Oracle Channel 1 Februari 2011

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GB Applications Partner Sales meeting Oracle, Cloud Computing what\'s in it for me

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  • Cloud is not an island, but a global connector to the worlds finformation and usersCloud computing is here to stay. Speed is questionmark
  • Oracle Channel 1 Februari 2011

    1. 1. Cloud Computing<br />Ruud Ramakers<br />1 februari 2011<br />GB Applications Partner Sales Update FY11 <br />www.12Innovate.nl<br />
    2. 2. Innitiator SaaS4Channel<br />Bestuur<br />SaaS~Cloud netwerk<br />ICT Office<br />www.12Innovate.nl<br />Directeur Centre4Cloud<br />Adviseur / coach migratie<br />ICT bedrijf naar Cloud<br />Adviseur / coach<br />CIO <br />Migratie naar Cloud<br />
    3. 3. Agenda<br />Evolution of cloud<br />Why SaaS & Cloud<br />SaaS / Cloud & channel<br />Why Now?<br />Channel / implementation consultancy in SaaS&Cloud market<br />What’s in it for me?<br />Take a ways<br />www.12Innovate.nl<br />
    4. 4. Evolution of cloudcomputing<br />Mainframe<br />Mini computer<br />Workstation<br />PC<br />Netbooks<br />Smart phones<br />Game consoles<br />Cloud<br />
    5. 5. SaaSevolution / Disruptiveinnovation<br />
    6. 6. 2006<br />2007<br />2008<br />2009<br />2010<br />2011<br />2012<br />2013<br />2004<br />2005<br />2014<br />2015<br />2016<br />2003<br />Beyond Software-as-a-Service: Cloud Computing <br />ASP<br />SaaS 1.0<br />Cloud Computing<br />SaaS 2.0<br />Wave IV: 2011-2016<br />Measured, Monitored, Managed Business Processes<br />Wave III: 2008-2013<br />Workflow-Enabled<br />Business Transformation<br />Wave I: 1999-2006<br /> Cost-Effective<br /> Software Delivery<br />Wave II: 2005-2010<br />Integrated<br />Business Solutions<br />Post-SaaS Adoption<br /><ul><li> End-to-End Business Processes
    7. 7. Integrated Services Anywhere
    8. 8. Intelligent Hubs Linking Platforms
    9. 9. Mobile Device- and Sensor-Controllable
    10. 10. SLAs for Composite Service Offerings
    11. 11. Dynamically Scalable Infrastructure
    12. 12. Focus on Optimal Business Process</li></ul>Ubiquitous SaaS Adoption<br /><ul><li> Optimized Business Ecosystems
    13. 13. IT-Targeted Ecosystems
    14. 14. SaaS Development Platforms
    15. 15. Inter-enterprise Collaboration
    16. 16. IT Utility / SaaS Infrastructure
    17. 17. Customized, Personalized Workflow
    18. 18. Focus on Business Transformation</li></ul>Adoption<br />Mainstream SaaS Adoption<br /><ul><li> Integrated Business
    19. 19. SaaS Integration Platforms
    20. 20. Business Marketplaces and SaaS Ecosystems
    21. 21. Customization Capability
    22. 22. Focus on Integration</li></ul>Early SaaS Adoption<br /><ul><li> Stand-alone Apps
    23. 23. Multi-tenancy
    24. 24. Limited Configurability
    25. 25. Focus on TCO / rapid deployment</li></ul>Source: Saugatuck Technology<br />Developments<br />www.12Innovate.nl<br />
    26. 26. Variants of the Clouds<br />
    27. 27. CloudCharacteristics<br />
    28. 28. Distribution models<br />
    29. 29. ASP - SaaS<br /><ul><li>Software deliverdthroug the Internet
    30. 30. Service ondemand
    31. 31. Webbased
    32. 32. Pay as youuse
    33. 33. Hosted / part of the Cloud</li></li></ul><li>Distribution models (cont)<br />
    34. 34. WHySaaS & Cloud?<br />
    35. 35. How did it hapen<br />Moore’s Law<br />Every 18 months processing power doubles<br />Kryders Law<br />Computer memory doubles every 12 months as function of the price<br />Right time for cloud computing<br />Grove’s Law<br />Worlds global communication networks double every 100 years<br />
    36. 36. (Dis)advantages Vendor<br />Disadvantages:<br /><ul><li>Disruptive change of business model
    37. 37. Culture change
    38. 38. Organization change
    39. 39. No license revenue
    40. 40. Responsibility of customers environment
    41. 41. Rewriting software</li></li></ul><li>(Dis)advantages of Cloud for Customer<br />Advantages<br />Disadvantages<br /><ul><li>Back to Core Business
    42. 42. Time-to-Market
    43. 43. Low up-front costs & Total Cost of Ownership
    44. 44. Responsibility vendor
    45. 45. Low switching costs
    46. 46. Flexibility
    47. 47. ROI
    48. 48. RTS
    49. 49. High availability
    50. 50. Integration
    51. 51. …..
    52. 52. Control
    53. 53. Privacy
    54. 54. Security
    55. 55. Continuity
    56. 56. Total Cost of Ownership
    57. 57. Flexibility in SLA
    58. 58. SLA’s
    59. 59. Proven technology
    60. 60. Interoperability </li></li></ul><li>Whynow?<br />
    61. 61. Fases of the market<br />2010<br />17<br />
    62. 62. Market research KPMG<br />www.12Innovate.nl<br />
    63. 63. Whynow?<br />2010<br />19<br />July 26 - 2010SaaS Revenue to Grow Five Times Faster Than Traditional Packaged Software Through 2014, IDC Finds<br />June 4th 2010<br />IBM says The Cloud cuts IT labor costs by up to 50%, improves capital utilization by 75%<br /><ul><li>39% of respondents to Aberdeen’s 2010 ERP survey are willing to consider SaaS ERP implementations. This is a 61% increase in the willingness to consider SaaS from 2009 to 2010
    64. 64. Not just that, there is a decreased willingness to consider the traditional licensed on-premise option, which dropped by almost 18%</li></ul>By 2013, at least 20 percent of enterprise IT workloads –that historically would have operated on-premise –will be run in the cloud, providing significantly enhanced functionality, lower costs, fewer staff, and reduced carbon footprint. (Saugatuck (2010)<br />
    65. 65. SaaS & Cloud markt<br />2010<br />20<br />Merrill Lynch:<br />The cloud computing the cloud computing market to reach $160 billion by 2011<br />The estimate includes $95 billion in business and productivity applications<br />IDC, By 2012, nearly 85% of net-new software firms coming to market will be built around SaaS service composition and delivery; by 2014, about 65% of new products from established ISVs will be delivered as SaaS services.<br />July 26 - 2010SaaS Revenue to Grow Five Times Faster Than Traditional Packaged Software Through 2014, IDC Finds<br />Volgens Gartner <br />50 % van huidige (2009) ISV’s bestaannietmeer in 2012<br />
    66. 66. Server market<br />2010<br />21<br />The number of physical servers in the World today: 50 million.<br />At 10 VM's per physical host that means about 80-100 million virtual machines are being created per year or 273,972 per day or 11,375 per hour<br />50 + percent of the 8 million servers sold every year end up in data centers<br />
    67. 67. SAAS / Cloud&channels<br />
    68. 68. SaaS distrubtive Innovation<br />Disruption:<br />Current channels are not suitable?<br />Low margins<br />New business models.<br />Change of current model.<br />
    69. 69. Whychannels?<br />Sales marketing costs are high.<br />Analist stating:<br />* Customer Acquisition and Admin costs are the profit killers: The SaaS firms spent about 55% of revenue on Sales & Marketing and G&A. The software vendors spent about 33%. The SaaS vendors also spend over 6% of revenue on capital expenditures or more than 2X the software vendors<br />Analist stating:the biggest problem sales and marketing or customer acquisition costs. Without question, the #1 cause I see is that many companies (not just SaaS vendors) make the twofold mistake of ramping up the sales force too fast and essentially eliminating Marketing, thinking it will save money.<br />
    70. 70. Implementation Consultancy in SaaS&Cloudmarket<br />www.12Innovate.nl<br />
    71. 71. Two Factors reduce implementation Consultancy<br />www.12Innovate.nl<br />Customers<br />Suppliers<br />
    72. 72. 1. SaaS – Supliers and implementation<br />www.12Innovate.nl<br />Reduce in order to scale<br />
    73. 73. 2. Customers<br />Education<br />Expectation<br />Customization<br />Standardization / flexibility<br />ScientificResearch<br />ERP implementation on premisses, 5 till 10 times licencens costs<br />SaaS Implementation<br />10 till 20% van consultancy compared to on premisses<br />Integration<br />On Premisses<br />One software version<br />Quick<br />ROI<br />RTS<br />Infrastructure<br />One central datasource<br />Pilots<br />Integration/webservices<br />
    74. 74. Whystays SaaS-ERP behind other SaaS implementations? <br />Gartner:<br />SaaS ERP in 2011 in US 16,7 % of New ERP sales<br />2009<br />SAP ERP revenu, decline 27 %<br />SAP business by Design, growth 16 %<br />Oracle ERP Revenu, decline ± 10 %<br />Netsuite Revenu, growth 9 %<br />
    75. 75. Cloud Computing<br />www.12Innovate.nl<br />Forrester : Cloud Computing : 12 – 15 % of the channel companies will wash out completely<br />How can you avoid that fate? Easy: get into cloud services now, and build a solid offering.<br />
    76. 76. www.12Innovate.nl<br />IT Budget + a few percentage<br />Win situation<br />Chances<br />Productivity increase<br />Sales budget<br />Cost reduction<br />Marketing budget<br />HR-budget<br />Revenu increase<br />
    77. 77. www.12Innovate.nl<br />
    78. 78. www.12Innovate.nl<br />PaaS: get rid of middleware<br />Business Services<br />vCloud<br />IaaS: get rid of servers<br />Information Services<br />Application Services<br />Mgmt. and Security<br />App. Infrastructure Services<br />Cloud<br />enablers<br />System Infrastructure Services<br />
    79. 79. www.12Innovate.nl<br />Market<br /><ul><li>Segmentation
    80. 80. Verticalisation
    81. 81. Chainautomation
    82. 82. Information services</li></ul>SaaS partners are not “resellers” delivering software, but rather catalysts for this new industry, making it work long term<br />
    83. 83. www.12Innovate.nl<br />Customer<br /><ul><li>Know your customer
    84. 84. Business process relevant implementation
    85. 85. Deployment
    86. 86. Partnership in business
    87. 87. Trusted Advisor</li></ul>CloudResellershelp customers become quickly productive and ensure the service is fully embedded intoorganizationalprocesses.<br />
    88. 88. www.12Innovate.nl<br />Technology<br /><ul><li>Integration services
    89. 89. Single logon
    90. 90. Metering
    91. 91. Private Cloud?
    92. 92. Be the bridge</li></ul>Industry consultant Reed sums it up this way: "'Empower me. Give me the tools to create differentiating processes that allow me to define myself from my competitors. And make sure that it's easier for me to do, so I don't have to hire 100 programmers. Give me the building blocks to put that together quickly, so that it's just humming in the background, and leave me free to focus on what makes us better than other companies.' That's what customers are expecting now and really want."<br />
    93. 93. Rondetafel Specialisatie<br />Conclusies:<br />Gestandaardiseerde processen lenen zich het beste<br />Specialisatie is raadzaam<br />Verticalisatie is niet noodzakelijk<br />SaaS is een enabler van (strategische) partnerschappen<br />SaaS wordt vooral aangeschaft op een sluitende businesscase<br />Het aanspreekpunt binnen klantorganisaties verandert<br />De impact op de reseller-organisatie is groot<br />Lees het volledige verslag op www.saas4channel.nl<br />2010<br />37<br />
    94. 94. 2010<br />38<br />Missie SaaS4Channel<br />SaaS4Channel is het business platform in Nederland voor ICT bedrijven die betrokken zijn bij het in de markt zetten van SaaS gebaseerde oplossingen via een verkoopkanaal. Het faciliteert het onderling uitwisselen van kennis en business opportunities.<br />
    95. 95. Take Aways <br />ASP, SaaS and Cloud aren’t the same<br />SaaS is important part from Cloud<br />Still market for traditional model<br />Cloud disrupts the ICT-market<br />Cloud train continues, if you don’t get in you want see the destination.<br />Implementation will be different <br />There are a huge number of opportunities<br />
    96. 96. www.12Innovate.nl<br />
    97. 97. Bedankt voor uw aandacht<br />Ruud Ramakers<br />06-45454986<br />rramakers@12innovate.nl<br />Twitter : Ruud_Ramakers<br />http://nl.linkedin.com/in/ruudramakers<br />SaaS4Channel.nl<br />www.12Innovate.nl<br />

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