Patrick Viaene Cloud Sales Manager Pieter D’haens Becloud Evangelist

Patrick Viaene
Cloud Sales Manager
patrickv@microsoft.com
@patrickvia
Pieter D’haens
Becloud Evangelist
pieter.dhaens@belgacom.be
@pdhaens

Topics
Facts & Figures
Role of the channel
The crystal ball

The world is changing, partners are
changing their business model
ISVs/Web builders/ERP partners, starting infrastructure services
Small Business Server customers ‘upgrading’ to the Cloud
Cloud allows partners to service more customers
New marketing tactics to reach customers & prospects
Integration of mobile devices, telephony, free-lance workers, …

Facts
Almost 60% of new Exchange seats in BeLux, are in ‘the cloud’
Average seat size for partner-led deals is larger
Office 365 customers with a partner are happier and ordering more
Our Cloud business is growing at 150%
Almost 600 partners have sold at least one O365 deal

7 11
6
7
13
9
80
68
BELGIUM
2011 S1: n=728
2011 S2: n=1195
Never heard of
Know it well and know what it is
2011 S1 2011 S2
Know the name but don't really know what it is
Know it very well and know exactly what it is
Businesses show more awareness of Cloud computing in Belgium.

Cloud penetration in Belgium
11% of SME’s uses cloud computing
TOTAL SE ME
5
11
5
10 8
13
2011 S1
(n=728)
2011 S2
(n=1195)
2011 S1
(n=536)
2011 S2
(n=994)
2011 S1
(n=176)
2011 S2
(n=184)
11% of the SME’s make use of cloud computing, which is an increase compared with wave 1. The same trends
are identified at Corporate businesses. The market of suppliers is however very fragmented.

Become a Business Advisor

Role of the channel
Don’t judge Microsoft on what we might (not) do in the future….
…look at what we do today
In strategic presentation of ‘Cloud’, we position all clouds as equal
In the past 18 months, Microsoft adapted Office 365 twice….
….we lowered it
We cc the partner in every communication to the customer
We don’t promote online renewal of O365 or Windows Intune
When a customer renews online, partner gets a fee
It’s not because it runs in our datacenter, we don’t need partners

Becloud Strategy
Portfolio based on Cloud Choice
In the Cloud
Cloud Choice
IAAS STAAS SAAS DAAS
Web-Grade
Volume driven &
Out-of-the-box
Hybrid Clouds
Enterprise-Grade
Project driven
Industry Standards
BeCloud Ready (onsite & private clouds)
(Smart Network, SLA...)
Embedded in the Network

Hybrid Cloud
The importance of the model: The Market
IT Evolution at:
Smal Companies
Optimized by
IT Partner
Jump to cloud
IT Evolution at:
Large Companies
Consolidate &
Virtualize onsite
Migrate to datacenter
Outsource
management
Optional go to cloud

End-to-End Cloud Experience
Network ownership
Connectivity in function of your needs (DSL, 4G, Fon, Explore,…)
Customers want end-2-end service & guarantees (SLA’s), not silo’s
QoS and data prioritization
DataCenter ownership
Data within country-borders
Local law applicable & Guarantees
Combination of outsourcing & onsite services
Sales tools and easy integration
Dedicated Becloud team with Presales & Solutions sales support
Market place with product positioning & easy provisioning: SEAP
Becloud.be; Product portfolio, instruction movies , Calculators & FAQs

The Crystal Ball
Will customers have no more servers?
How can we differentiate as a partner, once a customer has his cloud
services set up?
Do we have to go and sell to new customers?