Les licences Nebula : une réelle opportunité
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Présenté par Fanny CLAVEL, Chef de produit Nebula Zyxel France
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Les licences Nebula : une réelle opportunité
- 1. 1 1 Fanny Clavel Les licences Nebula Une réelle opportunité
- 2. 2 Agenda LES TENDANCES DU MARCHE LES RAISON DU CHANGEMENT L’OPPORTUNITE CE QUE NEBULA PEUT VOUS APPORTER QUESTIONS o Merci d’utiliser le chat o En fin de session
- 3. 3 3 Les tendances du marché
- 4. 4© 2017 Transition du modèle traditionnel “produit” vers le modèle “service” Modèle Produit Les clients paient leurs équipements réseau au moment de l’installation (CAPEX) Les clients déprécient les biens sur 3-5 ans Modèle Service Le revendeur installe une solution réseau Les clients paient un abonnement pour le management du réseau Pour le client, l’abonnement est considéré comme une charge (OPEX)
- 5. 5 5 50% 80% En 2016 Plus des 50% des déploiements se sont fait sur un modèle de type service Gartner: Moving to a Software subscription model. Nov 2015 et… d’ici 2020 Ce chiffre atteindra 80%
- 6. 6 6 Les raisons de ce changement
- 7. 7© 2017 Les raisons de ce changement 1 4 3 2 Les clients connaissent le modèle et ont confiance ON UTILISE CE TYPE DE SERVICE A TITRE PRIVE Les entreprises sont de plus en plus nombreuses à adopter les applications Cloud pro DÉJÀ UTILISE EN ENTREPRISE Le modèle d’abonnement est plus adapté aux budgets des clients des revendeurs CORRESPOND AU BUDGET DES CLIENTS Parfois difficile de justifier un devis quand le client vérifie le prix des équipements sur le web LA VISIBILITE GRANDISSANTE DU RETAIL
- 9. 9© 2017 La plupart des entreprises qui font de la revente de produits génèrent la plus grande partie de leurs revenus après la vente du produit “ Les offres Cloud peuvent aider les revendeurs à passer d’un modèle de vente basé sur les produits et les prix à la vente de solutions et de services avec des revenus récurrents
- 10. 10© 2017 Les modèles de vente Revente d’équipements Evolution vers des services pro PRODUIT SERVICE SERVICE & SOLUTION Fourniture de solutions, concentré sur le résultat commercial Services pendant toute la durée de vie du produit Capacité à vendre une solution de bout- en-bout Modèle de service récurrent Prestataire de service basé dans le Cloud Revente Solutions de services Prestataire de service CAPEX OPEX
- 11. 11 Objectif Paiement Enregistré comptablement Enregistré en tant que Imposition, Immobilisations (CAPEX) Acquérir des biens avec une durée de vie qui dépasse l’année en cours Montant forfaitaire (ou financement avec coûts supplémentaires Déprécié sur 3-5 ans Immobilisation, puis dépréciation Déduction progressive au fur et à mesure de la dépréciation Charges (OPEX) Coûts récurrents Généralement mensuel, trimestriel ou annuel Sur la période en cours (mois / trimestre / année) Dépense d’exploitation Déduction sur l’année fiscale en cours Les différents types de budget des clients
- 12. 1212 Ce que Nebula peut vous apporter
- 13. 13© 2017 38% 60% Le nombre de réseau WiFi gérés depuis le Cloud devrait augmenter de 38,8% par an entre 2013 et 2018 Les réseaux et les plateformes Cloud devraient représenter un marché de 32 milliards de $ cette année, avec une croissance estimée à 35% 35% Le passage des réseaux aux offres Cloud D’ici 2018, 60% des entreprises auront au moins la moitié de leurs infrastructures sur des plateformes basées dans le Cloud
- 14. 14© 2017 Les défis d’un modèle basé sur la vente de services Clients sur plusieurs sites, avec des techniciens en déplacement Ressources IT insuffisante, fort besoin de connaissance technique Pas de solution de gestion réseau bout-en-bout Augmentation des investissements pour votre infrastructure propre pour pouvoir accompagner vos clients Détection des pannes complexe et chronophage Difficulté de gestion des réseaux multi-site
- 15. 15© 2017 Les avantages du passage dans le Cloud pour vous et vos clients Déploiement rapide avec l’auto- provisionning Administration centralisée et facile Réduction du montant des investissements (pas de contrôleur) et augmentation des charges (licences) Prix adaptable en temps réel aux besoins du client Évolutivité et redondance Interface de gestion accessible n’importe quand et n’importe où
- 16. 16© 2017 Interface unifiée et centralisée Gestion par client et par site Rapport en temps réel du trafic par application Vue d’ensemble du statut des équipements sur chaque site de chaque client Outil de recherche des équipements *: Requires NSG (Gateway) device on a site to provide Application statistics .
- 17. 17 Les composants de la Solution Nebula Nebula Control Center (NCC) AP Cloud(NAP) Switch Cloud (NSW) Passerelles sécurité Cloud (NSG) Application mobile Nebula
- 18. 18 Le modèle de licence La 1ère année de licence NCC est offerte avec chaque produit Une date unique d’expiration des licences pour chaque client Calcul par an, mais pro- rata facile
- 19. 19 Comprendre le système de licence Nebula 10 20 30 6 12 Temps (en mois) Nombred’équipementsNebula 42 8 10 6 mois plus tard, vous achetez 20 nouvelles NAP, qui sont chacune livrée avec 1 an de licence NCC. Vous achetez 10 NAP, qui sont chacune livrée avec 1 an de licence NCC. Vous avez maintenant 2 dates d’expiration différentes pour les 2 lots d’AP que vous avez acheté. Plus vous répétez l’opération, plus la situation devient complexe à gérer et à expliquer à votre client 10 x NAP 20 x NAP
- 20. 20 Comprendre le système de licence Nebula 10 20 30 6 12 Temps (Mois) Nombred’équipementsNebula 42 8 10 Nebula permet d’ajuster automatiquement les licences, pour que les licences de tous les produits d’un client expirent à la même date. Cela simplifie la gestion et le renouvellement des licences chez vos clients. Une date unique de fin de validité 10 x NAP 20 x NAP
- 21. 21 Gestion des licences Nebula Enregistrement d’une nouvelle clé. Vérification rapide du statut de la licence. Calculateur pour déterminer le nombre de points requis pour le renouvellement. Calcul automatique des points pour ajouter une année Vue des licences enregistrées et actives.
- 22. 22© 2017 Tous les avantages du Cloud pendant 3 ans en économisant jusqu’à 38% Achetez un AP Nebula avec 1 an de licence inclus pour le prix d’un AP Classique NAP102 au prix de la NWA513-AC NAP203 au prix de la WAC6103D-I Si vous activez votre AP Nebula avant le 30/6/2017, vous bénéficiez de 2 ans de licence offerte, soit au total 3 ans de licence Nebula RENDEZ-VOUS CHEZ VOTRE GROSSISTE HABITUEL
Notes de l'éditeur
- In recent years there have been some pretty fundamental changes to the market that resellers work within and the challenges they face on a day to day basis. A number of factors have been at play, we’ll have a look at these shortly, but the end result is a shift from a traditional up front model to a more service and solution based model. We’re all really familiar with the up front model. Resellers buy hardware from their distributor, add their margin percentage, and pass the cost on to their customers. In this model the customer typically has to CAPEX the costs, and then write off the assets over several years. This model underpins the 5 year hardware refresh that resellers used to often rely on. Over time, the model’s evolved. In a service or solution model, the reseller installs a whole solution, and overlays a service element to that solution. Rather than paying for everything in year one at the point of install, the reseller charges a regular management fee or subscription. Having annual, quarterly or monthly fees can then be paid for with OPEX budgets. So how big is the change….?
- Well according to Gartner, in 2016, over 50% of IT implementations will follow a service of subscription based model. And they’re predicting that by 2020 that number will have risen to 80%. Now, obviously not all IT implementations include networking, so we can reduce these numbers slightly when we’re looking at Networking implementations. But if I reflect on all the resellers I’ve met and spoken to this year, then I think this is certainly a very clear trend in the market. So what’s caused the shift from up front to service and solution led….?
- 1 - TRUST IN THE MODEL AT HOME The days of buying DVDs are behind us Who isn’t familiar with monthly fee services Such as Spotify, Netflix, Amazon Video, Dropbox Well first of all, we’re all increasingly familiar with the model of paying regular subscriptions. For me personally, the days of buying DVDs, CDs etc are behind me. I pay monthly for Spotify, Netflix, Amazon and Dropbox. So as we’re doing that at home, there’s an increasing familiarity and trust on the model, and naturally its shifting into more and more business applications. 2 - ALREADY USED IN THE WORKPLACE Business are increasing their adoption of Cloud in business applications Applications have gone to the Cloud. e.g. Office 365, Salesforce, Storage There’s an increased familiarity with, and confidence in, the Cloud For a few years, businesses have had quite a few applications in the cloud under the subscription model. Think Office 365, Salesforce, and Storage. But it’s really only been in the last few years, as trust in the cloud has developed, that businesses and resellers have put networking into the cloud. But it’s more than just familiarity and trust…. 3 - TO MATCH CLIENT BUDGETS Public organisations have always had annual budgets Up front model has always been a challenge So it makes sense to match budgets A key driver in the shift is how the cloud and the subscription model can work better with the budgets of resellers customers. Many organisations, have annual budgets. So if your annual budget is €2000, finding €7000 for an up front purchase of a new network can really be a challenge. The subscription model means the costs can be spread, to a degree, to broadly be in line with budgets. In reality this means lower year 1 costs, and then regular fees thereafter. So it makes sense that the subscription model is popular as it matches customer budgets much better. 4 - THE INCREASING VISIBILITY OF RETAIL Online price ≠ price resellers charge “I can buy product X is online for €99.99 …. Why are you charging me €119.99?” With a service model, it’s less about the hardware The last driver, and one that most resellers will probably experience on a daily basis, is the increasing visibility of prices online. There are only so many times that a reseller can explain the value they’re adding and why the product costs more than the customer can buy it on Amazon, Alza, or some other etailer. With the service model, it’s less about the price of the product and more about the whole service being offered. But if these are the drivers, what business opportunities and whatare there for resellers?
- Most companies in channel who resell products make most of their revenue on what they do after they sell a product. So the reality is that more money can be made on selling an add on service, than by adding a margin percentage to a piece of hardware. The crux of the issue here, is that Cloud, and Cloud networking can help VARS move from being Product and Price led, to Solution and Service led. Unfortunately that isn’t a shift that can be made overnight, it’s more of a progression…..
- … and there’s no ‘silver bullet’ for defining your cloud service strategy and successfully transforming into a Service and Solution Provider. Every organization is unique in terms of its capabilities, resources, regional market and competitive advantage, so the journey is unique to every reseller. Looking at the diagram here, moving from the left to right, we can see three distinct business models moving from up front to service, and then to Service and solution and the characteristics of those models. The part I want to highlight is how as we move across the budgets move increasingly from a CAPEX to OPEX model. Now this webinar is pan Europe, so there are different rules, budgets etc for every region, but I want to just touch on what CAPEX and OPEX are, and when they’re used….
- As I’ve said, Cloud networking, and Nebula enables resellers to move from a CAPEX model to a services based OPEX model. So it’s important to understand the difference between the two. Most businesses have a CAPEX budget – used to buy assets, usually with a life beyond the current year. And an OPEX budget – which is used to meet the ongoing costs to run a business. The CAPEX budget is always either a lump sum, or financed, incurring additional charges. Whereas, OPEX is always a regular fee (usually monthly quarterly or annually). Nebula, and the Cloud Networking subscription model, open up a whole new revenue opportunity. Instead of just addressing the CAPEX budgets, we can now also open up customers OPEX budgets. Now we’ll have a look specifically at Nebula, how it’s licensed and how it can be levered.
- IDC expects the cloud-managed WLAN infrastructure market to achieve a 38.8% compounded annual growth rate (CAGR) between 2013 and 2018. In comparison, the CAGR forecast for the overall WLAN infrastructure market over that period is 11%. Source: http://searchnetworking.techtarget.com/feature/Cloud-managed-wireless-Why-network-engineers-love-it Infrastructure and platform clouds are expected to be a $32 billion market in 2017, growing at a 35% CAGR, which is faster than the SaaS market. Source: http://www.networkworld.com/article/3151002/iaas/10-must-watch-iaas-cloud-trends-for-2017.html By 2018, more than 60% of enterprises will have at least half of their infrastructure on cloud-based platforms. Source: http://www.forbes.com/sites/louiscolumbus/2015/01/24/roundup-of-cloud-computing-forecasts-and-market-estimates-2015/#386462d2740c
- Every piece of Nebula hardware that’s bought, comes bundled with a 1 year license. That’s simple at the point of purchase, but it can cause a problem when additional hardware is added after the initial purchase. Resellers don’t want to have to manage multiple renewal dates, so we use simple co-termination to ensure there’s one renewal date for every organisation. In reality this means that for every organisation, there’s that single renewal date, and with the simple credit based licenses, resellers can choose a specific date in the future that they want to renew. In reality, that might mean that if a reseller has a contract to deliver managed services until January 28th 2019, they can easily choose that date, see the cost and set the service up.
- You purchase 10 Nebula Access Points (NAPs) each NAP comes with a 1-year license. After 6 months you purchase 20 additional Nebula Access Points (NAPs) each NAP comes with a 1-year license. You now have two different expiration dates on the two sets of Access Points you purchased, as you add more this will begin to get more complex to handle and harder to manage with end-clients.
- With Nebula the licenses are automatically adjusted to give you the same co-termination date within each Organization. This helps simplify the management of licensing and the problems often associated with renewable licensing.
- From 1st April until 30th June 2017, you can buy a Nebula Cloud AP** with a one year license, for up to 22% off! Even better though, if you register your Nebula AP to an organisation before June 30th 2017, your one year Nebula license will automatically get extended with an EXTRA two year license for FREE! That means a massive 39% saving!