Asia Pacific. Transformation & Growth. Chris Meager & James Tay

Transcription

1 Asia Pacific Transformation & Growth Chris Meager & James Tay

2 Asia Pacific Transformation & Growth Chris Meager MD Logicalis Australia

3 Presence across APAC 400 employees 18 offices $87M revenue $8.0M EBITDA China Hong Kong Malaysia Singapore Indonesia Taiwan Australia Australia China Hong Kong Indonesia Malaysia Singapore Taiwan 3

4 Broad Infrastructure Portfolio UC & Collaboration Cisco Master UC and Telepresence ATP Microsoft Silver (Gold by next FY) Data Centre EMC Premier NetApp Gold Partner Cisco UCS ATP VMware Network Cisco Routing & Switching, WLAN, Smart Grid ATP Cisco Managed Services Channel Partner Program (MSCP) F5 Authorised Partner Lifecycle Services Consulting & Implementation services Logicalis-delivered break/fix maintenance Managed Services nvisage + Malaysian GSC Cloud Services (hardware + software + managed services + GSC) 4

5 Strong services mix 41% 49% % of revenue 5

6 Evolving strategy to drive growth We bring differentiated solutions to Business issues in the ICT infrastructure space utilising multi-vendor technologies 6

7 Addressing the market with differentiated offerings Cloud Computing Virtualisation Mobile Technologies Networking, voice and data Collaboration Infrastructure Delivered via a choice of consumption models Driving customer conversations around core versus context #1 Mobility Solution Addresses challenge of safely incorporating consumer devices onto the network Enables flexible workplace environment Incorporates UC/Collaboration, networking, desktop virtualisation Offered as a traditional CP solution or managed service #2 Immersiv Video As a Service Addresses significantly growing market (>30% CAGR) Utilises UK architecture localised for Australian market 7

8 Managed Services Overview Managed Services delivery: Global Support Centre (GSC) in Cyberjaya, Malaysia 50 staff operating 24x7 ITIL certified Cisco MSCP accredited nvisage Software as a Service platform providing infrastructure management with integrated ticketing Built for multi-tenancy Logicalis-owned IP Enables greater operational efficiency Managed services consistent with US Go to Market SLA based offerings 8

9 Managed Services portfolio 9

10 Managed Services Roadmap Building on existing managed infrastructure capabilities Providing complete Managed Workspace capabilities Integrating hosted infrastructure into managed service offerings 10

11 Managed Services Growth Scale drives Profitability Consolidate international services Organic Growth Acquisition Increase in GP & EBIT 11

12 International Collaboration USA utilising GSC for provision of managed services UK evaluating GSC for delivery of managed services China Telecom replicated nvisage locally for their NOC Germany implementing nvisage for managed services delivery Singapore, HK, China using nvisage and GSC for service delivery 12

13 Asia Pacific Transformation & Growth James Tay MD Logicalis Asia

14 Overview of Logicalis Asia Direct Presence China, Hong Kong, Indonesia, Malaysia, Singapore & Taiwan. 14 offices. 250 employees. 500 corporate clients. Primary Business Focus Managed Services and System Integration, focusing on end-to-end Infrastructure-as-a-Service (IaaS) solutions to the incumbent Telcos in Asia. Sustainable Business Growth FY2011 Revenue: US$34M (EBITDA - US$5M). Annuity Revenue: 55%. Average Monthly Invoices: 3,600. Inorganic Growth Strategic expansion via M&As & new territorial establishments. Indonesian joint venture operation (PT Logicalis Metrodata Indonesia) will be operational in Q4 FY12. Global Sales Leads FY2012 YTD revenue contribution from global sales leads: US$6M. Estimated deals in pipeline: US$2M. 14

15 Managed Services (IaaS and SaaS) for Service Providers What We Do Managed Services 1. Infrastructure-as-a- Service (IaaS) Logicalis Infrastructure-asa-Service (IaaS) for Network, Compute, Storage, Voice, Video and Security services. 2. Software-as-a-Service (SaaS) nvisage Logicalis proprietary network management application, offered as a Software-as-a- Service (SaaS). Service Provider Partnerships Total Market Cap: US$185B Focus Areas - Industry Verticals Telcos & Service Providers Automotive & Machinery Oil & Gas Petrochem Banking and Finance Pharmaceutical Healthcare Electronics Public Sector Logistics & Services Transportation Retail Hospitality Media & Communications Office Automation and IT 15

16 SingTel VCE PowerON SingTel VCE PowerON (launched in Apr 11) is a collaboration between SingTel and Logicalis as a MSA partner, together with leading technology providers (Cisco, EMC & VMware) to provide hybrid cloud computing services to business enterprises and public sector agencies. Customers: Adecco, Eu Yan Sang, Pentana, SATA, Starbucks, Amicorp (POC), Aicent (POC), Korvac (POC), Nizza (POC), NTUC First Campus (POC), Galileo (POC), HTL Manufacturing (POC), PSA (POC) and RIM (POC). Strategic Opportunity This engagement model allows Logicalis to upsell its services to SingTel s end-user customers. Key notes: Conversion from existing SingTel Data Centre customers. Target sectors are Large Enterprise and public sectors. Subscription based on committed monthly recurring charges or pay-asyou-use model. 16

17 Logicalis Asia Our Differentiation Certified Partner of: Launched SingTel VCE PowerON Certified Cloud Partner: Cloud Builder Acquired by Logicalis Group (Jan 2010) Certified Cisco Regional Gold Partner Certified ATP (Contact Centre, Video) Offered full suite of Managed Services Certified ATP (Data Centre UCS) Certified Managed Services Master (Global) Offered nvisage services to China Unicom s MNC clients Offered IaaS services through Telstra Int l and Telekom Malaysia Certified Cisco Gold Partner Offered IaaS services through PCCW Certified Cisco Silver Partner Served China Telecom s VIP clients via nvisage platform Secured first IaaS orders through SingTel Secured first Managed Services RMS through SingTel Certified Cisco Premier Partner Offered solely Network Infrastructure solutions

18 Strategic Directives EXECUTION STRATEGY VISION To be the preferred business and technology partner in Asia, delivering improved business efficiency and experience to our clients. Internal Focus 1. Honing staff s sales and technical expertise towards enterprise business-value selling. 2. Continue to propagate brand awareness and elevate mindshare as the Logicalis brand name is still relatively new to this region. Conduct more sales and technical training sessions to scale up staff s expertise. Invest resources on a sustained brand campaign to increase brand visibility. Partner Focus 1. Strengthen strategic regional partnerships with key partners - Cisco, EMC, Microsoft, NetApp, VMware etc. 2. Position Logicalis as an independent SI to partner with the service providers. Conduct Joint Account Planning sessions and run more sales and promotional activities with partners. To work with key strategic partners to target competitive databases for technology migration. Market Focus 1. Capitalise on the proliferation of enterprise cloud infrastructure with SingTel VCE initiative. 2. Expand customer base by delivering IaaS and other MS offerings to the Enterprise market segment. Continue to productise as-a- Service model via the service provider route. Leveraging Logicalis global presence to provide one-stopshop service to MNC clients and service providers global offices. 18

19 Driving growth across Asia-Pacific Enterprise and Service Provider coverage Robust economies Long history of managed services Close collaboration across the region Opportunity for growth through Geographic expansion and Acquisition 19

20 Questions