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  • 1. Generating  Demand  and  Enterprise  IT  Buying  in  the  Early  Cloud  Era    Based  on  Primary  Research  Sept  2011  © by WaveLength Market Analytics. All Rights Reserved. 1
  • 2. Agenda   Pioneers:    Using  or  testing  a  cloud  solution   Planners:    Planning  for  a  cloud  solution   Stragglers:    Not  planning    a  cloud  solution  at  this  time   §  What  are  the  technology  trends  among  segments  ?   §  How  to  message  the  segments?   §  How  do  segments  buy?       2
  • 3. How  the  market  segments   More  enterprises  are  Cloud  Pioneers:       doing  or  thinking  about  Using  Cloud  Computing   the  Cloud  than  those  that   are  not.   33.2%   42.1%   41%   8%   Cloud  Stragglers:   16.8%   No  Plans    Cloud  Pioneers:    In  Trial   Cloud  Planners:   Planning  for  Cloud   S: For each of the following types of cloud deployment, we’d like to know if it’s currently in production, in trial, is planned 3   in 24 months? N=127
  • 4. In  just  three  years,  Pioneers  and  Planners  expect  about  30%  of  IT  to  be  in  the  Cloud   %  of  IT  outsourced  to  Cloud  provider  by...   32.3%   30.5%   20.4%   15.8%   11.2%   2.8%   2012   2015   Cloud  Pioneers   Cloud  Planners   Cloud  Stragglers  Q: What percentage of your IT will be outsourced to a cloud provider by 2012? 2015? N=127 4  
  • 5.  What  are  the  technology  trends  among  segments  ?  
  • 6. Pioneers  &  Planners  more  likely  to  use  SAN,  NAS,  &  virtualized  storage  •  Pioneers  and  Planners  both  have  a  higher  percentage  of  virtualized   servers  and  higher  virtualization  densities  than  Stragglers  •  Virtualization  is  not  a  requirement  for  cloud,  but  both  improve  resource   utilization   Percentage  of  Each  Segment  Using  Key  Technologies   87%   89.5%   72.7%   68.4%   70.3%   71.2%   58.1%   62.3%   52.6%   52.9%   46.3%   41.7%   Virtualized  Servers   Virtualized  Storage   SANs   NAS   Cloud  Pioneers   Cloud  Planners   Cloud  Stragglers   6  
  • 7. Pioneers  already  outsource  more  than   planners  &  far  more  than  Stragglers   39.7%   Disaster  Recovery   18.8%   21.3%   35.4%   Perimeter  Security   34.4%   28.8%   33.3%   Network  Management   21.9%   25.0%   31.6%   Data  Back-­‐ups   15.6%   13.9%   22.8%   Storage   21.9%   13.9%   0%   10%   20%   30%   40%   50%   Pioneers   Planners   Stragglers  Q1. Yes or no, do you outsource any of the following functions? N=126
  • 8. Pioneers  prepare  for  Cloud  with   security  &  WAN  upgrades   Projects  Prior  to  Cloud  Deployment   39.3%   Upgrade  perimeter  security   25.9%   42.1%   Implement  encryption   18.2%   37.0%   Migrate  storage  to  SAN   10.9%   Increase  WAN  bandwidth  for  faster   25.9%   speeds   17.2%   Cloud  Pioneers   Cloud  Planners  Q: For each of the following were they necessary before cloud computing, during initial deployment, follow-on work, future plans, or no plans? (n=78)
  • 9. Besides  SaaS,  Pioneers  mostly  use  private  clouds  and  PaaS   Clouds  in  use/piloted   SaaS   78.2%   PaaS   54.8%  Hosted  Private  Cloud   32.2%   IaaS   25.7%  Internal  Private  Cloud   21%   Public  Cloud   11%   Hybrid  Cloud   9%  Q: For each of the following types of cloud deployment, we’d like to know if it’s currently in production, in trial, is 9  planned in 24 months? N=127
  • 10. In  the  next  24  months,  Pioneers  and  Planners  will  aim  for  internal  private,  public,  and  hybrid  clouds     Additional  clouds  planned  by   Cloud  planned  by  all  segments  in  the   Cloud  Pioneers     next  24  months  Hosted  Private  Cloud   11.7%   Internal  Private  Cloud   46.9%   Hybrid  Cloud   10.5%   Public  Cloud   36.3%  Internal  Private  Cloud   10.5%   Hybrid  Cloud   36.3%   IaaS   7.9%   IaaS   33.1%   PaaS   7.9%   PaaS   29.4%   Public  Cloud   5.1%   Hosted  Private  Cloud   23.1%  Q: For each of the following types of cloud deployment, we’d like to know if it’s currently in production, in trial, isplanned in 24 months? N=127 10   10  
  • 11. Pioneers  &  Planners  move  apps  that  are  not  mission  critical   Email   11%   19%   CRM   4%   14%   Portals   2%   20%   HR   2%   6%   Collaboration   10%   12%  Back-­‐up  storage/disaster  recovery   8%   11%   Business  intelligence   14%   Supply  Chain/ERP   9%   9%   Tier  1  storage   8%   11%   Communications   8%   12%   Accounting/Finance   2%   9%   Desktop  apps   6%   4%   0%   10%   20%   30%   40%   50%   60%   70%   In  Production   In  Trial   In  Planning  Process  Q. Again for apps, is a cloud computing architecture in production, in trial, planned, or not planned? N=78 11  
  • 12. Pioneers  mostly  migrate  legacy  apps,   Planners  more  likely  to  add  new  apps   Legacy  or  New  Apps  in  the  Cloud?   38%   25%   20%   21%   15%   15%   6%   5%   Migrate  Legacy   New  Custom  Apps   Implement  a  New   All  three   App   In  House   Packaged  App   Cloud  Pioneers   Cloud  Planners  Q: Does, or will your organization in the next 24 months, use cloud architecture to.. ? (n=78)
  • 13.   How  do  we  message  to   Pioneers  and  Planners?  
  • 14. Pioneers  &  Planners  aim  for  cost  cutting,  speedy  app  deployment,    &  mobility   71%   Motivators  to  transition  to  cloud   63%   52%   52%   47%   42%   38.7%   17.1%   18.8%   15.2%   9.1%   8.6%   Reduce   More  rapid    Increase  mobility   More  nimble  IT   Change  Software   Reduce   operational  costs   application   organization   licensing   management   deployment   overhead   Cloud  Pioneers  &  Planners   Stragglers   Q: Using a scale from 1 to 6where 1 is not at all important and 6 is extremely important, please rate the following as 14   motivators in your transition to cloud computing? N=127 % who say motivator is 5 or 6.
  • 15. As  for  security  concerns,  reduced  control  &  data  breaches  are  tops  for  all  segments   Concerns  limiting  cloud  adoption   4.79   4.75   4.95   4.6   4.65   4.1   4.15   4.06   3.89   4.03   4.34   4.03   4.09   4.11   4.01   3.8   3.3   3.33   Reduced  control/ Data  in  transit   Stored  data   Compliance   Denial  of  service   App  access   visibility   access  breaches   access  breaches   requirements   attacks   breaches   Pioneers   Planners   Stragglers  Q: Using a scale from 1 to 6 where 1 is not at all important and 6 is extremely important, please rate the following assecurity concerns that limit adoption to cloud computing? N=127 (Score represents an average rating where the max is 6) 15  
  • 16. Non-­‐security  cloud  concerns  differ  significantly  by  group   Concern   Cloud  Pioneers   Cloud  Planners   Cloud  Stragglers     1   Network  Delays   Lack  of  audit/   Lack  of  3rd  Party   remediation/  reporting   relationships       2   Initial  start-­‐up  costs  too   Poor  interoperability  b/t   Initial  start-­‐up  costs   high   cloud  venders  &  internal   too  high   IT     3   Lack  of  3rd  Party   Network  downtime   Technology  not  yet   relationships     proven     4   Lack  of  audit/   No  vendor  neutral  APIs   Reduced  control  &   remediation/  reporting   visibility    Q: Using a scale from 1 to 6where 1 is not at all important and 6 is extremely important, please rate the following as 16  concerns that limit adoption to cloud computing? N=127
  • 17. All  buyer  groups  say  network  is  most  evaluated  infrastructure  component   Most  evaluated  infrastructure  component   33.3%  33.3%   28%   21.2%   20%   22%   20%   18%   18.2%   18%   15.2%   12.1%  13.3%   13.3%   14%   Storage   Servers   Network   Management  tools   Virtualization   infrastructure   software   Cloud  Stragglers   Cloud  Planners   Cloud  Pioneers  Q. Starting with a 1, please ran the following according to how much evaluate a cloud provider’s 17  underlying infrastructure? N=78
  • 18.   How  do  Pioneers  and  Planners   buy  Cloud  solutions?  
  • 19. Pioneers  and  Planners  involve  many  vendor  partners   Involved  partners     48%   50%   45%   45%   45%   40%   33%   35%   28%   29%   29%   30%   30%   21%   Software   Consultants   Systems   VARs   Hardware   Non-­‐Telco   Telco  Service   vendors   Integrators   vendors   Service   Providers   Providers   Cloud  Pioneers   Cloud  Planners  Q: For each of the following types of participants in cloud implementation, on a scale of 1 to 6 where 1 means 19  “not at all involved” and 6 is very Involved,” what’s the involvement level of… ? N=78
  • 20. Pioneers  and  Planners  depend  highly   on  software  and  integrators   Cloud  Pioneers   Cloud  Planners  Vendors  that  are  Highly   Create   Migrate   Create   Migrate  Involved…   strategy   Solution   strategy   solution   Software   32.1%   26.9%   77.8%   50%   Systems  Integrators   31.6%   42.1%   22.2%   25%   Consultants   30.4%   27.3%   30.0%   22%   Hardware   29.4%   20%   71.4%   17%   Telco   25%   25%   50.0%   40%   Non-­‐Telco  Service  Providers   17.6%   40%   33.3%   50%   VARs   12.5%   13.3%   33.3%   13%  
  • 21. Pioneers  involve  consultants  and  hardware  to  MANAGE   Cloud  Pioneers  cloud  app  management  partners   Consultants   31.8%   Hardware   26.7%   VARs   20.0%   Non-­‐Telco  Service   20.0%   Providers   Software   19.2%   Telco   18.2%   Systems  Integrators   16.7%  Q: For each of the following types of participants in cloud implementation, on a scale of 1 to 6 where 1 means 21  “not at all involved” and 6 is very Involved,” what’s the involvement level of… ? N=78
  • 22. Pioneers  say  software  most  important  partner  &  Planners  say  it’s  integrator   Most  important  partner   Software  vendor  partners   28.8%   8.7%   Systems  integrator  partners   16.9%   47.8%   Non-­‐telco  service  providers   16.9%   8.7%   Consultants   15.3%   8.7%   Hardware  vendor  partners   8.5%   17.4%   Value-­‐added  resellers   8.5%   8.7%   Telco  service  providers   5.1%   .0%   Cloud  Pioneers   Cloud  Planners  Q: For each of the following types of participants in cloud implementation, on a scale of 1 to 6 where 1 means 22  “not at all involved” and 6 is very Involved,” what’s the involvement level of… ? N=78
  • 23. Both  Pioneers  &  Planners  find  professional  services  key  to  purchase  decision   Critical  capabilities  in  selecting  most  important  partner   60%   60%   55%   48%   45%   42%   39%   36%   31%   30%   19%   19%   19%   13%   11%   14%   14%   10%   10%   9%   10%   6%   %   %   Professional   Business  process   Performance   SLAs   Creation  of   Training   services   re-­‐engineering   management  &   vertical   monitoring   applications   Cloud  Pioneers-­‐  First  Mention   Cloud  Pioneers-­‐  Overall   Cloud  Planners-­‐  First  Mention   Cloud  Planners-­‐Overall   Q:    In  selecting  your  most  important  partner,  which  2  capabilities  were  most  critical…  ?    N=78   23  
  • 24. Buying  behaviors  typical  of  shifting  market:  top   management  &  trusted  3rd  parties  very  important  •  Nearly  half  of  Pioneers  say  top   •  Pioneers  and  Stragglers  both  plan   business  management  is  very   on  leaning  on  trusted  3rd  party   involved     more  than  a  cloud  provider   Those  Who  Strongly  Agree  or  Agree:    We  are   Those  Who  Strongly  Agree  or  Agree:    Top  Business   more  likely  to  use  a  consultant  to  help  create   Management  is  Very  Involved  with  Purchasing  Decisions   our  cloud  strategy  than  work  with  cloud   Regarding  Cloud  Computing   service  provider  partners   47.2%   48.1%   35.7%   35.1%   30.4%   14.3%   Cloud   Cloud   Cloud   Cloud   Cloud   Cloud   Pioneers   Planners   Stragglers   Pioneers   Planners   Stragglers   24  
  • 25. Generate  demand  during  the  early  Cloud  era   Target  the  Right   Use  the  Right  Message   Audience   Don’t  bother  with  organizations  with  fewer   Show  how  your  solution  addresses  needs  of   than  1000  employees  at  this  point  in  the  market   remote  and  mobile  workers     Look  for  organizations  with  high  levels  of   outsourcing,  &  key  technologies  like  SANs,   Highlight  your  professional  services  capabilities   and  strengths   server  &  storage  virtualization     Educate  &  partner  with  your  best  solution   Address  motivators  as  speed  of  deployment   partners   and  cost  reduction   Don’t  ignore  enterprise’s  top  business   Address  concerns  of  security  risks,  reduced   management   control,  &  network  performance   25  
  • 26. Watch  for  our  Update  on  Cloud  Pioneers   &  Planners     coming  in  Q1  2012         WaveLength  Market  Analytics  LLC      (www.wlanalytics.com)        Copyright © 2011 WaveLength Market Analytics. All Rights Reserved.