Cloud Computing Niall Feely
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This document discusses the benefits of cloud computing for businesses. Key points include: 1) Cloud computing provides shared computing resources, software, and data over the internet on-demand at a low cost. 2) Factors like increased broadband speeds, web-enabled applications, and robust provisioning systems now fully enable cloud services. 3) Businesses can reduce costs, gain flexibility, and focus on their core business using cloud services for IT infrastructure and software.
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Cloud Computing Niall Feely
- 1. Grow your business with your head in the cloud
- 2. Internet-based computing, whereby shared resources, software and information are provided to computers and other devices on-demand, like a public utility.
- 3. Concept not new… • Application Service Provision from late 1990s • Typically single instance for each customer • License paid upfront for each service • Application support burden still rests with customer 1990 Plus…. •Software was not generally web-enabled •Network delivery speeds were slower •Provisioning systems were not well developed •Contract periods were restrictive
- 4. SaaS concept works… • Same software version – lower support costs • Scale economies via multi-tenant platforms • Provider responsible for all support software/hardware • Pay as you grow for both provider and customer Plus… • Broadband speeds now match on-premises model 2010 • Applications now developed specifically for the Web • Flexible contracts including per user per month • Provisioning systems are now robust and proven Full alignment between enabling factors – hardware, software, communications and service support
- 6. • Big business computing from any location • Reduced up-front capital expenditure • No support, management, back-up or upgrades • Costs increase/decrease with economic cycle • Transparency and predictability • Data stored in secure data centre • Services rapidly deployed and updated • Energy-efficient environment supports Green IT
- 7. • Security • Compliance Command • Auditability & Control System • Cost Control • Quality of Service
- 8. eircom’s Management Portal • Provisioning, billing, usage and user admin. • Consistent performance, security and access • Policy compliance applied across all users • Consistent, visible and verifiable formats • Integrates with existing processes/infrastructure
- 9. BEFORE… • IT control • Infrastructure and security • Patches and upgrades • Specialist skills AFTER… • Flexible access • Simple to install www.eircomonlinesoftware.ie • Automatic upgrades • No capital expenditure • Sales budget
- 11. €942,000 spent per hour by Irish online shoppers
- 12. Reaching new markets Reduce direct sales costs A shop, not a book APP www.hampersandco.ie Open globally 24hrs a day • In 1989 - 300 hampers per year • In 2009 - more than 30,000 hampers globally “The web is key for us. By continuing to make our products available online ,we can tap Integrated back-end systems into demand and expand globally”. Emer Purcell, Founder
- 13. Newspaper 18.7% TV 10.1% Magazine 14.8% Online 9.2% Mobile 18.1%
- 14. Targeting new customers Personalise your email marketing APP Use Search Engine www.organicsupermarket.ie Optimisation Get into Social “If I have a special offer or interesting fact, I Twitter it or Facebook it. I am hitting 800 Networking people directly , and integrate the technology into our website” . Darren Grant, Founder
- 15. 69% of Irish businesses use Twitter
- 16. Retaining and growing share Capture profile and engagement data Use database knowledge to personalise messages APP Manage contact frequency
- 17. Increasing retention by 5% can increase profits by 95%
- 18. Responding to customers Contacts, calendar and email APP Applications delivered to your mobile Meetings, documents, customer database
- 19. 70% of a company’s information is held in an email inbox
- 20. Antivirus software Online back up and recovery APP www.zapatechnology.com • Secure, scalable hosting solution which Secure off-site hosting facilitated the company’s rapid growth “Having all our systems running in two separate locations means we have Remote online access continuous operations and no downtime” Robert Shaw, CTO
- 21. Software securely hosted Delivered via an internet connection Charged per user basis
Editor's Notes
- IT’S A RAINY WEDNESDAY MORNING… YOU’RE A SALES MANAGER SITTING AT YOUR DESK, HEAD IN YOUR HANDS. IN FRONT OF YOU IS… … A RESIGNATION LETTER FROM YOUR BEST SALESMAN … A SNOTTY NOTE FROM A CUSTOMER YOU HAVEN’T SPOKEN TO IN MONTHS, TELLING YOU SHE’S GONE TO THE COMPETITION … A SALES PERFORMANCE GRAPH - HEADING THE WRONG WAY, AND WORST OF ALL…YOU THINK YOU LEFT YOUR MOBILE IN THE PUB THEN YOU HAVE A BRAINWAVE - THIS IS A JOB FOR THE IT DEPARTMENT – NO ? IN THIS TIMES OF TIGHT BUDGETS, GETTING IT HELP CAN OFTEN INVOLVE… … PRODUCING A DETAILED STATEMENT OF REQUIREMENTS … GETTING SIGN-OFF FOR A COMPLEX BUSINESS CASE … SITTING IN ON MULTIPLE VENDOR PRESENTATIONS … WAITING A FEW MONTHS FOR AN APPLICATION SO WHAT I ACTUALLY WANT TO TALK ABOUT TODAY IS SELF-SUFFICIENCY … A WAY OF GETTING IT TOOLS THAT YOU – AS SALES LEADERS - CAN CHOOSE, TAILOR AND IMPLEMENT YOURSELF WHEN YOU WANT– AND PAY FOR FROM YOUR OWN OPERATING BUDGET … IT’S ABOUT GETTING YOUR HEAD OUT OF YOUR HANDS…AND INTO THE CLOUD
- WHAT’S CLOUD COMPUTING…. WIKIPEDIA DEFINITION… IN PRACTICE… IT’S A MODEL WHEREBY SOFTWARE OR HARDWARE SERVICES – MANAGED CENTRALLY IN A DATA CENTRE - ARE DELIVERED SECURELY OVER THE INTERNET TO YOUR PC, LAPTOP OR MOBILE
- Underlying concept is not new - Application Service Provision emerged in late 1990s Typically based on a single instance of the service for each customer, with high service support costs as a result Perpetual license typically paid upfront for each service Application support burden still rests with customer Plus Software was generally not web-enabled Network delivery speeds were slower Provisioning systems were not well developed Contract periods were restrictive
- SOFTWARE VERSION OF CLOUD COMPUTING NOW CALLED SOFTWARE AS A SERVICE OR SAAS…AND IT WORKS At any one time, all clients use same version of software, so version-support costs are lower Multi-tenant platforms facilitate economies of scale across many customers Responsibility for all support software and hardware rests with the provider Reduced front loaded costs, pay as you grow for both provider and customer Plus Internet transport speeds continue to increase dramatically no difference in application performance compared with on-premises model Applications have now been developed specifically for the Web Flexible contract terms are now available, including per user per month Provisioning systems are now robust and proven SO ALL THE ENABLING FACTORS – HARDWARE, SOFTWARE, COMMS AND SERVICE DELVIERY – ARE NOW FULLY ALIGNED
- THIS VIDEO SHOULD GIVE YOU A SENSE OF THE SOFTWARE-AS-A-SERVICE CONCEPT….
- Access to enterprise class software applications over the internet on a “pay-as-you-use” basis – so all users can now enjoy the computing muscle of a large business Reduced up front capital expenditure on computer hardware and software No internal costs associated with application support, management, data back-up or software upgrades Flexible monthly costs that are charged per subscriber, which can be increased/decreased as required in line with the economic cycle Transparency and predictability for this component of the IT budget Application data stored in a secure data repository in a purpose built data centre – so technology is managed by experts and services are rapidly deployed Managing technology centrally in a purpose-built, energy-efficient environment, rather than in multiple customer premises, strongly supports the green IT agenda
- SAAS LETS PEOPLE LIKE US MANAGE OUR OWN IT DESTINIES HOWEVER, THE IT PEOPLE GET A LITTLE WORRIED ABOUT OTHER DEPARTMENTS PROVIDING THEIR OWN IT SUPPORT Security – managing password proliferation and enforcing associated policy Compliance – centralised and secure data storage, access control and privacy management Auditability – software version control, user and subscription management and associated verification Cost Control – impact on licensing agreements of uncontrolled software purchasing Quality of Service – DIY provisioning, administration and support compromises data quality and undermines integration with new IT application deployments THE KEY IS COMMAND AND CONTROL…. Command & Control System enables software services to be managed in a unified way, reassuring our IT colleagues that IT policies are enforced across distributed services
- EIRCOM HAS JUST SUCH A COMMAND AND CONTROL SYSTEM Single point of provisioning, billing, usage and user administration Consistent service performance, security and access throughout the organisation Policy and regulatory compliance applied across all users, services, verticals and geographies Application usage and formats are consistent, visible and verifiable for all users and services Services integrate with existing processes, policies and infrastructure THIS HELPS THE IT FOLKS SLEEP MUCH EASIER
- SO WHY SHOULD SALES PEOPLE CARE ABOUT CLOUD COMPUTING ? CLOUD COMPUTING HAS CHANGED THE RULES THAT USED TO SAY… … YOU NEED THE IT DEPT TO BUY AND LOAD COMPLEX APPLICATIONS … YOU NEED HEAVY-DUTY SERVERS AND SECURITY TOOLS … YOU NEED TO KNOW HOW TO APPLY PATCHES AND UPDATE SOFTWARE VERSIONS … YOU NEED POINTY-HEADED IT PEOPLE TO LOOK AFTER EVERYTHING NOW YOU HAVE… SCALABLE, MULTIUSER ACCESS – FROM ANY DEVICE RAPID INSTALLATION AND TAILORING NO IT SUPPORT REQUIRED AS EVERYTHING – INCLUDING UPGRADES – HAPPENS IN THE CLOUD NO CAPITAL EXPENDITURE REQUIRED – IF YOU HAVE PCS, YOU’RE GOOD TO GO YOU CAN CONTROL ALL OF THIS FROM YOUR OWN SALES BUDGET … .AND WHERE CAN I FIND ALL THESE TOOLS ?..... AT EIRCOMONLINESOFTWARE.IE
- SO – CAST YOUR MINDS BACK TO THAT RAINY WEDNESDAY MORNING… I’M NOW GOING TO TALK ABOUT A NUMBER OF SAAS TOOLS THAT CAN HELP YOU… … SELL MORE WITH LESS SALESMEN … KEEP CUSTOMERS WITHOUT MEETING THEM … USE YOUR OFFICE SYSTEMS IN THE CAR … EVEN AVOID THAT PANIC ATTACK WHEN YOU’VE LOST YOUR PHONE THESE ARE TOOLS YOU CAN DOWNLOAD FROM THE CLOUD - WITHOUT UPSETTINGTHE IT DIRECTOR
- LET’S START WITH THE INTERNET… 1.7 BN PEOPLE - 26% OF THE PLANET - ARE INTERNET USERS ON 12 DECEMBER 2009 - €23M SOLD ONLINE IN IRELAND – 112,000 SALES REALEX – WHO PROCESS ONLINE PAYMENTS – GREW THEIR BUSINESS BY 38% - IN JUST THREE MONTHS
- WE ALL KNOW THAT’S A MASSIVE OPPORTUNITY TO REDUCE COST OF FACE-TO-FACE SELLING … BUT THE WAY SUCCESSFUL BUSINESSES APPEAR ON THE WEB HAS CHANGED RADICALLY – A SUCCESSFUL WEBSITE IS A SHOP, NOT A BOOK … A WEBSHOP THAT ANYONE CAN VISIT FROM ANYWHERE IN THE WORLD, ANYTIME IN THE DAY OR NIGHT – AND BUY YOUR STUFF WEBSHOPS DIFFER BY LINKING THE TRADITIONAL BROCHUREWARE FRONT-END TO BACK-END SYSTEMS FOR PROCESSING ORDERS, TRACKING DELIVERY AND ISSUING INVOICES WE ALL HAVE WEBSITES – BUT IS YOURS YOUR MOST SUCCESSFUL SALES PERSON ? HAMPERS & CO STARTED IN 1989 IN CLONTARF - SHIFTING 300 HAMPERS PER YEAR LOCALLY SET UP THEIR WEBSHOP IN 2000 BY 2009 - SHIFTING 30,000 HAMPERS PER YEAR GLOBALLY WHAT DID THEY DO… … REDESIGNED THE WEB SITE FROM BROCHUREWARE INTO A WEBSHOP … CONNECTED THE SITE TO THOSE BACK-END ORDERING SYSTEMS BACK TO SAAS – AND TO COIN A PHRASE – WE HAVE AN APP FOR THAT… THIS SUMMER EIRCOM WILL BE LAUNCHING AN ONLINE WEBSHOP WITH A FRONT-END STORE YOU CAN DESIGN AND INTEGRATE INTO YOUR BACK-END SYSTEMS
- SO YOU’VE GOT YOUR WEBSHOP - WHAT’S NEXT ?.... … .JUST LIKE A REAL SHOP, YOU OBVIOUSLY NEED TO GENERATE FOOTFALL - GET CUSTOMERS INTERESTED AND GET THEM BUYING ONLINE ADVERTISING YOUR SITE IS AN OPTION, BUT IT’S WORTH REMEMBERING THAT TRADITIONAL ADVERTING IS IN DECLINE MEANWHILE… ...ONLINE ADVERTISING IS GROWING RAPIDLY – EVEN IN A DOWNTURN … AND PUSHING YOUR MESSAGE TO THE MOBILE PHONE IS THE NEXT WAVE
- YOU MIGHT ALSO CONSIDER EMAIL MARKETING….YOU PROBABLY USE IT YOURSELVES WE ALL KNOW THAT, IN THEORY, IT’S AN EXCELLENT WAY TO REACH THOUSANDS OF PROSPECTS – BUT AS RECIPIENTS, WE ALSO KNOW IF CAN BE A PAIN IF WHAT YOU SAY IS RELEVANT, EASY TO UNDERSTAND, COMPELLING AND SAID AT THE RIGHT TIME…EMAIL MARKETING IS VERY POWERFUL. IF NOT……IT’S JUST SPAM … THE KEY IS TO PERSONALISE … .I’LL COME BACK TO THIS THEME SHORTLY BUT ONCE AGAIN….WE HAVE AN APP FOR THAT MAILGINGER LETS YOU DESIGN AND DELIVER COMPELLING EMAIL CAMPAIGNS AND PROVIDES REPORTS ON WHO OPENED AND READ THE CONTENT YOU ALSO GET PEOPLE INTO YOUR WEBSHOP BY MAKING SURE THEY FIND YOU WHEN THEY’RE SEARCHING ON THE WEB … MANY OF YOU WILL BE USING SEARCH ENGINE OPTIMISATION - MAKING SURE YOU KNOW KEY WORDS THEY’LL TRY ON GOOGLE AND USING THOSE WORDS ON YOUR SITE FINALLY WE ALL KNOW KIDS WHO SPEND HOURS ON SOCIAL NETWORKING SITES - FACEBOOK, TWITTER, YOUTUBE ETC.. BUT THIS ISN’T JUST FOR KIDS WHETHER WE LIKE IT OR NOT, WE’RE ALL GOING TO HAVE TO SET UP A BLOG SOONER OR LATER – IF YOU HAVEN’T DONE SO ALREADY … TEXTBOOKS SAY THAT BLOGS ARE MINI SITES WHERE YOU PUT NEWS ABOUT YOUR BUSINESS – EVENTS, PRODUCT LAUNCHES, NEW IDEAS ETC... … IN PRACTICE BLOGS MAKE SALESMEN OF YOUR CUSTOMERS … DO IT WELL AND USTOMERS WILL DRIVE EACH OTHER TO YOUR WEBSHOP I CAN’T SAY WE HAVE AN APP FOR THAT – BLOGS ARE JUST ONE OF THOSE UNAVOIDABLE OPPORTUNITIES WE HEAR ABOUT ORGANIC SUPERMARKETS STARTED IN 2008 AS A REAL SHOP IN BLACKROCK ADDRESSING MARKET OF 4000 NOW A WEBSHOP ADDRESSING A MARKET OF 4 MILLION … COST €12K – GENERATED 5X THE RETURN IN SIX MONTHS … AS WELL AS HAVING A GREAT SITE – BLOG PROMOTES EVENTS LIKE TASTINGS AND NEW PRODUCT OFFERS. … DARREN GRANT ALSO TRACKS FACEBOOK, TWITTER, YOUTUBE, LINKEDIN TO SEE WHAT PEOPLE ARE SAYING AND RESPONDS WITH HELP AND ADVICE
- AND DARREN’S NOT THE ONLY ONE SOME COMPANIES ARE ACTUALLY SWITCHING OFF THEIR WEBSITES AND ONLY PROVIDING BLOGS
- WE ALL KNOW THE BIGGEST CHALLENGE WITH CUSTOMERS IS KEEPING THEM THE KEY IS OBVIOUSLY REGULAR AND RELEVANT DIALOGUE – BUT WITH CUT-BACKS IN SALES STAFF, THIS ISN’T EASY YOUR CUSTOMER RELATIONSHIP MANAGEMENT SYSTEM IS THEREFORE VITAL. BUT IT NEEDS TO HOLD MORE THAN JUST CONTACT DETAILS AND AN OPPORTUNITY FUNNEL … .IT’S NOW EVEN MORE IMPORTANT TO CAPTURE INFORMATION ABOUT YOUR CUSTOMERS FROM EVERY POSSIBLE ENGAGEMENT – A WEBSHOP VISIT, A PHONE CALL, AN EMAIL, A WEB SURVEY, A TWEET – AND STORE IN YOUR CUSTOMER DATABASE. IT’S THEN ALL ABOUT USING WHAT YOU KNOW ABOUT A CUSTOMER TO PERSONALISE WHAT YOU HAVE TO SAY – THEN IT’S MORE LIKELY TO BE WHAT THEY WANT TO HEAR AT EIRCOM, OUR CRM SYSTEM IS A VITAL TOOL FOR MANAGING CUSTOMER CONTACT OUR TELEPHONE ACCOUNT MANAGERS CALL CUSTOMERS EVERY SIX WEEKS. … EMAIL A PERSONALISED AGENDA A COUPLE OF DAYS BEFORE THE CALL – HAVING WORKED OUT WHAT’S RELEVANT AND COMPELLING … CUSTOMER IS THEN EXPECTING THE CALL, KNOWS WHAT IT’S ABOUT AND OFTEN REPLIES WITH ADDITIONS TO THE AGENDA … THREE WEEKS LATER WE SEND SIMPLE, ONE-PAGE EZINE TO MAINTAIN CONTACT I GUESS MANY OF US HAVE HAD EXPERIENCE OF CRM SYSTEMS DELIVERED BY IT – THE CAN SOMETIMES BE OVER-ENGINEERED WITHOUT NECESSARILY DELIVERING THE SERVICES SALES PEOPLE USE ON-THE-GROUND MICROSOFT DYNAMICS CRM LETS YOU SHAPE WHAT THE SYSTEM DOES – A SALES TOOL SHAPED BY SALES PEOPLE
- THIS KIND OF APPROACH CAN PAY HANDSOME DIVIDENDS BUT THERE’S OBVIOUSLY MORE TO KEEPING CUSTOMERS THAN MAINTAINING DIALOGUE … AS WE ALL KNOW, CUSTOMERS HAVE TO REMAIN IMPRESSED
- EVERY TIME THEY CONNECT WITH YOUR COMPANY THEY WANT REASSURANCE THAT THEY CHOSE WISELY THE CHALLENGE AS SALES PEOPLE IS TO REACT FAST TO ISSUES AND HAVE THE FACTS AT YOUR FINGER-TIPS MOBILE PHONES ARE STARTING TO GET REALLY INTERESTING…. WE ALL KNOW THEY’RE NOW WAY MORE THAN…JUST MOBILE PHONES YOU OBVIOUSLY HAVE YOUR CONTACTS YOU PROBABLY HAVE YOUR CALENDAR YOU MAY WELL HAVE EMAIL BUT THOSE APPS I TALKED ABOUT CAN BE DELIVERED TO YOUR MOBILE … .ALL THE POWER OF THE OFFICE IN YOUR POCKET SO….WHEN A CUSTOMER CALLS YOU NOW… YOU CAN SEE EVERYONE ELSE’S CALENDAR SO YOU CAN SET UP MEETINGS YOU CAN ACCESS TO SHARED DOCUMENTS SO YOU CAN CHECK DATA YOU CAN SEARCH THAT DATABASE AND KNOW CUSTOMER ISSUES BEFORE SPEAKING AT EIRCOM, SALES PEOPLE USE OUR ONLINE CRM SYSTEM - TO UPDATE CUSTOMER DETAILS, MANAGE APPOINTMENTS, PROGRESS LEADS, ENTER ORDERS AND CHASE DELIVERY - ALL WHILST SITTING IN THE CAR
- CLEAR HOW IMPORTANT INFORMATION IS TO YOUR SALES TEAM … .YOUR CAMPAIGNS, YOUR CUSTOMER DATABASE, YOUR EMAIL ARCHIVE WHICH RAISES THE QUESTION OF WHERE THIS DATA IS KEPT…
- IMAGINE IF YOU LOST THE LOT … NO COPIES OF YOUR CAMPAIGNS – WITH SPECIAL PRICING AND PACKAGE DEALS … NO CUSTOMER DETAILS – WHO THEY ARE, WHERE THEY ARE, WHAT THEY LIKE, WHAT THEY BUY … NO TRACK RECORD OF COMMUNICATIONS – EMAILS, ORDERS, INVOICES THIS IS NORMALLY DOWN TO THE IT FOLKS TO MANAGE…BUT WHAT IF YOUR TEAM’S INFORMATION IS KEPT ON HOME DESKTOPS, ON LAPTOPS, ON MOBILE PHONES… VITAL THAT YOU STOP VIRUSES CRASHING THOSE DEVICES VITAL THAT YOU BACK-UP DATA SO IT CAN BE RETRIEVED IF YOU ARE HACKED VITAL THAT YOU DO SO OFF-SITE SO DATA ISN’T LOST WHEN BUILDING FLOODS VITAL THAT YOU HAVE ON-LINE ACCESS SO YOU CAN WORK FROM ANYWHERE WE HAVE A WHOLE BUNCH OF APPS FOR THAT…. MCAFEE WILL PROTECT YOUR DEVICES AND MOZYPRO WILL BACK-UP YOUR DATA MEANWHILE MANY YOU MAY WELL USE SHAREPOINT - IT’S A GREAT WAY TO STORE AND SHARE KEY DOCUMENTS SECURELY OF COURSE, THIS SECURING DATA ISN’T JUST FOR YOUR COMPANY’S BENEFIT … ..YOUR CUSTOMERS WANT THE SAME REASSURANCE ZAPA TECHNOLOGIES - INNOVATIVE IRISH TECHNOLOGY COMPANY … THEY PROVIDE LOYALTY TAGS – YOU MAY HAVE SEEN THEM ON SIDE OF COFFEE CUPS AT INSOMNIA … CAPTURE DETAILS OF CUSTOMER PURCHASES - SEND THAT DATA TO A CUSTOMER DATABASE FOR INSOMNIA TO USE FOR LOYALTY REWARDS … REALLY COOL IDEA, BUT TOTALLY RELIANT ON SECURE CAPTURE AND STORAGE OF DATA…..SO INSOMNIA NEEDED REASSURANCE FROM ZAPA EIRCOM HOST ZAPA’S DATA IN SECURE ON-LINE HOSTING ENVIRONMENT IN CLONSHEAGH….IN THE CLOUD IF YOU LIKE
- TO RE-CAP… CLOUD COMPUTING IS A MODEL WHEREBY SOFTWARE OR HARDWARE SERVICES– MANAGED CENTRALLY IN A DATA CENTRE - ARE DELIVERED SECURELY OVER THE INTERNET TO YOUR PC, LAPTOP OR MOBILE YOU PAY A SIMPLE MONTHLY FEE TO USE APPLICATIONS LIKE… … MAILGINGER FOR EMAIL MARKETING … MICROSOFT EXCHANGE FOR MANAGING YOUR EMAIL, DIARY AND TASKLIST … MCAFEE AND MOZYPRO FOR SECURITY AND BACK-UP … DYNAMICS CRM FOR STORING AND ANALYSING YOUR CUSTOMER INFORMATION … SHAREPOINT FOR SHARING DOCUMENTS CLOUD COMPUTING CAN DELIVER REAL BENEFITS TO THE SALES COMMUNITY… … .FROM GROWING AND RETAINING BUSINESS … .TO SERVING CUSTOMERS AND SECURING DATA ALL WITHOUT THE NEED TO BOTHER THE IT FOLKS
- THANK YOU FOR LISTENING AND I’D LIKE TO TAKE THE NEXT 10 MINS TO ANSWER ANY QUESTIONS