Cloud Computing Welcome to InsightCloud InsightCloud: Course
1
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Cloud Computing Message from Ken Lamneck Click to play
video
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Cloud Computing Objectives After completing this course you
will be able to: Define cloud Describe Insights cloud vision
Describe the historical and current state of cloud Describe the
InsightCloud portfolio Describe how clients can benefit and use
cloud Locate the Cloud launch schedule Navigate the InsightCloud
Solution Center Navigate the InsightCloud Store Navigate the
InsightCloud Portal
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Cloud Computing Introduction What is Cloud Computing?
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Cloud Computing Before the turn of the 20 th century, each
factory had to generate their own electricity Centralized power
plants and the electrical grid allowed the distribution of
electricity, reducing the costs to open and operate factories The
technology shifted to a utility model from Do it yourself. This
shift resulted in enormous economic benefits. Historical Technology
Shifts
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Cloud Computing Shift to the Cloud - Music:
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Cloud Computing Shift to the Cloud - Music: Any song or album
Anytime Anywhere Flexible pricing Unlimited monthly pricing Only
buy one song Instantly available and streamed over a network The
Solution (Music) is the same, but it is implemented, delivered,
procured, and consumed differently.
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Cloud Computing We are at the very beginning of a major shift
Adoption Curve Cloud Computing Public or Private Traditional Data
Centers...............
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Cloud Computing Gartner: Public Cloud Services, June 2010
Gartner: Reading the Tea Leaves, June 2011 Strong Cloud Growth
Anticipated Forrester Global Cloud Computing will grow from $40.7B
in 2011 to $241B in 2020 Public cloud: $25.5B to $159.3B Virtual
private cloud: $7.5B to $66.4B Private cloud: $7.8B to $15.9B
Gartner Cloud computing five-year forecast growth rate of 20.5%
Enterprises will spend $112B across SaaS, PaaS, and IaaS over the
next five years North America will continue to be the largest
market Priorities for CIOs in 2011: 1.Cloud 2.Virtualization
3.Mobility Forrester: Sizing the Cloud, April 2011
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Cloud Computing 3 2 Tools and Resources AGENDA Welcome to
InsightCloud Introducing Benefits & Successes 1
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Cloud Computing 3 2 Tools and Resources AGENDA Welcome to
InsightCloud Introducing Benefits & Successes 1
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Cloud Computing PublicPrivateHybridCommunity Deployment Models
Service Models Software as a Service (SaaS) Platform as a Service
(PaaS) Infrastructure as a Service (IaaS) Essential Characteristics
On-Demand Self Service Broad Network Access Resource Pooling Rapid
Elasticity Measured Service Cloud Computing: The computing
capabilities provided as a service over the Internet, leveraging
scalable hardware and software resources often found in data
centers How does Insight define cloud computing? Standard Cloud
Framework
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Cloud Computing Public Clouds Public clouds provide services
over the internet to multiple clients, with all clients leveraging
and utilizing a common, scalable infrastructure. Multi-tenant by
definition (shared) SaaS accounts for 70%+ of todays Public Cloud
Revenue Commonly used term for XaaS SaaS PaaS IaaS
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Cloud Computing Power Consumption Viruses HW Failures / Outages
Updates / Upgrades Disaster Recovery Compatibility Implementation
Time IT view: Email Filter (Spam / Virus) Email Server (Microsoft
Exchange) Email Archiving Mobile Access - Blackberry Enterprise
Server (BES) Failover Systems Public Cloud Example Messaging
(Email)
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Cloud Computing Public Cloud Example Messaging (Email) Cloud
Service Provider Client A Clients B, C & D
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Cloud Computing End-user view Public Cloud Example - Email Per
user per month subscription
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Cloud Computing Private Clouds and Cloud Technologies 17
Private Cloud Private clouds represent a significant growth in the
marketplace. Insight already sells many of the Cloud Enabling
Technologies, and now will better promote a Private Cloud roadmap
for clients. Optimized Secure Scalable Elastic Optimized Standard
Consolidated Rationalized Secure Provisioning Prioritization
Recovery Capability Maturity by Solution Service Driven Managed
Proactive Private Cloud: A private cloud is typically secured in an
organizations data center, or managed by a hosting organization in
a private and secure manner. Shares the same characteristics as any
cloud solution would, such as elasticity, charge/show back, high-
availability.
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Cloud Computing Private Cloud Example Cloud System SW Can you
quote a private cloud?
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Cloud Computing Summary Cloud computing is the delivery of
computing as a service rather than a product, whereby shared
resources, hardware, software and information are provided to
computers and other devices as a utility over a network. Apply the
five (5) cloud characteristics to determine if a solution should be
considered cloud Measurable / SLA driven Elastic Pooled Resources
On Demand Network Enabled Public and Private clouds are two broad
delivery categories of Cloud Computing
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Cloud Computing Knowledge Check Column 1Column 2 1. Rapid
activation and protection. 2. Lack of in-house expertise. 3.
Reduces bandwidth and storage costs. 1 Benefit of Cloud 2 Client
Issue 3 Client Value Correct - Click anywhere to continue Incorrect
- Click anywhere to continue You must answer the question before
continuing SubmitClear Drag the type listed in column 1 to the
appropriate description in column 2.
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Cloud Computing Exercise Think about the following: Which
clients have you had Cloud conversations with recently and how did
it flow? Which clients would you like to have Cloud conversations
with? 1. Record the three lists above and plan the conversation may
flow. 2. Record at least three possible outcomes from the client
when discussing Cloud computing. 3. Record how you would respond to
each outcome. You must answer the question before continuing
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Cloud Computing Security Email Archiving Backup Desktop Public
Cloud Private Cloud InsightCloud Strategy: Provide Public and
Private cloud solutions wrapped with turn-key Insight services and
support What is Insights Cloud vision? Vision: To be a trusted
advisor and leading cloud aggregator offering the best-in-class
cloud computing solutions Management Storage Server Security
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Cloud Computing Promoting Cloud Computing since 2005 Hundreds
of clients, thousands of users 25+ solutions in our public cloud
catalog Private cloud technologies and cloud reference
architectures Solutions in SaaS, PaaS, and IaaS Top Microsoft Cloud
Partner Microsoft Cloud Accelerate Partner Office 365 Launch
Partner Insight sees similar trends as analysts in terms of: Client
Acquisition Seat Growth Cloud Workloads The History of Cloud at
Insight
Cloud Computing Traditional partners primarily centered around
product (HW/SW) and data center centric: InsightCloud Solutions
Catalog (continued) Private Cloud
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Cloud Computing Services Offerings Cloud Strategy and
Assessments Cloud Proof-of-Concepts Cloud Provisioning/Activation
Support Cloud Migration and Deployment Services Cloud Managed
Services 24x7 Service Desk Options Delivered via Centralized
Services and/or Field Services InsightCloud Professional
Services
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Cloud Computing InsightCloud Client Care is a touch-driven
approach promoting client satisfaction Assist with Cloud Advisory
Services Provide integrated billing and operations Offer quality
base and extended technical support Access to concierge services
for business needs Professional Services for deployments and
customizations Maintain meaningful contact with clients Client
Satisfaction InsightCloud Client Care
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Cloud Computing Knowledge Check Flash file to be found in
training(hqfile1)/instructional design media
files/raptivity/cloud/Knowledge Check.swf
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Cloud Computing 3 2 Tools and Resources AGENDA Welcome to
InsightCloud Introducing Benefits & Successes 1
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Cloud Computing Gartner: Reading the Tea Leaves, June 2011 The
Clients Perspective Gartner: 2011 CIO Priorities Ranking of
technologies CIOs selected as in their top 5 priorities:
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Cloud Computing Cloud Computing: Client Benefits People Managed
and run by a team of experts Free up IT staff to focus on more
productive functions Fully managed solution Process Rapid
activation and protection Works immediately with little
configuration or setup Same or better SLA when compared to internal
SLA Technology Always at the current release level No major IT
environment changes required No hardware or software purchase
required Business Administration Reduce expenses Operating Expense
and not a Capital Expense Conserve cash Invoiced monthly (pre-paid
annual contract) Only pay for what is consumed (avoid
overbuying)
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Cloud Computing Business Challenges Clients need help with:
Driving operational costs down Improving service quality and
reliability Reducing the load on staff to focus on other duties and
projects Augmenting in-house expertise and skills Increasing
geographic coverage and supporting remote branches Reducing
business Impact for outages Increasing business agility and speed
Cloud Computing can help!
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Cloud Computing InsightCloud Success Stories (Insert Microsoft
Office 365 Video Testimonial)
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Cloud Computing Client: Investment Company Client Size: 500
users Solution Implemented: BPOS Full Suite Reason: Divestiture of
a Business Unit Need: Speed and Agility The client was splitting
the 500-seat company by divesting a 200-seat business unit. As a
divested company, this new business didnt have a large IT staff and
wanted to move their 200-seat email infrastructure into the cloud.
The challenge was they had to completely separate from the parent
company in under 30 days including setting up the new platform,
extracting the 200 users 6 TB of email data from the parent company
(both current inbox as well as historical archived emails). Insight
was engaged and was able to scope the solution and accepted the
deployment challenge. Within two weeks of contract signing, Insight
and new business were able to successfully deploy / implement BPOS,
migrate over all current inbox data as well as implement and
integrate a hosted email archiving solution from a third party
seamlessly with Exchange Online. The user community was
successfully cutover and the client received significant internal
praise on the project. The bottom-line was that the company was
able to cost-effectively leverage external expert resources to
complete this rollout under budget and under the targeted
timeframe. InsightCloud Success Stories
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Cloud Computing InsightCloud Success Stories (continued)
Client: Cosmeceutical Product Company Client Size: 150 users
Solution Implemented: Business Productivity Online Suite Reason:
Reduction in Force Need: IT Staff Augmentation Client approached
Insight due to challenges they were facing with a significant
reduction-in-force and, in doing so, reduced their workforce by
over 40%. In that reduction, his IT staff was cut from four
employees to one (himself) and knew he was expected to still
support and maintain the IT SLAs back to the business. His first
order of business was avoiding any capital expenditure while
upgrading his messaging platform. This was a very natural
progression for the Microsoft Online Services discussion and after
a short demo and proof of concept 30 day trial -- Insight and
client were ready to deploy the solution in stages. By their sales
conference a month later, client was ready to deploy the service to
all 140+ users. Insight deployed the solution and the Insight
technical support team provided training via BPOS LiveMeeting
training sessions to the staff. The rollout and deployment went
seamlessly and according to plan and client received significant
internal praise on the project. The bottom line impact was that
client was able to reduce their costs, deploy an upgraded messaging
platform and maintain better SLAs back to their internal business,
completely within 30 days.
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Cloud Computing InsightCloud Success Stories (continued) 37
Client: Healthcare product development, manufacture and sales
Client Size: 30,000+ Employees Solution Implemented: Emails
Archiving and Email Hygiene Services Reason: Migrate off Legacy
System Need: Greater Functionality and Flexibility while Reducing
Costs InsightCloud delivered Email Archiving and Email Hygiene
Services over 3+ year contract term for the entire enterprise. The
incumbent solution was not efficient for many reasons, but
primarily regarding costs and lack of functionality. After a
detailed assessment of global email environment, Insight proposed a
best in class enterprise email archiving solution from our partner,
LiveOffice. It was discovered the software solutions filtering
email for spam/virus/content/image, as well as for policies came at
a large expense with low value benefit and little capability for
scale, especially with the companys continued need to manage
fluctuating user base (merger/acquisition activity). Insight
proposed Symantec Hosted Services (Email Safeguard/Encryption
Services) in a fixed predictable per user per month model, allowing
for scalability and providing best in class services and support.
The Insight team was able to pull in best-in-class service
providers (LiveOffice and Symantec) and drove the sales cycle
through the preliminary evaluation process, RFP response, legal
discussions and negotiations to contract execution and provide a
turn-key solution under one umbrella.
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Cloud Computing Cloud Computing: Insight Benefits In addition
to helping clients solve business problems: Client Acquisition
Clients already have established suppliers for hardware and
software. No one has established cloud services suppliers yet.
Cloud solutions help break into net new accounts Client
Relationships Offering cloud solutions to clients entangles and
bonds the relationships between Insight and clients at a higher
level within the organization Helps expand outside of Insight
traditional client contacts within Procurement and IT
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Cloud Computing Cloud Computing: Insight Benefits (continued)
Gross Margin Substantially higher margins than hardware or software
20-50% Gross Margin Over the past six years, the combined portfolio
of 600+ clients is over 20% of Gross Margin Recurring Revenue
Established cloud contracts yield recurring revenue and recurring
GP. Clients who purchased six years ago are still buying from
Insight every month with no (or minimal) touch Share of Wallet
Hardware, software, and additional services sales follow into
cloud-only clients Incremental cloud sales into existing hardware
and software accounts
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Cloud Computing Profiting from the Cloud: Recurring Revenue
Example One client: 100 seats, $2 in GP per seat per month = $200
GP per month Sell to 10 clients and now have $2,000 in GP to start
every month Larger field based deal for 30,000 seats is close to
$15k in GP every month
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Cloud Computing Knowledge Check Flash file to be found in
training(hqfile1)/instructional design media
files/raptivity/cloud/Knowledge Check Slide27.swf
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Cloud Computing Exercise Think about the following: Which of
the Services examples most struck a chord with any successes you
may have had with selling Cloud or SaaS? Which example did you find
to be a stretch to your comfort and abilities? Why is that? 1.
Record the three lists above and plan out how the conversation may
play out. 2. Record at least three possible solutions for your
clients and how you would promote each.
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Cloud Computing 3 2 Tools and Resources AGENDA Welcome to
InsightCloud Introducing Benefits & Successes 1
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Cloud Computing Multiple Cloud Solutions Clients Hosted Email
URL Filtering Managed Services Managed Services Hosting Email
Filtering Online Backup Virtual Servers Private Clouds Hosted VoiP
Security CRM Shop Cloud Catalog of Offerings Procurement,
Contracting, Choice Cloud Client Care Learn Education and Research
White papers, Compare, Presentations Manage Admin and Operations
Provisioning, Billing, Reporting InsightCl oud Services
InsightCloud Solutions Center Adding Structure to the Growing Cloud
Chaos
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Cloud Computing InsightCloud Solutions Center & Insight
Store Demos Click the links to launch the demonstrations: DemoLink
Navigate to the InsightCloud Solutions Center Tour the InsightCloud
Solutions Center Navigate to the InsightCloud Store Purchase
Products from the InsightCloud Store
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Cloud Computing Marketing Activities Completed: Cloud Cheat
Sheet (internal use) Pre-announcement EDM to key TAM Clients re:
InsightCloud Solutions Center Pre-announcement OFT for Partners re:
InsightCloud Solutions Center Articles in iQ Solutions and SW
Advisor newsletters Conversations with analysts re: InsightCloud
Solutions Center Webinars & EDMs on O365, Intune, DigiData,
Cisco Private Cloud, LotusLive In process/future activities: Client
presentation OFT that sales can send to clients Press release SME
videos Microsoft O365 Road Shows (9 cities) Cloud survey to clients
to understand their needs Online advertising and social media
promotion
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Cloud Computing InsightCloud Portal Demos The InsightCloud
Portal includes multiple types of internal sales resources. Click
the links to launch the demonstrations: DemoLink Navigate to the
InsightCloud Portal Tour the InsightCloud Portal
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Cloud Computing Summary Cloud computing is the delivery of
computing as a service rather than a product, whereby shared
resources, hardware, software and information are provided to
computers and other devices as a utility over a network Cloud
Computing: Drives operational costs down Improves service quality
and reliability Reduces the load on staff to focus on other duties
and projects Augments in-house expertise and skills Increases
geographic coverage and supporting remote branches Reduced business
Impact for outages Increases business agility and speed
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Cloud Computing Summary (continued) InsightCloud Vision: To be
a trusted advisor and leading cloud aggregator offering the
best-in-class cloud computing solutions InsightCloud Strategy:
Provide Public and Private cloud solutions wrapped with turn-key
Insight services and support Public clouds provide services over
the internet to multiple clients, with all clients leveraging and
utilizing a common, scalable infrastructure. Private clouds are
typically secured in an organizations data center, or managed by a
hosting organization in a private and secure manner. They share the
same characteristics as any cloud solution would, such as
elasticity, charge/show back, high- availability.
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Cloud Computing Summary (continued) Five cloud characteristics
are applied to determine if a solution should be considered cloud:
Measurable / SLA driven Elastic Pooled Resources On Demand Network
Enabled
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Cloud Computing Conclusion This concludes the Welcome to
InsightCloud course. Click continue to complete the course
assessment.
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Cloud Computing Assessment This is the assessment section of
the Welcome to InsightCloud course. Follow the directions provided
on each screen to answer each question. 1.The assessment is
comprised of True/False and Multiple Choice. 2.Click submit to
submit your answer. 3.After correct or incorrect appears, click to
continue.
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Cloud Computing Assessment: 1 of 20 Enter assessment item
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Cloud Computing Assessment: 2 of 20 Enter assessment item