Highlights in BCO’s partnership activitie
Along with the companion, consulting, and support of OB/department, BCO (Business Creation Office) has had remarkable results in the global development system with great partners such as OutSystems, Sitecore, Microsoft, AWS, Salesforce, Google… in the year of Covid-19.
BCO is the unit in charge of the global management system, under the FWB Business Development Department, responsible for exploiting new customers for FPT Software. The team always strives to promote sales with OBs and exploit systems with partners because shaking hands with cooperation, catching new technology is the golden key to business development, opening windows out of IT business.
In the first quarter of 2021, BCO focused on Come Back to Giants activities and in which Microsoft delivered many positive results. As a preferred partner of Microsoft Vietnam, BCO jointly conducted Go-to-market activities to support sales. Not to mention the bachelor’s job CSA (Certified Solutions Architect) has worked at Microsoft Vietnam for 6 months under the P-seller program to provide technical support as well as pre-sales for joint projects. In addition, Microsoft also supported $80K to support organizations operating in co-organizing pre-sale seminars for FSOFT’s COE to reach new customers.
Not only that, at the beginning of the second quarter, FSOFT also became an assessment partner for Microsoft in Vietnam (ASO Program) and assessed an account in the banking and aviation industries. BCO strengthens connections with Microsoft in many markets outside Vietnam such as Singapore, Japan, Australia, Malaysia… Also thanks to partnership activities, Microsoft has brought FSOFT 6 opportunities in Japan and 100% funding for 2 POC projects for customers. Also in the series of co-selling activities that BCO is promoting, Microsoft’s partner technical development team has successfully built 2 co-sell IPs with FSOFT and published them on Azure marketplace, Boardroom and Usee. Once they become IP co-sells, the two products will be sold like other Microsoft products on the Azure cloud platform. The highlights in the Partnership with Microsoft is to bring the Migration project to GrabVN/MOCA with 100% funding from the ECIF program of Microsoft APAC, and continue to successfully build 2 other co-sell IPs with akaChain and akaMES. In addition, the partnership team has coordinated to join the ECIF program for two other OBs, FAP and FML.
From this result, in the fourth quarter, BCO cooperated with the DXG Cloud COE team to continue building IP co-selling for akaSuite, expected to complete and publish on Azure marketplace in November 2021. The two teams still working together to set a goal for FSOFT to achieve Advanced Specialization for Kubernetes and Web Applications in 2021 to become Microsoft’s Expert MSP partners in 2022.
The relationship with AWS partners that seemed to be dormant for the past few years has been restarted by the partnership team since the second quarter, with active coordination with OBs. Last October, FSOFT completed and kept the Advanced tier. The BOD and OB heads have identified the partnership with Amazon as a strategic mission that needs to be restored quickly, on a broader scale. In the coming time, BCO and DXG will jointly build a new plan to make a huge comeback with the giant Amazon, to achieve Premier Tier in 2022, expanding relationships with AWS in the global market. Particularly for the Vietnamese market, FVN is in the process of co-hosting the Cloud for Insurance Industry event with AWS Vietnam in early November.
In addition, there is a partnership with OutSystems – one of the key partners of the Low-code Program. As of October 2021, thanks to strong developments in its relationship with OutSystems, the Low-code Program has grown by 200% over the same period last year. In the third quarter, FSOFT has continuously won mega/semi mega-deals with partners OutSystems: In Japan, a project with a customer Sakura Information Systems worth $1.5M, a project with NEC $1M in Japan, a project with Honda Motor valued at $1M. price $400K, a project with Keyence $250K; in Malaysia, OutSystems has also launched a project with a new customer, Sarawak Energy, worth $1M; in Australia is a $500K project with Universal Business Team LLC.
Besides constantly researching and developing service offerings on OutSystems, the Low-code COE team is currently promoting the recruitment of senior human resources at OBs to affirm FPT’s position and capacity in OutSystems in particular and Low-code code in general. Along with that, BCO will further promote co-marketing and co-sales activities with OutSystems in markets to enhance its position, gradually approaching to become a sustainable global partner.
Inheriting the experience and success in building a partnership with OutSystems, BCO is also developing a partnership with Sitecore – one of the leading digital marketing and content management platform providers. BCO is gradually tightening its relationship with Sitecore in Japan and APAC and will soon expand to the US and EU regions. At APAC and Japan, the relationship with Sitecore soon showed positive signs when potential projects about Sitecore were increasing: projects with Softbank, Toto in Japan, projects with GMM Grammy, Minor Group, Montivory in Thailand Lan, and many other project opportunities in UAE, EU, Singapore.
“BCO has been playing a pioneering role in building and developing FSOFT’s partnership. However, with the company’s vision and orientation to become a Global Partner of strategic partners such as Microsoft, AWS, OutSystems, Sitecore, SAP, etc., it will need a strong investment from the company in fostering expertise, build a professional partnership development and management force.” Ms. Phuong Anh – Representative of BCO shared.
