Driving Business Outcomes: Seven Steps to Grow Your Business in FY20
Today is about speed, it’s about the race to relevancy, and it’s about driving business outcomes for your customers versus giving them what they think they need. As an Oracle partner, they want you to be their trusted advisor. They’re counting on you to point the way and be with them on the journey to the cloud.
I feel fortunate that Oracle has one of the most vibrant and competitive partner ecosystems in the market, helping our joint customers increase their competitiveness through cloud value-added services. Many of you have heard me talking about these services for the past 18 months—day-one implementation services and day-two managed services—and how they can help you build a healthy, profitable business in FY20 and beyond.
But don’t just listen to me about the future of cloud services. Forrester predicts continued growth in cloud-related services with a healthy growth rate of 21% through 2022.[i] Gartner forecasts that 55% of Oracle’s on-premise customers will move 80% of their workloads to Oracle Cloud by 2021.[ii] Many of our customers who have been slow to move to the cloud are ready now—and they need your help. Here’s how we’ll help you prepare.
Over the past three years, we’ve created different methods of approaching the path to the cloud—all consistent with our cloud strategy. Now, we’ve defined seven easy steps that you can follow to transform your business from where it is today to a modern cloud-based business for the future.
For those who watched our FY20 Global Partner Kickoff in June or the PartnerCast in August, you may remember that I spoke about these seven steps. Let’s go through them together.
- Get certified. To help our customers transition to the cloud and transform their businesses, it’s essential to get trained in the technologies. Partners who increase their certifications are seeing boosts in revenue. These certifications help you understand the multiple use cases, the business logic, and how the products function in a business environment.
- Focus on line-of-business decision-makers. In the past, the CTO and CIO were responsible for IT purchases. That’s shifting to the CFO. IndustryWeek says that CFOs are expanding their role with technology purchases—and CFOs are expected to understand the role of technology to the business.[iii]
- Know the latest industry requirements. There are new regulations, laws, and tax codes around the world that impact your customers’ businesses, such as International Financial Reporting Standard (IFRS) 17. Your customers want you to be the expert, with knowledge of their industry. With this valuable industry knowledge, you stand a better chance of winning the business over your competitors.
- Know the geographical requirements of your customers. This means the different tax codes, business regulations, and even packaging standards. For example, an international hotel chain, with hotel properties all over the world, must manage HR and payroll functions that vary by region. With this knowledge, you become their trusted advisor.
- Upgrade your customers to the cloud. With day-one implementation services, this is the last upgrade your customer will ever need. Businesses are frustrated because they want to accelerate growth and take advantage of new opportunities through the 90-day cycle upgrade that Oracle offers. You can help them move fast—and they’ll never have to upgrade again.
- Position for growth. Once you get your customers to Oracle Cloud, day-two managed services allow you to enhance and extend customer growth and your own competitive advantage. Here’s where the power of a fully integrated, secure, single data model comes into play to re-engineer business processes to fit each organization and position it for the future. This is where you can drive the most business for your firm for years ahead.
- Innovate change. This is the most important step of all and our theme for 2020. Innovating change means applying your