Corio – Applications on Demand Marketplace

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Corio Applications on Demand Marketplace
David K. Nielsen Regional Sales Vice
President February 17th, 2005
Corio Confidential Information
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Agenda

• The ASP Business Landscape
• The Early Days
• Sales and Marketing at Corio
• Lesson Learned

Corio Confidential Information
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The CIO Dilemma
IT Organization
Corio Confidential Information
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Our Focus Enterprise Application Management
Our Strategy Applications on DemandTM
Corio Confidential Information
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Corios Offering

• We Manage
• Customer Assets (Servers and ERP Software)
• Hosted or Remote Applications Management
• Service Level Agreements (SLAs)
• We DO NOT
• Provide Software Subscription Rental
• Resell ERP Software, ie Oracle, PeopleSoft, SAP

Application Management Services with SLAs for a
Monthly Fee
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Enterprise Applications Management Architecture
We support an end-to-end scope for our
customers mission critical enterprise
applications
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Application Management Center (AMC)
Corio FULL SERVICE Corio monitors and takes
responsibility for the application and
infrastructure
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Corio Delivery Model AnalysisOn Demand Services

• Corio Full Service
• Single SLA that covers Infrastructure and
  Applications
• Single point of Accountability
• Corio responsible for architecture, configuration
  and optimization of entire infrastructure
• Robust security infrastructure
• Corio OnSite
• Leverages Customer Data Center
• Leverages Customer Infrastructure Management
  resources
• Customer to demonstrate ability to meet SLAs
  requirements that are dependencies on application
  availability
• Solution architecture to be built based on Corio
  Standards

• App Administration and Availability
• Application DB Administration
• System Performance Tuning
• Job Scheduling

ApplicationsAdministration

• 7x24 Service Desk
• Monitoring and SLA Reporting
• Service Request Management

Database Management
Operations Services

• System and OS Maintenance
• System and OS Changes
• Capacity Management

Systems Administration
Data Availability Services

• Storage Administration
• Hardware Availability and Fail over
• Backup / Restore / Diagnostics

Security Services
Network Services

• Perimeter Network Security
• Server Host Security
• Hardware and Systems Software Assets

Computing Assets

• Network Services
• Network Maintenance and Change
• Equipment Configuration Management
• Network Fail over

Data Center / Network
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Representative Clients
Financial Services
Communications, Content and Hospitality
Public/Non-Profit Sector
Consumer and Industrial Manufacturing
High Tech
Corio Confidential Information
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IDC Leadership Grid
Source IDC Leadership Grid, 2002

• 175,000 Users Supported
• 1 Billion Transactions Processed
• 100,000 Service Requests Fulfilled
• 1,000 Projects Executed
• 1,000 IT Professionals Engaged
• 100 Million Investment in Processes and
  Technology

"Corio's success with top customers
validates that the enterprise ASP model continues
to gain traction in the Fortune 1000."
Bill Martorelli, Giga   By Showing steady
progress toward profitability and offering new
usage-based pricing for services, Corio is in a
good position to take advantage of the increasing
interest in On Demand computing. It has struck a
good balance between the original rigid ASP model
and the your mess for less traditional
outsourcing model. Lance Travis, AMR
The competitive environment in this market
is changing very rapidly, and leaders are
beginning to emerge. According to our analysis,
Corio is a leader in the enterprise ASP market
today, and the company has a clear plan to retain
that position in the future. Amy Mizoras, IDC
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Leveraging Core Competencies
IT Technologies
AppsManagement
Projects
Functional S/W
Infrastructure
Core Competency
Software Licenses
Asset Management
Enterprise Application Management
/hour
BPR
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Corios Annual Revenue Growth
15-25 Revenue Growth Expected This Year
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Corio iSRVCEA Technology Resource Management
(TRM) Solution
Corio iSRVCE provides Corio customers with
visibility and control over their hosted
applications by tying Support, On Demand
Services, Content Exchange, SLAs, Billing and
Knowledge into a cohesive IT management system.

• Support
• Track and manage service requests and incidents
• Reporting and analysis of service requests
• On Demand
• Learn about relevant On Demand Services, such as
  Corio Development, Delegated User Provisioning
• Place Orders
• Track Provisioning Status
• Manage Shopping Cart
• Content Exchange
• Upload/Download content from your applications
• SLAs
• SLA Metrics and reporting
• Track contracts addendums
• Billing
• Online bill presentment
• Knowledge
• Document version, collaborate, search and archive
• Contracts, project dashboards, billing,
  reporting, architecture diagrams etc.

Corio Confidential Information
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iSRVCE DEMO
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Agenda

• The ASP Business Landscape
• The Early Days
• Sales and Marketing at Corio
• Lesson Learned

Corio Confidential Information
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Corio History
History Jonathan Lee founded Corio in September
1998. With an intimate understanding of the
complexities and challenges associated with fast
growth, Jonathan transformed DSCI (a virtual "IT
team for hire" that he also founded) into Corio.
Excite_at_Home signed on as Corio's first customer
and was brought live by Corios PeopleSoft
Professional Services in fewer than 60 days,
becoming the ASP industry's first live-hosted
customer. This win provided proof-of-concept
to an ASP market that analysts predict will
exceed 20 billion by 2002 and helped to catapult
Corio into its industry leading position. Corio
went from the initial 20 person founding team in
September of 1998 to 580 employees and a
successful IPO in July of 2000. (18
months) After two strategic acquisitions, Corio
now has approximately 120 customers and approx
370 employees. On January 25, 2005, IBM
announced the acquisition of CORIO
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Corio Milestones
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Corio Milestones
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Corio Milestones
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Create a Hero to Destroy One
Market Mood Swings
Industry Evolution
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Market Casualties and Consolidation
Bidcom
Portera
Employease
eCenter
Microsoft
eOnline
Salesforce.com
SAP Host
Blue Meteor
BOL
Applicast
ADP
Netledger
Interrelate
Aristosoft
Critical Path
Siebelnet
JDE Source
Interliant
Corio
USi
Bell South
Exodus
MCI
CGEY
DT
Regionals
iants
Sprint
IBM
Loud Cloud
Level 3
AA
PWc
IGSs
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Initial Market Conclusions
Unique Model
Scalability

• The ASP Model is a Unique Model
• Not a Consulting Business
• Not a Software Business
• Not an Outsourcing Business
• Not an Infrastructure Business

• Creating a Scalable ASP Business Model is the
  Core Challenge Lying Ahead

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Agenda

• The ASP Business Landscape
• The Early Days
• Sales and Marketing at Corio
• Lesson Learned

Corio Confidential Information
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Marketing Primary Responsibilities

• Campaigns targeting New Prospects
• Corio Applications on Demand Campaign
• Corio / SI ISV Partner Programs
• Campaigns targeting Corio Customers
• Corio Insights Newsletter
• Corio Enhancements web seminar
• PR Schedule Target weekly releases
• Industry Analyst Relations
• Events - PeopleSoft Users Conference
• Web Site
• Product Re-freshes - Update collateral and
  support materials
• Other
• Customer Advisory Board
• Corio iSRVCE
• Customer Reference Call in Program

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Motivating Events to Engage An ASP(Some of our
Marketing Strategies are geared to Trigger Events)
Trigger Events
Upgrades
New Implementations
Cost Reduction Initiatives
Support New Businesses
Business Continuity
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Demand Process From Generation, to Qualification,
to Prospect
-------------M a r k e t i n g
----------------------S a l e s------------


Prospect Identified Goal Convert A lead into
Closed Deal
Generating Goal Identify opportunities
Qualifying Goal Convert B/Cs to A leads
B/Cs
Campaigns Events Google Emails to Corio Inbound
Calls PR/Website Offers Outbound Calling Referrals
A
Closed
Telebusiness Calls
Pipeline Forecast
Emails
SI Partners ISV Partners Technology Partners
Sales Is Primary Lead on these lead sources
Lost / Off
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Agenda

• The ASP Business Landscape
• The Early Days
• Sales and Marketing at Corio
• Lesson Learned

Corio Confidential Information
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Lessons Learned from Silicon Valley Start Up

• Be VERY clear on what pain you are out to solve
• Stay VERY connected to your customer
• Be Flexible
• If you are VC backed they will mostly likely be
  active in the early days.

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Questions???