Embed Size (px)
Citation preview
Convert Your Customer’s Cloud Journey into RevenueTim Dorscht Global Account Executive- Cloud
Vladimir Bojkovic Solution Architect, Sales
© 2016 F5 Networks
If you do not change direction, you may end up where you are heading.
Lao Tzu
3
Markets Are Evolving
© 2016 F5 Networks 5
Times Are ChangingFueled by innovation, business never stays still. The movement to the Age of Experience has seen a shift to digitalized experiences and on-demand economics.
1900 1960 1990 2010
We no longer talk about the lagging indicators of success, right, which is revenue, profit. What are the leading indicators of success? Customer love.
Satya Nadella, CEO Microsoft, Oct 2015
“
The Age of Experience
u Digitalization of everything
u On-demand, personalized
u Power shifted to customer
”
The Age of Manufacturing
The Age of
DistributionThe Age of
ManufacturingThe Age of
InformationThe Age of
Experience
Paradigm:
Trigger:
Economics:
Own Production Own The Market
Industrial Revolution
Central/CAPEX
Own Distribution Own The Market
Globalization & Free Trade
Central/CAPEX
Own Information Own The Market
Internet
Outsourced
Own Experience Own The Market
Social, Mobile, Big Data
On-Demand/OPEX
© 2016 F5 Networks 6
The Digital Era Is Big
3.4 zettabytes
10.4 zettabytes
2014 2019
20-50 billion
Internet of Things (IoT)
‘THINGS’ CONNECTED
BY 2020
The current infrastructure cannot handle the projected explosion of data, connections, and traffic as the US moves into the digital economy.
Data Center Traffic
BY 2019
Potential IoT Application Data
507.5 zettabytes
750% increase
IoT Data Center Workloads
2014 to 2019
Data center managers will need to deploy more forward-looking capacity management in these areas to be able to proactively meet the business priorities associated with IoT.
Joe Skorpa, VP Gartner, Mar 2014
“ Market Leaders Investing in IoT
”
© 2016 F5 Networks 7
2014 2015 2016 2017 2018 2019
2.1 ZB
1.3 ZB
8.6 ZB
1.8 ZB
Cloud Data Center Traffic (33% CAGR)
Traditional Data Center Traffic (7% CAGR)
Mass Migration to the CloudThe cloud provides the scale and agility needed to succeed in the digital economy, and organizations are moving there in droves.
The Cloud Is Already Mainstream
of enterpriseshave at least one app in the cloud
It Will Support Most Data Center Traffic in 3 Years
83% of data center traffic
BY 2019
4 out of 5 workloadswill be processed in the cloud by 2019
72%
33%of IT infrastructure
market share
THE CLOUD IS
Over 90% of data center traffic growth will be in the cloud
TODAY
© 2016 F5 Networks 8
From Private to PublicThere is no “one size fits all” model for the cloud. Most organizations are utilizing hybrid, but public cloud is gaining momentum.
But Workloads Are Moving to PublicDeployments Are Typically Hybrid
PUBLIC CLOUD • Multiple tenants • Off-premises • Shifts CapEx to OpEx • Offers utility billing
PRIVATE CLOUD • Single tenant • On or off-premises • Leverages existing CapEx
HYBRID CLOUD • Bridges private & public • Allows manipulation of CapEx
and OpEx
18%
71%
6%
2015 DEPLOYMENTS PROJECTION OF CLOUD WORKLOADS CISCO 2015 CLOUD INDEX REPORT
0%
25%
50%
75%
100%
2014 2015 2016 2017 2018 2019
70%
44%
30% 56%
Public44% CAGR
Private 14% CAGR
© 2016 F5 Networks 9
The New Tech Decision MakersInfrastructure decisions have moved up the value chain to strategy conversations with executives on business solutions. New teams are forming, leaving “legacy” architects behind.
Up to the Executive
Strategy conversation
The digital economy has made technology a business strategy decision
New Cloud Specialist Teams
New CLOUD team vendors &
relationships
! Existing IT staff and vendors are getting left out of the future infrastructure conversations
DevOps Strategy Adoption
Microservices-based architectures Cloud-native services
DevOps developers prefer:
Shifting power away from traditional vendors
25%
Technology conversation
“Legacy” team vendors &
relationships
of Global 2000 corporations will adopt DevOps strategy this year
© 2016 F5 Networks 10
Tech Budget Moving to OpExOrganizations need to optimize costs while making the heavy investments for the digital economy, and are shifting IT spend to OpEx to lower risk and utilize line-of-business budgets.
Shifting Budget from CapEx to OpEx
And Driving Demand for SaaSTech Budgets Increasingly in Line of Business
6%which is 2.5x
47 %of the total tech budget by 2019
53% IT dept. non-IT
We have never seen anything like this in terms of speed
of customer adoption [of the cloud]. Mark Hurd, Co-CEO Oracle, Oct 2015
TCO Up front investment
Depreciation benefits Structured
High-commitment Slow
ROI Pay for what you use Free up cash for other investment Flexible/modular Low-commitment Fast
CapEx OpEx“
$0
$40
$80
$120
$160
2013 2014 2015 2016 2017 2018 2019
On-prem apps: -3% CAGR
SaaS apps: 18% CAGR
Enterprise Application Market Is Shifting to Cloudannual growth rateof line-of-business tech spending through 2017
the rate of IT dept. spend
and growing to
”
© 2016 F5 Networks 11
The Service Business ModelCustomers are demanding SaaS, forcing technology companies to change their revenue models. But businesses that transition strategically are keeping revenue and seeing growth.
Morgan Stanley predicts Microsoft cloud products will be 30% of revenue by 2018
[Microsoft is doing a] masterful job keeping Office 365 subscription growth high enough to offset declines on Office. Marv Adrian, Gartner VP Research, Jan 2016
“
SaaS Revenue Is Slow-Flowing But Beneficial when Planned Strategically
As license revenue begins to disappear, adopting XaaS in the product portfolio may soon be a necessity and not a choice.
On-Prem • “Hunting” • Large deal • All-inclusive • Fast
revenue
SaaS • “Farming” • Microservices • Add-ons • Slow multi-year
revenue
! ”
© 2016 F5 Networks 12
With low barrier to entry in the digital economy, market leaders are vulnerable to disruption and the next wave of innovation.
1/3/00 4/18/01 8/2/02 11/18/03 3/3/05 6/19/06 10/3/07 1/16/09 5/4/10 8/18/11 12/3/12
What Happened to Sun?
Resisted new technology
Resisted commoditization
Lagged in leading business solutions
The moves [lower cost servers] represent an acknowledgement by Sun that some hardware has become a commodity. Forbes, Feb 2003
Disruption Happens Fast—the Rise and Fall of Sun Microsystems
2001: Dot combubble burst
2008: Buys MySQL for $1B
2010: Acquired by Oracle for $7.4B
2003: Lower cost Sun Fire V60x introduced
CLOSING STOCK PRICE
A Case for Change: Sun Microsystems
Missed value shift from hardware to software
“”
Understanding Cloud
© 2016 F5 Networks 14
Public Cloud—Shared Responsibility Security Model
CP Global Infrastructure
Data Centers Zones Regions
Edge Locations
Networking Services
Compute Database Storage
Deployment & Management
Client-Side Data Encryption & Data Integrity Authentication
Server-Side Encryption (File System and/or Data)
Network Traffic Protection (Encryption, Integrity,
Identity)
Operating System, Network and Firewall Configuration
Platform, Applications, Identity and Access Management
Customer Data Customer’s responsibility • Protecting the
confidentiality, integrity,and availability of theirdata in the cloud
• OS and application-level security
Cloud Provider responsibility • Providing a global secure
infrastructure and services
Phy
sica
l to
Hyp
ervi
sor
OS
and
App
licat
ion
Clo
ud P
rovi
der
Cus
tom
er
© 2016 F5 Networks 15
Sell into vs. AgainstEngage in Cloud Conversations
The world will be hybrid for many years to come.
Engage the enterprise architects and cloud architects.
Security, control, visibility at the application layer are pain points
1Source: F5 2015 State of App Delivery customer survey with n=3002
66% of F5 customers plan to migrate up to 50% of their workloads to the cloud1
Don’t sell against the strategy, embrace and instill confidence that F5 is an enabler
Understand the shared security model—F5 is required!
© 2016 F5 Networks
F5 and Native Cloud Provider Services Comparison
16
• Advanced context-aware programmable proxy • Unified multi-layer, multi-protocol application security • Complement cloud provider services and portable across clouds
L7 TM à AWS ELB/Azure TM • More protocols (HTTP/2, UDP, etc.),
LB algorithms, and persistence methods
• L7 traffic mgmt. and data path programmability (URL inspection/rewrite)
• Traffic visibility and advanced health monitors
• Flexibility of SSL support (SNI, HSTS, Forward Proxy)
• Caching, compression, FEO, TCP optimizations
DNS/GTM à Route53 • DNSSec, scalability of
DNS Express, caching • More load balancing
methods and advanced health monitors
• Integrate with other DNS outside of cloud
App Protections à Security Groups, ACLs, WAF
• Protect against all of OWASP Top Ten
• L7 protocol validation • IP Intelligence • Response to zero-day attack
(SSL Cipher) • Anomaly and bot detection • Built-in signatures • Permits and denies
Guiding the Customer
© 2016 F5 Networks 18
How you are mitigating risk, protecting apps, maintain
compliance?
What is your solution for federated access across your on-premises, cloud,
and SaaS apps?
Which public cloud provider is your organization exploring?
Multiple clouds?
Tell me about your cloud strategy?
What is preventing you from moving faster?
Cloud Discovery and Qualifying Questions
Are the cloud provider’s services meeting your
needs?
Need help having a cloud conversation with your customer? Simply send a request to: [email protected]
Have you researched your customer to see if there is any public info on their cloud
strategy?
© 2016 F5 Networks 19
Greater Flexibility and Cost EfficienciesF5 Cloud Options Tailored to Customer Needs
Cloud Licensing Program (CLP)
Bring-Your-Own License (BYOL)
Volume Licensing Subscription (VLS)
On-demand utility pricing with highest flexibility; pay-as-you-go or annual subscription.
Perpetual VE license which customer owns and can move across private and public clouds.
Subscription discounts for 100+ applications; 1 or 3-year terms, up to 78% discount. Includes premium support services.
Public cloud Public, private, and hybrid Public, private, and hybrid
Best for temporal deployments; on-demand consumption
Best for few per-app production workloads or existing licenses
Best for per-app strategy, large- scale workload production
OPEX CAPEX OPEX Via F5 Ready Cloud Provider Via Unity Partner
Volume of F5-Backed Apps
$$$ $$ $Price/License
© 2016 F5 Networks 20
App-Centric, Multi-Cloud Delivery
Solution Background and Needs • Support multiple cloud providers—storage
compliance • Boost data center capacity • Simplify ADC and security management
Key Benefits • Consistent management experience • Cost-effective, dynamic scalability • Improved security • Regulatory compliance
Everbridge manages traffic and security across global cloud providers and local data centers for scalability
DevicesInternet
Burbank
Local and Global Delivery App and Network Security
Proposed F5 LicenseVE BEST 1GB
Applications Applications
Local and Global Delivery App and Network Security
Applications Applications
Denver
© 2016 F5 Networks 21
Case Study: TEPCO SYSTEMSIT services company, TEPCO SYSTEMS CORPORATION (TEPCO SYSTEMS) needed to find a way to lower costs while increasing the speed of software development.
With an F5 security solution, the company was able to build a secure cloud environment that in turn cut expenses and made offshore collaboration easier for partner developers.
TEPCO SYSTEMS implemented a remote desktop environment on AWS and built a prototype development environment.
Results proved that sufficient security could not be ensured unless the security system was built with cloud access terminals taken into consideration.
To read the complete case study visit: https://f5.com/solutions/customer-stories/tepco-systems-builds-a-cloud-environment-for-developers-and-trims-costs
“BIG-IP APM was able to carry out terminal quarantining without using the client certificates. It was also able to issue one-time passwords and is equipped with the SSL VPN function. This allows us to ensure terminal security without increasing operational load.”
-Mr. Takuto Hongo, leader of the Technology Department at TEPCO SYSTEMS
© 2016 F5 Networks 22
Case Study: Alberta Motor AssociationThe Alberta Motor Association (AMA) is a membership organization and part of the Canadian Automobile Association and American Automobile Association family.
AMA deployed BIG-IP LTM in the Amazon Web Services (AWS) cloud to load balance the traffic between its two Amazon availability zones and keep its applications highly available.
In addition, the organization relies upon BIG-IP ASM to ensure that those web applications hosted in AWS receive the same high level of protection as the applications AMA hosts on-premises.
To read the complete case study visit: https://f5.com/solutions/customer-stories/alberta-motor-association-boosts-business-agility-while-fulfilling-corporate-security-requirements-with-f5-using-aws
“We paired F5 with AWS to build a solution that not only met the web team’s agility needs, but also fulfilled our corporate security requirements.”
“We’re moving more and more toward secure cloud-based solutions, and our relationship with F5 will make that transition much more comfortable.”
-Chris MacKinnon, Network/Security Analyst, Alberta Motor Association
• Add class to your personal schedule. • Survey will pop up in Mobile App. • Answer the multiple choice. • Submit your question to complete. • Receive 5 points!
Give Feedback – Get Points!
