Sprint - Cloud Services
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The document discusses leveraging cloud services to provide new business services for small and medium-sized business (SMB) customers. It notes that SMB customers are increasingly adopting cloud services for functions like security, storage/backup, desktop productivity apps, and business apps. However, many SMBs' current IT providers are not educating them about cloud or software-as-a-service (SaaS) options since they do not make money from them. The document suggests cloud services can help address SMB customers' IT needs in a way that traditional on-premise software and resellers may not.
Sprint - Cloud Services
- 1. Cloud Services Leverage the Power of the Cloud for a New Line of Business Services for Your SMB Customers © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 2. What your customers are saying “Our main IT provider is a reseller that builds their own software and makes it work for our business. He’s not going to tell me anything about Cloud or SaaS, because he’s not going to make any money off it.” “There‟s always a consultant or salesperson call or in my office to sell me software and so-called „solutions.‟ But I have to go looking for Cloud solutions and figure it out all myself. That’s a huge pain.” “I know that the big software companies are coming out with SaaS, but my business is too small to get even an email response from their sales websites.” Source: Saugatech Survey of SMB CEOs © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 3. Cloud growth shows no slowing down Cloud services are being adopted by SMBs and spending is due to increase dramatically Future Use of Hosted/Subscription Services Portion of IT Spending on Cloud Services 100% 2% 2% Security 4% 4% 4% 9% Storage/Backup 12% 80% Desktop Production Apps 18% Percentage of Respondents Web Hosting 21% >50% Business Apps 60% 41-50% 26% 31-40% Conferencing/Collaboration 21-30% Sales/Marketing 40% 11-20% 37% Development Environment 1-10% 0% On-Demand Computimg 37% 20% 0% 20% 40% 60% 80% 100% 20% Percentage of Respondents (all that apply) 4% Already Using Within 6 Months In 6-12 Months 0% In 1-2 Years Will Never Use Current 2 Years Source: Cisco IBSG, September 2009 © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 4. Cloud services are changing IT buying behavior Your customers will start asking about Cloud Services (if they haven‟t already) Cloud Market Opportunity 2012 Worldwide IT Cloud Services Revenue* by Product/Service Type $80 $69.1 $70 Servers Servers 12% 15% $60 $55.4 Storage $50 $34.3 9% Applications $43.7 50% Storage 38% $27.5 Applications 14% $B $40 $34.2 49% $21.7 Infrastructure $30 $17.0 Software 20% $20 Infrastructure $34.8 $27.9 App Software App $10 $22.0 Dev/Deploy Dev/Deploy $17.2 20% 10% 13% $0 2009 2010 2011 2012 2009 2013 $17.4 billion $44.2 billion LE SMB Source: IDC, September 2009 SMBs are ~50% of the total cloud opportunity, and 80% * Includes revenue from delivery of Applications, App Development/Deployment SW, Systems Infrastructure SW, and Server of the public market and Disk Storage capacity via Cloud Services product, AD&D excludes online B2B messaging providers/exchanges. © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 5. Service providers have an upper hand SMBs are looking to you to provide cloud-based services Cloud Provider Selection Criteria Provides Guarantee Lowest Price Easy To Do Business With Reputation Vendor trust, pricing and tailored Service Tailored to Business Needs services are important factors when Best Online Tools selecting a cloud services provider "Best of Breed" Bundles Services Pre-Integrated with Existing Apps Other 0 5 10 15 20 25 30 35 40 45 Source: Cisco IBSG, September 2009 Extremely Likely Likely Somewhat Likely SMBs are extremely open to buying cloud services Not Likely from their existing communications provider or ISP 0 10 20 30 40 % of Respondents © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 6. Churn increases without cloud services Small Business Medium Business 1-99 Employees 100-999 Employees 1 or 2 = Not likely 4 or 5 = to switch Likely to 1 or 2 = 19% switch 4 or 5 = Not likely 27% Likely to to switch switch 39% 48% 3= Neutral 3= 33% Neutral 34% % of Internet firms that answered 4 or 5 in the 5 scale rating where 5 = Very Likely and 1 = Not at All Likely Source: AMI-Partners, 2010 US SMB Telco Channel Report The market is clearly indicating that an absence of a cloud strategy (or a lack of cloud based offers/bundles) is not a viable long term option. © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 7. Traditional distribution model is under attack Cloud 3 Cloud 2 Cloud 4 Cloud 1 Wholesale Reseller Customer Provider © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 8. What to do as a Sprint reseller? Aggregate & Manage Resell Sprint • Offer multiple cloud services • Cloud Services Aggregation Platform • Manage multiple relationships with vendors • Private label cloud storefront • Need to solve for a single pane of glass for • Pick and choose from a range of existing end-customers SaaS apps • Need to solve for complex provisioning • Integrated billing and provisioning and billing Ignore Refer • Commoditized Services • Specialized Services • Low margins • No control © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 9. Sprint can help you seize this opportunity Your small/medium business target faces unique challenges and needs • More diverse IT/Telco needs than larger enterprises • Limited IT resources and prefer to avoid complexities and costs related to IT and Telco • Prefer a trusted, single service provider for IT and Telco needs • Are willing to select a different provider is cloud services aren‟t offered Which present an opportunity for you • While you may face challenges from larger competitors who are more vertically integrated, those equipped with a complete portfolio of IT & Telco solutions are well-positioned to win SMB business Wholesale Cloud Services enable you to compete more effectively in the SMB market • Drive recurring revenue and churn reduction by delivering business software and communication services on a monthly subscription basis without having to spend upfront capital costs • Reduce complexity through the delivery of applications through partner and end-user portals • Enhance core services with cloud applications that voice, data, access, wireless, security and other solutions © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 10. Sprint‟s wholesale cloud model Sprint makes it easier for its Resellers to grow and profit from the cloud with a white-labeled service delivery software, expertise, and partner ecosystem. • Domain registration SaaS 1 • Webhosting • Mail hosting • Virtual Servers • Virtual Desktops SaaS 2 VAR 1 Customer • Virtual Workplace • Storage Sprint • On-line backup Cloud Service • Exchange VAR 2 Customer Provider 1 • Sharepoint Data Center • OCS/Lync Data Center • Dynamics CRM • Blackberry • Mail security Cloud Service • Web security Provider 2 Disintermediation Examples to Mitigate Against: • Archiving • SMB uses QuickBooks online Data Center • IT shop buys Amazon services © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 11. Introducing the Sprint cloud portfolio Make our difference your difference Choose from a full range of Cloud services consisting of trusted brand name offerings that optimize operational efficiency Software as a Service (SaaS) Communications as a Service (CaaS) • Business Process • Cisco Webex* • Intuit Quickbooks • Microsoft Lync • Microsoft Exchange 2010 • Blackberry • Microsoft SharePoint 2010 FS • ActiveSync • Sugar CRM Opensource • Mitel Anyware • Microsoft Dynamics* • Archiving • MXSweep • LiveOffice • EMC Mozy • Backup Agent* • McAfee (Archiving) • Web Commerce • PinnacleCart • Security • Symantec (Norton - Desktop AV/AS) • Symantec (AV/AS for Email) • McAfee (AV/AS for Email) • McAfee (web client protection) • Kaspersky • TrustWave (Network Security) * Expected for initial launch © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 12. What can this mean for you? Increase Customer ARPU • More flexibility to offer bundled solutions to increase sales for existing core services Reduce Churn • Strengthen relationship with customers • Deliver what they demand…NOW Improve Bottom Line • New, incremental revenue opportunity • Enhanced portfolio of services to more effectively compete • Increase new customer acquisition • Differentiate your company against larger players • Leverage Sprint‟s relationships to get the best possible prices from solution providers © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 13. What our partners are saying Service Provider Results • “T-Suite customers are 65 percent less likely to churn broadband services than broadband only customers.” • “22 percent of T-Suite customers without a Telstra broadband service take up a Telstra broadband service within 12 months.” • “Over half of T-Suite customers also bought multiple applications.” – Kate McKenzie, Chief Marketing Officer, Telstra © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 14. Why Sprint as your partner • We offer a single point of connection to the cloud services market - why have agreements with multiple independent software vendors to have a similar solution • Our focus is to help you extend the value of your core offerings and multiply success across all aspects of your business • A highly collaborative, flexible partner who will work side-by-side with you to reach your goals • Take advantage of the value of aggregated cloud portals, integration with existing core services, and bundle options • We offer you the opportunity to generate additional professional services revenue from implementation, migration, and ongoing support © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 15. Why Sprint as your partner • Package multi-vendor services into single business solutions • Provide on-demand ordering and provisioning of services • Provision quantity and quality applications and services – Aggregated SaaS from 3rd party providers • Multi-Channel strategy supporting both Resellers and Customers • Enable traditional ISVs to convert to SaaS offerings • Provide utility and usage based service models – Allow Customers to pay as they go and pay for what they use • Provide automated self service control panels & tools – Management of Services – Management of Account © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 16. Thank you For additional information and discussion, please contact any of the following individuals: Name, title Photo email@email.com Name, title Photo email@email.com Name, title Photo email@email.com Don‟t be left behind. Schedule a collaborative discussion to learn more and how to best implement Cloud Services to grow your business. © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 17. Appendix © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 18. What are “cloud based services” With cloud services, customers buy Three access to cloud computing and cloud Deployment storage resources on demand over Hybrid Models the Sprint network. Customers Clouds procure services, not assets, and you delivers services when and where Private Private your customers need them. They pay Cloud Cloud only for what you use. • Inside Org‟s firewall • Web based • Some Capex • No Capex • Extreme Scalability Three Platform as a Infrastructure as a Software as a Components Service (PAAS) Service (IAAS) Service (SAAS) Internet based applications Customer can deploy onto the Renting of computer accessible through thin client. cloud infrastructure customer processing, storage and network Pays by seat. Consumer does created or acquired applications resources. Customer does not not manage or control using languages created by the manage the infrastructure, but underlying infrastructure. provider. e.g. Microsoft Azure controls OS, apps. e.g. Amazon e.g. SFDC © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 19. How is cloud being used today? Email & Collaboration Services lead year over year share growth, followed by Security Percentage of Total Service Units Sold Apps IT Services Conferencing 2% 6% 12% Collaboration 13% Security 27% Backup 7% Email 33% Total Net Sales © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 20. Software-as-a-service Software-as-a-Service is a low-risk, low-cost entry into the cloud market and provides essential productivity offerings to SMBs Suite of services that provides tools to run, manage, and execute Business Productivity Tools business functions such as email, calendaring, word processing, spreadsheets, and presentations Desktop security solutions that detects and blocks threats from Desktop Security laptops, desktops, and file servers - eliminating the need to manage several standalone products. Software-as-a- Service Delivers security covering all email and internet threats and Email Security includes disaster recovery and data leakage prevention. A CRM solution that allows for management of interactions with CRM customers, clients, and sales prospects. © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 21. Communications-as-a-service Communications-as-a-service leverages core telephony assets and delivers critical communication offerings to SMBs Combines various forms of business communications into a Collaboration single, unified system to connect SMB employees who are COMaaS geographically dispersed without additional capital outlays (integrated audio conferencing and VoIP) Communications- Social Provide users with the ability to collaborate on and share as-a-Service Collaboration documents in a centrally hosted environment Unified Delivery of voice, conferencing, and unified communications Communications- delivered from a secure, multi-tenant platform where customers as-a-Service pay on a monthly or annual basis for services consumed © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 22. Cloud defined • AppStore Management and Administration – Branding, Policy Controls, Notifications, Content control • Purchase Workflow – Support for credit card, purchase order flows, or manual • Catalogue Management – Resell, Catalogue Visibility, Services Pricing • Customer Management – Proxy Administration • Order Management – Unified view • Managed Services Capability – Register, Order and Manage on Behalf Of model support • Dashboards and Control Panels • User and Service Administration • Reporting / Auditing • Helpdesk Ticketing System, Self Help Tools, Guides, Videos • Ability of offer broad set of services to customers • Unified management and Oversight © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 23. Sprint‟s wholesale cloud model Service Providers Platform/ Master Marketplace Sprint Super Admin (Service Provider / Master Catalog) Master Reseller / Agent Marketplace Owner/Admin Marketplace 1 … Marketplace n Sprint Partners (e.g. VARs) (Master Reseller Catalog) (Master Reseller Catalog) Resellers Partner‟s Agent Webstore Admin Web Web … Web Web Web … Web (e.g. VAR Store 1 Store 2 Store n Store 1 Store 2 Store n Sales Agent) Customers Customer Admin (SMB/ SMC SMC … SMC SMC SMC … SMC Portal 1 Portal 2 Portal n Portal 1 Portal 2 Portal n Enterprise) End Users © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 24. VAR administrator use case Master Reseller / Agent Marketplace Owner/Admin Marketplace 1 (Master Reseller Catalog) … Marketplace n (Master Reseller Catalog) Sprint Partners (e.g. VARs) 1. Catalogue Management 2. VAR Store Administration • VAR Store setup • Branding • Choose, Resell services on VAR store VAR Store • End Customers • Orders • Proxy Administration • Branding Cust 4. Reporting and HelpDesk VAR Administrator 3. Dashboard – One View • Financial View Ticket Routing • Operational View HelpDesk console & Knowledgebase aggregation portal © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.
- 25. Your cloud portal powered by Sprint Customers Customer Admin SMC SMC … Portal n SMC SMC SMC … SMC (SMB/ Portal 1 Portal 2 Portal 1 Portal 2 Portal n Enterprise) End Users Your Logo Here © 2012 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.