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

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.