C24 Storage as a Service - Sales Playbook. Sales Playbook. C24 - Storage as a Service

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1 Sales Playbook C24 - Storage as a Service

2 Contents C24 Storage as a Service - Sales Playbook Page Summary 3 Solution overview 4 Today s market conditions 5 Customer challenges 6 Customer response initiatives 7 Solution and product details 8 User impact 9 Target customers - spotting a sale 10 Buyer profiles 11 - CEO 12 - Business manager 13 - IT Director/IT Management 14 - IT Administrator 15 - Finance Management/Procurement 16 Overcoming customer objections 17 The competitive landscape and how to win 19 What to ask 20 Upsell opportunities 21 Case study 22 Next steps to close the sale 23 Useful links 24 2

3 Summary The benefits of the cloud with the security of on premise infrastructure C24 s Storage as a Service solution allows Public Sector clients to access the latest technology in a cloud service and payment model, with the reassurance and security of housing the infrastructure on premise in the council s datacentre. 3

4 Market Conditions Let s firstly consider some of the pressures currently faced by the pubic sector market to understand how the C24 Storage as a Service solution can help customers to overcome these challenges. Market Trends in the Public Sector Industry Innovation - Public Sector is being heavily encouraged to operate as innovatively and dynamically as the private sector. Shared resources - Organisations are looking to pool their resources to attain better economies of scale and capitalise on best practices and standard processes. Cost pressures - The public Sector is currently under significant pressure to make cost cuts wherever possible. This problem is compounded by the recession and its effect on public sector spending. Changing procurement models - One of the ways that the government is looking to alight the economy for growth and reduce costs, is to challenge traditional procurement methods by moving more spend to smaller SMEs from large blue chip companies. Be more dynamic with data - Data and how it is used to the best effect is becoming a wider issue for public sector organisations. The better ways in which they collect information, the better decisions the institutions are able to make to help with the operating of their organisations. Next, we will consider some of the initiatives that clients in the public sector are putting in place to overcome these challenges in the industry. 4

5 Customer Initiatives Market Trends Initiatives Innovation - Be as innovative and dynamic as the Private Sector. Public sector organisations must look for innovative solutions that challenge the traditional, inflexible way of working, yet also deliver quick, tangible results. Shared resources - Pool resources, better economies and implement standard processes. Councils and health organisations are looking at how they can share resources with other sister organisations - such as sharing one central IT disaster recovery site between multiple councils. Cost pressures - Cost cutting and economic impact of recession. Procurement in public sector bodies is having to abide by the government s Cloud First policy with an additional focus on shorter, more flexible IT contracts. Changing procurement models - Move spend to smaller SMEs. Be more dynamic with data - Better business decisions with better data. Government is encouraging councils and health organisations to spend with smaller SMEs to spread the risk and expenditure across multiple suppliers, therefore procurement will be looking to favour SME providers where possible. Data centralisation will be a key initiative for many public sector bodies with a focus on how they can collate their data and get the most value from it. 5

6 IT Initiatives Based on these customer challenges and initiatives, let s consider some of the IT changes that organisations might be expected to make to resolve these pressures. IT Initiatives to resolve market pressures Standardise most IT processes to reduce complexity. Automate all areas of the environment possible to reduce basic management and support time. Centralise information across the entire organisation to reduce disparate siloes of information. Investigate opportunities to innovate to get ahead of the private sector by integrating cloud services into existing operations. Implement a service catalogue type approach to the delivery and consumption of IT services for business uses. Remove unnecessary cost from the organisation s IT environment by reducing waste and overlap of systems. Implement solutions that allow for the sharing of resource with other local public sector bodies. 6

7 Current Situation C24 Storage as a Service - Sales Playbook Traditionally, most public sector organisations have a mixture of centralised data centre hardware and software, all managed by the IT department,. In addition to this, it is common to also have a certain amount of departmental IT (such as a couple of servers for departmental specific applications, printers on desks, or external hard drives to back up a team s work). This can quickly become a very complex environment as can be seen in the example above, as the central IT overlaps with departmental IT and it is unclear what is spent overall on technology across the organisation. 7

8 Current Situation C24 Storage as a Service - Sales Playbook Furthermore, many public sector IT budgets have been reduced considerably, and so public sector organisations tend to purchase IT in small amounts and add it to their existing environment which creates even more complexity as these different systems coexist. This complexity means that IT support teams spend more time implementing and supporting the infrastructure, costing the council time and money. As data and information continues to grow at an exponential rate, data storage in councils is becoming more important than ever, therefore a solution is needed that will scale and grow with the expanding council s needs. For a council to leapfrog to a new, enterprise grade storage solution it would firstly require them to make a high upfront capital investment in a new solution, which they would then have to integrate into their existing environment. Secondly, it is likely that they would have to buy a larger storage array with a much higher capacity than they initially require in order to get a better discount on the overall solution (to avoid costly upgrades at a later date) - resulting in a lot of unused storage sitting dormant on site. In addition to the cost issues of purchasing a new storage system, the council s IT department would need to become highly skilled in managing the solution end to end. 8

9 New Solution Overview In order to achieve the benefits of a new storage system without the high, upfront costs, C24 s Storage as a Service solution offers public sector customers the unique chance to access the benefits of cloud services (such as flexibility, ability to scale easily and the accessible procurement model) - combined with the security required by councils and health organisations of an on-premise, dedicated storage array. This combination of onsite security with a cloud payment and management style offers a unique solution to the public sector and allows them to access the world of cloud services in an easier and safer way. This also corresponds with the government s requirement to look at a Cloud first policy for public sector IT purchases. 9

10 New Solution Overview The C24 Storage as a Service (StAAS) solution is delivered as an onsite, storage system within a cloud payment model. The solution uses the most efficient and automated enterprise storage system on the market; the HP 3PAR StoreServ array. From this central SAN, customers are able to pool their storage resources into one location, instead of utilising multiple, departmental storage systems. C24 would initially provide a Day 1 storage capacity requirement and then add extra buffer capacity for the customer to scale into. This reduces the disruption of upgrades and the client only pays when they start using the extra buffer storage capacity. With the buffer capability, C24 can monitor and report on the storage usage and initiate disk upgrades in the background before the customer reaches full capacity on their storage array. C24 then manage the array as a cloud service, by performing remote and onsite support in addition to the ongoing maintenance and management of the storage system. 10

11 Solution Detail How the solution is delivered C24 firstly conduct a storage assessment of the organisation s IT environment to understand the capacity of storage required and how it is currently utilised. The nature of the information stored, its typical usage cycle and importance are all key components that go into understanding the make-up of the storage service designed by C24. Unlike many other cloud solutions, the service from C24 is highly tailored to each individual environment so that all the benefits of the HP 3PAR StoreServ storage are utilised to the best effect for each client. Once the storage assessment has been completed, C24 will then define the capacity and disk tiering needed to cope with current storage requirements, but will also decide on a buffer amount based on estimated storage growth rates. The buffer capacity is only charged for once the customer starts using it, but it allows the client to grow their storage quickly and non-disruptively. Once the system is onsite and installed, C24 then manage the storage remotely and report back to the customer on their storage usage, charging the customer for the amount that is being utilised. The service can then be recognised financially as an operational cost or as a capital expenditure, and the management via C24 means the customer has the ease of using a cloud service without the lack of control usually associated with an off-premise solution. 11

12 Cloud Payment Scheme Compared with the traditional way of purchasing technology infrastructure in one go as budgets become available, the C24 Storage as a Service (StAAS) solution allows customers to buy enterprise grade technology solutions today, but pay for them as they are used - over a longer period of time. This allows organisations to access technology that they would not normally be able to afford - therefore greatly improving their IT environment in a quicker way rather than piecing together smaller bits of IT. The StAAS solution means that customers will pay for their storage solution monthly, based on the capacity of storage that they have used. The amount will increase as the customer uses more storage, allowing them to pay for what they use instead of purchasing unrequired storage upfront, as can be seen in the diagram below. Additionally, customers are able to expand their storage very easily by requesting more storage which can be simply unlocked in one click and available to use instantly from their buffer capacity reserves. 12

13 HP 3PAR Technology HP 3PAR StoreServ Storage The C24 StAAS will be delivered on HP 3PAR StoreServ technology. Let s consider briefly why HP 3PAR can offer great benefits to public sector customers IT. Autonomic: 3PAR is able to manage itself very effectively and self-regulate how disks are used by moving around files/documents to disk tiers that are more appropriate. This conserves space so that users can get the most out of their 3PAR array. Efficient: 3PAR has advanced technology to reduce the amount of capacity required to store the council s data when moving from legacy storage systems. This means that overall the council/health organisation needs to purchase less storage, therefore reducing their purchase costs. Multi-tenant: 3PAR s inbuilt security allows the array to be carved up into multiple smaller arrays that have secure boundaries between each array. This would allow a council to house other council s or public sector organisations storage on their central array. Federated: Non-disruptive data mobility between 3PAR arrays means that users can move data without any downtime or impact on performance. The data could be moved between the central array and other council s 3PAR arrays or even back to the C24 highly secure datacentre. This allows for the provision of a disaster recovery solution which the primary site can automatically and non-disruptively failover to in order to avoid any outages or downtime. 13

14 The Solution = StAAS C24 Storage as a Service solution therefore solves many of the challenges facing public sector organisations today by combining clever technology capabilities and efficiencies with an easy and procurement-friendly cloud purchase model. This allows public sector bodies to align their spending to their actual needs; to make the most of their budget today. See the summary below covering the key areas that C24 StAAS solution can help. Centralised storage to consolidate data into one central location. Secure, multi-tenant systems that enable sharing of resources. Dynamic and innovative solution whilst reducing cost. Cloud service payment and delivery model purchased via G-Cloud. 14

15 User Impact IT Teams IT teams will be freed up from managing and supporting existing storage environments and keeping the lights on. More time can be spent on developing innovative solutions for the council/ health organisations, resulting in more productive and valuable work completed. IT teams will have the security of keeping their data onsite and also still retain some degree of control over their cloud service. The IT department can focus on delivering a great overall service to their business users without spending hours managing basic tasks on the storage array. 3PAR s efficient way of reducing storage capacity means that IT teams can do more with their budget. General Staff The 3PAR s response times will greatly improve users storage experience compared to the response times experienced by traditional, disparate arrays. Response times for changes to the arrays will be improved as requests will be made to C24 (via IT if applicable) for changes and amendments to the service and storage management. IT will be delivered as a service back to the business rather than sometimes being an inhibitor due to lack of resources/funds. 15

16 Cloud Concerns C24 Storage as a Service - Sales Playbook Despite the benefits that the C24 StAAS solution will bring to public sector customers, there is still a lot of concern within councils and health organisations about moving to a cloud service. This is due to a number of reasons listed below which we will explore in more detail. Some of these concerns can be alleviated by C24 s approach to delivering Storage as a Service because of the array s location onsite at the council/hospital. This ensures that public sector organisations still have the infrastructure onsite where they can see it and know that it is maintained to their own levels of security. 16

17 Common Concerns Let s look at why Public Sector organisations might have concerns about moving their IT to a cloud based service. Councils may be concerned about the security of offsite cloud services and the building security of the datacentres. For instance, does an offsite public cloud datacentre have the same security access controls in place that the council datacentre has today? Data privacy is more important than even in the public sector, as organisation collect a huge amount of sensitive information about the public (i.e. health records, criminal records etc.). Ensuring the privacy and security of data IT Management in public sector organisations may be concerned about the level of control that they have over their information and infrastructure compared to a traditional onsite solution. Do they have control about Minimising or at least regulating downtime is a key issue within public sector bodies it is crucial that a cloud service does not experience downtime at busy times. Imagine the impact on a hospital if it had a site-wide IT Support and availability of technical resource to fix any problems or queries is key to councils and health institutions. Many cloud services offer SLAs for support issues, however some do not which could impact public services. will be a key consideration for councils and health establishments as data loss can incur high penalties. when upgrades are performed or when they need more bandwidth during busy times? outage for just 30 minutes? It would affect patient care, appointments, machinery etc. Additionally, customers may need an onsite technical contact to deal with certain issues which may not be available from a cloud service provider. 17

18 Cloud First Policy In response to some of the pressures to significantly cut IT expenditure, public sector procurement departments have been tasked with evaluating a cloud solution first instead of a capital expenditure for IT purchases. Here are a few snippets of information about the government s Cloud First policy to help you in your customer conversations. The government has confirmed that purchases through the cloud should be the first option considered by public sector buyers of IT products and services. A similar Francis Maude, policy in the Minister for the US has Cabinet Office, has resulted in commented that: billions of The Cloud First dollars in cuts policy will embed for the the skills a modern federal civil service needs government to meet the IT demands of 21stcentury digital departments. government and help us get ahead in the global race. Francis Maude, Minister for the Cabinet Office has said that buying cloud services via the government s Cloud Store is a quicker, cheaper and more competitive way for the public sector to buy IT. 18

19 Target Customers Organisations with rapidly expanding storage and data requirements. Customers who do not have capital funds ready upfront. Institutions that need to consider cloud services but are not able to jump in completely. Target Customers Public sector bodies undergoing organisation-wide IT transformation. Solution Feature Centralised storage to consolidate data into one central location. Secure, multi-tenant systems that enable sharing of resources. Dynamic and innovative solution whilst reducing cost. Cloud service payment and delivery model purchased via G-Cloud. Benefit to target customer Public sector organisations are able to bring together all of their disparate data points into one central storage system, which will allow them to better run analytics tools across the entire organisation. Organisations are able to capitalise on economies of scale by sharing resources between different public sector bodies. This solution allows one 3PAR to be used by multiple councils for storage, with secure boundaries between each data set. Automation and storage space reduction technologies allow public sector bodies to use innovative and enterprise solutions without the heavy price tag. This solution offers an easy way for public sector customers to start using cloud services without the risk of putting highly sensitive data off premise. Secondly, it allows customers to conform to the government s Cloud First policy. 19

20 Buyer Profiles Over the next few pages, you will find buyer profiles for each of the key buyer types you are likely to encounter within your customer. These should assist you in understanding how to position your product with different contacts in your customer organisation, and working out how best to tailor your solution to address their specific needs. Customer role overview Key questions to ask Role primary concerns Key product features that appeal Important points that resonate with this role 20

21 Buyer Profile The Chief Executive Officer (or Managing Director) is the highest-ranking executive or manager responsible for the overall management of the entire organisation. The CEO/MD manages all directors and managers within the organisation and as such is interested in the overall business strategy and effective execution of that strategy. C24 Storage as a Service - Sales Playbook CEO Primary Concerns for the CEO The CEO typically reports to a board and has to explain their business decisions to a group of directors to ensure they are sound judgements. They are focused on ensuring that the organisation they lead works to a set strategy to deliver on key objectives. This could involve meeting certain financial and budget targets or the achievement of certain key performance indicators. The CEO must ensure the smooth running of the organisation whilst retaining high levels of customer satisfaction (i.e. the public for councils or patients for hospitals). The CEO will be also be responsible for any risks or threats to their organisation. Key questions to ask Q: What are your key strategy focus areas for the coming year? Q: In order for you to meet your strategic objects and targets, what are the key operational changes that need to take place in your organisation? Q: How effective is your current IT strategy in enabling you to meet your strategic objectives? Q: What role does IT play in your organisation today and what role would you hope for it to play in the future delivery of public services? C24 StAAS Features that appeal to the CEO Ability for the organisation to use an enterprise solution that they would not typically be able to afford. The StAAS solution allows organisations to access a more dynamic storage solution than the current status quo meaning that institutions can then utilise data interrogation technologies to maximise the information available to make better business decisions. Key points to make The C24 StAAS solution allows you to access tomorrow s technology today, and pay for it as your storage requirement grows. The ability to offer out part of your 3PAR storage to other councils/health organisations means that you can start to generate revenue from your own IT department.

22 Buyer Profile DEPARTMENT MANAGER The Department Manager will be a line of business manager responsible for their department and the running of its operations. They have responsibility for controlling their department s budget and its activities and targets. They will be responsible for putting the CEO S strategy into action. Primary Concerns for the Business Manager The Business Manager would report up to their own manager or to the CEO directly. They will be primary concerned with ensuring that their department meets the targets set by the overall CEO. They are focused on ensuring that the strategy handed down to them by their director is put into action with activities and demonstrable results. The Business Manager will likely also have financial (budget) considerations alongside the need to reach their set objectives. The Business Manager will have a particular, primary focus area that may direct their decision making process for instance they may be responsible for general operations in which case they would be interested in making efficiencies within their department. Key questions to ask Q: What are the key strategies that have been set by your management? Q: What are your primary responsibilities within your organisation with regards to successfully delivering against these strategies? Q: What do you see as the primary inhibitors stopping you from reaching your objectives? Q: What role does IT play in your department today and how do you see IT supporting you in the future to reach your targets? C24 StAAS Features that appeal to the Department Manager The StAAS solution will help to improve general IT response times, therefore creating a better user IT experience. More innovative IT solutions will enable council and health departments to undertake pioneering projects which traditional IT services would not allow for. Key points to make Without the IT foundations in place to support new projects, organisation-wide changes cannot have a serious impact. Cloud services can offer a quick way to move public sector IT ahead in a seamless transition.

23 Buyer Profile The IT Director/Manager has overall responsibility for IT DIRECTOR translating the strategies set by the CEO into an IT strategy. This will cover the IT used internally to run the council/health institutions systems and also the customer-facing IT user experience. Primary Concerns for the IT Director The IT Director would report to the CEO and be responsible for ensuring that the organisation s overarching strategies are supported with an IT strategy. The IT Director will be focused on ensuring their organisation has an up to date and innovative IT approach that can deliver real, measurable results. They will likely have objectives that they are working to achieve. The IT Director will have a budget that they are responsible for and so they will have commercial considerations for each IT project they deliver. The IT Director wants to demonstrate an ability to find more dynamic and pioneering technology approaches to show their capabilities. Key questions to ask Q: How do the main strategies set by the CEO translate into an IT strategy for the organisation? Q: What do you perceive are the areas of IT that require particular focus over the next year? Q: Do you have a strategy for implementing any cloud technologies within your organisation? Q: Do you have any objectives set regarding evaluating cloud services before capital investments are made? C24 StAAS Features that appeal to the IT Director The StAAS solution is a way to start using cloud solutions whilst retaining a large degree of control over the environment. C24 s StAAS solution enables IT Directors to become Contracts Managers of multiple cloud solutions across their department, therefore becoming an IT service provider back to the council s business users. Key points to make The IT department can demonstrate the implementation of a hybrid cloud approach in order to be up to date with the latest technologies and trends. IT can be seen to be complying with Public Sector s cloud first procurement policy. Cloud services do not eliminate the need for an IT department; they instead allow IT to become service managers to the organisation.

24 Buyer Profile IT ADMINISTRATOR The IT Administrator role applies to anyone working for the IT Manager or Director who has responsibility for managing and selecting the IT systems within the organisation. They will often be technical with extensive IT knowledge in their area of expertise. Primary Concerns for the IT Administrator The IT Administrator would report to the IT Manager and would typically be responsible for selecting, or at least inputting feedback on, different solutions for the organisation. They will be focused on actioning the IT strategy set by the IT Director and delivering against key performance indicators that go towards attaining the IT strategy objectives. The IT Administrators will be responsible for managing the current systems and keeping them in working order. Areas such as systems availability, uptime and responsiveness will be key concerns. The IT Administrator will be concerned about the impact of cloud services on their job role and whether the proliferation of cloud services will make their role redundant. Key questions to ask Q: What are the key IT strategies that you and your team are working to? Q: How do you believe IT is viewed within your organisation currently and why? Q: How do you perceive cloud technology and its potential benefits for public sector entities? Q: Have you evaluated any alternative cloud technologies to date? Q: What solutions do you believe would simplify the storage management within current council/healthcare IT? C24 StAAS Features that appeal to the IT Administrator The IT Administrator will be able to deliver a next generation, enterprise grade solution which would not usually be accessible to most public sector bodies. The increased control offered by an onpremise solution would enable the IT administrators to have more of an impact on the cloud service delivered to their business users. Key points to make The C24 StAAS allows IT to remain on premise, whilst maintenance, support and payment is managed by C24. IT can control the selection and integration of cloud services rather than leaving it to be purchased without their involvement by a line of business manager increasing their role and responsibility within a hybrid cloud environment.

25 Buyer Profile CFO / PROCUREMENT The Chief Financial Officer (CFO) and Procurement Officers are focused on controlling budgets and ensuring any projects commissioned not only fit in with any budget constraints but seek to deliver potential commercial returns back to the organisation. Primary Concerns for Procurement The CFO/Procurement will likely report up to the CEO and will be tasked with monitoring purchases across the entire organisation. The CFO will be focused on delivering against the strategy set by the CEO and translating that into a financial strategy for the organisation. Therefore any expenditure on IT will affect this strategy and need to be positioned to demonstrate clear returns and tangible benefits for the organisation. Procurement want to see the best deal in order to get the best value. They want to see how future solutions will compare financially with solutions in place today. A more benefit rich solution that costs more will still be difficult to achieve Procurement s approval. Key questions to ask Q: What are the key differentiators that you see between suppliers, i.e. what works best in terms of supplier interaction with you? Q: What targets do you have to work to from management in terms of cost savings? Q: Do you ever experience any pressures to reduce capital expenditure? Q: Is the ability to implement a solution that could be charged out as a service to other public sector bodies of interest to you? Q: Is it important to align costs to IT usage i.e. pay as you consume models? C24 StAAS Features that appeal to the Procurement Dept/CFO The pricing model of the C24 StAAS solution means that the organisation can access an enterprise grade solution which would not usually be financially accessible. The ability to recognise the solution as an operational expenditure and align the costs to the amount of capacity utilised, allows the procurement department to reduce their capital expenditure and eliminate paying for resources they are not using. Key points to make As cloud service adoption grows, Procurement can be at the centre of selection decisions by embracing cloud purchases early on. Government policy to look at cloud service procurement before capital purchases in IT for the Public Sector can be followed by using the C24 StAAS solution.

26 Objections Not owning my own infrastructure will create security and data risks The C24 StAAS solution s ability to be delivered on premise means that the storage system is subject to the security levels put in place by the council/ health body. Procurement of IT is always made using end of year capital budgets, not OPEX. Cloud services pose a risk to traditional IT job roles Some customers will prefer a CAPEX purchase, whilst others prefer OPEX. Either way, this Cloud delivery model allows you to access enterprise IT solutions in a more cost-effective way by paying for what you use. C24 s StAAS solution integrates into your existing IT environment and is delivered on premise, meaning that IT have greater control over the solution. Also, by IT being involved early on, they can influence and control the solution delivery. Will the solution be secure if C24 have remote access to my storage? C24 will only collect the data regarding the tiering and capacity usage of the SAN in order to manage it remotely. They will not see or collect the information and data actually stored on the storage system. 26

27 Competition Competitor Why do customers like this? What are the potential problems with this approach? How should you compete against this with C24 s StAAS solution? Traditional onsite Customers would The organisation would need to Focus on explaining the high infrastructure approach. The council would purchase a large SAN outright, or buy smaller storage systems to integrate into their environment. have full ownership of their storage systems and would have the control to manage the solution themselves. If they bought smaller systems, have the funds immediately available to purchase a large SAN outright. This is unlikely and therefore the council/health institution would likely have to purchase a cheaper SAN of lower quality than the 3PAR. The IT department would also have to spend a lot of time implementing the solution and maintaining it, costing time and money. upfront costs associated with purchasing an enterprise grade solution, and the extra indirect costs if they were to purchase the system themselves i.e. the time to maintain and install the SAN and the money to purchase it in one go. Iterate the point that this solution allows them to move they would be If numerous small storage systems instantly from their legacy able to spend a were purchased, the council systems to a pioneering lot less than would spend lots of time putting solution. buying a larger a plaster on their legacy solution. SAN. Traditional onsite The customer The customer will still be paying Explain C24 s extensive infrastructure approach with a standard finance lease. would be able to purchase a more enterprise level solution, and pay for it over a for a large amount of capital, yet over a period of time. They will still need to pay for all of the capacity from day 1, rather than paying for what they are using. experience in the hosting industry; delivering application hosting to many customers using 3PAR technology. Combined with this, C24 have number of years. The customer would not have the extensive hardware flexibility of additional, onsite experience to deliver the best buffer capacity to grow into. of both worlds traditional Additionally, they would not have onsite delivery within a cloud any of the benefits of a cloud service. In C24 s solution, the service - they would need to customer pays as they grow. manage and deliver the solution completely by themselves. Cloud storage Customers have Clients do not have the security Demonstrate how C24 s service delivered by the flexibility of of an on-premise solution, which is solution combines the security a public cloud off-premise, pay important for data security in the of on-premise storage for their provider from a on demand public sector. Also, customers sensitive data with the remote datacentre. cloud services. must rely on the cloud provider s flexibility of a cloud support SLA s for issues such as downtime. and payment model. 27

28 What to ask Here are some example questions to help you get started with a customer discussion. What would you estimate your annual data growth to be? Have you explored any cloud services for future IT projects? How important is IT in the delivery of better public services by your organisation? How much time does your IT team spend on managing the current storage systems? How much of an issue is the preservation of data security within your organisation? How would this fit into your future cloud considerations? Would the ability to automate parts of your IT environment to free up your IT team s time to be more innovative and productive an attractive proposition? What are some of the current challenges that you experience with your storage systems? Are you under pressure to consider cloud solutions before capital IT expenditures are made? 28

29 Upsell Opportunities Upsell Opportunity Benefit to Customer Implement a cloud disaster recovery strategy delivered by C24. C24 can deliver disaster recovery services to provide added resiliency to the onsite HP 3PAR storage system allowing failover between the on-premise 3PAR SAN, back to C24 s secure datacentre. Additionally, backup services can also be built into this solution. Build different parts of the IT environment into a monthly payment model to align with the storage cloud service costs. Some clients may be interested in adding further parts of their environment into the monthly payment for the storage system. C24 could help to deliver a monthly payment method for multiple parts of the IT environment to bring multiple expenses together into one easy payment. Outsource further parts of the IT environment to be delivered centrally by C24. With C24 s extensive background in delivering hosting services from their enterprise data centre, the council/ healthcare body may choose to outsource parts of their infrastructure and application ecosystem to C24, to be delivered remotely as a hosted service. 29

30 Why C24? C24 are one of the UK s leading specialist hosting managed service providers. C24 manage, secure and deliver critical business applications to over 100 countries globally. The solutions offered by C24 vary but range from traditional hosting, secure back-up services to the managed hosting of business critical ERP, business productivity applications and high availability disaster recovery. Recognising the difficulty faced by many customers, not just public sector clients, to access cloud services whilst retaining the security of keeping hardware and infrastructure on premise, C24 developed an enterprising solution based on HP 3PAR StoreServ technology which gave customers the best of both worlds. C24 s experience of delivering cloud hosted services from their datacentre which is also built on HP 3PAR storage, gives them the understanding required to provide an effective cloud solution. United with their expertise in delivering traditional hardware deployments means that they are perfectly placed to deliver the StAAS solution. C24 are an HP approved reseller and also a HP Cloud Agile Partner meaning they have demonstrated unique expertise to deliver cloud services. They are also a Microsoft Gold Hosting Partner and have experience in delivering VMWare and Citrix deployments. 30

31 Next Steps to Close Now that your customer is interested in the C24 StAAS proposition, what are the next steps you can take to move the customer through the sales cycle? Step One: Set up a follow up call with C24 and the customer to qualify further and understand more about the client s storage needs. Step Two: Next, suggest a meeting between C24 and HP at a HP labs facility where the storage system can be demonstrated. Alternatively, C24 could host the customer at their own datacentre to see C24 s 3PAR in action. Step Three: Once the customer is happy to move ahead, C24 will need to complete an onsite storage assessment to understand more about the client s storage footprint and to define the future storage usage amount. 31

32 Useful Links Help your customer to find out more by using the below links and contact details: Links C24 website: HP 3PAR StoreServ SAN: HP Cloud Agile Service Provider Program Partner List: h22168.www2.hp.com/uk/en/cloud-agile/#tab=tab2 Further contact details C24 StAAS Program Lead: Simon Goodman - sgoodman@c24.co.uk C24 Ltd, 12 Birmingham Road, West Bromwich B71 4JZ Tel: Reference links within Sales Guidebook: -forecasts