ARROW ECS
Revendeurs, Intégrateurs, MSP:
Accompagnez vos clients vers le cloud
Grace à ArrowSphere, l’ERP du cloud !
Eric Taillard – Vice President EMEA Cloud - May 2013
ARROW Confidential
3% CAGR
Arrow in the Cloud : Why ?
WW IT Spending 2012
(Excl. Devices & Telecom services)
$1 300 Billions
275 000 Channel Partner WW
275 000 Channel Partner WW
Resellers
Resellers
VARs AGR
%C
18
Integrators
VARs
3% CAGRIntegrators
WW IT Spending
2012
Managed
Service Providers
27 000 MSPs in 2012
(Excl. Devices & Telecom services)
$1 300 Billions
Public
Cloud
SaaS
$16 Billions
IaaS
$6 Billions
WW Cloud Spending 2012
(Excl.
Cloud Advertising)
Managed Service
27 000 MSPs in 2012
th Providers
w
o
r
$57
Billions
G
%
25
%
25
Gr
nel Partner WW
6 Billions
R
AG
%C
Billions
ervice
Providers
8
Public
Cloud
74% express the need
Sources
74% express the
needGartner Feb 2013
buy from
WW Channel Partner /
Forrester
to buy from Channel Partner
/ 2012 275 000 ChanneltoPartner
Trusted
advisor
$16 Billions
Trusted advisor
Resellers
SaaS
27 000 MSPs in 2012
IaaS
275 000 Channel Partner WW
t
ow
Gr
h
$6 Billions
VARs
Resellers
26% do Self-Service
26% do Self-Service
Through
Hyper-scale providers
WW Cloud
represents 65%
of
Through Hyper-scale SMB
providers
Integrators
SMB represents 65% of
VARs
Amazon/Microsoft/Google
(Excl. Cloud3%
Advertising)
CAGR
Cloud Spending
Amazon/Microsoft/Google
Cloud Spending
$57 Billions WW IT Spending 2012
$37 Billions Managed Service Providers
27 000 MSPs in
$37 Billions
Integrators
Devices & Telecom services)
3% CAGR
74% express(Excl.
the need
h
to buy from
Channel Partner$1
/ 300 Billions Managed Service Providers
WW IT Spending
2012
27 000 MSPs in 2012
wt
1
%
Spending252012
Trusted advisor
(Excl. Devices & Telecom
services)
$1 300 Billions
Sourcesand
Gartner
Feb 2013
Gartner
Forrester
2013
26% do Self-Service
Forrester 2012
Through Hyper-scale providers
esents 65% of
Amazon/Microsoft/Google
Spending
Public
Billions
%
25
ARROW Confidential
$16 Billions
SaaS
74% express the need
o
Gr
74% exp
to buy from
2Trust
ArrowSphere ecosystem: your journey to the cloud
Backup
Security
Business Apps
Collaborate
Communicate
Compute
Storage
OS
Virtualisation
Contracts,
SLAs
Billing
engine
BUY/RESELL
ArrowSphere
Cloud Service
Catalogue
Reporting
module
ArrowSphere
Order
fulfillment
ArrowSphere
xSP
Catalogue
MAKE
Technical
support
MIX/INTEGRATE
Browse
Buy
Manage
I want cloud !
ARROW
Partner Confidential
end-users
3
ArrowSphere ecosystem: your journey to the cloud
Backup
Security
Business Apps
Collaborate
Communicate
Compute
Storage
OS
Virtualisation
Contracts,
SLAs
Billing
engine
BUY/RESELL
Cloud catalogue benefits
Choice of leading brands
One supplier relationship
Go-To-Market support
Technical support
Built-in reporting
Low upfront investment
ArrowSphere
Cloud Service
Catalogue
Reporting
module
ArrowSphere
Order
fulfillment
ArrowSphere
xSP
Catalogue
MAKE
Technical
support
White label
ArrowSphere
webstore
Browse
Buy
Manage
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end-users
4
ArrowSphere, a cloud services aggregation and
brokerage platform for the solution provider
community, system integrators, independent
software vendors and service providers.
• Offering selection
• Subscription Management &
Reporting
• Provisioning, Metering and
Billing integrated system & user
friendly dashboard
• Fully localized (Language,
Currency, VAT)
• Designed & customized with
highest industry standards
Enterprise class business
solutions offering
•Backup
•Business Applications
•Communication &
Collaboration
•Security
•Servers on Demand
•Storage on Demand
•Unified Communication
Unique end user
Shopping Cart &
Cloud Services
management
experience through
reseller portal
• White label
customized portal
for reseller
• Ability to on-board
By offering turnkey
web
their
ownstores
cloud that address the
needs of today’s Services
and future
businesses, we
(ISV)
bridge the gap between cloud service
provider innovation and solution provider
market reach
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Services Led Cloud Strategy: A dedicated team to
help you transforming your model to be Cloud
relevant in your market
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6
ArrowSphere - Cloud Services Portfolio
From 17 (4Q12) to 24 (1Q13) Cloud Segments
- Best of breed vendor per cloud market segment
- Creating Cloud ecosystems (Local MSPs going EMEA with local hosters)
- SMB IT “horizontal” Package from antivirus, DaaS, IaaS, Backup to UC
- Future Vertical package (HR employee ..) with Business solutions
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7
ArrowSphere – EMEA Wide deployment
11 Jul 2012
5 Sep 2012
19 Sep 2012
20 Sep 2012
16 Oct 2012
22 May 2013
ArrowSphere – Delivered as planned !
Dedicated team in place
Platform and Webstores up and running
Transactions ongoing and services delivered to end-users
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8
ArrowSphere ecosystem: your journey to the cloud
Backup
Security
Business Apps
Collaborate
Communicate
Compute
Storage
BUY/RESELL
ArrowSphere
Cloud Service
Catalogue
Choice of leading brands
One supplier relationship
Go-To-Market support
Technical support
Built-in reporting
Low upfront investment
Reporting
module
ArrowSphere
Order
fulfillment
Cloud catalogue benefits
Virtualisation
ArrowSphere xSP Central
The powerful software
license management portal
Contracts,
SLAs
Billing
engine
OS
ArrowSphere
Connect
White label
webstore
Technical
support
Existing
online shop
Browse
Buy
Manage
ARROW
Partner Confidential
end-users
ArrowSphere
xSP
Catalogue
MAKE
xSP Central benefits
Product insight
Program insight
Cloud service builder
Usage analysis
Built-in reporting
Margin optimization
9
Cloud Services Provider
Cloud Service Provider license
management
every
month
xSP
Licence
Report
Management
Cloud
Services
Provider
xSP Licence Report Management
xSP Licence Report Management
Service
Service A
Error
Tracking
Error
Tracking
Data
Processing
Metering
Reconciliation
Issue
Reconciliation
Issue
Licence
Data
Processing
Error
Tracking
Cloud Services
Prov
Cloud
xSP Licence
Report
Management
xSP
Licence
Report Management
Licence
Approval
Reconciliation
Issue
Error
Report
Y
Tracking
Report
X
Data
Error
Processing
Tracking
Report Z
Report Y
Data
Processingfor
Licence
Cloud
Services Pro
Approval
xSP
Licence Report Management
Approval
Report Z
Report Z
“What isMetering
this claim
last month?”
Metering
Metering
Data
Processing
Report Y
Report X
Service B
Report X
Error
Tracking
Service
Metering
Metering
Data
Reconciliation
Processing Licence
Issue
Reconciliation
Approval
Licence
Approval
Issue
Report Z
Reconciliation
Issue
Licence
Report Y
Report ZApproval
Report X
Report Y
“Hm… are we
“How many vm’s
Gold
did we have in use
Report X
Report
Z service?”
for
that
Report Y or Enterprise?”
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Report X
“What does it
mean: ‘300
points’?”
The better way: ArrowSphere xSP Central
① Browse the catalogue to understand each vendors
program and value
② Create your optimized cloud ‘stack’
② Add the number of users or seats sold this
month
② Validate the report & send it – job done!
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xSP Central: A Software licenses catalogue
– Access product, program and pricing information
of 1000+ software licenses in one place
Build
– Enables you to select the best combination of technology and cost
for your cloud services
* Program availability varies per countryARROW
Confidential
xSP Central: A Cloud service cost calculator
Simulate
– Simulate different options and combinations
online in minutes vs. dozens of meetings
– A revolutionary, patent-pending platform for MSPs
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xSP Central: A Centralized reconciliation in a single
dashboard view
Report
Validate
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Efficiently generate and
access all your usage
reports
Cross-check the usage
reports and then have
Arrow aggregate and
submit reports to each
vendor
14
How to get started with ArrowSphere xSP Central
Visit arrowsphe.re/xSPinf0
ArrowSphere xSP Central
ArrowSphere cloud
service brokerage
① Register online
② Your local Arrow ECS team
will validate your details
Register today
③ Your good to go
ArrowSphere xSP Central features
ARROW Confidential
View online demo
Whether you just want to resell cloud services, or build your own
Cloud services, or do a mix of both, ArrowSphere from Arrow ECS is the answer !
- The Technologies with ArrowSphere and ArrowSphere xSP Central
- The people and Programs to help you understanding and using those
= Easily adapt your business model and be able to provide relevant
(and profitable..) answers to your customers Cloud opportunities.
ARROW Confidential
Merci !
ARROW Confidential