DaaS MARKET REPORT
“The trend is for more and more companies to move to a DaaS model to meet the demands of their business.”
John Grin, head of services
& alliances at Fujitsu
a true ‘as a service’ operation.”
He added that CANCOM has
made signicant investment in
roles such as customer success
managers, transformation and
adoption consultants to deliver
a true DaaS model – helping
meet the ‘as a service’ part of
the oer.
Nick On, head of sales,
marketing and operations at
Dynabook Northern Europe,
thinks CIOs must consider
their current IT oering and
its ability to be able to cope
with changing environments.
He said, “A tech refresh is
about more than just devices
– businesses need to consider
how dierent technologies
will play together within the
broader infrastructure. is is
where the channel comes in.
Highlighting the long-term
cost-eective nature of the
model makes for a stronger case
to act. Greater competition,
greater user expectations and
greater security threats all
mean a seamless device eet
experience is essential from
implementation through to endof
life. A fully integrated DaaS
option is key to achieving this,
and the channel is best placed
to oer this consultancy.”
Adding value
Like any new oering, partners
will be looking for ways to
add value around a DaaS
proposition. CANCOM’s
Skelton explained his company
includes device provision,
asset life cycling, self-service
portals and service reporting as
part of its DaaS oer. Fujitsu’s
omas agreed creating value
is vital. “We can scale our
PCaaS oering to all partners
no matter their size or delivery
execution capability. If they
want to remain hands on, then
they pick the options that they
would like Fujitsu to deliver.
Or they can equally include all
our services and add them to
their own end customer service
solution. All of which can form
part of the nal per use per
month cost.”
Dynabook’s On added,
“Within today’s increasingly
advanced and complex IT
architectures – incorporating
cloud, IoT and edge solutions
– the need to ensure a seamless
roll-out and integration
period is essential. If we
take a look at the impact
of downtime on small and
medium-sized businesses, for
example, 80% of companies
have suered downtime
with a cost of $82,200 to
$256,000 per incident. e
value of removing these risks
cannot be underestimated.
Services which oer on-site
installation, disablement of
redundant devices and secure
data migration across platforms
all play a part in a seamless
transition from old to new.”
Still come to
When asked what we will see
from the DaaS market over the
next 12-24 months, Fujitsu’s
Grin commented, “e
market is constantly changing
Mark Skelton, chief technology officer, CANCOM
Resellers should look out for vendors that enhance their value
proposition by:
• Focusing on addressing the specific needs of different verticals
and offering joint DaaS and SaaS deals to business customers.
• Partnering with leading and growing brands in the UCC provider
space.
• Bundling headset solutions with other audio and video
equipment for remote workers.
• Enhancing noise-cancelling technologies to improve the listening
as well as the voice pick-up capability.
• Delivering consumer-like experiences with solutions that can be
personalised and customised to each individual’s needs.
and customer requirements are
constantly changing but, with
the current market situation,
the ability to ex up on devices
is simple, exing down is always
a situation that can arise. As
part of our oering we are
looking to oer this ability for
up to 25% of Fujitsu PCaaS and
also the ability to work with
our channel around wrapping
PCaaS into a fully managed
service. Watch this space.”
CANCOM’s Skelton is
excited by the future potential
of DaaS growth. “e trend is
for more and more companies
to move to a DaaS model to
meet the demands of their
business. We will see more
competition in this space with
partners looking to add more
and more value into the service.
e next wave will be how we
can supply not just the laptops
and desktops in a DaaS model
but how we can bring phones
and peripherals into a single
DaaS contract.” He added that
the company sees this as part
of a much bigger opportunity
around delivering a modern
workplace as a service. is
brings into scope delivering the
operating system, productivity
applications, management
and security to reduce overall
operational complexity.
is, Skelton believes, ties
into a broader trend of
the consumerisation of IT
operations – which will demand
DaaS partners oer on demand
self-service portals and delivery
within short time frames.
Keep it clean
It’s not just the device itself
where lucrative recurring
revenue can be secured – health
and hygiene programmes are
vital amidst the Covid crisis.
Headset schemes have been
popular for many years, but
data privacy company Blancco
believes it’s vital to make sure
devices (laptops, mobiles, hard
drives) are properly sanitised
in a dierent way, with data
securely erased from devices.
Earlier this year, Blancco
conducted a study, titled 5G
Smartphone Upgrades and
the Secondary Device Deluge,
which found 68% of the 5,000
global consumers surveyed
would be willing to trade-in
their used device at the point of
a 5G upgrade. Given the huge
number of devices entering
the secondary device market,
there is opportunity for DaaS
providers to access cheaper
devices – but only if security
concerns, such as residual data >
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