1. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 1
Delta Channel Services/North America
2013 Webinar Series
Introduction to BOT -
Build, Operate and Transfer Offshoring
Wednesday, 27th March 2013, 1:30pm EST
Welcome!
We are getting attendees on board...
The webinar will start in a few minutes.

2. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 2
Welcome to our Webinar!
• Welcome and introduction
• Overview of presentation
• Question and answer session at the end of webinar
Erin Winterbottom– Webinar Facilitator
Erin’s experience includes working for Vh1 and MTV as a social and
digital media expert. She developed social marketing strategy for
Vh1’s popular website bestweekever.tv. She was also the Digital
Associate Producer for the live MTV talk show “It’s On with Alexa
Chung.” Erin was responsible for the social media integration of
Twitter, Facebook and MTV.com into on-air production. She is
currently the Marketing Communications Consultant for Delta
Channel Services – North America. In addition to managing its social
marketing, Erin produces webinars for Delta and its clients. She has
also worked closely with Kathy Tito, producing webinars and assisting
in marketing campaigns for clients of New England Sales & Marketing.

3. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 3
About the Panelists
Griff Roberts –Delta NA BOT Practice Manager
Griff Roberts is a Senior Technology Executive and US Air Force veteran with
more than twenty five years of experience in software companies as well as
information technology and engineering organizations.
Griff has experience with both direct sales and reseller channel development
and specializes in strategic partnerships/alliances. He has recruited and
managed relationships with the world’s largest consulting firms including
Accenture, CapGemini, Deloitte, IBM Global Services, Mercer,
PricewaterhouseCoopers (PwC) and Towers Watson as well as major
technology vendors such as IBM, HP, ORACLE and Microsoft.
Griff has held senior management roles in a broad spectrum of companies
from small software startups to one of the US’s largest financial institutions.

4. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 4
Delta Channel Services Overview
• Delta has been delivering global channel marketing and
sales support to IT leaders since 1995 with operations in the
UK, US and AP with a global team of directors, consultants,
researchers, recruiters & Partners
• Sales Pipeline Development - Assisting IT Vendors (Direct or
Channel) improve Sales Pipeline Performance
• Export and new Markets – Helping IT vendors open new markets
• Executive Search - Finding the best candidates and Partners worldwide
• Offshore in India - Assisting ISVs to establish, run and manage
Offshore Operations
"We have retained Delta many times over the course of the years
with excellent results. They are clearly leaders in Business Development,
Sales Optimization and Partner Management."
IBM Executive

5. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 5
Services and Outsourced Programs to drive results
© Delta International – NA, LLC

6. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 6
Proven Results with Market Leaders!

7. Your participation in this BOT Webinar is
greatly appreciated!
Your participation in this BOT Webinar is
greatly appreciated!

8. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 8
Offshore Engagement Models
• Freelancers
• Software Factories
• Offshore Development Centers (ODC)
• Captive Operation
• Build, Operate & Transfer (BOT)

9. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 9
Offshore Engagement Models
Freelancers
• Independent developers
• Multiple locations
• No cohesive development process
• Complicated to manage
Software Factories
• Usually fixed bid
• No control over hiring
• No continuity between projects
• Specifications must be very complete

10. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 10
Offshore Engagement Models
Offshore Development Centers (ODC)
• Dedicated development staff
• Sometimes involved in the hiring process
• In house team management

11. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 11
Offshore Engagement Models
Captive Operation
• Maximized management and control
• Largest Financial commitment
• Risk is not totally reduced due to the new environment

12. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 12
Build, Operate & Transfer (BOT)
• Maximum Flexibility
 Control over hiring, management and processes
 Can cover multiple releases of software
 Can include support and maintenance services
• Minimized Risk
• Reduced financial commitment compared to a captive model
• Transfer of ownership when you are ready
Offshore Engagement Models

13. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 13
Comparing Engagement Models

14. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 14
About the Panelists
John Miller – Founder and Director Delta Channel
Services
John Miller, has been in the IT industry for over 30 years working as an
executive in a number of senior business development positions for
companies including British Olivetti, Norsk Data and Intergraph.
In 1995 he decided that the time and market conditions were right to
fulfill his ambition of setting up his own channel business development
consultancy, Delta International. Since then John has become a leading
global advisor on business partner channels matters to executives of
companies like IBM, SAP, SAS, and HP and dozens of fast growing ISVs.
He is a recognized global expert in partner to partner valuenet marketing
and sales initiatives. John is a frequent speaker on Business Partner
Channel Sales at IT industry seminars and conferences where his clients
often refer to him as the "Doctor". He recently featured at the European
ISV Convention providing ISVs with insight into Cloud and SaaS channel
development.

15. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 15
What’s Happening in the Market
• Now small and medium vendors are also active
• MD of small (50 employee) Document Development and
Services company in Thames Valley
“we can no longer afford the salaries that developers want here even if we
can find them – we have no choice but to look at offshore again and get it
right this time”
• And some have tried and failed first time!
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Bottom line – the western markets with slow growth are
driving the need to reduce development costs, support costs
and decrease time to market

16. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 16
Onshore vs. Subcontract/Outsourcing vs. Own
Offshore
Factor Onshore Sub/Outsource Own Offshore
Cost X4 X2.5 X1
Quality 1st 3rd 2nd
Productivity 100% 60-70% 60-70%
Risk Lo High Medium
Flexibility Medium Medium High

17. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 17
Is Risk Mitigation and Cost Reduction viable Offshore?
Maxima PLC – Case Study
• Maxima (AIM:MXM) is a leading provider of IT business
systems and managed services, helping over 1,000
organisations across the UK, Ireland and the USA.
• LONDON (SHARECAST) - Managed services provider
Redstone has agreed to acquire IT business systems Maxima
for approximately $15 M
 Redstone added the acquisition should yield cost savings of around
$3.5M and be earnings enhancing, following implementation of cost
synergies. Maxima's Indian operations are expected to deliver
significant service and cost benefits to the enlarged group, it said.

18. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 18
How Maxima Overcame the Classic Risk Issues
# Issue Fix
1 Finding right quality resources Good spec and search
2 Keeping right quality resources Good employer
3 Poor process documentation Is it good onshore?
4 Low productivity rates Can get to 70%
5 Poor project management PM onshore and
offshore
6 Unstable infrastructure Cloud ++
7 Communications Agile ++
8 Lack of training Onshoring txf
9 Scalability From 15 to 80+
10 Local legal, compliance and taxes Local expert support

19. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 19
Building Your Own Team Has Many Benefits!
• How – Using a Build, Operate and Transfer (BOT) model
• Why India – largest, most skills, English language
• Where – choice of centres to match your requirements
• Who – Software developers, architects, testers, 24/7
support, back office, finance, credit control and marketing
• When – a team can be up and running in 3 months – can set
up temporary or permanent facilities
• How much – ~ 1/3rd of US equivalent total cost, BOT service
a single monthly fee from $7.5 K
• From: Teams of 5 upwards

20. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 20
Questions and Answers
Please type in your questions in the current GotoWebinar
session….

21. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 21
Next Steps
Available to all attendees:
• Today’s presentation
 PDF format available for download on www.slideshare.com
 Audio available for download on www.youtube.com
Available to all attendees upon request:
• White paper on BOT model
• Free assessment of the viability and potential ROI for your
own Offshore team
• To discuss Proof of Concept (POC)
• Please Contact Griff Roberts
 Email: griff.roberts@deltachannels.com
 Cell phone: (610) 316-8747

22. Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta Channel Services
February 2013 Slide 22
Thank you for joining us!Thank you for joining us!
Please join us for the rest of the Webinar Series