Trusted Advisor Program
• Founded in 1999
• Traditional IT Outsourcing – Desktop Support – Network Administration – Server Administration
• Managed Services – Online Backups – Exchange Hosting – Spam Filtering
• Long experience working with SMB’s
• Companies facing similar challenges – Equipment obsolescence cycle and new Office/Windows versions increasing expenses – Increased web threats require spyware and web filter protection – Desktop repairs increasing in price relative to equipment costs – How to handle consumer technology
• In early 2008 we decide there has to be a better way
• WorkPlace is a comprehensive cloud-based solution that gives you access to your business applications, email and files from any PC, Mac, tablet or smart phone. • WorkPlace includes Microsoft Office, remote access, backups, and support at a low monthly cost with no hardware investment.
Scalability Business Apps
Remote locations
Hardware
Cost
Voice & Data
Productivity
New Technology
• Speed of scalability – Users/Apps provisioned on demand • Quickly add remote locations – No more VPN’s or hardware needed to launch new site • Cut costs – Includes MS licensing and removes the need for proprietary software to run business applications • Increase productivity – work from anywhere, anytime on any device • Rapid access to new technologies – New applications can be deployed quickly with no capital costs • Reduced technology staff – The demand for IT staff has declined by 20% since 2008 and workplace still allows for business to be on the cutting edge of technology • Easy access from any device – Workplace is device agnostic as you can see in this next slide. • Implement legacy and new business applications with ease
• Latest version of Microsoft Office Pro – Outlook, Word, Excel, PowerPoint, Publisher, Access
• Microsoft Exchange • Spam & Web Filtering • File Sharing & Permissions • Business application hosting • AntiVirus/ AntiSpyware • Backups • Technical Support
• Primary Data Center in Denver
• Redundant Power, Cooling • SAS70 Type II Compliant • Biometric Access
• Diverse Internet Links
• Secondary Data Center in Las Vegas, NV
• Replication of WorkPlace Servers to this facility • Becomes primary Data Center in event of major disaster
The Business Case for Workplace
• The worldwide cloud services market is expected to grow at a 16.3% CAGR over four years • Expected to hit $176.8 billion in 2015 200 150 100
Cloud
50 0 2010
2011
2012
2013
2014
2015
Significant Growth Opportunity
SMB Behaviors
86% Cloud Apps
58% Virtualization -20% IT Staff 2008
2009
2010
“Technology-Savvy SMBs are Key to Catalyzing the Economic Recovery” -
2009 Microsoft SMB Insight Report
Trusted Advisor Opportunities
• Workplace partners are able to maintain an on going revenue stream, capitalize on current relationships in their verticals, decrease their customers total cost of ownership, move legacy business applications into the cloud, and implement new business applications quickly and easily.
• Workplace enables partners to provide value added consultative services, develop relationships across departments in their current customer base, and streamlines compliance such as SOX and HIPAA. All of this while providing access on any device from any where in the world.
Develop relationships across departments with your clients
Move from transactional to solution based selling
Suggest business technology strategies
On-going revenue stream
Capitalize on your current relationships
Enable compliance (SOX, HIPAA)
Decrease customer TCO (Total Cost of Ownership)
• Decreasing revenue – Gain wallet share from other existing business needs • Higher quotas – Sustained pricing with higher residuals, identify additional add-on’s in your customers environment for even stickier relationships • Understanding and positioning of new technologies – On demand and live educational workshops • Agent training – Transformation from transactional to consultative engagements and one on one lunch and learns for your partners • Vendor customer service – Dedicated TAP resources
• Engaging customers with additional services – Listen to customer requirements and advising them on how to implement new technology
• Identify Workplace Advisor • Schedule Phase I engagement • Go over TCO calculator • Roll play • Identify 5 prospects • Call and set demo’s • Schedule Phase II engagement • Meet with prospect • Sign agreement & On board customer • Engage partner in the implementation process • Identify other opportunities that present themselves during the discovery phase of implementing workplace • Review how workplace would benefit your business • Discuss the details of our agreement • Sign partner agreement • Cooperatively Develop Agents and Partners into trusted advisors