By Stanton Jones. Cloud capabilities are expanding by the hour, making for a turbulent market where the fine print is difficult to read. How do you know you’re getting the best cloud service? Some experts say the emerging cloud brokerage model is the way to go. This joint session will explore how and why many internal and external IT providers are adopting this new way of delivering service.

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2. © 2015 Information Services Group, Inc. All Rights Reserved.
Stanton Jones, ISG
Chuck Adams, Gravitant
A Look at the New Cloud Brokerage Model

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Agenda
o Cloud as the norm
o The broker operating model
o Relationships are changing
o The end game: software + services
o ISG response

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Cloud is becoming the norm.
The number of ISG-advised deals with a
cloud component has doubled since 2012.
Client focus is increasingly on
application-centric transformation,
using multiple cloud deployment models.
Agility is a key driver for change.
2X

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Cloud buyer archetypes are changing.
2014:
1) ITO Renewal
2) Cloud RFP
3) GBS Platform
4) Next gen collaboration
5) Disrupt ITO
6) On-prem bursting
2015:
1) ITO Renewal
2) Next gen collaboration
3) Disrupt ITO
4) GBS Platform
5) On-prem bursting
6) Cloud RFP

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Visibility into your client’s
apps and data is paramount.

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IT
New Approach
o Respond to business demands
o Decide from business perspective
o Increase speed to market
o Centralize governance
Digital Transformation
“IT is the Service” – OR – “IT is one of the Services”
7
Approach
o Avoid potential business risk
o Control spend and vendor management
o Select best-in-class technology
o Focus on efficiency
IT
Business Units Business Units

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“76% of IT will act as
a ‘broker’ of cloud
services across
internal and
externals clouds for
LOBs.”
2013 Intel-Cisco Industry Survey
Multi-Sourced
Supplier
Management
Design, Source
and Provision a
Complete Solution
Unified Self-
service Storefront
Centralizes
Business
Management and
Reporting
Key characteristics of a
robust brokerage platform =
Brokerage platform is key to enabling IT-as-a-Service
Digital Transformation

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What’s coming?
The future of cloud services is a brokerage approach.
Assess App
for Cloud
Compare
Different
Services
Collaboratively
Design Solution - or
Add Managed
Services
Flow of
Approvals
View Estimated
Bill of IT
Order,
Orchestrate &
Provision
Track Usage
and Cost
Yes
No
Backup
Security
Monitor
Technical
Financial
Legal
$
SLA
Change Change Change
?
Amount Due
Jump to Marketplace
with solution print
PLAN BUY MANAGE
Living Order Management

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Phased approach to cloud adoption
Cloud Service Brokerage Strategy
Assess
Sourcing Strategy
Compare Providers
Enterprise App
Design
Enable the Catalog
&
“Market”
the Marketplace
Enhance the
Marketplace with
Services & Solution
Patterns
Service
Management
Integration
Multi Cloud
Management
Financial Visibility
& Governance
BusinessValue
Time

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ISG as evangelist for hybrid delivery model
We’ll help clients:
1) design, develop and manage
their transformation to ITaaS, and
2) evaluate and integrate third-party
brokers into traditional ITO
contracts.
Hire the operator
Be the operator
o Workload assessments & TCO
o Target operating model
design
o SIAM
o Organizational design
o Broker platform selection
o Sourcing & vendor mgmt
o Cloud governance design
o RFX updated with broker req’s
o RUs updated to reflect broker role
o Broker operator evaluation
criteria
ISG roleClient broker vision

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Digital Transformation
Hybrid IT Operating Model
IT CRM – Demand
Management
Chief Technology
Officer/CISO
IT Operations
CFO - IT Finance
Management
PMO
CIO – Consumption
Based Governance
IT Broker
Office of Business for IT
Solution Architects
Solution Prints
Ent Marketplace
( Dynamic Sourcing)
Product
Managers
Procurement (Live Order)
Cloud Buss Ops
Service
Delivery
Broker
DevOps
Cloud OpsITSM
BU Users
Service Store
CustomersIT Users
Service Store
Cloud Marketplace
Service Delivery Broker
Cloud Management
(Provisioning & Deployment)
cloudMatrix Platform

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