Goran Andersson Director ISV Market development

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

3

•

•

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Number of Services Delivered/Degree of Automation

Service

Providers End

Customer

80% SMB;

20% Enterprise

(always through

Service Providers) Sa

les C

ha

nn

els

Hosters

Telcos

Distributors

VARs

Web Pros

ISVs

Siz

e o

f S

erv

ice

Pro

vid

er

0100110

1010100

0100110

1010100

0100110

1010100

5

Solution sales versus click to buy

Portfolio management

Proposition

Predicative modelling

Communities

Persona Creation

Customer lifecycle Thought Leadership

Contextual up and X

sell Support

6

Company Overview

and Pain Points

Solution

Results

https://youtu.be/6oN6BctxDlE

Top CSPs already using Odin Service Automation

8

Research Methodology

•

•

Sample Insights

•

•

•

•

Value Creation

•

•

Creating a Customer Persona

Characteristics

Who are they, what do they do and how

many are there?

10

Program Overview

•

•

•

Sample Data: Top Five and Bottom Five Correlations

– Correlation tool

11

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.

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.

14

Get the innovative workplace:

1. Workspace 365

2. Office 365

Optional: link with (virtual) servers,

Desktop as a Service, Line of Business Applications.

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

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Market and Odin Insights Review

Number of Cloud Services Consumed by SMB

16

• 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

17

Discussion

18

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