Leveraging the Cloud to Lower Your Wireless Networking Costs
19
Leveraging the Cloud to Lower Your Wireless Networking Costs – “Wireless Control in the Cloud” Jim Steinbacher Director of Sales PowerCloud Systems Rick Lindahl President Invictus Networks
-
Upload
innotech -
Category
Technology
-
view
355 -
download
2
description
Presented on May 3, 2012 for InnoTech Oregon. All rights reserved.
Transcript of Leveraging the Cloud to Lower Your Wireless Networking Costs
Leveraging the Cloud to Lower Your Wireless Networking Costs – “Wireless Control in the Cloud”
Jim SteinbacherDirector of SalesPowerCloud Systems
Rick LindahlPresidentInvictus Networks
Agenda
o Overview
o Why Cloud?
o What is Available?
o How to Make/Save
$$
o Solutions in Action
Corporate Overview
o Invictus Networks • Founded in 1990 by Rick Lindahl
• A leading Northwest expert supplying Wi-Fi for MSPs & SMB
verticals
• Broad-based expertise in RF planning and implementation
o PowerCloud Systems• Developer of CloudCommand
• Global leader providing Networking as a Service (NaaS)
• VC-backed spinout from PARC labs; Qualcomm lead investor
• CloudCommand enables VARs to earn recurring revenue
(subscript)
What is “The Cloud” ?
It’s really pretty simple!• If you use GMail, Yahoo, or
any web email• If you use a web-based tool• If you use Amazon or other
online vendors• If you use online backup
from Mozy, Intronis, Carbonite, etc.
• If you use Dropbox
You already use the cloud!
What is “The Cloud” ? (cont.)
“Cloud” is basically a virtualized, distributed, computing platform
• Public, Private, Hybrid• Allows for rapid product scaling and
deployment• Reduces costs for both end users and
developers
Market Overview: Rush to the CloudSMB Adoption in 2012
o SMB cloud market grew 25% last year
o SMBs with <20 employees are 3x more likely to choose cloud services over on-premise services (due to cost, flexibility & management)
o SMBs will increase 100% spending for cloud applications by
2015
Parallels Research 2012SP / MSP Adoption in 2012
o >70% are “on track” to offer cloud-based managed services in 2012
UBM Channel Research 2012
The Traditional Methods of WiFi DeploymentController Based
o Feature rich
o Expensive to deploy, especially for multiple sites
o Often requires expertise beyond the scope of many VARs and
MSPsStandalone (ala’ a Linksys from Frye’s)
o Limited featureso A security nightmareo No remote managemento Low margin on resale
Cloud based solutions bridge the gap
• Low cost for both the end user and the Reseller
• Moves system costs from CapEx to OpEx
• Scales both up and down• Remote management ‘from anywhere’• Enterprise level security• Features not available in standalone• HIPAA and PCI compliance
Why VARs and MSPs Should Buyo $$ - Revenue Opportunity
Build business managing Wi-Fi
o Manage Multiple Customers 1 pane of glass empowers MSPs to see/control multiple sites simultaneously
o Remote ManagementAny browser, anywhere, anytime
o Plug ‘n ConnectZero config; Drop ship to customer; eliminate truck rolls!
o Email & SMS alerts
o Site Survey Rogue Detection
o Auto Firmware Updates
o Low Cost to Deploy/Manage
o Firewalled Hotspot & Guest Access$$, customizable, auto-scheduling & more
o Enhanced SecurityPatented IDA to add/remove/track per-device activity
o Multiple Location RoamingTransparent security all locations; great for branch, multi-store, home
Why Customers Should Buyo Increased Security for
Their Network
o Affordable
o Both MSP and Customer Can Manage the WiFI
o Adding Additional Coverage for One or Multiple Locations is Easy
o Firewalled Hotspot & Guest Access
o Multiple Location Roaming
o Compliance
Three Basic Business Models:
o Reseller sells solution to the end user and end user manages
o MSP sells equipment to end user and manages for a monthly fee
o MSP ‘leases’ equipment to end user and manages for a monthly fee
How to Boost Profits…
Traditional VAR Model:
Real numbers…End User Hardware Price $ 79.95
MSP/VAR AP Hardware Cost $ 70.00
End User Initial Cloud Price $ 129.95
MSP/VAR Initial Cloud Cost $ 75.00
End User Renewal Price $ 99.95
MSP/VAR Renewal Cost $ 65.00
Number of Customers
10 20 50 100
Average Number of APs per Customer
1 $ 998.50 $ 1,997.00 $ 4,992.50 $ 9,985.00
1.5 $ 1,497.75 $ 2,995.50 $ 7,488.75 $ 14,977.50
2 $ 1,997.00 $ 3,994.00 $ 4,992.50 $ 19,970.00
3 $ 2,995.50 $ 5,991.00 $ 14,977.50 $ 29,955.00
MSP Model One:
Real numbers…End User Hardware Price $ 79.95
MSP/VAR AP Hardware Cost $ 70.00
End User Initial Cloud Price $ 129.95
MSP/VAR Initial Cloud Cost $ 75.00
End User Renewal Price $ 99.95
MSP/VAR Renewal Cost $ 65.00
Business model A monthly billing charge $ 10.00
Burden Rate (%) 30%
Number of Customers
10 20 50 100
Average Number of APs per Customer
1 $ 2,678.50 $ 5,357.00 $ 13,392.50 $ 26,785.00
1.5 $ 4,017.75 $ 8,035.50 $ 20,088.75 $ 40,177.50
2 $ 5,357.00 $ 10,714.00 $ 26,785.00 $ 53,570.00
3 $ 8,035.50 $ 16,071.00 $ 40,177.50 $ 80,355.00
MSP Model Two:
Real numbers…End User Hardware Price $ 79.95
MSP/VAR AP Hardware Cost $ 70.00
End User Initial Cloud Price $ 129.95
MSP/VAR Initial Cloud Cost $ 75.00
End User Renewal Price $ 99.95
MSP/VAR Renewal Cost $ 65.00
Business model A monthly billing charge $ 35.00
Burden Rate (%) 30%
Number of Customers
10 20 50 100
Average Number of APs per Customer
1 $ 3,780.00 $ 7,560.00 $ 18,900.00 $ 37,800.00
1.5 $ 5,670.00 $ 11,340.00 $ 28,350.00 $ 56,700.00
2 $ 7,560.00 $ 15,120.00 $ 37,800.00 $ 75,600.00
3 $ 11,340.00 $ 22,680.00 $ 56,700.00 $ 113,400.00
Add Best-in-Class Hardware
Ubiquiti Unifi AP Family (UAP, LR, Pro, Outdoor)o 300Mbps speed
o 500ft range
o Preferred product
More platforms soon!
How to Sell OPENMSPs95% don’t have a cost effective Wi-Fi solution for SMB customers
Small Office Medical VerticalHIPAA compliance is required – OPEN provides it with IDA, event capture & per-device reporting
HospitalityOPEN’s affordability means even Tier 3 hotels can offer guest Wi-Fi that works (indoors/outdoor) – managing it for a fraction of traditional costs
Come Inside & Expand to Wi-FiWISPs in the outdoor market and resellers and others who are new to wireless sales & support – can immediately expand their business footprint and build new channels
Success in Action
Hospitality Healthcare Education
Jim SteinbacherDirector of Sales
PowerCloud [email protected]
(971) 563-2164
http://open.cloudcommand.com
Questions?
Visit us at the Invictus Booth
