Post on 21-Dec-2015
Productivity Applications Drive Growth and Margins
Microsoft Hosting Service Providers
Conversation #3
1
Stepping out of a crowded marketplace
Drastically reduce competition by attaching Lync to Hosted Exchange offer
Hosted Messaging
10,000+ providers
Hosted Messaging
+ Lync
250 providers
2
Surround Exchange and Drive App Growth
Exchange only
12% Exchange Growth
Partners with other applications are seeing stronger Exchange growth
Exchange + Any Other App
25% Exchange Growth
Partners with greater App business diversity are seeing stronger Exchange growth
Exchange Share of
Apps
>80%60-80%40-60%
Exchange Growth
+14%+25%+47%
Introduce Offers Accelerate GTM
Apps Growt
h
+9%+12%+32%
3
Disparate Tools as SMBs evolve
Current Situation – SMBs have stitched together a variety of non-integrated applications and devices
4
Source: 451Research, 2013
Customers want Communication and Collaboration solutions
Business applications
Unified Communications
Application development
Virtual Desktop Hosting/ VDI
Other
Web serving/Web site
Collaborative applications
Storage/File Serving
Decision support applications
Database
Media Streaming
0% 10% 20% 30% 40% 50% 60%
51%
41%
40%
37%
35%
30%
29%
22%
21%
20%
19%
1%
Applications preferred to be purchased as bundled package
5
SPLA Productivity Suite T9A-00002
Hosted Applications Productivity Suite SKU52% discount vs Stand Alone SKUs:• Exchange Standard• SharePoint Standard• Lync Enterprise
“Purchase Exchange and Lync, offer SharePoint at no cost”• Productivity Suite SKU cost is 30%
less than Exchange Standard Lync Enterprise
Stand Alone SAL Productivity Suite
Lync Enterprise
Productivity Suite
SharePoint Standard-52%
Exchange Standard
License cost per seat / month
-30%
Prices effective June 1, 2014
6
Expand the portfolio toward UCaaS
Email (Exchange)
+ Instant Messaging (Lync Standard)
+ Web conferencing (Lync Enterprise)
+ Voice (Lync Enterprise Plus)
+ Communications Enabled Business Processes (3rd party ISV)
ARPU
By adding greater functionality for your customers, you will better differentiate your offer
+ Collaboration (SharePoint)
7
Leverage the Vendor Ecosystem
Integration
White Label
Network
Value Added Component
Control Panel
8
GTM Motions to Expand ARPU
Create hero offer with Exchange, Lync, and SharePoint1
Cross-sell missing products to existing Exchange users2
Upsell to higher-end SKUs (Lync Conferencing, Voice, and Exchange Ent.)3
9
Resources
10
• To-Partner datasheet• Productivity Suite GTM templates• Telesales scripts
Do it now!
Microsoft Hosting Service Providers
Call to Action!
11
Take action today!
Download the Productivity Suite Materials: Go to our website: www.rhipe.com
12
Useful rhipe ANZ Sales ContactsTeam/Region Contact Name Phone Number Email
Australia Julie CooperD +61 2 84840511 M +61 433496323 Julie.cooper@rhipe.com
Australia / North Matt DewsnapD +61 2 8484 0554 M +61 412 110 767 Matt.dewsnap@rhipe.com
Australia / North Leticia ZannierD +61 02 84840512 M +61 432158391 Leticia.zannier@rhipe.com
Australia / South Leanne Barry M +61 412 164 810 Leanne.barry@rhipe.com
Australia / South Sandhya VaishnavD +61 3 8102 1606 M +61 420 892 109 sandhya.vaishnav@rhipe.com
New Zealand Keryn Algie M 021 552 582 Keryn.algie@rhipe.com
New Zealand Amy KnoxM +64 211 700045
Amy.Knox@rhipe.com
Useful rhipe SEA Sales ContactsTeam/Region Contact Name Email
SingaporeSmita Roy – Country Manager Ivan Lim – Business Development Manager
smita.Roy@rhipe.com Ivan.Lim@rhipe.com
ThailandKasem Pornananrat – Country Manager Gade Kochamas Kanchanaromon – Business Development Manager
Kasem.Pornananrat@rhipe.comGade@rhipe.com
IndonesiaIskandar Myrza – Country Manager Budi Sutandar – Business Development Manager
Iskandar.Myrza@rhipe.comBudi.Sutandar@rhipe.com
MalaysiaKok-Leong Ong – Country Manager Gooi-Lee Tan – Business Development Manager
KL@rhipe.comGl.Tan@rhipe.com
PhilippinesEmmanuel Romualdez – Country Manager Lana Pineda – Business Development Manager
Emmanuel.Romualdez@rhipe.comLana.Pineda@rhipe.com
SEAPatara Yongvanich – Managing Director SEAMarilyn Ng – Senior Licensing Specialist SEAMun Yee Lau – Partner Services coordinator SEA
Patara.Yongvanich@rhipe.comMarilyn.Ng@rhipe.comMunyee.Lau@rhipe.com
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