14 February 2017 - Vuzion Love Cloud

Digital Transformation
Customer
Engagement
Employee
Empowerment
Operation
Optimisation
Product
Transformation

Massive Opportunity
$20bn
£1.1bn UK
$34bn
$50bn
430m
GDPR

Cloud Market
Overview
Alex Hilton

www.cloudindustryforum.org
Cloud Adoption and Trends
The digital imperative
Alex Hilton
alex@cloudindustryforum.org
Cloud Market
Overview

About the Cloud Industry Forum
Independent, membership led industry body that champions and advocates the adoption and use of
Cloud-based services by business.
Code of
Practice
Research &
AnalysisIndustry
Membership
Professional
Membership
Code of
Practice
Research &
Analysis
4 Main Focus areas;
 UK Government lobbying
 EU / UK Government projects
 ISO/IEC standards input and project work
 Euro Cloud / CSA associations & collaboration
Other CIF activities include;

The CIF community

News updates
 February: Latest research project in development
 Business Transformation & Digital Skills Gap
 February 1st : CIF absorbs EuroCloud UK membership
 February 2nd : CIF Exec meeting
 February: announcement of partnership with Clover Index
 March: Enhance Code of Practice with GDPR
 March 15th : UK Cloud Awards – www.ukcloudawards.co.uk
 ScienceLogic, T-Systems, Ensono, Sungard, TechData
 March 15-16th : Cloud Expo
 March 22nd : Hogan Lovells hosting Financial Services cloud event
 April 26th : CIF members meeting

CIF research highlights – White Paper 17

Top 3:
1. Web hosting
2. Email services
3. Ecommerce
Fast movers:
 28% planning UC
 26% planning CRM, VOIP or video conf
 19% starting using storage
Laggards:
 41% accounts & finance stay on prem
Current and future Cloud adoption

Hybrid forever?
 A marked increase to Cloud only
 20% will move to 100% Cloud asap, enterprise is lower
 37% will remain hybrid

Digital Transformation
 Digital Transformation is the ground-up critical examination of an organisation with
consideration of its business challenges and how it interacts and engages with its
employees, partners and customers.
 Digital Transformation is about business change and how businesses can reorientate
themselves to take advantage of digital technologies.

Cloud & Digital Transformation

Digital skills gap
Competitiveness through talent acquisition
 81% of IT Decision Makers (ITDMs) name digital
transformation as a priority for their organisation.
 48% of employees feel their employer is behind
competitors
 52% of IT teams cannot drive digital
transformation at the speed their management
team expects
 23% have left an organisation because it did not
enable digital working practices
 81% of ITDMs said they are looking to recruit the
right digital skills to achieve transformation

Research & Strategy
Cloud Essentials
Impact of Cloud on IT
Building a Cloud Strategy
1
1.
2.
3.
Assessment & Planning
Current Environment
Destination Planning
Migration Planning
Staff & Resources
Service Providers
Licensing
Contracts & SLA’s
Assurance Planning
Business Case
2
4.
5.
6.
7.
8.
9.
10.
11.
12.
Adoption & Migration
Data & Data Governance
Solution Architecture
Security in the Cloud
Adoption Process
3
13.
14.
15.
16.
Service Management
Service Management
Assurance Management
Demand Management
4
17.
18.
19.
Evolution & Transition
Cloud Service Evolution
Transition Planning
5
20.
21.
Cloud Adoption in 21 steps

Channel - get big, get niche, or get out!
• Of those not currently offering Cloud services, 47% expect to do so in future.
• 47% also see Cloud as a threat to their current business
• 99% recognise the potential benefits of Cloud for their organisations

Collaboration
Update:
Office 365
Brian Couper

Microsoft Confidential
Collaboration Update - Office 365

Collaboration Update
StaffHub
Bookings
Other Office 365 updates &
resources
What we’ll cover today….
Microsoft Teams

Collaboration is
how work gets done
Geographically Distributed
Need varied ways to connect across
locations and time-zones
Internal & External Team Members
Team members outside the firewall need
unfettered access
Multi-Generation Workforce
Different expectations and preferences
for tools
Employees work on nearly
the number of teams,
compared to 5 years ago

Different groups have different needs
Co-Creating
Content
Mail &
Calendar
Voice, Video
& Meetings
Chat-based
Workspace
Sites & Content
Management
Enterprise
Social
Today’s
Challenges
Siloed Apps
Friction across applications – multiple logins, difficulty sharing and discovering information
Shadow IT
Incomplete toolset can lead to inconsistent security, compliance and risk
Wasted Time
Context switching between different apps drains attention and time

Office 365: Designed for the unique workstyle of every group
Complete Solution
Office 365 addresses the breadth of
collaboration needs across your
company
Integrated Experiences
Office 365 Groups and Microsoft
Graph enable integrated
collaboration experiences
Security and Compliance
Office 365 delivers the security,
compliance and manageability
required in today’s workplace
Co-Creating
Content
Office 365 ProPlus
Mail &
Calendar
Outlook
Voice, Video
& Meetings
Skype
Chat-based
Workspace
Microsoft Teams
Sites & Content
Management
SharePoint
Enterprise
Social
Yammer
Office 365 Groups

Co-Creating
Content
Office 365 ProPlus
Co-authoring
across desktop,
mobile, web
Mail &
Calendar
Outlook
Undisputed
leader in mail
and calendar
Voice, Video
& Meetings
Skype
100M meetings
each month
Chat-based
Workspace
Microsoft Teams
Introducing
Microsoft
Teams
Sites & Content
Management
SharePoint
190M end users
Enterprise
Social
Yammer
85% of Fortune
500
Category Leader

Microsoft Teams is a chat-based workspace in Office 365
Security
teams trust
Get the enterprise-level
security and compliance
features you expect from
Office 365.
Chat for today’s
teams
Communicate in the moment
and keep everyone in the
know
Customizable
for each team
Tailor your workspace to
include content and
capabilities your team needs
every day.
A hub for teamwork
Give your team quick access
to information they need
right in Office 365

Chat for today’s teams to keep everyone in the know
A hub for teamwork integrated with Office 365
Security teams trust with enterprise-level protection
Customizable for each team with content and capabilities
Microsoft Teams, a chat-centered workspace
“We need secure and trusted collaboration solutions that bring
teams and their work together. Based on our early use of
Microsoft Teams in Office 365, we believe it is the digital cockpit
we’ve been waiting for.”
Teams

Text, meet, and call, across devices, with VoIP & PSTN
Reduce travel using audio, HD video & web conferencing
Unify your global phone systems with Cloud PBX
Reach out to your employees with Skype Meeting Broadcast
Engage your customers, using Skype in your web pages & apps
Complete cloud communications with Skype
“ Working together to make product and business decisions faster
is a key to success for the Kraft Heinz Company. We see PSTN
Conferencing and Cloud PBX through Skype for Business as a
great opportunity to help employees connect quickly wherever
they are. ”

Modern content, sharing & discovery with SharePoint
Access sites & content anywhere with your Intranet in your pocket
Manage & collaborate on content with your team
Navigate your intranet with intelligent recommendations
Create beautiful team sites & publishing sites quickly
Automate business processes with Microsoft Flow & PowerApps
“ SharePoint Online encourages employees to be more
efficient in their daily work. They can access the
documents they are working on anytime and anywhere
from smartphones, tablets, and when they are out of the
office traveling. This is our vision for the future.”

Customers can book appointments online
Integrate in your website, Facebook page, email signature, or publish separately
Create a booking page in minutes
Automatic confirmations and reminders reduce no-shows
Create additional booking pages with no extra cost
Add staff with no extra cost
Bookings, appointment scheduling simplified for your
customers
Bookings

Disconnected from the team and company
Slow to receive information and updates
Outdated & obsolete tools and manual processes
Difficult to access work schedules & make changes
Often behind on latest training, policies, procedures
…it’s hard to manage the workday in an efficient way
Staff workers face
unique challenges

Microsoft StaffHub
Schedule management
Information sharing
Connect to other apps & resources
Designed to help staff workers manage their workday

Microsoft StaffHub
Designed to help staff workers manage their workday
Schedule
Management
Create and publish shift
schedules and allow staff to
request time off or swap shifts
Information
Sharing
Send messages and share
documents, presentations and
videos with the workgroup
Connect to
Other Apps
Integrate with popular workforce
management systems and link to
internal apps or resources

Web and mobile access
Web app, iOS and Android mobile apps
Install on corporate or employee
owned devices
Managers control access by adding
or removing workers from the team
IT admins can turn StaffHub on/off
for the company at any time

Outlook Customer Manager Outlook Customer Manager
• Complete view of interactions with contacts – tasks/deals - all from inbox
• Business Premium, E3 & mobile apps
• Simple CRM for typical SMB
Flow Flow
• Automate services across favourite apps & services (Twitter, Txt, DropBox)
• enable notifications, file sync and data collection using template or customized
workflows
Planner Planner
• Structure teamwork by planning, assigning and organizing tasks
• Use visual dashboard to track progress & workload
Teams Teams
Chat based workspace for working with people you know
Collaborate, converse and share content
Office 365 – new features

Access to Readiness Resource Portals
Cloud Partner Portal
The Cloud Partner Portal provides Sales Readiness training course materials, sales aids,
webcasts, newsletters and other resources for Operator Partners and their sellers. To request
access. please contact Partner Portal Help.
Sales Expert Yammer
Groups
The Microsoft Sales Expert Yammer Group (English Spanish) provides a community for
Partner Sellers to get the latest updates, resources and to ask questions and engage with
Microsoft Sales Readiness Consultants and other Microsoft sellers. Click on Yammer group to
request access or contact your Microsoft Channel Executive or Microsoft Sales Readiness
Consultant.
Microsoft Partner Network
(MPN)
The Microsoft Partner Network provides sales and marketing resources for all Microsoft
Partners. Resources in this Guide may link to MPN. Create an MPN account or associate your
email address to your Partner Account.
Microsoft Demos
This Microsoft Demos portal allows you to setup demonstration environments and access
demonstration guide materials for Office 365 without requiring a full local installation. This
requires a Microsoft Partner Network Account (see above) and each person must associate
their email address to their Partner Account..
Microsoft Sales Readiness resources are available from the following portals:

Sales Readiness Toolkit (Partner Portal)
Sales Readiness Training Materials
Technical Readiness Guidance and Resources
Sales Aids – Customer Pitch Decks, Sales Guides
Sales Expert Yammer Group - English Spanish
Office 365 Roadmap Newsletter
10 min Office Update Monthly
Key Sales Readiness Resources

Office 365 –
Education &
Adoption
Martin Hawar

14 February 2017 - Vuzion Love Cloud

Why?
Barriers to Adoption and Consumption

What?
• Control what is shown
• Add additional content
• Integrate with other LMS and video platforms (including Office
365 Video, SharePoint Libraries, YouTube, Vimeo, etc.)
• Rich Tracking,
Analysis, and
User Leader boards

Skype for
Business
Mark Lawton

Skype for Business Update
Mark Lawton, Microsoft UK
February 2017

Opportunity in a new era
$ BN E W M A R K E T O P P O R T U N I T Y
IM
Presence
Web Conferencing
Video Conferencing
PSTN Conferencing
Skype Meeting
Broadcast
TO D AY
B E F O R E
M E E T I N G S
On-Premises
Enterprise Voice
Cloud PBX
PSTN Calling

Bring your own voice
connection with Office 365
The complete meetings
solution
Call plans and call control (PBX)
powered by Microsoft Cloud
Skype for Business: 3 LENSES
Modern Meetings Modern Voice Hybrid Voice
Call
Control
(PBX)

18%
Meetings landscape: 6-150 Employees
$24
$22
$36
$27
Average
6 to 50
51 to 100
101 to 150
SHARED INDIVIDUAL OTHERS
51%
GO-TO MEETINGS
38% WEBEX
26% SKYPE FOR BUSINESS AND FREEMIUM SKYPE
12%

Complete meetings @ fixed flat rate
Skype meeting broadcast (NEW)
PSTN conferencing (NEW)
Connected meeting experience
Video and content sharing
Surface hub and skype room systems
Skype meeting broadcastOffice real-time
Co-authoring in skype for business
Dial-outDial-in

0.4
Voice landscape: 6 to 150 Employees
37%
18%
14%
13%
8%
6%
4%
Traditional On-Prem PBX
Hosted PBX
On-Prem IP PBX
Landlines Only
Cloud Based PBX
Mobile Devices Only
No PBX, Internal Key
$42
$37
$45
USA
UK
EU21%
45%
16%
20%
Less than 2
Years
2-5 years 6-8 years More than 8
years
LIKELY TO CHANGE THEIR PBX SOLUTION IN THE NEXT COUPLE OF YEARS
55%

PSTN Calling with Cloud PBX from
Microsoft
Signaling
Media
Office 365Customer Premises
MICROSOFT PSTN
CALLING SERVICES
(Cloud PBX and
Calling Plans)
PSTN
Calls

What’s new: Cloud PBX (worldwide)

Cloud PBX: So many choices…
With PSTN Calling Service
• Users homed online, PSTN service provided by Microsoft
• No on premises Skype For Business infrastructure required
• Available in the US/UK only
With On Premises PSTN Connectivity via Cloud
Connector Edition
• Users homed online, PSTN service provided by 3rd party
• Deployment of Cloud Connector on premises required , cannot coexist with on
premises deployment of Skype For Business/Lync Servers
• Available worldwide
With On Premises PSTN Connectivity with an existing
deployment
• Some users homed online, some users can be homed on premises, PSTN service
provided by 3rd party
• Maintaining of Skype For Business or Lync 2013 deployment required
• Available worldwide

New resource: https://corecsp.com/

Office 365
SharePoint - FLEX
Martin Neale

Copyright ICS Solutions 2015
• Established in 1994
• Microsoft Tier 1 managed Gold Partner
• Founding Partner of the Microsoft Azure Circle
• UK’s First Office 365 Partner
• UK’s most experienced SharePoint Partner with over 500 Projects

Email
Networking
Email
Networking
Servers
Support
Collaboration
Applications Desktop
Consulting
Servers
Support
Collaboration
Applications Desktop
Consulting
HOW DO I GROW REVENUE IN A CLOUD WORLD?
Pre-Cloud Revenue landscape for SMB partners Post-Cloud Revenue landscape for SMB partners
Support
Consulting
Value Add ISV’s
Value Add ISV’s
Value Add ISV’s
Value Add ISV’s
Value Add ISV’s
FLEX helps partners grow customer revenue in a post cloud world

HOW DO I MAKE MONEY FROM OFFICE 365?
How do I make more money from SharePoint /Office 365? If:
 I don’t want to set up a SharePoint practice
 My sales team don’t know how to sell SharePoint
 I don’t know why my customers should buy it
 My customers wont spend much on SharePoint
 I don’t see how I can make any money from it
SMB partners will not make large investments to sell SharePoint
Partner

FLEX MAKES YOU MONEY, OUT-OF-THE-BOX
Easy, with FLEX, making money is out-of-the-box
You don’t need to set up a SharePoint practice
No consulting sale, FLEX is like other ISV software
Compelling customer materials are provided
FLEX is highly affordable reducing costs by up to 90%
Good margins Recurring licence + Services
FLEX allows partners to quickly generate margin with low investment

SOLUTION IN A BOX MARKETING IN A BOX SELLING IN A BOX DEPLOYMENT IN A BOX
Out-of-the-box software
Best-of-Breed Intranet
Next Generation Collaboration
Self-Service Digital Workplace
Easy to sell (non consulting)
Software & service pricing tool
Standard demo’s etc..
Standard collateral
Sales support
Easy to market
Pre-built campaigns
Pre-built webinars
Web content
Branded collateral
Easy to deploy
Standard deployment materials
Standard training
3rd Party deployment if needed
HOW DOES THAT WORK…
FLEX provides the partner with everything they need – out-of-the-box

HOW MUCH MONEY ARE WE TALKING?
Customer
size
No. Of
customers
Conversion
rate %
Revenue
3 years
Margin
3 years
250 users 100 20% £3.m £858k
100 users 100 20% £1.6m £463k
50 users 100 20% £765k £203k
20 users 100 20% £334k £80k
10 users 100 20% £272k £70k
FLEX makes a material contribution to partner profitability

PARTNER MOTIVATION MET WITH FLEX
Partner Motivation Summary of Offering
How to maintain or grow customer revenue in an Office 365 world
FLEX provides partners with a profitable and compelling way of adding
value to Office 365
How to make money from SharePoint
FLEX provides partners with a profitable and compelling way of making
money from Office 365 with having to build a SharePoint practice
How to increase Office 365 managed services offering to customers
FLEX provides partners with a way of offering customers SharePoint
managed services without having to invest in a SharePoint practice
How to drive Office 365 licence consumption
FLEX provides a quick, effective and compelling way of lighting up the
SharePoint, Yammer and OneDrive workloads at a fraction of the
traditional cost.
How to drive digital transformation with Office 365 and Azure
The combination of Office 365, Azure and FLEX provide a rapid,
affordable digital transformation platform which empowers ordinary
user self-serve a huge range of digital capabilities.

FLEX Automation is the fastest, most cost effective way
of transforming a standard Office 365/ SharePoint
subscription into a configured self-service platform for
collaborating with customers, partners and employees.
Out-of-the-box FLEX provides:
• INTRANET for Internal communications and Information management
• COLLABORATION for Customers, Partners and Employees
• WORKPLACE for a self service, smartphone like user experience
WHAT IS FLEX LITE?
FLEX Lite is the SME version of FLEX available via Microsoft CSP

“Speedy implementation of SharePoint was our main
motivating force for selecting FLEX….
Tony Foot, IT Delivery Manager, WaterAid
Rapid deployment of SharePoint was our main driving force in
selecting FLEX…...”
Debbie Jupe, Senior Project Manager, WM Housing
“FLEX has allowed our end users to be much more self-sufficient
with regards to content creation….”
Adam Doswell, Enterprise Systems Developer, Malvern Instruments
FLEX – 70,000 USERS AND £2.7M INVESTED

WHY DO MY CUSTOMERS NEED FLEX LITE?
Small organisations have the same need to collaborate
digitally with customers, partners and employees as large
organisations but a fraction of the budget.
FLEX uses automation technology and SME business
templates to configure Office 365 and Azure to drive
user adoption for a fraction of the time and cost of doing
it manually.
ENTERPRISE
FLEX Lite gives SME’s Enterprise solutions at a realistic cost
SME

HOW DOES FLEX ENHANCE OFFICE 365?
Self-service drove the consumer digital revolution
Self-Service apps powered the consumer digital explosion FLEX powers Office 365 with self-service & business apps
HR Staff
review
Share info
with a
customer
Customer
review
New
Delivery
Project
Select a
new
Supplier
New
Marketing
Project
Create
Sales
Proposal
New Shop
fit Project
Partner
Extranet
On-board
new
Starter
WWW.
CONSUMERS EMPLOYEES
FLEX provides self-service to make exploiting digital at work as easy as it is outside of work.
INTERNET

WHY IS FLEX EASIER FOR ORDINARY USERS?
FLEX provides Office 365
capabilities to users via a
smartphone user experience and
a library of easily understood task
focused apps such as “create a
new sales proposal”
If you know how to use a smartphone, you know how to use FLEX
FLEX AVOIDS THE NEED TO TRAIN ORDINARY USERS IN THE OFFICE 365 OR AZURE TECHNOLOGY
Office 365 Interface Azure Interface
FLEX business Apps

COLLABORATE
WITH CUSTOMERS
COLLABORATE WITH
EMPLOYEE’S & PARTNERS
DRIVE INTERNAL
COMMUNICATIONS
MANAGE YOUR
INFORMATION
WHAT CAN I DO WITH FLEX AND OFFICE 365?
FLEX Lite provides out the box, ready to go, digital features.

EASY TO USE, WORKS
LIKE A SMARTPHONE
USERS EMPOWERED WITH
SELF SERVICE APPS
AVOIDS CONFUSION,
ONE PLACE TO GO
MOBILE, WORKS
ON THE MOVE
WHATS GOOD ABOUT FLEX?
FLEX Lite provides out-of-the-box, ready to go, digital features

WHAT DO I GET “OUT-OF-THE-BOX”?
INTRANET - INFORMATION 50+ BUSINESS APPSWORKPLACE – SELF SERVICE
500+ BUSINESS FORMS
7 COLLABORATION APPS

FLEX LITE AND ENTERPRISE – COST & FEATURES
DEPLOYMENT COSTS
FLEX Enterprise
Baseline Deployment
£37,000
FLEX Lite
Baseline Deployment
from £5,995

Office 365
SharePoint -
TermSet
Stewart Connors

SHAREPOINT METADATA & TAXONOMIES AUTOMATED
New revenue stream for Vuzion partners

Successful SharePoint projects are built on metadata
• SharePoint is a powerful document management system, but in order to get
the return on your investment you need rich metadata added to your
documents.
• Without metadata, users will struggle to find and organise their content and
organisations will be unable to govern the ever-growing store of information
within SharePoint.
• Whether you are migrating content into SharePoint, or looking to improve
your existing sites then metadata is the difference between a successful or
failed project.

Building taxonomies & adding metadata has always been a
tough job
• Building taxonomies from scratch is a time-consuming trial and error
prone process.
• Asking users to fill in metadata fields to save their documents to
SharePoint impacts productivity and creates user adoption problems.
• Migrated content will have no metadata.

Next-generation taxonomy creation and metadata tagging
TermSet uses Natural Language Processing and Machine Learning to add
accurate consistent metadata to SharePoint content, without placing any
burden on end users or the IT team. No manual work, it just happens.
Taxonomy Creation
Creates and maintains SharePoint taxonomies
unique to your content
Powerful natural language processing ensures
your taxonomies are accurate and always up to
date
Cloud or On Premises
Choose from a software as a service or a local
installation
Metadata Tagging
SharePoint content is automatically tagged with
rich and consistent metadata
Tagging can be part of a migration process or as
new documents are added to a library
Packed with Powerful Features
Language analysis
Document summary generation
Pattern and phrase matching
Concept classification

DocuSign -
eSignatures
Mark Law

DOCUSIGN CONFIDENTIAL
Mark Law – Head of BD, Strategic Alliances and
Channels, EMEA

Drive usage and adoption to all Microsoft
applications: SharePoint, Dynamics CRM, O365, MS
Word, Outlook, Windows, Azure
Sign anytime, anywhere, on any device
Get approvals done, faster than ever
DocuSign
Ensure secure and compliant business processes
Fastest & most secure way to make every decision
and approval digital

Disconnected
Systems
Manual
Processes
Poor Customer
Experience
Consumers
Customers
Partners
Suppliers
Employees

Disconnected
Systems
Manual
Processes
Poor Customer
Experience
Consumers
Customers
Partners
Suppliers
Employees
DocuSign Digitizes
Decisions &
Approvals
With DocuSign

Manage digital transactions and eSignatures directly from
Microsoft applications
Office 365 and SharePoint Dynamics CRM Online Windows 10|Windows Phone
Customers can sign or send
agreements for signature from any
object in Dynamics CRM Online
Electronically send documents
for signature(s) and manage
the documents you send from
any device. Log in with Azure
AD.

1,500 Documented Use Cases and Counting
– How does Office 365 fit into these use cases?
 Sales Order Processing
 Account Provisioning
 Sales Compensation
Agreements
 Referral Agreements
 Reseller Agreements
 Field Sales Agreements
 New Customer Sign Ups
 Terms and Conditions
 Event Registration
 Customer Communication
Approvals
 Mass Mailing / Email Approvals
 Customer Communication
Approvals
 Brand Compliance / Audits
 Event and Vendor Approvals
 New Hire Paperwork
 Candidate NDA
 On/Off-boarding Checklist
 Employee Policy Distribution &
Signature
 Contractor Agreements
 Non-disclosure
 PTO Management
 Payroll Forms
 Front Desk Sign-in
 Work Orders
 Lease Agreements
 Move In / Move Out Requests
 Parking Permits
 Equipment Rentals
 Lien Releases
 Site Passes and Onsite Waivers
 Invoice Processing
 Expense Reporting
 Capitalization Management
 Audit Sign Off
 Policy Management
 Inventory Signoff
 Asset Transfer / Retirement
 Hiring Freeze Exemption
 M&A Documentation
 Account Changes
 Service / Work Orders
 Term Changes
 Self Service Requests
 Compliance
 Field Service
 Cancellation Requests
 Internal Cancellation Processing
 Asset Tracking
 Change Requests
 Requirements Sign Off
 Access Management
 Incident Reporting
 Production Change
Authorization
 Maintenance Authorization
 Order Fulfillment
 Change Management
 Release Management
 Code Review Reporting
 Requirements Acceptance
 Release Scope Commitments
 Project Charter Templates
 NDAs
 Contract Management
 Internal Compliance
 IP Licensing
 Patent Applications
 Board Minutes
 Trade Name Assignment
 Trademark Assignment
 Finance Agreements
 Purchase Orders
 Statements of Work
 Master Service Agreement
 RFP Sign Off
 Supplier Compliance
 Competitive Procurement
Summaries
 Sole-Source Justifications
 Procurement Card Applications

Why
Should
You Care?
Increase deal size
for TAV. 15%
margin from MSRP
Easy to set-up,
Simple to use, No
implementation
needed
Increase initial
deal size.
Land & expand
within LoB
Average sales
cycle; deals
between 5 - 50
seats < 45 days
Just 5 seat ACV
deal £310.80
Average Deals
Closed Per Q; 63
SMB
Increase
adoption usage
& penetration of
MSFT
Applications

Develop adoption with end customers on cloud based solutions
Increase the value attached to O365 with our additional services and differentiation
Stronger foot print with customers providing the ability to tackle many
LOB/expansion use cases
Increase revenue through sales and ROI for customers
DocuSign Value Drivers to resellers

Leverage MSFT Integrations
Existing O365 Customers
Net New Customers
Special MSFT O365 Bundle
Land & Expand
Where To Execute

Simple Value Proposition
Return on
Investment
Customer
Experience
Security &
Compliance

Is DocuSign Legal?
https://www.docusign.co.uk/how-it-works/legality/global

DocuSign is the only provider with bank-grade security
Broadest Set of Security Certifications
PCI DSS 3.1
Global Security Gold
Standard: ISO 27001
Streamlined Process for EU
Privacy Law Compliance
SSAE 16 SOC 1 Type II
AT 101 SOC 2 Type II
Data Privacy
https://trust.docusign.com/en-us/

Xero: Beautiful
Accounting
Software
Ben Johnson

Ben Johnson
Partnerships, UK
Xero

Xero by the
numbers
168,000+
UK Subscribers
AS AT 30 SEP 2016
6,000+
Accounting partners
AS AT 30 SEP 2016
500+ apps
Xero has an open API
AS AT 30 SEP 2016

Enable the small business economy to
thrive through beautiful software, advice and
connections
OUR PURPOSE

PARTNER WITH US
+
• Sell Microsoft technology and services to Xero accountants and their
customers
• Free Xero education - leading accounting software your clients use
• Free Xero software for your business

Andy Lark,
Chief Marketing Officer
Title with a
speaker name and
photo
www.xero.com/metro-
bank
1. Register your free Xero account

Andy Lark,
Title with a
speaker name and
photo
2. Access free Xero education

Andy Lark,
Title with a
speaker name and
photo
3. Free Xero software to run your business

4. Grow with leads from Xero accountants

Azure –
Migration /
Adoption
Danny Mullins

Helping Microsoft Cloud Partners
grow their Cloud Services Business
Danny Mullins
February 14th 2017

European Sales Team
v2016-1 ©2016 BitTitan Inc.BitTitan & Internal Only
Danny Mullins
Business Development Manager UK&I
Hans Brender
BiTtitan Ranger Europe
SharePoint MVP
Vera Toncheva
Territory Manager EU
Emily Fowler
Alliances Manager (Microsoft) Europe
Alberto Nunes
Senior Technical Strategist UK&I
James Corbishley
Senior Technical Strategist EU

The Modern MSP/CSP
Focuses on the cloud
v2016-1 ©2016 BitTitan Inc.
Scales business with automation
Driven by recurring revenueBuilds long-term customer relationships
Bundles projects, software,
and managed services
Looks continually for upsell / cross-sell
opportunities

Cloud Services Enablement for Managed Service Providers
v2016-1 ©2016 BitTitan Inc.©2016 BitTitan Inc. All trademarks and registered trademarks are the property of their respective owners.
Sell more Office 365, Azure and
complementary cloud services
 Cloud Sales Leads
 Sales Cycle Automation
 Microsoft Funding Programs
SELL
Onboard more cloud workloads
faster, without additional training
 Cloud Readiness Check
 Workload Migration
 Desktop Configuration
ONBOARD
Service your customers throughout
their entire cloud journey
 Managed Services Offerings
 Intelligent Upsell/Cross-Sell
 Customer Service-as-a-Service
SERVICE
Jumpstart your Microsoft cloud business with BitTitan Starter Kits
Office 365 Google Compete Azure Dynamics Online Skype for Business EMS
CONFIDENTIAL
STARTER KITSTARTER KIT STARTER KIT STARTER KIT STARTER KIT STARTER KIT
COMING SOON

Sell
Sell more Office 365, Azure and complementary services
 Fill the pipeline with cloud sales leads scored by advanced
data analytics
 Transform your reps in to cloud sales specialists without the
need for advanced training or certifications
 Drive higher average deal sizes with intelligent
upsell/cross-sell tools
 Cash in on valuable Microsoft incentives automatically
with our Partner Incentive Engine integration
 Cloud Sales Leads
 Scored by advanced data
analytics
 Sales Automation
 Smart Script Technology ™
 Intelligent upsell
suggestions
 Project Builder
 Easy statements of work
 Microsoft incentive
engine

Onboard
Onboard more cloud applications faster
 Assess cloud readiness and eliminate migration surprises
 Complete successful Office 365 onboarding in only two
simple steps using non-technical staff
 Migrate multiple Office 365 and Azure workloads
through a single, easy-to-use interface
 Automate desktop profile and software
configuration remotely
 Cloud Readiness
 OS and browser check
 Bandwidth check
 Workload Migration
 Mailbox, OneDrive,
Archive, Public Folder,
SPO, more
 Desktop Configuration
 Automated Outlook
Configuration across
all office locations

MAILBOXES
DOCUMENTS
PERSONAL ARCHIVES
ENTERPRISE ARCHIVES
PUBLIC FOLDERS
CLOUD STORAGE
DATABASE
Supported Migration Sources
Microsoft Office 365 · Exchange · Gmail/Google Apps · Zimbra ·
Lotus Notes · GroupWise · Open-Xchange · IMAP · POP
Microsoft OneDrive for Business · Google Drive · SharePoint ·
FileServer · Box · Dropbox
Symantec Enterprise Vault · EMC EmailXtender · EMC Source
One · HP Autonomy EAS · GWAVA Retain · Backup Files for
Exchange, Notes, GroupWise
Exchange Archives · PST Files · Google Vault · Sonian
Amazon S3 · Azure Blob
Exchange Public Folders
Microsoft SQL
Migrate from any of the following sources:

Deepen customer relationships and maximise customer lifetime value
 Offer 24/7 white label customer support
 Increase customer stickiness by selling more of your products
and services with intelligent upsell/cross-sell reports
 Aggregate other relevant third-party products to eliminate
billing and service complexity for customers
 Deliver additional value to customers through advanced
reporting of their on-premises and cloud applications
 Customer Service-as-a-Service
 Offer a 24/7 help desk
without a support team
 Managed Service Offerings
 Manage cloud applications
and run reports
 Automate common tasks
 Intelligent Upsell/Cross-Sell
 Identify add-on
opportunities by flagging
competitive products
Service

BitTitan Concierge
Why is BitTitan Concierge Important?
• Staffing a 24/7 help desk is expensive! You may not have the resources, personnel, or
infrastructure to get one started
• No more need to give out your cell phone – and have to answer calls 24/7
• Concierge is billed per-user and you can scale as your business grows – keeping costs
low
What is BitTitan Concierge?
• 24/7 help desk delivered as a service, providing your customers with support via
phone, chat, and email
• Tier 1 support for the entire IT services business
• Tier 1, 2, 3 support for Office 365

Sell more Office 365, Azure and
complementary cloud services

Desktop Incompatibility is a Common Disruption for Office 365 Migrations
HealthCheck for Office365 eliminates this roadblock and more:
• Easily deployed across desktops in multiple locations
• Comprehensive scan ensures compatibility before migrations begin
• Automatically remediate common problems with the click of a button
• Identify upsell and cross-sell opportunities
HealthCheck For Office 365

Existing software inventory Upsell/Cross-sell Opportunity
WebEx or Go-To-Meeting Skype for Business
SalesForce Dynamics CRM
Dropbox, Box OneDrive for Business
Old versions of Office Office ProPlus
Old versions of Windows Windows 10
EnterpriseVault / EV.Cloud Exchange Online / CloudArchive
Sell the entire Office 365 suite and complementary products
Upsell Engine

The value of Managed Services for a Partner
Building Successful Managed Services Offering

Azure Starter Kit
HealthCheck for Azure Database Migration Cloud Storage Migration
 Migrate On-Premises & AWS to
Azure Blob Storage
 Move Large Volumes of
Unstructured Data Easily
 Relax and Wait for Your
Migration to Complete
 Assess On-Premises SQL
Databases
 Identify opportunities from End-
of-Life Versions
 Migrate to Azure SQL—No
Training Needed
Move from cloud and
on-prem storage to Azure.
Discover opportunities to
sell Azure.
Migrate databases to the
Cloud. No training needed.
 Scan On-Premises Virtual
Machines
 Identify Workloads to Migrate
 Sell with Integrated Pricing and
ROI

HealthCheck for Azure
Automate the Assessment Process

HealthCheck for Azure provides four keys benefits:
• Deploys in minutes and quickly identifies on-premises workloads that can be easily moved to the
cloud
• Integrates Azure pricing and instantly creates ROI analysis creating the business case for your
customer
• Enables Partners to start the Azure conversation with their customer without the need for special
sales training
• Helps Partners simply the process of creating a Cloud Assessment Workshop
HealthCheck for Azure

Health Check for Azure Demo
Hardware = Lift and Shift

Health Check for Azure Demo
Workload = Right Sizing

Proof of Concept
Receive 10 Free Licenses to test Health Check for Azure

• Tens of millions of SQL 2005 databases become “end of support”
in April of 2016 affecting tens of thousands of SMB customers
• SMBs don’t have the resources, expertise or tools to successfully upgrade
these databases leaving them at risk to application corruption and security
• This huge problem in the market has created a multi-million dollar
opportunity for BitTitan partners
Database Migration provides the three keys benefits:
• Create new cloud revenue streams with new Azure-based service offerings
• Migrate “end of support” SQL 2005 databases to Azure SQL
with a few clicks and without the need for special training or certifications
• Be more competitive and deepen customer relationships
by solving a problem your customers need help with
SQL on-premises to Azure SQL
Database Migration

• Grab a larger share of your customer’s business
• Go after AWS blob storage to Azure blob storage or Azure Files
• Migrate on-premises file shares to Azure blob storage
• Migrate on-premises home drives to Azure blob storage
Cloud Storage provides the opportunity to:
Cloud Storage Migration

Azure – Data
Protection &
DR
Alex McLoughlin

Protect Data and Recover
from a Disaster using
Microsoft Azure
Alex Mcloughlin - CTO

About Union Managed Services
• 10 Year pedigree transforming the largest IT Infrastructure Environments
• Data Services where your customers need them, how your customers want them.
• Our expertise is Infrastructure, Data Protection and Business Recovery, with a human touch.
• We deliver managed infrastructure on premise, from our UK datacentres or in the Microsoft Azure public.
• Our sole focus is delivering business outcomes for customers in the 100 - 1,000 seat SME marketplace.
Union Solutions Limited 2017
Manage
Infrastructure
Protect Data Survive a Disaster

Our Customers

Protect Data
What challenges do your customers face…?
• Ransomware, user error, system failure, datacentre loss, malicious intent or
degenerative IT bugs .
• Protection windows are shrinking, data is doubling, and many fail to protect data in
appropriate to need.
• Trying to compete in a global economy with tech savvy consumers that expect a 24×7
always-on service
• If they lost a significant amount of data, the business would struggle to operate
• Legacy backup software is a huge problem. Proprietary software that locks data in a
proprietary format.

Protect Data

Protect Data
Visible
Monitored 24×7x365. Daily Exception reporting
showing compromised services and regular service
reports delivered in a language you and the
business can understand.
Specialist Expertise
Data protection has been our area of expertise for
more than 20 years.
Designed and built some of the most sophisticated
solutions for some of the most demanding
corporate environments.
Union – Data Protection as a Service
Secure and Portable
Protected data is encrypted in transit and at rest. It
never leaves your network. Historical copies needed
for compliance demands provided to you in native
format. No lock-in to proprietary software
Pay as You Grow
You pay on a consumed capacity basis. It’s an OPEX
model based on per protected GB of data, with cloud
enabled scale and economies.
Hybrid
An appliance deployed on premise, storing 31 days of
backups for Instant data restore. We replicate a copy
of your data between sites every night

Survive a Disaster
What challenges are you facing…?
• A disaster can put your customer out of business.
• They need (it’s demanded) to provide evidence of continuity plans for customers of
your customers and regulated industry inspectors.
• Unfortunately, most SME organisations are still playing catch up.
• Disaster Recovery is often at the back of the budget queue:
• Cost of delivering is substantial.
• Chews up cash and profitability.
• They’ve never had a disaster (yet…)

Survive a Disaster

Survive a Disaster
Cloud Automated
Recover all IT services inside 60 minutes.
Instant fail-over of any VM or Physical server to the
Microsoft Azure cloud.
We operate your infrastructure services all the
time they’re running in Azure
Bespoke
We create a Dynamic DR Runbook (invocation plan
which we automated against) for each customer.
Your customers are then armed with a
demonstrable plan for customers, auditors, and
regulators.
Union – Disaster Recovery as a Service
Tested
Full test invocation every year, issuing a certificate to
publish to third parties.
Union manage the entire fail-over and fail-back
processes.
Clever technology in Azure enables us to test any
server or application for DR, at anytime
Responsive
You pay on a consumed capacity basis. It’s an OPEX
model with cloud enabled scale and economies.
RPO of 60 Minutes, RTO of 60 Minutes at an SME
price point (charged per protected VM + storage)

Summary
Talk to Union and Vuzion
• Create recurring margin by selling cloud enabled managed services
• Both Products orderable through Vuzion (launching on the portal in weeks to come)
• This is a big conversation to have with customers. Multi year contracts drive
significant committed income for your organisations.
• Deal registration process locks a qualified opportunity to a Vuzion partner
• Union has marketing support and expert gun slingers ready to support your sales
effort to win business

CM / B&Q
• Customer Acquisition and
Engagement
• Simplify the Process of
Replacing your Staircase

• Power BI is a cloud-based business
analytics service (PowerBI.com) that
gives you a single view of your most
critical business data.
• You can access your data on the go with
native Power BI Mobile apps.
• Connects to all of your data, wherever it is.
• Aimed at all abilities of users to demystify
data.
What is Microsoft Power
BI?

We understand...
• It's difficult to know what MY data will look like in Power BI
• Data is not everyone's strength
• Difficult to know where to start
> Free Power BI 'Proof of Concept' Demo, With Your Data.

Rowland Dexter
Managing Director
QGate

•Introduction to QGate
•Introduction to CRM
•Dynamics 365 – what is it?
•How can QGate help you

 Intelli-CTi
 Paribus (duplicate data Cure/Prevention)

• Optimized for 250+ Employees
• Comprises CRMOL and AX
• Online / On-premises dual use rights
• 20 user minimum on AX related SKUs
• Optimized for 10-250 Employees
• Dynamics 365 for Financials
• Cloud Only – No On Premise Option
• 300 seat maximum

Operations Sales
Field
Service
Customer
Service
Sales
Field
Service
Customer
Service
Operations

£
£
Full
UsersLightUser
AppsPlans
Devices
£

(sold by FST for $25 pupm)
All prices are ERP per month
Dynamics 365 Plan 1
CRMOL
Professional
Baseline
$65
Step up to
CRMOL
Enterprise
$200
$55
$30
$40
Additional cost
purchased
separately
$125
Plan 1
functionality in
CRM Online
model
$325 per user
Additional
minimum
purchase per
tenant in CRM
Online model
$835
$50
$150
$500
$135

Securing
the Cloud
Generation
Sian John

Securing the Cloud Generation
Siân John
EMEA Chief Strategist

File
URL
Whitelist
Blacklist
Certificate
Machine
Learning
182M web
attacks blocked
last year
Discovered
430 million
new unique pieces
of malware last year
12,000+
Cloud applications
discovered and
protected
100M
social engineering
scams blocked
last year
1B
malicious emails
stopped last year
175M Consumer and
Enterprise endpoints
protected
9 global threat response
centers with
3,000 Researchers and
Engineers
1 Billion previously
unseen web requests
scanned daily
2 Billion emails
scanned per day
CLOUD GLOBAL
INTELLIGENCE
SOURCED FROM:

Complex User Definition
Regional
Office
Headquarters
Data Center
Security Stack

Complex User Definition
Regional
Office
Headquarters
Data Center
Roaming
Users
Personal Devices
Security Stack

Evolving Data Attack Surface
Regional
Office
Headquarters
Data Center
Roaming
Users
Personal Devices
Security Stack

The Expanding Network
Direct Connect Creates Expanded Networks to Protect
Regional
Office
Headquarters
Data Center
Roaming
Users
SSL Encryption
IOT DevicesPersonal Devices
SSL Encryption
Security Stack
SSL Encryption

Multi-Phased and Multi-Staged Attacks
Regional
Office
Headquarters
Data Center
Roaming
Users
Security Stack
SSL Encryption
SSL Encryption
SSL Encryption

Innovation for the Cloud Generation:
Ensuring Safe Cloud Usage
Regional
Office
Headquarters
Data Center
Roaming
Users

Integrated Cyber Defence Platform
Local
Intelligence
File
URL
Whitelist
Blacklist
Certificate
Machine
Learning
OnPremises
SIEM Integration
Data Center
Security
EncryptionContent
Analysis
Web
Protection
Performance
Endpoint
Cloud
Cloud Web
Protection
VIP
Identity
Cloud DLP CASB
Managed
PKI
Messaging
Data
Center
Security
Cloud
Sandbox
Cyber Security
Services
Encryption
Compliance Advanced Threat
Protection
Endpoint
Encrypted
Traffic
Management
DLP Security
Analytics
Management Malware Analysis
SOC Workbench
Third Party Ecosystem
Cloud

Shadow IT
Discovery & Controls
Cloud Compliance
Tokenization
Cloud Incident Response
Cloud Investigations
Cloud Policy & Remediation
Cloud DLP
Cloud Intrusion Detection
Cloud Malware Detection
Multiple Source of Data & Control Points
Proxy
CASB Gateway
Events
Outside
Perimeter
Enterprise
Perimeter
Cloud API

Office 365 + Symantec Security Offer Business Benefits
 Better protection, cost savings, and more complete coverage for compliance are among the
benefits of a combined Microsoft O365 and Symantec solution:
Email Protection Advanced Threat Protection Data Protection User Access & Authentication
A better defense again known and
unknown email viruses through
link following and heuristic
technology means fewer attacks
get through.
This reduces the risk of data loss
and the need for remediation.
Leaving employees to be more
productive.
Advanced threat protection requires
more advanced methods to detect
unknown threats plus correlation
across email, network, and endpoints.
The ability to “connect the dots” means
faster time to remediation, reducing
costs and damage to reputation.
Data loss can occur at the endpoint
(mobile or network), cloud, or as
data is in transit. Having a single
console, one policy, automated
remediation, and sophisticated
content detection (reducing the
number of false positives), that
spans all channels reduces the risk
of a breach and increase IT
productivity.
A user-friendly, tightly integrated
solution to validate users before they
access any app (including O365) or data
reduces the risk of data loss and
damage to reputation. Reduce the risk
of non-compliance with a single point of
control that supports all cloud apps. The
ability to scale cost-effectively reduces
costs and product churn.

Effectively stops new & emerging
threats with multi-layered technologies
and intelligence from one of the world’s
largest GINs
Blocks stealthy threats with cloud-based
sandboxing and deep, comprehensive
visibility into targeted and advanced
threats
Outbound MailIncoming Mail from Office 365
Delivered Mail
Connection-level spam and detection
Signature-based spam and
threat scanning
Advanced heuristics (Skeptic)
Real-Time Link Following
Cloud-Based Sandboxing
Click-Time Protection
PROTECTS AGAINST
• Malware
• Advanced threats
• Spear phishing
• Business email compromise
• Spam
• Bulk mail
Effective Threat Protection for Office 365
6

Confidential Data Protection
Granular DLP policies protect
sensitive data and help address
legal and compliance requirements
Policy-based encryption policies
automatically safeguard the security
and privacy of confidential emails
204204
PCI GLBAHIPAA ITAR  
Customizable
Control
Sensitive Information
Protected
Quick, Secure
Message
Delivery
Fast, Seamless
Encryption or
Decryption
Advanced
Multi-Channel
Coverage
Symantec Email
Security.cloud
Symantec DLP
Cloud

Thank you!
Copyright © 2016 Symantec Corporation. All rights reserved. Symantec and the Symantec Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Other names may be
trademarks of their respective owners.
This document is provided for informational purposes only and is not intended as advertising. All warranties relating to the information in this document, either express or implied, are disclaimed to the maximum extent allowed by
law. The information in this document is subject to change without notice.

Thank you to all who attended Love Cloud!
14 February, 2017 | Microsoft Paddington, London
For further information regarding any of the Love Cloud
sessions, please contact your Vuzion Account Manager.
If you are not a Vuzion partner, please contact our sales team:
partners@vuzion.cloud | 03333057911

14 February 2017 - Vuzion Love Cloud

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