December 17, 2010
RED Team Follow Up - Communication - 12/17/2011
Colleagues,
We had good RED Session and Executive Team meetings this week and I wanted to share a few thoughts with everyone.
The regular communications about the RED session will be distributed next week. I do want to highlight that During the RED session we spent time exploring some of the existing challenges in our interactions between the sales and the delivery organizations. For Q1 2011, you will see initiatives aimed at developing a stronger overall delivery methodology that encompasses the transition from sales to delivery (as well as our overall value/philosophy/best practices baked into a holistic methodology). We will begin the development of this as a group at Crown Camp.
It also became glaringly clear during the time afterwards with Keith and in our ET meeting that our exuberance around the mid-market opportunities and the DRIVE go to market positioning have lost sight of an important piece of our overall business strategy. We have failed to adequately convey that our heritage businesses of enterprise platforms, projects and our global 2000 businesses are critical, current and go forward, pieces of our overall business. It seems many believe those businesses will go away as we “replace” revenue with the “new” mid-market ecommerce and marketing business programs. This is not an accurate perception. Our heritage business in enterprise class systems implementation, integration and management is one that we expect to grow (by 25% in 2011). Over time the platforms may change – for example we are currently growing our Day and Oracle Hyperion platform businesses and our Documentum based business is not growing quickly. This is a reflection of the overall market for the underlying platform.
The bottom line is we expect growth in both the mid- market and the global 2000 business during 2011 and onward. Our 2011 revenue targets for these areas are 1/3 and 2/3rds of our revenue, respectively (1/3 MM and 2/3 G2K). We will continue this dialogue during Crown Camp.
Have a great weekend.
Richard Hearn
We had good RED Session and Executive Team meetings this week and I wanted to share a few thoughts with everyone.
The regular communications about the RED session will be distributed next week. I do want to highlight that During the RED session we spent time exploring some of the existing challenges in our interactions between the sales and the delivery organizations. For Q1 2011, you will see initiatives aimed at developing a stronger overall delivery methodology that encompasses the transition from sales to delivery (as well as our overall value/philosophy/best practices baked into a holistic methodology). We will begin the development of this as a group at Crown Camp.
It also became glaringly clear during the time afterwards with Keith and in our ET meeting that our exuberance around the mid-market opportunities and the DRIVE go to market positioning have lost sight of an important piece of our overall business strategy. We have failed to adequately convey that our heritage businesses of enterprise platforms, projects and our global 2000 businesses are critical, current and go forward, pieces of our overall business. It seems many believe those businesses will go away as we “replace” revenue with the “new” mid-market ecommerce and marketing business programs. This is not an accurate perception. Our heritage business in enterprise class systems implementation, integration and management is one that we expect to grow (by 25% in 2011). Over time the platforms may change – for example we are currently growing our Day and Oracle Hyperion platform businesses and our Documentum based business is not growing quickly. This is a reflection of the overall market for the underlying platform.
The bottom line is we expect growth in both the mid- market and the global 2000 business during 2011 and onward. Our 2011 revenue targets for these areas are 1/3 and 2/3rds of our revenue, respectively (1/3 MM and 2/3 G2K). We will continue this dialogue during Crown Camp.
Have a great weekend.
Richard Hearn