Lessons Learned from building a CSB Part I

Copyright © 2013 Gravitant, Inc.

Praveen Asthana Chief Marketing and Strategy Officer


Traditional IT moving to Cloud IT

Infrastructure

IT Governance + IT Ops + Systems

Management

Applications Development

& Management

Enterprise Packaged

Apps MSP/Channel Partners

• Public • Private

• Hybrid Cloud Mgmt • Business of Cloud

Mgmt • Cloud Governance

• DevOps • PaaS • Cloud App

Middleware

• Salesforce.com • Workday • Office 365 • Google Docs

• Cloud Aggregation & Solution as a Service

• Biz Process as a Service

Hardware Outsourced

Data Center

Buss Process

Outsourcing

PaaS CSB CMaaS SaaS IaaS

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“What are your firm’s plans to adopt the following as-a-service technologies?”

0%

10%

20%

30%

40%

50%

60%

70%

2010 (Actual) 2011 (Actual) 2012 (Actual) 2013 (Planning toimplement in thenext 12 months)

2014+ (Planning toimplement in a year

or more)

By the end of 2013, about 40% of all companies will be using IaaS (50% by 2014!).

SaaS

IaaS

PaaS

3


• Channel hardware infrastructure revenue slowing or

shrinking

• Cloud service providers capturing the fastest growing

category of infrastructure revenue, bypassing the channel

• Traditional managed services are not optimized for a cloud-

based DC

• Monolithic outsourcing contracts being replaced with cloud-

based, point offerings

• Enterprise IT has a gap in its business ability to manage

multiple clouds, private and public Servers (1) IaaS (2)

Infrastructure Revenue Growth

1. Total global server factor revenue, Q1-2013 IDC Worldwide Quarterly Server Tracker, May 2013.

2. Forecast Overview: Public Cloud Services, Worldwide, 2011-2016, 2Q12 Update, Gartner Research, August 2012.

-7.7%

+43%

Server revenue has fallen five of the last

six quarters.1

4


Today Risk of Being Left Out

• One third of revenue at risk to CSPs; potential for greater customer loss

• No capability to meet customers’ cloud needs (e.g., no cloud-centric design)

• Less ability to attach managed services • Uncertain demand creates risk for cost basis and profitability

MSFT

SAP

ORCL

IBM

HP

VMW

CSCO

Solution

Design & Delivery

VAR/System

Integrator

Customers Public

Cloud

Managed

Services

Yesterday The Trusted Advisor

• 30-45% margin business

• Deliver custom integrated on-premise solution stacks

with attached managed services

• Build ahead of anticipated demand

• Improve cost basis by scaling demand and improving

processes over time

MSFT

SAP

ORCL

IBM

HP

VMW

CSCO

Solution

Design & Delivery

VAR/System

Integrator

Customers

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