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PROFESSIONAL SERVICES PRACTICESMCloud Professional Services Study:A Pathway to Cloud ServicesTBR Webinar SeriesSpring 2012...
Cloud Professional Services: A Pathway to Cloud Services                                               TBRThe only constan...
Cloud Professional Services vs. Cloud Services                                                     TBRTBR believes the clo...
Cloud Professional Services vs. Cloud Services                                                  TBRHow vendor strategies a...
Cloud Professional Services: A Pathway to Cloud Services                                                           TBRThe ...
Cloud Services Demand                                                                      TBRCloud Services Demand contin...
Cloud Professional Services Demand                                                          TBRWhile demand for cloud serv...
The Cloud Professional Services Lifecycle                                                    TBRThe size of professional s...
The Cloud Professional Services Lifecycle                                                    TBR As a result, Cloud Profes...
Cloud Professional Services: A Pathway to Cloud Services                                     TBRCustomer are driving chang...
Cloud Professional Services – Vendor Selection Criteria                                                          TBRVendor...
Cloud Professional Services: A Pathway to Cloud Services                                   TBRVendors are reacting to chan...
Cloud Professional Services – Changing Vendor Offerings                                                TBRAs enterprise cl...
Cloud Professional Services – Changing Vendor Offerings                                                   TBRVendors are d...
Cloud Professional Services: A Pathway to Cloud Services                                                 TBRThe Cloud Prof...
TBRQuestions?For the Cloud Professional Services Study Winter 2011Contact: Ramunas SvarcasSenior Analyst/Engagement Manage...
TBRTBR Cloud Resources:TBR Topic Research:     •   Fall 2010 Cloud Professional Services Study (available)     •   Winter ...
For additional information regarding TBR and our offerings please contact:Ramunas Svarcas, Senior Analyst/Engagement Manag...
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TBR Professional Cloud Services Study

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  • The goal of this presentation is to understand that the Cloud Professional services market is evolving on a daily basis, in line with the ongoing development of Cloud Services and it is important to be aware of what customers want and need from a professional services perspective and what vendors are delivering and were are there gaps in services.
  • There has been much talk and discussion around cloud services, TBR believes the precursor to these services is Professional services, helping customers work through the myriad of cloud services offerings, their capabilities and ability to solve customer business needs.
  • Target: Companies with 500+ employees & $200+ million in revenue300 enterprise customers in the U.S.100 enterprise customers in each of the countries of U.K., Germany and France.Result: Over 73% of respondents were from enterprises with $1 billion+ in revenuesThis is the second iteration of our Cloud Professional Services study, the first conducted in the 3rd quarter of 2010. Four of the Five biggest professional services vendors have purchased this study. Several have purchased both iterations and one actually told us that the information provided, was invaluable in focusing their offerings and go to market strategy for the future.
  • Opportunities continue to exist from an advisory and consulting perspective. Enterprise customers are looking for help in system integration and application development, where these perceive the benefits of cloud services. Late adopters are still trying to figure out what they need to do.
  • Provided is the alliance and partnership map for just one of the vendors examined in the Cloud Professional Services study.
  • We have provided some highlights and glimpses into the content of the Cloud Professional Services Study. If you are interested in learning more how cloud professional services are changing, and how client/customer needs are evolving, please contact our sales organization for more information. For those looking to purchase cloud professional services, you can find out which vendors are offering which services and whom you may want to engage. For vendors competing in the marketplace, you can gain insight in how do you stack up against the eleven vendors covered in the study.
  • Transcript of "TBR Professional Cloud Services Study"

    1. 1. PROFESSIONAL SERVICES PRACTICESMCloud Professional Services Study:A Pathway to Cloud ServicesTBR Webinar SeriesSpring 2012Presenter: Ramunas Svarcas (ramunas.svarcas@tbri.com),Professional Services Practice Senior Analyst/Engagement Manager TBR T E C H N O L O G Y B U S I N E S S R ES E AR C H , I N C .
    2. 2. Cloud Professional Services: A Pathway to Cloud Services TBRThe only constant in today’s global marketplace is change Understanding what is changing, leveraging it for maximum opportunity and delivering the right offerings requires the type of reliable, insightful and timely information TBR provides. What is driving Customers to buy Where is Cloud Cloud Professional How are Professional Professional Services Services? Services Vendors Today? meeting demand? Cloud Services! The Cloud Changing on a daily Professional Services (Why not just buy basis Lifecycle them without an advisor?) 2 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    3. 3. Cloud Professional Services vs. Cloud Services TBRTBR believes the cloud market can be viewed as two separate entities –Cloud Professional Services and Cloud Services The Cloud Market Cloud Professional Services Cloud Services • Advisory Computing • Strategy Consulting • Software-as-a-Service (SaaS) • IT Consulting • Platform-as-a-Service (PaaS) • System Integration • Infrastructure-as-a-Service (IaaS) • System Implementation Environment • Application Development • Private cloud • Application and System Management • Public cloud • System and Application Maintenance • Hybrid cloudOur focus today: TBR Offerings • Cloud Professional Services Study 4Q11 • Cloud Services Study 4Q11 • Quarterly Professional Services Vendor Reports • Cloud Business Quarterly3 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    4. 4. Cloud Professional Services vs. Cloud Services TBRHow vendor strategies are aligning to current market dynamics2011 Cloud Professional Services Study OverviewThe study integrated two research components to: • Understand what enterprise customers want/need Customer primary-research – TBR conducted 600 surveys in the fourth quarter of 2011 with enterprise and public/non-profit institutions to identify their needs and desires regarding cloud professional services. • Understand what cloud professional services vendors are offering: TBR developed in-depth vendor profiles for 11 vendors that are actively engaged in the delivery of cloud professional services. The vendors examined include:4 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    5. 5. Cloud Professional Services: A Pathway to Cloud Services TBRThe cloud professional services market is rapidly changing as customersbecome more aware of cloud services Line of Cloud Cloud Business Companies Professional reining in Services buying Cloud Services Services Cloud Services Where is Cloud Professional Services Today? or The Cloud Professional Services Lifecycle Companies Helping Cloud deciding how Professional Cloud improve agility Cloud Services Services and speed to Services can grow their market business Enterprise customers are realizing that they must carefully investigate the true cost and subsequent value of cloud services with the assistance of advisors/experts.5 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    6. 6. Cloud Services Demand TBRCloud Services Demand continues to expand as customers look for newways to consume IT resources After the onslaught of advisory services in 2010, enterprise customers are more aware of cloud services capabilities and are thus purchasing cloud services.6 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    7. 7. Cloud Professional Services Demand TBRWhile demand for cloud services is up, the number of cloud professionalservices engagements is down • Better-educated enterprise customers are deciding whether to engage additional professional services to move clients further to the cloud. • Not all are making the choice, and those that do are moving slowly, opting for specific, selectively thought-out engagements.7 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    8. 8. The Cloud Professional Services Lifecycle TBRThe size of professional services engagements for cloud are growing as weenter the high-demand phase of the adoption lifecycle CLOUD PROFESSIONAL SERVICES ADOPTION CURVE • Advisory and consulting engagements are being replaced with implementation and integration engagements. • While an advisory engagement may be 1 or 2 days in length, a consulting design engagement or full-fledged implementation may take 2 to 3 months, if not longer.8 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    9. 9. The Cloud Professional Services Lifecycle TBR As a result, Cloud Professional Services revenue growth exceeds double digits for all the vendors examined in the study• SIs with hardware lead in Cloud Professional Services total revenue, while system integrators that are hardware-agnostic are generating the greatest revenue growth as clients are looking for best-of-breed solutions.• Since professional services vendors are in the midst of their own development lifecycle for Cloud Services and Cloud Professional Services, each vendor is at a different stage in broadening its portfolio, resulting in different offerings and thus different revenue growth rates.9 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    10. 10. Cloud Professional Services: A Pathway to Cloud Services TBRCustomer are driving change, with a shift from pure cost reduction in ITresources to business development • Which cloud services? What is driving • Why? Customers to buy • What will it cost in the Cloud Professional short term? Services? • What will it cost in the long term? Cloud Services! (Why not just buy them without an Professional Services advisor?) Vendors can help with the answers. So which vendor do I choose?10 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    11. 11. Cloud Professional Services – Vendor Selection Criteria TBRVendors are focusing on delivering to the respective requirements ofcustomers, with a strong focus on value What do enterprise customers want? Selection Expected RequiredDemand drivers: Criteria Benefits Skills in: • Provide high • Support • Business value for price business Intelligence/ • Working Innovation Analytics Tactics to Capture knowledge of Process • Customer Customers infrastructure, • Improve Relationship industry and Operational Management cloud integration Efficiency • Supply Chain issues • Reduce Total Cost Management of OwnershipAligning with business initiatives, innovation and delivering new services and products tocustomers are key perceived benefits that professional services vendors must provide. 11 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    12. 12. Cloud Professional Services: A Pathway to Cloud Services TBRVendors are reacting to changing needs by developing new professionalservices offerings that align with cloud services Listening and delivering to How are Professional the ever growing Services Vendors inventory of client needs. meeting demand? Reacting to changing Changing on a daily economic climate to basis provide the highest-value services.12 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    13. 13. Cloud Professional Services – Changing Vendor Offerings TBRAs enterprise clients see the benefits of cloud computing, vendors aremodifying their portfolios to address concerns and opportunities• Partnerships are proliferating for the major professional services vendors to enable them to ISVs accommodate the Public cloud various needs of customers. Company• Alliances and the Alliances incumbent knowledge SOURCE: TBR AND ACCENTURE with infrastructure and leading software vendors is essential for providing Networking Infrastructure Cloud Professional Services to customers.13 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    14. 14. Cloud Professional Services – Changing Vendor Offerings TBRVendors are developing offerings to address variations in expectationsand an overall focus on applications and development Examples: Offerings IBM: Offering SmartCloud Application Services as a Platform as a Service Fujitsu: Offering a cloud service for analytical simulations in the area of technical computing called TC Cloud Addressing Risks and Specific Needs Accenture & Deloitte: Combining IT consulting portfolio with traditional business consulting to join customers’ cloud strategy with overall business objectives and address specific industry vertical business processes Overcoming Deal Breakers Capgemini: Offering the full cycle of cloud solutions, from cloud strategy development to migration, implementation and management, with pilot programs that enable customers to focus on business outcomes to overcome cost concerns14 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    15. 15. Cloud Professional Services: A Pathway to Cloud Services TBRThe Cloud Professional Services study: how Cloud Professional Services areproviding a pathway to Cloud Services What is driving Where are Cloud Customers to buy Cloud How are Professional Professional Services Professional Services? Services Vendors Today? meeting demand? Cloud Services! The Cloud Professional Changing on a daily Services Lifecycle (Why not just buy them basis without an advisor?) Cloud Professional Customers do Vendors are broadening Services revenues perceive value. their Cloud Professional continue to grow as No one knows everything Services portfolios customers are about cloud, thus through internal purchasing higher- knowledgeable advisors and development, partnering value services. implementers are needed to with software vendors help in the journey. and creating new services.15 Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    16. 16. TBRQuestions?For the Cloud Professional Services Study Winter 2011Contact: Ramunas SvarcasSenior Analyst/Engagement ManagerPhone: 603-758-1833Email: ramunas.svarcas@tbri.comTwitter: rjstbr Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    17. 17. TBRTBR Cloud Resources:TBR Topic Research: • Fall 2010 Cloud Professional Services Study (available) • Winter 2011 Cloud Professional Services Study (now available) • Winter 2012 Cloud Professional Services Study (4Q2012) • Winter 2011 U.S. Public Cloud Services Adoption Report (now available) • Winter 2012 U.S. Public Cloud Services Adoption Report (4Q2012) • Summer 2012 Private/Hybrid Cloud Purchasing ReportTBR Cloud Business Quarterly Reports (available quarterly): • Public Cloud Market Landscape ReportCloud Services Vendor Reports (available semi-annually): • Salesforce.com • IBM Cloud • Google Apps Cloud • Amazon AWS Cloud • Rackspace • Microsoft Cloud • Verizon/Terramark Cloud • Oracle CloudRamunas Svarcas – Ramunas.Svarcas@tbri.comJames McIllroy – James.McIllroy@tbri.com Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
    18. 18. For additional information regarding TBR and our offerings please contact:Ramunas Svarcas, Senior Analyst/Engagement Managerramunas.svarcas@tbri.comAlison Crawford, Marketing Directoralison.crawford@tbri.comJames McIlroy, Sales Directormcilroy@tbri.comwww.tbri.com11 Merrill Drive Hampton, NH 03842 TBR T E C H N O L O G Y B U S I N E S S R ES E AR C H , I N C .
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