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2011 China SMB Cloud Playbook - Strategic and Tactical GTM Planning Guide

AMI-Partners, Inc.
January 10, 2012
SKU: BDHQ6748805

Abstract Table of Contents Search inside this report Related Reports

Countries covered: China

This study provides a tactical framework for architecting cloud-based services offerings to meet the increasing demand for cloud services by SMBs. SMBs' needs for specific cloud applications and services are synthesized into pre-packaged "bundles" or offers with quantitative, survey-based take rates and associated revenue potential. The tactical guide provides analyses of the purchase probability and supplier revenue potential of a number of different service options bundled with selected baseline offers. AMI's analysis provides for numerous positioning themes with which to engage SMB decision makers. AMI's Cloud research shows that bundles tend to have a positive impact on purchase probabilities, thereby uplifting revenue and annuity streams.

China SMB Cloud Services Tactical Guide: Introduction & Background: China SMB Technology Penetration: Report Context/Overview
SECTION ONE: MANAGEMENT SUMMARY - SMB CLOUD MARKETING STRATEGY: China SMB Employee Segments Value Prop and Role of Cloud; China SMB Cloud Profile: <10 Employee Firms; China SMB Cloud Profile: 10-49 Employee Firms; China SMB Cloud Profile: 50-249 Employee Firms; China SMB Cloud Profile: 250+ Employee Firms; China SMBs are interested in various flavors of cloud; China SMB Interest in Cloud Services & Solutions; China SMB Free vs. Paid Cloud Services Usage; China SMB Cloud Services Spending; China SMB Bundling Summary Takeaways; China SMB Productivity/Collaboration Suite Bundles by Employee Size Segment; China SMB Suggested Optimal RMITS/IaaS Bundles by Employee Size Segment; China SMB Suggested Optimal UC Bundles by Employee Size Segment; China SMB SaaS and Infrastructure-Driven Bundle Summary; China SMB Unified Communications and Fixed-Line Broadband-Driven Bundle Summary; China SMB Mobile Broadband, Smartphone, and Tablet PC-Driven Bundle Summary; China SMB Cloud Services Spending by Channel Partner Type; China SMB Interest in Purchasing Hosted Productivity/Collaboration Suite By Channel Type
SECTION TWO: CLOUD SERVICES MARKET OPPORTUNITY: China SMB ICT Spending: Migration to Cloud Accelerating; China SMB: Rapid Growth Expected Across Key Cloud Components; China SMB Growth in Cloud Services by Employee Size; China SMB SaaS Opportunity Breakout; China SMB RMITS/IaaS Opportunity Breakout; China SMB Unified Communications Opportunity Breakout
SECTION THREE: CLOUD BUNDLING: China SMB Strong Opportunity for Service Providers & Hosters to Broaden Revenue Stream, Increase ARPU and Reduce Switching, With Successful Bundles; China SMB Components for Cloud Offers/Bundles; China SMBs: Growing demand for integrated & bundled cloud solutions; China SMB Segments showing high interest in bundling SaaS apps with Cloud infrastructure and UC solutions; China SMB Creating SMB Cloud Offers/Bundles and Revenue Potential; China SMB SaaS Productivity Attach/Revenue Potential Example; China SMB Bundling Themes Discussion; China SMB Software as a Service (SaaS)-Driven Bundles; China SMB Most Preferred SaaS (Productivity/Collaboration) Driven Bundles by Purchase Probability; China SMB Most Preferred SaaS (Productivity/Collaboration) Driven Bundles by Market Opportunity; China SMB Top 5 SaaS (Productivity/Collaboration) Driven Bundles Based on Revenue Potential Assessment; China SMB Remotely Managed IT Services (RMITS)-Driven Bundles; China SMB Most Preferred RMITS-Driven Bundles by Purchase Probability; China SMB Most Preferred RMITS-Driven Bundles by Market Opportunity; China SMB Top 5 RMITS-PC Monitoring Bundles Based on Revenue Potential Assessment; China SMB Top 3 RMITS-Network Monitoring Bundles Based on Revenue Potential Assessment; China SMB Infrastructure as a Service (IaaS)-Driven Bundles; China SMB Most Preferred IaaS-Driven Bundles by Purchase Probability; China SMB Most Preferred IaaS-Driven Bundles by Market Opportunity; China SMB Top 3 IaaS Bundles Based on Revenue Potential Assessment; China SMB Unified Communications (UC)-Driven Bundles; China SMB Most Preferred UC-Driven Bundles by Purchase Probability; China SMB Most Preferred UC-Driven Bundles by Market Opportunity; China SMB Top 5 UC Bundles - Revenue Potential Assessment; China SMB Fixed-Line Broadband-Driven Bundles; China SMB Most Preferred BB (<3 Mbps)-Driven Bundles by Purchase Probability; China SMB Most Preferred BB (3+ Mbps)-Driven Bundles by Purchase Probability; China SMB Most Preferred BB (<3 Mbps)-Driven Bundles by Market Opportunity; China SMB Most Preferred BB (3+ Mbps)-Driven Bundles by Market Opportunity; China SMB Top 5 Fixed-Line BB (<3 Mbps) Bundles Based on Revenue Potential Assessment; China SMB Top 5 Fixed-Line BB (3+ Mbps) Bundles Based on Revenue Potential Assessment; China SMB Mobile Broadband-Driven Bundles; China SMB Most Preferred Mobile Broadband -Driven Bundles by Purchase Probability; China SMB Most Preferred Mobile Broadband Driven Bundles by Market Opportunity; China SMB Top 5 Mobile Broadband Bundles Based on Revenue Potential Assessment; China SMB Smartphone-Driven Bundles; China SMB Most Preferred Smartphone-Driven Bundles by Purchase Probability; China SMB Most Preferred Smartphone-Driven Bundles by Market Opportunity; China SMB Top 5 Smartphone Bundles Based on Revenue Potential Assessment; China SMB Tablet PC-Driven Bundles; China SMB Most Preferred Tablet PC-Driven Bundles by Purchase Probability; China SMB Most Preferred Tablet PC-Driven Bundles by Market Opportunity; China SMB Top 5 Tablet PC Bundles Based on Revenue Potential Assessment
SECTION FOUR: ROUTES TO MARKET (RTM) AND SWITCHING ASSESSMENT: China SMB Purchasing IT Solutions from a Communications Service Provider; China SMB More Inter-dependencies Among SPs/Hosters, IT Vendors & CPs - Ecosystem Evolution; China SMB Integrated Online Service: Interest in Purchasing from Service Providers; China SMB Top Service Providers; China SMB Likelihood of Switching Communications Service Providers in Next 12 Months to Obtain Hosted Productivity/ Collaboration Suite; China SMB Likelihood of Purchasing Professional Services from Communications Service Provider; China SMB Likelihood of Switching Communications Service Provider to Purchase IT Hardware, Software or Services; China SMB Preferred Channels for Delivering Online Monitoring Services; China SMB Top 3 Factors that Motivate SMBs to Buy IT Solutions From Communications Service Providers; China SMB Likelihood of Purchasing IT Hardware and Software from Communications Service Provider; China SMB Preferred Method of Purchasing from a Communications Service Provider
APPENDIX: China SMB Firmographics; China SMB ICT Usage Profile; China SMB Cloud Services: Interest and Usage; China SMB Definitions and Methodology

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2011 China SMB Cloud Playbook - Strategic and Tactical GTM Planning Guide

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