2. Future Proof Your Business
Breakfast Meeting

3. • The CSP Opportunity
Microsoft UK
• Becoming a Complete Managed Cloud Solution Provider
Vuzion
• Delivering Azure and Office 365 Solutions through CSP
Vuzion
Agenda

6. IDC InfoBrief: Customers Need Channel Partners, August 2015

14. Enabling any IT provider to
become a complete cloud
managed solution provider
Michael Frisby
Managing Director
September 2016

15. Vuzion
• A cloud aggregator with 100% channel focus
• Built on 20 years of delivering and selling cloud
services
• A rich portfolio of cloud services
• A smart ecosystem of partners
• Enabling any IT provider to become a complete
cloud solution provider.

16. • 80% of companies include Cloud Services in their IT strategy
• 85% of companies will use infrastructure refresh to consider
Cloud solutions (IaaS/SaaS)
CIF Research Highlights

17. • A marked increase
to Cloud only
• 20% will move to
100% Cloud asap,
enterprise is lower
• 37% will remain
hybrid
Hybrid Forever?

18. • Digital Transformation is the critical
examination of an organisation
with consideration of its business
challenges and how it interacts and
engages with its employees,
partners and customers.
• Digital Transformation is about
business change and how
businesses can re-orientate
themselves to take advantage of
digital technologies.
Digital Transformation

19. Cloud & Digital Transformation

20. • Of those not currently offering Cloud services, 47% expect to
do so in the future
• 47% also see Cloud as a threat to their current business
• 99% recognise the potential benefits of Cloud for their
organisations
• 28% are not yet convinced of the market opportunity
Channel - get big, get niche, or get out!

21. $20 Billion

22. Cloud services are rewriting
the rules of business.

23. Making the world a lot easier for most businesses.
 Improving the way people collaborate.
 Changing the way people do business.
 Revolutionising the way people work.

24. But a lot harder for you, their IT service provider.
 Moving from a transactional service to an integrated solution offering
 Providing a seamless experience throughout the customer lifecycle
 Services expanding outside of core capabilities
 Building value-add to maximise profitability and future proof your
business

25. We understand. We’ve been there as Cobweb.

26. Formed
November
1996
Connectivity &
Web Hosting
Hosted
Exchange
Cloud
Aggregator
2016
Biggest independent
Microsoft Hosted
Exchange provider in
Europe
Cloud
Solution
Provider
1 -Tier CSP Accreditation
Over 20 years experience in provisioning, managing, delivering
and supporting and promoting cloud-based solutions.
2 -Tier CSP Accreditation
The first to transact an Office
365 customer through CSP
One of the first to automate the
delivery and billing of Azure
services
One of the first to facilitate the
transfer of Office 365 customers to
CSP
Cloud Automation &
Customer Lifecycle
Management

27. Platform
Marketplace, Billing,
Support
Be up-and-running in days
with our integrated
marketplace of solutions
and billing automation
provided out-of-the box.
Focus on growing your
business.
Smart Ecosystem
Cloud Services, Professional
Services, Partner Capabilities
Access an actual solution with
professional services and
support, a vibrant ecosystem
of partners, and partner
services that add value.
Business Success
CLM, Campaigns, Leads
Benefit from Customer
Lifecycle Management and
go-to-market support to
win and retain customers,
create up and cross sell
opportunities.

28. 24*7 Support
You will have access to our 24*7 UK based service teams,
workshops on transforming your first line support function
into a commercially focused team.
Billing-as-a-Service
You will gain out-of-the-box capabilities around automated
customer invoicing, payment collection (Direct Debit & Credit
Card) and credit control.
Marketplace
With the Vuzion marketplace you can build tailored solutions
for your customers which combine your services with the
Vuzion portfolio.
Microsoft 1T CSP Integration
If you are a 1-Tier Microsoft CSP partner you can plug your
billing ID in to the Vuzion marketplace and complement the
Microsoft Cloud services with the broader Vuzion services
portfolio.
Platform
Marketplace, Billing,
Support
Be up-and-running in days
with our integrated
marketplace of solutions
and billing automation
provided out-of-the box.
Focus on growing your
business.

29. Billing-as-a-Service
Billing-as-a-Service provides Vuzion channel partners with an out-of-the-box, automated solution for
effectively managing the customers’ billing cycle through unified customer invoicing, easy payment
collection and advanced credit control capabilities.
• Customer invoicing - enables unified billing for all cloud and professional services within a portfolio,
allowing you to customize invoices, amend retail prices, and run price promotions with a few clicks.
• Payment collection - enables credit card and debit card (UK only) payment options for customers;
funds can be collected and deposited into your account.
• Credit control - enables rules that enforce payment collection; if customers fail to pay for services
consumed, their subscriptions will be suspended automatically and restarted upon payment of
overdue invoices.
• Service Fee 1% of billed revenue via Direct Debit, capped @ £1,000 per month (For both Vuzion
and Reseller services)
• Credit Card fees vary upon card type and gateway
Platform

30. Support-as-a-Service
Support-as-a-Service provides Vuzion resellers with the option to extend the 24*7 partner support
out to their customers.
• 24*7/24*5/10*5 – we will work with you to understand what hours of cover you need the Vuzion
support teams to be available for your customers
• Supported Services – support can be provided for just the services provisioned through Vuzion or
can include additional services supplied to your customers
• White-label – the Vuzion Support-as-a-Service offering can be delivered under your brand or as
Vuzion
• Service Desk Alignment – incident management processes will be fully aligned to ensure a great
customer experience and will include monthly service reviews
• Support as a Service fees are based on the hours of cover, supported services, branding and the
level of Service Desk integration
Platform

31. Building Joint Value
Vuzion partners range from VARs, SIs to ISVs and together
they work on delivering integrated business solutions, more
quickly and with greater value and profit.
Professional Services
Leverage Vuzion’s 20 years of cloud service expertise and
bundle a range of Professional Services into your solutions to
maximise value add.
Cloud Services Portfolio
You can mix and match the services you want from Vuzion’s
portfolio of cloud services, to enable you to offer a complete
solution for your customers.
Partner-to-Partner Connection
Within the Vuzion smart ecosystem we encourage partners
to work together to create and deliver the complete solutions
that customers are looking for today.
Smart Ecosystem
Cloud Services, Professional
Services, Partner Capabilities
Access an actual solution
with professional services
and support, a vibrant
ecosystem of partners, and
partner services that add
value.

32. Productivity & Collaboration
.
Cloud Services Portfolio
Business ProcessCloud Infrastructure &
Security

33. “On average more than 1,200 new customers sign
up for Azure every day which creates a huge partner
opportunity. It is exciting to see innovations within
our ecosystem where partners are investing to
onboard and prepare other partners to successfully
capture this market opportunity”
Gavriella Schuster
GM, WW Partner Programs
Microsoft

34. Azure through CSP
Vuzion is the first Microsoft 2-Tier CSP partner to successfully automate the delivery and billing of
Microsoft Azure services in through an integrated cloud marketplace and in combination with value add
professional services.
• Automated, unified billing for Azure across components including professional services
• Create your own solutions based on data, networking and compute components
• Easy credit collection using direct debit capabilities (UK)
• Invoice granularity for full visibility on solution components
Smart Ecosystem

35. Helping you turn Azure in to a Customer Solution
Leverage Vuzion’s 20 years of delivering cloud service solutions to more quickly build your solutions on top
of Azure
• Standard IaaS Definitions
• Web Hosting Frameworks
• Hosted Desktop / RemoteApp
• Backup & DR Solutions
• SQL migrations
Smart Ecosystem

36. Unlock the Voice Opportunity
The new Skype for Business PSTN and Cloud PBX capabilities enable resellers to take advantage of a multi-
billion pound market opportunity in the UK. With it’s Hosted Lync 2013 experience Vuzion is the only 2T
CSP with the skills and knowledge to help resellers unlock this opportunity.
• Solution implementation expertise
• Modern Meeting & PBX Replacement guidance
• Upsell & Cross-sell campaigns
Smart Ecosystem

37. Solution Sales Support
You will have access to our commercial and technical teams
for pre-sales support to help you build the best solution for
your customers.
Readiness & Enablement
You will access webinars, training videos and advisory boards
that will help you better understand best practices around
building the right solutions for your customers.
Customer Lifecycle Management
You will have our support with everything from marketing
automation to CRM integration, content updates and market
insight integration with your systems to help you increase
customer lifetime value
Lead Generation
We will provide you with leads you can follow-up on and convert
to new business. You will also have access to marketing assets
that enable you to run your own campaigns.
Business Success
CLM, Campaigns, Leads
Benefit from Customer
Lifecycle Management
and go-to-market
support to win and retain
customers, create up and
cross sell opportunities.

38. £5 Million

39. Profit Tuner for Office 365
You can easily switch your existing Office 365 customers, whether under Advisor or Open, to the CSP
platform and significantly increase your margin without any service disruption for your customers.
• Move from 3% margin to up to 15% (up to 27% with Microsoft Managed Partner incentives)
• Remove complexity around moving customers to CSP
• Access out-of-the-box service delivery, management and support capabilities
Business Success

40. Sell EMS & Office 365 to win a fantastic holiday and other
amazing prizes!.
First Prize: £2,500 holiday
Second Prize: 55″ Ultra HD TV & XBOX ONE S
Third Prize: £500 Virgin Experience vouchers
Every seller who sells 50 seats of will receive a £100 Virgin
Experience voucher!
Visit: vuzion.cloud/ems-competition and then…
Register
Register to be in with a chance of
winning!
Download resources
Download all the resources to
become an EMS & Office 365
guru
Apply for funding
Download and submit your plan
to apply for funding
Record each deal
You must record each deal you
make to win

41. Vuzion Partnerships

42. Your Customers
Take full ownership of your customers.
Set up customer accounts and provide a
seamless experience from sale to bill.
Your Solution
Integrate your own services. Create
compelling solutions by bundling
complementing cloud and professional
services through an integrated portal
Your Value Add
Complete your customers’ solutions with
your unique capabilities wrapped in to a
personalised experience.
Your Prices
Set your own prices and provide unified
billing with automatic collection across
all the services you provide.
Partnership Principles

43. Example Vuzion Resellers

44. ISV Cloud Marketplace Enablement
Services are at the centre of our ecosystem, enabling our partners to increase their customer’s
security, productivity and growth. Each individual service offers a benefit in its own right, but
together they’re able to reach answers to some of businesses most challenging questions. The
Vuzion ISV Cloud Marketplace Enablement program is designed for ISVs looking to extend their
market reach quickly without the high investments associated with developing marketplace
integration, building a new channel and go-to-market capabilities.
• Access a fully-integrated portal for ordering, billing, managing, and supporting your applications
• Plug into our smart ecosystem, extending your reach and building new recurring revenue
streams
• Automate the delivery, management and billing of a cloud-version of your solution
• Support with APS development and API service integration for a unified and simplified customer
experience for all your services
Partnership Options

45. Cloud Reseller in a Box
With the Vuzion Cloud Reseller in a Box programme you can become a complete cloud service
provider in just days. Offering a comprehensive portfolio of ready-packaged cloud and value-add
professional services with provisioning, billing and support capabilities right out of the box.
• Become a Vuzion cloud reseller where you own the customer relationship
• Sign up to become a partner within minutes and start transacting within days with minimal effort
and investment required
• Bring your own Microsoft Billing ID if you are a 1-Tier CSP Partner
• Select the set of cloud services from our portfolio that you want to provide to your customers
• We will work with you to understand your existing business model and help you build a fast-track
plan to accelerate your sales
Partnership Options

46. Partner Benefit Standard Premier
Revenue Threshold (per month) <£10,000 >£10,000
Channel Development Manager Tele-Managed Named
Access to Solution Sales Specialists  
Sales Readiness & Enablement  
GTM Support  
24*7 Partner Support  
Ability to bring your own 1T CSP Relationship 
24*7 Customer Support Optional Optional
To Customer Billing Optional Optional
Office 365 Margin 12% 15%
Azure Margin 8% 10%
CRM Margin 15% 18%
Professional & Managed Services Margin 15% 20%
Cloud Reseller in a Box

47. E2E Technologies needed a partner to provide them
with an end-to-end cloud management platform.
Partner Case Study
Vuzion’s platform and comprehensive
ecosystem sets E2E Technologies up for
long term business success.
“Finding a provider of a service
like Office 365 or email
encryption isn’t the issue, but
most of the larger cloud solution
providers don’t provide the
consulting, and account
management side of things. The
key is finding someone that does
all the things Vuzion provides.”
E2E Technologies took advantage of
Vuzion’s profit tuner and increased their
margin on Office 365 by 500%

48. Next Steps

49. • Cloud Expertise
• Technical Capability
• Innovation Leadership
• Engagement Flexibility
• Personal Relationships
• Commitment to Joint Success
Why Vuzion?

50. • Schedule a 1:1 discussion with the Vuzion team
• Sign up as a partner this month and earn Premier
margins
• Increase your profitability by moving to CSP
Next Steps

51. Thank you
michael.frisby@cobweb.com

52. Delivering Azure and
Office 365 Solutions
through CSP
Juian Dyer
CTO
September 2016

53. Skype for Business
Partner Opportunity
PSTN Dial-in & Dial-out – Now available in the UK
It’s NOT just about E5

54. • SfB PSTN services can be stand alone as well as an add-
on to any qualifying SKU
• For example
• E3 + Cloud PBX + PSTN + Conferencing
• Users needing Voicemail need Exchange Online Plan 2.
• EOL Plan 2 included in Office 365 E3.
Skype for Business PSTN Services available as an
add-on

55. Anatomy of Skype for Business Opportunities

56. • Skype for Business Plan 2 £3.40
• PSTN Conferencing Add-on* £2.49
• Total revenue per user per month £5.89
Modern Meetings (UK Retail Price)
* No incremental per-minute charges. No margin on this add-on

57. • Skype for Business Plan 2 £3.40
• Skype for Business Cloud PBX £5.00
• PSTN Domestic Calling Plan (UK)* £7.48
• Total Revenue per user per month £15.88
Modern Voice (UK Retail Price)
*1,200 UK minutes included – no margin on calling plans

58. • Skype for Business Plan 2 £3.40
• Skype for Business Cloud PBX £5.00
• Skype Cloud Connector £ Free (Appliance Required)
• Voice Service £ Partner Service
• Total Revenue per user per month £8.40 + Voice Service
Hybrid Voice (UK Retail Price)

59. Skype Connector – PSTN via 3rd party
Simple example – single site
Skype Cloud Connector = 4 virtual
machines running on-prem.

60. • Office 365 E3 £14.70
• Skype for Business Cloud PBX £5.00
• PSTN Domestic Calling Plan (UK)* £7.48
• Total per user per month revenue £27.18
• Or International Voice Plan (£14.96)** £34.66
Modern Business (UK Retail Price)
* 1,200 UK minutes included – no margin on calling plans
** 1,200 UK & 600 international minutes included – no margin on calling plans

61. UK Skype for Business Retail Price List – August
2016
Offer Description Price List SKU Type Price
Skype for Business PSTN Domestic Calling* Corporate ADDON £7.48
Skype for Business PSTN Domestic and
International Calling*
Corporate ADDON £14.96
Skype for Business Cloud PBX Corporate ADDON £5.00
Skype for Business Online (Plan 1) Corporate NON-SPECIFIC £1.30
Skype for Business Online (Plan 2) Corporate NON-SPECIFIC £3.40
Skype for Business Plus CAL Corporate ADDON £1.30
Skype for Business PSTN Conferencing* Corporate ADDON £2.49
* No CSP margin for PSTN Calling Plans from Microsoft

62. Microsoft Azure

63. One Azure
ecosystem

66. Legend
= In preview at Azure Stack GA

67. Cloud Infrastructure
Extensible
Service
Framework
End User Experiences
Cloud Resources
(IaaS + PaaS)
Unified Application Model
Virtual Machines
(Linux or Windows)
Websites
(.NET, PHP, Python … )
Virtual Networks
Service Fabric
Clusters
Storage
Blobs

68. ** - Only Web Apps is in TP1, * - not in TP1

69. One Azure
ecosystem

70. How it works
Cobweb control panelBilling tabAzure Usage tabMicrosoft CSP OrdersAzure Customer PortalAzure VM screen
Azure Marketplace
& Billing Demo

71. • All Academic SKU’s now available from 1st September…..
Breaking News….

72. Thank you
julian.dyer@cobweb.com