This document summarizes a webcast on building cloud offerings for managed service providers (MSPs). It discusses the different types of cloud services MSPs can offer, factors to consider when deciding which services to provide, and ways to differentiate a cloud offering. The webcast features perspectives from executives at Logicalis, ViaWest, and Nimsoft on their cloud strategies and opportunities for MSPs in building cloud services.

1. Building a Cloud Offering:
Perspectives from Two MSPs
March 7, 2012
Sponsored by:

2. Welcome
Joe Panettieri, Editorial Director
Nine Lives Media, a Division
of Penton Media
E: Joe@NineLivesMediaInc.com

3. What We’ll Cover
• The different types of cloud services MSPs
can deliver
• What factors should go in to deciding
what services to offer?
• Ways MSPs can differentiate themselves
through a cloud offering
• Your questions throughout

4. What the MSPmentor 100 Says

5. What the MSPmentor 100 Says

6. The Need for Differentiation
• The opportunity: Growth of Cloud
Investment
– 59% of top MSPs offer SaaS
– 53% offer IaaS
– 31% offer PaaS
• The risk: Amazon and the race to the
bottom
– IaaS for free
• The mandate: Build a differentiated cloud
offering

7. Please Welcome
Wayne Kiphart Jason Carolan Tim Van Ash
Vice President CTO Vice President, Prod. Man.
Man. Services Solutions ViaWest Inc. Unified Solutions
Logicalis Inc. Nimsoft

8. Welcome
Wayne Kiphart
VP, Man. Services Solutions
Logicalis Inc.

9. About Logicalis
• Year Founded: 1997
• Headquarters: Farmington Hills, Mich.
(U.S.)
• Number of Employees: 2,500
• Market Focus: Enterprise, Public Sector
• Types of Services Offered:
– Communications and Collaboration
– Data Center and Cloud Services
– Managed Services

10. About Logicalis (cont.)
• Types of Cloud Services Offered:
– Logicalis Enterprise Cloud (LEC)
– IaaS
– Hybrid cloud
– Private Cloud
– DR as a Service
– ISVs moving to as-a-Service business models
• Adding More Cloud Services This Year

11. About Logicalis (cont.)
Wayne’s thoughts on Cloud opportunities for MSPs:
•Focus Is Critical!
– Clearly understand target market, customer size, etc.
– Don’t over commit cloud services – think long-term and
strategic
– Don’t get distracted and get away from your core solution!
•Do Your Due Diligence!
– Don’t build solutions that don’t have long-term viability in the
market
– Choose wisely the cloud services you decide to build

12. Welcome
Jason Carolan
CTO
ViaWest Inc.

13. About ViaWest
• Year Founded: 1999
• Headquarters: Denver, Colo.
• Number of Employees: 315
• Market Focus: Enterprise, SMB
• Types of Services Offered:
– Colocation
– Complex Hosting
– Cloud
– Managed Services

14. About ViaWest (cont.)
• Types of Cloud Services Offered:
• KINECTed™ Cloud
– iCloud, Xen-based
– vCloud, VMware-based
• Hybrid Cloud
– ‘Workload Bursting’ from ViaWest Data
Center (colo/hosting) to ViaWest Cloud

15. About ViaWest(cont.)
Jason’s thoughts on Cloud opportunities for MSPs:
•Operational/service management
– Example: how to federate cloud access with HR DB
– Requires user mgmt., ID mgmt., federation of diff
systems to automate, esp. critical as production
services in cloud
•Bring your own device/consumerization of IT
– Risks: regulated data on unsecured mobile devices
– Virtual desktop services huge opportunity
– Centralize regulated data in the cloud, better security
– Opportunity: to provide enterprise “drop box” housed
on premise, holistic data management for remote and
local user, wrapping all together

16. Welcome
Tim Van Ash
VP, Product Management
Unified Solutions
Nimsoft

17. Software as a Service (SaaS)
Delivery Model
MSP PREFERENCE FOR SaaS
SaaS
24 MONTHS AGO: “NONE”
ON
PREMISE
TODAY
= 1/3+
Total = 813
Today Nimsoft has 450+ MSP Partners

18. Nimsoft ITMaaS Platform
Mid-Market Enterprise Market
MSP
Users Users
Service Portal
Nimsoft Nimsoft Cloud
Nimsoft Nimsoft CA
Service User CA ARCserve CA CloudMinder
Monitor EcoMeter Clarity PPM
Desk Experience
Collaboration Services
Business Services
Metering and Billing Application Store/Marketplace Product Configuration
Infrastructure Services
Dynamic Provisioning Data Protection Multi-
Multi-Tenant Management
Service Management Identity and Access Management

19. Polling Question
Where does your company stand with
respect to offering cloud services?
A. We’ve been offering cloud services for a
while now (longer than one year)
B. We’re just getting started (within the
past 12 months)
C. We haven’t started yet
D. We have no plans to offer cloud services

20. Distinguishing Your Cloud Offerings
3 Potential Strategies
Ability to react on • Banking Building a cloud
uneven demand • Aerospace that meets
Customer
loads Vertical
• Healthcare / Compliance
regulatory
•
•
Service
Seasonality
Time of the day
Market
Insurance requirements, i.e.
Strategy
•
•
Strategy
Unpredictable events
Industry agnostic
Strategy
• Government •HIPPA
•PCI
•CA Automation Suite • Oil & Gas •EU Data Privacy
• SMB

21. Distinguishing Your Cloud Offerings
3 Potential Strategies
High-
High-Touch • Banking Building a cloud
‘Managed’ Cloud • Aerospace that meets
Services • Healthcare / regulatory
• Security
• Service Levels Insurance requirements, i.e.
• Support • Government •HIPPA
• Industry agnostic •PCI
• Oil & Gas •EU Data Privacy
• SMB
Customer Vertical Compliance
Service Market Strategy
Strategy Strategy

22. Differentiation Strategy #1:
Security and Compliance
Each vertical has different regulations -
differentiate by becoming an expert in
certain verticals and well-versed in others
Leverage ISO/IEC 27001 to establish a
scalable security framework

23. Differentiation Strategy #2:
Vertical Focus
Focus on business challenges in a specific
industry, specialize
Master their language, establish
superiority
Deliver industry-specific apps, capabilities
Aggregate different technologies
offerings, apps for specific industry

24. Differentiation Strategy #3:
Customer Service Customer Needs:
Service Provider Opportunity for
Managed Capabilities The challenge for customers: unexpected burden of the cloud MSPs!
• Service Levels
• Full Service
MSP • User management
(Managed Service Provider) • Integration
• Service Levels
• Service Levels
• Service Security SaaS Provider to Customer Line of • User management
(Software-as-a-Service) responsibility • Integration
• Service Upgrades
• Dev Environment • User Management
• Platform avail PaaS • App Support
• Platform Upgrades (Platform-as-a-Service) • Dev & Test of Apps
• Analytics
• Data Integrity
• Data Availability DaaS • User management
• Data Correctness
• Data Replication (Data-as-a-Service)
• Patching & config
• VM provisioning
• Infra Availability
IaaS • App/OS Support
• Raw Compute
(Infrastructure-as • Security
-a-Service)

25. Differentiation Strategy #3:
Customer Service
• What customers care about: business, not tech.
Cloud Security, Service Levels, Support Model
• ‘Service-Wrapper’ as differentiator
– Treat customers with urgency
– Great change control/management, alerting,
escalation, staff, quick isolation/resolution
– Everybody will run into problems -- it’s how you deal
with, isolate and solve them that set your company
apart
• Be High-Touch
– Work with customer from initial sales through to
implementation and ongoing support

26. Ask the Experts
Wayne Kiphart Jason Carolan Tim Van Ash
Vice President CTO Vice President, Prod. Man.
Man. Services Solutions ViaWest Inc. Unified Solutions
Logicalis Inc. Nimsoft

27. Where Can I Get More Information?
www.nimsoft.com
www.nimsoft.com/mspzone
Modern IT Blog: http://blog.nimsoft.com
Follow Nimsoft on Twitter, FB!
@nimsoft
facebook.com/Nimsoft

28. Our Next Channel Expert Hour Webcast
Date: March 21
Time: 11:00 a.m. PT/2:00 p.m. ET
Topic: Backup and Disaster Recovery: Cloud
vs. On-Premise Considerations
Register: mspmentor.net/events

29. Nine Lives Media Contacts
Editorial
Joe Panettieri, Editorial Director
E: Joe@NineLivesMediaInc.com
Sponsorship
Amy Katz, President
E: Amy@NineLivesMediaInc.com