strategies for success in the sme market -...

Strategies for success in the SME market

Glenn Laxdal VP Technology & Advanced Solutions

Ericsson North America

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CCA 2014 - Strategies for success in the SME market | Ericsson Confidential | 2014-03-20 |

› 43%# of SMEs prefer cloud business models to traditional purchase

› Major Drivers: Cost efficiencies and Productivity Improvement

› Largest Hurdle: Security concerns

› Portability & accessibility of smart devices driving cloud adoption

SME Market Overview

$28 MARKET SIZE – CLOUD SERVICES

BUSD Globally*

By 2015 68% in US^ * McKinsey & Company Inc – Big business in small business: Cloud Services for SMB [February 2014]

^ Spiceworks – State of SMB IT 1H 2013 – 1H [2013] # SAP Survey – SMEs: Equipped to Compete – How SMEs can grow in a changing global marketplace [June 2013]

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Cloud Adoption Challenges

43 39

31 30

13

Security Concerns

Skills Gap Clarity around benefits

Determine ROI

IT Control

Large Companies – Security higher concern than Skill Gap

30% of companies struggle to determine or

manage ROI

Skills Gap & Rising Labor costs – (companies <

$100MUS)

Cultural issues slow technology adoption

* SAP Survey – SMEs: Equipped to Compete – How SMEs can grow in a changing global marketplace [June 2013]

Security is seen as the largest barrier to cloud adoption across the SME marketplace

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Considerations when addressing SME

Solution Uniqueness

Cost Sensitivity

Channels & Partners

SME are neither glorified Consumers or Simplified Enterprise. SME is a composition of a variety of sub segments with different drivers and needs

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Addressing a Unique pain point: Service Performance

“…connectivity is a KEY differentiator…”

“ … ability to fully control quality of service at every point in their network is a SIGNIFICANT strength…”

Source: Booz & Co, STL Partners, Ericsson white paper, Ovum, Microsoft, Telstra

US-enterprises concerned over application performance when using SaaS

50%

26%

17%

0% 20% 40% 60% 80% 100%

Use existing WAN- optimization techniques

Hire web acceleration company

Outsource to MNO

Planned approach to enhance SaaS QoE

52%

Operators must leverage their ability to combine network performance with service delivery in conjunction with their natural position as a trusted partner

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Real Business opportunity

+ Applications ›  World class as a service applications

Basic Services ›  Connectivity ›  Data Buckets

Enterprise Cloud Acceleration ›  100X faster, 90% less traffic

+

=

Premium Enterprise bundle ›  A unique high performance end-to-end

offer for enterprise users

$-

$10

$20

$30

$40

$50

$60

SaaS + Connectivity

MEA Total

Revenues per user & month

Source: Ericsson research 2012

+

Operators must leverage their network assets in unique ways to drive differentiation Simple Bundles are only the start

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SME centric offers at Mobile World

Congress

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Ericsson Market place

Microsoft Exchange Microsoft Office Professional(Citrix) Microsoft Office Standard (Citrix) Microsoft Visio(Citrix) Microsoft Project (Citrix) Microsoft Lync Sharepoint Microsoft Dynamics CRM Salesforce.com Box.com Office365 Zimbra WebEx Mozy Rackspace ZenDesk Servicenow Amazon Web Services Bitdefender NTRCloud GoogleApps SugarCRM Atlassian-Confluence Drupal Intuit WorkDay Yammer

Microsoft Exchange Microsoft Office Professional(Citrix) Microsoft Office Standard (Citrix) Microsoft Visio(Citrix) Microsoft Project (Citrix) Microsoft Lync Sharepoin

Zimbra WebEx Mozy Rackspace ZenDesk Servicenow Amazon Web Services

GoogleApps SugarCRM Atlassian-Confluence Drupal Intuit WorkDay Yammer

Microsoft Dynamics CRM Office 365 Bitdefender NTRCloud Salesforce.com Box.com

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Virtual Enterprise Gateway

Enterprise

Simplified enterprise gateway for operator provided & controlled services Enterprise LAN Management, Security & Policy, Enterprise Services Gateway

Enterprise Self Service Portal

Virtual Gateway

DPI Access Control

Policy

Security Enterprise Gateway

QOS

Enterprise Applications

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summary

› SME are ripe for cloud adoption

› SME are a unique segment requiring unique products and services

› Network Operators: best positioned to address security & performance

› Differentiated tailored cloud services that leverage network assets

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