Selling the Cloud to Your C-Suite

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SELLING THE CLOUD TO YOUR C-SUITE

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HOUSEKEEPING

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BACKGROUND

Video Conference Service Provider

Public Data Center Service Provider

Cloud Hosting Service Provider

Product Offering

TECH RESPONSIBILITIES

BSS/OSS

Product Offering

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Customer

Applications

HOSTING Infrastructure

HOSTING Managed Services

Cloud NetworkStorage Facility

DBA BC/DRCompliance

BSS/OSS

Product Offering

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Customer

Applications

HOSTING Infrastructure

HOSTING Managed Services

Cloud NetworkStorage Facility

DBA BC/DRCompliance

HOSTING

Applications

Automating Infra &

Managed Services from

Quote to Cash

BSS/OSS

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AUTOMATING QUOTE TO CASH

Service Delivery Model

Work Flow Architecture

Messaging Architecture(XML or Db to Db)

IT Service

DefinitionIT Service

Order

IT Service

Provisioning

IT Service

Support

IT Service

Management

Service Infrastructure Architecture

Business Support Applications(Product Catalog, CRM, Billing…)

Operational Support Applications(Work Orders, Trouble Tickets….)

Monitoring Architecture

ManagerOf Managers

Storage

Security

Network

Software

Apps

Facility

Applications Security NetworkSoftwareStorage Facility

Portal

ReportingEngine

DataRepository

ReportingArchitecture

Enterprise

Service Bus

I HAVE BEEN ON BOTH SIDES

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HOSTING

Products

HOSTING

Applications

COO

Joel

Daly I’m a Buyer

I’m a Seller

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STATE OF THE CLOUD

2013

Coming out of the Trough

2014

Gartner Hype Cycles Last 5 Years

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COMPETITIVE MARKET PLACE

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CLOUD HANGOVER

But Its Still Growing

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Jan-10 Jul-10 Jan-11 Jul-11 Jan-12 Jul-12 Jan-13 Jul-13 Jan-14

Mo

nth

ly R

ecu

rrin

g R

even

ue

Cloud Hosting Revenue

76% CAGR

76% CAGR

WHY THE GROWTH

• Virtualization Maturity

• Application Maturity

• Security Maturity

• True Cost Savings

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WHO DECIDES ON THE ENTERPRISE SIDE

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NEW PRESSURES ON IT LEADERS

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NEED TO CONNECT DIFFERENT DOTS TO COME OUT OF THE TROUGH

2014

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IN THE TROUGH –WE NEED TO GO BACK TO THE BASICS

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BASIC DOTS TO CONNECT

Players

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PlayersBusiness

Problem

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PlayersBusiness

Problem

Pain

Points

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PlayersBusiness

ProblemSolution

Pain

Points

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PlayersBusiness

ProblemSolution

Pain

PointsUse

Case

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PlayersBusiness

ProblemSolution Benefits

Pain

PointsMetricsUse

Case

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PlayersBusiness


Pain

PointsMetricsUse

Case

Executive Or Business

Unit Leaders

Your IT Team

The Stressed-Out

IT Leader

Customers

Partners

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PlayersBusiness


Pain

PointsMetricsUse

Case

Help Me Grow

Save Me MoneyGuide Me

Reduce My Risk

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PlayersBusiness


Pain

PointsMetricsUse

Case

Help Me Grow


Reduce My RiskHelp Me Deliver Sooner

Help Me Sell

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PlayersBusiness


Pain

PointsMetricsUse

Case

Help Me Grow


Reduce My Risk

Contract and Tech Flexibility

Uptime & Compliance Help Me Deliver Sooner

Help Me Sell

I hate Moving

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PlayersBusiness


Pain

PointsMetricsUse

Case

Help Me Grow


Reduce My Risk



Help Me Sell

I hate Moving

What are Others in my Space

Doing Better then Me?

Save Me from Myself

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PlayersBusiness


Pain

PointsMetricsUse

Case

Help Me Grow


Reduce My Risk



Help Me Sell

I hate Moving

Match Costs with Revenue

Build in Future Savings

What are Others in my Space

Doing Better then Me?

Save Me from Myself

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PlayersBusiness


Pain

PointsMetricsUse

Case

• Software as a Service (SaaS)

Enablement

• Test and Development

• Business Continuity & Disaster

Recovery

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PlayersBusiness


Pain

PointsMetricsUse

Case

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PlayersBusiness


Pain

PointsMetricsUse

Case

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PlayersBusiness


Pain

PointsMetricsUse

Case

Benefit = Solving the Business

Problem With a Defined Outcome

that can be Measured

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PlayersBusiness


Pain

PointsMetricsUse

Case

Metric = Measurable Outcome for

Specific Pain Point

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PlayersBusiness


Pain

PointsMetricsUse

Case

Business

Problem

Pain Point Metric Type Metric

Help Me Grow Help Me

Deliver Sooner

Time to Market

(Schedule)

1.5 years

New Revenue

(Revenue)

$2M over 1.5

year Period

Help Me Grow

Help Me Deliver Sooner

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BENCHMARK METRICS

Business Problem Pain Point Metric Type Metric

Help Me GrowHelp Me Deliver

Sooner

Time to Market (Schedule) 1.5 years

New Revenue

(Revenue)

SaaS Revenue 65% * 1.5

year Period

Reduce My RiskHave to Be

Compliant

Min Cost of Breech $400K

Value of Patching $399K per Server

Guide Me Share Best Practices

VM Count for Private

Cloud50-60 VMs

ISV to SaaS Conversion

Gross Margin Hit20% COGS Increase

Save Me MoneyMatch Revenue with

Expenses

Buy vs. Rent Servers (Min) 1300 Servers

VM Count for Private

Cloud50-60 VMs

CONNECTING THE DOTS FOR THE C-LEVEL

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Q&AJoel Daly | COO, HOSTING

For more information about cloud solutions by HOSTING, please contact our

team at 888.894.4678.

Selling the Cloud to Your C-Suite

Technology

Transcript of Selling the Cloud to Your C-Suite