Neil Campbell

Head of Product and Marketingbrightsolid online technology

ncampbell@brightsolid.com@brightsolid_tec

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25 mins: 10 things to cover

Intro to brightsolid 3 stories of our work with App Vendors 3 key rules we follow when partnering 3 lessons learned

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brightsolid background

Parent Company Est. 150 years, 1500 employees FY11 Rev: £250m £750m in non-traded

investments >250m comics, books,

magazines + newspapers per year

Incl. Regional Newspapers, Beano, Paragon Books

Innovative online applications for consumers and enterprises

Est. 18 years Team of 225 MSP with 2 UK data centres HQ in Dundee, Offices in Shoreditch,

Edinburgh, Dublin, Sydney and Los Angeles

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brightsolid today Number 1 in online genealogy in the UK (number 2 globally) Top 3 UK Social Media player All supported by our MSP heritage and backbone from our

Dundee data centres Our MSP business model extends from Application Clouds to

Infrastructure-as-a-Service and Virtual Network provision

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Our consumer business

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There is a new name added every second to the Genes ReunitedFamily Tree

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There are 24,021,406 registered members onFriends Reunited

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The 1.5 billion names in our genealogy databases is more than China’s 1.3 billion population.

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With the British Library we are digitising enough newspapers to cover Hampden Stadiumeach day

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Drivers in the Enterprise Market 70% of CIO’s primary concern is security, source Goldman Sachs survey 2011

Cloud is predicted to grow to 16% of a 200bn global IT market by 2014 and is exceeding growth forecasts

65% of CIO’s plan to partner extensively as opposed to do everything in house, Source IBM CIO 2011 report

By 2015 35% of IT budgets will be outside IT, Source HP 2012

We recognise that only 6% of non-IT stakeholders, see IT as a critical enabler of the business vision – Source IBM CIO 2011 report

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Customers

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Fully Managed Infrastructures

Dedicated or Multi-Tenant EnvironmentsState-of-the-art Tier3+ (Tier 4) facilitiesNationwide MPLS network

Security24x7

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Application CloudsSaaS with Compliance, Security & Usability

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Intro to brightsolid 3 stories of our work with App Vendors 3 key rules we follow when partnering 3 lessons learned

25 mins: 10 things to cover

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Story 1: ‘Traditional’ Model

Maximo Asset ManagementSolution delivered and live: FTSE 250 clientOne contract, single SLA, per-user pricingSigning to go-live: 6 weeks (over Christmas) ‘Traditional’ model: give pricing to app vendor, they add margin, licenses and their servicesRepeating now: Existing customer extended project after 12 weeks + additional deals in pipeline

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Story 2: Agile Delivery

Cognos Business AnalyticsUK Police ForceTuesday – concerns over Saturday’s matchFriday – solution live analysing all social media and alerting for trends in real-timeOur model: Co-sell, split revenue: shared risk, shared reward

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Story 3: Game-changing tech

Mango AppsSeattle Based ISV: World’s Most Advanced Enterprise Collaboration SoftwareGartner Cool Vendor 2012Our model: We sell and support in Europe – joint lead-gen, licence model, working together to develop product

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Intro to brightsolid 3 stories of our work with App Vendors 3 key rules we follow when partnering 3 lessons learned

25 mins: 10 things to cover

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Rule 1:

Be our own customer

Use the application within our group

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Rule 2:

Be a natural extension of existing products

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Rule 3:

Satisfy an existing demand

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3 rules for selecting app partners:

1: We use the app within our group2: Natural extension of existing products3: Customers are asking us for it

3 out of 3 = Ideal2 out of 3 = Worth consideration

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Intro to brightsolid 3 real-life stories of working with App

Vendors 3 key rules we follow when partnering 3 lessons learned

25 mins: 10 things to cover

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Lesson Learned 1:

Don’t underestimate application support

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Lesson Learned 2:

Comms from server to desktop are vital, and often overlooked

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Lesson Learned 3:

Don’t “sell a fire extinguisher in a butchers”

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25 mins: 10 things to cover

Intro to brightsolid 3 real-life stories of working with App

Vendors 3 key rules we follow when partnering 3 lessons learned

Neil Campbell

Head of Product and Marketingbrightsolid online technology

ncampbell@brightsolid.com@brightsolid_tec