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2011 Vietnam SMB Cloud Playbook - Strategic and Tactical GTM Planning Guide Product Image

2011 Vietnam SMB Cloud Playbook - Strategic and Tactical GTM Planning Guide

  • ID: 1946154
  • September 2011
  • Region: Vietnam
  • AMI Partners

This study provides a tactical framework for architecting cloud-based services offerings to meet the increasing demand for cloud services by SMBs. SMBs’ needs for specific cloud applications and services are synthesized into pre-packaged “bundles” or offers with quantitative, survey-based take rates and associated revenue potential.

The tactical guide provides analyses of the purchase probability and supplier revenue potential of a number of different service options bundled with selected baseline offers. AMI’s analysis provides for numerous positioning themes with which to engage SMB decision makers. AMI’s Cloud research shows that bundles tend to have a positive impact on purchase probabilities, thereby uplifting revenue and annuity streams.

Vietnam SMB Cloud Services Tactical Guide: Introduction & Background

Vietnam SMB Technology Penetration: Report Context/Overview

SECTION ONE: MANAGEMENT SUMMARY – SMB CLOUD MARKETING STRATEGY

Vietnam SMB Employee Segments Value Prop and Role of Cloud

Vietnam SMB Cloud Profile: <10 Employee Firms

Vietnam SMB Cloud Profile: 10-49 Employee Firms

Vietnam SMB Cloud Profile: 50-249 Employee Firms

Vietnam SMB Cloud Profile: 250+ Employee Firms

Vietnam Internet SMBs are interested in various flavors of cloud

Vietnam SMB Interest in Cloud Services & Solutions

Vietnam SMB Free vs. Paid Cloud Services Usage

Vietnam SMB Cloud Services Spending

Vietnam SMB Bundling Summary Takeaways

Vietnam SMB Productivity/Collaboration Suite Bundles by Employee Size Segment
Vietnam SMB Suggested Optimal RMITS/IaaS Bundles by Employee Size Segment
Vietnam SMB Suggested Optimal UC Bundles by Employee Size Segment

Vietnam SMB SaaS and Infrastructure-Driven Bundle Summary

Vietnam SMB Unified Communications and Fixed-Line Broadband-Driven Bundle Summary

Vietnam SMB Mobile Broadband, Smartphone, and Tablet PC-Driven Bundle Summary

Vietnam SMB Cloud Services Spending by Channel Partner Type
Vietnam SMB Interest in Purchasing Hosted Productivity/Collaboration Suite By Channel Type

SECTION TWO: CLOUD SERVICES MARKET OPPORTUNITY

Vietnam SMB ICT Spending: Migration to Cloud Accelerating

Vietnam SMB: Rapid Growth Expected Across Key Cloud Components

Vietnam SMB Growth in Cloud Services by Employee Size

Vietnam SMB SaaS Opportunity Breakout

Vietnam SMB RMITS/IaaS Opportunity Breakout

Vietnam SMB Unified Communications Opportunity Breakout

SECTION THREE: CLOUD BUNDLING

Vietnam SMB Strong Opportunity for Service Providers & Hosters to Broaden Revenue Stream, Increase ARPU and Reduce Switching, With Successful Bundles
Vietnam SMB Components for Cloud Offers/Bundles

Vietnam Internet SMBs: Growing demand for integrated & bundled cloud solutions
Vietnam SMB Segments showing high interest in bundling SaaS apps with Cloud infrastructure and UC solutions

Vietnam SMB Creating SMB Cloud Offers/Bundles and Revenue Potential

Vietnam SMB SaaS Productivity Attach/Revenue Potential Example

Vietnam SMB Bundling Themes Discussion

Vietnam SMB Software as a Service (SaaS)-Driven Bundles

Vietnam SMB Most Preferred SaaS (Productivity/Collaboration) Driven Bundles by Purchase Probability

Vietnam SMB Most Preferred SaaS (Productivity/Collaboration) Driven Bundles by Market Opportunity

Vietnam SMB Top 5 SaaS (Productivity/Collaboration) Driven Bundles Based on Revenue Potential Assessment

Vietnam SMB Remotely Managed IT Services (RMITS)-Driven Bundles

Vietnam SMB Most Preferred RMITS-Driven Bundles by Purchase Probability

Vietnam SMB Most Preferred RMITS-Driven Bundles by Market Opportunity

Vietnam SMB Top 5 RMITS-PC Monitoring Bundles Based on Revenue Potential Assessment

Vietnam SMB Top 3 RMITS-Network Monitoring Bundles Based on Revenue Potential Assessment

Vietnam SMB Infrastructure as a Service (IaaS)-Driven Bundles

Vietnam SMB Most Preferred IaaS-Driven Bundles by Purchase Probability

Vietnam SMB Most Preferred IaaS-Driven Bundles by Market Opportunity

Vietnam SMB Top 3 IaaS Bundles Based on Revenue Potential Assessment

Vietnam SMB Unified Communications (UC)-Driven Bundles

Vietnam SMB Most Preferred UC-Driven Bundles by Purchase Probability

Vietnam SMB Most Preferred UC-Driven Bundles by Market Opportunity

Vietnam SMB Top 5 UC Bundles – Revenue Potential Assessment

Vietnam SMB Fixed-Line Broadband-Driven Bundles

Vietnam SMB Most Preferred BB (<5 Mbps)-Driven Bundles by Purchase Probability

Vietnam SMB Most Preferred BB (5+ Mbps)-Driven Bundles by Purchase Probability

Vietnam SMB Most Preferred BB (<5 Mbps)-Driven Bundles by Market Opportunity
Vietnam SMB Most Preferred BB (5+ Mbps)-Driven Bundles by Market Opportunity
Vietnam SMB Top 5 Fixed-Line BB (<5 Mbps) Bundles Based on Revenue Potential Assessment

Vietnam SMB Top 5 Fixed-Line BB (5+ Mbps) Bundles Based on Revenue Potential Assessment

Vietnam SMB Mobile Broadband-Driven Bundles

Vietnam SMB Most Preferred Mobile Broadband -Driven Bundles by Purchase Probability

Vietnam SMB Most Preferred Mobile Broadband Driven Bundles by Market Opportunity

Vietnam SMB Top 5 Mobile Broadband Bundles Based on Revenue Potential Assessment

Vietnam SMB Smartphone-Driven Bundles

Vietnam SMB Most Preferred Smartphone-Driven Bundles by Purchase Probability
Vietnam SMB Most Preferred Smartphone-Driven Bundles by Market Opportunity
Vietnam SMB Top 5 Smartphone Bundles Based on Revenue Potential Assessment
Vietnam SMB Tablet PC-Driven Bundles

Vietnam SMB Most Preferred Tablet PC-Driven Bundles by Purchase Probability

Vietnam SMB Most Preferred Tablet PC-Driven Bundles by Market Opportunity

Vietnam SMB Top 5 Tablet PC Bundles Based on Revenue Potential Assessment

SECTION FOUR: ROUTES TO MARKET (RTM) AND SWITCHING ASSESSMENT

Vietnam SMB Purchasing IT Solutions from a Communications Service Provider

Vietnam SMB More Inter-dependencies Among SPs/Hosters, IT Vendors & CPs – Ecosystem Evolution

Vietnam SMB Integrated Online Service: Interest in Purchasing from Service Providers

Vietnam SMB Top Service Providers

Vietnam SMB Likelihood of Switching Communications Service Providers in Next 12 Months vs. Likelihood of Switching to Obtain Hosted Productivity/Collaboration Suite

Vietnam SMB Likelihood of Purchasing Professional Services from Communications Service Provider

Vietnam SMB Likelihood of Switching Communications Service Provider to Purchase IT Hardware, Software or Services

Vietnam SMB Preferred Channels for Delivering Online Monitoring Services

Vietnam SMB Top 3 Factors that Motivate SMBs to Buy IT Solutions From Communications Service Providers

Vietnam SMB Likelihood of Purchasing IT Hardware and Software from Communications Service Provider

Vietnam SMB Preferred Method of Purchasing from a Communications Service Provider

APPENDIX

Vietnam SMB Firmographics

Vietnam SMB ICT Usage Profile

Vietnam SMB Cloud Services: Interest and Usage

Vietnam SMB Definitions and Methodology

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