04_hp cloud_services_enablement

Roberto Sanchez WW Business Development Manager, CMSSeptember 9, 2010

TRANSFORM: HP Cloud Services EnablementServices-on-demand for SMB clientsHP Cloud Services Enablement for Communications Services Providers

Addressing SMB Market

Communications as a Service

Compute services

HP Aggregation Platform for SaaS

Conclusion

HP Cloud Services Enablement for CSP

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Targeting SMB Users

Service

Provider

SMB End

Users

SMB

HP

Introduce innovation in the sourcing relationship to increase efficiency and reduce costs

Empowering communication service providers to expand their offering to their business customers while leveraging cloud computing

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SMB Sector Is a Natural Market for Cloud-based Solutions

SMB Segment

Traditionally

underserved by

vendors Limited capital

resources

Limited internal

IT /Telecom resources

Flexible on-demand purchase

modelEager to employ

advanced tools

High service

availability not a

priority

More predictable

costs

Can scale up as they

grow

Source : Frost & Sullivan

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Benefits to the 'Cloud'/On-demand Model

Source: IDC Enterprise Panel, 3Q09, n = 263, September 2009

(Scale: 1 = Not at all important 5 = Very Important)

54.0%

63.9%

64.6%

67.0%

68.5%

75.3%

77.7%

77.9%

0% 10% 20% 30% 40% 50% 60% 70% 80% 90%

Seems like the way of the future

Sharing systems with partners simpler

Always offers latest functionality

Requires less in-house IT staff, costsEncourages standard systems

Monthly payments

Easy/fast to deploy to end-users

Pay only for what you use

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Adoption Areas

(Scale: 1 = Very Unlikely 5 = Very Likely)

Source: IDC Enterprise Panel, 3Q09, n = 263, September 2009

48.6%

49.1%

49.8%

50.6%

51.3%

52.9%

54.8%

55.1%

55.6%

59.4%

66.9%

67.3%

0% 10% 20% 30% 40% 50% 60% 70% 80%

IT/Information SecurityApplication dev/test/deploy platform

Business Intelligence/AnalyticsServer capacity on demand

IT Management softwareStorage capacity on demand

Data/Content Distribution servicesPersonal productivity apps

Business apps (CRM, HR, ERP)Data Back-up or Archive servicesWeb applications/Web serving

Collaboration applications

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SMBs Enjoy Low Risk, Low-cost Cloud Services More rapid access to state-of-the-art

technology services and time-to-production and lower set up costs

Predictability of Opex costs over timeShift in focus to core business management, rather than on the internal IT and communications environment

Reliable access to business applications and data, anywhere, anytime

Greater ability to scale IT and communications as business needs change

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Services-on-demand for SMB clientsHP Cloud Services Enablement for CSP

Business Applications as a Service

Device Management as a Service


HP A

ggre

gatio

n Pl

atfo

rm fo

r Sa

aS

Infrastructure as a Service

HP Interactive Voice Response3rd party solutions: IP Contact Center, UC

External SaaS providers: ERP, CRM, HR

HP Mobile Device Management 3rd party solutions: Mobile and PC Data Back-Up

Compute Services

9



Compute services


Conclusion


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SMB client

SMB client

SMB client

SMB client

SMB client

SMB client

SMB client

SMB client

SMB client

SMB client

Current SMB Service Provision is Complex

Advertise Discover

Invoice and Collect Provision each provider

SaaS Provider

SaaS Provider

SaaS Provider

SaaS Provider

SaaS Provider

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Solving Operational Challenges

Takes time to deploy/ integrate new end-user services

Difficult to leverage SaaS services and hosted services provided by ISV

Difficult to easily offer a large portfolio of end-user services to customers

Integration of hosted/SaaS services in the current network operator environment is complex

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Service provider

environment

A Hub for End-user Services


BB Fixed Wireless

OSS

Hosted Services

BSS

Aggregation Platform for

SaaS

SaaS Provider

SaaS Provider

SaaS Provider

SaaS Provider

SaaS Provider

SaaS Provider

SMB client

SMB client

SMB client

SMB client

SMB client

SMB client

SMB client

SMB client

Give employeedetails once

Pay one invoice for

IT and Comm. Services

Unique client experience for

ordering services

Increase Security

Quality Assurance

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HP Aggregation Platform for SaaSActs as a central interaction point that streamlines operations for both SPs and SMBs by automating key processes to deliver SaaS services

Provides a set of pre-integrated revenue generating services to be readily offered to clients

Leverages a reference architecture that accommodates other SaaS/hosted services through a reseller model

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(1) SaaS Service Management and Integration Services

(2) Definition of

product offers to be proposed to

clients

(3) Sell product offers to clients through

a web portal

(4) Operations, billing, and settlement functions

Four stagesHP Aggregation Platform for SaaS

ServiceIngestion

ProductOffering

ProductConsumption

Operations,BusinessSupport System

Service Introduction

ProcessSP-enabled

SaaS

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– Service providers have sought value-added applications for their networks from outside sources

– Service providers will enjoy additional revenues from both software and network sales

– Service providers will remain solidly placed in the e-commerce value chain

– Service providers regain some level of client intimacy

– Service providers are looking at SaaS as a way to trim IT costs for application consumption

HP Aggregation Platform for SaaS – Benefits

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Compute services


Conclusion


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HP Cloud Services Enablement for Infrastructure as a Service

• Addresses the requirement for a hybrid cloud (private and public) with an Infrastructure as a Service offering, next to the previously announced Communications as a Service solutions

• Enables communication service providers to provide small and medium enterprises with Compute Services such as processing power, networking, and other related software resources on a service-on-demand basis.

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Power and cooling

Infrastructure Management

Network

Compute Services – Private CloudServersStorage

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Self Service Portal

AutomaticProvisioning Mediation

client Billing

Bundle

Power and cooling

Infrastructure Management

Network

Compute Services – Public CloudServersStorage

Small and Medium Business

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Setting up Public Clouds

Fully Integrated into Business and IT Service Management tools and processes

1 Consolidate and virtualize infrastructure into shared resource pools

2Design standard, repeatable service templates

Publish through Market Portal in self-service format

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Market Place Portal

Service Consumer orders Service

Automatically provision and mediate services on demand using resource pools. Flexible up/down as required

5

Continuous reporting and usage billing

6

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Compute Services Components

Cloud Resources

CloudGovernance

Public Cloud

HP Cloud Service AutomationHP Cloud Service Automation is a new suite from HP Software & Solutions, designed to provide a specific set of products/services to help enterprise clients implement the management and automation required for a private cloud environment

HP BladeSystem Matrix Converged infrastructure foundation for private cloud enabling provisioning in minutes, not months

HP Aggregation Platform for SaaSActs as a central interaction point that streamlines operations for both SPs and SMBs by automating key processes to deliver IaaS services

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Quickly bring to market a complete cloud services platform designed to enable SFR Business Team to offer IT infrastructure as a Service (IaaS) with utility-based pricing to French companies

PROBLEM

RESULTSFR Business Team business clients can take advantage of a wide selection of service on demand and state-of-the-art IT technology with predictable operating costs, less capital investment and decreased risk in new technology adoption.

SOLUTIONHP BladeSystem Matrix as the foundation for private cloud, integrated with HP Cloud Service Automation software and the HP Aggregation Platform for SaaS software

Providing cloud-based infrastructure to accelerate SFR Business Team growth in its enterprise business that already serves 150,000 French companies

French TelecomLeading First french alternative telecom operator generating new revenue by extending the advantages of cloud computing to its business clients.

SFR Business Team

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“Cloud services represent a major opportunity for both SFR and our business customers. HP’s cloud expertise and proven technology will help SFR become the trusted provider for a wide range of ‘as a service’ offerings.”

Paul Corbel,General Manager, SFR Business Team

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Compute services


Conclusion


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– Hardware, software, services, and support offerings

– Designed for one-to-many delivery over the Internet

– clients share the same public infrastructure

Communications as a Service• Is a business-ready set of HP and third

party communications and IT solutions • Delivered by service providers on a

Software as a Service (SaaS) basis • Provides service providers with a

leadership offering and significant SMB revenue streams

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The SMB CaaS Market Is Ripe with Opportunity

The greatest opportunity is with SMBs with 100+employees

SMB demand for CaaS is red-hot: A $12.2b market at 28% CAGR in 2014

SMBs are price sensitive: They want the service; but at low prices Service Providers do have

permission to play

Over half of your SMB clients want an as-a-Service offering

HP as a partner increases likelihood for SMB to buy for two-thirds of firms

9 out of 10 firms want some type of bundle with their as-a-Service

CONFIDENTIAL , Source: HP and Forrester Study, Key Findings, September 2009

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HP Interactive Voice Response

– 7x24, reliable automated telephone-based self service for many requests such as transactions, general company information, product information

– Answer and route calls from clients, suppliers, employees, etc.

– Reduction of management overhead for IVR platform and networking Delivered in a multi-tenancy architecture

– Price-per-minute business model

Virtual Receptionis

t

Automatic Call

Distribution

Call Recordin

g

Network layer

HP Network IVR

Auto Attendant


Self Service

HP OpenCall Media Platform

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Tier 1 Western Europe – Communications as a Service

• Set of rich SMB bundles targeting up to two million users and millions of hosted service instances

• Service offerings• Web Collaboration• Desktop Backup• Desktop Antivirus• Mail server and web on-site

• Simultaneous integration of on-site and external partners in “the cloud” technology.

Approach

• A platform software developed by HP to offer hosted and managed ICT bundles to its business clients.

• A portfolio of “ready-to-use “ vertical applications

• A set of differentiating adapters for Microsoft Hosted Messaging and Collaboration Platform

Challenges

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Compute services


Conclusion


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HP Cloud Services Enablement Value PropositionGenerate new revenue• Keep and attract

business customers through IT/Network service bundles – one stop shop for any services

• Create attractive packages/bundles for various market segments

Simplify adoption

• Deliver quickly SaaS and hosted services through a marketplace portal

• Centralize the management functions on a dedicated platform

Decrease time to market

• Leverage the growing momentum of “as a Service”

• Grow the portfolio of end-user services quickly with 3rd party SaaS provider portfolio

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Providing Operational ExcellenceProperly address client concerns

Value sourcing Compelling Bundles

– Security – multi tenancy threats, data in the cloud• Cloud Security Alliance

– Availability (% per day/week/month) and resilience (time to restore)• an SLA for business users

– Guarantees – my data is safe from others and you will not lose it

– Performance – it works OK– Legal – legislation &

litigation– Service termination– One throat to choke

– TCO winner – not just the headline number • includes all cost

– SLA fit for business critical applications• no short cuts with a weak SLA• not just a simple percentage

with partial refund– SLA for not business

critical applications– Excellence in delivery

• cost of service delivery is best in the industry

• no need to pay breakdown compensation

– One throat to choke

– App store for on-line services• pre defined bundles• optional add -ons for

bundles– One bill– One throat to choke

for a group of related services• broadband, servers, and

storage• voice (fixed and mobile),

messaging , e-mail services and collaboration

– Simplicity - resolve complexity• easy to buy • easy to use

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Outcomes that matter.

hp.com/go/cloud

04_hp cloud_services_enablement

Technology

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