Competitive Assessment of Cisco Hosted Collaboration Solutions (HCS) Partners
Competitive Assessment of Cisco Hosted Collaboration Solutions (HCS) Partners
Localized and Customized Regional/Country Sales Strategy are the Need of the Hour
15-Sep-2017
Global
Description
Cisco Hosted Collaboration Solution (HCS) is a voice-based Unified Communication platform, which enables service providers to offer a wide range of UC and collaboration functionalities to their customers in a subscription-based, “as-a-service” offer. Cisco HCS entered into a fast-moving stage for the first time and various services available in the market increased across all countries in the globe. Increasing awareness and demand for cloud services is also driving migration from a CapEx to OpEx model. The study is a competitive assessment of 5 key service providers: AT&T, BT, Orange Business Services, Verizon, and Telstra. Based on their performances, sales strategies, pricing, and customer segmentations, the study reveals their strengths and customer attack strategies, which is expected to gain further understanding of UCaaS development in future market.
The analysis covers early adopter verticals such as retail, professional services, healthcare, education (as part of healthcare), in addition to BFSI, FMCG, public sector, manufacturing, high technologies and others. Geographic scope includes North America, Europe, and Asia-Pacific.
Key Research Topics for this study are:
Performance Overview
• CY2015 on-premise and HCS revenue
• CY 2015 number of seats and customers by invoicing and growth
• Revenue/seats breakdown by region/country
• Revenue breakdown by vertical and horizontal
Sales Strategy
• Brief introduction on sales team structure and incentive program
• GTM channels—primary direct and indirect channels, key alliances/partnerships on global and regional level if any
• Sales approach of identifying business opportunities, engaging with potential customers and winning customers
Pricing Overview
• Key feature set and customization capabilities
• Factors that have an impact on pricing
• List price of various service packages/service capacities
• Typical discounts at a global level
• Bundled pricing options (mix of products and services/ mix of a few service segments)
Customer Segmentation
• Customer selection criteria on a global and regional level, if they differ
• Customer segmentation approach (e.g., how to define the key accounts by vertical and horizontal)
• Customer split between existing and new customers
Background
Cisco’s Hosted Collaboration Solution (HCS) is a voice-based Unified Communication platform, which enables service providers to provide a wide range of UC and collaboration functionalities to their customers in a subscription-based, “as-a-service” offer. It was launched in 2010 in United States.
Telecom operators were the early adopters of HCS platform. The global telecom operators such as Verizon, AT&T, BT and Orange Business Services rolled out the service in 2012. Regional telecom operators in Europe were the 2nd batch of HCS providers, while system integrators and distributors also started offering HCS-based cloud UC services at the same time.
By the end of 2015, telecom operators made up more than 60% of the total installed base of HCS; system integrators and distributors are catching up fast.
Table of Contents
Executive Summary
Market Segmentation
Customer Segmentation
Key Research Topics
Key Research Topics (continued)
Notes
Partner Ecosystem
Partner Ecosystem Discussion
Market Share Analysis
Cisco HCS Install Base
Cost Variables Analysis for HCS Deployment
Cost Variables Analysis for HCS Deployment (continued)
Pricing Plans for HCS
Performance of Cisco Collaboration Solutions
Cisco HCS—2015 Customer Breakout
Sales Strategy—Value Proposition
Sales Strategy—Value Proposition (continued)
Sales Strategy—Sales and Support Applications
Pricing Plans—HCS
Pricing Plans—HCS (continued)
Pricing Strategy—Volume-based Pricing Options
Target Customer Segmentation—Customer Selection Criteria
Target Customer Segmentation—Attack Strategies
Performance of Cisco Collaboration Solutions
Cisco HCS—2015 Customer Breakout
BT Offerings
BT One Portfolio
Sales Strategy—Value Proposition of BT One
Sales Strategy—Value Proposition of BT
Sales Strategy—Sales and Support Applications
Pricing Plans—HCS
Pricing Strategy—Volume-based Pricing Options
Target Customer Segmentation—Customer Selection Criteria
Target Customer Segmentation—Attack Strategy
Performance of Cisco Collaboration Solutions
Cisco HCS—2015 Customer Breakout
Sales Strategy—Value Proposition
Sales Strategy—Value Proposition (continued)
Sales Strategy—Sales and Support Applications
Pricing Plans—HCS
Pricing Strategy—Volume-based Pricing Options
Target Customer Segmentation—Customer Selection Criteria
Target Customer Segmentation—Attack Strategies
Performance of Cisco Collaboration Solutions
Cisco HCS—2015 Customer Breakout
Sales Strategy—Value Proposition
Sales Strategy—Sales and Support Applications
Pricing Plans—HCS
Pricing Plans—HCS (continued)
Pricing Strategy—Volume-based Pricing Options
Target Customer Segmentation—Customer Selection Criteria
Target Customer Segmentation—Attack Strategies
Performance of Cisco Collaboration Solutions
Cisco HCS—2015 Customer Breakout
Sales Strategy—Value Proposition
Sales Strategy—Value Proposition (continued)
Sales Strategy—Sales and Support Applications
Sales Strategy—Sales and Support Applications (continued)
Pricing Plans—HCS
Pricing Strategy—Volume-based Pricing Options
Target Customer Segmentation—Customer Selection Criteria
Target Customer Segmentation—Attack Strategies
Key Takeaways
Growth Opportunity 1—Vertical Strategies
Growth Opportunity 2—Horizontal Strategies
Growth Opportunity 3—Geographical Reach
Strategic Imperatives for Success and Growth
Legal Disclaimer
The Frost & Sullivan Story
Value Proposition—Future of Your Company & Career
Global Perspective
Industry Convergence
360º Research Perspective
Implementation Excellence
Our Blue Ocean Strategy
Related Research
Popular Topics
No Index | No |
---|---|
Podcast | No |
Author | Zi Ning Chong |
Industries | Information Technology |
WIP Number | 9ABD-00-2D-00-00 |
Is Prebook | No |