comptel lync hosting - joseph williams
DESCRIPTION
Joseph\'s presentation at CompTel 2012 on Lync for cloud service providersTRANSCRIPT
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Minutes are Moving to Megabytes
WW Telecom Services Revenue (Gartner*)
($)
Tri
llio
n
$0.33T to $0.42T
$0.25T to $0.54T
$0.37T to $0.28T
$0.64T to $0.61T
* Gartner, ID#: G00212485 , Market Trends: Global Telecommunications Market Take, Worldwide, 1Q11, May 2011
Who are the Service Provider’s UC customers?
How are partners building UC business?
• All partners are at a point where they are looking at building a UC
business line.
• Some are creating a standalone UC business.
• Several of operators had made recent acquisitions of SI and cloud assets
to build capacity.
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Business Models for a Lync Hoster
Partner customer base will require various deployment models.
Customer Profile
Office 365 Single Tenant
Cloud
Multi-Tenant
Cloud
Syndication
Reseller
“PBX Replacement”
Enterprise & Medium Business
Unified Communications
Small & Medium Business
Customer Deployment
Model
Customer’s
Premise
Service Provider
As Systems Integrator
Service Provider
As Private Cloud
Service Provider
As Public Cloud
Lync to Phone “PBX Replacement”
Minimum offers for a Hoster
One-Time Revenue Assessment and Pilots
Design and Deployment
Service
Hardware and Software
Migration Services
Devices
Recurring Revenue Ongoing Hosting Revenue
Help Desk Support
Audio Conferencing
Video Conferencing Main /
Support
Network Services (DSL,
MPLS, AVPN)
Managed Services
SIP Trunking
SMB Market (1-250 Seats – “Multitenant” Lync)
Recurring license revenue (SPLA or O365)
SI/ Deployment one-time revenue
Management recurring revenue (Outsourced IT)
High probability of bundling additional offers (One-stop
shoppers)
Mid Market (250-1000 Seats – Single tenant Lync)
Recurring license revenue opportunity modest (SPLA or EA)
SI/ Deployment one-time revenue
Management recurring revenue (Managed services)
Network revenue opportunity (SIP Trunking)
Value Add Service revenue
Enterprise Market (1000+Seats – Single tenant Lync)
Recurring license revenue opportunity low due to License
Mobility
SI/ Deployment one time revenue
Management recurring revenue (Managed services)
Network revenue opportunity – (MPLS, SIP Trunking)
Value Add Service revenue
User
Equip Training
Pro
Services
Margin
One Time Revenue: $2.8M
PSS*
Calls
Charges
Licenses
Margin
@ $34.99
/mo
Annual Revenue: $6.3M
Hosting Accelerator Option: The Lync Wholesaler
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Aastra 6725 iP Aastra 6721 iP Polycom CX600 Polycom CX500
snom 300
HP 4110 HP 4120 snom 821 UC Edition
Polycom CX3000
USB Audio
& Video
Devices
Partners such as…
• Level 3 CMO Anthony Christie:
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Plan Enable Create Demand Sell Service &
Support
Investment Premier Support
Program
Partner Solution
Plans
Business
Development
Managers
Technical and
Sales Readiness
Specialist Sellers, Scorecard Metrics, BIF Funding
Reference
Architectures
Voice Center of
Excellence
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How will you
sell it? Compensation
structure?
Integrated or Over-the-Top? Make or Buy?
$
What are you selling?
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Geography Name E Mail
APAC James Ang [email protected]
Canada All Burdo [email protected]
CEE Stephanie Perrin [email protected]
France Laurent Termeau [email protected]
GCR Li Tang [email protected]
Germany Peter Gropper [email protected]
India Arijit Dutta [email protected]
Japan Sanae Imai [email protected]
LATAM Carina Ponce [email protected]
MEA Hana Habayeb [email protected]
UK James Chadwick [email protected]
US Brad Lundberg [email protected]
West. Europe Goran Andersson [email protected]
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Questions:
WW
Joseph Williams [email protected]
EMEA
Nicolas Pujadas [email protected]
NA
Stephen Tong [email protected]
APAC
Yue Tu [email protected]
