Hey folks, I have only known the SAP world and would like to get some perspective from the cloud native companies out there on what their Services organization focuses on? As you may know, SAP has been around for 50 years and our services organization played a key role in our growth in on premise world by priming implementation projects and delivering professional services… Now we are going through some changes to become a cloud company and rely on our SI partners to prime projects, handle implementation and consulting. And so I am wondering for cloud native companies like workday, salesforce and servicenow, what does your services organization focus on vs what do you leave to the partners? Is it something like value assurance, training, architectural design reviews, technical support VERSUS implementation, integration? Also do you sell your cloud solution and implementation separately or as one? Thanks for sharing! TC 120K #salesforce #servicenow #adobe #workday #saas #consulting #deloitte #pwc #accenture
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Very similar to what you were expecting. Cloud Software (because of its subscription model) tends to focus much more on initial adoption. So once a deal closes, you will see a ton of post sales resources attached to an account to ensure they start off strong. If that customer is leveraging mostly OOB(out of box) functionality, than there will be very little partner engagement necessary. A few resources for enablment and training could be attached, but it will depend on customer size and scope of work. If there is alot of customization required, or the customer lacks internal resources to self implement, than a partner will be engaged to ensure a smooth transition. If the engagement is large, or multiple partners are involved, than usually an Architect will also be engaged to ensure the customer and Partners are all aligned towards a successful outcome. Finally deloitte, pwc, accenture will also have architect and pm resources as well that could be leveraged, but they are usually duplicates of what I just mentioned above.
Thanks for sharing sf_dino! I assume that software and service is combined in one sales motion at cloud native companies instead of broken up in 2, software then services…