fy17 execution plan dc - draft sept v6
TRANSCRIPT
Data CentreFY17 Execution Plan Japan
September 2016 Aaron Roberts
Data Centre
Copyright © 2016 Dimension Data
<DDJP> FY17 Data Centre strategy
What Solutions / Services will we take to market?
What investments will we make? What key actions will we execute? How will we measure
success?
Core
Core infrastructure, Backup and Strorage
SS and SC for DC. Re-design the EBC
in DDJ
+1 BU in top 10, transform and selected LNE accounts.
Attach I&I and uptime for all opportunities
Closer alignment EMC and NetApp
Demonstrate MSDC as key differentiator /value add
QBR w/ EMC & NetApp 2 x EBC per quarter 3 x Top10 w/o DC biz. 3 x net new EMC deals 3 x net new NetApp deals 2 x assessment wins 85% on-time renewal 25%+ attach rate
Attach I&I and uptime
Transformation
PCEE PS SA Assign owner to engage & drive 9 targeted clients for PCEE.
Position ES/MSDC to target list of qualified accounts
Enable sales, SS and SA for MSDC
2 x PCEE + MSDC wins 4 x enablement trainings
ES/MSDC
3Copyright © 2016 Dimension Data
Data Centre TransformationDC Infrastructure
Core Transformational
431
Data Centre Colocation
Enterprise Workloads
Data Centre FY17 Priorities
ITaaS platforms
Focus only on platform-based Enterprise Services deals
DC Strategy & Roadmaps
2 Storage, Backup & Recovery
SAP Workloads
Application Workloads
Virtualisation & Converged Infrastructure
ConvergedInfra
VirtualisedCompute
StorageSolutions BaaS
IaaS
Backup &Recovery
Build DC Strategy & roadmaps to drive DD platforms or pull through on premise infrastructure
Data Centre Design, Build Consolidation
DC Design & Build with NTT Facilities only when DD can pull-through active
infrastructure
Managed Services for Data Centre
4Copyright © 2016 Dimension Data
DC Optimization
Disaster Recovery & Business Continuity
DC Transformation
DC optimization Hybrid Cloud
Modernized ERP
Data Centre TransformationDC Infrastructure
Core Transformational
431
Data Centre Colocation
Enterprise Workloads
DDAP’s priorities are aligned with our Global priorities
ITaaS platforms
DC Strategy & Roadmaps
JP Case by Case
2 Storage, Backup & Recovery
SAP Workloads
Application Workloads
Virtualisation & Converged Infrastructure
ConvergedInfra
VirtualisedCompute
StorageSolutions BaaS
IaaS
Backup &Recovery
Data Centre Design, Build Consolidation
Managed Services for Data Centre
JP Core Focus
JP Case by Case 2x PCEE + MSDC Wins
5Copyright © 2016 Dimension Data
Data Center Portfolio
On-premise
Partner cloud
DD Cloud
HybridControl
Not a priority for Dimension Data
Drive On-premise refresh for storage, backup recovery, servers, converged / hyper-converged infrastructureDrive on-premise re-platforming for SAP and other
applications
Land PCEE with Hyperscale cloud integration & MSDC for clients with AWS/Azure workloads
Land BaaS to enable clients to Backup workloads on AWS/Azure to DD Cloud
Target platform-based Enterprise Services deals through NGDC team
Land IaaS/BaaS by leveraging Mid-Market CM teamWork with SAP / ISV partners to drive DD platforms
Land PCEE in all countries
DD’s Level 3/4 journey
AWS, Azure, Google
Virtualisation & Converged Infrastructure
ConvergedInfra
VirtualisedCompute
StorageSolutions
Backup &Recovery
Data Centre Design, Build Consolidation
SAP Workloads
Application Workloads
Vendor’s Level 3/4 journey
Data Centre Colocation
ITaaS platforms
IaaSManaged Services for Data Centre
BaaS SAP Workloads
Application Workloads
ITaaS platforms
Managed Services for Data Centre
BaaS
Priority #1Priority #2
Priority #3
6Copyright © 2016 Dimension Data
What we offer Where we focus What we sell Differentiation
Virtualisation & Converged Infrastructure
Product Portfolio:• Vblock • FlexPod (Cisco UCS+NetApp)• VxRAIL / VxRack / Cisco Hyperflex
(Hyperconverged infra)• Cisco UCS• VMware ELAs
Services Portfolio:• Professional services – Virtualisation• Implementation & Installation• Uptime for UCS, EMC, NetApp
• Largest pool of Cisco, EMC, NetApp, certified resources in APJ• Managed Services (MSDC) portfolio to provide additional value-add• Pan-Asia services footprint with multi-language support
Infrastructure-as-a-Service
Services Portfolio• IaaS on Public MCPs• Managed Hosting• Migration services
• 19 Public Cloud locations globally to address data sovereignty requirements with single portal access to manage cloud instances globally
• 99.999% Availability SLA • Regulatory / compliance certifications• Ability to offer IaaS with Managed Hosting environment for
high performance applications (i.e. Database, Analytics) Workloads with ‘per socket based licensing’ where managed
hosting is cost effective (i.e. Oracle)
Data Centre Design, Build
& Consolidation
Services Portfolio• DC design led by NTT Facilities• Migration and consulting services for
Build and consolidationProduct Portfolio:• Active DC infrastructure (Servers,
storage, network)• Passive DC infrastructure
• Partnership with NTT Facilities • Experience with DC Design and Consolidation• Migration and risk management experience
DC Infrastructure – Offerings and Value Proposition
Virtualisation & Converged Infrastructure
ConvergedInfra
VirtualisedCompute
IaaS
1
Data Centre Design, Build and
Consolidation
7Copyright © 2016 Dimension Data
Data Centre
What we offer Where we focus What we sell Differentiation
Storage consolidation
& Tech refresh
Product Portfolio• EMC VNX, VMAX, Unity,
ExtremeIO• NetApp FAS
Services Portfolio• Storage Consolidation & Migration• Implementation & Installation• Uptime for EMC / NetApp
• Largest number of EMC, NetApp, VMware certifications in APJ• Regional SI partner with Multi country billing• Pan-Asia services footprint with multi-language support
On premise Backup & Recovery solutions
Product Portfolio:• EMC Avamar, Data Domain• CommVault Simpana
• Uptime for DataDomain
Services Portfolio• Backup & Recovery consulting
• Experience in backup and disaster recovery solutions• Local service delivery and restore capabilities in country
Backup-as-a-Service
Services Portfolio• Backup-as-a-Service• Disaster Recovery consulting
• Ability to backup from on premise / public cloud to DD Cloud• Comprehensive portfolio
• Application Level (Enterprise)• VM or server state level (Advanced)• File level backup (Standard)
• Innovative pricing model - Priced on ‘de-duplicated storage’ consumption vs. ‘front end storage’
Backup & Recovery – Offerings and Value Proposition
Backup &Recovery
BaaS
StorageSolutions
2
8Copyright © 2016 Dimension Data
Data Centre
DD Uptime is critical for driving profitability in Storage, Backup & Recovery
Uptime for • Japan can sell Uptime for EMC (VNX)• No sparing required as EMC provides Spares Free of
Charge
Uptime for• Japan can sell Uptime for NetApp FAS • Sparing required depending on Client SLA
Vendor Requirements PH NZ MY IN CN SG TW JP HK ID TH
EMCMin. 2 X Certified
EMC VNX PE Engineers. FOC Spares from EMC
NetAppMin. 2 X Certified
Engineers. Back to Back with NetApp
• For EMC/NetApp deals where DD has deal registration, DD has the right of first refusal to offer Uptime (instead of VBR)
• PoGM of 50-55% (and no spares cost!)
What’s new in FY17?Push UPTIME for key clients as opposed to Vendor VBR
2
Copyright © 2016 Dimension Data
DD has 3 consulting services to drive Data Centre Transformation for our clients
2. Application Placement and Cloud Readiness Assessment (APCR)
3. Data Centre Development Model (DCDM)
1. Strategic Discovery Workshop (SDW)
• 2 -3 day engagement to assess • Suitability of 10-15 pre-selected
applications for cloud and/or data centre managed services
• Best fit deployment model (physical, virtual, cloud or hybrid)
• Priority of applications for movement to the cloud
• A workshop-based engagement to help clients to define their ideal future state in their data centre transformation journey and the IT infrastructure roadmap to get them there.
• 1 day workshop for business and IT leaders to uncover gaps in alignment between business and IT strategies.
• Participants develop and agree to a set of technology initiatives
4
Jointly agreed Strategic Roadmap
Next Steps
Success Measures
Assigned owners
Out
puts Preferred application
deployment model
Prioritized roadmap for cloud migration
IT roadmap for transformation
Critical success factors
Review of key technology domains
Copyright © 2016 Dimension Data
While each consulting service is targeted at different needs, the goal is to drive DD platforms
Strategy led conversation“I don’t have an IT strategy that is
aligned to my business outcomes and strategic goals”
Strategic Discovery WorkshopFor clients who have not yet fully
aligned their IT strategy to business needs and goals
Application led conversation“I need to deliver applications that
will enable business transformation to become more agile and flexible”
Application Placement & Cloud Readiness Assessment
For clients who need cloud first application insight to define a best-fit
application delivery strategy
Infrastructure led conversation“I
“I need an infrastructure roadmap to execute IT strategy”
Data Centre Development ModelFor clients with an existing IT strategy
who need to understand how their infrastructure strategy should
support the transformational journey
4
Preferred Outcome
Cloud Platforms
Managed Services for Data Centre
Data Centre Colocation
Copyright © 2016 Dimension Data
What we offer Where we focus What we sell Our Value
Enterprise Services
opportunities that leverage DD Platforms
• Public / Private & Managed Hosting with consistent architecture & advanced 99.999%SLA
• Ability to address data sovereignty due to global footprint and On premise (PCEE)
• Low entry price point / consumptive (PCEE)
• Architecture aligned to Infosec and Regulatory compliance considerations
• Ability to offer enterprise grade security in a cloud environment
• Advanced SI Services by DD - MS, PS
• Shared data centre / network infrastructure for Hosted Private to optimize costs
Data Centre Transformation – Offerings and Value Proposition
Cloud Platforms
Managed Services for Data Centre
Public CaaS Private CaaS (On Prem)
Managed Hosting
(Bare metal servers on Public Cloud)
Consulting & Professional
Services
Network services
Hosted Private CaaS
(Dedicated virtualized compute & storage on shared core network)
Managed Services for
Cloud
Co-location services
ITaaS:
Data Centre Colocation
Managed Security Services
Managed Services for Data Centre
MSxx:
MS/PS:
Value-added Services
4
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Headcount Data Centre
FY16 FY17 Y-o-Y Growth
Sales Specialist 1 1 0%
Solutions Consultant
2 1 0%
FY17 Data Centre BU – Summary$USD 000
Finical Summary Data Centre
FY16 FY17 Y-o-Y Growth
Bookings TCV 3,468 7,107.0 205%
MS 898 2,422.0 170%
PS 225 685.0 204%
Product 2,346 4,000.0 71%
Booking's ACV 3,454 6,061.0 75%
MS 884 1,377.0 56%
PS 225 685.0 204%
Product 2346 4,000.0 71%
Revenue 4,244 5,858.0 38%
GP 1,085 1,285 18%
POGM $ 1,144 1,532 34%
POGM % 26.9% 26.2% -0.7 pt
accelerate your ambition 13Copyright © 2016 Dimension Data
FY17 Data Centre BU – Key MetricsCore FY16 FY17 Goals Action plan to achieve growth
Cisco UCS Product Bookings $ 0.4m 1.2m Focus on PCEE and FlexPod to drive UCS booking
EMC Product Bookings $ 0.6m 6.4m Joint GTM for 10 clients. 8 x PCEE clients
NetApp Product Bookings $ 0.1m 3.2m 5 joint GTM clients. Focus on FlexPod as key products.
Uptime for EMC/ NETAPP $ 0m 0.5m Focus on SSP (NetApp) take-over
Transform FY16 FY17 Goals Action plan to achieve growth
# PCEE wins 1 2 Target qualified clients such as YKK, Chiyoda, FIL, Dassault, and CCEJ
# SAP wins 0 0 Joint GTM with SAP Japan and NTT Data EAS
# of ES deals 0 2 Leverage the PCEE opportunities with YKK, Chiyoda, CCEJ
IaaS / BaaS Booking $ (Mid-market team)
Notes:• Focus on repairing key relationships with EMC and NetApp• Make sure we de-risked the business by getting more JLNE clients and more reliable run rate • Focus on solution offerings based on Hybrid Cloud, and business outcomes – DRaaS, Big Data etc..
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DC Japan PS/MS Matrix FY17 Vendor UPTIME I&I SDW APCR DCDM PM
Cisco B200 Only
EMC VNX 2 Only With support form OHQ
NetApp FAS 2000 FAS 8000
With support form OHQ
Dell Via 3rd Party only Box Drop
HP Via 3rd Party only Box Drop
ITaaS (MCP/PCEE) With support form OHQ
Notes:• For all of the consulting serves a transition plan will be in place to knowledge transfer within Q1 FY17 to allow for local delivery
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DC Japan PS/MS Matrix FY17 – Pending Updates
accelerate your ambition 16Copyright © 2016 Dimension Data
DC Japan Solutions Matrix FY17 Once qualified through consulting
Vendor VDI SAP MSFT ITaaS MSDC Infra
CiscoUCS PS Consulting PS Consulting
MS Install PS Consulting MS Install
PS Consulting MS Install
PS Consulting MS Install / Uptime
EMCVNX
PS Consulting MS Install PS Consulting
MS Install PS Consulting MS Install / Uptime Pending
EMC VXRAIL
200 Users PS Consulting
PS Consulting PS Consulting
EMC CAVblock (PCEE) PS Consulting PS Consulting PS Consulting
MS Install Target EMC Direct Accounts PS Consulting PS Consulting
NetAppFAS 2500/8000E-Series
NetApp AFF PS Consulting
PS Consulting PS Consulting MS Install FAS
FAS 2500/8000 - NAS E-Series - SAN EMC Direct Accounts PS Consulting MS Install FAS / Uptime Pending
NetAppFlexPod
200 Users 400 Users 500 Users 1,000 Users
PS Consulting PS Consulting
EMCVSPEX / HP
1,000 Users 2,000 Users
PS Consulting PS Consulting
accelerate your ambition 17Copyright © 2016 Dimension Data
Goals for FY17 with Key Vendors
Total Vendor Revenue Total Revenue – Cisco UCS
Total Revenue – HP Servers*
Total Revenue – EMC + Dell
Total Revenue – EMC CA
Total Revenue – NetApp
DC TCV Target FY17 Q1
Bookings TCV $300k $300k $1.2M $400k $800k $2.7MWeight Pipe Line $600k $600k $2.4M $800k $1.6M $5.4MSales Force Pipeline $1.2M $1.2M $4.8M $1.6M $3.2M $10.8M
Total Vendor Revenue Total Revenue –
Cisco UCS
Total Revenue – HP Servers*
Total Revenue – EMC + Dell
Total Revenue – EMC CA (PCEE)
Total Revenue – NetApp
DC TCV Target FY17
Bookings TCV $1.2M $1.2M $4.8M $1.6M $3.2M $10.8MWeight Pipe Line $2.4M $2.4M $9.6M $3.2M $6.4M $21.6MSales Force Pipeline $4.8M $4.8M $19.2M $6.4M $12.8M $43.2M
FY17 per QTR Targets
FY17 Targets
Pending local HP agreements
Pending local HP agreements
HP not included in this number
HP not included in this number
accelerate your ambition 18Copyright © 2016 Dimension Data
Client Mangers Goals for FY17 per QTR - Key Vendors
Total Vendor Revenue Total Revenue – Cisco UCS
Total Revenue – EMC + Dell
Total Revenue –
EMC CA
Total Revenue – NetApp
DC TCV Target FY17 Q1
Bookings TCV $30k $120k $40k $80k $270kWeight Pipe Line $60k $240k $80k $160k $540kSales Force Pipeline $120k $480k $106k $320k $1.08M
Per DD Client Manger
What's Next • Pitch SDW to all Clients as a starting point on the DC solution selling journey • We now have EMC and NetApp PS and MS capabilities in Japan so can now sell this with all deals
• Pending FlexPod and VSPEX • Key Assumption of 10 CM in DD Japan• Each CM has an agreed DC Targets and APS with three Key Vendors• Additional goals on MSDC and EMC CA with ITaaS • Work with EMC Japan to help pick up some of the Dell Sever Business
accelerate your ambition 19Copyright © 2016 Dimension Data
• Client technology procurement
• Global and regional “drop in” deals
• Extend this to local JLNE via channel refer slide 17
Storage, Backup & Recovery Data Centre Transformation
• Lead with SDW, APCR, DCDM
• MSDC
• Servers
• Storage
• PCEE and Hybrid Cloud
DDJP GTM Focus AreasRapidly becoming a ‘Services Lead’ & ‘Cloud Operator’
DC Infrastructure
• Provide flexible ordering, fulfillment and invoicing capability for International and Global clients through DD’s Supply Chain Services
• Led by Dimension Data’s Data Centre LoB
• Client technology procurement
• Global and regional “drop in” deals
50% Focused 25% Focused 25% Focus
1 2 4
Notes:• We have over $1M of HP Server biasness today via the NTT Sell To Teams• This need to be capitalized on and exuded into the JLNE and some of the GMNC market to help improve DC run rate
accelerate your ambition 20Copyright © 2016 Dimension Data
Segment & Vertical Focus
Storage, Backup & RecoveryDC Infrastructure1 2
Data Centre Transformation4
Market Segment Market Vertical
GET (Out) 4 FSI 4
Global/MNC (In) 4 M&C 0
J-GLB 4 MFG 4J-LNE 2 TT 2
Mid-Market 2 PSE 0
Market Segment Market Vertical
GET(Out) 4 FSI 4
Global/MNC (In) 4 M&C 0
J-GLB 4 MFG 4J-LNE 4 TT 2
Mid-Market 2 PSE 0
Market Segment Market Vertical
GET(Out) 0 FSI 2
Global/MNC (In) 0 M&C 4
J-GLB 4 MFG 4J-LNE 4 TT 0
Mid-Market 2 PSE 0
0 = no focus 2 = selective focus 4 = focusD
D L
edN
TT G
roup
Led
DD
Led
NTT
Gro
up L
ed
DD
Led
NTT
Gro
up L
ed
Virtualisation & Converged Infrastructure
ConvergedInfra
VirtualisedCompute
IaaS StorageSolutions
Backup &Recovery BaaS ITaaS platforms Managed Services for
Data CentreData Centre Colocation
accelerate your ambition 21Copyright © 2016 Dimension Data
Dimension Data
NTT
Partnering Companies
J-MNC&
J-LNE
Sell through / with
Sell through / with
DD Japan position our solutions to the market via multiple channels
NTT Companies
GET / MNCSell to
Virtualisation & Converged Infrastructure
ConvergedInfra
VirtualisedCompute
IaaS Data Centre Design, Build Consolidation
1 For 50% of the Business – Drive Run Rate
Data Centre
accelerate your ambition 22Copyright © 2016 Dimension Data
DC Japan Resourcing
DC SS
• Dedicated Presales Resource• Architecture and sizing support• Focus on UCS/EMC/NetApp/Vmware• IaaS Hybrid Cloud and Cross BU
Responsible for Data Centre Sales:1. DC Infrastructure
- Focus on hunting opportunities- Drive assessments & services attach to
increase profitability- Enablement- Demand Generation- Vendor Engagement
2. Storage, Backup & Recovery- Lead BCP and COLO cross sell deals - Look at OPEX models DRaaS
3. Data Centre Transformation- Consulting Led - Hybrid Cloud - PCEE - MSDC
Professional Services Director
Denotes existing role
Denotes new role
Solutions Director
Legend
TBA
DC SS & Practice Lead*
TBA
DC SC (Infra)
DC SC (SOL)
DC Infra TC
SOL TCTBA
TBA
TBA
TBA
NW/DC Engineer
DC/NW Engineer
TBA
TBA
ManagedServices Director
• Dedicated Presales Resource• Focus on DD Solutions
• Design, consulting and implantation• HLD and LLD for
UCS/EMC/NetApp/VCE/Vmware
• Design, consulting and implantation• HLD and LLD for DD Solitons
accelerate your ambition 23Copyright © 2016 Dimension Data
Go to Market Model With the Three Core Vendors GTM EBC/CoE
Lab
+
• Focus on identifying DC opportunities
• Engage Key Vendor High Touch Sales Teams
• Positions Data Centre Architecture Value Proposition
• Sells Capability• Gather requirements• Qualifies Solution• Engages Vendors EBC/CoE
• Client Workshop• Design Technology Solution• Proof of Concept• Capacity and Sizing
DD Client Manager
DC SC Infra
DC SS
• Cross BU and Solutions Pre-sales
• Converged and Reference Technical Pre-salesDC SC Solutions
• Next Generation and Solution Led
GET / MNC
Pre-Sales • 2x DC SS Solutions Specialist• 2x DC SC Solutions Consultant
Dimension Data Support Team
+
J-MNC&
J-LNE
?
accelerate your ambition 24Copyright © 2016 Dimension Data
FY17 per QTR – Key Actions (Other GMC/JLNE and Mid Market Accounts) Actions / Vendors QTR 1 QTR 2 H1 QTR 3 QTR 4 Total
FY17 H2
DC InfrastructureFocus on drop in GMNC RUN Rate $600k
Focus on drop in GMNC RUN Rate $600k
Focus on drop in GMNC RUN Rate $600k
Focus on drop in GMNC RUN Rate $600k
$1,200k
Storage, Backup & Recovery
Top 20 LNE / GMNC $1M
Extend to other new JLNE clients $100k
Close 5x GMNCGet 2x New JLNE Logo
4x BackupaaS with MCP for BCP $200k
Top 20 LNE / GMNC $500k $1,800k
Enterprise Workloads
Map in Cisco and EMCfor 3DCAD and SAP $500k
Sell Through NTT Comms and SDC $500k
Sell 1x SAP or 3D CAD
Sell Through NTT Comms and SDC $500k
Close 2x PCEE (Custom Vblock via Dassault Systemes) $4M
$5,500k Key focus 3D CAD
Sell one 3D CAD via Dassault Systemes
DC Priority #1 PCEE
Keep pushing current deals Focus to close 1x PCEE $2M
Pipeline Generation activities via client meetings, workshops, and consulting
Closed 1x PCEE Deal
Keep pushing current deals, Focus to close 2x PCEE $3M
Pipeline Generation activities via client meetings, workshops, and consulting
$5,000k Closed 2x New PCEE Deals
DC Priority #2 UPTIME
Complete NetApp Extend EMC $200k GMNC
Run Rate Support on all new deals $200k Make sure GMN and Top 20 have UPTIME $100k
Closed 4x Key NetApp UPTIME deals
Run Rate Support on all new deals $200k Make sure GMNC and Top 20 have UPTIME $100k
Run Rate Support on all new deals $200k Make sure GMN and Top 20 have UPTIME $100k
$500kClose Key NetApp and EMC UPTIME deals
DC Priority #3 Dell/HP Infra
Set up Dell via EMC$100k
Set up HP via Disty Sell Dell Run Rate $200k
Sold Dell ProLiant Rack Servers Sold HP DL380 Rack Servers
Sell Dell and HP Run Rate $400k
Sell Dell and HP Run Rate $400k $1,100k
Cross BU Selling (DC/NI + Sec)
Sell Vblock with Security $2M
White Space for CC/CX Cross Sell FlexPod $200k
Sold at least 1 White space and 1 Vblock solution for Cross BU
Sell Vblock with Security $2M
White Space Blue Coat FlexPod $300k $4,500k
Sold at least 1 White space and 1 Vblock solution for Cross BU
Total Pipeline Based on Key Actions $19.6M (Run Rate Plan)
2
1
3
4
5
6
7
accelerate your ambition 25Copyright © 2016 Dimension Data
Account FY17 Pipeline FY16 YTD Client Manager Project
1 ACE Insurance 2M 0.1M Farzam Hadi New COLO SG
2 Adobe 0.5M 0.2M TBA NetApp Tech Refresh
3 AIG TECHNOLOGIES KK 3M 0.5M Daisuke Kawachiya NetApp Tech Refresh
4 CCEJ* 2.5M 0.01M Tsugukazu Kashimura PCEE Big Data
5 Chiyoda Corporation* 4M 0.2M Takashi Arayama UCS and Vblock
6 DASSAULT SYSTEMES 7M 0.1M Hiroshi Takano New Tech PCEE 20 Racks of Kit
7 FIL JAPAN HOLDINGS 4M 0.5M Tingting Johnston DRaaS PCEE
8 Hostsure - Intergraph 5M 0.3M Tingting Johnston 5x Sites PCEE
9 JOHNSON & JOHNSON 2M 0.1M Tsugukazu Kashimura Tech Refresh
10 NTTD-EAS 3M .02M Takashi Arayama Tech Refresh Private MCP
TOTAL 30M 1.93M
FY17 DC Country Top 10 Account List* LNE clients
1 4
1 5
1 5
4
21 4 5
1 5
21 4 5
21 4 5
1 5
1 4
Copyright © 2016 Dimension Data
Questions
accelerate your ambition 27Copyright © 2016 Dimension Data
DCS Root Cause Analysis FY16
What Happened?: 1. DC Booking numbers were missed 2. No DC Solutions were sold, only box drop 3. DC Pipe is not being generated by sales teams 4. Only a few of the DD Client Mangers are pushing DCS
How it Happened?:1. The deals that were identified were only small and not fully qualified2. Client Mangers are used to selling Routers and Switches which is Box
Drop 3. Do not have the correct contacts, account penetration to sell DC solutions 4. Not all of the Client managers now how to pitch DC
Why it Happened?: 1. The deals the were in the pipe were not follow up on and lack of resources
to help the client mangers 2. The perception that DD Japan cannot sell DC solution meant the Client
Mangers only sold Servers and Storage which was more in their comfort zone.
3. We did not have accurate account plans on our clients which meant it was difficult to cross sell from what the client knew what we could deliver on (Networking and Converged Coms).
4. The Client Managers that are selling DC have moved on or have exposure to global deals so they understand solution selling.
The Reasons 1. Not enough resources and account penetration to properly qualify deals 2. Internal Confidence combined with a short fall in skills to sell full solutions 3. Makes numbers on other LOB such as NI & CC, no real reason to push DC
which is perceived as a hard sell. 4. The general sales team dose not have the appropriate sales tools (local
language) and updated SPIN Playbooks to help them sell DC offerings, often they are also not aware of what we can sell.
accelerate your ambition 28Copyright © 2016 Dimension Data
Root Cause Analysis Fishbone FY16 Causal Factor # 1
Missed DC Targets
The 5x Why:1. Why were the DC Bookings numbers missed?
Answer: The deals the were in the pipe were not follow up on and a lack of resources to help the client mangers progress these deals (Pre-Sales). 2. Why were the deals in the pipe not follow up on?
Answer: The Client Mangers how to many accounts and followed up on deals that were easy to close 3. Why were the other deals easier to close?
Answer: Dimension Data is well known in Japan for NI and CC, not DC. 4. Why is Dimension Data not recognized for DC?
Answer: Past performance and the fact that we do not have a large DC reference (Case Study) to show our clients 5. Why do we not have a DC reference?
Answer: In the past we have only sold small Box Drop deals to GMNC with no real full Data Centre solutions and local companies do not trust a smaller company like DD Japan with large Data Centre Projects
Problem Statement:DC Booking numbers were missed Follow-Up
Pre Sales Resources
To Many Accounts Reputation GMNC
Easier to Close other Deals
DCCase Study
Company Size
Causal Factor
accelerate your ambition 29Copyright © 2016 Dimension Data
Root Cause Analysis Fishbone FY16Causal Factor # 2
Box Drop Only
The 5x Why:1. Why were no DC solutions sold?
Answer: The perception that DD Japan cannot sell DC solution meant the Client Mangers only sold Servers and Storage which was more in their comfort zone.2. Why do the Client Mangers have the Perception that we can not sell DC?
Answer: Not fully aware of the DC roadmap and how this fits into their accounts to address their clients needs. 3. Why are they not aware of the DC Roadmap allowing them address client pain points?
Answer: No time to do DC 101 and updated Sales 101 on solution selling4. Why do they not have any time to do the basic 101 training?
Answer: No clear direction on the real benefits of this and daily pressures to make sales numbers 5. Why do they no know the real benefits of DC?
Answer: We do not have any Local DC SPIN Playbooks that can be used to guide the client mangers through our core offerings
Problem Statement: No DC Solutions were sold, only box drop
Perception
Comfort Zone
DC 101 Real
Benefits
Addressing Client Needs
Solution Selling 101
DC SPIN Playbooks
Causal Factor
DC Roadmap
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Root Cause Summary Table FY16 Causal Factor # 1 Recommendations
Description:
Dimension Data Japan dose not have a good reputation when it comes to deliver large DC Solutions
By focusing on a reputation both internally and within the Japan market we will be able to show how we can deliver DC. 1. Have a detailed Accent Plan on how to pitch DC to our selected clients 2. Expand our account penetration to all C-Level staff within each select client 3. CEO Lunches with GMNC and JLNE clients with OHQ and US resources to talk about DC trends 4. Work on a local DC case study based on one of our core solutions, (PCEE, Hybrid Cloud, cross sell).
Causal Factor # 2 Recommendations
Description:
The Dimension Data Client Mangers do not have the fundamentals on how to sell end to end solutions
To help with our internal reputation staff empowerment through solution selling is a must.
1. Updated SPIN sales training2. DC SPIN Playbooks 3. Solution Selling 101 4. Make sure we have a local DC roadmap for all DD Staff5. Offer to build and present a full DC road map to our selected clients
Summary of RCA• By focusing on reputation and basic sales training will help drive pipe and vendor engagement.• We have a real need for local DC sales tools, step by step guide on how to sell our solutions• Must have detailed account planes completed allowing us to have direction and confidence for vendor engagements