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  • 1. TBR’s Cloud Program Private Cloud Customer Insights Technology Business Research Webinar Series November 14, 2013 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. Cloud Business Research Highlights and Outlook: Webinar Presenter TBR Allan Krans Senior Analyst, Software and Cloud Practice Email: allan.krans@tbri.com Twitter: @Allanktbr 2 TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 3. TBR Cloud Research Overview TBR TBR Cloud Program — Portfolio Product Descriptions Cloud Business Reports Vendor Reports: Reports analyzing vendors’ cloud businesses cover all relevant segments and track performance across cloud-driven metrics including operating expenses, operating profit, headcount breakouts and geographic breakouts. Benchmarks: Cloud Benchmarks Cloud Customer Research Tracks 3 TBR’s benchmark reports provide analysis through qualitative and metricbased comparisons of key vendors in a market segment. Cloud data models are included with the benchmarks, this TBR research and analysis is built from the ground up based on 15+ years of vendor-centric financial models. Customer and Competitor Reports: TBR cloud customer reports provide primary research-based insights into purchasing behavior, vendor adoption, satisfaction and demand across multiple cloud offerings and professional services segments. TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 4. TBR Cloud Research Overview TBR TBR Cloud Program — Portfolio Product Overview Cloud Business Reports Cloud Benchmarks Cloud Customer Research Tracks 4 Accenture Amazon Atos Capgemini Cognizant CSC Dell Deloitte Fujitsu Google HP IBM Infosys Microsoft Public Cloud Benchmark Oracle Rackspace Salesforce SAP ServiceNow Verizon Tata Managed Private & Professional Services Cloud Benchmark Wipro Workday *Plans in place for additional vendors Cloud Components Benchmark Topical Cloud Reports: 2013 reports include Cloud Security and Orchestration Private Cloud Customer and Competitor Report Hybrid Cloud Customer and Competitor Report Cloud Prof. Services Customer and Competitor Report TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 5. Project Approach: Survey Methodology TBR TBR’s cloud customer research program contacts buyers at enterprises across the world for private cloud, hybrid cloud and professional services TBR Annual Cloud Customer Sampling Plan 2,200 surveys annually N. America: 1,000 • United States • Firms > 500 employees 5 Europe: 700 • United Kingdom • Germany • France • Firms > 250 employees Asia Pacific: 500 • India • China • Firms > 250 employees Each Report Track for two reports per year: • Private Cloud: 650/year • Cloud Professional Services: 900/year • Hybrid Cloud: 650/year TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 6. TBR CLBQ Research Highlights Private Cloud Customer Report 6 TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 7. Private Cloud Customer Study Webinar TBR Private cloud growth will be driven by business-focused adoption and captured by vendors that can deliver expertise and technology Private Cloud Migration Opportunity Private cloud will grow into a $69 billion 2018 opportunity Customer Landscape Cost savings and efficiency drive migration growth Competitive Landscape Early leading vendors are winning based on their own merits 7 TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 8. Private Cloud Customer Study Webinar: Opportunity TBR The continued growth of IT requirements and the gradual erosion of budgetary and security concerns will drive private cloud growth Global Private Cloud Market Barriers 2018: $69 billion • Public cloud accessibility • Budgetary pressure • Immature business case around complex workloads 116% growth 2013: $32 billion 2010: $8 billion 300% growth 8 Drivers • Tight data center capacity • Enhanced security • TCO and operational efficiency TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 9. Private Cloud Customer Study Webinar: Opportunity TBR Private cloud’s versatility in deployment enables vendors to address all buying demands and fill gaps left by public cloud Types of Buyers and Cloud Options to Address Demand Buyer Type Buy and Build Outcomes (third-party managed cloud) Own and Control (self-built clouds) 9 Public Cloud SaaS, IaaS, Pa aS Private Cloud SaaS, IaaS, PaaS self-built private clouds TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 10. Private Cloud Customer Study Webinar: Customer Landscape TBR Significant opportunity lies in managing private clouds, as customers opt for ease and integration over control Global Private Cloud Market Managed 70% of customers adopted “Getting private cloud to seamlessly fit into our business is something we do not want to do ourselves or manage internally — that is probably the main benefit of managed private cloud.” — LE Managed Cloud Customer 30% of customers adopted Self-built “I like having all of my marbles in my hands; with the cloud, I have handed all my marbles to someone else and said, ‘Please look after them, watch out for them.’” — LE Self-built Cloud Customer 10 TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 11. Private Cloud Customer Study Webinar: Customer Landscape TBR Private cloud customers need help proving the business case to migrate the next wave of workloads beyond the ‘low-hanging fruit’ High-hanging fruit Benefits Building the Business Case • Efficiency • Reduction in TCO • Scale • Improved Performance Low-hanging fruit 11 “In my opinion, we have very, very crude measurements right now that need to be refined and more sophisticated; and frankly, I think we will almost be looking to the industry, or maybe some of our top consulting partners, to find that because I’m not sure we have the requisite ability or knowledge to really create anything other than crude KPIs.” — IT EVP Manager, $10B+ Bank, U.S Customers are looking to the vendor for support in building the business case. TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 12. Private Cloud Customer Study Webinar: Competitive Environment TBR Early private cloud leaders are winning based on the merits of their expertise, not necessarily the strength of their traditional customer base Competitive Landscape Customer Purchasing Landscape Current Vendor Landscape Cloud Knowledge Importance Knowledge of cloud-related security Industry knowledge Complete line of cloud professional services Knowledge of customer infrastructure Value/Price Ease of doing business Past Vendor Relationship 12 TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 13. Private Cloud Customer Study Webinar: Competitive Landscape TBR Open-source cloud standards are poised to shift market power from proprietary providers to customers and new market entrants Impact of Open-source Cloud Standards Pervasive open-source cloud standards adoption will: Increase customer churn Reduce branded infrastructure value Increase opportunity for ODM infrastructure providers and niche service providers 13 TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 14. TBR Questions? 14 TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 15. Cloud Business Quarterly Research Highlights and Outlook: Webinar Presenters TBR For additional information, please contact: Allan Krans Senior Analyst, TBR’s Software & Cloud Practice allan.krans@tbri.com @Allanktbr Twitter: @TBRinc SlideShare: www.slideshare.net/TBR_Market_Insight YouTube: www.youtube.com/user/TBRIChannel Linkedin: http://www.linkedin.com/company/technology-business-research 15 TBR Quarterly Webinar Series | 11.14.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • 16. About Us Contact Us Technology Business Research, Inc. is a leading independent technology market research and consulting firm specializing in the business and financial analyses of hardware, software, professional services, telecom and enterprise network vendors, and operators. 1.603.929.1166 info@tbri.com www.tbri.com 11 Merrill Drive Hampton, NH 03842 USA Serving a global clientele, TBR provides timely and actionable market research and business intelligence in formats that are tailored to clients’ needs. Our analysts are available to further address client-specific issues or information needs on an inquiry or proprietary consulting basis. TBR has been empowering corporate decision makers since 1996. To learn how our analysts can address your unique business needs, please visit our website or contact us today. This report is based on information made available to the public by the vendor and other public sources. No representation is made that this information is accurate or complete. Technology Business Research will not be held liable or responsible for any decisions that are made based on this information. The information contained in this report and all other TBR products is not and should not be construed to be investment advice. TBR does not make any recommendations or provide any advice regarding the value, purchase, sale or retention of securities. This report is copyright-protected and supplied for the sole use of the recipient. Contact Technology Business Research, Inc. for permission to reproduce.