Assuring the right partner adds value in helping you set business priorities can be challenging. This webinar will focus on what to look for in a good partnership and how to work jointly with a partner to maximize your business results. OpenText and Sierra Systems will address key considerations including: Repeatable Methodologies – Does your partner have repeatable methodologies that they can draw on? Industry Focus - Does your partner have a resource pool they can draw from and do they bring both industry and technical experience? Methodologies and Best Practices – Does your partner have technology expertise coupled with wealth of best practices and sophisticated methodologies to minimize risk? Complete webinar series can be viewed at http://www.sierrasystems.com/2014/01/learn-three-steps-maximize-business-value-opentext-investment/ or http://vimeo.com/sierrasystems

1. Three Steps To Maximize The Business Value
Of Your OpenText Investment
What to Look for in a Strategic Partnership
OpenText - Partnership Program

2. PRESENTATION OVERVIEW
} About Sierra Systems
} About OpenText
} Partnerships
} Approach and Methodology
} OpenText Partnership Program

3. Sierra Systems delivers peak performance to our clients by offering a full range of
systems integration services tailored to the unique needs of each industry
• Operates across North America with over 900 employees
• Founded and headquartered in Vancouver, Canada (1966)
• Management Consulting, Systems Integration and Application Management

4. Our AMS Services
• 30 years delivering market-leading AMS
solutions
• Over 100 clients deployed across a wide
range of industries
• 200+ AMS certified professionals
• Flexible delivery options
• Proven approach, best practices, tools
and methodologies
• Managed via a focused, enterprise wide
AMS Business Unit
SMART
Methodology™
Automated
Tools
Best
Practices
Certified
Training
Programs

5. Sierra’s OpenText Services
• Managed under Sierra AMS Business Unit, Center of Excellence based in Calgary, AB
• Focused on OpenText EIM Product Suite, with strong capabilities in supporting
Livelink and Content Server
• Provide a mixture of on-site and remote support
• Clients in Oil & Gas, Government, Energy and Utilities
Sierra AMS SMART MethodologyTM
Strategic
Resourcing
Core AMS
Co-Sourcing
Core AMS
Fully
Managed
Service
Core AMS
Shared Services
PeopleSoft OpenText Dynamics AX SharePoint

6. Reasons for selecting an OpenText Partner
• Lack of in house OpenText resources
• Inability to service environment – skillsets/bandwidth
• Limited access to Training
• Require an OpenText certified partner

7. 7
What Sierra brings to OpenText Partnership

8. Partnership Framework Model
Define Validate Implement

9. Partnership Framework Model
Define
Goals
Scope
Expectations
Validate Implement

10. Partnership Framework Model
Define
Goals
Scope
Expectations
Validate
Expertise
Experience
Capabilities
Implement

11. Partnership Framework Model
Define
Goals
Scope
Expectations
Validate
Expertise
Experience
Capabilities
Implement
Planning
Deployment
Transition

12. Sierra’s Partnership Approach
Reusable Collateral
Does your partner need to build everything
from scratch?
Industry Focus
Does your partner have a resource pool they
can draw from and do they bring both industry
and technical experience?
Methodologies and Best Practices
Does your partner have technology expertise
coupled with wealth of best practices and
sophisticated methodologies to minimize risk?

13. OpenText Partnership Program

14. OpenText is committed to establishing relationships with the best resellers,
technology, services, and solution providers to ensure customer success. Together
as partners, we fulfill key market objectives to drive new business, establish a
competitive advantage, and create demonstrable business value.
• Headquartered in Waterloo Ontario
• Canada's largest software company
• Produces and distributes Enterprise Information Management (EIM) software
solutions for large corporations across all industries

15. OpenText Partner - Program Benefits
• An extended organization to develop technologies
• Repeatable service offerings, and solutions that enhance the way our
customers maximize their investment in OpenText products
• Opportunity to work closely with our partners to support and
implement new and evolving industry standards while creating
mutually beneficial relationships with systems integrators, consultants
and software and hardware developers to extend the value of
OpenText’s products and services.

16. OpenText Partner - Categories
Service providers Technology providers
• Primarily global or regional system
integrators, consulting firms, and
outsourcing firms.
• A proven ability to automate and
reengineer complex business processes
that include systems integration and
application development.
• Expertise may include strategy, design,
implementation, change management,
project management, customization, Web
design, and specific vertical market and
domain expertise.
• Vendors whose software and/or hardware
offerings both compliment and extend the
value of OpenText product offerings.
• Offer OpenText customers best-of-breed
technology components, seamlessly
integrated with OpenText products and
services.
• Expertise may include hardware and
software components, database
management systems (DBMS), and specific
application environments.

17. OpenText Partner - Categories
Solution providers Resellers
Original equipment manufacturers (OEMs),
value added resellers (VARs), and
independent software vendors (ISVs) have the
vision and capability to combine their
expertise together with OpenText products
and services to develop and deliver high-
value, comprehensible, repeatable software
solutions that target a specific line-of-business
or vertical industry.
• Market and sell OpenText products,
services, and solutions.
• Working cooperatively with and
complimentary to the OpenText Direct Sales
organization, this partner usually focuses on
a specific market segment, geography, or
application, ensuring the successful
implementation of OpenText products.

18. Partner Selection Criteria
 Achieved Competency in one OpenText solution set
 Executed agreements – NDA, Partner, other as necessary
 An active Partner Sales & Marketing function
 Trained resources
• 2 – Sales trained in one OpenText solution set
• 1 - Developer trained in one OpenText solution set
• 2 - Pre-Sales trained in one OpenText solution set
 Annual Business Plan with Target License Revenue quotas
 Periodic pipeline review
 Co-marketing investment and execution
 Regional and/or industry focus

19. Client Value with Certified Partner
Access to SME’s
• Both Partner and OpenText
Training Courses
• Common foundation
• eLearning
Access to
• Knowledge Centre
• Demo Environments
• Partner Portal
Trust in a certified and
supported Partner

20. Webinar recording available at vimeo.com/sierrasystems
www.sierrasystems.com
contact@sierrasystems.com