Talk about how we are investing for the future, with core revenues flattening and the Phils crossing over 100% mobile penetration. Broadband has a lot of room to grow though, but for how long? And at what price?2 years ago we started to dabble in Cloud, more so as a sideline rather than a primary initiative.
We are ALL in the same boat!
Talk about Disrupting Ecosystems as the end game, that global cloud providers cannot easily executeManaged IT services require local
Who watched or read the biography of Steve Jobs?Start with giving parallels on the relationship of Jobs & Woz, why their partnership worked.They must have an equally good reason why they want to partner with us, and vice versa.Talk about experience with Asticom (VMWare-based) and Morph (Openstack) partnership.The most attractive financial offer is not always the best. Check the capability of the partner, their ability to scale when additional resources are needed.Microsoft’s move to give Office 365 for free to their Enterprise clients is not a good partner arrangement.Talk about Asticom and how we ended up buying the infrastructure.Similar case with Morph when we entered a partnership model then they changed the structure because they are a startup and this affected our ability to execute in the public cloud.
Talk about the reorg
Talk about in depth number of people, qualifications,etc
Talk about our initial “failures”, running SAP in a “commodity hardware. Also our experience in the AC BaaS case when we sold the solution which was more than they needed, and now they are asking for many other things to be done which was beyond scope. If we had planned earlier the approach, all terms, scope, and conditions would have been clear.End to end SLA’s need to be determined ahead, before offering We always customize the solution (which vendor, what technology to use in backup for example) in the beginning, rather than standardizing on the approach.
Talk about our Professional Services organization, and the inventory of all their certifications.Not just that, but also our data center certifications, and the big customers we initially closed like Cebu Pacific and ICTSI.
Talk about the flavor of the month conceptThe need to hire Sales Consultants/Specialists, vs Relationship ManagersSpecialized skillset in selling IT is very different from Core. You get all the awareness and excitement, but follow through and closure is the most difficult. You need the right presales expertise, engineering expertise, selling/TCO mindset, etc.Tell the story of how some deals were lost – STI, while talking about the reverse – 2GO.Typical sales people gravitate toward those activities that will be easiest to sell, install, deliver and bill.
Hackathons to get developers onboardAsiaCloud participationTrial AccountsDiagnostic Business Consulting – TCO approach
Presales is key.Customers want to innovate with cloud.
We need Cloud Ninja’s, a startup approach to marketing, non-traditional. Happy customers are one example of good marketing. We also needed to use the services ourselves so we can tell people our own experience.Filipino CIOs still think is a traditional manner, so we have to educate them, especially on the TCO. Promoting the Philippines also in ACCA is part of the evangelization.Events like Floods also are a good marketing oppty to pitch DR and BaaS
Talk about the Snowden report, hacking of the US meetings in New York
End-to-end SLAs, having the telco do everything, good if they agree to higher prices.Capex to Opex traditionally are telco practicesExecution for Telcos traditionally has been slow due to very stringent processes – give example on delays with SaaS onboarding
The early adopters speak to the Innovators as they are both technically oriented. Technology is king.The late majority speak to the early majority as they are both interested in the economic partBut the Early Majority does NOT speak to the Earlyadopters
GDP growth highest in ASEAN, 1st semester at par with China
Symantec, McAfee, Cisco, IBM, Hitachi
Early Lessons Learned in Deploying Cloud Infrastructure
Early Lessons Learned in Public
& Private Cloud Deployment
Cocoy J. Claravall
VP – ITES Products & Services
Globe Telecom, Philippines
Why We Are Here
Ten Lessons to Remember
Why We Are Optimistic
Positioning for Success
Where else can we grow?
What do we do, and when
do we start?
IT Enabled Services, the clear adjacency
for telcos in the B2B market
… mirroring global
trends due to
(declining ARPU, etc.)
2011 – 2016
The telecom services
business is big and
stable, there is still an
opportunity to expand
albeit with slowing
revenue growth …
Thus we need to do this
in order to maintain our
investing for the future.
per Industry, YoY
Customers buy IT
Services in different
World-class facilities, certified people, and processes
OPTIMIZING INNOVATING DISRUPTING
1. Get the right partners, good synergy
Learning from Steve and Woz
2. Focus on the job, it’s hard to think
blue sky when you are swimming the
The approach cannot be a BTW, with no focus.
To enrich lives through enabling
solutions that accelerate the
performance of business
ecosystems using best in class IT
capabilities, platforms and services.
In our case, a new group had to be
built, whose mission is:
Service Delivery Service Desk
Our IT Enabled Services Group
3. It’s good to be fast, but sometimes
you will stumble if you do not plan
4. Building credibility takes time, take
5. Creating a pipeline of customers is
easy, winning deals is another story.
6. It’s hard to swim upstream, but
often that’s where you find the hidden
• Established global cloud players
• Mom and Pop local players
• Decision mostly based on the cheapest option
• Focus on higher value managed IT services
• Evangelize, evangelize, evangelize
7. It’s not really all about cost, rather,
focus on what the customer is trying
“The basic idea is that people don’t go
around looking for products to buy.
Instead, they take life as it comes and
when they encounter a problem, they
look for a solution—and at that point,
they’ll hire a product or service.”
Clayton Christensen, Harvard Business
8. Traditional marketing is not enough, we
need to advocate, and help the customer
understand our message.
Image c/o ZDNet
“Of the 207 respondents from outside the US,
56% were less likely to use US-based cloud
providers after the revelations and 10% had
cancelled plans to use American services.
About a third said the revelations would not
affect their provider choice.”
A recent article refers to a survey conducted by
the Cloud Security Alliance, who surveyed 456
organizations around the world:
9. Coming from a Telco has both its
advantages and disadvantages.
Perceived lack of
IT and Network Silos
Perceived lack of
Speed of Execution
5. Ability to offer
6. Billing capabilities
10. Segmentation is key, the best product
will not sell in the wrong market.
• Large and mid-size local
companies will be more open to
subscribing to managed IT
• More savvy <40 year old
decision makers more likely to
go with a cloud solution
• Non-IT LOB decision makers will
grow in influence in how IT
budgets are used
• Increasing number of bids are
looking for a cloud alternative
• There are opportunities in highly
regulated verticals, but we need
to invest on a lot of pre-work
and unconventional tactics.
In the Philippines, customer adoption of cloud
services is starting to increase but has to cross
the chasm to gain traction …
Total Cloud industry revenue growth @ 57% p.a. IAAS in 2016 at 5.8B
IAAS demand in 2017 range between 600M to 1B pesos
(IDC & Gartner)
Philippine Digital Strategy (2011 to 2016)
Four Focus Areas:
• ICT Infrastructure
• Cyber Services
• Human Capital
The Companies We Work With Today
Why We Believe We Are Poised to Win
• A focused and dedicated organization
• A skilled, certified, set of people and
• A scalable, world-class infrastructure
• A set of key partnerships with the leaders
in the industry
• A clear direction of where we want to be
“Taking the complexity out of IT.”
Cocoy J. Claravall