Business Strategy 200: Our journey from a T&M partner to a Fixed Fee deployment partner

Date: Sunday, May 5, 2019| From: 5:15 PM to 6:15 PM | Room: Veranda B

5 years ago Microsoft began educating partners on the benefit of the RAMP program or "Road to Repeatability". This transformed into the Cloud Surestep program, and promised increased profits and reduced effort in selling. All of Microsoft's training was based on and required a vertical solution. There is great potential to this approach, but it is hard to make work without a strictly vertical solution to sell. This session is intended to go over how Sabre has adapted the ideas of RAMP into our current solution offering. We will discuss some of the differences between the RAMP approach and the more traditional. To be discussed: Traditional selling vs RAMP selling. Prescriptive offerings vs traditional project management heavy projects. Fixed fee vs variable offerings. Risk mitigation. Marketing opportunities.


Name: Robert Jolliffe

Company name: Sabre Limited

Bio: Robert has been an ERP consultant in the Manufacturing space for over 25 years, starting immediately after graduating University of Toronto Engineering. In addition to a deep knowledge of Manufacturing (including teaching MRP at the Supply Chain program at Conestoga College in Kitchener) Robert holds a Microsoft Systems Engineer designation and is an expert in Networking and IT infrastructure. Robert's primary expertise is in the design of business processes best practices - whether in Manufacturing ERP implementation future state for clients, or internal processes at Sabre Limited. He his an avid collector of music, having over 700 Albums (mostly CDs with about 100 Vinyl albums) and a movie buff. When asked his preference, Star Wars or Star Trek - he says "no preference."