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Cloud Services

Cloud Services. Leverage the Power of the Cloud for a New Line of Business Services for Your SMB Customers. Cloud Services. Mike Tataris. May 1,2013. What your customers are saying.

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Cloud Services

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  1. Cloud Services

  2. Leverage the Power of the Cloud for a New Line of Business Services for Your SMB Customers Cloud Services Mike Tataris May 1,2013

  3. What your customers are saying “Our main IT provider is a reseller that builds their own software and makes it work for our business. He’s not going to tell me anything about Cloud or SaaS, because he’s not going to make any money off it.” “There’s always a consultant or salesperson call or in my office to sell me software and so-called ‘solutions.’ But I have to go looking for Cloud solutions and figure it out all myself. That’s a huge pain.” “I know that the big software companies are coming out with SaaS, but my business is too small to get even an email response from their sales websites.”

  4. Cloud growth shows no slowing down Portion of IT Spending on Cloud Services

  5. What is driving the cloud?

  6. Churn increases without cloud services

  7. What are Cloud-based Services? Computing resources (hardware and/or software capabilities) that are delivered as a service over a network (generally the internet). End users access cloud-based services, generally hosted at one or more remote locations, through a web browser or a client residing on a device. Infrastructure as a Service (IAAS) Platform as a Service (PAAS) Software as a Service (SAAS) Renting of a “run-time environment.” Customer can deploy applications onto the cloud that the customer created or acquired using languages or APIs created by the provider. e.g. Microsoft Azure Renting of computer processing, storage and network resources. Customer does not manage the infrastructure, but controls OS, apps. e.g. Amazon EZ2 Renting of Software-based applications accessible through a thin client or a browser as a client to the internet. Consumer does not manage or control underlying infrastructure or OS. e.g. Gmail

  8. The 3 “Layers” of the Cloud Sprint enables you to sell Software as a Service today and will expand the cloud portfolio in the future to include Infrastructure as a Service. Level of Control Increases Level of Support Increases

  9. What’s driving migration to the Cloud? 8 Key Drivers of Cloud Adoption

  10. Go-to-Market Alternatives Partner with Sprint • Branded web-based online store and administration area for selling cloud services is developed and hosted for you • Underlying service provider agreements are negotiated and relationships are managed for you ongoing. • Provisioning and billing APIs are established for you. • Svc Assurance and Training support coordinated for you. • Build it Yourself • Develop and host a branded web-based online store and administration area for selling cloud services. • Negotiate all of the underlying service provider agreements and manage relationships ongoing. • Establish provisioning and billing APIs with each service provider • Coordinate 3rd party Svc Assurance and Training support • Ignore Partner with a Cloud Broker • Host (but do not develop) a branded web-based online store and administration area for selling cloud services. • Negotiate all of the underlying service provider agreements and manage relationships ongoing. • Provisioning and billing APIs are established for you. • Coordinate 3rd party Svc Assurance and Training support

  11. Establishing a Cloud Program SaaS 1 • Mail Hosting • E-mail Synchronization • Archiving • Document Collaboration • On-line backup • OCS/Lync • CRM • Mail security • Web security • Compliance (PCI, SOX...) • Web Commerce • Domain Registration • Virtual PBX Customer Data Center SaaS 2 Customer Sprint You Data Center Customer Vending Machine Data Center Cloud Service Provider 1 Customer Cloud Service Provider 2 Data Center

  12. The Sprint SaaS Portfolio Foundational Products All services sold through a reseller-branded portal • Software as a Service (SaaS) • Business Process • Microsoft Exchange 2010 • Microsoft SharePoint 2010 • Archiving • MXSweep • Symantec / Live Office • EMC Mozy – Desktop Backup • McAfee (Archiving) • Web Commerce • PinnacleCart • Security • Symantec (Norton - Desktop AV/AS) • Symantec (AV/AS for Email) • McAfee (AV/AS for Email) • McAfee (web client protection) • Kaspersky • TrustWave (Network Security) • Communications as a Service (CaaS) • Microsoft Lync • Blackberry • Microsoft ActiveSync • Mitel Anywhere (Planned launch 1Q13)

  13. Relevance of Sprint’s SaaS Portfolio Sprint’s existing cloud portfolio includes services that drive 85% of SaaS units sold.

  14. What is the Email Opportunity? 120+m SMB employers, 69m email seats Server seats 42m On-Premise Email Server Usage . Non-domain or Domain/POP 27m

  15. What are the opportunities beyond Email? • IM/Presence: • The mixed state of the client market offers chance to provide consistency and improved security • Web Conferencing: • One-click convenience of moving from chat to talk/sharing desktop • Collaboration: • Driven by explosion of remote and mobile workers. Nearly 50% of SMB workers work from remote locations 46% SMBs have no IM or Presence today 5.1m ~77% SMBS have no web conferencing solutions today 54m Remote/ Mobile workers 48% of SMB workforce

  16. What can this mean for you? Increase customer ARPU, reduce churn and improve the bottom line More flexibility to offer bundled solutions to increase sales for existing core services. • New, incremental revenue opportunity • Enhanced portfolio of services to more effectively compete • Increase new customer acquisition • Differentiate your company against larger players • Leverage Sprint’s relationships to get the best possible prices from solution providers Strengthen relationship with customers and deliver what they demand now.

  17. Sprint promotes only your brand and the brands of the applications, and integrates it all into a single cloud presence Sprint Wholesale is a complete SMB solutions provider. By offering cloud services as a complement to wireless and wireline Sprint services, Sprint helps grow and support your SMB solutions revenue Sprint Wholesale cloud solutions enable software access beyond the desktop by bundling SaaS with wireless data plans on tablets and datacards Why Sprint cloud solutions? Sprint Wholesale cloud solutions let you to get to market faster by eliminating multiple party contracts, preselecting and aggregating dozens of SaaS and CaaS application offerings through a single white labeled web interface (single sign on for all apps, one bill for all apps, one contract for all apps), while minimizing the initial capital expenditure required to enter the cloud services marketplace

  18. Why Purchase a Cloud Program from Sprint? • Barriers to Entry are Low • Initial investment is < $20K • No equipment to buy • No cloud platform to build or buy • Single vendor contract: no 3rd-party contracts to negotiate (leverage Sprint’s buying power) • You bring only existing staff to sell and service (tier 1) the cloud services • Quick Time to Market • 10 to 15 week implementation • Customized to Your Specifications • Your style guide • Your SaaS selection from the catalog • Pre and/or post paid billing models • Your pricing • Your credit and fraud controls • Receptive to on-boarding legacy services • Service Level Commitments • Platform service level commitments • Pass-through of SaaS provider commitments • You Get a Comprehensive Program • Audience-specific platform and SaaS Training • Tier 2 & 3 Service Assurance • Marketing support • Reseller and customer-level reporting • Risk is Low • You don’t pay for the cloud service apps until your customer purchases them • Built for Integration to Legacy Systems • Billing • Credit • Account Management • Order Management • User Administration • A Proven Partner • Sprint is the Atlantic ACM 2012 Long-haul Carrier winner for: • Customer Service • Network Performance • Provisioning • Sales Reps

  19. How Training is Administered Sprint provides different training tools depending upon the subject matter being trained.

  20. Questions?

  21. FISPA Member's PROMO • The product is Microsoft Hosted Exchange with a 25GB mailbox. It includes ActiveSync, It includes Anti-Spam/Anti-Virus. It includes Boundary Defense. And it includes OWA (Outlook Web Access). It's current price is $6.80. • The New Price? $4.15 per month. Yes, $4.15/mo. A 39% discount. • That price will be honored provided the following TWO conditions are met: • 1) Your signs a Cloud Services contract prior to May 31, 2013. Not redlines exchanged. Signedagreements only! • 2) You launch Cloud Services within 16 weeks of contract signature. Within 112 Days. Within 2688 hours. "Launches" means they've sold at least one Hosted Exchange mailbox. • Pricing will be honored for every Hosted Exchange mailbox you sell. Every single one. And the $4.15 per month will be honored for as long as that mailbox is hosted through Sprint Cloud Services.

  22. Appendix

  23. Sprint cloud service assurance model Reseller service assurance interacts only with Sprint Service Assurance to answer end-user originated questions or resolve end-user originated problems Service Assurance • Sprint Service Assurance will work directly with ISVs, ISV Aggregators and internal Sprint personnel to resolve questions and problems • All contact with the end-user is reseller’s responsibility Tier 0 Tier 1 Tier 2 Tier 2/3 ISV Aggregator Service Assurance Customer – End User Reseller Service Assurance Sprint Service Assurance Sprint (IT) Tier 0 Self Help Knowledge Base Sprint (Billing)

  24. About Virtuaiization • Virtualization is the creation of a logical version of a hardware device, operating system or storage device (as examples) • Hardware is designed to run a single operating system. With virtualization you can run multiple operating services on a single device Benefits of Virtualization Improved hardware utilization Improved flexibility Improved continuity Memory Memory Reduced cost NIC Disk CPU NIC Disk CPU Source: Technofirm software Operating system encapsulated within a virtual machine Before virtualization After virtualization • Hardware virtualization is achieved by a software container that mimics a physical computer, with its own software-based CPU, RAM, Hard Disk and NIC. • Hypervisor software manages that assignment of the actual physical resources to each of the software containers

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