Building your own Cloud

Embassy

Presented by JJ Milner Managing Director of Global Micro

Microsoft Hosting Solutions Partner of the Year

2010 WINNER

What is cloud?

∙ Cutting through the hype:

To a managed service provider, cloud differs from the traditional

approach to outsourcing

• On demand provisioning

• Pay as you go – pay as you grow

• Much lower cost as economies of scale are assumed

• Near infinite capacity

∙ Cloud is not virtualisation

∙ Cloud is not finance / off balance sheet financing

Challenges of Achieving Scale –

Lessons learned after 10 Years as a

Cloud Provider

∙ You need a minimum of 100 000 Users to break even

∙ New entrants to the market have a lower cost base

∙ Disruptive pricing can invalidate your assumptions

Lesson #1

Organic Growth is not an option

∙ You have to build redundancy for every possibility

∙ 100 000 + users means that every one of your

assumptions will be tested 24 x 7 x 365

Lesson #2

Life Happens

∙ Services need to be mature when they are launched

∙ Learning on job means death by a thousand needle pricks

∙ Don’t Bluff, the Cloud Services will expose your weaknesses

Lesson #3

It takes time to build immunity

Show me the money

The rule of 78

Question

If you add R1,000 in new recurring business every

month, how much will you bill by the end of year 1?

Answer

R78,000

Show me the money

The rule of 78

Question

If you add R1,000 in new recurring business every

month, how much will you bill by the end of year 3? Answer

R666,000

You’re going to be rich! ∙ Where do I start? What’s the catch?

• Upfront Investments are considerable

• Any delay in growth means you are un-profitable

• A new competitor can enter the market and change the rules

• Margins are thin… Pennies only count when you have

hundreds of thousands of them

∙ Don’t build your own • Take a predictable margin (profit every month)

Become a cloud Ambassador in your own

Cloud Embassy

◉ Bring together to best cloud offerings – but keep it simple

○ 73% of customer’s IT stack today are based on Microsoft Technologies

○ Using the MS as cornerstone of your cloud practise, means easier migration and no learning curve for your customers

◉ Provide a single point of contact to your customers for all vendors, services and products

◉ Provide one statement / bill each month for all

◉ Go beyond the router

○ Leverage cloud based services to support

your customer’s on premise requirements

today.

Cloud is in Vogue - Tourism is booming

◉ The Cloud is a competitive landscape so make sure you are equipped to

market yourself effectively

○ Invest in Search engine Optimisation and speak to a wider audience

◉ Vanilla or “Good enough” offerings are a no-go

○ Your services must provide features relevant to local customers

○ France is not the same without Cheese and Wine

… So add your own flavour to the mix.

Protect your sovereignty

◉ The cloud means everyone can talk to your clients and invite them to visit

their Cloud Offerings

◉ Offer a premium Service Level Agreement to protect you and your customer

◉ Set your own prices

◉ Protect your Territorial Waters

○ Keep your Service Providers Honest

○ White Label Everything

○ Provide a single sign on experience

○ Register All your Leads

Look for a Tier 1 Hoster that provides:

◉ The complete Microsoft Communications Stack (Exchange, Sharepoint, Lync)

◉ Hosted backup solutions

◉ White label offering – so that you can promote your brand and own the client

◉ Automated Provisioning and administration portal for you, and your customers

◉ Integrated ticketing to your help desk

◉ Syndicated website SEO optimised website

content and brochures with your branding

and contact details

Look for a Tier 1 Hoster that provides:

◉ Lead registration

◉ A partner manager who will ride along to customers to help you close deals

◉ A white label recurring billing solution

◉ White label RMM tools that interface with SCOM

◉ SLA with penalties on every service – this is your name on the line

◉ An opportunity to set your own prices.

Learn More

◉ Visit our Website

○ http://www.globalmicro.co.za/PartnerPrograms

◉ Contact JJ Milner

○ jj@globalmicro.co.za

○ +2783 602 6601

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