【Japan Partner Conference 2019】APAC で最も成長している Indirect CSP “rhipe” のビジネス モデルの全貌
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クラウド ファースト、チャネル ファーストのコンセプトの元、4,000 社のパートナー、700,000 シートの Office 365、3,000 テナントの Microsoft Azure の実績を誇る rhipe の急成長の秘密を日本のパートナーに初公開。PRISM という洗練された顧客管理、課金、請求書管理などの業務システムをパートナーの皆様に提供し、効率的なサブスクリプションの管理をご支援していきます。
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【Japan Partner Conference 2019】APAC で最も成長している Indirect CSP “rhipe” のビジネス モデルの全貌
- 2. ID:BS-E1
- 3. WHO WE ARE
- 4. ▪ Asia Pacific focused with ongoing expansion plans ▪ Microsoft focused; ~75% of revenue ▪ Subscription software only ▪ +3,000 partner ecosystem providing value added services including marketing, consulting and 24/7 support as a service. ▪ Services aimed at driving the ongoing growth in consumption of software subscriptions
- 5. LICENSING Software sold and implemented by IT service providers. Monthly pay as you go cloud licensing subscriptions. SUPPORT Support people and professional services to help Vendors and Service Providers with technical needs. INTELLECTUAL PROPERTY Internally developed PRISM Platform. Cloud first, digital first marketing to drive demand for channel partners. Cloud Licensing Cloud Services & Support Cloud Operations パートナーの成功に向けた組織の連携 6
- 7. CSPビジネスにおける目覚しい成長 Jun-15 Dec-15 Jun-16 Dec-16 Jun-17 Dec-17 Jun-18 Dec-18 Jun-19 CSP O365 paid skus CSP O365 all skus (e.g. academic) 109.3 138.5 169.6 42.5 51.2 73.1 FY17 FY18 FY19 Australia & New Zealand Asia Microsoft CSP O365 Seat Count +77% June 2018 +264,000 June 2017 +126,000 Licensing Regional Sales Split $M $152 $190 $243 1. Asia numbers include sales from Australian customers’ overseas subsidiaries in Asia. 1 30 June 2019 +600,000 $38m25% $53m28% June 2018 +254,000 June 2019 +450,000 Average monthly paid seat add-on rate in FY19 is +16k paid seats per month vs 10k per month in FY18 +127%
- 8. $3.0 $7.0 $21.0 $19.0 $35.0 $59.0 Microsoft Azure ARR Sales $M $14m 200% Microsoft O365 ARR Sales $M $24m 69% FY19FY18FY17FY19FY18FY17 $16m 84% $4m 133% 1. ARR = Annual Run Rate CSPビジネスにおける目覚しい成長
- 9. Microsoft Awards 2019 Microsoft Malaysian Partner of the Year 2018 Microsoft Australian Partner of the Year 2018 Microsoft Thailand CSP Partner of the Year 2019 Microsoft Global Indirect CSP of the Year Finalist 2017 Microsoft Malaysia Partner of the Year
- 10. HOW WE WORK WITH RESELLERS
- 11. Joint Business Review Partner Onboarding Business Conversation with Key Stakeholders Skirmish Tele Marketing introduction and customizations of activity to drive Azure conversation Skirmish Call out’s Tele Agency will call each of the accounts to foot traffic Partner Co-Selling Motion POC’s, CIE, TCO, Round Table Discussion Activities Optimization Planning rhipe Value Proposition Partner can avail services from Support, Marketing, Technical and Sales Market Dating Identify key market opportunities outside the country Joint Business Discussion Solution Portfolio, Business Model, Market Opportunity App Source Help ISV to be visible in Microsoft App Source Azure Knight Series Azure Dev Knight Azure Tech Knight 01 パートナー様と一緒にビジネスプランニング 12 03 02 ISV Motion Strategy Unlock your first workload in Azure Learning Session
- 12. WHERE IS THE BUSINESS OPPORTUNITY?
- 15. Innovators Early Adopters Early Majority Late Majority Laggards Technology Trigger Trough of Disillusionment Slope of Enlightenment Plateau of Productivity Chasm 現在は適合性と生産性にフォーカスするステージ
- 16. Innovators Early Adopters Early Majority Late Majority Laggards Technology Trigger Trough of Disillusionment Slope of Enlightenment Plateau of Productivity Chasm 例として上げると
- 17. Innovators Early Adopters Early Majority Late Majority Laggards Technology Trigger Trough of Disillusionment Slope of Enlightenment Private Cloud Plateau of Productivity Virtualization Storage EaaS Business Productivity Chasm Public Cloud BaaS 現時点はビジネスの売上を目指すステージ O365 M365 SPLA Azure
- 18. Innovators Early Adopters Early Majority Late Majority Laggards Technology Trigger Trough of Disillusionment Slope of Enlightenment Chasm Social LMS CRM / ERP Security 将来を見据えた投資 Plateau of Productivity DaaS Gaming Chat Bots RI IoT AI SAP Open Source
- 19. rhipe Japan について