Lessons Learned from building a CSB Part I

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Cloud Services: A threat or Opportunity for Channel Partners

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Lessons Learned from building a CSB Part I

  1. 1. Praveen Asthana Chief Marketing and Strategy Officer Copyright © 2013 Gravitant, Inc.
  2. 2. Traditional IT moving to Cloud IT Infrastructure IT Governance + IT Ops + Systems Management Applications Development & Management Enterprise Packaged Apps Outsourced Data Center Hardware IaaS • Public • Private 2 MSP/Channel Partners CMaaS • Hybrid Cloud Mgmt • Business of Cloud Mgmt • Cloud Governance SaaS PaaS • DevOps • PaaS • Cloud App Middleware • • • • Salesforce.com Workday Office 365 Google Docs Buss Process Outsourcing CSB • Cloud Aggregation & Solution as a Service • Biz Process as a Service Copyright © 2013 Gravitant, Inc.
  3. 3. “What are your firm’s plans to adopt the following as-a-service technologies?” 70% 60% By the end of 2013, about 40% of all companies will be using IaaS (50% by 2014!). 50% SaaS IaaS 40% PaaS 30% 20% 10% 0% 2010 (Actual) 3 2011 (Actual) 2012 (Actual) 2013 (Planning to implement in the next 12 months) 2014+ (Planning to implement in a year or more) Copyright © 2013 Gravitant, Inc.
  4. 4. -7.7% Servers (1) IaaS (2) • Cloud service providers capturing the fastest growing category of infrastructure revenue, bypassing the channel Traditional managed services are not optimized for a cloudbased DC Monolithic outsourcing contracts being replaced with cloudbased, point offerings • Server revenue has fallen five of the last six quarters.1 Channel hardware infrastructure revenue slowing or shrinking • +43% • • Infrastructure Revenue Growth Enterprise IT has a gap in its business ability to manage multiple clouds, private and public 1. Total global server factor revenue, Q1-2013 IDC Worldwide Quarterly Server Tracker, May 2013. 2. Forecast Overview: Public Cloud Services, Worldwide, 2011-2016, 2Q12 Update, Gartner Research, August 2012. 4 Copyright © 2013 Gravitant, Inc.
  5. 5. Yesterday Today The Trusted Advisor Risk of Being Left Out Public Cloud MSFT VMW SAP ORCL Customers Solution Design & Delivery VAR/System Integrator Customers MSFT VMW SAP ORCL IBM HP CSCO VAR/System Integrator IBM HP Solution Design & Delivery CSCO Managed Services • 30-45% margin business • Deliver custom integrated on-premise solution stacks with attached managed services • Build ahead of anticipated demand • Improve cost basis by scaling demand and improving processes over time 5 • One third of revenue at risk to CSPs; potential for greater customer loss • No capability to meet customers’ cloud needs (e.g., no cloud-centric design) • Less ability to attach managed services • Uncertain demand creates risk for cost basis and profitability Copyright © 2013 Gravitant, Inc.

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