future proof your business - breakfast meeting with vuzion

Future Proof Your BusinessBreakfast Meeting

• The CSP OpportunityMicrosoft UK

• Becoming a Complete Managed Cloud Solution ProviderVuzion

• Delivering Azure and Office 365 Solutions through CSPVuzion

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

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

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]