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

AMI-Partners, Inc.
January 10, 2012
SKU: BDHQ6748809

Abstract Table of Contents Search inside this report Related Reports

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

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