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How You Can Become a Cloud Service Broker
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Copyright © 2013 Gravitant, Inc.
Praveen Asthana Chief Marketing and Strategy Officer
Copyright © 2013 Gravitant, Inc.
Captured cloud infrastructure spend
Make consumption of your managed services easier
Improve your customers’ experience
Outpace your competition by satisfying new customer needs
A Cloud Service Brokerage allows you to provide a suite of integrated IT-as-a-Service
products with a Unified Services Delivery Platform that harnesses the full potential of cloud
and managed services.
Copyright © 2013 Gravitant, Inc.
The New SI Business Model
CIO/CFO CTO/IT Architect Procurement Sys Admin/IT Ops
Dedicated Cloud Services Brokerage for Enterprise IT
3rd Party Public Clouds
Managed Performance Monitoring
Cloud Application Integration
Third-party Managed Services
SI Cloud/Managed/ Consulting Services
Volume discounts from CSPs
Markup for brokerage services
SaaS IaaS PaaS Managed Security Services
Cloud App Consulting
Managed Backup Service
Hosted
Private Cloud
Unified Services Delivery Platform (managed by System Integrator)
High Margin High Volume Business
Gravitant cloudMatrix platform
Copyright © 2013 Gravitant, Inc.
With Channel Partners
Cloud services brokerage optimized for state and local governments and US FED agencies that offer affordable and manageable hybrid cloud computing solutions.
Cloud services brokerage (CloudCuity) for US FED agencies; awarded Network Centric Operations Industry Consortium contract (geospatial applications)
Service delivery platform for public cloud infrastructure and its managed and consulting services for mid-market enterprise customers
Copyright © 2013 Gravitant, Inc.
• Cloud Service Brokerage is a significant business initiative.
Important to set up a dedicated team or business unit focused on cloud. Multi-tasking is not the answer
• Success in the cloud requires new skills. Must invest in training, particularly for sales resources
• Your best bet is to develop a consulting and managed service practice around cloud. Very profitable and sticky.
• Customers like to start small, but cloud usage grows over time
Copyright © 2013 Gravitant, Inc.
• Improve Sales Velocity
• Shorten request-to-quote-to-order cycle time from months
to days
• Increase Revenue
• Participate in the shift to cloud
• Easily aggregate, deliver & monetize new cloud services
• Increase Margin
• Add >20 points of margin to your cloud managed services
business
• Increase Customer Retention
• Users can switch cloud providers but remain your customer
(on your portal)
Enterprise IT Channel Partners
• Improve Agility
• Go from slow IT service request model to a fast design-
order-fulfill model
• Cost Savings
• Eliminate cost leakage in the cloud
• Optimize architecture to workloads and find best cloud fit
• Ease of Use
• Single consumption interface for all cloud services (private
and public)
• Improved Security
• Security hub
• Embedded security
