1. Parkmoor
Parkmoor
Description
Consulting
Consulting
 Service Providers and Technology Resale Partners are looking for new revenue streams
 Managed and Cloud based services are attractive as they:
oProvide consistent revenues
oBuild deeper customer relationships
 This presentation provides an outline of topics to cover in a workshop designed to:
oUnderstand a Company and it’s Business strategy
oDiscover the most appropriate Cloud or Managed Service(s) the Company can take to market
oBuild a go-to-market strategy covering how to build, launch and sell the Service

2. Parkmoor
Parkmoor
Consulting
Consulting Sample Agenda: Module 1
o Module 1 : prepared and delivered by Customer
 Strategic Direction / Marketing definition
 High level Company view of strategic direction/service evolution
 Existing Services Portfolio overview and analysis:
 Typically delivered by Product Management team
 Understanding of how and where any new service will fit in to the overall portfolio
 Customer needs analysis
Output Understanding of the Company focus and direction

3. Parkmoor
Parkmoor
Consulting
Consulting Sample Agenda: Module 2
o Module 2 :
 Market Trends and Requirements:
 Specific market analysis related to the Service areas of interest
 Geographies covered
 Market Sectors being targeted
 Analyst reports relevant to sector
 Customer insights from Analysts/Vendors/Partner
 Relevant examples in the Market
 Competitive or complementary services
 lessons learned e.g. Barriers to service adoption
 Market trends – e.g. Cloud adoption
Insight in to and agreement on market opportunity and Customer needs
Output that the new Service(s) can address. High level agreement on which
service to focus on

4. Parkmoor
Parkmoor
Consulting
Consulting Sample Agenda: Module 3
o Module 3:
 Developing the Service:
 Existing Customer base
 New target market for initial focus
 Target Persona’s
 Portfolio analysis
 Service Portfolio fit (which market/region/company size will it target ?)
 Portfolio roadmap
 Building the Service
 Service capability gap
 Build/buy/Partner
High level Business Case
Output

5. Parkmoor
Parkmoor Elements of a Business Case
Consulting
Consulting
How much
do I need to
invest initially
Expected
Ongoing
maintenance
Business revenue Y/N
ramp-up
costs Case
How will I
measure
success
Objective • Prepare a High level Business case for consideration by the Company
Key Activities  Key assumptions based on Market size – installed base and expected ramp-up of service
 High level view of what resources will be needed to build and launch the service at what cost
 Expected on-going investment – e.g. training plans, additional support staff
 Agreement on what success looks like and how it will be measured

6. Parkmoor
Parkmoor
Consulting
Consulting Sample Agenda: Module 4
o Module 4: Building the Value Proposition
 What is the unique value that this new service will bring to the customer ?
 What is the unique and sustainable advantage of the company and service ?
 Who is the Value proposition targeted to ?
Key focus Target audience
How will this service be positioned in the market to Key Business
Service Business
differentiate it Decision Maker
Positioning
Service Business
How will this help a Business be more:
Messaging Productive CxO
Efficient
Competitive
How will this service help me:
Technology Deliver value to the Business CTO/IT Manager
Messaging Do more for less
Meet project deadlines

7. Parkmoor
Parkmoor
Consulting
Consulting Agenda: Module 5
Module 5 :
 Go-to-Market – High-Level Strategy:
oService requirements roadmap
oPricing strategy
oMarketing strategy
o Sales and delivery channel models
oTraining Plans
oTimescales
oOwnership
oBudget
oCustomer service experience

8. Parkmoor
Parkmoor
Consulting
Consulting Agenda: Module 6
Module 6 Service delivery and Support :
 Service Experience:
o People
o Processes
o Tools
o Define service experience by segment & service level
 Service Life Cycle:
o Planning
o Design
o Implementation
o Operation
o On-going development