Intellectual Property<br />All materials from this deck are confidential and for intended use only* and cannot be distribu...
Greg DixonChief Technology Officer<br />ScanSource, Inc.<br />
The Future isCloudyGreg DixonCTOScanSource, Inc.<br />
 Topics <br />The Future is the Cloud<br />The Future is Cloudy<br />Understanding the Cloud<br />Hosting services <br />D...
  What is “the cloud” ?<br />The Cloud  is a concept.<br />Wide Area Network Diagram<br />Cloud Computing is a model for e...
The Cloud is  some of this and some of that.<br />HostingLandscape<br />Unmanaged<br />Managed<br />Colocation<br />On<br ...
The Cloud is everywhere. <br />HostingLandscape<br />“The Cloud”<br />Unmanaged<br />Managed<br />Colocation<br />On<br />...
 3 Service Models<br />The Cloud is Alphabet Soup.<br />Infrastructure as a Service (IaaS)<br />Servers, storage, networks...
 4 Deployment Models<br />The Cloud is virtual.<br />Private cloud<br />Private – on-premises or Co-Located<br />build and...
 5 Essential Attributes<br />The Cloud is a promise to be fulfilled.<br />On-demand self-service<br />provision computing ...
 5 Essential Attributes<br />There is opportunity in the <br />Cloud<br /><ul><li>To Resellers:
On-demand self-service
The Cloud is still complex to many users.
integration/interoperability, change mgt. and business process consulting opportunities
Broad network access
No matter how ubiquitous, never fully eliminate on-premises hardware
End devices and network devices still need              Value Added Services
Resource pooling
Private Cloud - Server Virtualization on-premises
Rapid elasticity
Not done everyday
Users will still call the reseller for help
Measured service
Account billing = account ownership
Sell an OpEx package
Cloud/services/software/hardware/other</li></ul>On-demand self-service<br />Broad network access  <br />Resource pooling<b...
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Greg Dixon - 2011 ScanSource POS & Barcoding Partner Conference

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  • Be the Cloud I’m not suggesting that you compete with Amazon or RackSpace. But you also don’t want to be the cobblers children who had no shoes. Embrace this technology in your own company. Sell the CloudSell to the Cloud
  • Be the Cloud I’m not suggesting that you compete with Amazon or RackSpace. But you also don’t want to be the cobblers children who had no shoes. Embrace this technology in your own company. Sell the CloudSell to the Cloud
  • Greg Dixon - 2011 ScanSource POS & Barcoding Partner Conference

    1. 1. Intellectual Property<br />All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.<br />* Copyright © 2011.  All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources.<br />ScanSource, Inc. Confidential<br />
    2. 2.
    3. 3. Greg DixonChief Technology Officer<br />ScanSource, Inc.<br />
    4. 4. The Future isCloudyGreg DixonCTOScanSource, Inc.<br />
    5. 5. Topics <br />The Future is the Cloud<br />The Future is Cloudy<br />Understanding the Cloud<br />Hosting services <br />Data Centers<br />Colocation<br />Virtualization<br />X as a Service<br />The Weather Report<br />It’s coming – like it or not<br />How big and when?<br />How to weather the storm<br />Adjustments to your business model<br />The Cloud and ScanSource<br />
    6. 6. What is “the cloud” ?<br />The Cloud is a concept.<br />Wide Area Network Diagram<br />Cloud Computing is a model for enabling remote network access to a shared pool of computing resources <br />(e.g., servers, storage, applications, and services)<br />3 Service models <br />software as a service, platform as a service, and infrastructure as aservice<br />4 Deployment models <br />private cloud, community cloud, public cloud, and hybrid cloud<br />5 Essential Attributes <br />on-demand self-service, broad network access, resource pooling, rapid elasticity, and measured service<br />Source: CompTIA <br />
    7. 7. The Cloud is some of this and some of that.<br />HostingLandscape<br />Unmanaged<br />Managed<br />Colocation<br />On<br />Premises<br />Custom<br />Wholesale<br />Retail<br />Traditional IT Department<br />Hybrid<br />Hybrid<br />Dedicated<br />Standard<br />Shared<br />Shared<br />Hosted<br />
    8. 8. The Cloud is everywhere. <br />HostingLandscape<br />“The Cloud”<br />Unmanaged<br />Managed<br />Colocation<br />On<br />Premises<br />Custom<br />Wholesale<br />Retail<br />Traditional IT Department<br />Hybrid<br />Hybrid<br />Dedicated<br />“The Cloud”<br />Standard<br />Shared<br />Shared<br />
    9. 9. 3 Service Models<br />The Cloud is Alphabet Soup.<br />Infrastructure as a Service (IaaS)<br />Servers, storage, networks, and other fundamental computing resources required for running applications. <br />Cooling, power, security (P&D), network access - “Ping-Power-Pipe”<br />Platform as a Service (PaaS)<br />Platform or environment upon which ISVs and developers can develop and deploy custom application software <br />Focus on development and innovation without worrying about the infrastructure – hardware, O/S, middleware, web services, databases<br />Build and/or host a web-based application for SaaS delivery<br />Examples of Platforms: Microsoft Azure, Salesforce.com’s Force.com, and Google’s App Engine, Rackspace’sOpenStack<br />Software as a Service (SaaS)<br />Standard application software running remotely through a browser.<br />Examples: Gmail, Google Apps, Microsoft Office 365<br />Other examples: Broadsoft (voice), Salesforce.com (CRM)<br />Under development: Your Software as a Service<br />End Users<br />SaaS<br />Software<br />Developers<br />PaaS<br />Network<br />Engineers<br />IaaS<br />
    10. 10. 4 Deployment Models<br />The Cloud is virtual.<br />Private cloud<br />Private – on-premises or Co-Located<br />build and operate their own private cloud infrastructures <br />virtualized servers and thin client apps (maybe)<br />Virtual Private Cloud<br />may be hosted and/or managed by hosting company<br />Community cloud<br />Cloud resources shared by several organizations that have shared concerns or functions<br />Still emerging<br />Public cloud<br />Provided by Hosting Companies<br />a shared infrastructure accessible over the public Internet for cloud-based and remotely delivered services. <br />Hybrid cloud<br />a combination of two or more of the others – usually Private-on, Private-off and Public<br />Hybrid clouds are the most common form of cloud computing implementation today<br />Virtual Machine<br />Virtual Storage<br />Hypervisor<br />Virtualized Switching<br />Fabric<br />Virtual Machine<br />Virtual Storage<br />Hypervisor<br />Virtualized Switching<br />Fabric<br />
    11. 11. 5 Essential Attributes<br />The Cloud is a promise to be fulfilled.<br />On-demand self-service<br />provision computing capabilities as needed <br />Broad network access <br />requires persistent network connectivity<br />Resource pooling<br />servers and storage are shared<br />virtualization, multi-tenancy, load balancing <br />this makes Cloud affordable<br />Rapid elasticity<br />expand and scale their technology consumption at will – more or less<br />Measured service<br />operational expense, recurring, predictable payment model<br />only pay for what you use<br />Tower Server Racks<br />Source: CompTIA <br />
    12. 12. 5 Essential Attributes<br />There is opportunity in the <br />Cloud<br /><ul><li>To Resellers:
    13. 13. On-demand self-service
    14. 14. The Cloud is still complex to many users.
    15. 15. integration/interoperability, change mgt. and business process consulting opportunities
    16. 16. Broad network access
    17. 17. No matter how ubiquitous, never fully eliminate on-premises hardware
    18. 18. End devices and network devices still need Value Added Services
    19. 19. Resource pooling
    20. 20. Private Cloud - Server Virtualization on-premises
    21. 21. Rapid elasticity
    22. 22. Not done everyday
    23. 23. Users will still call the reseller for help
    24. 24. Measured service
    25. 25. Account billing = account ownership
    26. 26. Sell an OpEx package
    27. 27. Cloud/services/software/hardware/other</li></ul>On-demand self-service<br />Broad network access <br />Resource pooling<br />Rapid elasticity<br />Measured service<br />Servers & Storage Mix<br />Source: CompTIA <br />
    28. 28. 5 Essential Attributes<br />The Cloud is still cloudy to me.<br />On-demand self-service<br />Broad network access <br />Resource pooling<br />Rapid elasticity<br />Measured service<br /><ul><li>To End Users:
    29. 29. Still waiting on a clear definition
    30. 30. 56% say they still don’t know what it really is.
    31. 31. On-demand self-service
    32. 32. Still unclear on value prop
    33. 33. Might work fine for a very limited solution set
    34. 34. Broad network access
    35. 35. Still don’t completely trust the “net”
    36. 36. Come to expect 5 nines
    37. 37. Amazon’s crash didn’t help
    38. 38. Resource pooling
    39. 39. I can do that – virtualization (SCSC example)
    40. 40. Rapid elasticity
    41. 41. Not done everyday – or if I will ever need that
    42. 42. Not sure of the value
    43. 43. Measured service
    44. 44. Like OpEx if it saves money or helps cash flow
    45. 45. Accounting Rules change</li></ul>Super Data Center<br />Source: CompTIA <br />
    46. 46. App Portfolio in 2000- 2005<br />The Cloud likes SMB.<br /><ul><li>Early SaaS Adopters…SMBs
    47. 47. Big Firms used…Webex</li></ul>Dozens of Apps<br />EMail<br />Marketing<br />10%<br />Desktop<br />Compliance<br />Collaboration#1<br />A few Apps<br />Billing<br />Benefits<br />Payroll<br />Inventory<br />70%<br />Desktop<br />Partner Portal<br />Conferencing<br />EMail<br />Web Site<br />Desktop<br />2%<br />SaaS<br />CRM<br />Collaboration<br />Project Mgmt<br />Intranet<br />CRM<br />Blog<br />Bus.Unit #1<br />Analytics<br />Server-Based<br />(inhouse)<br />28%<br />SaaS<br />Billing<br />Accounting<br />E-Commerce<br />Bus.Unit #2<br />88%<br />Server<br />Payroll<br />Conferencing<br />IndustryApp #1<br />Office<br />SaaS<br />2%<br />Server<br />Office<br />Advertising<br />General Ledger<br />IndustryApp #2<br /><100 Employees<br />Small Firms<br />>1,000 Employees<br />Big Firms<br />
    48. 48. App Portfolio Today<br />The Cloud likes the big guys too.<br />EMail<br />Marketing<br /><ul><li>Everyone Using More Apps
    49. 49. SMB - Are Heavy Adopters of Cloud
    50. 50. Big – still in transition</li></ul>Collaboration#1<br />General Ledger<br />Collaboration#2<br />Compliance<br />Billing<br />Benefits<br />15%<br />Desktop<br />Payroll<br />Recruiting<br />Partner Portal<br />Inventory<br />Intranet<br />Advertising<br />EMail<br />Web Site<br />Bus.Unit #1<br />Supply Chain<br />Collaboration<br />Project Mgmt<br />Bus.Unit #2<br />CRM<br />40%<br />SaaS<br />9%<br />Desktop<br />Desktop<br />CRM<br />Blog<br />Bus.Unit #3<br />Analytics<br />Billing<br />Accounting<br />Bus.Unit #4<br />E-Commerce<br />Payroll<br />Conferencing<br />Office<br />IndustryApp #1<br />Server-Based<br />(inhouse)<br />90%<br />SaaS<br />Presentation<br />Advertising<br />Presentation<br />IndustryApp #2<br />45%<br />Server<br />Spreadsheet<br />Social<br />Public Co.#1<br />IndustryApp #3<br />SaaS<br />1%<br />Server<br />Document<br />Personal <br />Productivity<br />Public Co. #2<br />IndustryApp #4<br />Dozens of Apps<br />Small Firms<br />Hundreds of Apps<br />Big Firms<br />
    51. 51. The Cloud is getting big.<br />The Cloud is still small..<br /> Statistics<br />Gartner estimates  global market for cloud computing<br />$40.7 billion in 2011<br />$177 billion by 2015 <br />$241 billion by 2020<br />Merrill Lynch estimates <br />$160 billion by 2011<br />AMI Research estimates<br />SMB cloud spending alone will reach $100 billion by 2014. <br />SaaS revenue will grow 5 times faster than traditional packaged product. <br />(which in serious decline) (IDC)<br />50 million physical servers in the world – as of Oct. 2010<br />By 2013 10% will be virtualized with 10 VMs per server<br />Half of the 8M servers sold each year go into Data centers (Business Week)<br />Google has 1M servers<br /> 10M in 10 years.<br />Data Centers (public)<br />33,157 Worldwide<br />23,656 U.S.<br /> Regardless of the exact numbers or the exact definitions of what <br /> the “Cloud” really is…<br />The Cloud is large and growing fast. <br />Faster than any other area of IT spending. <br /> But… <br /> if Gartner is even close…<br />Total spend on Cloud in 2010 is 2% of total I.T. spend.<br /> In 2015 it will be just 5%<br />Apple’s New Data Center in N.C. 1 million sq ft<br />Google Data Center<br />A C / Chiller units<br />
    52. 52. Disruptive Technology<br />The Cloud is disruptive and scary.<br />End User Customers see cloud as a means to disrupt…<br />software licensing status quo<br />hardware acquisition patterns <br />obsolescence / replacement and upgrade schedules<br />OpEx is advantageous to CapEx in many ways.<br />Standardized Servers<br />
    53. 53. Business Transformation<br />The Cloud is sticky and viral.<br />Make a business plan and write it down<br />Begin to talk to your customers about it now<br />Shift your customer base gradually<br />As customers learn about Cloud applications they will expect you to respond.<br />Don’t give it away – (WTMTM)<br />Cloud Services tend to:<br />Be “sticky” - they stay over time<br />Be “viral” - they lead to other Cloud services <br />Be commoditized more rapidly – the mystery goes out faster because of an abundance of hype and information.<br />Wholesale Colocation Facility<br />
    54. 54. Business Transformation<br />There is money in the Cloud<br />“Can I make money?”<br />Consider a Cloud-based solution for certain businesses<br />Change / grow / shrink rapidly<br />Have a hosted offering for customers who ask<br />Voice – Video Conferencing – Video Surveillance <br />Remember, the Cloud is a service model, so…<br />Sell Solutions that include Cloud Services along with your other services.<br />Embrace a monthly billing model. You can charge more if you bill monthly. MSPs do this.<br />Create a recurring revenue stream. <br />Healthy MSP model: 30-40% or revenue should come from monthly services<br />So, start with one customer and build a practice<br />“How do I pay my sales people?”<br />Think Agent model or Life Insurance model<br />Year 1 – 10% / Year 2 – 5% / Year 3 – 0% <br />Network Operations Centers<br />
    55. 55. Business Transformation<br />“I am the<br />Cloud.”<br />Own the relationship <br />Don’t let your customers connect to the Cloud Provider directly<br />Private Label your Cloud Product Offerings<br />Don’t sell “The Cloud”<br />The Cloud is just a new and (still) optional delivery method.<br />You have new messages for your customers:<br />“I can save you money.”<br />“I can improve your business communications.”<br />“I can provide system redundancy / data backup / data security / business continuity.”<br />“My services include scalable resources – seasonal / project related.”<br />“I am your Cloud provider.”<br />Retail Colocation Facilities <br />
    56. 56. Business Transformation<br />The Cloud is<br />[Your name here]<br />“Be” the Cloud (to your customers)<br />Don’t have to compete with Amazon or RackSpace<br />When your customers think of the Cloud, they should think of [__Fill in your company name here __]<br />To your customers, you ARE THE CLOUD.<br />Sell the Cloud (Cloud Services)<br />Basics – backup and recovery, raw data storage, e-mail by the seat, collaboration, synchronized “Drop Box” type service, <br />Advanced – IaaS - Website hosting, Cloud Servers, …<br />As a Service – Hosted VoIP, Video conferencing, Unified Communications, Video surveillance, others…<br />Your Cloud Services – SaaS version of your App. implementation, training, MAC, on demand services, etc…<br />Sell to the Cloud (Data Center)<br />
    57. 57. Business Transformation<br />The Cloud is<br />in the building.<br />“Be” the Cloud<br />Don’t compete with Amazon or RackSpace<br />When your customers think of the Cloud, they should think of you.<br />To your customers, you ARE THE CLOUD.<br />Sell the Cloud<br />Basics – e-mail by the seat, collaboration, synchronized “Drop Box” type service, raw data storage, backup and redundancy<br />Advanced – Website hosting, “Cloud” Servers, content delivery, <br />As a Service – Hosted VoIP, Video conferencing, Unified Communications, Video surveillance, others…<br />Your Cloud Services – implementation, training, MAC, add/remove resources on demand, <br />Sell to the Data Center<br />Most of “the Cloud” is still inside the enterprise’s four walls…<br />or placed in a Colo by the Enterprise<br />Get to know the market<br />Learn from Vendor’s Data Center message<br />Develop a specialty<br />Switching, security, compliance,…<br />Develop a Solution Set<br />Virtualization/Server/Switching/Storage<br />95%<br />
    58. 58. Business Transformation<br />The Future <br />is the Cloud,<br />like it or not<br />So, be nimble – be prepared<br />Change is inevitable – so is Cloud Computing<br />It will affect each of us differently<br />You can weather the storm if you are prepared!<br />We can help…<br />
    59. 59. Your Cloud Distributor<br />The Cloud<br /> is Channel Ready. <br />We are your connection to Cloud Vendors.<br />Education and understanding of the technology, solution sets and opportunity.<br />Consolidate resources for Cloud-based Solutions<br />Hardware, software, cloud services, professional services, etc…<br />Cloud Solution Set <br />Virtualization/Server/Switching/Storage<br />Storage/backup/recovery<br />Synchronized drop box <br />E-mail by the seat<br />Software as a Service<br />“Solution as a Service”<br />
    60. 60. ScanSource Online Resources<br />The Cloud is in all about partners. <br />
    61. 61. Facilitating the Channel<br />VAR<br />Connections<br />Communications<br />Vendor<br />End<br />User<br />ScanSource<br />Partnerships<br />Innovation<br />Expertise<br />Reach<br />Integrity<br />Affiliate<br />ISV<br />Cloud Services Marketplace<br />Leads<br />SUMOPartner<br />ISV Source<br />AppSource<br />Cloud Marketplace<br />The Source<br />Cloud<br />Services Marketplace<br />
    62. 62. Thank You<br />

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