The SME Cloud OpportunitySimon Hansford, CEO UKCloud Ltd

UKCloud at-a-glance

Commercial in Confidence 2

5 years old (Founded 2011)

150+ UK employees

100% UK public sector

96% year-on-year growth

34% IaaS market share

180+ UK public sector projects

Traditional Supply Chains3

LargeEnterpriseBuyer

SmallEnterpriseBuyer

LargeEnterprise

Supplier

SmallEnterprise

Supplier

Especially in services, large enterprises have struggled with the flexibility needed to adequately serve SMEs

At the same time SMEs have struggled to meet the procurement requirements of large enterprises

Traditional Supply Chains4

LargeEnterpriseBuyer

SmallEnterpriseBuyer

LargeEnterprise

Supplier

SmallEnterprise

Supplier

Especially in services, large enterprises have struggled with the flexibility needed to adequately serve SMEs

At the same time SMEs have struggled to meet the procurement requirements of large enterprises

SaaS and Cloud change

the game entirely

Traditional Supply Chains5

LargeEnterpriseBuyer

SmallEnterpriseBuyer

Leading by example:

• Standards• Give lead to market specifications• Commitment to Open Standards

• Regulation• Forces market specifications

• Procurement• Sets market specifications and

builds market (e.g. via G-Cloud)

PublicSector

The New Buy-Side Paradigm

Capturing the Potential:

• Price – not always simple

• Security – better in the cloud

• Availability – high availability

• Sovereignty – not residency

• Lock–in – advantage of Open!

BustingSomeCloudMyths

LargeEnterpriseBuyer

SmallEnterpriseBuyer

Capturing the Potential:• Price – not always simple

• Security – better in the cloud

• Availability – high availability

• Sovereignty – not residency

• Lock–in – advantage of Open!

BustingSomeCloudMyths

The New Supply Side Paradigm

Traditional Enterprise IT Providers

Generalists providing inflexible monolithic servicesversus

A flexible team of best of breed specialists

SaaS BPaaS SaaS BPaaS+ + + +All hosted on a secure, open,

UK-based cloud

Choice of services linked via secure APIs

LargeEnterprise

Supplier

SmallEnterprise

Supplier

Commercial in Confidence 8

Telling the difference

Generalists

Data governance UK sovereignty Some UK residency

Legal jurisdiction UK courts UK and US courts

UK datacentres Multiple UK sites Single or no UK sites

SecurityAccreditation

Firm & all staff since 2012

Firms pendingNo plans for staff

Specialisation UK public sector only No specialization

Openness Open with no tie in Proprietary lock in

To succeed, the specialist value networks need to understand and be in tune with

their clients. For us this is the UK taxpayer

Answer to Wall St. and offer no specialist value

Don’t let Brexit be a distraction ….

Continue to lead by example with G-Cloud and other initiatives that enable SME’s to compete on equal terms ….

And if possible use your influence to help extend this well beyond the public sector to the private sector as well ….

Enabling SMEs to compete to serve all markets!

A Challenge to Government