Rapid Portfolio Management (RPM) - sales.planview.com · Under Armour (Prod) ... Right resources, right time ensures strategic objectives ... Continue to drive prescriptive capabilities

© 2014 Planview, Inc. | 1 | Confidential © 2015 Planview, Inc. | 1 | Confidential

Rapid Portfolio Management (RPM) Differentiating Between Promises and Value

Steve Alexander Executive Vice President, Global Consulting

© 2015 Planview, Inc. | 2 | Confidential

Planview Consulting Snapshot

Regional Operations

86 Planview Consultants Globally

United States United Kingdom Germany France Italy Australia New Zealand

Global Shared Services

26 Shared Services Consultants Globally

Global Consulting Partners (30%)

Reporting Services Enablement Services Interface Services Technical Services RPM Products

2015 Revenue: $29M


RPM is…

• A scalable methodology for delivering solutions that is: • Driven by key analytics

• Business outcome oriented

• PRISMS integrated to drive adoption

RPM Enterprise RPM Essentials RPM ProjectPlace


RPM Methodology Phases

• Align prepares the customer with for the implementation by ensuring vision, process, and expectations are aligned

• Deliver provides the solution, the analytics, interfaces, and data necessary to rollout

• Launch provides support to get to a rapid rollout along with operations and end user enablement needed to get to value

• Validate ensures that the business outcomes projected have been met and adjusts to any organizational changes since they were set to determine the next steps

Customer Prep

High Level Solution

Process Alignment Planning Solution Alignment

& Solution Review Launch Preparation

& Enablement V

Align Deliver Launch Validate


Successes – RPM Essentials

Under Armour (Prod) • Value

• Identify, prioritize, and cost of pipeline for season and strategic alignment

• Governance over funding to control spend rates

• They liked

• Tiles support ease of design

• Reports are used daily

• Why successful

• Implemented with a value-added focus – no frills

• All data is entered is consumed in output – no frills

• Eight week implementation cycle

salesforce.com (IT) • Value

• Understand and maintain balance of FTEs/Contractors

• Alignment of budget to the portfolio

• They liked

• Key in mission: Leader of data excellence in SFDC

• All reporting– project to exec – is from one tool

• Why successful

• Blended Essentials and Virtual support

• Grew capability as they matured

• Six week implementation cycle


Successes – RPM Enterprise

Blue Shield of California (IT) • Value

• Long-term financial planning with changing dynamics

• Right resources, right time ensures strategic objectives

• They liked

• Transparency of financial, project, resource information

• Best practice analytics and reports out of the box

• Why successful

• Targeted only value-added capabilities

• One platform for standardization and normalization

• Twelve week implementation cycle

Cengage (IT) • Value

• Manage the health of the pipeline

• Manage the risk to key launch milestones

• They liked

• Workflow enables necessary governance

• Insight Analytics provides active analysis of financials

• Why successful

• Strong sponsorship

• Single source of reporting

• Eleven week implementation cycle


RPM Continued Investment Goals

• Better prepare customers for the implementation

• Continue to drive prescriptive capabilities

• Focus on adaptation of pre-defined deliverables

• Close the uncertainty gap and get to value faster

• Validate the results

Customer Prep

High Level Solution



& Enablement V

Align Deliver Launch Validate


2014 Investments to RPM

What we did

Based on Essentials experiences, we deliver a complete set of customer preparation materials

Why

Materials help the customer define their expectations, outcomes, and environment

Result

Allows us to be more prescriptive in the High Level Solution in a way that the customer can relate it to their business environment

Customer Prep

High Level Solution



& Enablement V



What we did

Developed the RPM Outputs Catalog that provides a full representation of available analytics that can be demonstrated in the Showcase Solution

Why

To ensure that alignment to analytics is established early and that configuration choices are targeted toward relevant data that can be consumed

Result

Allows us to be more prescriptive in the High Level Solution and focus on value added configuration choices vs. a blank slate

Customer Prep

High Level Solution



& Enablement V


RPM Enterprise Outputs Catalog

73 Pre-Defined Reports, Tiles

Screens

Update Service Annual Fee for Updates

& New Outputs Twice Annually



What we did

Developed the RPM Analytics Framework that directly links the configuration to the predefined analytics components

Why

Enables analytics to be delivered in the field with no development required so that they can be immediately implemented and demonstrated

Result

Creates a default go-to, defined source for customer reporting and reduces our delivery cost and time

Customer Prep

High Level Solution



& Enablement V



What we are doing

Refining the approach to better prepare customers to launch including data preparation, checklist completion, and key readiness activities

Why

To minimize the risk of the customer entering an uncertainty period of deciding whether they’re ready to launch

Result

Decrease the amount of time and work the customer needs to complete after the solution is ready to launch and decrease time to value

Customer Prep

High Level Solution



& Enablement V


11.4 - 2015 Investments to RPM

What we are doing

Broadly investing in enablement approaches to ensure that we’re providing all of the assets and the structured learning approaches to create product experts within our customers

Why

Our current assets and delivery approaches are being challenged by a rapidly changing market and expectations of what is required to effectively use the product to achieve results

Result

Competitive differentiator for cost, service level, and impact while moving to a better trained Administration team and user community

Customer Prep

High Level Solution



& Enablement V


Enablement is a Constant

Customer Prep

High Level Solution



& Enablement V

Orientation Videos, Capability Maps, Best Practices, How-Tos, E-learning Modules, Process Maps, FAQs, Discussions


Innovative Enablement and Customer Experience: Five Key Overarching Strategies

1. Just-in-time, omni-channel learning (Make it EASY)

2. More online content, more video 3. Optimized/integrated content 4. Better alignment with consulting and

product development 5. More localization


Turning Customers into Product Experts C

usto

mer

Exp

erie

nce

Product Expertise

Documentation Narrative, reference, and compliance

Product - R&D


Knowledge Base Break/Fix

Customer Support

Rea

ctiv

e

Cus

tom

er E

xper

ienc

e


Product - R&D

Product Expertise

Turning Customers into Product Experts


Best Practices Experiential

Training / Implementation / Subject Matter Experts


Customer Support

Rea

ctiv

e

Cus

tom

er E

xper

ienc

e


Product - R&D

Product Expertise



Contextual Just-in-time / Omni-Channel

Proa

ctiv

e Best Practices Experiential



Customer Support

Rea

ctiv

e

Cus

tom

er E

xper

ienc

e


Product - R&D

Product Expertise



Machine Learning Adaptive and Personalized

Pred

ictiv

e

Contextual Just-in-time / Omni-Channel

Proa

ctiv

e Best Practices Experiential



Customer Support

Rea

ctiv

e

Cus

tom

er E

xper

ienc

e


Product - R&D

Product Expertise




Spring 2015

A New Level of Innovative Enablement

Field Enablement Call

• Why Enablement? • Customer Testimonials • Prisms Tour • Competitive Landscape • The Prisms Advantage • Prisms as a Demand Generator • The NEW Prisms • 2015 Roadmap


Enablement Launch Support

Operational Enablement Target: Customers PVA Team Service: Operational Training for Solution Timing: During Launch Preparation

User Enablement Target: Project and Resource Managers Service: Enablement for up to 60 users Timing: Within 3-Weeks of Launch Prep

Launch Preparation & Operational Enablement

Solution Alignment & Solution Review User Enablement

Timeline Week 9 Week 10 Week 12


Enablement Launch Support

• Fixed Fee for a block for Week 1 of Launch

• Supports up to 60 RM/PM Users

• Includes instructor-led training for all users

• Includes virtual enablement follow-up sessions

• Includes Open Enrollment Training access for six months

• Includes on-site “office hours” for local support

• Pricing and specific details will be available mid-Q2


Key Take Aways

• Help prospects care about implementation: • It ensures that they don’t spend time and money reaching for a solution

• Provides fast ROI by adopting best practices

• Help prospects understand the benefits we deliver: • RPM is a key differentiator that isn’t matched in the market

• Immediate access to best practice reports to drive adoption

• Help prospects understand: • Enablement investments are the key to success

• Our options and approaches fit their culture and minimize their costs


Thank You

Documents

Rapid Portfolio Management (RPM) - sales.planview.com · Under Armour (Prod) ... Right resources, right time ensures strategic objectives ... Continue to drive prescriptive capabilities