Post on 24-Feb-2016
description
MAKE THE TREND YOUR FRIEND
Clayton Moulynox & Bill Vlandis
Based on findings by Capitalis Research into 150 SMB’s running Microsoft software.
A trend…is any form of behavior that develops among a large population and is collectively followed with enthusiasm for some period.
SMB Pain PointsCash flow, system downtime and business growth cause SMBs most pain
Top 10 Pain Points for Australian SMBs, FY11
% of companies
Resources: Open Value: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link) Subscription Licensing: as above Microsoft Online Services: https://
partner.microsoft.com/Australia/productssolutions/productsonlineservices Hosting Services: Newlease or Express Data Dynamics: https://partner.microsoft.com/global/40146325 Aurora: https://connect.microsoft.com/aurora
Solutions for Improving Cashflow
Open Value
SubscriptionLicensing
Microsoft Online Services
HostingServices
Dynamics
Aurora
Dynamics Lead Referral Program
Resources: Software Assurance: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link) Microsoft Online Services:
https://partner.microsoft.com/Australia/productssolutions/productsonlineservices Microsoft Blueprint for Managed Services Practice: partner.microsoft.com/australia (search
“managed services”) Intune: coming soon
Keeping IT systems up and running
Managed Services with SLA’s
Microsoft Online Services
Currency with Software Assurance
Intune
SMB Technology Investment PrioritiesSMBs rebounding from GFC with renewed focus on IT upgrades and consolidation
Software as a Service (SAAS)
Security
Mobile solutions
IT consolidation
Storage
Backup
Virtualisation
Server OS upgrade or migration
PC OS upgrade
PC HW purchase
0% 2% 4% 6% 8% 10% 12% 14%
33%
37%
37%
40%
43%
47%
59%
Note: Multiple answers were allowed
Top 10 Technology Investment Priorities
% of companies
0% 10% 20% 30% 40% 50% 60%
Resources: Windows 7: https://partner.microsoft.com/Australia/productssolutions/windows/wiwindows7 Windows Server: https://partner.microsoft.com/Australia/productssolutions/servers Windows 7 + WS better together: microsoft.com.au/smb/upgrade Virtualisation: microsoft.com/virtualisaton Mobility: http://www.microsoft.com/windowsmobile/en-au/default.mspx Solutions Messaging: Partner Marketing Centre (partner.microsoft.com/australia)
Addressing Top Investment Priorities
Windows 7
Windows Server 2008 R2
VirtualisationDesktop + Server
Mobility
SolutionsMessaging:
“Simplify IT”
Best cost saving and technology investmentsServer virtualisation top of mind for SMBs in FY11
Security
Backup
IT management software
Server Solutions
Software as a Service
CRM
Financing and incentives
Unified communications
Mobile Solutions
IT consolidation
Desktop virtualisation
Other
Server virtualisation
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%
n=1
n=2
n=2
n=2
n=2
n=3
n=3
n=3
n=6
n=8
n=12
n=36
n=68
Best cost saving technology
Backup
Desktop platform
Other productivity suites
Unified communications
CRM
Server solutions
Software as a Service
Storage
Mobile Solutions
IT consolidation
Desktop virtualisation
Other
Server virtualisation
0% 5% 10% 15% 20% 25% 30% 35% 40% 45%
n=1
n=1
n=1
n=1
n=3
n=3
n=3
n=3
n=6
n=9
n=18
n=39
n=59
Best technical investment
Note: (1) n = 148; (2) Excludes 2 non-responses
Notes: (1) n = 147; (2) Excludes 3 non-responses
% of companies % of companies
Server virtualisation rated best cost saving technology and technical investment by > 40% of SMBs
SMB SaaS use and future intentions
SMB SaaS intentions• Of those not currently using SaaS, 17% expect
to do so by the end of FY11.
Yes
No
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
% of companies
83%
17%
“The top five most commonly used SaaS applications [by SMBs], in order, are: financials (accounting); e-mail; sales; expense management; and customer service and support.”- Gartner May 2010
Resources: www.microsoft.com.au/smb (Communications and Collaboration) www.microsoft.com.au/online
Positioning Cloud Solutions
Flexibility
Pay only for what you use
No large up-front software costs
Always current
Security and reliability
Reduced costs and complexity
"Overall, our IT costs have reduced by 40%“ Trish Brown, Red Dingo
Bringing the Cloud into the Microsoft Partner Network
3 cloud customer references
3 deals sold with 150 seat minimum in total
Partner solution plan (PSP)
USD $1,850 pa of no competency
Sign Agreement
Get Trained
Pass Assessment
http://www.microsoftcloudpartner.com
What now?
• Start today• Take advantage of APC sessions• Distribute to team members.• Discuss with customers• Attend the workshops “Use the force” and “Sell yourself”
Questions?