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


January 10, 2012
SKU: BDHQ6748805
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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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