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2
HOUSEKEEPING
3
BACKGROUND
Video Conference Service Provider
Public Data Center Service Provider
Cloud Hosting Service Provider
Product Offering
5
TECH RESPONSIBILITIES
Customer
Applications
HOSTING Infrastructure
HOSTING Managed Services
Cloud NetworkStorage Facility
DBA BC/DRCompliance
BSS/OSS
Product Offering
6
TECH RESPONSIBILITIES
Customer
Applications
HOSTING Infrastructure
HOSTING Managed Services
Cloud NetworkStorage Facility
DBA BC/DRCompliance
HOSTING
Applications
Automating Infra &
Managed Services from
Quote to Cash
BSS/OSS
7
AUTOMATING QUOTE TO CASH
Service Delivery Model
Work Flow Architecture
Messaging Architecture(XML or Db to Db)
IT Service
DefinitionIT Service
Order
IT Service
Provisioning
IT Service
Support
IT Service
Management
Service Infrastructure Architecture
Business Support Applications(Product Catalog, CRM, Billing…)
Operational Support Applications(Work Orders, Trouble Tickets….)
Monitoring Architecture
ManagerOf Managers
Storage
Security
Network
Software
Apps
Facility
Applications Security NetworkSoftwareStorage Facility
Portal
ReportingEngine
DataRepository
ReportingArchitecture
Enterprise
Service Bus
I HAVE BEEN ON BOTH SIDES
8
HOSTING
Products
HOSTING
Applications
COO
Joel
Daly I’m a Buyer
I’m a Seller
But Its Still Growing
12
Jan-10 Jul-10 Jan-11 Jul-11 Jan-12 Jul-12 Jan-13 Jul-13 Jan-14
Mo
nth
ly R
ecu
rrin
g R
even
ue
Cloud Hosting Revenue
76% CAGR
76% CAGR
WHY THE GROWTH
• Virtualization Maturity
• Application Maturity
• Security Maturity
• True Cost Savings
13
24
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
Executive Or Business
Unit Leaders
Your IT Team
The Stressed-Out
IT Leader
Customers
Partners
25
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
Help Me Grow
Save Me MoneyGuide Me
Reduce My Risk
26
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
Help Me Grow
Save Me MoneyGuide Me
Reduce My RiskHelp Me Deliver Sooner
Help Me Sell
27
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
Help Me Grow
Save Me MoneyGuide Me
Reduce My Risk
Contract and Tech Flexibility
Uptime & Compliance Help Me Deliver Sooner
Help Me Sell
I hate Moving
28
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
Help Me Grow
Save Me MoneyGuide Me
Reduce My Risk
Contract and Tech Flexibility
Uptime & Compliance Help Me Deliver Sooner
Help Me Sell
I hate Moving
What are Others in my Space
Doing Better then Me?
Save Me from Myself
29
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
Help Me Grow
Save Me MoneyGuide Me
Reduce My Risk
Contract and Tech Flexibility
Uptime & Compliance Help Me Deliver Sooner
Help Me Sell
I hate Moving
Match Costs with Revenue
Build in Future Savings
What are Others in my Space
Doing Better then Me?
Save Me from Myself
• Software as a Service (SaaS)
Enablement
• Test and Development
• Business Continuity & Disaster
Recovery
31
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
33
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
Benefit = Solving the Business
Problem With a Defined Outcome
that can be Measured
34
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
Metric = Measurable Outcome for
Specific Pain Point
35
PlayersBusiness
ProblemSolution Benefits
Pain
PointsMetricsUse
Case
Business
Problem
Pain Point Metric Type Metric
Help Me Grow Help Me
Deliver Sooner
Time to Market
(Schedule)
1.5 years
New Revenue
(Revenue)
$2M over 1.5
year Period
Help Me Grow
Help Me Deliver Sooner
36
BENCHMARK METRICS
Business Problem Pain Point Metric Type Metric
Help Me GrowHelp Me Deliver
Sooner
Time to Market (Schedule) 1.5 years
New Revenue
(Revenue)
SaaS Revenue 65% * 1.5
year Period
Reduce My RiskHave to Be
Compliant
Min Cost of Breech $400K
Value of Patching $399K per Server
Guide Me Share Best Practices
VM Count for Private
Cloud50-60 VMs
ISV to SaaS Conversion
Gross Margin Hit20% COGS Increase
Save Me MoneyMatch Revenue with
Expenses
Buy vs. Rent Servers (Min) 1300 Servers
VM Count for Private
Cloud50-60 VMs