OUTSOURCERY PLC CAPITAL MARKETS DAY
INTRODUCTION Introduction to the day Timings Housekeeping
AGENDA HIGHLIGHTS 11.00am 11.10am 11.10am 11.40am 11.40am 12.20pm 12.20pm 12.40pm market needs 12.40pm 13.00pm 13.35pm 14.55pm Introduction to the Capital Markets Day Where Microsoft sees the opportunity Is there a market and what does it look like? Proving the sales opportunity and meeting the 13.00pm 13.15pm Lunch & Networking Supporting the market opportunity Round up, Q&A and close
INTRODUCTION Ken Olisa, Chairman, Outsourcery plc
WHERE MICROSOFT SEES THE OPPORTUNITY Mathew Eckersall, Director, UK Hosting Service Providers SMS&P James Akrigg, Head of Technology for Partners
Growth opportunities in Hosted IT Source: IDC Tracker, 2013 (New x86 server shipments)
Source: 451 Research survey commissioned by Microsoft Corp.
Opportunity for MS & Outsourceryin UK Government
Trends Shaping the Future of IT People Devices Apps Big data Cloud Engage Enable employees and more customers work from than through anywhere half great of experiences information workers across 17 countries report using 3+ devices for work Evolve business apps to meet one new quarter needs of external app implementation spending will be on mobility, cloud, analytics & social, by 2016 Help business make faster 40ZB decisions the size of digital universe by 2020, of which 90% will be unstructured data Ensure infrastructure will nearly scale to meet half demand of total IT spend will be cloudrelated by 2020 Devices: Info Workers Will Erase Boundary Between enterprise And Consumer Technologies. Forrester Research. August 30, 2012 Apps: Gartner: Predicts 2013: Business Impact of Technology Drives the Futures Application Services Market. Nov. 21, 2012 Big data: Compiled from IDC digital universe forecasts Cloud: Prepare For 2020: Transform Your IT Infrastructure And Operations Practice. Forrester Research. Oct. 24, 2012
IS THERE A MARKET AND WHAT DOES IT LOOK LIKE? The enterprise view: John Andrews, Group Head of Unified Communications Product Management Large Enterprise Converged Communications, Vodafone
Vodafone and Outsourcery John Andrews Eirini Koukaki June 2014
Where Vodafone and Outsourcery partner slides Where are we aligning Why are we investing What we are doing Why Outsourcery What next 22
Where Vodafone and Outsourcery partner where are we aligning Connectivity Converged Communications Machine-to-Machine Cloud & Hosting 23
Where Vodafone and Outsourcery partner why are we investing UC Market Size UC Market Growth UC Adoption Low Maintenance CAGR 29% 50% Improved Costs Increased Productivity 23% 2013 2017 Business Agility Future Proof Source: Ovum Hosted & Managed UC services forecast, IDC & Enterprises Place 2013 Unified Communications Bets: How Many Horses In This Race? February 2013, Webtorials
Where Vodafone and Outsourcery partner what we are doing Baseline Strong Microsoft UCaaS Proposition Win First Customer Ratify Investment NOW Launch Portfolio Partnering Strategy
Where Vodafone and Outsourcery partner why Outsourcery Why Partner Enables a rapid GTM strategy Why Outsourcery Powerful Microsoft credentials (Gold Microsoft partner, Hosting Partner of the year) Own customer relationship Service delivery & transformation Billing / Ordering / 1 st line support Voice and data connectivity End to end solution Low capital exposure & complexity whilst delivering strong cash flow Cloud and Microsoft experts Partner orientated no channel conflict Delivers market credibility & sales enablement Partner model aligned to Microsoft strategy IL2 capability Strong service delivery ITIL orientated Very strong sales enablement Host platform and applications Microsoft expertise Provisioning systems 2 nd & 3 rd line support Pre-sales support
Where Vodafone and Outsourcery partner what next Evolution Expanding Geographic reach Roadmap evolution NEXT Global operating model and portfolio integration Customers
Any questions?
Appendix
Vodafone One Net Enterprise - featuring Microsoft What is it? o Lync, Exchange Server 2013 o Enterprise grade SLAs o All hosted in UK data centres o Managed service o Private cloud model o Lync trial available o Partnership via Outsourcery o Usage-based pricing model o Virtually dedicated platform per customer o Resilient, DR architecture o Integration with legacy systems, e.g. PBX Initial Target Market: Large organisations in both VGE (>1000 users) and VF UK (>250 users) 30
Functionality Roadmap Fixed Mobile Integration Commercial tariff plans bundled for fixed and mobile Vodafone users for voice usage charges. Data charges will be included in the bundles. Lync Room Systems Room based video capability based on SMART board technology Operator Console Call/Media Recording Analogue Lines A more sophisticated console compared to the Lync Attendant client Operator console to provide flexible call routing, announcements, reporting and multiple operational modes Media recording for all workflows (IM, voice, video, conference, PSTN). Meet compliance purposes. Client-side media recording already available in Lync but doesn t meet finance/ insurance sector compliance requirements Plans to launch in Q3/ Q4 FY14-15 across all existing geographies 31 Analogue Lines enable organisations to maintain the running of legacy services which require traditional connectivity i.e. fax machines
Expanding Geographic Reach National Channels in Europe from FY13/14 Expanding into Europe from FY14/15 Reaching into APAC from FY14/15 32
IS THERE A MARKET AND WHAT DOES IT LOOK LIKE? The SMB view: Simon Howitt, Chairman, IP Solutions
TITLE The SMB View DATE 30 th June 2014 PRESENTED BY Simon Howitt
INTRODUCTION Founded in 2001 Providing communication services to the SME market Our sweet spot is organisations from 50-500 employees We were born in the Cloud Connectivity VOIP We also specialise in mobilising applications An innovative and early mover Outsourcery Capital Markets Day
WHERE WE ARE NOW? Customers wanting to consume service through OPEX rather than CAPEX Serious traction in selling Hosted Voice services Voicenet s second largest reseller in the UK But as the name suggests, this only addresses the voice element of communications Customer feedback - they want MORE.under the same model (deployed using the Cloud on a pupm basis) A true UC in the Cloud Outsourcery Capital Markets Day
WHERE WE WILL BE? Fast emerging trend - hosted Lync Efficiency can give true differentiation in their market The larger % of our new business meetings are centred around Lync and therefore UC in the Cloud Traditional Hosted Voice customers migrating to Hosted Lync to get more functionality We predict that hosted Lync will become our Killer App and help us to win in the market Outsourcery Capital Markets Day
HOW WILL WE GET THERE? We are a Reseller and as such our success is a result of the relationships we have with our providers This requires that at the heart of the relationship we enjoy. Strategic overviews Visibility to product roadmap development process Sales education Process enablement Feedback forums Outstanding support Outsourcery Capital Markets Day
HOW WILL WE GET THERE? This is where Outsourcery excel Core resources and training We can prospect, sell and transact as easily as possible The customer having the best experience To date we have built an encouraging pipeline 3x customers at advanced POC or deployment stage 5x customers at second stage for demonstration Major outbound campaign planned over next Q Our aim and ambition is become one of their prime partners to cover the SME sector during next 6 months Outsourcery Capital Markets Day
PROVING THE SALES OPPORTUNITY AND MEETING MARKET NEEDS Wayne Buttigieg, Head of Infrastructure and Media Services, London Business School
A journey to the cloud Wayne Buttigieg Head of Infrastructure and Media Services www.london.edu
London Business School Introduction Nice picture of LBS 42
London Business School Degree Programmes Postgraduate only with Business and Finance focus Top five business school in rankings (currently number one for Masters in Finance) Approximately 1000 MBAs per annum Corporate Education Open and bespoke professional education programmes Refurbishing Old Marylebone Town Hall to double our available teaching space 43
My initial priorities Challenges 1. Assess the existing IT and telecoms infrastructure 2. Shape the London Business School IT Strategy 44
The legacy Aging infrastructure Data Centre not fit for purpose Environmental challenges (water leaks and cooling) Three separate phone systems serving 1300 extensions across five buildings (main campus PBX dates from 1992) Just a basic phone service with voicemail Email servers outdated and full to capacity (email accounts capped in size) Fragmented approach to conferencing and online meetings (GoToMeeting, Webex, etc) 45
A new IT strategy Alternative delivery models Increasingly, new software systems are being hosted from the internet or the cloud rather than internal IT departments. This brings opportunities in terms of speed of deployment and economies of scale. Instead of going through the cycle of replacing the underlying infrastructure every five years we should look at consuming as a service. London Business School IT Strategy 2013 46
A new opportunity Unified Communications Three disparate methods of communicating - email, telephony and audio/video conferencing Replace or unify? 47
A new opportunity Unified Communications Unified Communications integrates all three and adds extra features such as instant messaging Identified hosted Microsoft Lync platform and Office 365 for email would be the ideal solution 48
Unified Communications The tender Requirements Hosted Unified Communications platform Expertise to migrate to Office 365 Integration with Office 365 including support 49
Outsourcery Win Tender Expertise in Microsoft Lync A unique hybrid cloud solution for Unified Communications Expertise to migrate email to Office 365 Prepared to take ownership of the full Unified Communications solution 50
Email (Office 365) Public Cloud Data Centre Private Cloud Our hardware Our software Managed on our terms Public cloud hardware Public software Standardised service Unified Messaging Hybrid Cloud Public cloud hardware Private cloud software Bespoke integration between our private and public clouds 51
The Future Integrated video conferencing from lecture theatres Integration with London Business School s applications and websites Lync Online for students (public cloud) integrated with Outsourcery s Lync service for staff and faculty (hybrid cloud) 52
A journey to the cloud Any questions? www.london.edu
SUPPORTING THE MARKET OPPORTUNITY Steve Howe, Vice President and Chief Operating Officer HP Enterprise Group, UK&I
Supporting the market opportunity Steve Howe Chief Operating Officer UK&I Outsourcery Capital Markets Day June 30 th 2014 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Every Generation has a Defining Industry 56 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Change is happening much faster Speed AOL took 9 years to get to 1 million users Facebook took 9 months Draw Something took 9 days. Capacity 1 billion Facebook posts per day 2.5 billion exabytes of data 200 million tweets By 2020, we could run out of electricity. Mainframe IBM NEC HP Burroughs Fijitsu Bull Unisys Hitachi Sales tracking & Marketing Product Configurator Payroll Commissions Claim Processing Bills of Material SCM ERP Costing Training Database CRM Quality Control HCM SAP Client/Server Engineering Inventory EMC Cost Management Manufacturing Projects Cash Management Accounts Receivable Billing Time & Attendance Data Warehousing Time and Expense Activity Management Service HCM Rostering PLM MRM Joyent Order Entry IntraLinks DCC Fixed Assets Intacct Adobe Microsoft Saba CCC Cornerstone ondemand Softscape ebay Quickbooks Kenexa Plex Systems The Internet PPM Google OpSource Hosting.com Tata Communications NetDocuments Alterian Datapipe Microsoft Softscape Volusion OpenText Xerox Saba Ariba CyberShift Corel Yahoo Quadrem Workscape ADP VirtualEdge Avid SugarCRM FinancialForce.com NetReach Zoho Qvidian Serif CyberShift Music Sage Sonar6 Exact Online ihandy Hyland PaperHost Yahoo! SLI Systems Elemica Kinaxis NetSuite SCM Sonar6 kaggle SolidFire SuperCam Snapfish NetSuite Amazon Dragon Diction Fring Cookie Doodle Ah! Fasion Girl Pandora salesforce.com Xactly UPS Mobile buzzd Scanner Pro Foursquare GoGrid LimeLight Amazon Web Services Mobile, Social, Big Data & The Cloud Renren BrainPOP DocuSign HP eprint ischedule Khan Academy Scribd. News MobileFrame.com myhomework Xing MailChimp Associatedcontent AppFog Hootsuite Toggl Facebook Bromium LinkedIn Taleo SmugMug Zillabyte Utilities box.net Workbrain Zynga Workday Twitter SuccessFactors Atlassian RightScale New Relic Urban Yandex nebula Business Amazon Finance Atlassian Tumblr. Parse Yandex Zynga PingMe Travel Lifestyle Splunk CYworld Education Games Atlassian Heroku Mixi Jive Software Mozy CloudSigma Reference Entertainment Answers.com dotcloud BeyondCore ScaleXtreme PingMe YouTube Sport Pinterest Baidu Navigation Photo & Video Yammer Social Networking Qzone cloudability Viber 98,000 tweets 23,148 apps downloaded 400,710 ads requests every 60 seconds 2000 lyrics played on Tunewiki 1,500 pings sent on PingMe 34,597 people are using Zinio SmugMug Rackspace Flickr MobilieIron Fed Ex Mobile Productivity 208,333 minutes Angry Birds played Twitter Paint.NET TripIt 57 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Scale growing much faster 2005 0.1ZB 2010 1.2ZB 2012 2.8ZB 2015 8.5ZB 2020 40ZB Source: IDC (figure exceeds prior forecasts by 5 ZBs) Next-generation competitive advantage delivered through: Business insight at lightning speeds Personalized content follows you Business questions arise automatically from data 58 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
A New Style of IT is emerging Cloud Social Mobility Big Data New Style of IT Client / Server Transactional Systems PCs 59 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Cloud & SMB Market Trends By 2020 it is predicted over 70% of UK IT will be consumed within Cloud (IDC, Cloud Computing Survey 2012) WW cloud services valued at $47bn for 2014 (CAGR 28%) In 3 years it is forecasted to reach $107bn (IDC, Cloud Research 2013) UK SMB Cloud market valued at 1.4bn for 2013 & predicted to almost double to 2.5bn in 2016 (IDC, 2013, CSW, 2013) 60 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
It will be a hybrid world. Build Cloud services Consume Cloud services Traditional Private Cloud Managed Cloud Public Cloud SLAs availability, security, agility, compliance, cost 61 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP s Partner Ecosystem CloudAgile Programme New Style of IT requires a New Style of working and selling HP CloudAgile HP have developed a partner ecosystem to deliver services for the new style of IT Based on HP s innovative leading technology and ongoing roadmap developments Each of HP s Cloud Agile Partners has a specific focus in terms of market segment, services offered and SLA s The Outsourcery Lync service offering is a key element in HP s Cloud Agile Partner services portfolio in the UK. 62 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
HP & Outsourcery Joint GTM activity From joint marketing to collaborative sales.. Joint Marketing End User Awareness: E-shots to 15,000 consumers. Social media Linked in, twitter, Facebook. Media Coverage - Cloud Pro and Channel Pro Events: HP Cloud Expo sponsorship Channel Program: Targeting 250 HP Channel Reseller Partners with Webinars & telemarketing Collaborative Sales HP will incentivise its UK SMB salesforce from July 2014 to broker Outsourcery Lync services Addressing over 2000 customers, the 32 person HP sales team will work alongside Outsourcery to offer customers the Lync based services 63 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
To remain static is to lose ground. David Packard Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Thank you Steve Howe Chief Operating Officer UK&I June 30 th 2014 Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
ROUND UP, Q&A AND CLOSE Ken Olisa, Chairman Piers Linney, Co-CEO Simon Newton, Co-CEO Outsourcery
Lunch and networking Thank you