Croissance Consulting Presentation V2

Your Journey from “Potential to

Pinnacle”

Path of Least ResistanceIn physics, the path of least resistance is always taken by objects moving through a system. For example, water flowing downhill follows the path of least resistance as it is pulled downward by gravity. Electricity flowing through a circuit behaves similarly; while every available path has some current through it, the amount of current through each path is inversely proportional to its electrical resistance. Atmospheric disturbances (storms) flow on the path of least resistance by flowing toward zones of low barometric pressure, where lower air density offers less impedance to the storm system than higher pressure zones. The entire world functions on this fundamental principle – how can human behaviour be any different. So businesses are also guided by the same principles. In business, maturity models are ever evolving towards finding the “Path of Least Resistance-POLR”. We believe that successful organizations are able to move to their respective POLR, earlier. Most businesses struggle because they try to flow against the POLR, albeit unknowingly. At Croissance we realize this and our aim is to continually strive with our offerings which help seeking businesses, discover this path.

Imagination is more important than

knowledge

"I have no special talent. I am only

passionately curious." - Albert Einstein

Our Journey

“Croissance” is a French word meaning Growth

Our Business: Assist IT companies to traverse the journey from their “Potential to Pinnacle” through high quality yet simple, business skills and innovation

“The First 25 Million Dollar Business For Us in the making”

2012: A year of innovation

Added IT Consulting to the Service Portfolio in 2011

Turned profitable in 2011

1000% YOY growth in 2010

Formed in 2009

The Leadership at Croissance

Chaitanya Kagal

SkillsChaitanya is a result oriented leader with a strong track record of performance in high paced organizations. He utilizes keen analysis and insights to drive organizational improvements and implementation of best practices. Chaitanya possesses superior interpersonal skills, collaborative style of working, and is capable of resolving multiple complex issues. Additional areas of expertise include:

• Strategic planning • New Product Launch in new markets. • Strategizing large and complex sales opportunities• P&L management • Channel development & management• Field management

Education• Post Graduate Degree - Management in Sales & Marketing: Prin.

Welingkar‟s Institute of Management, Mumbai, India • Bachelor in Commerce with Honours (University of Mumbai)

Relevant Experience• Croissance Consulting: President – Global Sales• Jamcracker Inc.: Director Sales – APAC Region • Infor Global: Director – Sales Direct Accounts • SAS Institute: Industry Manager – Retail & Manufacturing • IS3C Consulting (now called Quinnox Consulting): Various roles • The BaaN Company: Regional Manager – Strategic Accounts &

Channel Development • Mastek Limited: Various roles

Ashish Bhatnagar

SkillsDynamics result oriented leader with a strong track record of performance in new ventures and high paced organizations. Utilizes keen analysis and insights and team approach to drive organizational improvements and implementation of best practices. Superior interpersonal skills, collaborative style of working, capable of resolving multiple and complex issues and motivating staff to peak performance. Additional areas of expertise include:

• Strategy, vision & mission planning• Sales & marketing leadership• Negotiations & strategic alliances• IT & Business Application consulting• Software Development, Delivery & Support• Policy & procedure development• Team building & performance improvement

Education• MBA – Finance & Marketing: XLRI Jamshedpur• B. Tech , Indian Institute of Technology Delhi

Relevant Experience• Croissance Consulting: Founder Director• Microsoft Corporation: Director – Microsoft Dynamics ERP & CRM• Navision India: Director – Large Accounts & Technology• Ernst & Young EMEA: Principal consultant – IT & Process

Improvement• Ramco Systems: Program Manager and Sales & Distribution

consultant

Our Strategic Alliances

Croissance is the India office for 2win Global (www.2winglobal.com) addressing the APAC, India and Middle East & Africa markets. We help companies that sell complex solutions win more business through a series of customized workshops focused on skills and strategies to improve their value positioning, discovery and demonstration skills in customer facing events.

Our services target everyone in your organization who touches a customer or prospect, including your salespeople, pre-sales people, and services teams.

Croissance partnered with AIM International to provide international channel expansion capability for the US & Canada markets.

AIM provides ISVs and SIs with the essential services to realize their business growth potential by utilizing the market knowledge and insights gained over 25 years in business development at Microsoft, HP, Intel, Compaq and DEC.

Readiness Delivery

•Dynamics Partner Academy curriculum

•Business, sales, presales, marketing, project management

•Offered to all partners

•Scheduled class delivery

•Basis for Sales and Presales accreditation

Activation and Growth Programs

•Packaged training + coaching program

•24-month engagement

•Offered to selected New/Inactive and Existing Partners

•Based on Dynamics Partner Academy

Other Business Lines

•Marketing Services Bureau

•Partner Business Consulting

•Project management support

•Presales support

•Localization and distribution of ISV solutions

http://www.2winglobal.com/

Our Consulting PortfolioInformation Technology (IT) StrategyBusiness Case Justification for IT InvestmentsBusiness Solution EvaluationPre-implementation readinessProgram ManagementPost Implementation AssessmentApplication Re-engineering

Business Skills Enhancement WorkshopsSolution Demonstration best practices – Demo2Win seriesBuilding your Cloud StrategyIT Applications/Services Portfolio PlanningSelecting your off-shore partner in IndiaHR Services – Recruitment for IT Leadership positions

IT Consulting Services

Consulting Services

to IT Industry

Failed Implementations28% of CRM implementations fail to go live.

Low Adoption RatesIn a typical ERP implementation on average 46% of licensed seats are unused.

Long, Costly Training PeriodsUp to 60% of implementation costs are spent on user training.

Low Penetration15% of employees have licensed seats.

IT Consulting Services

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Change text to the Gold style as on slide 3. Also change "unfilled" to Unfulfilled"

Business ScenarioBusiness Scenario

• You consider IT as a cost

• Do not perceive any value out of your IT investments

• Previous experience with IT not too positive

• Makes you think – Why to invest into IT?

• You have limited awareness of IT tools for your business

Our ApproachOur Approach

• Clear identification of critical IT investments over next 5 years

• Alignment of IT investments to business needs & issues

• Better cash flow management through staggered IT investments

• Improved ROI & payback from IT investments

• Improved customer & vendor & employee satisfaction levels

Business ValueBusiness Value

Draft Your IT Strategy

Understand business drivers, needs and issues

Define level desired to deliver

Assess Current IT capabilities

Gap analysis of current vs desired

delivery

Roadmap short & long term

capabilities & deliveries


• Are you clear of your business needs and issues to be addressed by IT?

• Limited knowledge of who all are impacted within your organization with business issues

• Low confidence level in Investing into IT due to various factors such as adoption, cost, time, lack of knowledge etc.

• Unawareness of the potential benefits of introducing/enhancing IT infrastructure to support your business processes


• Ensure that any IT investment you make is capable of supporting your business and its operations in the longer term

• Gain Higher ROI on your IT investments

• Justify your spend through gaining insight on the payback period, cash flow, internal rate of return etc.

• Improved employee, supplier and buyer satisfaction rate

• In terms of bridging the gap, understanding the current business drivers and challenges will improve the quality of the remaining steps and probability of overall success


Business Case for IT Investment

Understand the business, growth levers and pains

Perform a PAIN CHAIN Analysis

Quantify business benefits if pains are

addressed

Assess and create Buying Vision

Forecast cost budget for the solution

Run relevant metrics through our ROI calculation tool

Draft a business case for the specific IT

investment


• You have clearly stated the business needs that should be addressed by the IT solution, have the forecasted ROI and have a vision for a solution

• You are now at a very important stage where you need to select the right IT Solution & the right vendor to implement the solution

• You are unclear of the available options and their relative strengths & weaknesses

• You are unable to select the appropriate vendor – the most successful is mostly not the best for you since to cultural differences


• Expertise to shortlist solutions for “your” industry

• Customized evaluation criteria based on your industry, budget, maturity & culture

• Get the real total cost of ownership through our ability to unearth hidden costs of solutions

• Get to know what sales people do not state about their strengths & weaknesses

• Optimization of business risk

• Mitigate critical implementation risks through a structured evaluation of service delivery capabilities


Evaluate Business Solutions (ERP/CRM/HRM/SCM)

Understand the Business

Case for Solution

Prioritize Your

Requirements

Define Evaluation Criteria &

RFP

Issue RFP to Shortlisted

Vendors

Evaluate & Rank Live

Demonstrations

Tabulate & Compare the quoted costs

Verify references &

vendor viability

Review license & services

agreement

THE RIGHT IT SOLUTION +

VENDOR


• Your organization has justified an IT spend and presented to its leadership, and the same has been approved by the leadership team

• Your company has limited experience on how to implement a business application

• How will the application be implemented?

• What are the risks?

• What are my responsibilities?

• What are the implementation partner responsibilities?

• Who is required when and for what?

• How do I manage internal resistance?


We shall conduct a two day workshop at your office premises covering the following aspects of implementation:

• Implementation methodology

• Your risks in implementation

• Project organization

• Your role & responsibility

• Project controls

• How to manage internal change

• Project plan

• How to manage scope creep

• Go live strategies

• Data migration strategy

• Project documentation

Higher probability of project completion on budget and on-time

Internal expectation management

Improved adoption due to effective change management

Better control on implementation partner tasks

Improved expectation mismatch from a process perspective


Pre-implementation Readiness


The sheer size and complexity of ERP implementations makes managing these projects difficult. There are really two basic sides to ERP management, people and technology.

According to the Eden Prairie, Minnesota Gartner Institute (a spin-off of the Gartner Group), the gap between the promise of a system and the business value actually delivered once the project has been deployed is great.

Robbins Gioia Survey51% viewed their ERP implementation was unsuccessfulConference Board SurveyImplementation costs were found to average 25% over budgetKPMG SurveyMore than 75% blew their schedules by more than 30%


Our project management experts bring in the knowledge and experience to ensure a realistic project timelines, effective monitoring of tasks & costs, identification & mitigation of project risks, adherence to the implementation methodology of the solution vendor and effective communication to ensure project success.

Achieve the project goals and objectives as decided earlier

Optimize your Resource Utilization

Integration of inputs necessary to meet pre-defined objectives

Avoid any unexpected costs and time to ensure highest possible ROI


Program Management of IT Deployment


• Has your IT deployment lived up to the expectations laid out in the business case justification?

• Is the required functionality available?

• Are the procedures properly documented, published and known about?

• Have users received adequate training and coaching to take advantage of the new facilities?

• Is data integrity being maintained within the system and in relation to other integrated or interfaced systems?

• Does the system have the capacity to deal with the actual peak loadings as encountered and foreseen?


• Know the actual cost & ROI from the project

• Could further training or coaching improve the degree of benefit being generated?

• Are there further functional improvements or changes that would deliver greater benefit?

• Are specific improvements required in procedures, documentation, support, etc.?

• What learning points are there for future projects?


Post Implementation Audit

Review Actual v/s Plan

•Functional scope•Geographical

scope•Project objectives•Documentation –

project & technical

•User training

Assimilate the actual costs of the

project

Assess the ROI forecast and evaluate the

actual ROI for the solution

Assess User level satisfaction

Identify areas of improvement for an enhanced ROI


A few years back, you decided and started off an implementation project of a new IT business application.

Well that's it then, you went live, temporary staff and vendor representatives left and the old system was switched off.

However, the stakeholders do not perceive their objectives delivered, the users are not comfortable with the new system and sigh wistfully for how things used to be, the new system does not support working practices and there are errors or issues outstanding.


• Turning IT project failure - or potential failure - into a powerful developmental catalyst, because the failure of an IT project reveals internal weaknesses reaching always beyond IT

• Capitalizing on the financial, professional, relational and emotional investment

• Addressing the organization's weaknesses that have ultimately brought the IT project "in difficulty" so as to achieve true synergy between IT and organization, because IT project failure is but a revealer of weaknesses calling for a holistic therapy encompassing IT, organization and business strategy.


Re-engineer Your IT Deployment

Consulting Services to IT Industry


• A large, untapped market exists for integrated IT business solutions

• Horizontal solutions have become a commodity

• Prospects value vertically specific solutions provided by trusted, capable experts

• You need training, guidance, and systems in order to achieve growth

• Your company need an ability to differentiate their capabilities to customers

• Are you doing the right things? – Mission, Vision & Strategy

• Are you doing them the right way? – People, Processes & Technology


• Improved forecast accuracy

• Improved ROE on business investments

• Improved customer satisfaction

• Improved profitability

• Enhanced Employee morale

• Reduced employee turnover

• Reduced customer churn


Marketing

Sales Managemen

t

Pre-Sales

Delivery

Workshop Delivery Model

Business Skills Enhancement


• Your offer IT solutions and / or services in your market

• Your solution and/or service are high value and experience longer sales cycles

• You face stiff competition from other solutions and service providers that offer similar or same solution or service

• Presentations & solutions demonstrations are key to success

• Our presales experts emphasize a lot of features & functionality of the solution and technical aspects of your service

• Your win ratio from solution demonstration stage to order is below the industry average

• Your cost of sales till the demonstration stage is more than 35% of the total cost of sales


• Our Demo2win workshops help you gain the 2% advantage over your competition (In any judged event, the difference between the gold & silver medal is just 2%)

• This helps you win more orders with the same headcount of sales & presales

• This implies an improved return on your sales & presales investment

• Success leads of an enhanced morale of the sales & presales team

• This also implies the need for a lesser number of qualified opportunities for the target customer acquisition # due to the improved conversion rate


Solution Demonstration – Demo2win

Understand your Solution and its business value to your

customers

Get your best presales expert to demonstrate the solution to us

& video record it

Review the demonstration for structure, value & demo crimes

Impart skills to your presales expert & get him/her to Re-

demonstrate the same solution with video recording

Prepare the content for the workshop & develop role play

content

Conduct the Demo2Win workshop


The Cloud is here and it is real. According to a study recently completed by Everything Channel‟s IPED Research division, by 2012, at least 50% of all customers will have some form of a cloud solution underway.

The Cloud is the most disruptive shift you have ever experienced because it is not only about a technology shift, which many of you are accustomed to, but a fundamental change in your business model.

• How do you market effectively to new/and or existing customers in terms of cloud services?

• What are the deal economics of cloud services and how does it impact your business?

• How do you make money selling cloud services?

• How do you compensate my sales staff?

• What metrics should you measure?

• How do you make my services offerings around cloud competitive?


The workshop will cover real-time decision where you can expect to leave with an action plan on critical changes required in your business to take advantage of the booming Cloud market. You would get valuable insights on: Realize the Pros and Cons of

venturing into the Cloud business Understand the readiness of your

business to enter the Cloud world:

Investments Human Resource Infrastructure Support Sales & Marketing

Create the right cloud product/solutions portfolio that aligns to your business and its goals – Maximize ROI


Build Your Cloud Strategy

The cloud transformation demands that a CXO-level decision-maker envision their organization in a new way and commits to proactively embrace this change, as well as guide the entire organization through it. We have designed Business Model Transformation workshops to provide guidance on the required business model evolution to be successful in the cloud. The objective of the business model transformation workshops are: • Provide thorough understanding of

the fundamental business drivers that your organization must be aware of when planning their evolution to the cloud.

• Model and help you to clearly understand the cause and effect of the business drivers on your P&L.

• Provide an understanding of the changes to the services delivery model, and how your organization will need to adapt.

• Learn what has to change in marketing and sales for your organization to drive a profitable and sustainable cloud based business.


You have experienced growth over the years, and have invested time, resources and money into expanding your offerings to the market

Diverse portfolio of IT solutions & services that you offer to the market:

• Trained technical/non-technical resources

• Infrastructure

• Support staff

Some offerings have grown along with the market, while some have remained stagnant, or have slowly phased out

The stagnant offerings are hampering the growth of the more promising ones, and are impacting your P&L


• Better understanding of your current business portfolio: Identify the Drivers and the Speed-bumps

• Reduce costs and improve efficiency by aligning the right number of resources for the right offering

• Identify the offerings that are giving you the desired ROI, and the ones that have the potential to further improve your P&L

• Restructure or eliminate the stagnant or dead offerings to improve your ROI and reduce costs

• Accurate insights into the current market trends and demand patterns creates a basket of potential new offerings that you can offer with minimal incremental costs


Your Solution & Services Portfolio Optimization

Analyze & Understand the current state of the

Business and Portfolio

Develop “to be” direction, objectives &

goals

Define the criteria for portfolio

selection such as revenue and

/ or profit margins

Categorize the current

solutions and services into grow, stretch, maintain and

divest category

Identify new solutions,

services and technologies to add to the

portfolio

Align the new solutions and

services to business

objectives

Maximize the value of the

portfolio

Prioritize the portfolio based on constraints

Finalize the portfolio of

solutions and services


• Information Technology function has grown to be a critical business support function within your organization

• Your current IT is just a technology tool management organization

• The role demands a visionary leader to head the IT function

• Does the IT team have an appropriate structure and governance model?

• Does the IT team have a culture that is aligned with the corporate vision, mission and goals, brings out the best in individual leaders, and enables effective decision-making?

• How can the IT team know its strengths and weaknesses and how can it can develop as individuals and as a team?

• Does the IT leadership team have the right people, competencies, and experiences to achieve the business mission, vision, and strategy?

• Does the IT leadership team have disciplined and meaningful processes to find and groom the next generation of executives for the top team?


• The right leader to take your IT infrastructure to the next level

• Align IT to the business growth drivers and address the business pains

• Improved ROI on your IT investments

• Get ability to forecast IT investments to support your vision


HR Services – IT Leadership Recruitment

Understand client’s strategy

and goals to define desired

Roles and respective candidate profiles

Identification of Candidates

Presentation of Client &

Position to Candidates

Interview, Evaluation & Selection of Candidates

Presentation of Short List to

Clients

Client’s meeting of short listed

Candidates

Reference Checks

Employment terms

negotiation

Post-Employment

follow up


Offshoring to India offers many benefits. But you'll get those benefits only if you choose the right outsourcing partner—the wrong choice can leave you worse off than before.

But that key phrase, “the right offshore partner,” covers a wealth of details, any one of which, if overlooked, can doom an outsourced project and put a business behind the eight ball at a critical point in its go-to-market strategy.

While choosing the right offshore partner, one needs to ensure that no important factor is overlooked, that the vendor chosen matches your needs and can deliver on time and in budget. CCPL’s methodology comprises of three simple steps that help you quickly focus your efforts on the vendors most likely to succeed, and select the one that's right for you.


• Speed your time to market

• Lower development costs

• Spare your own personnel to focus on core competencies

• Gain access to high-level talent without hiring hassles.

With our in-depth expertise of the Indian IT industry, we make sure we AVOID :

• over-promising

• under-staffing

• security breaches

• culture shock

and many other factors that can turn a dream of profits into a nightmare of cost overruns and deliverables that fall far short of what's needed to deliver the competitive edge desired


Select Your Right Offshore Partner in India

Prelimina

ry Survey

•Specialization and vendor size

•Expertise•Business Models•Methodologies• Industry Knowledge•General Company Background

Create the Shortlist

•Transparency•Employees •Communication•Facilities•Security•References

Project

Overview Document (POD

)

•High-level descriptions of the business need and how the vendor's solution meets it

•Clearly-defined acceptance criteria and procedures

•Project timeline and milestones

•Price•Legal and contractual issues

Our Select CustomersIT Consulting Customers Consulting Customers in IT

Industry

The information herein is for informational purposes only and represents the current view of Croissance Consulting as of the date of this presentation. Because Croissance must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Croissance , and Croissance cannot guarantee the accuracy of any information provided after the date of this presentation. CROISANCE MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

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