Samantha Zammit – HSP Director

Hosting Service Providers

• 9:00-9:20 Introduction

• 9:20-10:00 Market Opportunity

• 10:00-10:15 Morning Tea

• 10:15-10:45 Google compete – Opportunity, Landscape, O365

• 10:45-11:30 Differentiate or Die

• 11:30-12:15 Grow Your Profits by Increasing your SaaS Portfolio

• 12:15-1:00 Lunch

• 1:00-1:45 Cloud Marketing - How to Use Verticalised Marketing Effectively

• 1:45-2:30 Azure Update

• 2:30-2:55 Executive Panel – Q&A

• 2:55-3:00 Actions and close

Agenda

THANK YOU

Cloud at the Center of Our Opportunity

The New Era of Hosting

52%

Grow their business

or realign to new

company strategy

68%

Plan to adopt

hybrid cloud

models

63%

Will use Software

online previously

used on-prem

Customers Cloud Applications

Cloud Opportunity

57% use an

instant

messaging

solution

$3.2B

31%

Source: AMI - Australia Small Business Market Opportunity Assessment 2012 and AMI Cloud Playbook

Hosting Partner Momentum

Partners406+

Partners360+

Partners78+500+

Partners

Outlook for FY14 and Beyond

ISV PLAY

Develop

Partner

Ecosystem

Go Big with

UCWin in IaaS

In Summary

Emma TomlinBusiness Development ManagerCloud Partnerships

The SMB Landscape of Australia

Megatrends – Driving Adoptionkey drivers for cloud based application services

Traditional Office based work

evolving

Flexible working becoming

mainstream across all industries

Workforce becoming

geographically dispersed

Consumer applications driving

a new standard in collaboration

Consumer tools being used in a

business environment

Application adoption being

driven by social networking

Smartphones nearing market

saturdation in developed

markets

Telecommuting becoming

mainstream – 63M will

telecommute by 2016 in USA.

Millenials – 18% of the

workforce today

2025 3 in 4 of the workforce will

be millenials

Millenials driving business

structure and process changes

Australia SMB ICT Opportunity – 2012 Report

Source: AMI - Australia Small Business Market Opportunity Assessment 2012

Australia SMB SaaS Opportunity 2012 Report

Other SaaS

SaaS

Accounting

SaaS BI

SaaS CRMSaaS Email

SaaS ERP

SaaS HR

SaaS Payroll

SaaS

Productivity

SaaS Project Mgt.$0

$5

$10

$15

$20

$25

$30

$35

$40

$45

10% 15% 20% 25% 30% 35% 40%

SaaS

Mark

et

Valu

e i

n 2

01

0 (

$M

)

5-Year CAGR

SaaS Value & Growth in Australia (2010, 2015)

Note: Bubble size

represents market

value in 2015

$3.2B

spend on

cloud by

2015

Source: AMI - Australia Small Business Market Opportunity Assessment 2012 and AMI Cloud Playbook

Key Business and IT Trends - SMB

Massive contribution to the Australian EcomonyMassive contribution to the Australian

Ecomony

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

Key Business and IT Trends

Massive contribution to the Australian EcomonySoftware and Services Related Market

Expected to Grow Exponentially

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

SMB Contribution to the Australian Economy

Medium (20-

199)

Small (5-19)

Micro (1-4)85%

11%

4%

~1.8M

~0.2M

~0.1M

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

SMB Market is Fragmented Across Verticals

Retail and

Wholesale

Professional

Services

Construction Real Estate

Services

Manufacturi

ng

Health Care

% SMB

Employment16% 10% 12% 5% 8% 8%

% SMB Revenue 14% 13% 13% 9% 9% 7%

Revenue Growth

(3yr CAGR 2010-

2012)

9% 11% 2% 9% 2% 10%

Contribution of

SMBs in Total

Sector Revenue

62% 73% 75% 89% 48% 63%

%SMB

Revenue 84% 7% 9%

% SMB

Employment84% 6% 10%

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

SMB Regional Activity – Top Sectors

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

SMB Infrastructure Readiness

19M

8M

1.9M

1.8M

20% Plunge

Rank 2 Globally

2X increase

1.9M

1.4M

0.6M

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

The opportunity

Massive contribution to the Australian Ecomony$76B Spend on ICT

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

Cloud computing emerging as core focus area for SMB IT investments

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

NSW VIC QLD SA WA

15% 14% 13% 11% 9%

% SMB Cloud Adoption by Region

Software & Services market expected to grow

Mobile Apps important for SMB’s on the go

Mobility/Cloud would drive spend on Security

Shift from On-Premise to cost effective Cloud

Shift from PC to Mobiles to Tablets

Software and Services Growth Drivers Hardware Growth Inhibitors

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

Key Areas that will drive Cloud Growth

CAGR till 2015 YoY Growth in 2012

Source: Zinnov – The SMB landscape of Australia (2013) – sources cited Gartner, Au Government, ABS, Sensis

How to win in SMB

Q&A David Smith GM WW SMB