fy17 execution plan dc - draft sept v6

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


DC Optimization

Disaster Recovery & Business Continuity

DC Transformation

DC optimization Hybrid Cloud

Modernized ERP

Data Centre TransformationDC Infrastructure

Core Transformational

431



DDAP’s priorities are aligned with our Global priorities

ITaaS platforms

DC Strategy & Roadmaps

JP Case by Case

2 Storage, Backup & Recovery

SAP Workloads



ConvergedInfra

VirtualisedCompute

StorageSolutions BaaS

IaaS

Backup &Recovery



JP Core Focus

JP Case by Case 2x PCEE + MSDC Wins


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


ConvergedInfra

VirtualisedCompute

StorageSolutions

Backup &Recovery


SAP Workloads


Vendor’s Level 3/4 journey


ITaaS platforms

IaaSManaged Services for Data Centre

BaaS SAP Workloads


ITaaS platforms


BaaS

Priority #1Priority #2

Priority #3


What we offer Where we focus What we sell Differentiation


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


ConvergedInfra

VirtualisedCompute

IaaS

1

Data Centre Design, Build and

Consolidation


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


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


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


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




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


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:


Managed Security Services


MSxx:

MS/PS:

Value-added Services

4

accelerate your ambition 12Copyright © 2016 Dimension Data

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


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..


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


DC Japan PS/MS Matrix FY17 – Pending Updates


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


EMCVSPEX / HP

1,000 Users 2,000 Users



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 CA (PCEE)


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


Client Mangers Goals for FY17 per QTR - Key Vendors

Total Vendor Revenue Total Revenue – Cisco UCS


Total Revenue –

EMC CA


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


• 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


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


GET(Out) 4 FSI 4



Mid-Market 2 PSE 0


GET(Out) 0 FSI 2



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


ConvergedInfra

VirtualisedCompute

IaaS StorageSolutions

Backup &Recovery BaaS ITaaS platforms Managed Services for

Data CentreData Centre Colocation


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


ConvergedInfra

VirtualisedCompute

IaaS Data Centre Design, Build Consolidation

1 For 50% of the Business – Drive Run Rate

Data Centre


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


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

?


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



$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


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


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


Questions


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.


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


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


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

fy17 execution plan dc - draft sept v6

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