Learn the Secret to Becoming a High-Value Cloud Partner Content developed and sponsored by:
Today s Moderator Khali Henderson Editor-in-Chief Channel Partners
If you miss a portion of this session, it will be recorded and archived on the Channel Partners website at www.channelpartnersonline.com/webinars It should be available within five business days
Questions & Answers Please send questions by using the Q & A feature located on your screen. There will be a Q & A period at the end of the Webinar. Not all questions may be answered due to time constraints. If your question is not answered during the Q & A, please email it to webinars@vpico.com
Agenda In this Webinar, channel partners will: Review public and private cloud deployment options Understand hybrid cloud environments Compare commodity cloud and custom cloud offers Learn the basics of cloud needs assessments Hear best practices for custom cloud deployments Study a real-world custom cloud deployment Discover how to jumpstart your custom cloud practice through partnership
Today s Speaker Mike Dillon Chief Technology Officer, Quest Mike Dillon is the Chief Technology Officer for Quest and brings more than 20 years of technical expertise, global strategic development and planning to his role. Dillon also serves as chief consultant and director for Professional, Cloud, and Managed Services, overseeing a team of consultants, engineers, experts, and project managers. Mike Dillon created and developed the Quest Application and Management Service Providers platforms that are ongoing today. Prior to joining Quest, Dillon served MCI in progressively responsible roles. He concluded his employment with MCI as a Global Network Consultant, designing, developing, testing, and integrating Internet networks and MCI s dedicated and virtual networks.
Today s Speaker Mark Mattson, Vice President, Technology Top Speed Data Communications Mark Mattson is the Vice President of Technology for Top Speed Data Communications. He joined the company in 2002 and works closely with vendors and Network Design Consultants to ensure that customers get the best telecommunications fit for their company s specific requirements. Established in 2002, Top Speed Data Communications is an independent telecom broker for data, voice, and wireless networks with over 400 years of collective telecommunications experience and numerous industry awards. Top Speed Data Communications consultants provide custom-tailored communication services, thereby eliminating the arduous search for telecommunications solutions, and serves as an advocate to carriers and service providers throughout the design, implementation, and billing process. While its customer service reach extends nationally and internationally, the majority of the customer base is headquartered in the West. Top Speed Data Communications and Quest have had a mutually successful business relationship for several years.
The right integrated, customized Cloud services partner will enable you to Stick with your core business while adding your partner s expertise to your own so you can offer your customers a broad new swath of customized Cloud capabilities Access your partner s customer references, development teams, and inhouse sales managers Generate one-time and, especially, recurring commissions via account controls that ensure you re paid on time Eliminate costs of vendor certification requirements, training, and volume commitments Co-brand and co-market your partner s portfolio and programs, and participate in partner events and webinars
What makes Cloud Computing different? While traditional IT architectures are built on siloes Applications, data, and storage devices don t interact IT resources are wasted (e.g., one workload per server) Management is a complex hassle that often leads to risky administrative lapses
5 essential characteristics of Cloud Computing On-demand service Broad network access Resource pooling Rapid elasticity Measured services
Customers want Cloud services for competitive advantage 44% of SMBs that are growing in size (rather than shrinking) believe Cloud computing can make companies more competitive 2 Chief benefits of Cloud computing for SMBs surveyed by Microsoft 2 : Save money 54% Be more productive... 47% Be more flexible. 40% Be more innovative 33% Be more responsive.. 27%
Customers want Cloud services for mobility To boost worker productivity and streamline the business, organizations need the kind of mobility that only Cloud supports 71% of SMBs need technology that enables staff to work anywhere anytime 2 75% of North American workers were mobile in 2010; by 2015, the number of mobile workers in North American will increase 16% ( to 212+ million) 3 Nearly 70% of Internet users will utilize more than five network-connected devices in 2015 up from 36% at the end of 2010 4 Twice as many end-user devices will have to be supported by the average business in 2015 as in 2010, and the diversity of these devices will continue to grow 4
Customers want Cloud services to cope with complexity Staying competitive requires complex technology that s beyond the reach of many organizations IT expertise Data center complexity will increase fivefold between 2010 and 2015 4 32% of SMBs surveyed by Microsoft worry their competitors may be making better use of technology than they are and 60% don t have resources to implement new technologies and applications 2
Customers want Cloud services for cost benefits Organizations need to do more with the same or fewer IT resources Cloud makes more efficient use of servers: By 2015, the number of workloads per installed cloud server will be 7.8 but the number of workloads per traditional server will be just 2.0 4 Automation built into Cloud infrastructure reduces IT management burdens Cloud improves visibility, optimization, and security Cloud enables cost-shifting from CapEx to OpEx
SMBs in the Cloud 30% now use Cloud services 2 48% expect to use Cloud services in the next 2-3 years 2 91% of those with 101-250 employees expect to use Cloud services in 3 years 2 What SMBs are spending on Cloud computing $11 billion in 2011 5 and growing at 12% per year by 2015: $17+ billion 5
The Cloud around us: A timeline By the end of 2012 More than 20% of all IT decision-makers will have deployed over half of their total applications to the cloud 7 By 2013 A majority of SMBs expect the Cloud to support 20% to 50% of IT needs 6 By 2014 More than 50% of all workloads will be processed in the Cloud 4 By 2015 More than a third of all data center traffic will be global Cloud IP traffic 4
How Cloud computing gets deployed: Public Cloud Public, private, hybrid Cast-in-concrete, one-size fits-all Low cost but lack of control Private Cloud In-house on-demand, resource-pooling data centers customized to the needs of the corporation it serves Hybrid Cloud Combining the best of public and private Clouds
Learn the Secret to Becoming a High-Value Cloud Partner Much of the Cloud is actually comprised of vast numbers of smaller, commoditized Cloud services File sharing Marketing Data protection/ security and these can quickly add enormous complexity to managing an organization s technology
Learn the Secret to Becoming a High-Value Cloud Partner The trouble with the commoditized Cloud so many questions.... so few real answers so few options.... so little control Are there security issues? Performance issues? and nobody knows my name
No wonder customers Cloud expectations are quickly evolving SMBs use an average of 4 services in the Cloud now and expect to use 6 in the future 2 BUT 56% prefer a single source for their IT and many want a mix of applications and infrastructure sources 2 SMBs express a need for personalized support for setting up new services 2 SMBs say it s critical that they can trust their Cloud service provider and the provider s offerings 2
Customers want a Cloud provider who can do Consulting Assess current customer Cloud-readiness, then reliably recommend a costeffective Cloud services plan, including migration, training, and deployment Engineering Define/design requirements for performance, security, scalability, SLAs, etc. Aggregation/integration Make disparate Cloud services work together and/or with legacy solutions Implementation Deploy Cloud services and migrate customer data/apps via state-of-the-art unified virtual data center network designed for Cloud services Customization Add functionality to aggregated/integrated Cloud services Support Provide a single throat to choke
What a customized, shape-your-own Cloud provides Modest cost customers use only the resources they need when they need them Rapid, elastic resource provisioning via sophisticated infrastructure Ability to customize the precise capabilities needed including ways to work with existing systems and apps Power over Cloud deployment options
Customized, shape-your-own Cloud deployment options Local Cloud services Deployed on your premises or hosted Secure, dedicated (non-shared) single-tenant infrastructure Remote Cloud services Multi-tenant deployment in a secure unified virtual architecture Uses trusted logical separation and private or VPN connectivity Hybrid Cloud services Massive multi-tenant, Internet-based deployment Designed for discrete non-core applications
The importance of a customizable SLA Ability to specify capability requirements and configurations from virtualization to complex application environments and dictate exactly how you want them provided, maintained, and supported Flexibility to securely deliver apps, data, and/or resources to your locations An all-encompassing SLA to make management easier and keep your costs under control Versatile, configurable ownership/ management options Managed by Cloud Provider Owned by Cloud provider Owned by Customer Managed by Customer
The 1 st sign: You have a chance to move beyond a one-off sale and build a long-term relationship When it s about Cloud customization You re selling an ongoing service (not product, not circuits) that your Cloud provider partner will support, often for years so it s important to get the match between the customer and the solution right Customers will return for upgrades, changes, and with new business
The 2 nd sign: Your customers need more than boxes or circuits Are your customers saying things like? We want our IT off-site We want IT as a service to increase our capabilities to do We need to save money Indicators to pay attention to: IT solutions are underutilized Network bottlenecks don t go away IT support costs are rising fast Desktop security is a challenge Needed hardware upgrades are too costly Difficulty identifying root causes of IT problems
The 3 rd sign: You re losing too many customers to Cloud-wielding competitors This means your customers are changing how they do their IT and their telecom So you have a choice: Find the right Cloud customization partner so you can respond to your current customers with what they want and need and field the resources necessary to bring in new customers or Try to survive on the few who don t move to Cloud computing
Who is Top Speed Data Communications? An Independent Telecom Company Broker Our role as an independent telecom broker: Find the right solution with the right carrier for our customers That means we Design customers networks, Get customers the best pricing from the carrier that best fits their needs, and Project-manage the carrier on customers behalf through the entire process.
Our customers needs are changing rapidly Customers want a trusted advisor just one trusted advisor, thanks The days of the siloed IT department are done As IT roles and responsibilities consolidate, customers see benefit in having one trusted advisor who: Has deep technology expertise Knows their business Will focus on what s best for their business, and Will give unbiased advice And customers are willing to trust the Cloud because today s networks are sufficiently robust and inexpensive
By ourselves in today s IT world, we face serious limitations Our relationships with our customers are static for 2-3 years at a time. Too often, even when our customers are doing a lot of things on the IT side, by ourselves we have little or no opportunity to get involved in that Why? Because choosing carrier services is generally the last thing a customer does in a project Without the right partner, we have no chance to sit at the customer s planning table earlier in the process
From static to dynamic: Partnering with Quest changes how we do business Our partnership brings us new business because we can Expand opportunities with current customers Offer a more compelling story when engaging new customers
What Top Speed looks for in a partner 1 A good match of business culture and values 2 A solid understanding of respective partner roles when dealing with customers 3 Willingness to sacrifice short-term gain for long-term gain
How Top Speed Partners with Quest It s about the relationship building long-term customer relationships, rather than being product-focused, is a good fit for us a key to our relationship willingness to walk away from a short-term opportunity if it s necessary to maintain the long-term relationship with the customer
The 7 payoffs of Cloud customization partnership 1 A more predictable, recurring revenue stream 2 More diversified revenue 3 More revenue per customer 4 More satisfied customers and a stickier revenue base 5 Improved account protection 6 Reduced customer acquisition costs 7 Greater differentiation
Case Study Customer Cloud Assessment Example: Customer needs to deploy a new web-based application IT organization committed to RTO of 4 hours Hybrid cloud solution met objective of high availability while maintaining customer control Potential $300K over a 2 year contract
References 1 Federal Cloud Computing Strategy, February 8, 2011, http://www.cio.gov/documents/federal-cloud-computing-strategy.pdf 2 SMB Business in the Cloud 2012, Microsoft, 2012, http://www.microsoft.com/enus/news/presskits/telecom/docs/smbcloud.pdf 3 http://www.businesswire.com/news/home/20120105005455/en/mobile-worker-population-reach-1.3-billion-2015 4 Cisco Global Cloud Index: Forecast and Methodology, 2010-2015, Cisco, 2011, http://www.cisco.com/en/us/solutions/collateral/ns341/ns525/ns537/ns705/ns1175/cloud_index_white_paper.pdf 5 Cloud Computing & The Channel: A Reality Check, Channel Partners, January 2012, http://www.channelpartnersonline.com/reports/2012/01/cloud-computing.aspx 6 http://www.channelpartnersonline.com/articles/2012/02/carriers-data-centers-cloud-dream-team.aspx 7 Cisco Global Cloud Networking Survey, Cisco, 2012, http://www.cisco.com/en/us/solutions/ns1015/2012_cisco_global_cloud_networking_survey_results.pdf 8 Gartner press release, March 5, 2012, http://www.gartner.com/it/page.jsp?id=1940715
Q & A Session Mike Dillon Chief Technology Officer, Quest Mark Mattson, Vice President Technology Top Speed Data Communications Please send questions to our moderator using the Q & A feature on your screen Not all questions may be answered due to time constraints. If your question is not answered during the Q & A, please email it to webinars@vpico.com
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