Gøran Andersson heeft in diverse internationale functies bij Microsoft en bij ODIN van dichtbij gezien hoe aanbieders succesvol kunnen worden met de verkoop van clouddiensten. Tijdens zijn presentatie zal Goran u aan de hand van enkele voorbeelden en best practices inspireren en handvatten aanreiken voor succesvolle cloud business.

1. Goran Andersson Director ISV Market development

3. 15 years of experience from the Telco and Hosting market across Europe
and the US. Most recently held the position as Lead for Partner Cloud at
Microsoft Western Europe.
Gøran Andersson
Director ISV Market Development, Odin
2

4. 3
•
•
•
Number of Services Delivered/Degree of Automation
Service
Providers End
Customer
80% SMB;
20% Enterprise
(always through
Service Providers)
SalesChannels
Hosters
Telcos
Distributors
VARs
Web Pros
ISVs
SizeofServiceProvider
0100110
1010100
0100110
1010100
0100110
1010100

6. 5
Solutionsalesversus
clicktobuy
Portfolio
management
Proposition
Predicativemodelling
Communities
PersonaCreation
CustomerlifecycleThought
Leadership
Contextual
up and X
sell
Support

7. 6
Company Overview
and Pain Points
Solution
Results
https://youtu.be/6oN6BctxDlE
Top CSPs already using Odin Service Automation

9. 8
Research Methodology
•
•
Sample Insights
•
•
•
•
Value Creation
•
•

10. CreatingaCustomerPersona
Characteristics
Whoarethey,what
dotheydoandhow
manyarethere?

11. 10
Program Overview
•
•
•
Sample Data: Top Five and Bottom Five Correlations

12. – Correlation tool
11

13. 12
• Service Anchors: Workplace
Infrastructure as a Service
Line of Business Applications
• Add Ons: Backup, Mail, Security, File Sharing, VoIP
& Unified Communications, CRM, HR,
Networking, Firewalling, Website Hosting,
Domain Names, Web Conferencing,
MDM, etc.

14. 13
Strengthen the local workplace with SaaS:
1. Office 365 / Exchange 2013
2. Nomadesk / Office 365
3. Acronis Backup Cloud
4. F-Secure
Optional: on-premises (virtual) servers.

15. 14
Get the innovative workplace:
1. Workspace 365
2. Office 365
Optional: link with (virtual) servers,
Desktop as a Service, Line of Business Applications.

16. Anchor Services Portfolio Mgmt On Premise ISVs Syndicated ISVs
Anchor on Support and
Backup
Online Backup
Mobile device mgmt
Filesharing
Virtual desktop
Web conference
Online CRM
Email
Microsoft:
- Intune
- DaaS
- Hosted Exchange
- Hosted CRM
Acronis:
- Backup
Nomadesk:
- Filesharing
CSP Microsoft:
- O365
- EMS
- Azure RD
- CRM online
Acronis:
- Online Backup
15

17. Market and Odin Insights Review
Number of Cloud Services Consumed by SMB
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18. • Don’t leave a GAP in your Cloud portfolio
• Don’t be everyone’s darling – find your uniqueness
• Be one stop shop – find your partners
• Focus on the complex areas of Cloud services
• Era of the customer – customer obsession
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19. Discussion
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