Capital Markets Day - FINAL · James Akrigg , Head of Technology ... Microsoft expertise Provisioning systems 2nd & 3 rd line support Pre-sales support ... Capital Markets Day - FINAL

OUTSOURCERY PLCCAPITAL MARKETS DAY

INTRODUCTION

• Introduction to the day

• Timings

• Housekeeping

AGENDA HIGHLIGHTS

11.00am – 11.10am Introduction to the Capital Markets Day11.10am – 11.40am Where Microsoft sees the opportunity

11.40am – 12.20pm Is there a market and what does it look like?12.20pm – 12.40pm Proving the sales opportunity and meeting the

market needs12.40pm – 13.00pm Supporting the market opportunity13.35pm – 14.55pm Round up, Q&A and close

13.00pm – 13.15pm Lunch & Networking

INTRODUCTION

Ken Olisa , Chairman, Outsourcery plc

WHERE MICROSOFT SEES THE OPPORTUNITY

Mathew Eckersall , Director, UK Hosting Service Providers SMS&PJames Akrigg , Head of Technology for Partners

Growth opportunities in Hosted IT

Source: IDC Tracker, 2013 (New x86 server shipments)

Source: 451 Research survey commissioned by Microsoft Corp.

Opportunity for MS & Outsourcery in UK Government

Big data

40ZBthe size of digital universe by 2020, of which 90% will be unstructured data

Devices Apps Cloud

more than halfof information workers across 17 countries report using 3+ devices for work

one quarterof external app implementation spending will be on mobility, cloud, analytics & social, by 2016

nearly halfof total IT spend will be cloud-related by 2020

Enable employees to work from anywhere

Evolve business apps to meet new needs

Help business make faster decisions

Ensure infrastructure will scale to meet demand

Devices: “Info Workers Will Erase Boundary Between enterprise And Consumer Technologies.” Forrester Research. August 30, 2012Apps: Gartner: “Predicts 2013: Business Impact of Technology Drives the Futures Application Services Market.” Nov. 21, 2012Big data: Compiled from IDC digital universe forecastsCloud: “Prepare For 2020: Transform Your IT Infrastructure And Operations Practice.” Forrester Research. Oct. 24, 2012

People

Engage employees and customers through great experiences

Trends Shaping the Future of IT

IS THERE A MARKET AND WHAT DOES IT LOOK LIKE?

The enterprise view:

John Andrews , Group Head of Unified Communications Product Management –Large Enterprise Converged Communications, Vodafone

Vodafone and Outsourcery

John Andrews

Eirini Koukaki

June 2014

Where Vodafone and Outsourcery partner – slides

22

Where are we aligning

Why are we investing

What we are doing

Why Outsourcery

What next

Where Vodafone and Outsourcery partner – where are we aligning

Machine-to-Machine Cloud & Hosting

Connectivity Converged Communications

23

Source: Ovum Hosted & Managed UC services forecast, IDC & Enterprises Place 2013 Unified Communications Bets: How Many Horses In This Race? February 2013 , Webtorials

Where Vodafone and Outsourcery partner – why are we investing

2013 2017

UC Adoption

CAGR 29%

50%

23%

Low Maintenance

Improved Costs

Increased Productivity

Business Agility

Future Proof

UCMarket Size

UCMarket Growth

Where Vodafone and Outsourcery partner – what we are doing

Baseline

NOW

RatifyInvestment

PartneringStrategy

Win FirstCustomer

LaunchPortfolio

StrongMicrosoft

UCaaSProposition

Own customer relationshipService delivery & transformationBilling / Ordering / 1st line support

Voice and data connectivityEnd to end solution

Host platform and applications

Microsoft expertise

Provisioning systems

2nd & 3rd line support

Pre-sales support

Where Vodafone and Outsourcery partner – why Outsourcery

Why Partner Why Outsourcery

Enables a rapidGTM strategy

Low capital exposure & complexity whilst delivering

strong cash flow

Delivers market credibility & sales enablement

Partner model aligned to Microsoft strategy

Powerful Microsoft credentials(Gold Microsoft partner,

Hosting Partner of the year)

Cloud and Microsoft experts

Partner orientated –no channel conflict

IL2 capability

Strong service delivery –ITIL orientated

Very strong sales enablement

NEXT

ExpandingGeographic

reach

Roadmapevolution

Global operating modeland portfolio integration

Customers

Where Vodafone and Outsourcery partner – what next

Evolution

Any questions?

Appendix

Vodafone One Net Enterprise - featuring MicrosoftWhat is it?

o Enterprise grade SLAs

o Managed service

o Lync trial available

o Usage-based pricing model

o Resilient, DR architecture

30

o Lync, Exchange Server 2013

o All hosted in UK data centres

o Private cloud model

o Partnership via Outsourcery

o Virtually dedicated platform per customer

o Integration with legacy systems, e.g. PBX

Initial Target Market:Large organisations in both VGE (>1000 users) and VF UK (>250 users)

Functionality Roadmap

31

•Commercial tariff plans bundled for fixed and mobile Vodafone users for voice usage charges. Data charges will be included in the bundles.

•Room based video capability based on SMART board technology

•A more sophisticated console compared to the Lync Attendant client •Operator console to provide flexible call routing, announcements, reporting and multiple operational modes

•Media recording for all workflows (IM, voice, video, conference, PSTN).•Meet compliance purposes. Client-side media recording already available in Lync but doesn’t meet finance/ insurance sector compliance requirements

•Analogue Lines enable organisations to maintain the running of legacy services which require traditional connectivity i.e. fax machines

Lync Room Systems

Operator Console

Call/Media Recording

Fixed Mobile Integration

Plans to launch in Q3/ Q4 FY14-15 across all existing geographies

Analogue Lines

Expanding Geographic Reach

32

National Channels in Europefrom FY13/14

Reaching into APACfrom FY14/15

Expanding into Europefrom FY14/15

IS THERE A MARKET AND WHAT DOES IT LOOK LIKE?

The SMB view:

Simon Howitt , Chairman, IP Solutions

TITLE The SMB View

DATE 30th June 2014

PRESENTED BY Simon Howitt

INTRODUCTION

Outsourcery Capital Markets Day

• Founded in 2001

• Providing communication services to the SME market

• Our sweet spot is organisations from 50-500 employees

• We were “born in the Cloud”

– Connectivity

– VOIP

• We also specialise in mobilising applications

• An innovative and early mover

WHERE WE ARE NOW?

• Customers wanting to consume service through OPEX rather than CAPEX

• Serious traction in selling “Hosted Voice” services

• Voicenet’s second largest reseller in the UK

• But as the name suggests, this only addresses the voice element of

communications

• Customer feedback - they want MORE….under the same model (deployed

using the Cloud on a £pupm basis)

• A true UC in the Cloud


WHERE WE WILL BE?

• Fast emerging trend - hosted Lync

• Efficiency can give true differentiation in their market

• The larger % of our new business meetings are centred around Lync and therefore UC in the Cloud

• Traditional Hosted Voice customers migrating to Hosted Lync to get more functionality

• We predict that hosted Lync will become our “Killer App” and help us to win in the market


HOW WILL WE GET THERE?

• We are a Reseller and as such our success is a result of the relationships we

have with our providers

• This requires that at the heart of the relationship we enjoy….

– Strategic overviews

– Visibility to product roadmap development process

– Sales education

– Process enablement

– Feedback forums

– Outstanding support


HOW WILL WE GET THERE?

• This is where Outsourcery excel– Core resources and training

– We can prospect, sell and transact as easily as possible

– The customer having the best experience

• To date we have built an encouraging pipeline– 3x customers at advanced POC or deployment stage

– 5x customers at second stage for demonstration

– Major outbound campaign planned over next Q

• Our aim and ambition is become one of their prime partners to cover the SME sector during next 6 months


PROVING THE SALES OPPORTUNITY AND MEETING MARKET NEEDS

Wayne Buttigieg , Head of Infrastructure and Media Services, London Business School

www.london.edu

A journey to the cloud

Wayne ButtigiegHead of Infrastructure

and Media Services

Nice picture of LBS

Introduction

London Business School

42

London Business School

43

• Degree Programmes • Postgraduate only with Business and Finance focus• Top five business school in rankings (currently

number one for Masters in Finance)• Approximately 1000 MBAs per annum

• Corporate Education • Open and bespoke professional education

programmes

• Refurbishing Old Marylebone Town Hall to double our available teaching space

1. Assess the existing IT and telecoms infrastructur e

2. Shape the London Business School IT Strategy

Challenges

My initial priorities

44

• Data Centre not fit for purpose

• Environmental challenges (water leaks and cooling)

• Three separate phone systemsserving 1300 extensions across five buildings (main campus PBX dates from 1992)

• Just a basic phone service with voicemail

• Email servers outdated and full to capacity (email accounts capped in size)

• Fragmented approach to conferencingand online meetings (GoToMeeting, Webex, etc)

The legacy

Aging infrastructure

45

“Increasingly, new software systems are being hosted from the internet or the cloud rather than internal IT departments. This brings opportunities in terms of speed of deployment and economies of scale.”

“Instead of going through the cycle of replacing the underlying infrastructure every five years we should look at consuming ‘as a service.’”

London Business School IT Strategy 2013

Alternative delivery models

A new IT strategy

46

• Three disparate methods of communicating - email, te lephony and audio/video conferencing

• Replace or unify?

Unified Communications

A new opportunity

47

• Unified Communications integrates all three and add s extra features such as instant messaging

• Identified hosted Microsoft Lync platform and Offic e 365 for email would be the ideal solution


A new opportunity

48

• Requirements

• Hosted Unified Communications platform

• Expertise to migrate to Office 365

• Integration with Office 365 including support

The tender


49

• Expertise in Microsoft Lync

• A unique hybrid cloud solution for Unified Communic ations

• Expertise to migrate email to Office 365

• Prepared to take ownership of the full Unified Comm unications solution

Win Tender

Outsourcery

50

51

Data CentrePrivate Cloud

Our hardwareOur software

Managed on our terms

Email (Office 365)Public Cloud

Public cloud hardwarePublic software

Standardised service

Unified MessagingHybrid Cloud

Public cloud hardwarePrivate cloud software

Bespoke integration between our private and public clouds

• Integrated video conferencing from lecture theatres

• Integration with London Business School’s applicati ons and websites

• Lync Online for students (public cloud) integrated with Outsourcery’s Lync service for staff and faculty (hybrid cloud)

The Future

52

www.london.edu

A journey to the cloud

Any questions?

SUPPORTING THE MARKET OPPORTUNITY

Steve Howe , Vice President and Chief Operating OfficerHP Enterprise Group, UK&I

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

Supporting the market opportunity

Steve HoweChief Operating Officer UK&IOutsourcery Capital Markets DayJune 30th 2014

© Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.56

Every G eneration has a Defining Industry


Change is happening much faster

SpeedAOL took 9 years to get to 1 million usersFacebook took 9 monthsDraw Something took 9 days.

Capacity1 billion Facebook posts per day2.5 billion exabytes of data200 million tweetsBy 2020, we could run out of electricity….

The InternetClient/Server

Mobile, Social, Big Data & The Cloud

Database

ERP

CRM

SCM

HCM

HCM

PLM

MRM

Amazon Web Services

OpSource

IBM

GoGrid

Rackspace

Joyent

Hosting.com

Tata Communications

Datapipe

PPM

Alterian

Hyland

LimeLight NetDocuments

NetReach

OpenText

PaperHost

Xerox

Google

HP

Microsoft

SLI Systems

EMC

IntraLinks

Jive Software

Qvidian

Sage

salesforce.com

SugarCRM

Volusion

Xactly

Zoho

Adobe

Avid

Corel

Microsoft

Paint.NET

Serif

Yahoo

CyberShift

Saba

Softscape

Sonar6

Ariba

Yahoo!

Quadrem

Elemica

Kinaxis

CCC

DCC

SCM

Cost Management

Order Entry

Product Configurator

Bills of MaterialEngineering

Claim Processing

Inventory

Manufacturing Projects

Quality Control

Business

Education

Entertainment

Games

Lifestyle

Music

Navigation

News

Photo & Video

Productivity

Reference

Social Networking

Sport

Travel

Utilities

every 60 seconds

400,710 ads requests

2000 lyrics playedon Tunewiki

1,500 pingssent on PingMe

34,597 peopleare using Zinio

208,333 minutesAngry Birds played

23,148 apps downloaded

Unisys

Burroughs

Hitachi

NEC Bull

Fijitsu

ADP VirtualEdge

Cornerstone onDemand

CyberShift

Workbrain

Kenexa

Saba

Softscape

Sonar6

SuccessFactors

Taleo

Workday

Workscape

Exact Online

FinancialForce.com

IntacctNetSuite

SAP

NetSuite

Plex Systems

Cash Management

Accounts Receivable Fixed AssetsCosting

Billing

Time and Expense

Activity ManagementPayroll

Training

Time & Attendance RosteringSales tracking & Marketing

CommissionsService

Data Warehousing

98,000 tweets

Finance

box.net

Facebook

LinkedIn

TripIt

Pinterest

Zynga

Zynga

Baidu

Twitter

Twitter

Yammer

Atlassian

Atlassian

MobilieIronSmugMug

SmugMug

Atlassian

Amazon

AmazoniHandy

PingMe

PingMe

Associatedcontent

Flickr

Snapfish

YouTube

Answers.com

Tumblr.

Urban

Scribd.

Pandora

MobileFrame.com

Mixi

CYworld

Qzone

Renren

Xing

Yandex

Yandex

Heroku

RightScale

New Relic

AppFog

Bromium

Splunk

CloudSigma

cloudability

kaggle

nebula

Parse

ScaleXtreme

SolidFire

Zillabyte

dotCloud

BeyondCore

Mozy

Viber

FringToggl

MailChimp

Quickbooks

Hootsuite

Foursquare

buzzd

Dragon DictioneBay

SuperCam

UPS Mobile

Fed Ex Mobile

Scanner Pro

DocuSign

HP ePrint

iSchedule

Khan Academy

BrainPOP

myHomework

Cookie Doodle

Ah! Fasion Girl

Mainframe


Scale growing much faster

202040ZB

Source: IDC (figure exceedsprior forecasts

by 5 ZBs)

2005 2010 20122015

8.5ZB

2.8ZB1.2ZB0.1ZB

Business insight at lightning speeds

Next-generation competitive advantage delivered through:

Business questions arise automatically from data

Personalized content follows you


A New Style of IT is emerging

Client / Server

PCs

Transactional Systems

New Style of IT

Cloud

Mobility Big Data

Social


Cloud & SMB Market Trends

By 2020 it is predicted over 70% of UK IT will be consumed within Cloud (IDC, Cloud Computing Survey 2012)

WW cloud services valued at $47bn for 2014 (CAGR 28%) In 3 years it is forecasted to reach $107bn (IDC, Cloud Research 2013)

UK SMB Cloud market valued at £1.4bn for 2013 & predicted to almost double to £2.5bn in 2016 (IDC, 2013, CSW, 2013)


It will be a hybrid world…….

BuildCloud services

ConsumeCloud services

Private Cloud Managed Cloud Public CloudTraditional

SLAsavailability, security, agility, compliance, cost


HP’s Partner Ecosystem – CloudAgile Programme‘New Style of IT requires a New Style of working and selling’

• HP have developed a partner ecosystem to deliver services for the new style of IT

• Based on HP’s innovative leading technology and ongoing roadmap developments

• Each of HP’s Cloud Agile Partners has a specific focus in terms of market segment, services offered and SLA’s

• The Outsourcery Lync service offering is a key element in HP’s Cloud Agile Partner services portfolio in the UK.

HP CloudAgile


HP & Outsourcery – Joint GTM activityFrom joint marketing to collaborative sales..

Collaborative Sales• HP will incentivise its UK SMB salesforce from July 2014 to

broker Outsourcery Lync services

• Addressing over 2000 customers , the 32 person HP sales team will work alongside Outsourcery to offer customers the Lync based services

Joint Marketing • End User Awareness : E-shots to 15,000 consumers. Social media –

Linked in, twitter, Facebook. • Media Coverage - Cloud Pro and Channel Pro• Events: HP Cloud Expo sponsorship• Channel Program : Targeting 250 HP Channel Reseller Partners with

Webinars & telemarketing


“To remain static is to lose ground.”

David Packard


Thank youSteve HoweChief Operating Officer UK&IJune 30th 2014

ROUND UP, Q&A AND CLOSE

Ken Olisa, ChairmanPiers Linney, Co-CEOSimon Newton, Co-CEOOutsourcery

Lunch and networkingThank you