 30 users.
Dec 1999 Corio Express™ Financials Launched
Jan 2000 Microsoft Invests in Corio; Corio Offers hosted Microsoft Solutions
Feb – March 2000
Strategic Partnerships Established: SAP, Moai, Requisite Technology
April 2000 Corio Files for IPO; Strategic Partnership Established: Ernst & Young
May 2000 Corio hosts the first ever (first anywhere in the world), Siebel Enterprise 2000 customer, Extreme Networks. Over 650 users, International Deployment to 15 countries.
May 2000 Corio launches Corio eMarket™ solution for net market makers
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Corio Milestones
Key Corio Milestones
July 2000 Corio makes initial public offering, becoming a publicly traded company on the NASDAQ under the symbol 'CRIO'
October 2000 Corio's first Global Trading Exchange goes live; Corio announces financial results for third quarter of year 2000
November 2000 Corio announces a strategic partnership with (I) Structure; Corio launches the Siebel FastLane Upgrade Program
December 2000 Corio launches Corio Intelligent Infrastructure (CII); Corio launches Corio Security
January 2001 Corio announces recent customer wins: Coreon, Elemica, Forest Express, Hitachi; Corio announces fourth quarter financial results on Jan 30th 2001; Corio signs agreement with Yahoo! to offer Hosted Enterprise Portal Solution
February 2001 Strategic Partnership Established: Oracle; Another Corio Customer goes live: Enporion Marketsite
June 2001 Corio’s First PeopleSoft v8.0 Customer goes live: WebGain; Quadrem Selects Corio to Host Global Mining, Minerals and Metals eMarketplace: Leading Industry eMarketplaces Continue to Select Corio as Their ASP of Choice; Ingersoll-Rand Selects Corio: Enterprise Agreement for Shared Services Signed
July 2001 Corio’s Second PeopleSoft v8.0 Customer goes live: Terra Lycos
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Corio Milestones
Key Corio Milestones
August 2001 National Gypsum selects Corio for PeopleSoft 8.0 HR and Financials implementation and hosting; Corio Successfully Migrates and Upgrades Hitachi America to SAP R/3 Release 4.6: Corio Delivers Accelerated Upgrades and Applications Management for Customized SAP Solutions
September 2001
Carlson Companies – global leader in travel and hospitality industries. 188,000 employed under its brands. Brands operate in 140 countries
$31 billion in annual system wide revenue
Corio service – PeopleSoft HR and payroll solution is currently being implemented at Carlson.
June 2002 Corio announces Corio iSRVCE, a Technology Resource Management (TRM) Solution Application interface provides Corio's customers with a technology platform extending visibility and control of Corio managed applications.
IDC Places Corio in the ASP Leaders’ Quadrant
September 2002
Corio completes purchase of QCS ASP assets. New customers include: Department of the Treasury, Toshiba, Sumco, American Express, ABN AMRO among many others
September 2003
Corio is selected by the United Nations to provide hosting and applications management services for it’s worldwide PeopleSoft deployment
October 2003 Corio announces the purchase if Nexus Technology, a leader in the hosting and applications management industry focused on SAP.
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Market Mood Swings
Industry Evolution
Press Hype
Industry “Founded”
Many New Entrants
Early Adopters Buy In
Hype
Early Failures
More Failures
“Destroy the Hero”
Increased Awareness of
Challenges
Doom
Long-Term Leaders Established
Market Leaders Cross Chasm
Renewal
“Create a Hero to Destroy One”
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Market Casualties and Consolidation
Current ASPs
S I’s
Infrastructure
Legacy Software
New Entrants
Vertical Product
ASPsMicrosoft
BOLSAP Host
eCenter
Siebelnet JDE Source
eOnline
Applicast
Interrelate
Blue Meteor
Interliant
Aristosoft
CorioUSi
MCI
Bell SouthExodus
Sprint
Level 3Loud Cloud
CGEY
Regional’s
IBM
AA
D&T
‘iant’s
PWc
IGS’s
Bidcom
Portera
ADP
Employease
Salesforce.com
NetledgerCritical Path
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Unique ModelUnique Model
The ASP Model is a Unique
ModelNot a Consulting BusinessNot a Software BusinessNot an Outsourcing BusinessNot an Infrastructure
Business
ScalabilityScalability
Creating a Scalable ASP
Business Model is the Core
Challenge Lying Ahead
Initial Market Conclusions
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Agenda
The ASP Business Landscape
The Early Days
Sales and Marketing at Corio
Lesson Learned
** Corio Confidential Information**
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Marketing Primary Responsibilities
Campaigns targeting New Prospects– Corio Applications on Demand Campaign– Corio / SI & ISV Partner Programs
Campaigns targeting Corio Customers– Corio Insights: Newsletter– Corio Enhancements web seminar
PR Schedule – Target weekly releases Industry Analyst Relations Events - PeopleSoft Users Conference
Web Site Product Re-freshes - Update collateral and support materials
Other – Customer Advisory Board
– Corio iSRVCE
– Customer Reference Call in Program
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Support New
BusinessesBusiness Continuity
Cost Reduction Initiatives
New Implementations
Upgrades
Motivating Events to Engage An ASP(Some of our Marketing Strategies are geared to Trigger Events)
Trigger Events
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Demand ProcessFrom Generation, to Qualification, to Prospect
Qualifying
Goal = Convert B/Cs to A leads
Campaigns
Events
Emails to Corio
Inbound Calls
PR/Website Offers
Outbound Calling
Referrals
Telebusiness
Calls
Emails
SI Partners
ISV Partners
Technology Partners
Prospect Identified
Goal = Convert A lead into Closed Deal
Sales
Is Primary Lead on these lead sources
Closed
Generating
Goal = Identify opportunities B/Cs
A
Pipeline
Forecast
Lost / Off
{-------------M a r k e t i n g -----------}{-----------S a l e s------------}
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Agenda
The ASP Business Landscape
The Early Days
Sales and Marketing at Corio
Lesson Learned
** Corio Confidential Information**
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Lesson’s Learned from Silicon Valley Start Up
Be VERY clear on what pain you are out to solve
Stay VERY connected to your customer
Be Flexible
If you are VC backed… they will mostly likely be active in the early days.
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Questions???