Cloud Webinar

Agenda

 The Business Case for the Cloud
 Cloud Delivery

© 2010 Global Knowledge Training LLC. All rights reserved. 11/22/2012 Page 2

Legacy Infrastructure Growth Forecasting

Forecasted
Investment Growth

Time


Spare Capacity Planned In

Forecasted
Investment Growth

Time


Actual Infrastructure Growth

Investment

Actual Growth

Time


Agile Business Creates Issues

Investment

Actual Growth

Time


Cloud On Demand XaaS

Capital

Actual Growth

Time


Can we see this in the market?

Cloud Spending Development


Market Landscape

…Changing Customer demands: In 2–5 years 40 % of
business customers will buy ICT from the cloud.

“20% of companies will no longer run ICT equipment
in-house 3 years from now.”

“Major global telcos…leveraging formidable existing centralized
computing and network management assets.”

“By 2013, Hosted UC will represent 30%+ of the addressable UC market.”


CIO Top priorities


The value of cloud

Global Knowledge

The cloud : what for ?

Global Knowledge

Conclusion
 Cloud is not an option, it is an evolution and a solution
 Cloud changes the business models of enterprises

Global Knowledge

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


What happens during change?
Organizations go through four stages on the way to achieving
their strategic objective:

 Denial
 Resistance
 Exploration
 Renewal


Productivity Dip

Source – The Dip, Seth Godin

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


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.


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


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

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


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


Business Trends

Growth Security

Simplicity Support


Technology Trends

Virtualization WAAS

Application
Security
Delivery


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 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


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


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


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 SALES
DELIVER
Y
TALENT
BUSINES
S
MARKET

 Strategic questions to consider

1. All of our people understand the cloud environment
2. Do I have a talent development plan in place


GK Cloud Training

GKEXC Cloud Transformation 1-day Executive workshop covering Strategy/Vision/Planning Exec/
Owners
SC100E Selling Cloud Solutions 1-day Sales (AM/SE) AM
Strategy
GKCCF Cloud Computing Ready Professional 2-day (Certified by the Cloud Computing Council) Business
Addresses multiple job functions effected by Cloud

GK3209 Cloud Computing Foundation 3-day (Certified by EXIN) Tech
Addresses multiple job functions effected by Cloud

GKCC1 Methods & Best Practice Around Cloud 3-day Governance & Business Migration for IT and Business decision makers Op’s/
(TOGAF, ITIL, Service Management) Tech

GKCCD Model-Making, Progressing and Operating 2-day System Administrators and Technical Management Admin/
Cloud Tech

GK3210 Cloud Computing Concepts & 5-day System and Field Engineer Tech
Implementation


GK Cloud Training

.
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
SC100E Selling Cloud Solutions AM
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.

. This course, accredited by the Cloud Credential Council (CCC), builds a solid
Cloud Computing
GKCCF foundation for any professional engaged in the Cloud. Participants are prepared For all.
Ready Professional
for the certification exam "Cloud Ready Professional" at the end of this training.


GK Cloud Training

Model-Making, This course provides students with knowledge to answer the problems of for IT managers, service
GKCCD Progressing and performance monitoring and control benefits of Cloud, through the use of providers and project
Operating Cloud dedicated dashboards. managers.

This training provides a better understanding of the world of cloud computing and
Cloud Computing helps to discover its potential. The course covers all the cloud players in the world This course is intended for IT
GK3210 Concepts & today and the products and services they offer. Delegates will learn how cloud managers, service providers
Implementation has evolved and how the increased processing power and bandwidth made the and project managers.
cloud possible.


GK Cloud Training

• A facilitated workshop developing your internal capabilities.
• Enablement activities have been built in based on the readiness discussion
with your management team
Cloud Readiness
• Framework documents or your internal documents can be used to capture
GKCRW Workshop and For the entire practice team
the outputs.
Consultancy
• This is a practical workshop, not training

.


Cloud Webinar

Recommended

Recommended

More Related Content

What's hot

What's hot (15)

Viewers also liked

Viewers also liked (20)

Similar to Cloud Webinar

Similar to Cloud Webinar (20)

More from Cisco Russia

More from Cisco Russia (20)

Recently uploaded

Recently uploaded (20)

Cloud Webinar