cloud services

Welcome to FISPA LIVE!

CLOUD SERVICES

© 2013 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or it's relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.© 2013 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or it's relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.

Presented by:

Cloud Services

LEVERAGE THE POWER OF THE CLOUD FOR A NEW LINE OF BUSINESS SERVICES FOR YOUR SMB CUSTOMERS

Mike TatarisMay 1,2013

© 2013 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or it's relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.

3WHAT 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.”


4CLOUD GROWTH SHOWS NO SLOWING DOWN

Portion of IT Spending on Cloud Services


5WHAT IS DRIVING THE CLOUD?


6CHURN INCREASES WITHOUT CLOUD SERVICES


7WHAT ARE CLOUD-BASED SERVICES?

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

Software as a Service (SAAS)Software as a Service (SAAS)

Platform as a Service (PAAS)Platform as a

Service (PAAS)Infrastructure as a

Service (IAAS)Infrastructure as a

Service (IAAS)

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

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.


8THE 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


9WHAT’S DRIVING MIGRATION TO THE CLOUD?

Better support for mobile/remote

More flexibility to expand capacity

Greater reliability

Faster deployment of new functions

Support internet only devices

Manage costs

Back-up Data

Easier for remote employees

8 Key Drivers of Cloud Adoption


10GO-TO-MARKET ALTERNATIVES

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

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.

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

Ignore


11ESTABLISHING A CLOUD PROGRAM

SaaS 1SaaS 1

SaaS 2SaaS 2

SprintSprint

Cloud Service Provider 1




Vending Machine

Data Center

Data Center

YouYou

CustomerCustomer

CustomerCustomer

CustomerCustomer

CustomerCustomer

• 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

Data Center

Data Center


12THE SPRINT SAAS PORTFOLIO

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)

Foundational ProductsAll services sold through a reseller-branded portal


13RELEVANCE OF SPRINT’S SAAS PORTFOLIO

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


14WHAT IS THE EMAIL OPPORTUNITY?

On-Premise Email Server Usage .


15WHAT 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


16WHAT CAN THIS MEAN FOR YOU?

More flexibility to offer bundled solutions to increase sales for existing core services.

Strengthen relationship with customers and deliver what they demand now.

» 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

Increase customer ARPU, reduce churn and improve the bottom line


17WHY 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

» 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


18WHY PURCHASE A CLOUD PROGRAM FROM SPRINT?

A Proven Partner• Sprint is the Atlantic ACM 2012 Long-haul

Carrier winner for: Customer Service Network Performance

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

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

Risk is Low• You don’t pay for the cloud service apps until your

customer purchases them

Service Level Commitments•Platform service level commitments•Pass-through of SaaS provider commitments

Provisioning Sales Reps

You Get a Comprehensive Program•Audience-specific platform and SaaS Training•Tier 2 & 3 Service Assurance•Marketing support•Reseller and customer-level reporting

Built for Integration to Legacy Systems•Billing•Credit•Account Management•Order Management•User Administration


19HOW TRAINING IS ADMINISTERED

Sprint provides different training tools depending upon the subject matter being trained.

Welcome to FISPA LIVE!


21FISPA 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. Signed agreements 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.


APPENDIX


23SPRINT CLOUD SERVICE ASSURANCE MODEL

» 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

Reseller service assurance interacts only with Sprint Service Assurance to answer end-user originated questions or resolve end-user originated problems

Tier 0 Tier 1 Tier 2 Tier 2/3

Service Assurance

Customer – End User

Reseller Service Assurance

Sprint Service Assurance

ISV Aggregator Service Assurance

Sprint (IT)

Sprint (Billing)Tier 0

Self HelpKnowledge

Base


24ABOUT 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

Before virtualization After virtualization

Operating systemencapsulated withina virtual machine

CPU

Memory

NIC DiskCPU

Memory

NIC Disk

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

Improved hardware utilization

Improved flexibility

Improved continuity

Reduced cost

Benefits of Virtualization

Source: Technofirm software

cloud services

Documents