CFO Corner

© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
CFO Corner
Thomas Blood
Enterprise Strategist, EMEA

Cloud Value Framework
Cost
Savings (TCO)
Staff
Productivity
Operational
Resilience
Business
Agility
What is it?
Examples
Infrastructure cost
savings/avoidance
from moving to
the cloud
50%+ reduction
in TCO (GE)
Over 500 hours
per year of server
configuration
time saved (Sage)
Efficiency
improvement by
function on a
task-by-task basis
Critical workloads run
in multiple AZs and
Regions for robust
DR (Expedia)
Benefit of
improving SLAs
and reducing
unplanned outages
Launch of new
products 75%
faster (Unilever)
Deploying new
features applications
faster and
reducing errors
Most Compelling
Cloud Benefits
Typical
Focus

Examples of Value Realized
Staff ProductivityCost Savings Operational Resilience Business Agility
80% reduction in software R&D times
(Apeejay Stya & Svrán)
Time to launch digital campaigns cut from
weeks to 24 hours (91App)
Calc and reporting time cut from 10 days to
10 minutes (Aon Benfield)
Time to market cut from weeks to hours
(FlyDubai)
Clinical simulations 98% faster than on-
premise (Bristol-Myers Squibb)
Time to deploy IT compute reduced to <5
minutes (Alcatel-Lucent)
R&D RFS times reduced from 6 months to 1
day (NewsCorp)
Provisioning time cut from 3–4 weeks to 2
days (ENEL)
Test-run time cut to 10 minutes, from up to
2 hours (Yelp)
Launch new products 75% faster (Unilever)
5M financial investment policies
recalculated in minutes instead of
overnight (ABSI)
DC footprint from 13 to 6 (The Weather
Co.)
DC footprint reduced from 8 to 3 by 2018
(CapitalOne)
Storage costs reduced by up to 60% (ENEL)
Migrated 500 servers, 1 PB storage, &100
DB servers in 3 months to AWS (Condé
Nast)
Over 50% reduction in TCO (GE)
DC footprint from 45 to 6 (News Corp)
50% reduction in app costs (Time Inc.)
Cost savings of $20M p.a. (FINRA)
Computational cost reduced by 20%+
(ENEL)
Cloud deployment has saved US$34 million
in CAPEX and reduced OPEX by 85%
(Samsung)
Cost reduction of $40k p.a. (Dow Jones)
Savings of $1.5M p.a. (Trainline)
30% reduction in OPEX (MacMillan)
12% reduction in OPEX (RWE Czech)
Scaled to handle a 400% increase in page
views (Kurt Geiger)
Improved security posture (CapitalOne)
8600 transactions/second (McDonalds)
Transfer of over 750 TB of data from
pipeline inspection machinery (GE)
Processing over 75 billion market events
daily (FINRA)
Critical applications run in multiple AZs, x-
Regions for robust disaster recovery
(Expedia)
Supports over 300,000 requests per minute
to its API (Easy Taxi)
60% reduced downtime (Trainline)
Migration of SAP on Oracle to AWS with
zero unplanned downtime across five
countries (Kellogg’s)
SAP availability boosted to 100%
(MacMillan)
Average annual staffing savings of $3M
(Adroll)
Energy Marketing business prepared for
acquisition in only 6 months rather than 12
(Hess Corp)
Half the infrastructure team required to
manage infrastructure (2C2P)
Performance targets over-achieved by 43–
66% (McDonalds)
IT Infra consolidation completed in 20% of
expected time (Hearst)
60% of IT working on data proliferation,
lack of standards, security hardening all of
which AWS is addressing (Intuit)
Over 500 hours per year of server
configuration time saved (Sage)
39 years of Computational chemistry
condensed into 9 hours (Novartis)

Cost Savings: Economics of the Cloud
Traditional hardware
Actual demand
AWS
Predicted demand
Key:
Infrastructure
cost $
Time
Large
capital
expenditure
Opportunity
cost
Lost
opportunity

Cost Savings: Modeling On-Premises
Facilities Cost
Space Power Cooling
Recurring ISP/bandwidth costs
Network hardware—LAN
switches, load balancer
Facilities Cost
Space Power Cooling
Storage software costs
(+ maintenance)
Hardware—Storage disks,
SAN/FC switches
1
2
3
Server Costs
Storage Costs
Network Costs
Facilities Cost
Space Power Cooling
Software—OS, virtualization
licenses (+ maintenance)
Hardware—Server, rack c
hassis PDUs, ToR switches
(+ maintenance)
Diagram doesn’t include every cost item. For example, software costs can include database, management, and
middle tier software costs. Facilities costs can include costs associated with upgrades, maintenance, building
security, taxes, and others.
illustrative

Cost Savings: Case Studies
“We’ve been able to seamlessly scale
our infrastructure, better serve our
customers across the globe, and
reduce our fixed costs by 75% and
operational costs by 83%.”
— Valentino Volonghi, CTO
“Three years on, we’ve saved over
$100 million in avoided capital and
are about 65% in the cloud.”
— Dominic Shine, CIO
“As a result of going all-in into the
AWS Cloud, the company reduced
costs by 40% and increased
operational performance
by 30–40%.”
“Saved $1M in hardware refresh
costs and $200K annually in
opex costs.”
“Estimated 15–20% annual opex
savings; realized 35%.”
“We’ve realized a 52% reduction in
TCO. That stems from a number of
factors... [a push for self-service,
dynamic storage, using lower-cost
VMs]. Ultimately, these savings are a
byproduct of doing the right thing.”
— Ben Cabanas, CTO

Staff Productivity: Focus on Value-Add Work
Tactical (undifferentiated)
Strategic (differentiated)
Current state “Lift & shift” to AWS High-level AWS services
Activities
Customer maturity on AWS

Task Typical Reduction Description
Server budgeting and planning 90%
There is no capital server budget or plan in the
AWS Cloud
Server purchasing process 75%
Instance purchasing requires minimal effort in
comparison to server purchasing
Long-term capacity planning 75%
Capacity planning is simply a matter of initiating new
instances based on thresholds and much of this can
be automated
Project budgeting and planning 75%
Project budgeting and planning effort should be
significantly reduced
Prepare detailed implementation plans 75%
Implementation plans will be reduced since instance
initiation is very straightforward
Arrange repair for hardware in occasion of
hardware failure
100% Not necessary with AWS
Installing/upgrading/removing software 50% Simplify and automate OS patching/updating
Staff Productivity: Example
Server Administrator

Staff Productivity: Example
Server Administrator
Task Typical Reduction
Server budgeting and planning 90%
Server purchasing process 75%
Long-term capacity planning 75%
Project budgeting and planning 75%
Prepare detailed implementation plans 75%
Arrange repair for hardware in occasion
of hardware failure
100%
Installing, upgrading, and
removing software
50%
x
75% reduction w/AWS
18.8% efficiency gain
25% of time

Staff Productivity: Case Studies
Pharma Services
Provider
“[Our staff] spends 60% of work on things
like data proliferation, lack of standards,
security hardening ... AWS is addressing
these needs.”
— Raji Arasu, SVP of Platform and Services
$3M staffing cost savings;
reduced operational costs by 83%
51% efficiency improvements in
compute-related functions;
20% improvement in application
development functions
Telco Provider
60% reduction in
application support FTEs
50% reduction in administrative
overhead, including server
management and backup operations

Operational Resilience: Downtime Costs
Annual Fortune
1000 application
downtime costs (IDC)
$1.25 to
$2.5B
Cost/hr. of a critical
application failure
(IDC)
$500K
to $1M
Average cost of a
data breach
(Ponemon Institute)
$3.6M
Average cost per
lost or stolen
record (Ponemon)
$141
Average cost/hr.
of downtime
(Ponemon Institute)
$474K

Operational Resilience: Quantifying Cost
Cost Category % of Total Definition
Third Parties 1.3% The cost of contractors, consultants, auditors and other specialists engaged to help resolve unplanned outages
Equipment 1.3% The cost of new equipment purchases and repairs, including refurbishments
Ex-post Activities 1.1% All after-the-fact incidental costs associated with business disruption and recovery
Recovery 2.9% Activities and associated costs that relate to bringing the organization’s networks and core systems back to a state of readiness
Detection 3.6% Activities associated with the initial discovery and subsequent investigation of the partial or complete outage incident
IT Productivity 8.4% The lost time and related expenses associated with IT personnel downtime
End-user Productivity 18.7% The lost time and related expenses associated with end-user downtime
Lost Revenue 28.2%
The Total revenue loss from customers and potential customers because their inability to access core systems during the
outage period
Business Disruption 34.6% Additional economic loss of the outage, including reputation damages customer churn and lost business opportunities
Total 100.0%

Operational Resilience: Example
illustrative
FTE cost = $1,500/minute
1. Business user productivity
# of users = 1,500
FTE ($) = $125K
FTE cost = $750/minute
2. Other categories
~50% of cost
0.1% improvement = 525.6 minutes
X $2,250
$1.2M
Calculate cost-per-minute of unplanned downtime

Operational Resilience: Case Studies
Using AWS, Travelstart has seized
opportunities in emerging markets
and has cut operational costs by
43% and downtime by 25%
“SAP applications have improved
from 90% to almost 100% since
moving to AWS.”
With its on-premises setup, the
availability of its system ran to 98%,
but on its cloud infrastructure, this
has risen to 99.965%
Migrated all workloads to AWS
to reduce downtime by 60%
with an annual savings of
£1.2M
Rebuilt patient engagement
portal on AWS and reduced
downtime from 120 to
<5 min/month
Migrated to AWS in 6 weeks with no
downtime and improved availability
to 99.99%+

Business Agility: Track & Measure KPIs
KPI
New applications launched per year Mean time to resolution
Time to market for new applications Response time to defects (hrs)
% of new applications launched on-time % of failed deployments
Time to provision new environments (days) Customer retention (%)
Deployment frequency (revs/yr) Adoption of new features (%)
Time to deploy to production (weeks) “Value” per release ($ revenue potential)
Time to deploy to test (days) Employee retention (%)
Features per release Employee absenteeism (%)
Total # of incidents/defects Employee NPS/satisfaction
% of total defects found in test Customer NPS/satisfaction

Business Agility: Example
Customer-facing application for a subscriber-based company
1. Time to market (TTM)
2. Conversion rates
3. Customer LTV
4. Clicks per month
6 months à 1 month
80% à 90%
$1K
10K
10K clicks/month x 10% conversion rate uplift x $1K LTV x 5 months
= $5M TTM benefit

Business Agility: Case Studies
“More than 80% of IT expenditure at
AFG was consumed by IT operational
costs… Today, 60 percent of our IT
expenditure is dedicated
to innovation.”
“Our projects no longer last years—
they last months. Which means that
we can deliver new features to our
customers much faster than we
had before."
“We are able to use AWS to
reduce the time required to
deploy infrastructure from
weeks to days or hours.”
Increased product
development rate by 30%
Deploy instances 90% faster
Provisioning time reduced
from four weeks to two days

Agility: Reduce the lead time needed to design,
develop, implement and test complex IT
environments for separation
• Moved 300 servers and 500TB of data to AWS
• Completed AWS migration in 6 months
• 50% faster than with physical servers
• Supported by the AWS Partner Network (APN)
• Separated systems prior to closing the deal
How Hess used AWS for its largest divestiture

Cost Savings: Decouple dependence on Hess’s IT
systems, so Hess does not continue to bear
operating costs of the sold business
• Completely decoupled IT assets before the sale
• Minimized capital expenditures
• AWS cost structure enabled them to buy only
what was necessary

Value: Attain the highest value for the divested
business unit.
• Largest divestiture in Hess’s history
• Gained $2.6B from the sale
• Beat analysts estimates
• Stock price reached highest intraday price
since 2008

Process to Build a Business Case
Kick off
Project overview
Executive alignment
Define timeline, scope, & roles
Review data
Initial analysis
ID open questions, assumptions
Initial
Assessment
Full assessment
Data Collection
(1–2 weeks)
Q&A
(~1 week)
Iterate & finalize
(~1 week)
Customer
Report Out
Full analysis
Incorporate new data
Repeat as needed

Best Practices
1. Present the overall value of the cloud, not just TCO
2. Build the business case collaboratively with your stakeholders
in multiple iterations
3. Involve the right stakeholders (Finance, Procurement, IT, Engineering, Business)
4. Assign value to hard areas to quantify, like business agility
5. Start the business case process early in the decision-making process

Resources to Get You Started
AWS TCO Calculator
https://awstcocalculator.com
AWS Economics Center
aws.amazon.com/economics/
Case Studies and Research
aws.amazon.com/solutions/case-studies
Value Realization Studies
Available Now

Cloud Value Framework
Cost
Savings (TCO)
Staff
Productivity
Operational
Resilience
Business
Agility
What is it?
Examples
Infrastructure cost
savings/avoidance
from moving to
the cloud
50%+ reduction in
TCO (GE)
Over 500 hours
per year of server
configuration time
saved (Sage)
Efficiency
improvement by
function on a
task-by-task basis
Critical workloads run
in multiple AZs and
Regions for robust
DR (Expedia)
Benefit of
improving SLAs
and reducing
unplanned outages
Launch of new
products 75%
faster (Unilever)
Deploying new
faster and
reducing errors
Most Compelling
Cloud Benefits
Typical
Focus

Business
Agility
Launch of new
products 75%
faster (Unilever)
Deploying new
faster and
reducing errors

Product Development
Product –
Market fit
Time
Scale

Product Development (85% of the time)
Time
Scale
Product –
Market fit

Innovation & Iteration
Time
Scale
Product –
Market fit

innovators love to experiment
https://www.flickr.com/photos/marsdd/

experiments confirm or reject
hypotheses. failure is not an option

innovators experiment using minimum
viable products (MVP)

MVPs do not increase
certainty - they reduce low-
hanging uncertainty

remember, just reducing
failed products from 90% to
80% is already a big deal

© 2018, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Next Steps
• Start a cloud project with business value
• Accelerate Migration
• Promote Experimentation
• Optimize Cost Management
• Go Cloud Native
• Learn More

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