The CIO Viewpoint : How to Partner with the Top IT Executive

SAN FRANCISCO

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The Enterprise CIO ViewpointHow to Partner with the Top IT executive

Stephen Orban, Head of Enterprise Strategy, AWS

My history as an IT Executive

Various

leadership

positions CTO & Co-Founder

Head of

Enterprise

StrategyCIO, CTO

CIO Solar System

CIO

Background

ExistingLegacy

Tenure

Staffing

StrategyCompany

Financials

Enterprise

IT Map

Security

Posture

Exec Team

Let’s talk about the CIO…

The CIO is a business executive. IT is their contribution to the business.

The CIO is a business executive

• Mission is to solve problems for the business, not buy technology

• They became a CIO through hard work, ambition, and help

• Partners understand and listen

• Partners help them solve problems and make them successful

Executive team

Understand executive team motivations, influence,

and pressures put on CIO

• Where does CIO report?

• Global or business unit matrixes?

• CEO - competition, innovation, costs

• CMO - BI, analytics, brand launches/microsites

• CFO - costs, opex vs. capex, the street

• CRO - product development/monetization

• Lieutenants in other departments, particularly Finance

and Marketing

• Where is there shadow IT?

Company financials

Never talk to an IT executive until you

understand their financial positioning

• Revenue/profit shrinking or growing

• Price sensitivity

• Public vs. private pressures are different

• IT budget will range from 2-10% of

revenue, product development is a wild

card

Staffing strategy

Never talk to an IT executive until you

understand their staffing strategy• Size of staff, how they’re organized

• Staff as a percentage of IT budget (multiply

by $120,000-$180,000 depending on size of

industry/location)

• Propensity to outsource

IT map - Traditional IT

E-mail, Productivity,

Collaboration, HR,

Finance, ERP

Desktop Support, Device

Management, Telephony,

IT Support

Information Security, CISOEncryption, Key Management, Identity

Management, Firewalls, IDS, DDoS

Business ApplicationsCTO/VP Applications

Digital Products, Brand

Websites, Mobile

Applications, Point of Sale

Systems, Commerce

Corporate ApplicationsCIO/VP Corp Systems

End User ComputingVP IT Support

Infrastructure, VP InfrastructureServers, Storage, Networking, Databases,

Data Warehousing, Data Centers

IT map - Traditional IT with AWS

Amazon WorkMail,

Amazon WorkDocs, AWS

Marketplace, AWS

Directory Service, SaaS

Amazon WorkSpaces, Amazon

AppStream, AWS Marketplace,

AWS Mobile Services, SaaS

Information Security, CISOAWS Identity and Access Management (IAM),

AWS CloudHSM, AWS Key Management

Service (AWS KMS), Security Groups, AWS

Marketplace

AWS Elastic Beanstalk, AWS

Lambda, Amazon SQS,

Amazon SNS, Amazon Mobile

Analytics, Amazon CloudFront



Infrastructure, VP InfrastructureAmazon EC2, Amazon S3, Amazon RDS, Amazon

VPC, Amazon Direct Connect, Directory Service,

IAM, AWS Service Catalog


IT map - A cloud-first tomorrow

Information Security, CISO


DevOps, VP DevOps



Customers need partners to get there

Amazon WorkMail, Amazon

WorkDocs, AWS Marketplace,

AWS Directory Service, SaaS

Amazon WorkSpaces, Amazon

AppStream, AWS Marketplace,

AWS Mobile Services, SaaS

AWS Identity and Access Management (IAM),

AWS CloudHSM, AWS Key Management

Service (AWS KMS), Security Groups, AWS

Marketplace

AWS Elastic Beanstalk, AWS

Lambda, Amazon SQS,

Amazon SNS, Amazon Mobile

Analytics, Amazon CloudFront

Amazon EC2, Amazon S3, Amazon RDS, Amazon

VPC, Amazon Direct Connect, Directory Service,

IAM, AWS Service Catalog

Enterprise IT map - Considerations

• AWS can fit in anywhere - always be piloting.

AWS can help you (i.e. POC programs)

• Know where security reports

• How centralized is infrastructure

• How much autonomy do application groups

have

• Duplicated application teams will probably

mean more autonomy

Enterprise IT map - Infrastructure

• Key long term relationship

• DevOps or cloud division?

• Sentiment on existing private cloud?

Where are supporters?

• Win them over, carefully call out blockers

to CIO

Enterprise IT map - Identify key lieutenants

• Determine where most time needs to be spent:

• VP’s <$1B revenue

• Directors $1B+ revenue

• Who does CIO trust?

• Look for up and coming stars

• Have something new and meaningful when

going to CIO

• When possible, get lieutenants to advocate

The CIO’s background

Provides clues to their motivations

• Developer

• Infrastructure

• Finance

• Business

• Tenure (next)

The CIO’s tenure

Provides clues to their

appetite for change• Tenure with company

• In the CIO role at that company

• In the CIO role

A newly minted CIO will be looking to

make their mark

Existing legacy

The older the company, the more legacy

concerns and the longer their journey• 70’s-80’s – mainframes

• 90’s – heavy licensing and client server

• 00’s – outsourcing and frameworks

• 10’s – SaaS

When was the last big transformation?

Was it successful?

Far better security posturing in the cloud than on-premises

AWS Security

approach

Size of AWS

Security team

Visibility

PEOPLE & PROCESS

SYSTEM

NETWORK

PHYSICAL

Security

Each customer journey is unique, but here’s what

we see along the way…

Executive

Sponsorship

Experiment

Educate Staff

Making it Real

Each customer journey is unique, but here’s what

we see along the way…

Executive

Sponsorship

Experiment

Educate Staff

Making it Real

Cloud Center of

Excellence

Hybrid

Adoption

Cloud-First

Standard

Engage

Partners

SAN FRANCISCO

The CIO Viewpoint : How to Partner with the Top IT Executive

Technology

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