Cloud Channel Trends

Copyright SaaS-it Consult 2012

• You will not survive without the Cloud• We give you Cloud Power• You need a Cloud Strategy to survive• Cloud will be the only choice for the future• Etc. Etc…. Copyright SaaS-it Consult 2012

• Mindre end 2% af IT investeringer er for nuværende i Cloud Computing• I 2015 vil 20% af IT investeringer have ”berøring” af Cloud Computing Service Provideres og tæt ved 10% vil være vedligeholdt i skyen IDC, Juni 2011• Fra og med 2014 vil 10 % af enterprise markedet anvende cloud baseret eller SaaS email Gartner, september, 2011 Copyright SaaS-it Consult 2012

IT-services delivered;• on-premise• off-premiseindependent of the traditional perpetual licensingmodels with focus on the services delivered as a• subscription based expenseand not the licenses or technology required to deliverthe services. Copyright SaaS-it Consult 2012

Cloud Computing is a production method where theServices are presented;• on-demand• self-provisioned• scalable And;• billed per logical unit used Copyright SaaS-it Consult 2012

SaaS IT-services delivered; • on-premise • off-premiseOff Premise Perpetual independent of the traditional perpetual licensing models ASP with focus on the services delivered as a • subscription based expense Hosted and not the licenses or technology required to deliver the Platform SaaS services. Cloud Computing Cloud Computing A production method where the Services are presented;On Premise Perpetual • on-demand Traditional IT delivery • self-provisioned • scalable Local And; Infrastructure • billed per logical unit used Copyright SaaS-it Consult 2012

From a HaaS?Off Premise Perpetual Subscription Cloud Subscription It’s all about customer who the Hosted Services Single-Tenant Multi-Tenant customer is Platform perspective Platform Platform - AND more IaaS? importantly - what theOn Premise Perpetual Subscription Subscription Services All is SaaS customer is Local Infrastructure Local premise on Infrastructure Application Streaming PaaS? asking for Copyright SaaS-it Consult 2012

Less Control – The SMB marketOff Premise Perpetual Hardware as a Infrastructure as Platform as Hosted H Service I a Service P Service S Cloud Services Platform a a a a a a a aOn Premise Perpetual Hardware as a Infrastructure as Platform as Local S Service On Premise S a sercie On Premise S Service On Premise S SaaS On Premise Infrastructure More Control – Enterprise & Development Copyright SaaS-it Consult 2012

Scope of Activities IT budget/Effort Scope of Activities IT budget/Effort Business Innovation Business Process Process Internally Managed Internally InnovationApplication Application Managed Innovation Internally Innovation Managed ≈ ≈ Managed SaaS internally & PaaSMiddleware Maintenance Middleware & Maintenance PaaS Maintenance Maintenance IaaS & & IaaS HaaS IaaS & Hardware Hardware & Vendor Vendor HaaS Vendor HaaS Management Management Management Copyright SaaS-it Consult 2012

Customer ISVBusiness Advisor Off-line channel On-line Channel VAR SI Distributor Software Hardware Copyright SaaS-it Consult 2012

I fremtiden vil vil vi se…. Use Distributors/ Multiple Offline/online Factory DataCenters Wholesalers outlets Channels Aggregators Sales & Sales & Nobody Nobody Outsourcing Outsourcing/ Marketing Marketing knows how itit knows how of production support support Syndication is made is made Copyright SaaS-it Consult 2012

Customer ISVBusiness Advisor Off-line channel On-line Channel VAR SI Distributor/Aggregator Traditional Software Service/Hosting X as a Services from Hardware Licences Provider Major Vendors Copyright SaaS-it Consult 2012

Customer ISVBusiness Advisor Off-line channel On-line ChannelHardware as a Servi VAR SI Distributor/Aggregator Traditional Software Service/Hosting X as a Services from Hardware Licences Provider Major Vendors Copyright SaaS-it Consult 2012

Allan Juhl, Salgsdirektør, 3 Step IT16 Copyright SaaS-it Consult 2012

 Internationalt service- og finansieringsselskab  Specialister indenfor IT-løsninger  Etableret i 1997  Opererer i 14 lande med 220 ansatte  Omsætning i 2011 på knap 3 mia. DKK  Egenkapital i 2011 på 230 mio. DKK17 Copyright SaaS-it Consult 2012

Kunder opnår: En fleksibel løsning hvor en virksomhed kender den månedlige betaling per bruger for brugen af sin IT-løsning (Fra vugge til grav)18 Copyright SaaS-it Consult 2012

 Synlig pris per bruger per måned for brugen af sin IT- løsning  Prisen kan skaleres op og ned  Udskiftning af bestående IT-udstyr19 Copyright SaaS-it Consult 2012

 Kunden har ikke risikoen i udstyrets værdiforringelse  Kunden binder ikke likviditet i sin IT-løsning  Lettere at budgettere med enkel og standardiseret løsning  Kunden reducerer sit tidsforbrug på håndtering og afhændelse af brugt IT-udstyr efter brug  Kunden undgår at skulle anvende ressourcer på datasletning  Adgang til online Asset System hvor tekniske og økonomiske oplysninger om IT-løsningen fremgår (ledelses værktøj)20 Copyright SaaS-it Consult 2012

Software as a Service: Hardware as a Service: Synlig pris per bruger per måned Synlig pris per bruger per måned Samlet synlig pris per bruger per måned21 Copyright SaaS-it Consult 2012

22 Copyright SaaS-it Consult 2012

Vendor Service deliveries and customer offeringsManagement End Customer Billing & Provisioning Connectivity Services Multi-tenant Production Sales & Marketing technology In the Cloud Single-tenant Services Service System enabler Facility Management Integration Traditional IT deliveries Outsourced production Service builder System Integration Business Process Consulting On-premise Services Procurement models Helpdesk & Support Copyright SaaS-it Consult 2012

• Usikkerhed• Distributions kanalen ”i opbrud”• Nye spillere• Ændrede og nye forretningsmodeller• Konsolidering• Marketing driver misforståelserne• Det er ikke ”all-in” men både og – hybrid modellen• Hardware bliver en del af service leverancen Copyright SaaS-it Consult 2012

Anders Trolle-Schultz has a long career in Sales, Marketing & Business Development. He hasSaaS-it Consult worked in various industriesLangebrogade 5, Suite 1.07 covering Telecom, ITDK-1411 Copenhagen K distribution and sales, andwww.saas-it.net Fast Moving Consumer Goods. Anders has aAnders Trolle-Schultz profound understanding of cross-industry partnershipsats@saas-it.net and how to leverage theTwitter: @trolleschultz strength of multiple industryhttp://dk.linkedin.com/in/trolleschultz players.+45 24 25 03 03 Copyright SaaS-it Consult 2012

Cloud Channel Trends

by SaaS-it Consult

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