Transforming your business - for cloud service providers

1. Microsoft Summit 2017
14–17 November | Sydney

2. Transforming your
Business
Aakash Gandhi
Senior Cloud Services Executive
Email: gandhiaakash@gmail.com
Mob: 0400 78 70 79
Linkedin: linkd.in/gandhiaakash

3. Microsoft Summit 2017
The cloud services opportunity
$118B in 2021, up from
$18B in 2016*
45.9% CAGR 2016-2020*
$43B in 2018**
22% of organization spend is
on managed services, 23% on
security**
85% of customers are beyond cloud
discovery phase
30% workloads in hyperscale cloud
2017**
*Structure Research Market share of Massive Scale Clouds, March 2017; **451 Research Market Monitor: WW Managed Services, 2017; Voice of Enterprise Cloud Transformation Study, 2016
Hyperscale
cloud growth
Managed
services market
Lifetime value
opportunities

4. Microsoft Summit 2017
Forces Impacting Cloud Partners
• Customers are innovating faster than many partners
today
• Barriers to entry are almost non-existent in today’s world
• Boundaries between Cloud models/service types are
softening

5. PARTNER SHIFT
Lead with a cloud-oriented approach. Have a plan
to serve the customer from discovery to support.
Technology
CUSTOMER TREND
Cloud-first strategy is becoming a norm
Rise of the Two-Speed IT
DevOps is no longer an “IF” but a “WHEN”
Public cloud adoption continues but hybrid
cloud is here to stay, at least in the short term
Build skills and capability to win the
Hybrid cloud battle
Develop your offerings and services to
target both Mode 1 and 2 requirements
Microsoft Summit 2017

6. PARTNER SHIFT
Train/hire sales and pre-sales staff to
engage with non IT stakeholders
People & Culture
CUSTOMER TREND
IT no longer the only buyers of technology,
big shift to Business Units buying directly
Increasing adoption of agile methods is
disrupting all parts of the organisation
DevOps is driving collaboration between
traditional Developer and Operations silos
CIOs focused on training existing staff in new
technologies but huge skills gap remain
Upskill your current staff across multiple
technologies, if possible as full stack developers
Challenge your people and drive a culture of
rapid innovation to stay ahead of the curve
Train your operations and delivery
teams to deal with non IT stakeholders
Microsoft Summit 2017

7. PARTNER SHIFT
Be transparent and ensure customers
understand your pricing structure
Commercials
CUSTOMER TREND
Shift from Capex to Opex continues
Enterprises are open to creative pricing
models based on savings you can deliver, etc
Enterprises wanting to contract direct with
Cloud providers for their cloud spend
The “% of cloud spend” model is viewed as a
tax more than a value add
On larger deals build pricing models where you
can commit to outcomes and claim a % of that
Create flexible pricing models, keeping in
mind the Two-Speed IT landscape
Don’t rely just on reseller margin to grow your
business
Microsoft Summit 2017

8. Microsoft Summit 2017
Key Considerations for Partners
• Internal cultural shift is crucial
• Develop skills and capabilities to target new buyer types
• Investments will vary compared to traditional areas
• Pricing models will need to transform to stay ahead
• Different expertise required to achieve differentiation