Cloud Webinar

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Agenda

The Business Case for the Cloud

Cloud Delivery

The Business Case for Cloud

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Legacy Infrastructure Growth Forecasting

Forecasted Growth

Time

Investm

ent

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Spare Capacity Planned In

Forecasted Growth

Time

Investm

ent

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Actual Infrastructure Growth

Actual Growth

Time

Investm

ent

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Agile Business Creates Issues

Actual Growth

Time

Investm

ent

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Cloud On Demand XaaS

Actual Growth

Time

Capital

Can we see this in the market?

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Cloud Spending Development

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Market Landscape

“By 2013, Hosted UC will represent 30%+ of the addressable UC market.”

“Major global telcos…leveraging formidable existing centralized

computing and network management assets.”

“20% of companies will no longer run ICT equipment

in-house 3 years from now.”

…Changing Customer demands: In 2–5 years 40 % of

business customers will buy ICT from the cloud.

The View from Leaders

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CIO Top priorities

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Global Knowledge

The value of cloud

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Global Knowledge

The cloud : what for ?

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Global Knowledge

Conclusion

Cloud is not an option, it is an evolution and a solution

Cloud changes the business models of enterprises

Changing the way you work?

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The Impact on People

Virtual Desktops – Controlled Workspace

BYOD – The work/personal line is blurred

Teleworking – Many people can now work at home

Hot Desks – A new physical environment

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What happens during change?

Organizations go through four stages on the way to achieving their strategic objective:

Denial

Resistance

Exploration

Renewal

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Productivity Dip

Source – The Dip, Seth Godin

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Minimize the dip

You can minimize the dip by quickly explaining the plan and guiding people through the four stages of the change. Acceptance is the key

Acceptance can be difficult as those involved often have complex reasons for resistance

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Why People resist

Resistance to change can be a defense mechanism caused by frustration and anxiety

Individuals may not be resisting the change as much as they are resisting a potential loss of status, pay, comfort, or power

In many case there is not a disagreement with the benefits of the new process, but rather a fear of the unknown future and about their ability to adapt to it.

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Typical Change numbers

It is generally acknowledged that in an average organization, when the intention for change is announced:

15% of the workforce is eager to accept it

15% of the workforce is dead set against it

70% is sitting on the fence, waiting to see what happens

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How to achieve change

Get senior management agreement

Identify a champion who can articulate the reasons for and advantages of the change

Translate the vision for change into a realistic plan and then carry out the plan

Involve people from every area of the organization

Communicate and Educate.

Get organizational buy-in to the change

Buying and Selling Cloud

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Characteristic of a Cloud buying and selling

Complex blend solutions and services

No hardware or boxes to sell

Difficult to demonstrate quality of your product

New process, new ideas = High risk

Complex pricing

Locks both of you into a long term relationship

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Skills required to buy and sell

Problem solving skills

Advanced listening skills

Advanced information gathering techniques

Flexible attitude

Deal with objections of many different types

Understand the unique buying/selling points

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Business Trends

Growth Security

Simplicity Support

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Technology Trends

Virtualization WAAS

Security Application

Delivery

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Current Drivers for Change

Hardware virtualization and multi-tenant applications are now common place.

The Internet is everywhere and finding and interacting with customer online is now an accepted norm.

Telephone companies are putting their significant infrastructure to use.

As cloud services mature the risk/benefit equation has tipped.

Computing is now being routinely seen as a service rather than a capital expenditure.

Service Delivery

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Service Planning

Service planning is crucial for success in services

For the customer it aligns the vendor to their needs

For your seller it aligns their sales with delivery

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Advantages of Service Management

Supply what can be delivered

Deliver what you are already supplying

Standardise service are delivered efficiently

Spend less time in Pre-Sales and more on delivery

Increase quality

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Characteristics of the Cloud Services

Cloud platform management Cloud application management Standardized multi tenant platform Provisioning/metering/billing Self service Service orchestration Security Availability/Performance/Capacity

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Portfolio management life cycle - PPDIOO

Plan - Discover business needs and potential

Prepare - Identify the resources and investment required

Design - Align the business and create the portfolio

Implement - Deploy the services

Operate - Maintain and monitor the service

Optimise - Innovate, develop and maintain

Talent

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Talent SALES DELIVER

Y TALENT

BUSINESS

MARKET

Strategic questions to consider

1. All of our people understand the cloud environment

2. Do I have a talent development plan in place

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GK Cloud Training

Strategy

GKEXC Cloud Transformation 1-day Executive workshop covering Strategy/Vision/Planning Exec/ Owners

SC100E Selling Cloud Solutions 1-day Sales (AM/SE) AM

GKCCF Cloud Computing Ready Professional 2-day (Certified by the Cloud Computing Council) Addresses multiple job functions effected by Cloud

Business

GK3209 Cloud Computing Foundation 3-day (Certified by EXIN) Addresses multiple job functions effected by Cloud

Tech

GKCC1 Methods & Best Practice Around Cloud 3-day Governance & Business Migration for IT and Business decision makers (TOGAF, ITIL, Service Management)

Op’s/ Tech

GKCCD Model-Making, Progressing and Operating Cloud

2-day System Administrators and Technical Management Admin/ Tech

GK3210 Cloud Computing Concepts & Implementation

5-day System and Field Engineer Tech

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GK Cloud Training

SC100E Selling Cloud Solutions

. In this one day workshop Account Managers and other sales professionals will learn how to evolve their sales process to successfully identify and sell cloud solutions. They will learn about the cloud opportunity and explore how their company’s solutions can address their customer’s business requirements in a

way that benefits both parties.

AM

GKCCF Cloud Computing

Ready Professional

. This course, accredited by the Cloud Credential Council (CCC), builds a solid foundation for any professional engaged in the Cloud. Participants are prepared for the certification exam "Cloud Ready Professional" at the end of this training.

For all.

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GK Cloud Training

GKCCD Model-Making, Progressing and Operating Cloud

This course provides students with knowledge to answer the problems of performance monitoring and control benefits of Cloud, through the use of

dedicated dashboards.

for IT managers, service providers and project

managers.

GK3210 Cloud Computing

Concepts & Implementation

This training provides a better understanding of the world of cloud computing and helps to discover its potential. The course covers all the cloud players in the world

today and the products and services they offer. Delegates will learn how cloud has evolved and how the increased processing power and bandwidth made the

cloud possible.

This course is intended for IT managers, service providers

and project managers.

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GK Cloud Training

GKCRW Cloud Readiness Workshop and

Consultancy

• A facilitated workshop developing your internal capabilities. • Enablement activities have been built in based on the readiness discussion

with your management team • Framework documents or your internal documents can be used to capture

the outputs. • This is a practical workshop, not training

.

For the entire practice team

Thank you for participating