How we turned Office 365 from a threat to an opportunity

1. How We Turned Office 365 From A
Threat To An Opportunity
Dan Scott
Service Delivery Manager
22nd September 2014

2. Quite a rarity…

3. How We Turned Office 365 From A Threat
To An Opportunity

4. Complete I.T.
• Founded: 1992
• Offices: 7
• Team Members: 110
• Clients: 370
• Turnover: £10 Million
Nottingham
Peterborough
Oxford
High Wycombe
London
Bristol
Swindon

5. • September 2013
• Active Clients: 80
• Active Seats: 6000

6. Agenda
1. Recurring revenue products and their importance
in IT Managed Services.
2. Office 365 and Complete I.T.
3. IT MSP Businesses in a world without tin.

7. Recurring revenue products and their
importance in Managed IT Services.

9. Client Growth
 Increased revenue
 Client Retention
 Just MS is not enough

10. Office 365 and Complete I.T.

11. SBS Retirement
• Catalyst for us to change
• Could have be viewed as SME channel ‘betrayal’
• OR – An opportunity to introduce our clients to products
and services with functionality that was previously out of
reach and is a new line of recurring revenue.

12. Opportunity
vs

13. Office 365 Opportunities
• It’s new, it’s recurring revenue and it’s a talking point!
• Accessible – easy, manageable monthly payments.
• Feature rich - Exchange, SharePoint, Lync, Yammer, OneDrive for
Business, Office 2013
• New Opportunities - We have replaced a large proportion of our
outstanding SBS2003 estate – Office 365 was the driver.
• Hybrid deployment with Server 2012 – there’s still on premise kit!
• Flexibility and elasticity of a SaaS Product
• You own your clients

14. Vendor Engagement
• CIT is a people and communications company – clients and suppliers.
• Vendor engagement – be a partner, not just a customer.
• We view Office 365 in the same way as GFI MAX – it’s not just a product
we buy, it’s an integral part of out business that we invest time in
• Working in partnership with Microsoft we have:
– Held staff training and a client event at Microsoft HQ
– Run joint programmes for Marketing and Business Development
– Worked together to the benefit of both businesses

15. Jimmy’s Iced Coffee
• Referred to us by Microsoft
• Funded by Microsoft
• Licensing Revenue
• Project Revenue
• Support Contract
• £0 cost of conquest
Office 365 = Opportunity

16. What’s most Appropriate?
• Whatever solution is most
appropriate for the
clients business.
• One solution never fits all.
• Always listen, learn and
adapt.

17. IT MSP Businesses in a world without tin.

18. Evolution

19. Stages
PAYG MSP
???
• Turned Up
• Did a job
• Got Paid
• Contracts
• Recurring Revenue
• No boom and bust
CSB
• Recurring XaaS
• One off projects
• Consultancy
• Different means,
same end

20. Cloud Services Broker
DC
App,
File,
Print
Mail
Cloud
IaaS
LOB
App
PaaS
App
SaaS

21. Time for a change
12
10
8
6
4
2
0
Pay-As-You-Go vs. Managed Services Recurring
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC
PAYG MSP

22. Hardware vs. Services
Sales
Recurring, dependable
revenue stream
Unpredictable, one-off
Contract HW/SW Service Project

23. Effect of Office 365
• We trade in the great month of a new server project (That we ,may never
get again anyway!)
• Instead we add to our recurring revenues and still receive the one off
migration project.
• We have won clients because other MSP’s either won’t offer Office 365 as
an option (The client has heard about it). Or because implementation or
support has been poor.

24. All Change…