sharing best practices - copaco cloud event 2015 (break-out 4)
TRANSCRIPT
Goran Andersson Director ISV Market development
15 years of experience from the Telco and Hosting market across Europe
and the US. Most recently held the position as Lead for Partner Cloud at
Microsoft Western Europe.
Gøran Andersson
Director ISV Market Development, Odin
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Number of Services Delivered/Degree of Automation
Service
Providers End
Customer
80% SMB;
20% Enterprise
(always through
Service Providers) Sa
les C
ha
nn
els
Hosters
Telcos
Distributors
VARs
Web Pros
ISVs
Siz
e o
f S
erv
ice
Pro
vid
er
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Solution sales versus click to buy
Portfolio management
Proposition
Predicative modelling
Communities
Persona Creation
Customer lifecycle Thought Leadership
Contextual up and X
sell Support
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Company Overview
and Pain Points
Solution
Results
https://youtu.be/6oN6BctxDlE
Top CSPs already using Odin Service Automation
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Research Methodology
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Sample Insights
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Value Creation
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Creating a Customer Persona
Characteristics
Who are they, what do they do and how
many are there?
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Program Overview
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Sample Data: Top Five and Bottom Five Correlations
– Correlation tool
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• Service Anchors: Workplace
Infrastructure as a Service
Line of Business Applications
• Add Ons: Backup, Mail, Security, File Sharing, VoIP
& Unified Communications, CRM, HR,
Networking, Firewalling, Website Hosting,
Domain Names, Web Conferencing,
MDM, etc.
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Strengthen the local workplace with SaaS:
1. Office 365 / Exchange 2013
2. Nomadesk / Office 365
3. Acronis Backup Cloud
4. F-Secure
Optional: on-premises (virtual) servers.
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Get the innovative workplace:
1. Workspace 365
2. Office 365
Optional: link with (virtual) servers,
Desktop as a Service, Line of Business Applications.
Anchor Services Portfolio Mgmt On Premise ISVs Syndicated ISVs
Anchor on Support and
Backup
Online Backup Mobile device mgmt Filesharing Virtual desktop Web conference Online CRM Email
Microsoft: - Intune - DaaS - Hosted Exchange - Hosted CRM Acronis: - Backup Nomadesk: - Filesharing
CSP Microsoft: - O365 - EMS - Azure RD - CRM online Acronis: - Online Backup
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Market and Odin Insights Review
Number of Cloud Services Consumed by SMB
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• Don’t leave a GAP in your Cloud portfolio
• Don’t be everyone’s darling – find your uniqueness
• Be one stop shop – find your partners
• Focus on the complex areas of Cloud services
• Era of the customer – customer obsession
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Discussion
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