The document discusses leveraging cloud services to provide new business services for small and medium-sized business (SMB) customers. It notes that SMB customers are increasingly adopting cloud services for functions like security, storage/backup, desktop productivity apps, and business apps. However, many SMBs' current IT providers are not educating them about cloud or software-as-a-service (SaaS) options since they do not make money from them. The document suggests cloud services can help address SMB customers' IT needs in a way that traditional on-premise software and resellers may not.

1. Cloud Services
Leverage the Power of the Cloud for a
New Line of Business Services for Your
SMB Customers
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2. What 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.”
Source: Saugatech Survey of SMB CEOs
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3. Cloud growth shows no slowing down
Cloud services are being adopted by SMBs and spending is due to increase dramatically
Future Use of Hosted/Subscription Services Portion of IT Spending on Cloud Services
100% 2% 2%
Security 4% 4%
4%
9%
Storage/Backup
12%
80%
Desktop Production Apps
18%
Percentage of Respondents
Web Hosting 21%
>50%
Business Apps 60%
41-50%
26% 31-40%
Conferencing/Collaboration
21-30%
Sales/Marketing
40% 11-20%
37%
Development Environment 1-10%
0%
On-Demand Computimg
37%
20%
0% 20% 40% 60% 80% 100%
20%
Percentage of Respondents (all that apply)
4%
Already Using Within 6 Months In 6-12 Months 0%
In 1-2 Years Will Never Use Current 2 Years
Source: Cisco IBSG, September 2009
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4. Cloud services are changing IT buying behavior
Your customers will start asking about Cloud Services (if they haven‟t already)
Cloud Market Opportunity 2012 Worldwide IT Cloud Services Revenue* by Product/Service Type
$80
$69.1
$70 Servers Servers
12% 15%
$60 $55.4
Storage
$50 $34.3 9% Applications
$43.7 50%
Storage 38%
$27.5 Applications 14%
$B
$40 $34.2 49%
$21.7 Infrastructure
$30
$17.0 Software
20%
$20 Infrastructure
$34.8
$27.9 App Software App
$10 $22.0 Dev/Deploy Dev/Deploy
$17.2 20%
10% 13%
$0
2009 2010 2011 2012 2009 2013
$17.4 billion $44.2 billion
LE SMB Source: IDC, September 2009
SMBs are ~50% of the total cloud opportunity, and 80%
* Includes revenue from delivery of Applications, App Development/Deployment SW, Systems Infrastructure SW, and Server
of the public market and Disk Storage capacity via Cloud Services product, AD&D excludes online B2B messaging providers/exchanges.
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

5. Service providers have an upper hand
SMBs are looking to you to provide cloud-based services
Cloud Provider Selection Criteria
Provides Guarantee
Lowest Price
Easy To Do Business With
Reputation
Vendor trust, pricing and tailored
Service Tailored to Business Needs
services are important factors when
Best Online Tools
selecting a cloud services provider
"Best of Breed" Bundles
Services Pre-Integrated with Existing Apps
Other
0 5 10 15 20 25 30 35 40 45
Source: Cisco IBSG, September 2009
Extremely Likely
Likely
Somewhat Likely
SMBs are extremely open to buying cloud services
Not Likely
from their existing communications provider or ISP
0 10 20 30 40
% of Respondents
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6. Churn increases without cloud services
Small Business Medium Business
1-99 Employees 100-999 Employees
1 or 2 =
Not likely 4 or 5 =
to switch Likely to
1 or 2 =
19% switch
4 or 5 = Not likely
27%
Likely to to switch
switch 39%
48%
3=
Neutral 3=
33% Neutral
34%
% of Internet firms that answered 4 or 5 in the 5 scale rating
where 5 = Very Likely and 1 = Not at All Likely
Source: AMI-Partners, 2010 US SMB Telco Channel Report
The market is clearly indicating that an absence of a cloud strategy (or a lack of cloud based
offers/bundles) is not a viable long term option.
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7. Traditional distribution model is under attack
Cloud 3
Cloud 2
Cloud 4
Cloud 1
Wholesale
Reseller Customer
Provider
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8. What to do as a Sprint reseller?
Aggregate & Manage Resell Sprint
• Offer multiple cloud services • Cloud Services Aggregation Platform
• Manage multiple relationships with vendors • Private label cloud storefront
• Need to solve for a single pane of glass for • Pick and choose from a range of existing
end-customers SaaS apps
• Need to solve for complex provisioning • Integrated billing and provisioning
and billing
Ignore Refer
• Commoditized Services
• Specialized Services
• Low margins
• No control
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

9. Sprint can help you seize this opportunity
Your small/medium business target faces unique challenges and needs
• More diverse IT/Telco needs than larger enterprises
• Limited IT resources and prefer to avoid complexities and costs related to IT and Telco
• Prefer a trusted, single service provider for IT and Telco needs
• Are willing to select a different provider is cloud services aren‟t offered
Which present an opportunity for you
• While you may face challenges from larger competitors who are more vertically integrated, those
equipped with a complete portfolio of IT & Telco solutions are well-positioned to win SMB business
Wholesale Cloud Services enable you to compete more effectively in the SMB market
• Drive recurring revenue and churn reduction by delivering business software and communication
services on a monthly subscription basis without having to spend upfront capital costs
• Reduce complexity through the delivery of applications through partner and end-user portals
• Enhance core services with cloud applications that voice, data, access, wireless, security and
other solutions
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

10. Sprint‟s wholesale cloud model
Sprint makes it easier for its Resellers to grow and profit from the cloud with a white-labeled
service delivery software, expertise, and partner ecosystem.
• Domain registration
SaaS 1
• Webhosting
• Mail hosting
• Virtual Servers
• Virtual Desktops SaaS 2 VAR 1 Customer
• Virtual Workplace
• Storage Sprint
• On-line backup
Cloud Service
• Exchange VAR 2 Customer
Provider 1
• Sharepoint
Data Center
• OCS/Lync Data Center
• Dynamics CRM
• Blackberry
• Mail security Cloud Service
• Web security Provider 2
Disintermediation Examples to Mitigate Against:
• Archiving • SMB uses QuickBooks online
Data Center • IT shop buys Amazon services
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authorization.

11. Introducing the Sprint cloud portfolio
Make our difference your difference
Choose from a full range of Cloud services consisting of trusted brand name offerings that optimize
operational efficiency
Software as a Service (SaaS) Communications as a Service (CaaS)
• Business Process • Cisco Webex*
• Intuit Quickbooks • Microsoft Lync
• Microsoft Exchange 2010 • Blackberry
• Microsoft SharePoint 2010 FS • ActiveSync
• Sugar CRM Opensource • Mitel Anyware
• Microsoft Dynamics*
• Archiving
• MXSweep
• LiveOffice
• EMC Mozy
• Backup Agent*
• 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)
* Expected for initial launch
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authorization.

12. What can this mean for you?
Increase Customer ARPU
• More flexibility to offer bundled solutions to increase sales for existing core services
Reduce Churn
• Strengthen relationship with customers
• Deliver what they demand…NOW
Improve Bottom Line
• 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
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

13. What our partners are saying
Service Provider Results
• “T-Suite customers are 65 percent less likely to churn broadband services
than broadband only customers.”
• “22 percent of T-Suite customers without a Telstra broadband service take up a
Telstra broadband service within 12 months.”
• “Over half of T-Suite customers also bought multiple applications.”
– Kate McKenzie, Chief Marketing Officer, Telstra
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

14. Why Sprint as your partner
• We offer a single point of connection to the cloud services market - why have agreements with
multiple independent software vendors to have a similar solution
• Our focus is to help you extend the value of your core offerings and multiply success across all
aspects of your business
• A highly collaborative, flexible partner who will work side-by-side with you to reach your goals
• Take advantage of the value of aggregated cloud portals, integration with existing core services,
and bundle options
• We offer you the opportunity to generate additional professional services revenue from
implementation, migration, and ongoing support
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

15. Why Sprint as your partner
• Package multi-vendor services into single business solutions
• Provide on-demand ordering and provisioning of services
• Provision quantity and quality applications and services
– Aggregated SaaS from 3rd party providers
• Multi-Channel strategy supporting both Resellers and Customers
• Enable traditional ISVs to convert to SaaS offerings
• Provide utility and usage based service models
– Allow Customers to pay as they go and pay for what they use
• Provide automated self service control panels & tools
– Management of Services
– Management of Account
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16. Thank you
For additional information and discussion, please contact any of the following individuals:
Name, title
Photo email@email.com
Name, title
Photo email@email.com
Name, title
Photo email@email.com
Don‟t be left behind. Schedule a collaborative discussion to learn more and how to best implement
Cloud Services to grow your business.
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

17. Appendix
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

18. What are “cloud based services”
With cloud services, customers buy Three
access to cloud computing and cloud Deployment
storage resources on demand over Hybrid
Models
the Sprint network. Customers Clouds
procure services, not assets, and you
delivers services when and where Private
Private
your customers need them. They pay Cloud
Cloud
only for what you use.
• Inside Org‟s firewall • Web based
• Some Capex • No Capex
• Extreme Scalability
Three Platform as a Infrastructure as a Software as a
Components Service (PAAS) Service (IAAS) Service (SAAS)
Internet based applications
Customer can deploy onto the Renting of computer
accessible through thin client.
cloud infrastructure customer processing, storage and network
Pays by seat. Consumer does
created or acquired applications resources. Customer does not
not manage or control
using languages created by the manage the infrastructure, but
underlying infrastructure.
provider. e.g. Microsoft Azure controls OS, apps. e.g. Amazon
e.g. SFDC
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

19. How is cloud being used today?
Email & Collaboration Services lead year over year share growth, followed by Security
Percentage of Total Service Units Sold
Apps IT Services
Conferencing
2% 6%
12%
Collaboration
13%
Security
27%
Backup
7%
Email
33%
Total Net Sales
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

20. Software-as-a-service
Software-as-a-Service is a low-risk, low-cost entry into the cloud market and provides essential
productivity offerings to SMBs
Suite of services that provides tools to run, manage, and execute
Business
Productivity Tools
business functions such as email, calendaring, word processing,
spreadsheets, and presentations
Desktop security solutions that detects and blocks threats from
Desktop Security laptops, desktops, and file servers - eliminating the need to
manage several standalone products.
Software-as-a-
Service
Delivers security covering all email and internet threats and
Email Security
includes disaster recovery and data leakage prevention.
A CRM solution that allows for management of interactions with
CRM
customers, clients, and sales prospects.
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

21. Communications-as-a-service
Communications-as-a-service leverages core telephony assets and delivers critical communication
offerings to SMBs
Combines various forms of business communications into a
Collaboration single, unified system to connect SMB employees who are
COMaaS geographically dispersed without additional capital outlays
(integrated audio conferencing and VoIP)
Communications- Social Provide users with the ability to collaborate on and share
as-a-Service Collaboration documents in a centrally hosted environment
Unified Delivery of voice, conferencing, and unified communications
Communications- delivered from a secure, multi-tenant platform where customers
as-a-Service pay on a monthly or annual basis for services consumed
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22. Cloud defined
• AppStore Management and Administration – Branding, Policy Controls, Notifications,
Content control
• Purchase Workflow – Support for credit card, purchase order flows, or manual
• Catalogue Management – Resell, Catalogue Visibility, Services Pricing
• Customer Management – Proxy Administration
• Order Management – Unified view
• Managed Services Capability – Register, Order and Manage on Behalf Of model support
• Dashboards and Control Panels
• User and Service Administration
• Reporting / Auditing
• Helpdesk Ticketing System, Self Help Tools, Guides, Videos
• Ability of offer broad set of services to customers
• Unified management and Oversight
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
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23. Sprint‟s wholesale cloud model
Service Providers
Platform/ Master Marketplace
Sprint
Super Admin (Service Provider / Master Catalog)
Master Reseller / Agent
Marketplace
Owner/Admin
Marketplace 1 … Marketplace n Sprint Partners
(e.g. VARs)
(Master Reseller Catalog) (Master Reseller Catalog)
Resellers
Partner‟s Agent
Webstore
Admin
Web Web … Web Web Web … Web (e.g. VAR
Store 1 Store 2 Store n Store 1 Store 2 Store n Sales Agent)
Customers
Customer
Admin
(SMB/
SMC SMC … SMC SMC SMC … SMC
Portal 1 Portal 2 Portal n Portal 1 Portal 2 Portal n
Enterprise)
End Users
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.

24. VAR administrator use case
Master Reseller / Agent
Marketplace
Owner/Admin
Marketplace 1
(Master Reseller Catalog)
… Marketplace n
(Master Reseller Catalog)
Sprint Partners
(e.g. VARs)
1. Catalogue Management 2. VAR Store Administration
• VAR Store setup
• Branding
• Choose, Resell services on VAR store
VAR Store • End Customers
• Orders
• Proxy Administration
• Branding
Cust
4. Reporting and HelpDesk VAR Administrator 3. Dashboard – One View
• Financial View
Ticket Routing
• Operational View
HelpDesk console
& Knowledgebase
aggregation portal
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25. Your cloud portal powered by Sprint
Customers
Customer
Admin SMC SMC … Portal n
SMC SMC SMC … SMC
(SMB/ Portal 1 Portal 2 Portal 1 Portal 2 Portal n
Enterprise)
End Users
Your Logo Here
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restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without
authorization.