Cloud Webinar
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Transcript of Cloud Webinar
Cloud Webinar
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 2
Agenda
The Business Case for the Cloud
Cloud Delivery
The Business Case for Cloud
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 4
Legacy Infrastructure Growth Forecasting
Forecasted Growth
Time
Investm
ent
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 5
Spare Capacity Planned In
Forecasted Growth
Time
Investm
ent
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 6
Actual Infrastructure Growth
Actual Growth
Time
Investm
ent
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 7
Agile Business Creates Issues
Actual Growth
Time
Investm
ent
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 8
Cloud On Demand XaaS
Actual Growth
Time
Capital
Can we see this in the market?
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 10
Cloud Spending Development
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 11
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 13
CIO Top priorities
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 14
Global Knowledge
The value of cloud
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 15
Global Knowledge
The cloud : what for ?
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 16
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?
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 18
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 19
What happens during change?
Organizations go through four stages on the way to achieving their strategic objective:
Denial
Resistance
Exploration
Renewal
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 20
Productivity Dip
Source – The Dip, Seth Godin
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 21
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 22
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.
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 23
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 24
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 26
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 27
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 28
Business Trends
Growth Security
Simplicity Support
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 29
Technology Trends
Virtualization WAAS
Security Application
Delivery
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 30
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 32
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 33
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 34
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 35
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 37
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 38
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
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 39
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.
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 40
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.
© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 41
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