Cloud Enterprise Computing Solutions United Kingdom

Transcription

1 Cloud Enterprise Computing Solutions United Kingdom Cloud Enablement Programme Build a Better Business in the Cloud arrow.com

2 Arrow shapes the future in the IT industry and demonstrates the highest quality of leadership by bringing cloud Cloud Enablement Programme Bringing clarity to the Cloud knowledge, innovation and enablement to Arrow partners worldwide. Arrow empowers its partners to grow a profitable and sustainable cloud services business by eliminating cost and complexity out of cloud service development and delivery. Cloud Services: a compelling opportunity Cloud-oriented businesses attract more customers, achieve higher revenues and profits, and accelerate their growth (Source: IDC*). Helping You to Cloud-Enable Your Business The cloud holds out tangible benefits for cloud services providers. As you transition to a recurring services model, your offering becomes more deeply embedded in your customers business processes, helping you to forge a close, even symbiotic relationship. As cloud computing creates unprecedented opportunities to generate more value for your customers, how do you transform your business to deliver cloud-related products and services? by working with Arrow your guide in the cloud. We anticipate market momentum, technology demands and adoption patterns. We think forward to keep you out in front. Our goal is to facilitate new business models and new ways of engaging with your target audience. Through established programmes, solutions, tools and resources, we enable you to transition your business to offering cloud services or to enhance your existing cloud services business. The innovative Arrow Cloud Enablement Programme helps our partners to maximise the opportunity that cloud presents. It is a comprehensive portfolio of enablement resources, consultancy, marketing, training and knowledge transfer that is entirely based on what your business needs for cloud success. Whether you are already providing cloud services or are about to In a field that s not yet defined, it s difficult to determine which model to adapt, which resources you need or where to stake your claim in the demand supply chain. That s why you ll benefit from working with Arrow. We see the big picture on cloud, but we re also firmly grounded in day-to-day reality and know what will work best for your business. We re an aggregator. An enabler. An ecosystem builder. If you re looking for the shortest distance between innovation and reality, you ll find it with Arrow. Let us help you to shape a place in the cloud for your business that s relevant, innovative, profitable and Five Years Out-Today. How to join the Arrow Cloud Enablement Programme To be considered for membership of the programme, please submit a request with your contact details to: Arrowsphere.ecs.uk@arrow.com, or call us on One of Arrow s UK team will be in touch to discuss your enrolment and cloud enablement pathway. What is so compelling about the Arrow Cloud Enablement Programme is that the engagement is a true business partnership; not just a supplier/buyer relationship or a commoditised relationship. It s about working together for mutual success. The go-to-market support we receive from Arrow is second to none they provide us with complete end-to-end, multi-level support, tailored to our business. PeaSoup, Cloud Services Provider, Surrey. embark on this exciting opportunity, the programme is designed to assist you in driving greater profitability from the cloud with less cost and risk. *Comparison of cloud-oriented partners vs others. Cloud-orientedpartners are defined as having over 50% of their revenue related to the cloud. Others are defined as having less than 50% of their revenue related to the cloud. 1 2

3 Why join the Arrow Cloud Enablement Programme? Tailored to your individual requirements The Cloud Enablement Programme Delivery Cycle The Arrow Cloud Enablement programme supports you in realising your cloud services goals. You have the added reassurance of knowing that we ve been helping our partners to achieve success since the earliest days of the cloud revolution. Your dedicated Arrow Cloud Enablement Coach coordinates the support you receive, working with you to assess your current capabilities and making recommendations based on this review for how you can better position your business for effective delivery of cloud services. The Cloud Enablement Programme is specially designed to help you to grow a profitable and sustainable cloud services business, with a whole package of tailored support from cloud industry experts. When given the full commitment of your team, our structured step-by-step process assures your success. We don t just speak cloud. We live and breathe cloud. Areas to be explored will include: > > Your people: What people and skills do you need to launch a new cloud-based proposition? > > Your end user customers: Who will derive the greatest value from your new cloud-based proposition? > > Products and services: How can you best build on your current experience and resources to provide a cloud-based offering? Onboard The keystone for a successful partnership Plan Shaping your cloud service strategy > > Marketing: How can you make your offering more compelling and differentiate your business from the competition? > > Sales: What s the right engagement approach for launching the new proposition to your buyer community? > > Commercials and operations: Transitioning to delivering cloud services, paid for on a subscription basis, means a new business model. We will assess how you manage the customer transaction from quote to provision and subscription management. > > Finance: What financing does your business need to maximise the opportunity that cloud presents? Reward Build a profitable and sustainable business The Arrow Cloud Enablement Programme Delivery Cycle Enable Stay ahead of the curve with Arrow s thought leadership > > Legal: What are the legal implications of running a cloud business? How will your customer contracts be affected and what about data sovereignty and indemnity rights? Execute Achieve the growth you envisage 3 4

4 Onboard Exploring the cloud opportunity for you and your customers We work closely with you to understand your unique business profile and assess the technical, financial, sales, operations and marketing support required from Arrow and the resources you ll need to commit. Through the Arrow digital transformation assessment, we unite our experience and insight with a structured methodology to establish where you are today in terms of your verticals, resources, structure to create a profile for your organisation, identifying your strengths and any existing gaps. This enables us to start mapping out the journey that will take you where you want to be and how we can support you to reach your destination in the shortest possible time. We ll also help you to understand how best to position cloud services with your customers and to address their painpoints. We analyse your existing client base and develop a Buyer Community Blueprint to determine a targeted group of buyers. We help you to cost, develop, deliver and manage cloud services to realise the potential of cloud, using our tried and tested technology, expertise and tools to give you a head start. Plan Building out your proposition On the strength of the profile created during the Onboard phase, we will start developing your proposition with you. Building on the intelligence gained in the digital transformation assessment, we ll help you to refine your go-to-market strategy. Regular coaching from a senior sales and marketing practitioner will help you to drive the transformation and also make shortterm wins. You will gain privileged access to SMARThub, Arrow s unique planning portal, where you and your assigned transformation team can drive and deliver the plan. SMARThub provides full visibility of every step of your journey, with a structured approach for account and business planning. Billing and paying for cloud services requires new procedures. We ll help you to understand the upfront investment that may be required, manage your cash flow and draw up appropriate contracts. In addition, we can share best practice in devising an appropriate compensation plan for sales teams accustomed to being paid a commission for selling products and one-time implementation projects. We can also ease the financial pressure of developing your business and delivering cloud solutions by providing a range of financial options tailored to your business objectives. We ll enable you to structure your finances so that you can invest in offering cloud services with confidence. Enable Equipping you for success We ll work with you to develop a value proposition customised to your business and target buyer community, so that you offer the right proposition to the most potentially rewarding targets. We ll help to train your teams to make it easier for your customers to buy into your unique proposition. The following are just some examples of the wide-ranging support delivered every day to our cloud partners: Sales We train your teams, providing enablement and certification on the principles of cloud basics and on vendors cloud offerings. Arrow s platforms and tools put you in control of the sales process and make it easier to cross-sell and up-sell, too. We ll show you how to use the Arrow Solution Station, which finds solutions complementary to those you re already selling, and the Arrow Sales Lead Portal, specifically designed to monitor and track leads from generation to closure. Technical We ll deliver tailored presales training and enablement on cloud technology and cloud vendors, with technical training and certification as appropriate. Marketing We ll help you to do the groundwork on marketing your cloud offering, helping you to create an end user database and plan your go-to-market strategy. We can also provide training in aspects such as PR and social media and offer a single source of news and updates from the world of cloud through The Hub online portal. This brings a world of intelligence and thought leadership on cloud to your business. Finance We can help you to transition your customers to a subscription model with the right messaging around the benefits of opex rather than capex. We can also educate your sales people on financing deals and driving recurring cloud business, and ensuring your sales team understand the compensation framework. Execute Keeping your cloud business on track At this stage, it s critical to review what s working well in your cloud business and decide where you need to move with agility to change your approach to seize new opportunities or counter competitive threats. We help you to cost, develop, deliver and manage cloud services to realise the potential of cloud, using our tried and tested technology, expertise and tools to give you a head start. Our ArrowSphere cloud platform simplifies and automates subscription and billing management to increase efficiency and minimise the administrative overhead. We can support you in maximising the opportunity of cloud and your margins from generating and qualifying quality leads to ultimately closing the sale. Along the way, we ll help you to manage the deal, register it with your chosen vendors, design and configure your cloud services offering, position it with your customers so they recognise the value you re adding We combine our experience and established platforms to make selling cloud services a streamlined and efficient process. You can capitalise on our marketing expertise: for example, with our portfolio of comprehensive marketing campaigns and collaterals that are ready and waiting for you to co-brand. We can help to strengthen your online presence through an effective digital strategy. We can also provide continuing support in the form of, for example: customer call-out scripts, making facilities at our prestigious Royal Exchange offices in London available for your events, account planning including vendor mapping and engagement, and continued guidance from the Arrow cloud team to keep you and your teams focused on the plan created in our SMARThub planning portal. 5 6

5 Reward Celebrating success and reaping the rewards There is convincing evidence on the rewards of offering cloud services. The Cloud Industry Forum (CIF) study shows that the overall business cloud adoption rate in Britain stands at 84% and almost four in five (78%) of cloud users have adopted two or more services. Furthermore, a recently published Goldman Sachs study projects that spending on cloud computing infrastructure and platforms will grow at a 30% CAGR from 2013 through 2018, compared with a 5% growth for the overall enterprise IT. That s an unassailable indicator of user acceptance and adoption. What are the Benefits to our Partners? > > Shorten the time to market for cloud solutions while reducing risk > > Increase sales efficiency while creating profitable, measurable growth > > Pre-sales and cloud opportunity support > > Access to the ArrowSphere portal for simplified ordering and billing > > Becoming a trusted adviser with your existing customer base > > Increase end user mind share and attract more of the I.T. spend while maintaining current lines of business > > Increase business valuation by introducing reoccurring revenue streams Cloud Enablers Club Once you have enrolled onto the Arrow cloud enablement programme and commenced your journey through the delivery cycle, you will begin to enjoy the benefits of the Cloud Enabler s Club. Upon completion of each stage of the programme delivery cycle you will become eligible for Arrow rewards and incentives. Arrow s dedicated UK cloud team will be on hand throughout every step of your cloud enablement pathway, to ensure you progress smoothly throughout the stages, whilst also enjoying lucrative incentives. In addition to helping you to achieve the commercial rewards of running a successful cloud business, we hold an annual cloud enablers hospitality event for our top cloud partners. To find out more about Arrow cloud enablers events and rewards please contact your dedicated cloud enablement coach. Cloud Enablers Club In addition to helping you to achieve the commercial rewards of running a successful cloud business, we hold an annual cloud enablers hospitality event for our top cloud partners. 7 8

6 The ArrowSphere Cloud Services Portfolio From storage to security: offer your customers accredited cloud solutions Whether you are building or reselling cloud services, our ArrowSphere platform supports your business objectives by providing a single access point for provisioning, managing and reporting on market-leading cloud services quickly and efficiently. ArrowSphere brings together a catalogue of pay-as-you-go/grow subscription cloud software, infrastructure-as-a-service (IaaS) providers and software-as-a-service (SaaS) vendors into one portfolio in a professional, secure and easy-to-use environment. BACKUP AND STORAGE ArrowSphere cloud services enable backup onsite and in parallel to an offsite location. Depending on the application, it can be as simple as logging into the backup application and pointing your backup at the cloud. Storage can be consumed on a pay-as-you-go basis, with data being accessible at any time from any location essential for a resilient business continuity strategy. Users can also replicate virtualised environments for disaster recovery or business continuity purposes, or choose simple file backup for individual PCs and servers. SECURITY ArrowSphere has a wide range of security products including service provider licensing to build security into your cloud platform or prebuilt cloud applications ready to implement in minutes. Leverage the automation of our platform to build solutions for web, and endpoint security, to name a few. BUSINESS APPS Business apps can benefit hugely from the cloud delivery model. SAP Business One, for example, covers a range of functionality such as ERP, finance, business processes etc. With ArrowSphere, you can replace the heavy deployment of such an application on premise and reduce costs immediately and over the duration of ownership. COLLABORATE AND COMMUNICATE Online collaboration reduces travel costs and time, and increases overall productivity. Users can run online meetings, sales lead webinars and training sessions to audiences across the country and internationally. Improve communications while driving down costs with solutions such as hosted exchange and unified communications, available as cloud services through ArrowSphere. COMPUTE Using infrastructure-as-a-service, a standardised, highly automated offering, customers are able to self-provision infrastructure owned and hosted by the service provider on demand, using a web-based graphical user interface. API access to the infrastructure may also be offered as an option. OPERATING SYSTEM Whether you are building or reselling a cloud service, the operating system is an important part of the solution stack. You can license a range of operating systems using the Microsoft SPLA (Service Provider License Agreement) programme and reduce the overheads involved in reporting usage on a monthly basis. If you re looking to resell infrastructure-as-a-service, you can, depending on the provider, access a range of operating systems and simply add your choice as an integrated element within the customer s monthly subscription. VIRTUALISATION Virtualisation has redefined the way computing resources are consumed, scaled and accessed. You can make virtualisation services available to your customers through ArrowSphere to help them increase their agility in responding to changing operating conditions, while reducing their infrastructure costs. CONNECTIVITY The single biggest consideration when adopting cloud technologies is internet accessibility. ArrowSphere offers bespoke direct connectivity between sites, even bypassing the public internet. This means you and your customers can experience peer-to-peer connectivity with a committed SLA for guaranteed service. Arrow is an aggregator. An enabler. An ecosystem builder. 9 10

7 Are You Five Years Out? Most people live in the present. The world of now. But a handful of us work in a unique world that doesn t quite exist yet the world of Five Years Out. Five Years Out is the tangible future. And the people who live and work there know that new technologies, new materials, new ideas and new electronics will make life not only different, but better. Not just cheaper, but smarter. Not just easier, but more inspired. Five Years Out is an exciting place to be. So exciting that, once you ve been there, it s hard to get excited about the present. Because we know what s coming is going to be so much better. Five Years Out is a community of builders, designers, engineers and imaginers who navigate the path between possibility and practicality. Creating the future of everything from cars to coffeemakers. Are you one of them? Then you re probably working with us. In Person Call to talk or set up a face-to-face meeting with one of our knowledgeable representatives. Harrogate Office London Office Reading Office Newmarket Office Nottingham Office Stockport Office Dublin (Ireland) Office 353 (0) Via arrowsphere.ecs.uk@arrow.com us for answers to questions or to start a conversation. Arrow Electronics, Inc. Enterprise Computing Solutions Nidderdale House Beckwith Knowle Otley Road Harrogate HG3 1SA Online arrowecs.co.uk/arrowsphere arrow.com Visit our site for everything from the latest news to line card information. 1218_UK_CEP_07/15_CDS1.2