Deck Outline - BT Success for CSM

Challenge / Scenario

BT had no existing starting point
- GCP expertise outside team (still learning)
- No Sense deployment in GCP to test against
- Only available environment is empty project
  - Not representative of Production
Create architecture for QSEoW on GCP
- Use advantages of IaC.
- Off-load to managed services where possible
- Offers increased agility, reduced operational overhead and higher availability SLAs.

"Build it and they will come"
- GCP environment, policies and procedures are still in-flight.
- During engagement, BT had 2 resource departures
- Authentication ==> ¯\_(ツ)_/¯
- Data Cloud Hub team is fully engaged elsewhere
BT loses 2 key teammates
- Timeline for first Prod Sense in GCP moves up.
- Team already impacted by pre-scheduled GCP training.
- Workload and knowledge transfer need to occur.

Qlik performed initial draft development and testing independently.
Communicate, Challenge, Create, Collaborate
Understand our direct customer's needs and how that fits with account goals
B U G S 🐛 ♻️ 💩
- Assist CDH team in adapting to BT ops
- Modular @ TF layer
- Stepped Execution

Outcome focused delivery
Cost of losing an employee is 1-2x salary
- Unmeasured costs
- Loss of velocity
- Loss of undocumented domain knowledge
- Capacity for execution is impaired
Wrong time to add new technology to learn/support
- Familiar operations
- New services/technology in background
- Less nodes, better performance
- Can create cluster on demand
Do More with Less
- Team shrinks and timeline jumps ahead
- Outcome focused mindset allows Qlik to pivot to assist
  - Utilize PoC capabilities and remaining budget
  - Magnify BT's existing force projection
  - Will continue to recoup direct value
Customer Succeeds - Everyone Wins
- BT success strenghtens relationship/partnership
- Competitor considerations lose any value
- Confidence in Qlik drives up retention and new opportunities.
- NPS and ARR going 🠉 as a result