Outline - athsani.comeMail $16.65/user UC: Web Conferencing (10 participants) $49.00 Biz Prod: Office Tools (Google Apps, Microsoft Office 365, Open Office) $80/user Biz Prod: Workflow

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential 1

Outline

11/2/16

Competitive Analysis - Features Competitive Analysis - Pricing Product Breakdown Roadmap Partnership Roadmap


eBento Competitors: Providers of SaaS Enablement Platforms

11/2/16

Company Huawei HP Parallels Google Salesforce.Com Alcatel Lucent

Product(s) eBento HP Aggregation

platform for SaaS

Parallels Automation: Cloud

Service Delivery Google Apps/ App

Engine App Exchange/

Force.com Open API Platform

Suites

App-store web portal for end-users

x x x x x

End-user self-service admin tools

x x x x x

App developer registry/platform

x x (Application Standards

Package only) x x x

Identity and access management x x x x x API tools

Mobile device management x x

Mobile App provisioning x x x x? x

Mobile-enable custom apps x API tools

SAMPLE



11/2/16



platform for SaaS Parallels Automation:

Cloud Service Delivery Google Apps/ App



Suites

Integrated SaaS Apps

integrated communications apps:

VoIP x X x planned x (via partners)

integrated communications apps:

UC x x x planned x (via partners)

integrated collaboration apps:

social networking x x x x x

Integrated mobile office/UC x x

SAMPLE



11/2/16



platform for SaaS Parallels Automation:

Cloud Service Delivery Google Apps/ App



Suites

CSP/Reseller Functionality

SaaS orchestration x x x x x

Performance Monitoring x x x x

Supports integration with legacy OSS/BSS x x x

Billing/Payment Module x x x x

Provisioning Module x x x

White Labeling x x x

Promotion Analytics ? x Revenue Management bet.

SaaS providers, CSPs, Resellers ? x x

Support for SaaS Consumption models (trial, subscription, pay per use) ? x x

SAMPLE



11/2/16



platform for SaaS

Parallels Automation: Cloud Service

Delivery Google Apps/ App



Suites

Delivery Options

Does the platform provider offer these delivery options?

Licensed software (hosted by CSP) x x x x

SaaS (Hosted by Platform Provider) x x x x SAMPLE


Outline

11/2/16



SaaS Services Market Pricing

11/2/16

SaaS Services Average Price Per Month

Average Pay Per Use Price

eMail $16.65/user

UC: Web Conferencing (10 participants)

$49.00

Biz Prod: Office Tools (Google Apps, Microsoft Office 365, Open Office)

$80/user

Biz Prod: Workflow (Basecamp, Project.net, )

$99

Biz Prod: DMS (Sharepoint, Knowledge Tree)

$189

Biz Prod: Dektop/App Virtualization Tools (Citrix-GoToMyPC)

$12.37

Biz Prod: Design (Adobe Photoshop Express, Balsamic Mockups for Desktop)

$79

Biz Prod: Data Management (iDrive, SugarSync, Dropbox, )

$7.05

Biz Prod: Backup, sync (Rseven-mobile sync service )

Free

Biz Prod: Analytics(Survey Monkey, Social Snap )

$24.50

SaaS Services Average Price Per Month

Average Pay Per Use Price

UC: Hosted PBX (8X8, Panterra Networks, RingCentral, Onebox)

$38/user

UC: Internet Fax (PamFax, eFax)

$11.62 $0.13/page pay per use

Biz Prod: Expense Mgmt (Chargify, Xero, Certify)

$36.83/10 users

Biz Prod: CRM (Zoho, Salesforce)

$ 16.75 Tiered pricing

Biz Prod: Campaign Monitoring (Spreadable, TweetDeck, HootSuite, Campaign Monitor, mailchimp)

$12.08 subs

UC: ERP (Open Pro, NetSuite, Everest Software, Microsoft Dynamic AX, Sage ERP, Epicor, Interprise Suite)

$1087.8 /user, mo.

$ 4359.80 (installation, hardware, software, etc.)

HR Management (Payroll, Sage, Oracle, Intuit, amazon Mechanical turk, Workforce Logic)

Pay as you go and comission

SAMPLE


SaaS Services UC Market Pricing

11/2/16

Company Internet Fax Recording Online Conferencing Mobility Additional Storage

8x8 $12.99 $12.99 $29.99 $4.99 $12.99

Onebox (Executive $29.95 2000 mins)

Included Included Included NA NA

Aptela $5 $10 ? NA NA

Fonality NA Free Free audio only NA NA

Nextiva $14.95 NA 3-way calling only NA NA

Ring Central $7.99 (300 pages) -$0.039/pg

NA Free. Audio only NA NA

Vocalocity $14.99 NA $14.99 + $0.03/min 30 participants

NA NA

SAMPLE


Competitive Pricing Analysis

11/2/16

IPPBX Single User 8X8, Inc -‐Small business Solu3on $20.00

Onebox $49.95

Panterra Networks $39.95

Ring Central $24.99

Aptela $25.00

Vocalocity $25.00

Nex3va $25.00

Fonality $39.95

Email Product Name Single User

Google Gmail Free

Yahoo Yahoo Free

Yahoo Yahoo! Business Email

$34.95

MST Business Produc3vity Online Standard Suite

$10.00

Cisco Cisco Mail -‐ Webmail package

$5.00

Collabora:on License per host

Citrix – GoTo Mee3ng

$39.00

Cisco – WebEx $59.00

Free Conferencing-‐ Reserva3onless Premium

Free / 0.10 per minute per user

Fax Monthly and by the page

PamFax $ 8.40 mo./ $0.13 each page

eFax $ 14.13 each mo/ $0.15 each page

SAMPLE



11/2/16

Office Tools Single User

Google Apps

$50.00 (First 50 free)

OpenOffice Free

Microso^ 365

$ 6.00 /1-‐50

$ 24.00 50 and more

Workflow Single User

Project.net Free

Basecamp Plus $ 49.00 / The sweet spot $ 99.00/ Max $ 149.00

Analy:cs By campaign and use

Social Snap $25.00 (star3ng price)

SurveyMonkey Free

SurveyMonkey Pro

$23.99

Data Management

Usage and storage

Rseven-‐ Mobile Sync

Free

IDrive Basic and Pro

Free/$4.95 star3ng with 150 GB

IDrive Business

$9.95 star3ng with 50 GB

SugarSync $4.16 star3ng with 30 GB

Dropbox Free/$9.99 star3ng with 50 GB

Desktop/App Virtualiza:on Tools

License per host

Citrix – GoToMy PC

$8.25

Citrix – GoToMy Pro

$16.5

Design Single User

Adobe Photoshop Express

Free

Balsamiq-‐Mockups for Desktop

$79.00

DMS Device/user/storage

Microso^-‐Sharpoint

$250 (device/user)

Microso^-‐Sharpoint CAL

$284 (device/user)

Knowledge Tree

$32.00 mo. User with annual billing

SAMPLE



11/2/16

Workflow Single User

Project.net Free

Basecamp Plus $ 49.00 / The sweet spot $ 99.00/ Max $ 149.00

HR Management

Payroll – Paycom

ADP

BeyondWork $5000 (one 3me fee)

Sage Abra

Oracle-‐PeopleSo^ $20,000

Intuit-‐ QuickBase $299

Amazon Mechanical Turk

$Pay as you go and 10% commission

Workforce Logic Commission

CRM Single User

Zoho $25.00

Zoho with Salesforce automa3on

$12.00

Salesforce Contact Manager

$5.00

Salesforce Group

$25.00

Travel Expense

Single User

Chargify $39.00

Xero $19.00

Cer3fy $52.50

ERP Price Per User/License

OpenPro $1000 license

OpenPro-‐On Demand

$50.00 user

NetSuite $999 (5 users)

Everest So^ware

$ 15000 (3 users, implementa3on and training)

Microso^ Dynamic AX

$3000 ini3al license/user

SAGE ERP $ 1295.00/user

Epicor $4000/installa3ons. Users from 1-‐1000

Interprise Suite

$995.00 License

Interprise On Demand

$99.00 mo. Min 3 users and $ 199 for website

SAMPLE

HUAWEI TECHNOLOGIES CO., LTD. Huawei Confidential 12 11/2/16

Social Networking

Monthly Costs

Spreadable $24.00

TweekDeck $.41 (one 3me fee 5.00 dls)

HootSuite $5.99

Campaign Monitor

$15.00/ 0-‐500 subscribers

Mailchimp $15.00/501-‐1000 subscribers


SAMPLE


Outline

11/2/16



Solution Architecture

11/2/16

App Store

SaaS Services

Portals Corporate

SMB end user access to services

Service Provider Service Provider access

to services

Tech Partner Tech partner access to

services

SaaS App Marketplace

Platform Services

CaaS Biz Productivity IaaS Hosted UC

e.g. Internet Fax

Social Media e.g. Microblogging

Desktop/App Virtualization

e.g. Citrix Receiver

Analytics e.g. WebTrends

Storage/ Servers

e.g. SingleCloud

Travel/Expense Mgmt

e.g. American Express

Reporting/ Analytics

e.g. Sales report

HR Mgmt e.g. Kronos

Billing System e.g. Credit card

settlements

Identity & Access Management e.g. AAA/SSO

Helpdesk System e.g. Online support

Secu

rity/

Com

plia

nce

e.g.

http

s ce

rtific

atio

n

Service and Device provisioning

e.g. Automated provisioning

Sales & Promo Tool

e.g. Sales wizard

CRM e.g.

Salesforce

Supply Chain e.g. SAP

ERP e.g. SAP Email Service

e.g. Yahoo

Collaboration e.g. Conferencing

Marketplace Mgmt for Service Providers

Marketplace Access for Tech Partner

SAMPLE


Portal Definition

11/2/16

Portals

Corporate Portal Tiered access. SMB admins can manage: 1) employee: login management, employee profile, role, permissions, billing (buying rights), device assignment 2) device info - device type, phone number, personal or SMB-owned 3) services - app assignments based on employees/ device/roles, access to analytics 4) role customization: ability to create roles and assigned apps based on the roles 5) Billing – manage credit cards, recurring, consolidated billing etc SMB end users can: 1)  Manage device info 2)  Manage their profile 3)  Access to services 4)  Access to service ratings: submit,

edit

Service Provider Portal Tiered access. CSP eBento admin can manage: 1)  Access to SMB portal 2)  Access to the SaaS provider portal 3)  Access to the billing management

portal eBento access: login management, employee profile, role

4)  Access to support portal 5)  Access to service analytics

Tech Partner Portal TP admin can manage: 1)  employee: login management,

employee profile, role 2)  App(s) - app profile e.g. name,

description, version, link to platform marketplace, app update uploader and alert system e.g. ability to send version updates to CSP or direct customers

3)  App billing management: price, rev share, promos,

CSP can manage: 1) SaaS Provider: new registration,

maintenance etc 2)  Billing: cost, rev share with Huawei

and SaaS Providers, returns, refunds, license quantity etc

3)  Apps: date available, date expires, app profile i.e. device support list

Corporate SMB end user access

to services

Service Provider Service Provider access to

services


services

SAMPLE


SaaS App Marketplace Definition

11/2/16

The eBento SaaS App Marketplace is how the SPs and SMB end users access apps from the eBento platform. The apps may not necessarily be SaaS services but access to them is SaaS-based. The App Store is accessible from the SMB,SP and Technology Partner portals. Functionality is tiered and based on permissions/roles. Anyone can view, sort, search for apps on the App Marketplace. Roles include:

Technology Partners

can access the apps they provide to review ratings & comments

SMB end users can access apps they have permission to (download), file support tickets, review and rate the apps, request apps (existing or none)

SMB owners can narrow down app selection for their company, request apps from CSP, set access types for employees, billing/access permissions for employees, Credit Card management: consolidated billing, recurring billing etc, review ratings, submit ratings etc

Service Provider admins

can manage apps (profile, price, availability by date, permissions, SMB category, remove apps etc, create vertical app profiles e.g. Health verticals get xyz apps),

App Store SaaS App Marketplace Marketplace Mgmt for Service Providers


SAMPLE


Billing Management Definition

11/2/16

•  Ability to do online transactions with credit cards, PO, ACH orders •  Ability to integrate with existing systems from service providers (CSP, VARs, Tech Partners) • Ability to support different billing models e.g. pay as you go, subscription, bundling, one time charges, recurring charges •  Ability to handle promos from multiple parties: CSP, Tech Partners etc • Ability to support invoicing, changeback, metering, currency exchange, double settlement etc • Ability to handle backend settlement of multiple parties

Platform Services

SAMPLE


Identity & Access Management Definition

11/2/16

•  eBento need to consider AAA/SSO requirements •  eBento should allow end users to access all services via a single log-in process •  eBento should enable end users to be able to access all services in any internet-enabled device via a single log-in process • This requirement is to be provided by a technology partner

Platform Services

SAMPLE


Helpdesk System Definition

11/2/16

As a one stop shop SaaS aggregation platform, it is crucial to provide an aggregated support/helpdesk system for eBento. Allow SMB to have one ticketing system to manage support for all eBento related services. E.g.: - eBento platform issues will be filtered to Huawei/VAR - SaaS service-specific issues filtered to the SaaS provider/VAR - CSP services filtered to the CSP/VAR -  Fulfilment services filtered to the fulfillment 1) Ticketing system for application support tickets: online form, instant message chat sessions 2) The system need to be able to integrate with CSP & SaaS existing support platform 3) Set up or integration with call centers or other support systems

Platform Services

SAMPLE


Security/Compliance Definition

11/2/16

•  eBento platform need to be able to provide end users with the option to be compliant with local compliance standards •  eBento needs to capture usage logs, service logs, server logs • eBento should be able to comply with minimum security requirements for OTT services. •  Sample services that need to be secure: -  OTT data storage -  Logins -  Voice over IP data transfers

Platform Services

SAMPLE


Service & Device Provisioning Definition

11/2/16

To give eBento competitive advantage, we need to devise a method that will allow: 1)  automated onboarding of SMB-crucial SaaS service for the SaaS App

Marketplace 2)  Automated onboarding of internet-enabled mobile devices to eBento services

(core & app st-related) 3)  Automated onboarding non-mobile device-enabled apps so that the apps are

accessible by internet-enabled mobile devices

Platform Services

SAMPLE


Sales Tool/Promo Definition

11/2/16

To give eBento competitive advantage, we need to create: I.  A service wizard that recommends device and services with bundled pricing

II.  Sales Tool to allow CSP/VAR/Tech Partner to: •  Keep track of number of sales, service usage etc •  Set service/device pricing •  Configure service wizard •  Reporting/Analysis on sales

III. A promotion tool that allow VARs, Tech Partners, CSP to manage product/service discounts and pricing.

•  The discounts are accumulation of settings from VAR/Tech Partner/CSP or standalone.

•  Reporting/Analysis on promos

Platform Services

SAMPLE


Outline

11/2/16



Portal & App Store Roadmap

11/2/16

App Store

Portals

SaaS App Marketplace (SMB)

Phase 1 Phase 2 Phase 3



April 30 2011 July 31 2011 Nov 30 2011


to services


services


services

SAMPLE


SaaS Services Roadmap

11/2/16

Collaboration

Hosted UC

Email

Business Productivity

Basic IPPBX

UAB/Calendar

OTT VOIP

Conferencing

Tracking Tool Data Backup/Sync


Workflow Office Tools

Internet Fax

Universal Calendar

Remote Access

Micro blogging

Phase 1 Phase 2 Phase 3 April 30 2011 July 31 2011 Nov 30 2011

Data Mgmt System

Analytics

Design

Email Aggregation Email Service

Chat

Corp Directory

Call Recording

Extended IPPBX

Hosting

Virtualization

SAMPLE


SaaS Services Roadmap Cont.

11/2/16

ERP

Social Networking

CRM

HR Management

Travel

Payroll Workforce Management

Campaign Management

Inventory Management Logistics

Billing/Accounting

Marketing


Preselected ERP

Outsourcing

Preselected CRM

Travel/Expense Management

Supply Chain Management

Benefits

Social Media Aggregation

SAMPLE


SSO manual implementation; Federated IDM using a partner

(Identities provisioned in MTData)

SSO Automated implementation. Integrate with Federated IDM

Platform Services Roadmap

11/2/16

Identity & Access Mgmt

Security/ Compliance

Billing Online orders, Credit Cards (Interop with 3rd party Billing

Systems)

Handle promos, rebates, rewards. Handle POs, ACH,

integration w existing systems


Helpdesk System

Sales & Promo Tool


Service & Device

Provisioning

Metering, Chargeback, support different billing models: pay as you

go, subscription

Online forum for Help/FAQ; Set up SLA and system update

HTTPS for online access; User accessible Service Logs

Comply with min. security requirements for OTT services, e.g. logins, VOIP, data transfers/storage.

Implement features that will allow end users to be compliant,

integration w existing systems Sales wizard for SMB

(Integrated with Billing and SP’s procurement)

Sales Tool (CSP/VAR/Tech Partner)

Promo Tool, integration w existing systems

Virtual Server and platform application monitoring

.

Apps/Marketplace sales/usage analytics, integration w existing

systems

Manual onboarding of preselected SaaS apps Manual onboarding of

preselected mobile devices

Develop process to onboard SaaS services and devices

Automated onboarding of services and devices, integration

w existing systems

April 30 2011 July 31 2011 Nov 30 2011

Integration w existing systems; Ticketing System and support

staff

Integration w existing systems

SAMPLE


Portal & App Store Partner Roadmap

11/2/16

App Store

Portals

SaaS App Marketplace (SMB)

Ondeego



Huawei


Huawei

April 30 2011 July 31 2011 Nov 30 2011


to services MobileTribe/Ondeego


services MobileTribe/Ondeego


services MobileTribe/Ondeego

SAMPLE


Outline

11/2/16



SaaS Services Partner Roadmap

11/2/16

Collaboration

Hosted UC

Email

Business Productivity

Basic IPPBX GlobalLogic

UAB/Calendar MobileTribe

OTT VOIP C2Call

Conferencing Citrix

Tracking Tool Citrix

Data Backup/Sync RSeven


Citrix

Workflow Basecamp

Office Tools Google

Internet Fax Proteus

Universal Calendar MobileTribe

Remote Access Citrix

Micro blogging MobileTribe


Data Mgmt System Box.net

Analytics Social Snap

Design Adobe

Email Aggregation MobileTribe

Email Service Rackspace

Chat MobileTribe

Corp Directory MobileTribe

Call Recording GlobalLogic

Extended IPPBX GlobalLogic

Hosting Rackscape

Virtualization SingleCloud SAMPLE


SaaS Services Partner Roadmap Cont.

11/2/16

ERP

Social Networking

CRM

HR Management

Travel TripIt

Payroll Intuit

Workforce Management Kronos

Campaign Management Campaign Monitor

Inventory Management IBM/SAP

Logistics SAP/IBM

Billing/Accounting Amex

Marketing Everyscape


Preselected ERP Sage ERP

Outsourcing Amazon

Preselected CRM Salesforce

Travel/Expense Management

Supply Chain Management

Benefits Sage Abra

Social Media Aggregation MobileTribe

SAMPLE


SSO manual implementation Various

SSO Automated implementation Various

Platform Services Partner Roadmap

11/2/16

Identity & Access Mgmt

Security/ Compliance

Billing Online orders, Credit Cards;

Integration with CSP Systems; 1bill Paypal/Amazon

Promos/rebates/rewards/PO/ACH Integration with VAR/

Partners Paypal/Amazon


Helpdesk System

Sales & Promo Tool


Service & Device

Provisioning

Metering, Chargeback, Different billing models: pay as you go, subs; Rev share

Paypal/Amazon

Email/webform to 1-2 sources; Integration with CSP systems; Set up SLA & system updates

Huawei

Aggregated and funneled online and phone support system

Huawei

HTTPS for online access; Server logs

Huawei

Comply with min. security requirements for OTT services e.g. logins, VOIP, data transfers/storage.

Various

Implement features that will allow end users to be compliant

Various

Sales wizard for SMB Huawei

Sales Tool (CSP/VAR/Tech Partner) Huawei

Promo Tool Huawei

Virtual Server and platform application monitoring

AppFirst

.

Apps/Marketplace sales/usage analytics Huawei

Manual onboarding of preselected SaaS apps Manual onboarding of

preselected mobile devices Ondeego/Huawei

Develop process to onboard SaaS services and devices

Huawei

Automated onboarding of services and devices

Huawei

April 30 2011 July 31 2011 Nov 30 2011

Setup Call Center Huawei

SAMPLE


Potential Platform Partners

11/2/16

Billing • Amazon, PayPal, American Express, MobileTribe AAA/SSO • Various

Support • Huawei

Security/Compliance • Huawei • All relevant partners Sales/Promo Tool • Huawei

Platform Reporting • Appfirst Service & Device Provisioning • Ondeego, Huawei •  MobileTribe

SAMPLE


Potential Go To Market Partners

11/2/16

SuperVAR • Brightstar, TechData, CDW

SAMPLE


Potential SaaS Partners

11/2/16

Travel/Expense Management • Billing/Accounting: Chargify; Xero; American Express; Intuit • Travel: Airline Timetable; TripIt

Supply Chain Mgmt • Complete solution: SAP, IBM • Inventory Mgmt: MachMerchant; TopShelf • Logistics: 3PL Warehouse Manager; SupplyWin ERP •  OpenPro; NetSuite; Everest Software; Microsoft Dynamic AX; Sage ERP; Epicor; IBM

Email Service •  Yahoo, Gmail, Microsoft Outlook; Rackspace

Collaboration • Conferencing: GoTo Meeting; Callwave •  DMS: KnowledgeTree, HyperOffice; QuickOffice; Box.net

Business Productivity • Backup, sync: Rseven • Desktop/App Virtualization Tools: Citrix GoToPC, Citrix Receiver • Design: Adobe Photoshop Express (Free) • Analytics: SurveyMonkey; Social Snap • Workflow: Basecamp ; @Task ; Project.net • Office Tools: Google Apps; Microsoft 360; OpenOffice; IBM Lotus Live • Tracking Tools: Package Tracker; • Hosting: Rackspace; • Virtualization: Rackscape; CRM Zoho; Salesforce; Mobile Edge (IBM), MyCRM;

Social Networking • Social Media tools: Spreadable; TweetDeck ; HootSuite ; Marketing: Campaign Monitor; mailchimp; Everyscape Hosted UC •  IPPBX: 8x8; Fonality; Panterra; RingCentral; C2Call •  Internet Fax: PamFax; efax; FaxZero; MyFax; Proteus

HR Management • Payroll: Paycom,; ADP; Paychex; Intuit • Benefits: BeyondWork; • Full service: SageAbra; Administaff • Outsourcing: Amazon Turk; Workforce Logic • Workforce Management: Kronos

SAMPLE

Documents

Outline - athsani.comeMail $16.65/user UC: Web Conferencing (10 participants) $49.00 Biz Prod: Office Tools (Google Apps, Microsoft Office 365, Open Office) $80/user Biz Prod: Workflow