1. Ajay Amberkar
Disclaimer: Build for education purposes only

2.  Audience:
 Executive Committee and SVP of delivery services at ***** Ltd.
 Purpose
 Communicating the strategy, expecting funds and commitment
 Ajay Amberkar
Working with the company for last four years as an Enterprise Architect. Has successfully
delivered complex data center migration program for Retail organization and business
transformation program at *** Dollar retailer. Advisor to fast food organizational project on
application cloud migration.
Introduction
2

3. 3
Vision
 Establish long term customer relationship
 Migrating to public Cloud infrastructure
 Integrating application management services
 Introducing shared resource model
Executive Summary
(in Millions) $5 B Q3 2016 Potential (50%) Estimated
RCL Business practice $ 850 $ 425 $ 1,275
Support Services 60% $ 510 $ 255 $ 765
New Projects 40% $ 340 $ 170 $ 510
 Accelerate revenue generation
 75% ($250M) from existing customers
 20% ($150M) from new market share
 Funding Requirement
 Up to $1M
Reference: http://www.logisticsmgmt.com/article/scm_races_into_the_cloud

4.  Assign Resources
 Larry as our guiding coalition.
 Dhane to lead off-shore delivery.
Support
4
One Time
Recurring
(Monthly)
6 months
estimation
Servers for ITSMtool on Cloud $30,000 $8,000 $48,000
Licenses cost/support $65,000 $10,000 $60,000
Servers for Monitoring tools $5,000 $30,000
Resource for scripts and monitoring $25,000 $150,000
Networking equipment & configuration $15,000
Resources (ITSM/PM/Engineers) $75,000 $450,000
Travel and entertainment $6,400 $38,400
Marketing campaign and consulting $14,500 $7,500 $45,000
Early wins/awards program $15,000
Total $124,500 $836,400
 Allocate $1M funding
 Award programs
 Travel and training from cloud services.
 Developing a prototype, (procurement, resources and licenses).
 Provide Ajay (me) as an authority
 Ability to swap members
 Negotiation with partners

5. 5
Engagement
Within three months
• Infrastructure procurement and
readiness.
• Solution design and build.
• Partner price negotiations.
• Campaign initiation.
• RCL practice unit to maintain third
position of seven units.
• Competitive advantage in the market
• Partners offer huge discounts.
Milestones Why?
We can do it
• Delivered complex data center
migration program. ($1.5M leads to
$10M support).
• 100+ dedicated resources at key
customers providing support.
Why now?
Engagement
Cycle
BenefitsMeasures
• High profit margin to company.
• Long term commission plan to
account managers.
• Unique opportunities for
employees and promotion
• Industry trending towards public
cloud.
• Competitors gaining lead.
• Infosys will lose business.
• January 2017: 20 qualified leads.
• February 2017: Engage five
customers for POC.
• April 2017: Solution deployment. $

6. Alignment
6
We are the
Cloud service
provider
 Building and enhancing our brand services
 Pursuing sustainable and profitable growth
 Leveraging integrated cross functional team
 All “Hands-On” deck
 Workshops between cross
functional teams
Sales
Delivery
Partners
 Fear of failure
 Fear of incompetency
 Busy in existing work
Competition to select best
teams
Weekly mentoring
workshops
Day-to-day priorities and milestone
 Procure, Build and Campaign
 Lead indicators: milestone delays
 Lag indicators: budget and resources
Awards
 Contributor of the week
 Early wins
 “Unbreakable code” competition
Reference: Images from google open source

7. Enablement
7
Command center Monitoring Tools
24X7 App &
DB monitoring
Event
management
Ticket routing
Service
Reporting
Automated
Resolution
L1
troubleshooting
Building core competency
 New processes and standardization
 Train on new service structure
Leaders as Coaches
 Customer focused
 Empower the team
 Huddle sessions
 Quality without fear
Structural Changes
 Shared resource model
 Authority and accountability
 Billability

8.  Continue momentum with sales cycle
 Build Automation
 Maintain Quality
Sustain
8
Roll-out
processes
Corrective Action
Process
Ongoing
Process
Audits
Ongoing
Process
Adherence
Ongoing
Process
Improvements
Ongoing
Process
Trainings
1
2
Define and
Prioritize Gaps
3

9.  Accelerate revenue generation and establish long-term relationship
with customers
 Add $400M revenue with
 Cloud services and support
 Shared services model
 Spending $1M for six months to engage, align, and enable team and to
create sustainable model
Summarize
9

10.  Sign a banner “Call for Action”.
 Communication letter to HR and Accounting.
 Block calendar for meeting with program team.
Next Steps
10
Questions ?