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HP Cloud Services Enablement
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Roberto Sanchez WW Business Development Manager, CMSSeptember 9, 2010
TRANSFORM: HP Cloud Services EnablementServices-on-demand for SMB clientsHP Cloud Services Enablement for Communications Services Providers
Addressing SMB Market
Communications as a Service
Compute services
HP Aggregation Platform for SaaS
Conclusion
HP Cloud Services Enablement for CSP
3
Targeting SMB Users
Service
Provider
SMB End
Users
SMB
HP
Introduce innovation in the sourcing relationship to increase efficiency and reduce costs
Empowering communication service providers to expand their offering to their business customers while leveraging cloud computing
4
SMB Sector Is a Natural Market for Cloud-based Solutions
SMB Segment
Traditionally
underserved by
vendors Limited capital
resources
Limited internal
IT /Telecom resources
Flexible on-demand purchase
modelEager to employ
advanced tools
High service
availability not a
priority
More predictable
costs
Can scale up as they
grow
Source : Frost & Sullivan
5
Benefits to the 'Cloud'/On-demand Model
Source: IDC Enterprise Panel, 3Q09, n = 263, September 2009
(Scale: 1 = Not at all important 5 = Very Important)
54.0%
63.9%
64.6%
67.0%
68.5%
75.3%
77.7%
77.9%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
Seems like the way of the future
Sharing systems with partners simpler
Always offers latest functionality
Requires less in-house IT staff, costsEncourages standard systems
Monthly payments
Easy/fast to deploy to end-users
Pay only for what you use
6
Adoption Areas
(Scale: 1 = Very Unlikely 5 = Very Likely)
Source: IDC Enterprise Panel, 3Q09, n = 263, September 2009
48.6%
49.1%
49.8%
50.6%
51.3%
52.9%
54.8%
55.1%
55.6%
59.4%
66.9%
67.3%
0% 10% 20% 30% 40% 50% 60% 70% 80%
IT/Information SecurityApplication dev/test/deploy platform
Business Intelligence/AnalyticsServer capacity on demand
IT Management softwareStorage capacity on demand
Data/Content Distribution servicesPersonal productivity apps
Business apps (CRM, HR, ERP)Data Back-up or Archive servicesWeb applications/Web serving
Collaboration applications
7
SMBs Enjoy Low Risk, Low-cost Cloud Services More rapid access to state-of-the-art
technology services and time-to-production and lower set up costs
Predictability of Opex costs over timeShift in focus to core business management, rather than on the internal IT and communications environment
Reliable access to business applications and data, anywhere, anytime
Greater ability to scale IT and communications as business needs change
8
Services-on-demand for SMB clientsHP Cloud Services Enablement for CSP
Business Applications as a Service
Device Management as a Service
Communications as a Service
HP A
ggre
gatio
n Pl
atfo
rm fo
r Sa
aS
Infrastructure as a Service
HP Interactive Voice Response3rd party solutions: IP Contact Center, UC
External SaaS providers: ERP, CRM, HR
HP Mobile Device Management 3rd party solutions: Mobile and PC Data Back-Up
Compute Services
9
Addressing SMB Market
Communications as a Service
Compute services
HP Aggregation Platform for SaaS
Conclusion
HP Cloud Services Enablement for CSP
10
SMB client
SMB client
SMB client
SMB client
SMB client
SMB client
SMB client
SMB client
SMB client
SMB client
Current SMB Service Provision is Complex
Advertise Discover
Invoice and Collect Provision each provider
SaaS Provider
SaaS Provider
SaaS Provider
SaaS Provider
SaaS Provider
11
Solving Operational Challenges
Takes time to deploy/ integrate new end-user services
Difficult to leverage SaaS services and hosted services provided by ISV
Difficult to easily offer a large portfolio of end-user services to customers
Integration of hosted/SaaS services in the current network operator environment is complex
12
Service provider
environment
A Hub for End-user Services
HP Aggregation Platform for SaaS
BB Fixed Wireless
OSS
Hosted Services
BSS
Aggregation Platform for
SaaS
SaaS Provider
SaaS Provider
SaaS Provider
SaaS Provider
SaaS Provider
SaaS Provider
SMB client
SMB client
SMB client
SMB client
SMB client
SMB client
SMB client
SMB client
Give employeedetails once
Pay one invoice for
IT and Comm. Services
Unique client experience for
ordering services
Increase Security
Quality Assurance
13
HP Aggregation Platform for SaaSActs as a central interaction point that streamlines operations for both SPs and SMBs by automating key processes to deliver SaaS services
Provides a set of pre-integrated revenue generating services to be readily offered to clients
Leverages a reference architecture that accommodates other SaaS/hosted services through a reseller model
14
(1) SaaS Service Management and Integration Services
(2) Definition of
product offers to be proposed to
clients
(3) Sell product offers to clients through
a web portal
(4) Operations, billing, and settlement functions
Four stagesHP Aggregation Platform for SaaS
ServiceIngestion
ProductOffering
ProductConsumption
Operations,BusinessSupport System
Service Introduction
ProcessSP-enabled
SaaS
15
– Service providers have sought value-added applications for their networks from outside sources
– Service providers will enjoy additional revenues from both software and network sales
– Service providers will remain solidly placed in the e-commerce value chain
– Service providers regain some level of client intimacy
– Service providers are looking at SaaS as a way to trim IT costs for application consumption
HP Aggregation Platform for SaaS – Benefits
16
Addressing SMB Market
Communications as a Service
Compute services
HP Aggregation Platform for SaaS
Conclusion
HP Cloud Services Enablement for CSP
17
HP Cloud Services Enablement for Infrastructure as a Service
• Addresses the requirement for a hybrid cloud (private and public) with an Infrastructure as a Service offering, next to the previously announced Communications as a Service solutions
• Enables communication service providers to provide small and medium enterprises with Compute Services such as processing power, networking, and other related software resources on a service-on-demand basis.
18
Power and cooling
Infrastructure Management
Network
Compute Services – Private CloudServersStorage
19
Self Service Portal
AutomaticProvisioning Mediation
client Billing
Bundle
Power and cooling
Infrastructure Management
Network
Compute Services – Public CloudServersStorage
Small and Medium Business
20
Setting up Public Clouds
Fully Integrated into Business and IT Service Management tools and processes
1 Consolidate and virtualize infrastructure into shared resource pools
2Design standard, repeatable service templates
Publish through Market Portal in self-service format
34
Market Place Portal
Service Consumer orders Service
Automatically provision and mediate services on demand using resource pools. Flexible up/down as required
5
Continuous reporting and usage billing
6
21
Compute Services Components
Cloud Resources
CloudGovernance
Public Cloud
HP Cloud Service AutomationHP Cloud Service Automation is a new suite from HP Software & Solutions, designed to provide a specific set of products/services to help enterprise clients implement the management and automation required for a private cloud environment
HP BladeSystem Matrix Converged infrastructure foundation for private cloud enabling provisioning in minutes, not months
HP Aggregation Platform for SaaSActs as a central interaction point that streamlines operations for both SPs and SMBs by automating key processes to deliver IaaS services
22
Quickly bring to market a complete cloud services platform designed to enable SFR Business Team to offer IT infrastructure as a Service (IaaS) with utility-based pricing to French companies
PROBLEM
RESULTSFR Business Team business clients can take advantage of a wide selection of service on demand and state-of-the-art IT technology with predictable operating costs, less capital investment and decreased risk in new technology adoption.
SOLUTIONHP BladeSystem Matrix as the foundation for private cloud, integrated with HP Cloud Service Automation software and the HP Aggregation Platform for SaaS software
Providing cloud-based infrastructure to accelerate SFR Business Team growth in its enterprise business that already serves 150,000 French companies
French TelecomLeading First french alternative telecom operator generating new revenue by extending the advantages of cloud computing to its business clients.
SFR Business Team
23
“Cloud services represent a major opportunity for both SFR and our business customers. HP’s cloud expertise and proven technology will help SFR become the trusted provider for a wide range of ‘as a service’ offerings.”
Paul Corbel,General Manager, SFR Business Team
24
Addressing SMB Market
Communications as a Service
Compute services
HP Aggregation Platform for SaaS
Conclusion
HP Cloud Services Enablement for CSP
25
Communications as a Service
– Hardware, software, services, and support offerings
– Designed for one-to-many delivery over the Internet
– clients share the same public infrastructure
Communications as a Service• Is a business-ready set of HP and third
party communications and IT solutions • Delivered by service providers on a
Software as a Service (SaaS) basis • Provides service providers with a
leadership offering and significant SMB revenue streams
26
The SMB CaaS Market Is Ripe with Opportunity
The greatest opportunity is with SMBs with 100+employees
SMB demand for CaaS is red-hot: A $12.2b market at 28% CAGR in 2014
SMBs are price sensitive: They want the service; but at low prices Service Providers do have
permission to play
Over half of your SMB clients want an as-a-Service offering
HP as a partner increases likelihood for SMB to buy for two-thirds of firms
9 out of 10 firms want some type of bundle with their as-a-Service
CONFIDENTIAL , Source: HP and Forrester Study, Key Findings, September 2009
27
HP Interactive Voice Response
– 7x24, reliable automated telephone-based self service for many requests such as transactions, general company information, product information
– Answer and route calls from clients, suppliers, employees, etc.
– Reduction of management overhead for IVR platform and networking Delivered in a multi-tenancy architecture
– Price-per-minute business model
Virtual Receptionis
t
Automatic Call
Distribution
Call Recordin
g
Network layer
HP Network IVR
Auto Attendant
HP Aggregation Platform for SaaS
Self Service
HP OpenCall Media Platform
28
Tier 1 Western Europe – Communications as a Service
• Set of rich SMB bundles targeting up to two million users and millions of hosted service instances
• Service offerings• Web Collaboration• Desktop Backup• Desktop Antivirus• Mail server and web on-site
• Simultaneous integration of on-site and external partners in “the cloud” technology.
Approach
• A platform software developed by HP to offer hosted and managed ICT bundles to its business clients.
• A portfolio of “ready-to-use “ vertical applications
• A set of differentiating adapters for Microsoft Hosted Messaging and Collaboration Platform
Challenges
29
Addressing SMB Market
Communications as a Service
Compute services
HP Aggregation Platform for SaaS
Conclusion
HP Cloud Services Enablement for CSP
30
HP Cloud Services Enablement Value PropositionGenerate new revenue• Keep and attract
business customers through IT/Network service bundles – one stop shop for any services
• Create attractive packages/bundles for various market segments
Simplify adoption
• Deliver quickly SaaS and hosted services through a marketplace portal
• Centralize the management functions on a dedicated platform
Decrease time to market
• Leverage the growing momentum of “as a Service”
• Grow the portfolio of end-user services quickly with 3rd party SaaS provider portfolio
31
Providing Operational ExcellenceProperly address client concerns
Value sourcing Compelling Bundles
– Security – multi tenancy threats, data in the cloud• Cloud Security Alliance
– Availability (% per day/week/month) and resilience (time to restore)• an SLA for business users
– Guarantees – my data is safe from others and you will not lose it
– Performance – it works OK– Legal – legislation &
litigation– Service termination– One throat to choke
– TCO winner – not just the headline number • includes all cost
– SLA fit for business critical applications• no short cuts with a weak SLA• not just a simple percentage
with partial refund– SLA for not business
critical applications– Excellence in delivery
• cost of service delivery is best in the industry
• no need to pay breakdown compensation
– One throat to choke
– App store for on-line services• pre defined bundles• optional add -ons for
bundles– One bill– One throat to choke
for a group of related services• broadband, servers, and
storage• voice (fixed and mobile),
messaging , e-mail services and collaboration
– Simplicity - resolve complexity• easy to buy • easy to use
32
Outcomes that matter.
hp.com/go/cloud