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The Strategy for Go Modern Workplace

CSP

Enterprise Segment

User Adoption

Managed Services

FastTrack

Atea

Cloud Solution Provider

Build a scalable SMC sales motion based on standardized Offerings and automation.

Strategy

By building a strong sales engine to fully realize the Atea Cloud Portal (CSP + 3rd Party ISVs) opportunity together with standardized Modern Workpalce offerings Atea is in a great position to scale in the SMC segment. Local presence in 90+ locations, and a highly automated, self-service CSP portal with centrally managed Demand generation activities brings together Atea´s existing strengths.

Introducing, and onboarding, Atea´s existing SMC customers (hardware, licensing, professional services) into Atea Cloud Portal is a key initiative to ensure growth and scale in our CSP business. By ensuring a strong, coordinated central sales engine in every country we also expect success in new customer acquisitions.

Investments

  • Central CSP Team with Inside Sales capabilities in every country
  • Development of Sales Tools and Business Insights
  • Training and Readiness on Atea Cloud Portal – on-boarding, offerings and business model
  • Demand Generation
  • Co-Sell activities with Atea Cloud Portal Partner eco-system

Business Targets

  • # of CSP Customers (Office 365, EMS, Windows 10)
  • 1500 Net Customer Adds (EA + CSP)
  • $XM CSP Revenue (Office 365, EMS, Windows 10)

Enterprise Segment

Win new customers, secure and grow EA renewals

Strategy

Atea is holding a strong position as an LSP with a huge customer base within the Enterprise segment. By securing processes and work closely with Microsoft we will secure success in upcoming EA renewals by leading with a holistic Modern Workplace approach based on Microsoft 365 and Premium SKU:s.

By ensuring high competence, great tools and Service Offerings throughout the sales process we will execute to secure Up-/Cross sell to Microsoft 365 and E5-SKU:s on existing Enterprise customer base. We will also target new customer acquisitions by leveraging the same strategy. Another strong focus will be on transforming Non-Cloud customers to Cloud, by leading with Microsoft 365 scenarios.

Investments

  • Pre-Sale engagements (e.g. CIE, webinars, workshops)
  • Secure processes for planning of EA renewals
  • Secure processes for joint account, and activity, planning with Microsoft for upcoming EA renewals
  • Sales tools and Business Insights

Business Targets

  • $XM Office 365 Revenue
  • 1500 Net Customer Adds (EA + CSP)
  • X % E5 SKU:s

User Adoption

Add value to customers investments by building a strong User Adoption Change Management motion

Strategy

The average usage rate for Ateas Office 365 customers in 2017 were X%. This means that our customers have yet to realize the full value of their already made investments, and by developing a strong User Adoption & Change Management Offering we have a huge opportunity in bringing value to our customers. Successful User Adoption also drives usage on all Modern Workplace workloads which increases Online Usage Incentives, as a way to compensate compensate for declining LSP incentives. Promoting of Microsoft Teams also drives usage on multiple workloads.

Also, by focusing on End-User Adoption and support rather than traditional System Integration consultancy, we are engaging with a new audience whithin our customers which allows us to drive Digital Transformation together with new stakeholders and organizational representatives.

Investments

  • Atea O365 Training Portal (based on Team Fusion)
  • Offer Development + GTM
  • Atea Sweden to share User Adoption framework and offerings
  • Promotion of Microsoft Teams (Training, Offer development and GTM)
  • Demand Generation

Business Targets

  • 2 750 000 of Office 365 Active Entitlements, Commercial (100% growth)
  • >40 % Average Office 365 usage rate

Managed Services

Build a strong Managed Services Portfolio to add recurring revenue streams and add value to our customers

Strategy

Atea traditionally delivers Time & Material-based Professional Services, with a low attach rate of Managed Services. With traditional Microsoft incentives going down and the changing of licensing and business models, it´s important to add additional (and recurring) revenue streams. By leveraging Atea´s existing Managed Services Portfolio, and adding new pin-pointed Services and bundles, we add value for our customers while creating ”stickiness” to Atea.

Standardized and highly automated Managed Services is also a key Success Factor in winning the SMC segment.

Investments

  • Realizing Atea Modern Experts Team at AGS
    • Rapid Deployment Process
    • O365 Service Development resource
    • W10 Service Development resource
    • Product Marketing resources
  • Development of new Managed Services
  • Finalization and GTM for Incubation Partner M365 Powered Device Pilot
  • Public Web page for Atea (Managed) Services Offering
  • Investigation/Pilot of BitTitan MSP Complete as standardization and automation engine
  • Internal training and readiness

Business Targets

  • Atea Device as a Service – 20 000 seats
  • 100% Service attach rate on new customer adds EOY CY 2018
  • 6 new Co-Sell Ready Managed Services (AGS)

FastTrack

Transform Atea into a FastTrack Partner

Strategy

Microsoft will continue to develop and promote FastTrack as a benefit for onboarding into Microsoft´s Cloud Services. The Program has expanded from pure Office 365 focus, into covering the whole Microsoft 365 suite, FastTrack for Azure has also just launched, yet with a different approach.

Microsoft is transforming FastTrack into a Partner led motion, with Atea already onboarded into the Program, which brings the need of adapting and including FastTrack offerings and processes into our practice.o secure registration in FastTrack Portal.

Investments

  • Securing FastTrack onboarding processes in Atea subs
  • Public Web page with Atea FastTrack Offerings (as a part of the AGS Modern Workplace web)
  • Development of Standardized FastTrack Offerings
  • Investigation/Pilot of BitTitan MSP Complete as standardization and automation engine
  • Internal training and readiness

Business Targets

  • 1000 FastTrack customers

Atea

The Place To Be for skilled employees and the complete Modern Workplace Partner

Strategy

Atea today have a broad portfolio of Modern Workplace Offerings, with services that helps our customers throughout the whole Cloud journey and customer life cycle, but unfortunately it´s one of our best kept secrets. By focusing on bringing together, sharing and standardizing our existing offerings and also making them available internally and externally we will position Atea as the preferred Modern Workplace Partner to our customers.

By creating a strong talent program, enhancing our internal communities, sharing of knowledge and a close partnership with Microsofft we will also establish Atea as The Place To Be for the best delivery Consultants, Business Developers and Sales reps in the market.

Investments

  • Build a Modern Workplace Training and Readiness Program together with Microsoft
  • Sharing of Customer Success stories – internally and externally
  • Internal pilot of Cross-Group Offer Development Team
  • Finalizing and GTM of Incubation Program Pilots
    • Security & Compliance
    • First-line Worker
  • Finalizing, and publishing, Co-Sell ready Offerings in the OCP Catalogue.

Business Targets

  • 30 Public Customer Success Stories (Atea external webs)
  • 100 of OCP Co-Sell Ready Offerings