Stairway to heaven burstorm gtdc miami

FEBRUARY 9, 2016 BURSTORM, INC ®

The Shipping Industry For hundreds of years, nothing much changed in the cargo shipping industry…

Until, quite suddenly, it changed completely…

FEBRUARY 9, 2016 BURS

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1956 – Malcolm McLean invents the shipping container. First ship sails with 58 units 1960’s – Container docks in all big ports. Cost/ton loaded drops from $5.86 to $0.16 Today – Over 35 million containers transported each year. Largest ship carries 20,000.


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The Data Center Industry is Sailing Away Rapidly…

Shared Environment

Fairly Standardized

Global

Optimized

Scalable

Easy to Load and Unload

Rent the Container! Don’t own the ship!

Bye Bye!

AWS Azure IBM

CLOUD


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The Game is in the Cloud

$0

$50

$100

$150

$200

$250

$300

2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020

Source: Bain, Cisco, Citi, Deloitte, Forrester, Gartner, IDC, IBM,

Forrester

Bain

Gartner

IBM

IDC

Cisco Current

Deloitte

CAGR=17.4%

Cloud Computing Market Forecasts ($bn)


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1.  Game is wide open – just First Quarter, Ball is on the 30 yard line.

2.  Amazon has scored a touchdown. Plenty of time left on the clock

3.  Enterprises are moving to cloud, while keeping vendor options open

4.  Top challenges: pricing, performance, support, downtime, scalability and management

Key Learnings in Cloud Computing


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What if enterprises only buy:

s Laptops and internet access s Bought no other hardware… s Everything else is rented in the cloud

What would happen to the channel?

Mirror, Mirror, On the Wall…


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Evolution of IT Consumption

Infrastructure

Applications

Consulting Services

Managed Services

Legacy In-‐House Infrastructure

Applications

Consulting Services

Managed Cloud

Consulting Services

SaaS Marketplaces

Infrastructure

On-‐Prem Cloud

Cloud Infrastructure

Cloud Applications

Up to 2010 2010-‐ 2020 2020 -‐ Future

Managed Services

Easy Cloud Applications

The Cloud Swallows IT


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The Legacy Channel

OEM

Hardware

Software

Services

DISTRIBUTION Catalog,

Workflow and Transaction

VAR

Enterprise IT

Customer


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Automation Value

Relationship Value

You helped create an amazingly sophisticated industry which is changing fast

Cloud Marketplace As Distribution?

Cloud Services Catalog

From Service

Providers

DISTRIBUTION

Cloud Marketplace

Customer


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This adoption pattern is unlikely – little value addition and potential risk!

Marketplace of Cloud Host

Cloud Service Vendor

Enterprise Customer

Internal Offerings

Customized Marketplace

Compatible Apps

Internal Needs


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Ex: Amazon.com

Customers will probably choose from Customized Marketplaces for Compatible Apps and Orchestrated Services

s  Cloud products are not “Shopping Cart Items”…

s  Cloud products need design, configuration…

s  The cloud solution needs to engineered…

Key Channel Problem

If the channel wants to sell the “cloud”

Then the channel needs to provide “value addition”


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What technology taketh away with the left hand,

It giveth back with the right…


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Current Evolutionary Trend… Cloud Service Provider

PaaS IaaS

SaaS Marketplace

MANUFACTURERS

SaaS Offerings

Cloud Hardware

ENTERPRISES

Cloud-‐Based Execution

“Why do we need a channel?


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An Alternate Evolution with Distribution

A Cloud-‐Centric Smart Channel

Service Provider

Manufacturer Enterprises

“How Does it fit?”

“We understand the market”

“How Does it solve?”

“Very Difficult Sales Cycle if not in Marketplace”

Creating Value in the Channel Cloud Service Providers

SaaS

PaaS

IaaS

Manufacturers

Smart Distribution

Smart Solutioning

Customer

Smart Channel = Distribution + Solutioning


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Create the “Whole Cloud Catalog” for distribution:

a.  Contains configured product sets for cloud appliances and SaaS

b.  Easy to design with – visual, service provider offerings, viable

c.  Solves for price, performance, availability, security and change

d.  Works with multiple service providers

1. Smart Distribution


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s  Software is a more important focal point

s  Service provider hardware will eventually become “invisible”

s  SaaS costs will eventually dominate enterprise spend

s  Requires configuration, security, performance, etc

s  IoT will create huge opportunities on top of traditional IT applications redone on cloud


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“Software is Eating the World…”

-‐ Mark Andreeson, 2011

Human Value Addition…


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s  Need a new breed of “Cloud Solution Architects”

s  Focused on the enterprise customer and service providers

s  Understands IaaS, PaaS, SaaS and managed deployments

s  Capable of designing enterprise solutions, both for the legacy shift as well as “born in the cloud”

s  Creates “Cloud Solution Packages”

s  Service providers see value and foster the channel

2. Smart Solutioning


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CLOUD CATALOG ITEM PROVIDER 1 PROVIDER 2 PROVIDER 3

ERP Application Bundle for 3000 USERS

(A) Monthly App Cost $2000 $3500 $3000

(B) Configuration by Certified Specialist

$20,000 $25,000 $30,000

(C) Maintenance by Authorized Partner /mo

$1000 $1000 $1000


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A Viable Distribution Future ? Delivering Complete enterprise solutions: -‐  Service Provider capabilities -‐  Software products configured -‐  Enterprise needs understood -‐  Service delivery guaranteed

s  "We think brokerage is not just a big deal. It's one of the biggest deals. Through 2015, cloud service brokerage represents the single largest revenue growth opportunity in cloud computing... bar none. I'm saying that over infrastructure as a service, I'm saying that over platform as a service, I'm saying that over software as a service.”

Daryl Plummer, Gartner

Channel is Changing


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Who Will Own the Cloud Customer in LatAm?

s  “In 2015, Western Europe is expected to have the highest growth in cloud IT infrastructure spending at 32%, followed by Latin America (23%), Japan (22%), and the US (21%)” IDC report

s  Customer Battle: Who owns the customer? s  The Channel -‐ I do s  Service provider -‐ I do s  System Integrator -‐ I do


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SYSTEM INTEGRATOR

SERVICE PROVIDER

GLOBAL + LOCAL

BIG 5 + LOCAL

Cloud Adoption A Complex Decision


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Global + Local Players

Colo

IaaS In -‐ House

Compute Storage Network Datacenter

SaaS Constraints

Financial impact, Geography, Data ?

The LatAm Cloud Customer I need to

know all the facts, I am data-‐driven

I really want to adopt but I am risk averse

I need to know all

the options I need someone I

can trust

What will I do with my IT

organization?


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Burstorm – Driving Cloud Transformation

Eco

nom

ics

Per

form

ance

Sec

urity

Avai

labi

lity

Cha

nge

Data Center

Network

Compute & Storage New Remodel

Model/Design

Cloud Product Sets

Models & Designs for an Enterprise by Channel Cloud

Architects

Models/Designs

PLATFORM

Common Language

Collaboration

Build Spec

Price Quote

Benchmark

Cloud Products From

Service Providers And

In-House Assets


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The Burstorm platform enables enterprises to be optimized for infrastructure assets in internal data

centers, private clouds and public clouds

1.  The cloud changes everything…

2.  Cloud orchestration is going to be very complex

“How do you put the enterprise Humpty-‐Dumpty back together again”

3.  Complexity creates opportunity – deliver solutions

4.  Software is likely to be a bigger deal than hardware

5.  Pivoting now can create an advantaged channel model

6.  Emerging markets like LatAm offer greenfield possibilities


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Summary


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Stairway to heaven burstorm gtdc miami

Technology

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