Thanks for taking the time to attend our product update. We are really excited about the response we are expecting from this new product and want to

Transcription

1 Thanks for taking the time to attend our product update. We are really excited about the response we are expecting from this new product and want to make sure you are up to speed and in a position to benefit from the increased demand. 1

2 Over the course of the next 30 minutes or so I hope to cover an update on RealVNC, our new product VNC Connect, how the new product works, where this fits in with our competitors, prices and release dates and our new supporting materials. 2

3 Let s start with a brief update on RealVNC. 3

4 RealVNC (the company) was founded in 2002 by the original inventors of the VNC technology. After developing the technology while they were at Cambridge University their aim was to create an enhanced closed source version of VNC with the security and features required in a commercial environment. Our company continues to grow whilst our engineers are constantly working on new features such as those we will be releasing shortly. 4

5 Our flagship product continues to be adopted by new and exciting customers whilst we continue to support our existing wide range of industries such as healthcare, education, government agencies and large multinational corporations. The main use cases include remote working, remote support, training and controlling inaccessible systems whilst customers are still coming up with new use cases daily. We also have large scale collaborations with companies such as Intel and Google. 5

6 RealVNC products are now grouped into 3 families - VNC Connect includes all of the products we will be talking about today, these represent a significant technical advance on the VNC options you are currently selling (more on this shortly). Aside from VNC Connect, VNC Developer allows OEMS to build the power of VNC into their own products, whilst our automotive products are used in millions of cars today for displaying phone screens on car dashboards. 6

7 But this is what we re all really here for. From the 1 st November things are going to be a bit different. 7

8 So what s new? For the first time ever VNC will be cloud enabled. This means that users can now connect from one supported device to another supported device anywhere in the world, at any time, without the need for network configuration. It also introduces a host of other benefits and I ll go into detail on these in a moment. The second major improvement is that since Cloud connectivity is a service we are making access to the cloud subscription based. This means your customers will be incentivised to come back to you each year to renew the subscription. To coincide with this we have updated our product offerings to more closely match our customer profiles. This makes finding the right plan easier for new customers. And lastly we realise that we need to look good to your customers and so we accompany all these changes with a complete brand refresh. We have a modern and sleek new website and this style is maintained through all new marketing collateral and updated case studies. The result is a slicker, more comprehensive and significantly advanced offering from RealVNC. This will open doors to new customers, whilst offering increased benefits to our long standing customers also. 8

9 These are the new subscription options. Gone are Free and Personal and in come Home and Professional. Home is available for free exclusively for individual private use and is limited to five devices. It is not licensed for use commercially so will not be available to your business customers. Professional is lightweight and is targeted at your customers who just want simple, easy remote access. Professional customers tend not to need a great deal of configurable options but they expect security and ease of use. In order to make Home and Professional products as easy to use as possible both make all connections via the cloud. Enterprise will be the product the majority of your customers will be using. Enterprise is our most secure and most fully featured offering. It provides the fine grained configurability demanded by customers in an Enterprise environment. Uniquely, Enterprise allows users to choose how they would like to connect. For ultra-secure network environments customers can choose for connections to remain p2p, so that no data goes off network. For other customers who support employees in the field or at home cloud connectivity will be essential, and others may choose a hybrid implementation where machines on network are connected to directly and machines off network connect through the cloud. This degree of flexibility is completely unique to this product. 9

10 As mentioned this is a cloud only solution and is aimed at those customers who currently connect to various machines outside of their own network. We have made a conscious decision to make this a really simple, easy to use solution for those customers who do not need extra features, they just want to connect quickly and easily. No need to configure any networks, the software just needs installing and they are ready to go. As you would expect it is fully secure also. 10

11 Enterprise has all the major features including chat, file transfer and remote printing. Customer using this have a choice, if they want to keep their connections coming directly they can do so or they can use our cloud technology like the professional version. This has full deployment options so it is great for large organisations and still meets the needs of individual users looking for direct connections. It has a number of advanced security options to meet the needs of all of our customers. 11

12 I have mentioned the cloud a number of times but I wanted to explain how this relates to VNC Connect in a bit more detail. 12

13 Our current products make connections via one method only, p2p. This means that one computer directly connects to another. This is great for internal use as customers data does not leave their secure network, however for those customers connecting externally it means an extra step of configuration is required. This is known as port forwarding and while quite simple to do, it can be quite time consuming doing this on many devices. Cloud enablement has extra benefits other than 100% system availability, for example a customer will no longer need to apply a licence key and will be able to manage their subscription and account online. Once signed in to their account a customer will have access to their entire address book of connections, no matter what device they are on. 13

14 And we can see that for Professional subscription customers cloud connectivity ensures that connecting between devices is as simple as it can be. Whilst Enterprise customers tell us that they need greater choice in their connection methods and can therefore choose whether to connect directly, or through the cloud. 14

15 Why VNC? 15

16 We have spent many years providing our customers with what we believe to be the best remote access solution on the market. We have listened to our customers and have made the product more flexible and more accessible whilst keeping the product lean. 16

17 As part of the process of designing the commercials for VNC Connect we undertook some competitor pricing analysis to ensure that we were offering the product at a fair price point. What we found shocked us. Pricing and licensing models in the industry are so various and opaque that it s almost impossible to make a true comparison between products. If we found it to be this way imagine how difficult it is for customer trying to make an honest comparison when selecting a product. This clearly isn t acceptable and that s why we committed to making VNC Connect pricing the clearest and most straightforward of all of our competitors. Not only is VNC Connect easy to buy, it s also great value. The product is lightweight because we have focussed on only the features our customers need. This means they pay a little for a product they use 100% of, rather than a lot for a product they use 10% of. In short, it s easy to choose, it s easy to buy and it s easy to use. 17

18 The versatility of VNC means that the product offers benefits across numerous use cases. Customers using VNC Connect for internal remote support will see improved system up time as VNC reduces support ticket resolution times. This in turn improves company productivity as employees wait less time for IT resources to be fixed. Reducing ticket resolution time has the added benefit of reducing operating costs. Customer s using VNC Connect for external remote support see improved customer satisfactions, while product manufacturers can actually drive revenue growth by supporting their customers on their devices remotely. 18

19 Pricing and release dates, arguably the most important few slides. 19

20 Offering a cloud based service has meant that our old perpetual licence model needs a refresh. Since customers will now be actually using a 24/7 service rather than just buying a licence it makes sense to package our offerings as subscriptions instead. Since Professional only connects over the cloud, customers are incentivised to renew their subscriptions or lose their service. This marks a substantial change to our current model where customers can continue to use the software regardless of whether they keep up the maintenance. For Enterprise customers who choose not to connect over the cloud, when their subscriptions end the software will now natively stop working. Subscription based pricing is obviously not a new concept, its standard amongst our competitors and is easy for customers to understand. All subscription customers will be entitled to all product updates including major and point releases that are released during the term of their subscription. Current customers with maintenance on their licence will be able to upgrade to the new version without automatically being enrolled on a subscription. Customers with perpetual licenses will be able to continue using them without cloud connectivity if they choose to. 20

21 Existing customers will be able to use all of the new capabilities under their current maintenance contract. When this period ends they have two options They can choose not renew and continue using the current version they have in perpetuity. They can renew under the new subscriptions service and continue to get updates, upgrades, support and cloud access. 21

22 When it comes to getting pricing there are three questions that need to be asked. Which product, how many machines they wish to access and how long they want to subscription to last for. In order to further simplify pricing from our existing model we will now be providing access to machines in fixed quantities. So a customer needing access to 45 machines would purchase a 50 pack giving them a degree of redundancy before needing to add more computers. What we haven t changed are our rewards for quantity and duration, so customers can still take advantage of these discounts. 22

23 Quick example for you here, this customer wants to take advantage of both the cloud and direct connectivity, so they need the Enterprise. They want to access 45 machines and don t want to worry about yearly renewal so they will purchase an Enterprise Subscription for a 50 pack with 5 years maintenance. 23

24 Quick example for you here, this customer wants to take advantage of both the cloud and direct connectivity, so they need the Enterprise. They want to access 45 machines and don t want to worry about yearly renewal so they will purchase an Enterprise Subscription for a 50 pack with 5 years maintenance. We will be offering time limited discounts to existing customers to ensure that their renewal costs remain in line with their current expectations. More details on this will follow. 24

25 We are now putting the final touches to the product and are confident of a release date of the week of the 1 st of November. We will be getting your price lists to you by the 1 st October so that you have plenty of time to get these into your system. To supplement this presentation there will be accompanying reseller resources available on the RealVNC website when the product launches along with the new branding I mentioned. 25

26 Naturally you are going to want to have more information at your fingertips when customers start to enquire about VNC Connect. 26

27 We hope you are enjoying our brand new partner resource page. As you will have seen this has a number of resources available to you and we will add more as they become available. Feel free to point your colleagues in the direction of this page and please don t hesitate to let me know if there is anything further that you need. 27

28 Thanks so much for both taking the time to go through this with me and for your continued support to RealVNC. I hope this has been helpful but I understand that there is a great deal of information to take in. Please contact me on the below if you have any questions. Have a great day! 28