The document provides an overview of the cloud computing business landscape in 2019. Some key points: - ICT is becoming a general purpose technology and cloud computing will be integral to digital transformation over the next decade. - By 2025, 85% of enterprise applications will be cloud-based as core applications, AI, and IoT drive cloud migration. - Companies will be the primary users of cloud technology in the next phase of cloud adoption (Cloud 2.0).

1. Prepared by:
Spire Research and Consulting
June 2019
CLOUD COMPUTING
BUSINESS LANDSCAPE
2019

2. CRITICAL MOMENT IN DIGITAL TRANSFORMATION:
ICT IS BECOMING A GENERAL PURPOSE TECHNOLOGY
Industry
lifecycles
1. Steam engines/ Textiles
Watt steam engine
Spinning Jenny
1780
1845
2. Internal
combustion engines/
Railways
1896
3.
Electrification/
Automobiles
1945
4. Oil/ Airplanes1985
5. Digitization/ ICT
2007-
2011
Next 30 years?
2040?
As technology
continues to advance,
technological changes
may become
more frequent and
industry lifecycles
shorter

3. * Revenues from public cloud services
and cloud IT infrastructure
** Petabyte = 1 million gigabyte
Source : Spire, eMarketer, We Are
Social, Machina, IDC Worldwide Public
cloud services and cloud IT
infrastructure tracker, Cisco
THE DIGITAL REVOLUTION HAS ARRIVED IN INDONESIA
269
364
2014 2015
Mobile Internet
Total mobile internet users
Mn
55
67
2014 2015
73% Mobile internet users
Cloud Technology
Total cloud services vendor
revenues*
Mn USD
32
39
2014 2015
Internet Of Things
Total connected devices
Mn Units
277
448
2014 2015
Big data and
advanced analytics
Total protocol traffic
per month
Petabyte**

4. • The next years will be a critical period for enterprises migrating to the
cloud.
• In the next decade, more and more industries and enterprises will "grow with
cloud" as they adopt cloud technology. Cloud computing will become a basic
technology for every industry in the era of Cloud 2.0.
• By 2025, all enterprise IT solutions will be cloud-based, and 85% of enterprise
applications will be on the cloud.
• Core enterprise applications, AI and IoT will be the major drivers for customers
migrating to the public could in Cloud 2.0.
Business
Minds
et
Technology
Internet companies led the first
iteration
Cloud 1.0: Born in the Cloud
Rise of industry clouds: Companies
drive cloud
Intelligent
Manufacturing
Intelligent Grid
Intelligent
Medicine
Intelligent
Transport
Intelligent X
Cloud 2.0: Growing with Cloud
COMPANIES WILL BE THE PRIMARY USERS OF CLOUD

5. • Pay As You Use, On Demand, Self Service / Customizable package
• “Drive thru” model (register online, subscribe and unsubscribe anytime)
• Ear-catchy taglines (Infynis : “Lengkap, Cepat, dan Mudah” ; VIBI Cloud (Valuable, Integrity,
Behavior, Innovation)
• Global Accessibility (group of global network, regional network community)
• Consultative approach and customizable service
• End-to-end service
Most of the offering from local providers still focus on IaaS
BE DIFFERENT AND UNIQUE IN THE SAME COMPETITION
Concept to offer :
Feb-18 Dec-182011 2013 2014 20172012 20162011 2012 Dec-20182011 2011 2015
VisioNet NAPInfoIndone
sian
Cloud
Infinys Vibi
Cloud
DCIIndosat BiznetCBN XL BIT
Teknologi
Nusantara
Lintas
arta
Lintas
Media
Danaw
a
Data
comm

6. Multi-region (replikasi), with geo-
redundancy storage (GRS)
Business-Ready Solution,
facilitating client in collaborating with
related developers in vertical
industries
Dynamics 365 engage with
partner (PT. Kreatif
Dinamika Integrasi) to add
the capability of AI and
analytics
Kilat VM 2.0, an all-in-
one Cloud concept
(Web Developers,
StartUp Company,&
UMKM)
Infinyscloud (for
enterprise, covering full
managed service, flexible
billing, pre-assessment,
and deep technical
consultation)
Alibaba’s Smart Access
Gateway (SAG) an SD-WAN
solution with one-stop cloud
connectivity (applicable for
both public cloud and hybrid
cloud environment)
Multi region (replication)
with Geographical based
Redundancy storage
capability
Facilitate clients to work together
with developers, and create a
business ready solutions /
platform for Enterprise
Provision of all-in-one
concept to deliver
cloud as its best
practice learning
Combination of Cloud +
Security service
Free Trial Mode, Pay As
You Go, Cloud Managed
Service, as common
business & marketing
strategy
DIFFERENTIATION AND COLLABORATION IS NEEDED

7. Google Cloud dengan AirAsia
digitizing company’s operational
by also implementing Machine
Learning and Artificial Intelligence
Microsoft dan BMW
Intelligent Cloud to simplify
manufacturing value chain
process
Similar collaboration also pformed
by Volkswagen dan Amazon
NetApp with Ducati
implementation of Flash
NetApp solution
Oracle Cloud with PT TIKI
Jalur Nugraha Ekakurir
(JNE)
Implementing digital
transformation, with Oracle
Management Cloud
(implementation by PT Prima
Integrasi Network)
Elitery and PT Realta
Chakradarma
Appointed as official
reseller for BIT Super
Cloud, including meliputi
BIT Super Cloud
Infrastructure as a Service
(IaaS) and Cloud
Management Platform
(CMP)
Digitalize company’s operational
activities through the
integration of Machine Learning
and Artificial Intelligence
Identification of value chain
process to b delivered through
Intelligence Cloud
Cloud adoption in Sports
Cloud Management for
supporting e-commerce
based logistic
Partnership deals for
cloud reseller or
integration
BRING THE BUSINESS TO THE NEW TREND

8. CLOUD ADOPTION IN SPORTS
2015
• Tour de France
• Partner : Dimension
Data
2018
Moto GP
Partner : Net App
• Data management
for Ducati team,
operational
efficiency, racing
forecast, go to
market strategy
2018
• Formula 1
• Partner : Amazon
• Machine Learning &
data Analytics for
race performance
statistics and
analysis, race
predictions,
historical race
learning, and video
collaboration
2019
• Basketball
• Partner : Google
Cloud & Adventure
• Assist Golden State
Warriors in data
crunching
technologies,
improve players’
performance,
scouting reports,
coach assistance,
etc.
2022
• Formula 1
• Partner : Qatar
Science &
technology Park
(QTSP)
• Hover over stadium
when Gulf state
host World Cup
2022, match data
analysis, video
integration, ads-
related purpose,
etc.

9. • The initiative to develop Cloud services as an effort to enrich the portfolio, or as a new revenue
generator.
• The company will make the cloud a trial portfolio (through collaboration as a reseller) or invest a
special budget to partner with global principal
• To provide full focus and authority in the business process by creating a new
subsidiary or special business line up (AGIT Cloud, Biznet Gio, CBN Cloud, etc.)
• New (or existing) subsidiary that focus in the same business, but specifically serve
different market segments (Lintasarta and LMD)
• Establish talent pools, or programs which aimed for sales-oriented programs
and talent search-oriented.
• Creating a cloud ecosystem / community consisting of several business
practitioners / related stakeholders
• Creating training programs, certification, etc. with the aim of increasing
awareness
• Conduct strategic cooperation / initiatives with key decision makers in the
ecosystem of businesses, associations, communities, and governments.
• Increase participation in events and publicity awards
• Updating technology and launching the latest services, to provide further differentiation
against competitors
• Global expansion to reach new niche markets through local approach strategy
Regional footprints / invasion
Adopt and promote new technology
Create Strategic partnership with key stakeholder
Create Community / Program
Create new subsidiary, focus in cloud
Initiate Cloud as new service portfolio
CLOUD GO TO MARKET STRATEGY

10. In increasing penetration, cloud solution providers provide differentiation and optimize the company's advantage
The focus of customer segments and partner search is a go-to-market consideration besides the strategy of
fostering and educating customers regularly, with a targeted concept
Bolster
International
presence
Partnership
with consultant
agency
Local
approach
strategy
Exploit and
optimize the
group / holding
advantage
Partnership
with University
/ education
Approach
start-ups &
SMEs
Specific area
to be targeted
Provide multi
location
support
capabilities
Refer to
Gartner's
Magic
Quadrant
Signature
Events
CLOUD GO TO MARKET STRATEGY

11. CLOUD CONFUSIONS
On premise or Hosted?
IaaS, SaaS, or PaaS?
Full Spec or Half Spec?
Should I layoff my
employee later?
How if the promised
efficiency doesn’t come?
Credibility of suppliers
Integration of cloud with internal systems
Data ownership and custodian responsibilities still an issue
Which one is needed more and to be prioritized?
Some automation could impacted to
employee reduction
Either failed implementation or
unconsciousness of the efficient
aspects
Case study,
experience, and
brand awareness as
top consideration
(sometimes)

12. CLOUD INTRODUCTION IS SOMETHING
EFFORTFUL
Introduction
• Seminar
• Forum
• Associatio
n
• Use Case
Sharing
• Demand
gathering
Adoption
• Trial mode
• Flexible
payment
option
• Partial /
narrower
implementa
tion
Acceleratio
n
• Combinatio
n of two or
more cloud
services
• Massive /
wider
implementa
tion
Innovation
• Cloud as a
bundled
service
• Cloud as
enabler of
a specific
platform
• Smart City
• Industry 4.0
• Indonesia 4.0
• Manufacturing
4.0
• Society 4.0
• Routine
Engagement
• Open-minded
for
collaboration
• Partnership to
expand
portfolio
• Success story
telling to
association &
company group
• Trial Period
• Pay as You
Grow
• Pay As You
Use
• Training and
Licensing
• Bootcamp
• Collaboration
with campus
• Summit /
Conference
• Interviews to
end users

13. STRATEGY TO APPROACH THE MARKET
EDUCATING AND
TARGETING SME &
STARTUPS as new potential
enterprises
Business expansión by
CREATING
DIFFERENTIATION through
new technology trend adoption
CREATE THE
ECOSYSTEM of Smart
community / society, smart
environment, & smart
business
ADOPTING AND
INFLUENCING TH SPIRIT
OF DIGITALIZATION by
helping to redirect the business
model to Digital Company
TARGETING STRATEGIC
SECTOR in ICT development
according to regional and
government strategic plan
STRATEGIC EXPANSION
through collaboration in
optimizing portfolio, approach
modification, and new revenue
stream
EMERGE EMPHASIZE EDUCATE
ENCOURAGE EXAMINE EXPAND

14. THE CLOUD IS THE NEW NORMAL

15. Tel: (62 21) 5794 5800
Fax: (62 21) 5794 5808
Wisma 46 Kota BNI,
25th Floor, Unit 07-09
Jalan Jendral Sudirman Kav 1
Jakarta 10220, Indonesia
indonesia.info@spireresearch.com
www.spireresearch.com
Thank You

16. • Vocus' Australia-Singapore Cable (ASC)
• Vocus' North West Cable System (NWCS) between Darwin and Port Hedland, and the new Tiwi Islands spur being added
• The Australian government's Coral Sea subsea cable, being constructed by Vocus to connect Australia, Papua New Guinea,
and Solomon Islands and funded through the foreign aid budget
• Google's Dunant transatlantic subsea cable between Virginia Beach in the United States to the French Atlantic coast
• The Indigo subsea cable system being built by Telstra, SubPartners, Google, Singtel, AARNet, Indosat Ooredoo, and
Alcatel Submarine Networks, connecting Sydney, Perth, Singapore, and Jakarta
• The Indian government's Chennai-Andaman and Nicobar islands subsea cable, being built by NEC
• Southern Cross Cables' NEXT subsea cable system between Australia, New Zealand, and the United States, being built by
SubPartners
• The Trident subsea cable system connecting Perth with Singapore via Indonesia
• The Jupiter subsea cable connecting the US, Japan, and the Philippines and being built by a consortium including Facebook,
Amazon, SoftBank, NTT Com, PLDT, and PCCW
• The Hawaiki subsea cable between Australia, New Zealand, and the US
• Superloop's Hong Kong cable
• Telstra's Hong Kong Americas (HKA) cable between Hong Kong and the US
• The Pacific Light Cable Network (PLCN) between Hong Kong and the US
• Google's Japan-Guam-Australia (JGA) cable system, and the extension to JGA-South that Australia's Sunshine Coast Council
is building
• The Asia-Pacific Gateway (APG) subsea cable connecting China, Hong Kong, Japan, South Korea, Malaysia, Taiwan,
Thailand, Vietnam, and Singapore, owned by a consortium including China Telecom, China Unicom, China Mobile, NTT
Communications, KT Corporation, LG Uplus, StarHub, Chunghwa Telecom, CAT, Global Transit Communications, Viettel,
and VNPT, and being constructed by NEC
• The Southeast Asia Japan 2 cable (SJC2), which will have 11 landing stations in Singapore, Thailand, Cambodia, Vietnam,
Hong Kong, China, South Korea, Taiwan, and Japan, being built by NEC and funded by a consortium including China Mobile
International, Chunghwa Telecom, Chuan Wei, Facebook, KDDI, Singtel, SK Broadband, and VNPT
• The Bay to Bay Express Cable System (BtoBE), connecting Singapore and Hong Kong with the US, being funded by
consortium including Facebook, Amazon Web Services (AWS), and China Mobile International, and being built by NEC
• The South Atlantic Cable System (SACS) connecting Angola and Brazil, going live in October 2018 after being built by NEC
• The PNG subsea cable network being built by Huawei
SUBSEA CABLES ACROSS THE GLOBE

17. BUSINESS CRITICAL NEEDS PARTNERS