May/June 19 - ChannelVision Magazine

“Concerns about security have de- layed cloud adoption for many years,” the report said. “But as platforms prove their security credentials, businesses across Europe are becoming increas- ingly confident in using them to mod- ernize their information systems. Close to one-third of companies have started to make their IS virtual, and 94 per- cent declare they want to use a virtual private network for their cloud-based telephone service.” UCaaS: ATop Cloud Driver The Mitel report also demonstrated how UCaaS is driving cloud adoption in Europe. It’s not a matter of “if” Euro- pean companies will shift their commu- nications to the cloud, the report said, it’s a matter of when. Mitel found that 89 percent of Euro- pean companies believe unified com- munications is a must-have technology and expect advanced collaboration capabilities. What’s more, nearly nine out of 10 respondents indicated that features such as status/ presence indicators, video calls and instant messaging are among the core functions necessary for work. Forty-one percent of companies, for that matter, expect a UCaaS platform that will offer solutions for more specif- ic needs; examples include audio and video conferencing, screen sharing and advanced collaboration tools. Respondents in Italy showed the greatest interest in advanced UCaaS services, followed by Germany and the Netherlands. Interestingly, system reliability is less of a factor for European business- es than it has been in the past. Just 27 percent reported reliable communica- tions as a fundamental need in a top- level cloud solution. In Mitel’s previous survey, 38 percent said that this was a fundamental need. Clearing Hurdles While European businesses are warming up to the cloud, agents should still be prepared to address hurdles when approaching customers. Some of the top hurdles to closing cloud deals include: SLAs: Most IT decision makers are now asking for service level as- surances with UCaaS. Seventy-seven percent of companies in Mitel’s report said they would consider investing in a cloud-based contact center if they had contractual assurances for QoS and continuity. There are also rampant concerns about vendor lock-in. Eighty-two per- cent of companies said they would de- mand a warranty that would allow them to change vendors. Migration costs: The cost of cloud migration has always been a top concern for businesses, and this is not changing. Eighty-four percent of companies said that the cost of migrating from an on-site system to a cloud architecture is the top consideration when calculat- ing the total ROI of a cloud solution. Support: There’s also a fear of going it alone when migrating to the cloud. The cloud is still a relatively new concept for many businesses and can be seen as a risky endeavor. Sixty-two percent of companies reported that they want to work with a specialist in the cloud sector and es- tablish a meaningful working relation- ship in order to reduce risk. Agents should therefore consider coming to the table prepared with specialists who can guide customers through the deployment and migration process. o international Agents What are the components to be taken into account to obtain realistic indicators of ROI for your cloud service? Source: Mitel; Spoking Polls Digital Orbit re Source: IHS Markit What do y of your dig started ye Source: Accent Shifting from a l to emerging digi Positioning next generation Achieving exe our Becoming ackn customers as We have not would be a key digital Migration costs from on-site to cloud-based architecture Change management costs Reversibility or migration costs Cost of customization/ integration (including staffing) Cost of specific equipment and maintance for non IP endpoints 84% 41% 49% 31% 14% 88% 85% 84% 94% 92% 72%73% 78% 27% 32% 63% 31% 23% 38% 46% 50% 42% 32% 28% 48% 38% 15% 29%31% 41% 63% 34% 28% 22% 3% 9% 23% 9%9% 34% 17% 12% 76% 42% 70% GB DE FR NL SW SP IT CH GB DE FR NL SW SP IT CH When yo are r ady to migrate to the cloud, which service provider would you prefer? Source: Mitel; Spoking Polls 52% 29% 5% 71% 70% 55% 63% 65% 49%50% 68% 34% 33% 31% 24% 24% 25% 42% 22% 3% 5% 4% 4% 4% 6% 6% 8% Cloud communications specialist Systems integrator Solutions provider What are the components to be taken into account to obtain realistic indicators of ROI for your cloud service? Source: Mitel; Spoking Polls it did last Source: Busin Digital Or Source: IHS What of yo start Source: Shifting f to emergi Positi next gen Achiev Becomin custo We ha would be Source: McKinsey & Co. 24 13 10 No role Industrial sites Indoor commercial properties Migration cost from on-site to cloud-based architecture Change management costs Reversibility r migration costs Cost of customization/ integration (including staffing) Cost f specific equipment and maintance for non IP endpoints 84% 41% 49% 31% 14% 88% 85% 84% 94% 92% 72%73% 78% 27% 32% 63% 31% 23% 38% 46% 50% 42% 32% 28% 48% 38% 15% 29%31% 41% 63% 34% 28% 22% 3% 9% 23% 9%9% 34% 17% 12% 76% 42% 70% GB DE FR NL SW SP IT CH GB DE FR NL SW SP IT CH When you are ready to migrate to the cloud, which service provider would you prefer? Source: Mitel; Spoking Polls 52% 29% 5% 71% 70% 55% 63% 65% 49%50% 68% 34% 33% 31% 24% 24% 25% 42% 22% 3% 5% 4% 4% 4% 6% 6% 8% Cloud communications specialist Systems integrator Solutions provider More often than last year About as often as last year It doesn’t come up Less than last year 20 Channel Vision | May - June, 2019