future proof your business - breakfast meeting with vuzion
TRANSCRIPT
Future Proof Your BusinessBreakfast Meeting
• The CSP OpportunityDave Leigh, Microsoft UK
• Becoming a Complete Managed Cloud Solution ProviderMichael Frisby, Vuzion
• Delivering Azure and Office 365 Solutions through CSPJulian Dyer, Vuzion
• Q&A
Agenda
The Cloud Solution Provider (CSP) OpportunityDave LeighHosting & Managed Service Providers, UK
“The greater cloud market is forecasted by IDC to be $500B by 2020”
IDC FutureScape: Worldwide Cloud 2016 Predictions — Mastering the Raw Material of Digital Transformation, doc #259840, November 2015
IDC InfoBrief: Customers Need Channel Partners, August 2015
Customers want partners
Microsoft knows partners
86%
92%
39%
86% of business customers buy through channel partners for IT products and services
Revenue through partners
Microsoft Rest of software industry
CSP enables partners to…Create the solution and directly bill customers
Directly provision and manage subscriptions
First point of contact for customer support
Build an ongoing customer relationship
Evolving the Cloud Partner Model
Customer
Indirect providerDirect
partner
Indirect reseller
Microsoft Online Services
What services are available?
Power BIEnterprise Mobility Suite
Direct partner growthIndirect reseller growthO365 service seatsStrength of the model
CSP momentum
What are the keys to CSP success?
Modernize sales and marketing
Deliver customer lifetime value
Differentiate to stand out
Optimize your operations
aka.ms/modernpartner
CSP in the future
More to sellMore partnersMore customersMore momentumLess friction
© 2016 Microsoft Corporation. All rights reserved.
Enabling any IT provider to become a complete cloud managed solution providerMichael FrisbyManaging DirectorSeptember 2016
Vuzion• A cloud aggregator with 100% channel focus
• Built on 20 years of delivering and selling cloud services
• A rich portfolio of cloud services
• A smart ecosystem of partners
• Enabling any IT provider to become a complete cloud solution provider.
• 80% of companies include Cloud Services in their IT strategy• 85% of companies will use infrastructure refresh to consider
Cloud solutions (IaaS/SaaS)
CIF Research Highlights
78% of companies use Cloud services
63% foresee an entirely Cloud based IT estate
77% of businesses use two or more Cloud services
75% will be increasing Cloud deployment
77% say flexibility was the main Cloud driver
64% have gained competitive advantage with Cloud
• A marked increase to Cloud only
• 20% will move to 100% Cloud asap, enterprise is lower
• 37% will remain hybrid
Hybrid Forever?
• Digital Transformation is the critical examination of an organisation with consideration of its business challenges and how it interacts and engages with its employees, partners and customers.
• Digital Transformation is about business change and how businesses can re-orientate themselves to take advantage of digital technologies.
Digital Transformation
Cloud & Digital Transformation
• Of those not currently offering Cloud services, 47% expect to do so in the future
• 47% also see Cloud as a threat to their current business• 99% recognise the potential benefits of Cloud for their organisations • 28% are not yet convinced of the market opportunity
Channel - get big, get niche, or get out!
65% sell Cloud based services
81% lack staff with sufficient Cloud skills
82% of resellers had to overcome internal cultural barriers
88% offer full managed services
86% want white label Cloud services
77% believe vendor products give competitive advantage
$20 Billion
Cloud services are rewriting the rules of business.
Making the world a lot easier for most businesses.
Improving the way people collaborate.
Changing the way people do business.
Revolutionising the way people work.
But a lot harder for you, their IT service provider.
Moving from a transactional service to an integrated solution offering
Providing a seamless experience throughout the customer lifecycle
Services expanding outside of core capabilities
Building value-add to maximise profitability and future proof your
business
We understand. We’ve been there as Cobweb.
Formed November 1996
Connectivity & Web Hosting
Hosted Exchange
Cloud Aggregator2016
Biggest independent Microsoft Hosted Exchange provider in Europe
Cloud Solution Provider
1 -Tier CSP Accreditation
Over 20 years experience in provisioning, managing, delivering and supporting and promoting cloud-based
solutions.
2 -Tier CSP Accreditation
The first to transact an Office 365 customer through CSP
One of the first to automate the delivery and billing of Azure services
One of the first to facilitate the transfer of Office 365 customers to CSP
Cloud Automation & Customer Lifecycle Management
PlatformMarketplace, Billing, Support
Be up-and-running in days with our integrated
marketplace of solutions and billing automation
provided out-of-the box. Focus on growing your
business.
Smart EcosystemCloud Services, Professional Services, Partner Capabilities
Access an actual solution with professional services and
support, a vibrant ecosystem of partners, and partner services that add value.
Business SuccessCLM, Campaigns, Leads
Benefit from Customer Lifecycle Management and
go-to-market support to win and retain customers, create up and cross sell
opportunities.
24*7 SupportYou will have access to our 24*7 UK based service teams, workshops on transforming your first line support function into a commercially focused team.
Billing-as-a-ServiceYou will gain out-of-the-box capabilities around automated customer invoicing, payment collection (Direct Debit & Credit Card) and credit control.
MarketplaceWith the Vuzion marketplace you can build tailored solutions for your customers which combine your services with the Vuzion portfolio.
Microsoft 1T CSP IntegrationIf you are a 1-Tier Microsoft CSP partner you can plug your billing ID in to the Vuzion marketplace and complement the Microsoft Cloud services with the broader Vuzion services portfolio.
PlatformMarketplace, Billing, Support
Be up-and-running in days with our integrated
marketplace of solutions and billing automation
provided out-of-the box. Focus on growing your
business.
Billing-as-a-Service Billing-as-a-Service provides Vuzion channel partners with an out-of-the-box, automated solution for effectively managing the customers’ billing cycle through unified customer invoicing, easy payment collection and advanced credit control capabilities.
• Customer invoicing - enables unified billing for all cloud and professional services within a portfolio, allowing you to customize invoices, amend retail prices, and run price promotions with a few clicks.
• Payment collection - enables credit card and debit card (UK only) payment options for customers; funds can be collected and deposited into your account.
• Credit control - enables rules that enforce payment collection; if customers fail to pay for services consumed, their subscriptions will be suspended automatically and restarted upon payment of overdue invoices.
• Service Fee 1% of billed revenue via Direct Debit, capped @ £1,000 per month (For both Vuzion and Reseller services)
• Credit Card fees vary upon card type and gateway
Platform
Support-as-a-Service Support-as-a-Service provides Vuzion resellers with the option to extend the 24*7 partner support out to their customers.
• 24*7/24*5/10*5 – we will work with you to understand what hours of cover you need the Vuzion support teams to be available for your customers
• Supported Services – support can be provided for just the services provisioned through Vuzion or can include additional services supplied to your customers
• White-label – the Vuzion Support-as-a-Service offering can be delivered under your brand or as Vuzion
• Service Desk Alignment – incident management processes will be fully aligned to ensure a great customer experience and will include monthly service reviews
• Support as a Service fees are based on the hours of cover, supported services, branding and the level of Service Desk integration
Platform
Building Joint ValueVuzion partners range from VARs, SIs to ISVs and together they work on delivering integrated business solutions, more quickly and with greater value and profit.
Professional ServicesLeverage Vuzion’s 20 years of cloud service expertise and bundle a range of Professional Services into your solutions to maximise value add.
Cloud Services PortfolioYou can mix and match the services you want from Vuzion’s portfolio of cloud services, to enable you to offer a complete solution for your customers.
Partner-to-Partner ConnectionWithin the Vuzion smart ecosystem we encourage partners to work together to create and deliver the complete solutions that customers are looking for today.
Smart EcosystemCloud Services, Professional Services, Partner Capabilities
Access an actual solution with professional services
and support, a vibrant ecosystem of partners, and partner services that add
value.
Productivity & Collaboration.
Cloud Services Portfolio
Business ProcessCloud Infrastructure &
Security
“On average more than 1,200 new customers sign up for Azure every day which creates a huge partner opportunity. It is exciting to see innovations within
our ecosystem where partners are investing to onboard and prepare other partners to successfully
capture this market opportunity”Gavriella SchusterGM, WW Partner ProgramsMicrosoft
Azure through CSP Vuzion is the first Microsoft 2-Tier CSP partner to successfully automate the delivery and billing of Microsoft Azure services in through an integrated cloud marketplace and in combination with value add professional services.
• Automated, unified billing for Azure across components including professional services• Create your own solutions based on data, networking and compute components• Easy credit collection using direct debit capabilities (UK)• Invoice granularity for full visibility on solution components
Smart Ecosystem
Helping you turn Azure in to a Customer Solution Leverage Vuzion’s 20 years of delivering cloud service solutions to more quickly build your solutions on top of Azure
• Standard IaaS Definitions• Web Hosting Frameworks• Hosted Desktop / RemoteApp• Backup & DR Solutions• SQL migrations
Smart Ecosystem
Unlock the Voice OpportunityThe new Skype for Business PSTN and Cloud PBX capabilities enable resellers to take advantage of a multi-billion pound market opportunity in the UK. With it’s Hosted Lync 2013 experience Vuzion is the only 2T CSP with the skills and knowledge to help resellers unlock this opportunity.
• Solution implementation expertise• Modern Meeting & PBX Replacement guidance• Upsell & Cross-sell campaigns
Smart Ecosystem
Solution Sales SupportYou will have access to our commercial and technical teams for pre-sales support to help you build the best solution for your customers.
Readiness & EnablementYou will access webinars, training videos and advisory boards that will help you better understand best practices around building the right solutions for your customers.
Customer Lifecycle ManagementYou will have our support with everything from marketing automation to CRM integration, content updates and market insight integration with your systems to help you increase customer lifetime value
Lead GenerationWe will provide you with leads you can follow-up on and convert to new business. You will also have access to marketing assets that enable you to run your own campaigns.
Business SuccessCLM, Campaigns, Leads
Benefit from Customer Lifecycle Management
and go-to-market support to win and retain
customers, create up and cross sell opportunities.
£5 Million
Profit Tuner for Office 365 You can easily switch your existing Office 365 customers, whether under Advisor or Open, to the CSP platform and significantly increase your margin without any service disruption for your customers.
• Move from 3% margin to up to 15% (up to 27% with Microsoft Managed Partner incentives)• Remove complexity around moving customers to CSP• Access out-of-the-box service delivery, management and support capabilities
Business Success
Sell EMS & Office 365 to win a fantastic holiday and other amazing prizes!.
First Prize: £2,500 holidaySecond Prize: 55″ Ultra HD TV & XBOX ONE SThird Prize: £500 Virgin Experience vouchers
Every seller who sells 50 seats of will receive a £100 Virgin Experience voucher!
Visit: vuzion.cloud/ems-competition and then…
RegisterRegister to be in with a chance of
winning!
Download resourcesDownload all the resources to become an EMS & Office 365
guru
Apply for fundingDownload and submit your plan
to apply for funding
Record each dealYou must record each deal you
make to win
Vuzion Partnerships
Your CustomersTake full ownership of your customers. Set up customer accounts and provide a seamless experience from sale to bill.
Your SolutionIntegrate your own services. Create compelling solutions by bundling complementing cloud and professional services through an integrated portal
Your Value AddComplete your customers’ solutions with your unique capabilities wrapped in to a personalised experience.
Your PricesSet your own prices and provide unified billing with automatic collection across all the services you provide.
Partnership Principles
Example Vuzion Resellers
ISV Cloud Marketplace EnablementServices are at the centre of our ecosystem, enabling our partners to increase their customer’s security, productivity and growth. Each individual service offers a benefit in its own right, but together they’re able to reach answers to some of businesses most challenging questions. The Vuzion ISV Cloud Marketplace Enablement program is designed for ISVs looking to extend their market reach quickly without the high investments associated with developing marketplace integration, building a new channel and go-to-market capabilities.
• Access a fully-integrated portal for ordering, billing, managing, and supporting your applications• Plug into our smart ecosystem, extending your reach and building new recurring revenue
streams• Automate the delivery, management and billing of a cloud-version of your solution• Support with APS development and API service integration for a unified and simplified customer
experience for all your services
Partnership Options
Cloud Reseller in a BoxWith the Vuzion Cloud Reseller in a Box programme you can become a complete cloud service provider in just days. Offering a comprehensive portfolio of ready-packaged cloud and value-add professional services with provisioning, billing and support capabilities right out of the box.• Become a Vuzion cloud reseller where you own the customer relationship• Sign up to become a partner within minutes and start transacting within days with minimal effort
and investment required• Bring your own Microsoft Billing ID if you are a 1-Tier CSP Partner• Select the set of cloud services from our portfolio that you want to provide to your customers• We will work with you to understand your existing business model and help you build a fast-track
plan to accelerate your sales
Partnership Options
Partner Benefit Standard PremierRevenue Threshold (per month) <£10,000 >£10,000Channel Development Manager Tele-Managed NamedAccess to Solution Sales Specialists Sales Readiness & Enablement GTM Support 24*7 Partner Support Ability to bring your own 1T CSP Relationship 24*7 Customer Support Optional OptionalTo Customer Billing Optional OptionalOffice 365 Margin 12% 15%Azure Margin 8% 10%CRM Margin 15% 18%Professional & Managed Services Margin 15% 20%
Cloud Reseller in a Box
E2E Technologies needed a partner to provide them with an end-to-end cloud management platform.
Partner Case Study
Vuzion’s platform and comprehensive ecosystem sets E2E Technologies up for long term business success.
“Finding a provider of a service like Office 365 or email encryption isn’t the issue, but most of the larger cloud solution providers don’t provide the consulting, and account management side of things. The key is finding someone that does all the things Vuzion provides.”
E2E Technologies took advantage of Vuzion’s profit tuner and increased their margin on Office 365 by 500%
Next Steps
• Cloud Expertise• Technical Capability• Innovation Leadership• Engagement Flexibility• Personal Relationships• Commitment to Joint Success
Why Vuzion?
• Schedule a 1:1 discussion with the Vuzion team• Sign up as a partner this month and earn Premier margins • Increase your profitability by moving to CSP
Next Steps
Thank [email protected]
Delivering Azure and Office 365 Solutions through CSP
Juian DyerCTOSeptember 2016
Skype for BusinessPartner Opportunity
PSTN Dial-in & Dial-out – Now available in the UKIt’s NOT just about E5
• SfB PSTN services can be stand alone as well as an add-on to any qualifying SKU
• For example• E3 + Cloud PBX + PSTN + Conferencing• Users needing Voicemail need Exchange Online Plan 2.• EOL Plan 2 included in Office 365 E3.
Skype for Business PSTN Services available as an add-on
Anatomy of Skype for Business Opportunities
• Skype for Business Plan 2 £3.40 • PSTN Conferencing Add-on* £2.49• Total revenue per user per month £5.89
Modern Meetings (UK Retail Price)
* No incremental per-minute charges. No margin on this add-on
• Skype for Business Plan 2 £3.40• Skype for Business Cloud PBX £5.00• PSTN Domestic Calling Plan (UK)* £7.48• Total Revenue per user per month £15.88
Modern Voice (UK Retail Price)
*1,200 UK minutes included – no margin on calling plans
• Skype for Business Plan 2 £3.40• Skype for Business Cloud PBX £5.00• Skype Cloud Connector £ Free (Appliance Required)
• Voice Service £ Partner Service• Total Revenue per user per month £8.40 + Voice
Service
Hybrid Voice (UK Retail Price)
Skype Connector – PSTN via 3rd party
Simple example – single siteSkype Cloud Connector = 4 virtual machines running on-prem.
• Office 365 E3 £14.70• Skype for Business Cloud PBX £5.00• PSTN Domestic Calling Plan (UK)* £7.48• Total per user per month revenue £27.18• Or International Voice Plan (£14.96)** £34.66
Modern Business (UK Retail Price)
* 1,200 UK minutes included – no margin on calling plans** 1,200 UK & 600 international minutes included – no margin on calling plans
UK Skype for Business Retail Price List – August 2016Offer Description Price List SKU Type PriceSkype for Business PSTN Domestic Calling* Corporate ADDON £7.48Skype for Business PSTN Domestic and International Calling*
Corporate ADDON £14.96
Skype for Business Cloud PBX Corporate ADDON £5.00Skype for Business Online (Plan 1) Corporate NON-
SPECIFIC£1.30
Skype for Business Online (Plan 2) Corporate NON-SPECIFIC
£3.40
Skype for Business Plus CAL Corporate ADDON £1.30Skype for Business PSTN Conferencing* Corporate ADDON £2.49
* No CSP margin for PSTN Calling Plans from Microsoft
Microsoft Azure
One Azure ecosystem
28 Azure regions operational, 34 announced
100s of service providers
1,000s of enterprises
Infrastructure ServicesStorage
BLOB Storage
Azure Files
Premium Storage
ComputeVirtualMachine
Containers
NetworkingVirtual Network
ExpressRoute
Traffic Manager
Application Gateway
DNS VPN Gateway
Load Balancer
Platform ServicesWeb and mobile
Web Apps
MobileApps
APIManagement
APIApps
LogicApps
NotificationHubs
Media and CDNContent DeliveryNetwork (CDN)
MediaServices
Analytics and IoT
HDInsight MachineLearning
StreamAnalytics
DataFactory
EventHubs
MobileEngagement
IntegrationBiztalkServices
HybridConnections
ServiceBus
StorageQueues
DataSQLDatabase
DocumentDB
RedisCache Search
Tables
SQL DataWarehouse
ComputeCloudServices
Batch Remote App
ServiceFabric
Developer servicesVisual Studio
ApplicationInsights
Azure SDK
Team Project
Security and Management
ActiveDirectory
Multi-factorAuthentication
Automation
Portal
Key Vault
Store/Marketplace
VM Image Galleryand VM Depot
HybridOperations
Backup
SiteRecovery
Import/Export
AD PrivilegedIdentity Management
OperationalInsights
Azure AD Connect Health
StorSimple
Infrastructure ServicesStorage
BLOB Storage
Azure Files
Premium Storage
ComputeVirtualMachine
Containers
NetworkingVirtual Network
ExpressRoute
Traffic Manager
Application Gateway
DNS VPN Gateway
Load Balancer
Platform ServicesWeb and mobile
Web Apps
MobileApps
APIManagement
APIApps
LogicApps
NotificationHubs
Media and CDNContent DeliveryNetwork (CDN)
MediaServices
Analytics and IoT
HDInsight MachineLearning
StreamAnalytics
DataFactory
EventHubs
MobileEngagement
IntegrationBiztalkServices
HybridConnections
ServiceBus
StorageQueues
DataSQLDatabase
DocumentDB
RedisCache Search
Tables
SQL DataWarehouse
ComputeCloudServices
Batch Remote App
ServiceFabric
Developer servicesVisual Studio
ApplicationInsights
Azure SDK
Team Project
Security and Management
ActiveDirectory
Multi-factorAuthentication
Automation
Portal
Key Vault
Store/Marketplace
VM Image Galleryand VM Depot
HybridOperations
Backup
SiteRecovery
Import/Export
AD PrivilegedIdentity Management
OperationalInsights
Azure AD Connect Health
StorSimple
Infrastructure ServicesStorage
BLOB Storage
Azure Files
Premium Storage
ComputeVirtualMachine
Containers
NetworkingVirtual Network
ExpressRoute
Traffic Manager
Application Gateway
DNS VPN Gateway
Load Balancer
Platform ServicesWeb and mobile
Web Apps
MobileApps
APIManagement
APIApps
LogicApps
NotificationHubs
Media and CDNContent DeliveryNetwork (CDN)
MediaServices
Analytics and IoT
HDInsight MachineLearning
StreamAnalytics
DataFactory
EventHubs
MobileEngagement
IntegrationBiztalkServices
HybridConnections
ServiceBus
StorageQueues
DataSQLDatabase
DocumentDB
RedisCache Search
Tables
SQL DataWarehouse
ComputeCloudServices
Batch Remote App
ServiceFabric
Developer servicesVisual Studio
ApplicationInsights
Azure SDK
Team Project
Security and Management
ActiveDirectory
Multi-factorAuthentication
Automation
Portal
Key Vault
Store/Marketplace
VM Image Galleryand VM Depot
HybridOperations
Backup
SiteRecovery
Import/Export
AD PrivilegedIdentity Management
OperationalInsights
Azure AD Connect Health
StorSimple
Legend = In preview at Azure Stack GA
Azure Stack architecture summaryAz
ure
Stac
k So
ftwar
e
Cloud Infrastructure
Extensible Service
Framework
End User Experiences
Cloud Resources(IaaS + PaaS)
Unified Application Model
Virtual Machines
(Linux or Windows)
Websites(.NET, PHP, Python
… )Virtual
NetworksService Fabric
Clusters
Storage Blobs
Core Services
Additional Services
Foundational Services
Additional Services
Microsoft Azure Services
3rd Party Services
Infrastructure servicesPlatform services
Cloud infrastructure
End-user experiences
Cloud application model
Microsoft’s hybrid cloud platformPower of Azure in your datacenter
Microsoft Azure Stack
Private | Hosted
Azure IaaS | Azure PaaSCompute | Networking | StorageApp Service** | Service Fabric*
Cloud-inspired infrastructure
Portal | PowerShell | Dev-ops tools
Azure Resource Manager
Microsoft AzurePublic
Azure IaaS | Azure PaaS
Cloud infrastructure
Portal | PowerShell | Dev-ops tools
Azure Resource Manager
Azure services in your datacenter
Unified app developmentOne Azure ecosystem
Developers
IT
** - Only Web Apps is in TP1, * - not in TP1
One Azure ecosystem
28 Azure regions operational, 34 announced
100s of service providers
1,000s of enterprises
How it works
Cobweb control panelBilling tabAzure Usage tabMicrosoft CSP OrdersAzure Customer PortalAzure VM screen
Azure Marketplace & Billing Demo
• All Academic SKU’s now available from 1st September…..Breaking News….
Thank [email protected]