Working with System Integrators

1. Working with SystemIntegrators HR.com Conference Daniel Ott Workday & Google Alliance Manager

2. Systems Integrators are crucial to large, complex projects.But like an elevator, there are ups and downs… Today, we will look at how to work with SI’s in the HCM ecosystem: • What is the business model of a system integrator • How do they manage risk for the customer • How do they select and recommend partners for clients • What can a small HCM company do to become an attractive partner to an SI

3. What is the business model of a system integrator?

4. What is the business model of a system integrator? Geographic-based When Business Unit costs and resources are allocated by geographic regions, your ability to work across that geo becomes a key strength. Industry-based If a company is industry-based in their business model, becoming part of the solution selling process is important. Note** HCM generally is not industry driven. Specialty / Niche consulting HCM consulting will fall here much of the time

5. How do SI’s manage risk for the customer?

6. An HCM Delivery Methodology – A Closer Look Project Initiation Solution Development Solution Definition • Iteration Planning for Solution Development • Conference Room Pilot Iterations • Establish Test, QA, & Training Environments • Package Configuration • Implement Components • Business Case Refinement for Development • Organizational Change & Training Development • Data Clean-up • Test Planning • Integration Test • Implementation Planning • Executive Alignment • Business Case Development • Change Management Initiation • Development Environment Setup • Current State Process Review • Current Environment Analysis • Future State Design Requirements • Preparations for OBA • OBA CRP1 • Iteration Planning for Solution Definition • CRP1.2 • Future State Design Requirements Refined • Use Case Analysis & Design • Architecture Requirements Definition • Business Case Refinements Definition • Organization Change Definition • Data Strategy Development • Reporting Strategy Development • Testing Strategy Development • Configuration Management • Technical Infrastructure Design • Technical Infrastructure Development • Implementation Strategy Definition • Solution Development Planning • Publish Solution Definition Implementation Post-ImplementationSupport • Iteration Planning for Implementation • End user Training Delivery • Ongoing Change Management • Testing • Site Preparation • Production Cutover • Production Support Planning • Warranty Support • Production Problem Resolution • Business Case Measurement • COE Start-up • Legacy Systems Decommissioning • Regression Test baseline

7. How do they select and recommend partners for clients?

8. How do they select and recommend partners for clients? • Core HR • Learning management • ESS/MSS • Compensation management • NA payroll • HCM • Vendor • Performance management • Global payroll • Recruiting • Benefits Admin • Talent management • Time & attendance • Spend management

9. What can a small HCM company do to become an attractive partner to an SI? Find your champion! • Be Accommodating: • Demos • Calls • Solutioning • Explore the partner’s model • Geo • Industry • Niche • Be flexible: • Revenue sharing models • IP Exchange • Reselling • Expect to educate: • Internal Training • Client education • Certification process

10. Questions

11. Thank you for your kind attention! Daniel Ott Enterprise Cloud Services team daniel.ott@capgemini.com (916) 761-4369 www.capgemini.com