John.McDonald@OnCloudOne.net<br />10 July 2011<br />Selling Development Tools in the Cloud<br />
Agenda<br />About CloudOne<br />Cloud Styles<br />Cloud Layers<br />Inside the Virtual Private Cloud<br />Connecting to th...
Who is CloudOne?<br />CloudOne is<br />The first and leading provider of IBM Rational software in the cloud.<br />The part...
Cloud Styles<br />4<br />Public Clouds<br />Private Clouds<br />VirtualPrivate Clouds<br />Hybrid Cloud<br />Intercloud<br...
Cloud Layers<br />5<br />Increasing value & differentiation as you move up<br />MigrationServices<br />Software as a Servi...
Inside the Virtual Private Cloud<br />Network<br />Fully redundant<br />VLAN trunking and encapsulation<br />Server<br />I...
Connecting to a Virtual Private Cloud<br />7<br />Client and virtual servers connected to Internet, but not to each other....
Cloud Drivers<br />Elastic<br />Global<br />Economical<br />One common<br />environment foreveryone,everywhere,<br />anyti...
Cloud Buyers<br />“Joe”<br />Users<br /> IT<br />Finance<br />“Buck”<br />“Sally”<br />
Cloud Buyers<br />Joe- Tool User<br /><ul><li>Wants to have access to new technology
Successful when approaching Buck
Fails when approaching Sally</li></ul>“Joe”<br />Users<br /> IT<br />Finance<br />“Buck”<br />“Sally”<br />
Cloud Buyers<br />Joe- Tool User<br /><ul><li>Wants to have access to new technology
Successful when approaching Buck
Fails when approaching Sally</li></ul>“Joe”<br />Users<br /> IT<br />Finance<br />“Buck”<br />“Sally”<br />Buck - Procurem...
Successful when approaching Joe
Fails when approaching Sally</li></li></ul><li>Cloud Buyers<br />Joe- Tool User<br /><ul><li>Wants to have access to new t...
Successful when approaching Buck
Fails when approaching Sally</li></ul>“Joe”<br />Users<br /> IT<br />Finance<br />“Buck”<br />“Sally”<br />Sally - Corpora...
Successful when approaching Joe
Successful when approaching Buck</li></ul>Buck - Procurement<br /><ul><li>Wants cost savings
Successful when approaching Joe
Fails when approaching Sally</li></li></ul><li>Cloud Buyers<br />Joe- Tool User<br /><ul><li>Wants to have access to new t...
Successful when approaching Buck
Fails when approaching Sally</li></ul>“Joe”<br />Users<br />MarketingEfforts should target “Sally”<br />Other buyers easie...
Successful when approaching Joe
Successful when approaching Buck</li></ul>Buck - Procurement<br /><ul><li>Wants cost savings
Successful when approaching Joe
Fails when approaching Sally</li></li></ul><li>Cloud Success Factors<br />Identifying “Sally”, “Buck” and “Joe” early in t...
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11 0029-01 selling development tools in the cloud

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11 0029-01 selling development tools in the cloud

  1. 1. John.McDonald@OnCloudOne.net<br />10 July 2011<br />Selling Development Tools in the Cloud<br />
  2. 2. Agenda<br />About CloudOne<br />Cloud Styles<br />Cloud Layers<br />Inside the Virtual Private Cloud<br />Connecting to the Virtual Private Cloud<br />Cloud Drivers<br />Cloud Buyers<br />Cloud Success Factors<br />Cloud Security<br />Peak Concurrent User Licensing<br />Peak Concurrent User Licensing: The Hybrid Model<br />Cloud Sales Process Steps<br />Analyzing Total Cost of Ownership<br />Analyzing Total Cost of Ownership: Examples<br />IBMers Get More Commissions When Using CloudOne<br />2<br />
  3. 3. Who is CloudOne?<br />CloudOne is<br />The first and leading provider of IBM Rational software in the cloud.<br />The partner with the most flexible licensing options:<br />you ownit, you buyit or you “rent”it through Software-as-a-Service<br />in whatever combination makes sense.<br />A company with the largest consortium of partners who help you move to the cloud.<br />Rational + Cloud = Better Together<br />
  4. 4. Cloud Styles<br />4<br />Public Clouds<br />Private Clouds<br />VirtualPrivate Clouds<br />Hybrid Cloud<br />Intercloud<br />“Public Utility” bring any workload, your own software.<br />Amazon, Google, IBM<br />Manage your own internal resources like a cloud.<br />Consulting Service Companies<br />Your own, new, private datacenter in the cloud.<br />
  5. 5. Cloud Layers<br />5<br />Increasing value & differentiation as you move up<br />MigrationServices<br />Software as a Service (SaaS)<br />Application Software and Tools<br />MigrationServices<br />Platform as a Service (PaaS)<br />Middleware, Databases, OS<br />Consulting Services<br />Transformation & Innovation<br />Infrastructure as a Service (IaaS)<br />Server, Storage, Network<br />MigrationServices<br />
  6. 6. Inside the Virtual Private Cloud<br />Network<br />Fully redundant<br />VLAN trunking and encapsulation<br />Server<br />Intel based blades<br />Redundant memory with failover<br />Operating System<br />VMware ESXi hypervisor<br />Windows guest OS<br />Linux guest OS<br />Storage<br />Storage area network<br />Dynamically resizable<br />
  7. 7. Connecting to a Virtual Private Cloud<br />7<br />Client and virtual servers connected to Internet, but not to each other.<br />Cisco VPN makes secure “pipe” through Internet so Client can see/access server (through browser, internet protocols)<br />Desktop software can be accessed through Remote Desktop Clients or through Virtual Desktop Integration (VDI)<br />
  8. 8. Cloud Drivers<br />Elastic<br />Global<br />Economical<br />One common<br />environment foreveryone,everywhere,<br />anytime. <br />Scales up(and down) real-time asyour businesschanges.<br />Eliminateswaste and gets the most from<br />your project’sbudget.<br />Real collaboration,<br />one project view,<br />no access holes.<br />Dynamic datacenter,<br />always ready to scale,<br />no “shelfware”.<br />No startup costs,<br />billing for actual use,<br />no capital approvals.<br />
  9. 9. Cloud Buyers<br />“Joe”<br />Users<br /> IT<br />Finance<br />“Buck”<br />“Sally”<br />
  10. 10. Cloud Buyers<br />Joe- Tool User<br /><ul><li>Wants to have access to new technology
  11. 11. Successful when approaching Buck
  12. 12. Fails when approaching Sally</li></ul>“Joe”<br />Users<br /> IT<br />Finance<br />“Buck”<br />“Sally”<br />
  13. 13. Cloud Buyers<br />Joe- Tool User<br /><ul><li>Wants to have access to new technology
  14. 14. Successful when approaching Buck
  15. 15. Fails when approaching Sally</li></ul>“Joe”<br />Users<br /> IT<br />Finance<br />“Buck”<br />“Sally”<br />Buck - Procurement<br /><ul><li>Wants cost savings
  16. 16. Successful when approaching Joe
  17. 17. Fails when approaching Sally</li></li></ul><li>Cloud Buyers<br />Joe- Tool User<br /><ul><li>Wants to have access to new technology
  18. 18. Successful when approaching Buck
  19. 19. Fails when approaching Sally</li></ul>“Joe”<br />Users<br /> IT<br />Finance<br />“Buck”<br />“Sally”<br />Sally - Corporate IT<br /><ul><li>Has Security/Trust Issues – sees cloud as “outsourcing”
  20. 20. Successful when approaching Joe
  21. 21. Successful when approaching Buck</li></ul>Buck - Procurement<br /><ul><li>Wants cost savings
  22. 22. Successful when approaching Joe
  23. 23. Fails when approaching Sally</li></li></ul><li>Cloud Buyers<br />Joe- Tool User<br /><ul><li>Wants to have access to new technology
  24. 24. Successful when approaching Buck
  25. 25. Fails when approaching Sally</li></ul>“Joe”<br />Users<br />MarketingEfforts should target “Sally”<br />Other buyers easier if Sally buys in<br /> IT<br />Finance<br />“Buck”<br />“Sally”<br />Sally - Corporate IT<br /><ul><li>Has Security/Trust Issues – sees cloud as “outsourcing”
  26. 26. Successful when approaching Joe
  27. 27. Successful when approaching Buck</li></ul>Buck - Procurement<br /><ul><li>Wants cost savings
  28. 28. Successful when approaching Joe
  29. 29. Fails when approaching Sally</li></li></ul><li>Cloud Success Factors<br />Identifying “Sally”, “Buck” and “Joe” early in the sales process, and tailoring messages and sales process to their unique needs:<br />Sally (IT) : Security, operational concerns, architecture<br />Buck (Procurement): Clear TCO and cost savings<br />Joe (User): Improved performance, accessibility, simplicity, globalization<br />Already IBM Tool user (or about to be)<br />Difficult to sell to “whitespace” without additional marketing presence, resources<br />Existing install base already “sold” on value to cost ratio<br />The heart of security is trust<br />Many customers with lax security compared to CloudOne<br />Heart of security concern mitigation is personal relationship with CloudOne team<br />Face to Face is required for deal closure<br />Creates interpersonal relationship necessary to overcome trust issues<br />Differentiates CloudOne solution from pure web-based vendors<br />14<br />
  30. 30. CloudOne Security<br />OS/Server Image<br />Image<br />Hypervisor<br />Blade Server<br />Volumes<br />Storage Unit<br />Blade Enclosure<br />Network Routing<br />Rack<br />Data Center<br />All Layers 1..n(1..n Data Centers, 1..n Racks, etc.)<br />Uninterrupted Cisco VPN “Envelope”<br />From Desktop to Rational Server <br />
  31. 31. Waste<br />Peak Concurrent User Licensing<br />Traditional Model<br />Service Model<br />Users<br />Time<br />
  32. 32. Peak Concurrent User Licensing<br />Traditional Model<br /> Waste<br />Users<br />Time<br />
  33. 33. 18<br />Peak Concurrent User Licensing: The Hybrid Model<br />Result:Look for cheaper, less capable solutions<br />You can afford this many licenses<br />But need this many<br />Result:Happy user of great Rational software<br />You can afford this many licenses<br />“Rent” these licenses<br />Maximize your budget by “buying” licenses for everyday users and “renting” for the peaks and unknowns.<br />“Wrapping” Software as a Service around your perpetual licenses and you solve these challenges:<br /><ul><li>Limited capital budget
  34. 34. No hardware resources/budget
  35. 35. No IT support resources
  36. 36. Lack of expertise
  37. 37. Short time frame
  38. 38. Need for flexibility
  39. 39. Want to try before buying
  40. 40. Have a short term project</li></li></ul><li>1Prospect<br />2Lead<br />3Qualification<br />4Assess<br />To Pass Gate:<br />Complete Qualifying Call<br />Recorded in SF.COM<br />Decision to Continue<br />Uses:<br />About CloudOne PDF<br />Qualifying Questions<br />To Pass Gate:<br />Identified Triangle 3 (T3)<br />Meetings Set with T3<br />Recorded Reasons to Act<br />Recorded Power Chain<br />Decision to Continue<br />Uses:<br />eWeekMcD (Sally)Addl. Case Studies (Sally)<br />TCO Whitepaper (Buck)<br />Recorded Demo (Joe)<br />To Pass Gate:<br />Have Valid Contact Info<br />Initial Qualifying Call Set<br />Uses:<br />E-mail Template<br />To Pass Gate:<br />Completed T3 Calls<br />Refined Power Chain<br />Budget/Authority (Buck)<br />Architecture Mtg. (Sally)<br />Pilot Agreement (Joe)<br />All recorded in SF.COM<br />Decision to Continue<br />Uses:<br />Security Whitepaper<br />Infrast. WhitepaperSample Arch. (Sally)<br />TCO Workbook (Buck)<br />Pilot Plan Docs (Joe)<br />Cloud Sales Process Steps<br />
  41. 41. 5Propose<br />6Negotiate<br />7Implement<br />8Support<br />To Pass Gate:<br />Signed Contract<br />Uses:<br />MSA<br />SLA<br />ISSR or Partner SoW<br />To Pass Gate:<br />Help Desk Orientation<br />Implement. Proj. Plan<br />Support Handoff Call<br />Uses:<br />Sample Impl. Proj. Plan<br />Help Desk Video/PDF<br />To Pass Gate:<br />Complete/Doc Pilot<br />Complete/Doc Arch.<br />Complete/Doc Proposal<br />Uses:<br />Arch. Present. Template<br />InstaCloud Templates<br />Reviewers Guides<br />Proposal Template<br />SaaS/Cloud Price Wkbk<br />Additional Tasks:<br />CEO Thank You & Gift<br />Growth Sales Oppty<br />Uses:<br />Gifts & Cards<br />Cloud Sales Process Steps<br />
  42. 42. Analyzing Total Cost of Ownership<br />Tangible Elements<br />Software acquisition & Maintenance<br />Hardware Acquisition & Maintenance<br />Support<br />Operating system software<br />Network<br />HW/SW Installation & Configuration<br />Ongoing IT support<br />Backup systems & Disaster Recovery<br />Upgrade support<br />Intangible Elements<br />Rapid deployment<br />Increased user adoption<br />Reduced support needs<br />Improved flexibility<br />Improved compliance<br />Very quick provisioning<br />Avoid shelfware<br />
  43. 43. Cloud Rational Team Concert from CloudOne<br />Hospital has 50 total users of IBM Rational Team Concert<br />Quick and effective Agile implementation<br />Includes SaaS Floating software licenses and limits shelfware<br />Allocation of infrastructure and support as noted<br />34% savings<br />Analyzing Total Cost of Ownership: ExamplesHospital Team Concert Collaboration Workbench<br />
  44. 44. Cloud Systems Workbench from CloudOne<br />Electronics Manufacturer has 450 users of IBM Rational Developers Workbench including RQM, DOORS, Rhapsody, System Architect<br />Includes SaaS Floating software licenses and limits shelfware<br />Allocation of infrastructure and support as noted<br />Analyzing Total Cost of Ownership: ExamplesElectronics Manufacturer Workbench<br />
  45. 45. Cloud Focal Point from CloudOne<br />City uses 50 seats of IBM Rational Focal Point for project decision support<br />Includes SaaS Floating software licenses and limits shelfware<br />Allocation of infrastructure and support as noted<br />29% savings<br />Analyzing Total Cost of Ownership: ExamplesMunicipality Project Support<br />
  46. 46. Cloud Performance Testing from CloudOne<br />University needs to simulate 5,000 students using enrollment system<br />Includes SaaS licenses for virtual users & server<br />SaaS is elastic for “bursty” workloads like performance testing<br />SaaS model eliminates “shelfware”<br />66% savings<br />Analyzing Total Cost of Ownership: ExamplesHigher Education Web Performance Test<br />
  47. 47. Cloud ClearCase/ClearQuest from CloudOne<br />Global Retailer uses ClearCase & ClearQuest for internal product code management<br />Includes SaaS Floating software licenses and limits shelfware<br />Allocation of infrastructure and support as noted<br />35% savings<br />Analyzing Total Cost of Ownership: ExamplesRetail Internal Code Management System<br />
  48. 48. Cloud hosting and SaaS enable directcorrelationof cost to usage<br />Hybridimplementation of software (blend of perpetual& SaaS) provides “best fit”<br />Best utilization of knowledgeresources<br />Simplified financial structure enables “charge back” to departments/projects<br />Performance testing provides substantial savings<br />Analyzing Total Cost of Ownership: ExamplesKey TCO Findings<br />
  49. 49. IBMers Get More Commissions When Using CloudOne<br />IBMers get paid on new license revenue<br />CloudOne works like any other reseller for perpetual, term and token licenses<br />You get sales credit and commission for anything sold that is fulfilled by CloudOne.<br />IBMers get paid on Software as a Service<br />You get sales credit on the software we buy from IBM to resell each month to your customer.<br />Not just in the current period, but for as long as you own that customer! <br />This is a new revenue stream for you: only with CloudOne!<br />IBMers get paid on Services<br />When CloudOne’s Cloud hosting is sold as a service under ISSR, you get $1 for every $1 of services revenue!<br />This is a new revenue stream for you: only with CloudOne!<br />28<br />
  50. 50. Summary<br />CloudOne is the “Swiss Army Knife” partner<br />CloudOne is a unique provider of Virtual Private Clouds<br />CloudOne offers true Software as a Service capabilities<br />CloudOne provides an integrated multilayer VPC<br />CloudOne can integrate desktop software in many ways<br />Global, Elastic and Economical are the cloud drivers<br />IT, users and procurement are the buyers, and they must align<br />You must establish trust F2F, and be an existing tool customer<br />What CloudOne does for security is better than most<br />Peak Concurrent User Licensing is the heart of cost savings<br />Hybrid Model licensing is the most popular method<br />There are eight Cloud Sales Process Steps<br />Total Cost of Ownership is about both hardware and software<br />There are TCO examples across many products and verticals<br />IBMers get paid in new ways when using CloudOne<br />29<br />
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