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How we turned Office 365 from a threat to an opportunity
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How We Turned Office 365 From A Threat To An OpportunityDan ScottService Delivery Manager
22nd September 2014
Quite a rarity…
How We Turned Office 365 From A Threat To An Opportunity
Complete I.T.
NottinghamPeterboroughOxfordHigh WycombeLondonBristolSwindon
• Founded: 1992
• Offices: 7
• Team Members: 110
• Clients: 370
• Turnover: £10 Million
• September 2013
• Active Clients: 80
• Active Seats: 6000
Agenda
1. Recurring revenue products and their importance in IT Managed Services.
2. Office 365 and Complete I.T.
3. IT MSP Businesses in a world without tin.
Recurring revenue products and their importance in Managed IT Services.
Client Growth
?
Backup and DR
Project
Office 365
MAX RM. Mail
Managed Services Contract
Increased revenue
Client Retention
Just MS is not enough
Office 365 and Complete I.T.
SBS Retirement
• Catalyst for us to change
• Could have be viewed as SME channel ‘betrayal’
• OR – An opportunity to introduce our clients to productsand services with functionality that was previously out ofreach and is a new line of recurring revenue.
Opportunity
vs
Office 365 Opportunities• It’s new, it’s recurring revenue and it’s a talking point!
• Accessible – easy, manageable monthly payments.
• Feature rich - Exchange, SharePoint, Lync, Yammer, OneDrive for Business, Office 2013
• New Opportunities - We have replaced a large proportion of our outstanding SBS2003 estate – Office 365 was the driver.
• Hybrid deployment with Server 2012 – there’s still on premise kit!
• Flexibility and elasticity of a SaaS Product
• You own your clients
Vendor Engagement
• CIT is a people and communications company – clients and suppliers.
• Vendor engagement – be a partner, not just a customer.
• We view Office 365 in the same way as GFI MAX – it’s not just a product we buy, it’s an integral part of out business that we invest time in
• Working in partnership with Microsoft we have:
– Held staff training and a client event at Microsoft HQ
– Run joint programmes for Marketing and Business Development
– Worked together to the benefit of both businesses
Jimmy’s Iced Coffee• Referred to us by Microsoft
• Funded by Microsoft
• Licensing Revenue
• Project Revenue
• Support Contract
• £0 cost of conquest
Office 365 = Opportunity
What’s most Appropriate?
• Whatever solution is mostappropriate for theclients business.
• One solution never fits all.
• Always listen, learn andadapt.
IT MSP Businesses in a world without tin.
Evolution
Stages
PAYG MSP
???• Turned Up
• Did a job
• Got Paid
• Contracts
• Recurring Revenue
• No boom and bust
CSB
• Recurring XaaS
• One off projects
• Consultancy• Different means,
same end
Cloud Services Broker
DCApp,File,Print
MailCloudIaaS
LOBAppPaaS
AppSaaS
Time for a change
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC0
2
4
6
8
10
12
Pay-As-You-Go vs. Managed Services Re-curring
PAYG MSP
Hardware vs. Services
Sales
Contract HW/SW Service Project
Sales
Contract HW/SW Service Project
Recurring, dependablerevenue stream
Unpredictable, one-off
Effect of Office 365• We trade in the great month of a new server project (That we ,may
never get again anyway!)
• Instead we add to our recurring revenues and still receive the one off migration project.
• We have won clients because other MSP’s either won’t offer Office 365 as an option (The client has heard about it). Or because implementation or support has been poor.
All Change…