2011 Singapore SMB Cloud Playbook - Strategic and Tactical GTM Planning Guide
AMI Partners, September 2011
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.
Singapore SMB Cloud Services Tactical Guide: Introduction & Background
Singapore SMB Technology Penetration: Report Context/Overview
SECTION ONE: MANAGEMENT SUMMARY – SMB CLOUD MARKETING STRATEGY
Singapore SMB Employee Segments Value Prop and Role of Cloud
Singapore SMB Cloud Profile: <10 Employee Firms
Singapore SMB Cloud Profile: 10-49 Employee Firms
Singapore SMB Cloud Profile: 50-249 Employee Firms
Singapore SMB Cloud Profile: 250+ Employee Firms
Singapore Internet SMBs are interested in various flavors of cloud
Singapore SMB Interest in Cloud Services & Solutions
Singapore SMB Free vs. Paid Cloud Services Usage
Singapore SMB Cloud Services Spending
Singapore SMB Bundling Summary Takeaways
Singapore SMB Productivity/Collaboration Suite Bundles by Employee Size Segment
Singapore SMB Suggested Optimal RMITS/IaaS Bundles by Employee Size Segment
Singapore SMB Suggested Optimal UC Bundles by Employee Size Segment
Singapore SMB SaaS and Infrastructure-Driven Bundle Summary
Singapore SMB Unified Communications and Fixed-Line Broadband-Driven Bundle Summary
Singapore SMB Mobile Broadband, Smartphone, and Tablet PC-Driven Bundle Summary
Singapore SMB Cloud Services Spending by Channel Partner Type
Singapore SMB Interest in Purchasing Hosted Productivity/Collaboration Suite By Channel Type
SECTION TWO: CLOUD SERVICES MARKET OPPORTUNITY
Singapore SMB ICT Spending: Migration to Cloud Accelerating
Singapore SMB: Rapid Growth Expected Across Key Cloud Components
Singapore SMB Growth in Cloud Services by Employee Size
Singapore SMB SaaS Opportunity Breakout
Singapore SMB RMITS/IaaS Opportunity Breakout
Singapore SMB Unified Communications Opportunity Breakout
SECTION THREE: CLOUD BUNDLING
Singapore SMB Strong Opportunity for Service Providers & Hosters to Broaden Revenue Stream, Increase ARPU and Reduce Switching, With Successful Bundles
Singapore SMB Components for Cloud Offers/Bundles
Singapore Internet SMBs: Growing demand for integrated & bundled cloud solutions
Singapore SMB Segments showing high interest in bundling SaaS apps with Cloud infrastructure and UC solutions
Singapore SMB Creating SMB Cloud Offers/Bundles and Revenue Potential
Singapore SMB SaaS Productivity Attach/Revenue Potential Example
Singapore SMB Bundling Themes Discussion
Singapore SMB Software as a Service (SaaS)-Driven Bundles
Singapore SMB Most Preferred SaaS (Productivity/Collaboration) Driven Bundles by Purchase Probability
Singapore SMB Most Preferred SaaS (Productivity/Collaboration) Driven Bundles by Market Opportunity
Singapore SMB Top 5 SaaS (Productivity/Collaboration) Driven Bundles Based on Revenue Potential Assessment
Singapore SMB Remotely Managed IT Services (RMITS)-Driven Bundles
Singapore SMB Most Preferred RMITS-Driven Bundles by Purchase Probability
Singapore SMB Most Preferred RMITS-Driven Bundles by Market Opportunity
Singapore SMB Top 5 RMITS-PC Monitoring Bundles Based on Revenue Potential Assessment
Singapore SMB Top 3 RMITS-Network Monitoring Bundles Based on Revenue Potential Assessment
Singapore SMB Infrastructure as a Service (IaaS)-Driven Bundles
Singapore SMB Most Preferred IaaS-Driven Bundles by Purchase Probability
Singapore SMB Most Preferred IaaS-Driven Bundles by Market Opportunity
Singapore SMB Top 3 IaaS Bundles Based on Revenue Potential Assessment
Singapore SMB Unified Communications (UC)-Driven Bundles
Singapore SMB Most Preferred UC-Driven Bundles by Purchase Probability
Singapore SMB Most Preferred UC-Driven Bundles by Market Opportunity
Singapore SMB Top 5 UC Bundles – Revenue Potential Assessment
Singapore SMB Fixed-Line Broadband-Driven Bundles
Singapore SMB Most Preferred BB (<5 Mbps)-Driven Bundles by Purchase Probability
Singapore SMB Most Preferred BB (5+ Mbps)-Driven Bundles by Purchase Probability
Singapore SMB Most Preferred BB (<5 Mbps)-Driven Bundles by Market Opportunity
Singapore SMB Most Preferred BB (5+ Mbps)-Driven Bundles by Market Opportunity
Singapore SMB Top 5 Fixed-Line BB (<5 Mbps) Bundles Based on Revenue Potential Assessment
Singapore SMB Top 5 Fixed-Line BB (5+ Mbps) Bundles Based on Revenue Potential Assessment
Singapore SMB Mobile Broadband-Driven Bundles
Singapore SMB Most Preferred Mobile Broadband -Driven Bundles by Purchase Probability
Singapore SMB Most Preferred Mobile Broadband Driven Bundles by Market Opportunity
Singapore SMB Top 5 Mobile Broadband Bundles Based on Revenue Potential Assessment
Singapore SMB Smartphone-Driven Bundles
Singapore SMB Most Preferred Smartphone-Driven Bundles by Purchase Probability
Singapore SMB Most Preferred Smartphone-Driven Bundles by Market Opportunity
Singapore SMB Top 5 Smartphone Bundles Based on Revenue Potential Assessment
Singapore SMB Tablet PC-Driven Bundles
Singapore SMB Most Preferred Tablet PC-Driven Bundles by Purchase Probability
Singapore SMB Most Preferred Tablet PC-Driven Bundles by Market Opportunity
Singapore SMB Top 5 Tablet PC Bundles Based on Revenue Potential Assessment
SECTION FOUR: ROUTES TO MARKET (RTM) AND SWITCHING ASSESSMENT
Singapore SMB Purchasing IT Solutions from a Communications Service Provider
Singapore SMB More Inter-dependencies Among SPs/Hosters, IT Vendors & CPs – Ecosystem Evolution
Singapore SMB Integrated Online Service: Interest in Purchasing from Service Providers
Singapore SMB Top Service Providers
Singapore SMB Likelihood of Switching Communications Service Providers in Next 12 Months vs. Likelihood of Switching to Obtain Hosted Productivity/Collaboration Suite
Singapore SMB Likelihood of Purchasing Professional Services from Communications Service Provider
Singapore SMB Likelihood of Switching Communications Service Provider to Purchase IT Hardware, Software or Services
Singapore SMB Preferred Channels for Delivering Online Monitoring Services
Singapore SMB Top 3 Factors that Motivate SMBs to Buy IT Solutions From Communications Service Providers
Singapore SMB Likelihood of Purchasing IT Hardware and Software from Communications Service Provider
Singapore SMB Preferred Method of Purchasing from a Communications Service Provider
APPENDIX
Singapore SMB Firmographics
Singapore SMB ICT Usage Profile
Singapore SMB Cloud Services: Interest and Usage
Singapore SMB Definitions and Methodology
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