Building your cloud porbolio APS Connect

Transcription

1 Building your cloud porbolio APS Connect 5 th November 2014 Duncan Robinson, Parallels Business Consul3ng

2 Introduc/on to BCS Who are we? Created 3 years ago in response to partner demand Define the strategy Strategy, Product management, GTM, Channel and exper3se Focused on helping partners grow successful cloud businesses Part of new Customer Success organisa3on Advisory or dedicated delivery model Working with partners across the globe Deploy the solu3on Launch and grow a successful business 2

3 Agenda for today s presenta3on Share market observa3ons and insights Ideas for developing the cloud porbolio Group discussion: Priority services for SMB s 3

4 Market observa/ons Cloud market evolu3on INSIGHTS Service provider cloud adop/on is evolving Hoster à telco/ IT Provider à distributors Hot topic is bundling - PorBolios evolving beyond standalone - Providers and ISV s star3ng to bundle cloud and core services Marketplaces fall short on volume expecta/ons Mul3- channel strategies, based on segment, proving successful approach 4

5 Market observa/ons Latest customer insights SMBs are adop3ng more cloud services 50% SMBs today use only one service provider SMBs are open to bundles that make billing easy Source: Parallels SMB Cloud Insights (Global),

6 2 common ques3ons 1 2 How many services should I sell? How do I develop my porbolio? 6

7 How many services should I sell? Online Backup & Storage File Sharing Online CRM Accoun3ng Parallels Recommenda3on: Hosted Instant Collabora3on Web Conferencing Payroll & HR 5-9 services per category Web Hos3ng Support/ Help Desk Virtual Desktop (VDI) Phone Conferencing Source: Parallels SMB Cloud Insights (Global),

8 Security concerns the major driver for business SMB Enterprise Top 3 concerns: 1. Security 2. Cost 3. Performance and availability 8

9 Developing a product porbolio for Communica3ons and Collabora3on Anchor Value Add Tools & U/li/es Web Conferencing Migra3on Security Voice Conferencing Endpoint Protec3on Archiving Chat & Presence File Sharing 9

10 Developing a product porbolio for Web Business Building Anchor Value- add Tools & U/li/es Web hos3ng Web Site Builder Security Backup SEM/Analy3cs/Ad Words E- Commerce Appointment Scheduling Campaign Marke3ng CDN Social Media Website Security Mobile Websites Video Content 10

11 Business Applica3ons growing in importance Business applica3ons are predicted to be the fastest growing category globally and especially in mature European markets The category is fragmented and oden driven by local ISV s rather than larger Global applica3ons Opportuni3es may be driven by ver3cal segment Parallels have some interes3ng data There may be a requirement to onboard a local ISV Recommenda3on: Iden3fy 2-3 volume opportuni3es for Business Apps 11

12 Opportunity to create bundled services Most marketplaces lack meaningful differen3a3on Integra/on and customiza/on of mul3ple cloud services creates differen3a3on Ver3cal- specific solu3ons will differen3ate by providing Comprehensive and relevant business solu3ons Specialized apps/services Ver3cal- specific marketplace Advice to SP s/resellers: Expand offerings to include integrated service bundles that are business- value- oriented Predic3on: By 2015, 50% CSB providers will develop integrated ver3cal service bundles by company size Source: Predicts 2014: Cloud Services Brokerage, Gartner January

13 GROUP DISCUSSION What are the next priority services for you (and why?) 13

14 How can Parallels help? 2 key services GTM Assessment Service Target Audience Exis3ng PA Partners APS Advisory Service Target Audience Exis3ng PA Partners New PA Partners ISV community Maximise your return on investment in cloud services Provides ac3onable recommenda3ons to grow your business including: PorBolio development Op3mising Online experience Building Channel footprint Reduce 3me to market and mone3se new APS 2.0 packages Combina3on of Business and Technical consul3ng to define service and create new package Includes project tracking and cer3fica3on Can be ini3ated by PA partner or ISV 14

15 3 key takeaways Expand your porbolio to meet growing SMB and sales channel requirements Pick the right services based on current porbolio and channel capability Talk to Parallels about how we can help 15

16 Addi3onal slides APS Connect 5 th November 2014 Duncan Robinson, Parallels Business Consul3ng

17 How do I develop my porbolio? Market assessment Detailed assessment of market size by customer, service category Compe33ve landscape mapping and market ahrac3veness matrix Target customers Categories Anchor services Roadmap Delivery model Decide on target customer for cloud services based on market assessment and current capability/service porbolio of resellers Agree on service categories to be addresses based on target customer /market Discuss number of services to be offered Discuss anchor services for each category to be addressed Discuss poten3al ISV partners for services Discuss phasing of launches and number of services for each release Agree services for first release and poten3al ISV s Discuss delivery model for services and 3ming Hosted v Syndicated 17