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Zimbra APxJ Partner Summit - Sales Track

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Zimbra APxJ Partner Summit - Sales Track

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Zimbra APxJ Partner Summit - Sales Track

  1. 1. Contains proprietary and con/idential information owned by Synacor, Inc. © / 2015 Synacor, Inc. Sales Track 1 Junior Ballroom 1 2.30pm – 5.00pm
  2. 2. Contains proprietary and con/idential information owned by Synacor, Inc. © / 2015 Synacor, Inc. Regional Vice President and General Manager, APxJ Selling the value of Zimbra Marcus Teo 2
  3. 3. •  Sell the Problem you Solve, Not the Product •  Sell on Value, NOT on Price •  Q&A 28 April 2016 3
  4. 4. Sell the Problem you Solve, Not the Product 4 28 April 2016
  5. 5. Identifying the Problem through B.A.N.T. 6 •  Determines if there is a budget for what you are selling •  Do they have the ability to spend? Budget •  Determines if the person you are talking to has the authority to make a purchasing decision •  Do we know who the decision maker is? Authority •  Determines if there is a business need for what you are selling •  Does the prospect have an urgent business problem and pain to address? Need •  Determines the timeframe for implementation •  Do we know a timeframe in which they will need a solution? Timing 28 April 2016
  6. 6. Budget Determining if a prospect has the budget for what you are selling, is a critical step in the closing process. Without it, a prospect will always be thinking, "That would be a nice thing to have - if I only could afford it." Does a prospect have the funds in the company's budget? If a decision maker(s) does not have the budget; can they Gind the money? If they don't have the funds, will it be available in the future (annual budgets are typical in larger companies)? 7 28 April 2016
  7. 7. Budget – Sample Discovery Questions •  What are your expectations for the investment necessary to purchase the solution? •  Do you have a portion of your budget allocated to this? •  Is your /inance team or CFO involved in approving this? (Note: While this can come off as an “Authority” type of qualifying question, it is equally indicative of how the budget approval process works at the company depending on the prospect’s answer) •  What is your typical budget allocation process from when you need to invest in a solution like this that was outside of the original budget? •  When do you plan to ask for budget allocation for this investment? 8 28 April 2016
  8. 8. Authority – Business Decision Maker 9 •  CIO, Product Management VP Service Providers •  Minister, Senior Director or General Manager of IT Governments •  CIO Educational Institutions •  Business Owner, IT Director or CIO SME/SMB 28 April 2016
  9. 9. Authority – InGluencer & Evaluator 10 •  Director or Manager of IT Infrastructure Service Providers •  Email Administrator or Manager of IT Infrastructure Governments •  Email Administrator Educational Institutions •  Email Administrator or Manager of IT Infrastructure SME/SMB 28 April 2016
  10. 10. Authority – Sample Discovery Questions •  Who, in addition to yourself, is involved in making this solution happen at your company? •  How are purchasing decisions made for products like ours and who is involved in looking at this solution? •  What concerns do you think they may have? If they have any potential concerns, how do you think we should handle them? •  Would it make sense for us to schedule a call together with them to answer any potential questions they may have? 11 28 April 2016
  11. 11. Needs a.k.a Challenges 12 28 April 2016 Budget Constraints • Business Decision Makers (BDMs) are under constant pressure to reduce the TCO of IT infrastructure operations. • BDMs are also under pressure to “outsource” email to SaaS email providers. • Government BDMs seek to maintain control of their email infrastructure – but must do so at a price point competitive with SaaS email offerings. • SME and SP BDMs are evaluating whether their next email system should be on-prem or a cloud-based service. Cyber Attacks • CSP, Governments and Financial Institutions face daily/ weekly attacks on their infrastructure by hackers (this is less of an issue for education). Their primary security concerns are viruses/Trojan horses embedded in email as well as phishing attacks. Today, they have to design and support a “cocktail” of third-party products to secure email, which is expensive and hard to manage. Privacy Concerns •  Governments are the most concerned with privacy issues (and speci/ically with the US or Chinese governments spying on their email). Today, Governments must build their own privacy shield using third-party products and homegrown solutions. Legacy Replacement •  BDMs in all markets are looking to upgrade their aging Exchange 2003, Lotus Notes, Novel GroupWise and Oracle/Sun email systems. Several of these products have been EoL’ed and are forcing BDMs to upgrade. Given the rise in popularity of cloud-based email, BDMs must /irst make a decision as to whether they wish to continue supporting an on-prem email solution or sign up for Of/ice365, Google or Zimbra via our BSP network. Open Source Initiatives • Governments around the world are adopting “open source mandates,” that require agencies to consider open source solutions /irst. The Open Source mandates are driven by a desire to lower TCO by using Open Source Stacks (OSS) and by the transparency OSS solutions provide to perform security and privacy audits of their network infrastructure including email.
  12. 12. Needs – Sample Discovery Questions •  What challenges are your business facing and what problems do you need to solve? •  What is driving your interest in our solution? •  How long have you had this challenge or problem? What made you decide to solve this problem now? •  What objectives are you looking to achieve by solving this pain? •  What are the likely consequences if the pain is not solved? 13 28 April 2016
  13. 13. Timeline a.k.a Prioritization •  It's all about timing. When do they need to achieve their goal? When can they implement their plan? When do they need to eliminate this challenge? If your prospect doesn't have bandwidth to deal with these issues or has more important goals that take precedence, their timeline might be "in the future" and you have to make the decision whether to invest time now or not 14 28 April 2016
  14. 14. Timeline – Sample Discovery Questions •  Do you currently have a contract? If so, when is it due for renewal? Is there a cancellation fee? •  When were you planning on starting the implementation? •  So what’s a realistic timeframe that we should be targeting here? When would you like to have the problem solved? •  How important is this to you and where does this stack up in terms of priority and urgency? What are some of the other priorities now? •  Do you have the time and bandwidth to begin implementation now? •  Would you like to hear about how other people I’ve worked with have implemented plans like these? (If they are interested then it indicates that this is important and high on the list of priority and timeline) •  Are you looking at or evaluating any other similar solutions to help you solve the problem? •  Where do we stack up in terms of functionality and pricing when compared to these other solutions you’ve been looking at? •  What is your relationship like with your current vendor? (If they have one) 15 28 April 2016
  15. 15. Sell on Value, NOT on Price 16 28 April 2016
  16. 16. Zimbra C.A.R.E.S 17 Cost •  a scalable, enterprise- class email collaboration environment at the lowest TCO in the business. Secure •  visibility to its source code, enabling customers to perform their own security, privacy and compliance audits. Extensible •  an open API to tightly integrate Zimbra into their IT infrastructure and line-of-business applications. Reliable •  more than 500 million people across multiple sectors trust Zimbra for their messaging and collaboration needs. Adaptable •  a choice of deploying email collaboration in their data center or to consume email as a could-base service. 28 April 2016
  17. 17. 18 28 April 2016
  18. 18. ©2015 Zimbra, Inc. All rights reserved. Zimbra and its symbol are registered trademarks of Zimbra, Inc. Other company and product names mentioned are property of their respective owners. The contents of this publication are subject to change without noti/ication, are the property of Zimbra, and cannot be reproduced without Zimbra’s written permission. The contents of this publication are not a commitment by Zimbra to provide the features and bene/its described. Zimbra 3000 Internet Blvd., Suite 200 Frisco, TX 75034 USA Main: +1 972-407-0688 Main US toll-free: 877-492-9484 Sales: +1 972-407-0688 www.zimbra.com 19 28 April 2016
  19. 19. Contains proprietary and con/idential information owned by Synacor, Inc. © / 2015 Synacor, Inc. Managing Director, Rhipe South East Asia Connect. Disrupt. Repeat. Connectivity and the paradigm shift of communication in SEA Patara Yongvanich 20
  20. 20. 21 Passionate about helping service providers adapt and thrive in the emerging cloud economy Channel First Cloud First
  21. 21. 22 Telco Data Centres SIs VARs Enterprise MSPs ISVs SaaS Hosters Others Vendors Customers Our Channel Value End-Users rhipe Build Channel Mkting Up-sell Educate Compliance Enable Billing & Collections Trusted Advisor Business Transformation Technical expertise Support Implementation
  22. 22. South-East Asia at a Glance 23
  23. 23. AEC 2015: Single Market and Production Base Free /low of … … goods, services, investments, capital, and labor.
  24. 24. Source: World Bank data 2012, aseanup.com
  25. 25. Source: IMF 2012
  26. 26. The Market Opportunity 27 The Connected Lifestyles of South-East Asians
  27. 27. 28
  28. 28. Source: comScore
  29. 29. Connectivity in South-East Asia 30
  30. 30. The Business Opportunity 33 The Monetization of Communication and Collaboration
  31. 31. Increased Cloud Adoption 34 Stage 1 Ad Hoc Stage 2 Opportunistic Stage 3 Repeatable Stage 4 Managed Stage 5 Optimized Australia New Zealand Indonesia Malaysia Thailand Philippines Australia New Zealand Singapore Indonesia Malaysia Thailand Stage 0 No/unclear strategy Stage of maturity Singapore Every country is experiencing uplift in Cloud maturity Lots of upside and opportunity 2013 2014 Source: IDC Oct 2014 #AP250869
  32. 32. Evolution of the Customer Relationship 35 Physical Virtual
  33. 33. Capture the virtual “Active Directory” 36 Physical Virtual Zimbra Talk Dedicated Private Personal Corporate
  34. 34. Monetization of this Paradigm Shift 37 Virtual Zimbra Talk Dedicated Private Business Value
  35. 35. Building a Sustainable Business Model •  Leverage ef/iciencies and TCO of Zimbra platform •  Capture virtual “AD” (personal and corporate) and own the customer relationship •  Delivery business value to create a recurring revenue stream •  Repeat and scale 38 Zimbra Talk Dedicated Private Business Value
  36. 36. Summary 39 The Strength of the Zimbra-Rhipe Partnership
  37. 37. The Journey from Strategy to Execution 40
  38. 38. 41
  39. 39. 42
  40. 40. ©2015 Zimbra, Inc. All rights reserved. Zimbra and its symbol are registered trademarks of Zimbra, Inc. Other company and product names mentioned are property of their respective owners. The contents of this publication are subject to change without noti/ication, are the property of Zimbra, and cannot be reproduced without Zimbra’s written permission. The contents of this publication are not a commitment by Zimbra to provide the features and bene/its described. Zimbra 3000 Internet Blvd., Suite 200 Frisco, TX 75034 USA Main: +1 972-407-0688 Main US toll-free: 877-492-9484 Sales: +1 972-407-0688 www.zimbra.com 43
  41. 41. Contains proprietary and con/idential information owned by Synacor, Inc. © / 2015 Synacor, Inc. Senior Vice President, INET MailGo Thai Piyaret Saelee 44
  42. 42. EGA ProGile
  43. 43. MailGoThai ( Old Version ) Centralized Electronic Mail System for Public Sector Communication (MailGoThai) Acording to the Cabinet resolution on 26 November 2007, the government of/icials must use electronic mail service on Thailand-based server that operated by the government agency, to secure government information and communication and to provide stability in order for the system to function properly even in the midst of disasters. At present, EGA has provided MailGoThai service for 225,352 accounts and increasing the email box per user from 3 GB to 6 GB and strengthening security system. In the next stage, EGA will develop Government ID for government agencies which will be used for logging in to the related government systems with convenience and ef/iciency.
  44. 44. Painful Email Problems •  No support •  No Roadmap, new feature •  Not easy to use and not friendly UI EGA have 2 choices to improve exist MailGoThai 1.  Inhouse re-develop from old source 2.  Outsource as a services
  45. 45. Email As a Services
  46. 46. Mobile Email Client Mobile WebMail Desktop Client Web Mail To Do List / Task Calendar Mobile Sync Mail Archiving IMAP Span & Virus ProtecDon SMTP 2558 2559 Logging API GovID IntegraDon Digital Signature Data Loss PrevenDon (DLP) MulD-farm Architecture 2561 2560 ApplicaDon Core Service New MailGoThai
  47. 47. Email As a Services
  48. 48. INET’s ProGile Infrastructure as a Service Provider of the Year ISO 9001:2008
 Quality Assurance System for Enterprise Access, MetroLAN and IDC ISO/IEC 27001:2013
 INET Data Center (Bangkok Thai Tower & Thai Summit Tower) 
 with Information Security Management System ISO/IEC 27001:2013
 Cloud Security Service Management ISO/IEC 20000-1:2011
 Cloud Service with Information Technology Service Management (ITSM) CSA STAR (Only one in Thailand)
 Cloud Security Alliance (CSA) Security, Trust and Assurance Registry Advanced Cloud and Manage Services Certified Partner: CISCO Channel Partner Program Frost & Sullivan Thailand Excellence Awards : Datacenter Services Provider of the year 2013 Infrastructure as a Services Provider of the year 2016
  49. 49. Why Zimbra is the best Choice 200,000+ Customers
 500+ Million Free Users
 100+ Million Paid Users Trusted by •  Famous Open source/ Commercial Version is available •  API support able to integrate with in-house EGA development •  Easy customization •  Small footprint •  Price performance Value to EGA
  50. 50. •  Premium anti-spam and antivirus protection provided by multiple virus scanning engines •  Data is replicated in Geo-redundant datacenters to protect against datacenter wide failures •  Risk mitigation multi-dimensional approach to help safeguard services and privacy of data •  Help customers comply with ISO 27001,CSA STAR •  Backed by a 99.90% financially backed Service Level Agreement INET Value to EGA
  51. 51. Email Usage 702 5904 12243 38164 40864 52433 54440 58049 46430 30000 30000 30000 38164 40864 52435 54417 58049 46430 0 10000 20000 30000 40000 50000 60000 70000 Jul-58 Aug-58 Sep-58 Oct-58 Nov-58 Dec-58 Jan-59 Feb-59 Mar-59 Actual Mail Boxes Chargeable to EGA
  52. 52. THANK YOU
  53. 53. ©2015 Zimbra, Inc. All rights reserved. Zimbra and its symbol are registered trademarks of Zimbra, Inc. Other company and product names mentioned are property of their respective owners. The contents of this publication are subject to change without noti/ication, are the property of Zimbra, and cannot be reproduced without Zimbra’s written permission. The contents of this publication are not a commitment by Zimbra to provide the features and bene/its described. Zimbra 3000 Internet Blvd., Suite 200 Frisco, TX 75034 USA Main: +1 972-407-0688 Main US toll-free: 877-492-9484 Sales: +1 972-407-0688 www.zimbra.com 58
  54. 54. Contains proprietary and con/idential information owned by Synacor, Inc. © / 2015 Synacor, Inc. Senior Sales Executive, PT Jabetto Leveraging Zimbra Collaboration Solutions Bayu Akhmad Ari/ianto 59
  55. 55. About Us
  56. 56. 0 1 0 2 0 3 0 4 Leading Zimbra Provider in Indonesia Enterprise-class Support Professional Service Established in 2009
  57. 57. Opportunities with Zimbra
  58. 58. 01 02 03 06 05 04 Obstacles
  59. 59. 65 1 2 3 4 Migrations Issue Temporary Using Dual Platform, Password Migration Dual Platform Issue Permanently Using Dual Platform Issue Sending Restriction Email Sending Restriction (Size, Subject, etc) Forgotten password Admin Burden for resetting forgotten password
  60. 60. 66 7 Authentication Issue Multiple Authentication Services Issue Log Management Issue Understanding Current Condition Easily Users Signature No Standardization for Users’ signatures Issue 5 6 8 Local Expert The obvious need for the skilled resources
  61. 61. Leveraging Solutions
  62. 62. 68 STRATEGY 05 ZIMBRA JLIMITER JLM JLS JPROXY JPS/ JWS JSSP JSIGNATURE
  63. 63. JWS Web Selector JWS Web Selector
  64. 64. JLIMIER Manage Rules by COS Zimbra Creating a Rules JLIMITER Menu
  65. 65. JSSP Client Login Add Challenge Question Password Policy Admin Change Client Password Client Change Password
  66. 66. NEXT: Q&A
  67. 67. Thanks & Keep in Touch! CONTACT US: info@jabetto.com 6221-83787381
  68. 68. ©2015 Zimbra, Inc. All rights reserved. Zimbra and its symbol are registered trademarks of Zimbra, Inc. Other company and product names mentioned are property of their respective owners. The contents of this publication are subject to change without noti/ication, are the property of Zimbra, and cannot be reproduced without Zimbra’s written permission. The contents of this publication are not a commitment by Zimbra to provide the features and bene/its described. Zimbra 3000 Internet Blvd., Suite 200 Frisco, TX 75034 USA Main: +1 972-407-0688 Main US toll-free: 877-492-9484 Sales: +1 972-407-0688 www.zimbra.com 74

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