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Market Opportunity

Market Opportunity. Who begins too much accomplishes little German Proverb. Market Opportunity. Session Objectives. After this session, you will: 1. Understand the ‘universe’ for hosted messaging and collaboration.

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Market Opportunity

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  1. Market Opportunity Who begins too much accomplishes little German Proverb

  2. Market Opportunity Session Objectives After this session, you will: 1. Understand the ‘universe’ for hosted messaging and collaboration. 2. Understand the opportunity drivers for new customers and follow-on sales. Discussion Topics • During this session, we will: • Discuss whether the research data is aligned with your own market data and understanding • Discuss ways in which your market is evolving • Discuss the opportunity drivers as they related to your marketplace

  3. Trends & Opportunities • Hosting • SaaS • Overall messaging/collaboration market • MAPI • Mobility and Voice over IP • SharePoint • HMC overlap and integration opportunities • Live Communication Server & Windows-based Web and SQL Server

  4. SME Customer Needs Peace Of Mind Hands-Off Operations No distractions On-demand storageArchival Security Virus protection Physical security Data security Reliability & Availability SLAs High availability infrastructure Solid 24x7 Tech Support Off-site Backup Get More Done Collaboration Shared contacts Shared resources Task assignment Task Tracking File sharing Scheduling Meeting Management Invitations Shared calendar Free/Busy Scheduling Response Tracking • Anywhere Access • Mobile Devices • Always Up-to-date access to Email, Calendar, Contacts, & Tasks from Windows Mobile Devices • Remote Access • Secure Access to Email/Calendar/Contacts/Tasks from Laptops while traveling • File access while traveling • Access from any PC using Outlook Web Access • Offline access when not connected Beat the Competition Advanced Collaboration & Workforce Automation Project management CRM and SFA Issue management Document management Departmental portals Real-Time Communications& Collaboration Secure IM VoIP Web meetings WAP enablement Existing Applications New Applications

  5. Microsoft Windows SharePoint Services SMB Customer Needs Peace Of Mind Hands-Off Operations No distractions On-demand storageArchival Security Virus protection Physical security Data security Reliability & Availability SLAs High availability infrastructure Solid 24x7 Tech Support Off-site Backup Get More Done Collaboration Shared contacts Shared resources Task assignment Task Tracking File sharing Scheduling Meeting Management Invitations Shared calendar Free/Busy Scheduling Response Tracking • Anywhere Access • Mobile Devices • Always Up-to-date access to Email, Calendar, Contacts, & Tasks from Windows Mobile Devices • Remote Access • Secure Access to Email/Calendar/Contacts/Tasks from Laptops while traveling • File access while traveling • Access from any PC using Outlook Web Access • Offline access when not connected Beat the Competition Advanced Collaboration & Workforce Automation Project management CRM and SFA Issue management Document management Departmental portals Real-Time Communications& Collaboration Secure IM VoIP Web meetings WAP enablement Microsoft Solution forWindows-Based Hosting New Applications Microsoft Exchange Server Microsoft Live Communications Server Microsoft LiveMeeting Existing Applications New Applications

  6. Hosted Exchange Drivers • Peace of Mind  Operational freedom • Off-site back-up • Threat protection • Tech support • High availability • Anywhere Access  Mobility and remote access • Employees in home or branch office • Mobile device synchronization • E-mail while traveling • Get More Done  Collaboration • Better ways to share and track files • Check and share calendars • Share information • 50% have high needs in at least one of these areas • 16% have high needs in at least two of these areas • There are 217k “Best Candidate” Companies in the UK Source: Edge Research

  7. Best Candidates Other Companies Hosted Exchange Drivers – Size and Industry • By Size • Companies with <50 employees • By Industry/Vertical Market • Professional Services • Manufacturing • Wholesale and Retail • Construction • IT Services • Non-profit • Finance

  8. Hosted Exchange Drivers – Pricing and Timing Source: Edge Research

  9. SharePoint Opportunity Drivers – Key SMB Business Needs • Project Management • 39% stated need to coordinate schedules, tasks, document sharing and progress reports both internally and externally. • Problem Resolution • 35% stated need to assign responsibility, track progress and resolve problems. • Centralized Document Management • 26% stated need to coordinate updating and distributing of important company documents, contact lists, procedures and policies. • Departmental Portals • 22% stated need for direct link access to current company information, regardless of location in office or remote. • CRM • 28% stated need to share and update information on contacts with customers and business partners. Source: Edge Research

  10. Software as a Service Dedicated Infrastructure Per Customer Multiple Customers onSame Platform Need to Support Multiple Environments Common Environment forAll Customers Hosted Application Management (ASP) Software onDemand Multiple Versions in Marketplace One Version of Software Complex Upgrade Process Upgrade Applies to All Customers One-Time License Fee & Annual Maintenance Predictable, Recurring Revenue Perpetual License Subscription One-to-One One-To-Many Tighter Relationship withEnd Customers Private Infrastructure Public Infrastructure Source: Amy Konary, IDC Directions, 2006 • What’s Driving SaaS Viability? • Increasing broadband penetration • Improvements in remote access technologies • General increases in computing capacity and corresponding cost reductions • Virtualization technologies • Improvements in technologies for development of web-based applications SaaS Model What is SaaS? ASP Model

  11. $ $ Predictable recurring revenue $ Lower support/maintenance costs Quicker time to market Tighter relationship with customers • 30% of all software sales by 2010 • 78% of businesses either have SaaS or are considering SaaS Lower Cost of Sales Shorter Sales Cycle Much quickerimplementation timeframe REVENUE OPPORTUNITY $ $ Free up IT resources to focuson more strategic initiatives Lower risk than traditional implementations $ Lower implementationand on-going costs Why is SaaS Important? SP/ISV Drivers End Customer Drivers

  12. MARKETCHALLENGES SIMPLIFYING DISTRIBUTION Lack of quality distributionchannels for ISVs Repository of selected applications Application directory Finding the right SaaS applicationschallenging for customers Thorough certification process No certification process Suite of integrated applications Lack of integrationbetween applications Distribution channel that works,with buyers looking to find highlyrelevant solutions Lack of providers with application and integration experience Accelerate SaaS acceptance rate in enterprise, mid-market, and SME companies through consulting relationships Customer Confusion Customer Trust SaaS Strategy Phase II

  13. SaaS: The Opportunity • 79% of IT managers responding to a recent IDC survey have already purchased or are currently reviewing SaaS offerings. • Over 50% of ISVs now receiving funding are SaaS based • SMB, Mid-market, Enterprise • Opening for service providers to partner with ISVs

  14. Challenges in SaaS Hosting • Traditional processes for development, delivery, and support of applications are not well suited for SaaS • Application architectures must change to address requirements such as multi-tenancy, security, scalability, and operational supportability • A complete lack of standards for the deployment of SaaS applications for things such as ordering, provisioning, metering, and billing • The challenge of the go-to-market approach – to sell direct, or to sell through an indirect channel of resellers, service providers, or outsourcers

  15. Background Materials

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