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


January 10, 2012
SKU: BDHQ6748809
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Countries covered: Japan

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.


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

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