Kellie Caron - Lightning Talk

1. L I G H T N I N G TA L K
⏤
N a v i g a t i n g E x t e r n a l
P a r t n e r s h i p s
K e l l i e C a r o n | M a y 5 , 2 0 1 7

2. WA IT?
WHAT DID SHE JUST SAY?
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A P P R E H E N S I O N R E S I S TA N C E G I V E N U P

3. T h e
ONLY THING THAT MATTERS
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B E S T I N C L A S S S H A R I N G R I S K F R E E I N G

4. OUR COMPANY & CHALLENGE
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CUSTOM STOREFRONTWAREHOUSING COMPOUNDING
10-20K PRODUCTS 10,000+ VETERINARIANSCUSTOMER SERVICE

5. PO RTFO LIO MA NAGE ME NT &
ALIGNING YOUR PROJECT
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 Magic Quadrant eCommerce Solution
 Replicate Current State includes OOTB enhancements

6. PO RTFO LIO MA NAGE ME NT &
VISUALIZING YOUR PROJECT
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Pharmacy
Verify Rx
Authorize Rx
C U S T O M E R
P L A C E S A N O R D E R
Operations
Manage Inventory
Manage & Configure Products
Determine Shipping Method
Pick & Pack Order
Manage Order Exceptions
Customer Service
Assistance
Manage Accounts
Place & Review Orders
Finance & Reporting
Sales Tax Reporting
B2C eCommerce
Create & Manage Accounts
Campaigns & Promotions
Calculate Sales Tax
Check for Fraud
Authorize Credit Card
Place & Review Orders
Manage AutoShip Cycle
B2B Sales &
Practice Support
Enroll Practice
Configure Practice
Configure Storefront
Manage Catalog

7. GETTING READY TO ROLL!
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RFP
RFI
MSA
DD
Project
SOW
Optimization

8. 1
2
3
4
5
6
Evaluation
Comparison
Exit Strategy
Clarification
Selection
Validation
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DD PERIOD

9. CR A ZY TUR NS , STE E P DRO PS , A ND
A WILD RIDE
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10. UM. I JUST NE E D
A MOMENT TO PROCESS…
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11. THE 5 MINUTE
COMPLAINING PERIOD IS NOW OVER
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Core Operating Values
ONE TEAM: No us vs. them allowed. We always have each other’s backs.
TRUST: We are open and candid with each other. We value all unique contributions
and treat others as we would want to be treated: with courtesy, respect and dignity.
PASSION: We are humble, but hungry.
INNOVATION: We thrive on creating best-in-class, creative solutions
INTEGRITY: We follow through and do what we say we will. We are results-driven,
dependable, reliable, and predictable.
TRANSPARENCY: No surprises. We strive to speak clearly about what we can or
can’t do.

12. THE TO O LS A R E …
ONLY A PIECE of the PUZZLE
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13. W HE R E A R E W E
IN THIS RELATIONSHIP?
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14. Pre-Partnership
(Project MVP, JourneyMap, Process and technical gap analysis)
Company history and stability of the partner
Relationship of the partner with the product
vendor
History of successful implementation of the
partner selected
Domain expertise of the partner in your
industry
Team experience and expertise of the
implementation partner for your
implementation
Project plan and proposed implementation
methodology of the partner
Post Go Live support offered by the partner
A DDE NDUM
IMPLEMENTATION PARTNER SUCCESS MODEL
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Vendor selection
Relationship management
Properly structured subcontract and
vendor agreements
Open communication with
stakeholders
Senior leadership support and
involvement
Careful attention to personnel issues
Short-term financial justification
Strong technical leadership
S E L E C T I O N C O N S I D E R AT I O N S : PA R T N E R S H I P S U C C E S S C R I T E R I A :