Service Provider Market Overview Zdravko Drcelic Service Provider & Alliances Sales Manager East South Europe & Africa Astana10 th of April 2018
Customer buying patterns are shifting to hybrid IT Speed of deployment Financial flexibility with OPEX model Access to latest technologies Staff and skill set augmentation WW Total Cloud Spending ($B) $249 $187 $144 $114 $175 $136 $155 $117 Consume from third party: 3-yr CAGR Build own cloud: 3-yr CAGR Source: Cloud Market Model by HPE Market & Competitive Intelligence team, August 2016 with data sources from Synergy Research Group, Gartner and 451 Research 2
Focus on Collaborative Selling With Our Partners Enterprises SMB Cloud28+ HPE Sales compensated with 1.2x accelerator when selling HPE Service Provider Partner Services to enterprises HPE Territory and Inside Sales addressing SMB segment and trained about HPE Service Provider Partner Service Portfolio and how to engage HPE Partner Services listed in Cloud28+ Service Catalogue are promoted to joined HPE Hybrid IT customers
Unlocking business opportunities Extend Sales Reach Capture New Markets Accelerate Delivery Leverage HPE Ecosystems and collaborate with HPE Sales and channel to extend reach Collaboration and dual credit with HPE Sales Cloud 28+ Service Catalog Optimize your strategy and speed the development of new cloud services to quickly and easily reach new customers Service Provider Ready Solutions Innovative technology and POCs Joint business planning Joint go to market plans Marketing funding Deliver to your customers faster with benefits such as: GTM support and investment HPE training, consulting and enablement Co-branding One stop shop Access to Distributor capabilities SP community and relationships
HPE SP Ready Portfolio Market-leading products, services and solutions to accelerate SP revenue growth Infrastructure Products Cloud Delivery Platform Application Software (ISVs) Use-Case Optimized Solutions ISV Software HPE Software-Defined Infrastructure Server Storage Networking Integrated Systems System Software Partner choice of technology platform Microsoft Azure VMware vsphere Docker Datacenter Helion Openstack Workload-specific apps and services from partner ecosystem ERP, CRM, HR Big Data & Analytics End User Productivity App Development Security HPE Services HPE Platforms HPE Infrastructure Financial Services Consulting Services Support Services 5
Top 10 use cases for HPE service providers (EMEA) Use Case ISV Examples 1 Hybrid Cloud Management Micro Focus, Morpheus Data, Cloud Sigma, Ormuco 2 Backup-aaS Veeam, Veritas, Commvault, etc. 3 DR-aaS Zerto, Veeam, Perpetuuiti, Geminare, etc. 4 Object Storage-aaS Scality, Red Hat, SUSE, etc. 5 VPC / Public Cloud Microsoft, VMware, Openstack, SUSE, Red Hat, etc. 6 Container-aaS Docker, Kubernetes, etc. 7 Private Cloud Microsoft, VMware, Openstack, SUSE, Red Hat, etc. 8 SAP HANA SAP 9 Turn Key, White Label Cloud Ormuco, CloudSigma, ThinkOn, RackSpace 10 Workspace-aaS Citrix, VMware, etc. HPE supports all of the use cases and ISVs above, but some have been industrialized into a repeatable SP Ready Solution to accelerate service creation for Service Providers. 6
Experiences from SP Adriatic market Telekom Serbia 1. MoH 2. Danube Bank 3. G Cloud 4. MoE 5. Pension Fund Post Slovenia 1. Big data for Cryptocurrency 2. Funded Headcount 3. MS Azure Stack BMIT Malta 1. DR 2. Gaming/Gambling 3. DNA programming 7
www.cloud28plus.com 737 Partners in 63 Countries 427 DC s in 35 Countries 4486 Users 699 Articles 2915 Cloud Services available over multiple Countries creating 24850 Worldwide catalogue of services Digital Marketing activity *Monthly average 4.6k LinkedIn members 15.7k Twitter Followers 26285* Web Page views 23585* Blog / Article views 1006* Partner Page views
Services WW - 2915 WW WW - 24850 WW
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Enterprise use cases for Azure hybrid cloud Data sovereignty, security, and compliance Protect your data and IP; meet compliance needs Performance Support high-performance analytics, big data, and low-latency apps Edge and disconnected applications Provide connectivity for disconnected apps Modern app development Deploy apps to private or public cloud 11
Azure IaaS available on-premises: Beyond traditional virtualization
Thank you! Zdravko.Drcelic@hpe.com +38163686332