Future Proof Your Business

Breakfast Meeting14th September 2016

• The CSP OpportunityJonathan Eustace, Microsoft Ireland

• Becoming a Complete Managed Cloud Solution ProviderMichael Frisby, Vuzion

• Delivering Azure and Office 365 Solutions through CSPJulian Dyer, Vuzion

• Q&A

Agenda

IDC InfoBrief: Customers Need Channel Partners, August 2015

Enabling any IT provider to become a complete cloud managed solution providerMichael Frisby

Managing Director

September 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.

• Helping partners increase profitability

• 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

• 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

$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

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

Platform

Marketplace, 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 Ecosystem

Cloud 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 Success

CLM, Campaigns, Leads

Benefit from Capability Development, Customer

Lifecycle Management and GTM 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.

Platform

Marketplace, 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, capped @ €1,500 per month (For both Vuzion and Reseller

services)

• Bank Transaction & Credit Card Fees vary upon institution, 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 & Managed 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 Ecosystem

Cloud 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

• Backup & DR Solutions

• SQL migrations

Smart Ecosystem

€250

Service

Credit

Unlock the Voice Opportunity

The 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.

Vuzion EDGE – 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 Success

CLM, Campaigns, Leads

Benefit from Capability Development, Customer

Lifecycle Management and GTM support to win and retain customers, create

up and cross sell opportunities.

€600,000

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

• Vuzion Partner Portal

• In-person, Online & On-demand Training Events

• Pre-Sales Solution Design Support

• Professional and Managed Service Offerings

• Billing Automation Platform

• GTM Support inc. Offer development, customer lifecycle content, demand generation, customer events

Vuzion EDGE – Azure Accelerate Programme

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 Customers

Take full ownership of your customers.

Set up customer accounts and provide a

seamless experience from sale to bill.

Your Solution

Integrate your own services. Create

compelling solutions by bundling

complementing cloud and professional

services through an integrated portal

Your Value Add

Complete your customers’ solutions with

your unique capabilities wrapped in to a

personalised experience.

Your Prices

Set your own prices and provide unified

billing with automatic collection across

all the services you provide.

Partnership Principles

Example Vuzion Resellers

ISV Cloud Marketplace Enablement

Services 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 Box

With 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 Premier

Revenue Threshold (per month) <€10,000 >€10,000

Channel Development Manager Tele-Managed Named

Access 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 Optional

To Customer Billing Optional Optional

Office 365 Margin 12% 15%

Azure Margin 8% 10%

CRM Margin 15% 18%

Professional & Managed Services Margin 15% 20%

Cloud Reseller in a Box

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 this month for Premier margins and €250 Azure credit

• Increase your profitability by moving to CSP

Next Steps

Thank youmichael.frisby@cobweb.com

Delivering Azure and Office 365 Solutions through CSP

Juian Dyer

CTO

September 2016

Office 365 Managed Services

http://www.saleschannel-europe.com/2016/09/differentiation-cloud.html?

Building Service Differentiation

Building an Office 365 Managed Service

Managed Service

Proactive Intervention

Actionable Insights

End-User Education

24*7 Support

PC Monitoring

Cloud Backup

Deployment Healthcheck

Enhanced Security

Scanning

Managed Onboarding

• Support all phases of cloud service adoption and usage

• Reactive and proactive support and intervention

• Drive adoption and usage

• Minimise unproductive time

• Maximise value from Office 365 for the business

Skype for BusinessPartner Opportunity

PSTN Dial-in & Dial-out – Now available in the UK

It’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 €4.60

• PSTN Conferencing Add-on €3.37

• Total revenue per user per month €7.97

Modern Meetings (EUR Retail Price)

* No incremental per-minute charges. No margin on this add-on

• Skype for Business Plan 2 €4.60

• Skype Cloud PBX €6.80

• PSTN Domestic Calling Plan (Ireland)* €8.78 (estimate)

• Total Revenue per User per month €20.18 (estimate)

Modern Voice (EUR Retail Price)

*1,200 domestic minutes included – no margin on calling plans

• Skype for Business Plan 2 €4.60

• Skype for Business Cloud PBX €6.80

• Skype Cloud Connector € Free (Appliance Required)

• Voice Service € Voice Service Costs

• Total Revenue per user per month €11.40 + Voice Service

Hybrid Voice (EUR Retail Price)

Skype Connector – PSTN via 3rd party

Simple example – single site

Skype Cloud Connector = 4 virtual

machines running on-prem.

• Office 365 E3 €19.70

• Skype for Business Cloud PBX €6.80

• PSTN Domestic Calling Plan* €8.78 (est.)

• Total per user per month revenue €35.28 (est.)

• Or International Voice Plan (€17.57 est.)** €44.07 (est.)

Modern Business (EUR Retail Price)

* 1,200 domestic minutes included – no margin on calling plans

** 1,200 domestic & 600 international minutes included – no margin on calling plans

Microsoft Azure

One Azure ecosystem

Legend

= In preview at Azure Stack GA

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

** - Only Web Apps is in TP1, * - not in TP1

One Azure ecosystem

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 youjulian.dyer@cobweb.com