BT Business
Cloud Computing
Chris Lindsay
General Manager, Business
Applications
The world is changing
The UK is in
recession
Getting credit is more
difficult
Customers are
selective in where they
spend
Managing cash flow is
important
Getting through
troubled times needs
focus
New technologies
can help
Keeping customers
Give a competitive
advantage
Cutting costs
Maximising productivity and
efficiency
Closing next deal
They are available for
companies of all sizes
Can benefit business now
and in the future
Key business challenges
Reducing costs
Improving
customer service
Improving marketing
and sales
effectiveness
Using resources
efficiently
Maximising business
opportunities
Extending customer
reach
Accelerating deal
closure
What is BT Cloud Computing?
Applications maintained by expert partner, so
always up to date
What is BT Cloud
Computing?
Delivered over a
secure high quality
network
Operational in weeks
not months
Available anywhere
with an internet
connection, even
when on the move
No installation of hardware or software at your
premises
What are the benefits?
A set of applications
managed and hosted
externally by a
specialist partner
No specialist IT support required
No capital expenditure
– pay on a subscription basis
50% reduction in total ownership costs
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The BT difference
Clear vision
Skills, network and
investment capability to
integrate applications
with communications to
benefit businesses
A trusted partner
Comprehensive range
of high-quality
applications with a full
commercial and service
package from a single
partner
Business Solutions
Delivering cutting edge
services to benefit
businesses now and into
the future
Minimised risk
Applications always
available and data
securely protected
The business solutions we offer
Salesforce.com
NetSuite
SugarCRM
Ribbit for Salesforce
BT Smart Marketing
(Genius)
BT eSignature
(Echosign)
Xero
NEW TO
PORTFOLIO
Access
applications
wherever you are
BT has the credentials
Helps improve businesses with:
Looks to the future:
• Flexible, rapid, cost effective access to
leading technology
• Easy to use solutions
• No capital expenditure
• No need for specialist resource
• Vision, skills and financial strength to
integrate applications and
communications to benefit business
• We understand and are committed to
Cloud Computing
• Our vision - making businesses more
effective and productive with Cloud
Computing
Minimises business risk with:
Can be a one-stop shop:
• A range of market leading applications
• Security expertise to protect data
• Resilience – applications are always
available
• Expert professional help
• Provide everything needed for a full
solution
• Simpler partner relationship saving
customers frustration and costs
• No tie to any one vendor, so businesses
get 'best of breed’
• High quality of service with a single point
of contact
BT Business Update
Robin Mackenzie
Marketing Director, BT Business
BT Business today
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A £2.8bn business
Over a million customers
Growing by moving into adjacent markets - where we have a low share
Unique channel and partner strengths
A business with momentum
Recap of our Strategy
The Opportunity
The Vision
Communications
& Infrastructure
BT helps customers
focus on
doing what they do
best
Applications
& Content
The Prize
Grow BT Business by
moving into adjacent
markets, where we have
a low share
Hardware &
IT Services
The economic climate has changed…
• Are we at the bottom yet?
• Customers are deferring spend unless convinced of hard benefits
• Competitors are fighting harder for every £
Channel strength is a long term differentiator
Over 1m Customers
0.2% customers
27% revenue
50 +
Corporate
employees
Standard
20K
Customers
50-250
Emps
Medium
450
Field/Specialist
270 Desk
Agents
10-49 employees
19% customers
28% revenue
78% customers
26% revenue
Local Enterprise
Value
200K Custs
10-50 Emps
Small
1-9 employees
Local Enterprise Standard
780K Customers
< 10 Emps
Specialist
Sales focus
50 ‘local’
business units
560 field and
desk agents
450
telemarketing
agents
Engage
IT
Online sales
Indirect channel partners
1% customers
19% revenue
Corporate
Value
2K
Customers
250+
Emps
Large
Resources
iNet
Dabs
Custom
Solutions
We have a full set of capabilities
Communications/ Infrastructure - Maintain and enhance
• Broadband and Value Added Services
• Mobile
• Conferencing
• One Plan
Communication
& Infrastructure
Applications/Software Expand with partners
• BT Cloud Computing
Applications
Hardware
& Content
IT Services
Devices
Hardware/ IT Services/
Devices - Build capability
• BT Engage IT
• BT iNet
• dabs.com/ BT Business Direct
Service Wrap
Financing
Single Service Organisation (Single SLA) and improvements in Customer Service
We have already delivered growth
Communications/ Infrastructure - Maintain and enhance
9% growth
Communication
& Infrastructure
Applications/Software Expand with partners
Applications
Hardware
& Content
IT Services
Devices
>100% growth
Hardware/ IT Services/
Devices - Build capability
19% growth
Service Wrap
Financing
Digital marketing services
for SMEs
Mick Hegarty
Strategy & Commercial Director, BT Business
Ivan Croxford
Head of Business Development, BT Business
The digital marketing challenge
Today’s market
context
Our own customer insight
Helping customers
• 25% - £78 billion of UK spend
projected to come from online sales
BT Business analysis of 70,000
small business websites revealed:
• Value for money
• 80% of UK Internet users have a
social networking profile (Comscore)
• A significant number of business
websites had no e-commerce facility
to sell to customers
• 62% of shoppers consult a
community site before making a
purchase
• 30M people watched online video in
Jan 2009 (Comscore)
• 70% of local searches done on
search
engines (Neilsen)
• 78% of Internet users research
online
when making an offline purchase
(Web Visible)
• Websites are poorly maintained –
nine out of ten are not regularly
updating website on their site to
secure a good search listing
• Search engine optimisation
techniques such as the use of key
words is largely absent - Less than
one in 3,000
• Nearly half of websites have bad
pages containing broken or invalid
links
• Skills
• Effectiveness
BT Business is harnessing the four forces of the Web to help
SMEs grow
Search
Integrate with
Business
Applications…
SEO, PPC
Social
&
BT Tradespace
Web Analytics
Digital
Marketing
Challenge
Content
Commerce
User generated
BT eShop
…and CRM
BT Business IT
Services
John Dovey
Director ICT solutions
About BT Engage IT
Our history
•Basilica Computing and Lynx Technology acquired by
BT Group in late 2007
•Businesses merged into single organisation in May
2008 to create one of the most comprehensive IT
Solutions portfolio in the UK
•1st April 2009 – rebranded as BT Engage IT
Our joint capability
•A leading provider of IT solutions and services
•Over 2900 customers nationwide
•Employs over 900 staff across 6 locations in the UK
with a skill profile of:
–Over 70 accredited MS Engineers
–Over 70 Professional Services Consultants
–Over 300 Field/Client Engineers
•Certified by the British Standards Institution (BSi) as
operating in line with the international standard BS ISO
IEC 20000 (Information Technology Service
Management)
Our Vision
“To develop long-term
partnerships with clients and act
as a trusted advisor to enable
them to fully exploit the potential
of IT to generate business value
and increase operational
efficiency.”
IT Solutions for business
Professional Services:
Working to align customer business and IT strategy,
and deliver practical roadmaps to deliver tangible ROI
IT Supply:
Providing world class hardware and software supply,
customised to suit specific client requirements
Infrastructure:
Designing and implementing flexible dynamic platforms
to deliver efficiency and growth
Business Productivity:
Delivering value and improving efficiency through the
successful deployment of resilient people, process and
technology
Managed Services:
Delivering robust and scalable support services to
meet growing business demands
Business Partners
Our IT solutions portfolio enables us to work with clients to deliver an end-to-end
capability to meet their business needs
Our strategic partners:
We maintain a position of independent consultant and advisor to our clients,
whilst holding strategic alliances and partnerships with key technology
companies in the marketplace.
About BT iNet
• ‘…is the Cisco 'Centre of Excellence‘ for business and organisational solutions
specialising in Infrastructure, Security, Unified Communications & Mobility
requirements that underpin BT's ICT Transformation vision’
• Our history
•
•
•
•
•
•
BT iNet is a wholly owned subsidiary of BT Group formed in 2006
Delivering £100m+ of Cisco based solutions every year.
Profitable & Financially Stable
BT’s ‘Centre of Excellence’ for Cisco Solutions
Cisco Gold Partner
Cisco’s Largest UK Partner
• Our core capabilities
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•
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Infrastructure - Routing, Switching, Data Centre & Wireless
Security - Policy, Perimeter & Prevention
UC - Collaboration, Voice/Video & Messaging
Mobility - Applications, Access & Freedom
• Underpinning skill sets
• Consultancy - Project Management - Technical Resources
About BT Business Direct/ dabs.com
• One-stop-shop:
BT Business Direct/ dabs.com is a ‘one-stop-shop’ for all
computing, networking & IT support needs – we’re specialists
in working with small-to-medium sized businesses.
• Buy online or on the phone:
Our dedicated business-to-business only website offers a
range of e-Procurement options. Alternatively, we have a
team of vendor-trained sales advisors.
• Huge range:
Up to 20,000 different hardware and software products
available at any time from all the world's leading I.T. vendors.
• Complete end-to-end solutions:
Unlike many resellers, being part of BT allows us to extend
our product portfolio way beyond merely hardware to include
a wide range of both Voice & Data solutions.
• Tailored payment options & volume discounts:
We offer a variety of ways to pay including credit accounts
and business leasing plus discounts may be available for
volume purchases.
Call: 0870 429 3010
www.dabs.com
or
www.bt.com/btbusinessdire
ct
More information
For more information, please visit
www.btbusinessexperience.com
Or contact Ian Walker
ian.j.walker@bt.com
+44 (0)20 7356 8043/ (0)7918035786