Infrastructure management business division

1
Infrastructure management business division

• John Thomas

2
Agenda

• First Technology and Altiris
• Product Overview
• Strategies

3
Managed Technology Solutions

• R 1 Billion in 2003/4 17,000,000
• 750 employees
• 11 Branches
• National support
• Black Empowered

4
Where we came from
Founded in Early 1990s - 40 Mill Turnover
800 growth last year Offices in UK, Germany,
Netherlands, US and Australia Mission A
complete line of solutions that significantly
reduce TCO and managing IT resources Core IT
issues addressed in IT Technology Lifecycle
2002
2001
5
Who are we?
Altiris is here
We are here
6
South Africa SARS 14 000 Users Deloittes
and Touche 3600 Users MTN 4500 Users Western
Platinum Mine 1400 Users FNB 11000
Users Investec 4000 Users Standard Bank 4000
Users ABSA 2600 Users
7
Altiris and First Technology

• Gold Partner in South Africa for three years
• 2002 EU240,000
• 2003- EU900,000
• 2004 EU760,000 to date
• Route to market
• Separate division to group
• Trained consultants
• Pre and post sales - 3
• Post sales - 5
• Training centre sits 10 people
• Objective To make the customer feel
• Completely at ease by dealing through us

8
How do we interface

• Pre-sales skills
• Presentations
• pilots
• Consulting and implementation Skills
• Architectural design
• Marketing and marketing material Inc WEB
• Tender and proposal material
• Training centre Brain wash centre
• Pricing
• Product updates As and when required

FREE OF CHARGE
NOT FREE OF CHARGE
9
The enemy
10
How do we interface

• What are our expectations from sales
• Relationships
• Account Management
• Relationships
• Account Management
• Good procedures lead to happy customers
• Customers to be lodged
• Forecasting, once per month of the 15th day of
  every month
• Min of 14 days notice for Presales calls and
  Pilots.
• Pilots will only run for Max 30 days, no pilots
  for client under 250 users
• Training schedule will be released two months
  ahead.
• All pricing to be accepted and signed off

Collect the
11
Methodologies
Initial contact Create interest
Set up initial meeting FT pre sales person
Budget process
Completion of Pilot
Post Sales Consulting Installation Implementation
Additional meetings up and down the ladder
Pilot to run for 30 Days
Set up pilot time
Pilot must have objectives agreed to by all
parties
Client to be trained before pilot is installed
12
Focus Areas

• Client Management
• Asset Management
• Server management
• Customer services
• On-site services
• Training and Education
• Priority support
• Outsource Services
• License Compliance services
• Migrations Client and Server
• Professional Services Planning and deploy

Full coverage for the lifecycle of Microsoft
Infrastructure Management Migration File Server
Consolidation Active Directory Management Exchange
Management
13
Marketing
Marketing Product Roadshows Advertising Finance
and Computing SA Editorials IT Web Product
updates Success Stories
14
Advertising campaign
15
Into the future

• Increased sales effort into large corporates
• Recovery Solution
• More focus in the services arena
• Asset management
• Patch management
• Migrations desktop and Servers
• outsourced services
• Increased focus in the server market

16
Providing clients with an end to end Desktop
Management solution
Desktop Managed Services
4.

• 4. Problem Resolution
• Remote control
• Help desk tickets
• Identify conflicts

17
The crystal Ball
Customers want a reseller that can add
value Account management is more important than
cheap solutions/equipment Focus on the business
requirement and not the product Focus on the
customer Increased competition Stay Mobile and
focused
18
Q A Thank you