The use of cloud infrastructure is now a given for almost every enterprise. Managed services providers (MSPs), including hosters, outsourcers, and systems integrators, are finding that their customers want to use cloud services. But automation, optimization, and monetization requires a cloud management platform (CMP).

1. CLOUD MANAGEMENT
FOR MSPS

2. Panelists
• David Redmond
• Director, Sales Development
• Steve Kochenderfer
• Partner Development, Service Providers

3. • The Market
• Key Use Cases
• Go-To-Market Service Engagements
• CMP is the Engine
• Service Provider Stories
• Q&A
Agenda

4. • Managed hosters
• Value-added resellers
• Data center outsourcers
• Systems integrators
• Cloud-native consultancies
When we say MSPs, we mean:

5. The Market

6. Hybrid Cloud: Table Stakes for Your Customers

7. Lack of Resources/Expertise is Challenge #1

8. 1. Provide managed cloud services
2. Implement / integrate cloud management platform for
customers to run
3. Expand cloud practice beyond managed services (e.g.
cloud migration, cloud brokerage, cost optimization,
DevOps)
Service Provider Use Cases for CMP

9. Service Provider Use Cases for CMP
Sample: 78 inquiries,
10/1/16 – 2/2/17

10. Service Provider Use Cases for CMP
Sample: 30 inquiries,
10/1/16 – 2/2/17

11. Service Provider Use Cases for CMP
Sample: 48 inquiries,
10/1/16 – 2/2/17

12. You Need a Launch Point…
Photo credit: Andy Spearing
https://creativecommons.org/licenses/by/2.0/

13. 1. Optimizing cloud spend
2. Migrating to the cloud
3. Improving governance
MSPs Need GTM Service Engagements

14. Cost Optimization:
Saving Customers Money

15. Costs Not Under Control

16. RightScale Confidential Information
Cost Optimization: Methodology
Area Tasks
Analyze Cost Drivers 5
Tagging/Organization 3
Budgeting/Forecasting 4
Instance Standardization 2
Discount/Purchase Options 7
Cloud Analysis 2
Waste Analysis & Action 9
Provisioning Controls 2
Cost Savings Report 4
Total 37

17. RightScale Confidential Information
Example 1: Overprovisioning
m3.xlarge
$.266
$2330/year
m3.large
$.133
$1165/year
m3.medium
$.067
$587/year
Save
50% Save
75%

18. RightScale Confidential Information
Example 2: Dev Environment Waste
Mon Tue Wed Thu Fri Sat Sun
00:00
11:59
24x7
168 hours
12x5
60 hours
35%

19. RightScale Confidential Information
Example 3: Old Instance Types
Cloud Provider Previous
Generation
Current
Generation
Size Mapping % Savings
(East)
AWS T1 T2 Same size 35%
AWS M1 M3 Same size 24%
AWS M2 R3 Downsize one 32%
AWS C1 C3 Same size 60%
AWS CR1 R3 Same size 24%
AWS HS1 D2 Downsize one 40%
Azure D* D*v2 Same size 4%

20. RightScale Confidential Information
Monthly Spend Savings Identified
Customer #1 $200,000 44%
Customer #2 $26,000 40%
Customer #3 $46,000 33%
Customer #4 $19,000 34%
Customer #5 $137,000 20%
RightScale’s Last 5 Cost Optimization Reviews

21. You Need to Automate to Prevent Drift
One Off
RI Utilization Analysis
and Recommendations
Automated
Set up alerts if miss the
chance to use an RI
One Off
Find unused instances
Automated
Terminator scripts
One Off
Check budget vs, actual
Automated
Set up budget alerts

22. CloudSight:
Migrating Customer Workloads
Photo credit: Flickr Soldatnytt https://creativecommons.org/licenses/by/2.0/

23. CloudSight: Methodology
How does cloud fit into
my corporate strategy
and business needs?
What does cloud
success look like?
How do I measure it?
Which applications are
best for the cloud?
How do I map
opportunities against
requirements?
How do I prioritize?
Which clouds are best
for my applications?
What are the
architectural decisions
to consider?
How do I migrate?
Roadmap
Portfolio
Assessment
Architecture & Plan Execution
How do I leverage my
MSP to build and
deploy my
applications?

24. CloudSight: Deliverables
Strategic objectives
Technical constraints
Key success factors
Application
Assessment: 20 apps
CloudRank
Heat Map
Cloud Short List:
2 apps
Architecture
Requirements
Architecture Diagram
High-Level Project
Plan
Roadmap
Portfolio
Assessment
Architecture & Plan Execution
Detailed Project Plan
Onboarding Scrums
Custom Engineering
Launch Support

25. CloudSight: Heat Mapping

26. Governance:
Increase Visibility & Security
Photo credit: Kathleen Murtagh https://creativecommons.org/licenses/by/2.0/

27. Governance: Methodology
Area Tasks
Account Setup 4
User Access Controls 9
Tagging/Organization 5
Security 8
Audit Trails 3
Assets 7
Storage/Data 5
BC/DR 5
Cost Controls 4
Total 50

28. • Multiple Availability Zones/Data Centers/Regions
• Scalability
• Monitoring/Alerting
• DB Failover
• Cross-Region Backups
Example: BC/DR

29. 1. Optimizing cloud spend
2. Migrating to the cloud
3. Improving governance
MSPs Need GTM Service Engagements

30. CMP is the Engine

31. RightScale Cloud Management Platform
Cloud Analytics Self Service
Universal Cloud Management Platform
Cloud Management
Multi-Cloud Orchestration
Governance & Automation
Virtual
Servers
Public
Clouds
IaaS+/PaaS
Services
Private
Clouds
Bare Metal
Servers
Container
Workloads

32. Cloud Analytics: Bring Financial Insight to Customers
• Track All Customer
Cloud Costs & Usage
• Develop Forecasts
and Budgets
• Optimize Spend and
Reduce Waste
• Build Chargeback and
Showback Reports
• Take Action on Insights

33. Cloud Analytics: Bring Financial Insight to Customers
• Track All Customer
Cloud Costs & Usage
• Develop Forecasts
and Budgets
• Optimize Spend and
Reduce Waste
• Build Chargeback and
Showback Reports
• Take Action on Insights

34. Cloud Management: Standardize Cloud Operations
• Standardize for Any
Cloud or Data Center
• Use Templates for
Servers and Applications
• Implement Multi-Tenant
Governance Policies
• Scale Operations with
Rule Based Automation

35. Cloud Management: Standardize Cloud Operations
• Standardize for Any
Cloud or Data Center
• Use Templates for
Servers and Applications
• Implement Multi-Tenant
Governance Policies
• Scale Operations with
Rule Based Automation

36. Self Service: Broker Complete Cloud Systems
• Broker Cloud Resources
with Your Logo & Brand
• Orchestrate Applications
and 3rd Party Services
• Automate Application
Lifecycle Management
• Build & Reuse Cloud
Application Templates

37. Self Service: Broker Complete Cloud Systems
• Broker Cloud Resources
with Your Logo & Brand
• Orchestrate Applications
and 3rd Party Services
• Automate Application
Lifecycle Management
• Build & Reuse Cloud
Application Templates

38. Align: Evolving for the Cloud
Situation
• Mid-market IT services shop,
providing DC, networking, security
services, and managed services
• Customers more frequently
requesting public cloud resources
and services
• Customers across verticals such
as financial services , media, and
technology
Strategy with RightScale
• Implementing CMP on top of an
existing DC managed services practice
• Targeting net new opportunities as they
relate to hybrid cloud deployments
• Leveraging RightScale’s service
engagements to accelerate their GTM
strategy

39. Telstra: Leveraging the Full Stack
MSP and Telco
Situation
• Large variety of clients with different needs
• Cloud marketplace for services but no way to
bring it all together
• Able to leverage underlying capabilities of
their network
Results with RightScale
• Leveraging RightScale internally to fully
manage clients
• Allow customers to use RightScale directly
• Click-to-Activate RightScale as Reseller
• Sales enablement for existing sales team to
have new conversations

40. MSP Starter Pack MSP Production Pack
Intent Governance, Analytics, & POCs Production
Customer Success
(Training, project support, CSEs, etc)
20 Hours Included 40 Hours Included
Term 1 year 2 years
Pricing Please call Please call
MSP Package Options
*Reserved for qualified MSPs only

41. • Capture managed service business as customers move toward public
clouds
• Protect your investments in the datacenter
• Compete to win bids with enterprise customers
• Create professional services & intellectual property around cloud
Cloud Management for MSPs

42. To learn more about the RightScale CMP, email:
sales@rightscale.com
Q&A