The biggest impact of 'cloud' on organizations -- whether an enterprise IT group or a service provider -- is not the technology itself, but the business model.

1. Jamcracker, Inc.
4677 Old Ironsides Drive
Santa Clara
CA, USA 95054
Cloud Commerce
Enabling a Cloud-Based Business Model

2. The Coming of Age of Hybrid IT
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• IT is becoming increasingly hybridized –
“IT” consumption will soon be 50%
externally sourced vs. 50% internally
deployed (Sources: Gartner, Forrester)
• User access needs have diversified:
Anytime: self-service
provisioning/sharing
Anywhere: internal/external to firewall
Anyhow: traditional and BYOD devices
• The biggest impact of cloud is it’s business
model
IaaS
SaaS
Public Clouds
Traditional Data Center
PaaS
Private Clouds
 Provisioning
 Billing
 Support
 APIs
 Migration
 Integration
 Management
 Customization
 Backups
 Security
 DR
 Etc.
Required Skills

3. Cloud is Accelerating Disruption across
Many Different Industries
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4. Cloud Business Model Map
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5. Cloud Business Model Considerations
What Why
• Provide services marketplace that
includes core, new and
complementary third-party services.
• Drive new sources of top-line revenue.
• Increase incentives for partners to add
value to your core offerings.
• Bundle third-party services with
existing core offerings.
• Increase customer/partner retention
and profitability.
• Grow market share via differentiated
offerings.
• Provide unified usage experience
across user/services lifecycle.
• Extending brand visibility and
innovation to end-users drives
complementary benefits.
• Enable existing and new services
channels.
• Increase channel loyalty and
profitability.
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6. Cloud Portfolio Strategy
• Phased go-to-market, starting with basic services
– Low-touch selling
• Security, data backup, email
– Product-line extensions = perceived credibility
• Communications, collaboration, infrastructure
– Set the stage for downstream go-to-market phases
• Walk up the value-chain to higher margin application services
• Offer multiple services across multiple categories
– Shelf-space strategy = customer choice
– Differentiate from ISV-centric marketplaces
• Keep it fresh
– Constant testing of bundles and new service offerings
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7. Cloud Delivery & Billing Options
Service Delivery Approaches
• Vendor or 3rd party hosted cloud (SaaS, IaaS, PaaS)
• Multi-tenant or dedicated instances
• Provision single virtualized instances per customer organization or user
• Software downloads
• Mobile application delivery via MDM
• Hybrid models (any combination of above)
Billing Approaches (Order to Cash Automation)
• Subscription-based (monthly, annual, etc.)
• Usage/consumption-based
• Resource utilization (capacity or time-of-use)
• One-time fee
• Tiered pricing based on usage, number of users, etc.
• Purchase order, credit/debit card, mobile, other payments support
• Any combination of above
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8. Jamcracker Enables
Cloud Business Models
Enabling
• IT as a Service
• Cloud Marketplaces
Unifies Multi-Cloud
Management & Delivery
for Enterprise IT, Technology & Communication Service Providers:
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Platform

9. Jamcracker Platform
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10. Products & Services
Directory Servers
Billing
CRM
IT Systems
Order Management
Workflow
Dev/Ops Portal
Partner Portal
Fulfillment
Misc
SaaS
IaaS
XaaS
Brokerage for any Definable Product or Service
 Managed Services
 Hardware/Software Downloads
 Professional Services
 Bundles
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Extensible Solution

11. Unifying Cloud Management & Delivery
Cloud
Services
Business
Needs
Core Services
Jamcracker – Unifying Cloud Services Management
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12. Multi-Tier/Tenant Architecture
Master Services Catalog
(Internal & External Services)
Customer Marketplace
App
Services
Mobile
Apps
Digital
Content
….
Customer
Portals
Customer
Portals
Customer
Portals
….
Admin Roles
End-User
Management
For Direct & Indirect Sales
Direct
Customers
Operations
Management
Services
Management
AppStore
Management
Platform
Operations, Governance and Business Process Automation
Distribution Marketplace
Reseller
Store 1
Reseller
Store 2
Reseller
Store N
….
Customer
Portals
Customer
Portals
Customer
Portals
….
Indirect
Customers
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13. Example: Global IT Services Provider
Multinational provider of ITC services to the air transport industry
• Background:
– Over 450 airline / air transport customers
– Deliver services on-site & from global data centers
• Business Need:
– Cloud-enable IT services delivery business model
– Support flexible billing models – Metered usage,
Subscription, License, etc.
– Combination of centralized and distributed delivery
– Global scalability with localized delivery & support
• Approach:
– Aggregate & distribute public cloud providers
– Deploy & deliver private cloud & application services
– Multi-tenant, multi-tiered marketplaces with local
language, content & currency support
– Enable dedicated & multi-tiered marketplaces for large
operators
Global IT Services Delivery
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14. Example: Multi-Tiered Distribution
First Distribution (Pan-African IT
Distributor)
• Business value:
– Increases FD’s stickiness and profitability with existing
resellers
– Differentiates FD core services to help drive net new
customer acquisition and competitive displacements
– Scalability & flexibility to meet emerging customer
needs
• Aggregate and distribute cloud services to
businesses across Africa
– Country and VAR specific AppStores enable regional
control over content & billing
• Cloud services sourced from Jamcracker’s
global services catalog
– Pre-integrated and pre-negotiated commercials
• And FD-direct partner relationships
– Local ISVs on-boarded via self-service portal
Cloud Distribution Marketplace
ISV Portal
Global Cloud
Providers
VARs SIs
Enterprise
IT Orgs
Public
Sector
Local Cloud
Providers
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15. Example: Aggregated Services Delivery
Mobily Cloud Marketplace
• Business value:
– Increases Mobily’s stickiness and profitability with
existing customers
– Differentiates Mobily core services to help drive net
new customer acquisition and competitive
displacements
– Scalability & flexibility to meet emerging customer
needs
• Aggregate and sell cloud services to businesses
across Saudi Arabia
• Robust cloud catalog
– Cloud services sourced from Jamcracker’s global
services catalog
– Mobily commercial resell agreements
• Local ISVs on-boarded via self-service portal
Saudi Arabian Cloud
Marketplace
ISV Portal
Global Cloud
Providers
SMBs Enterprise Gov’t VARs
Local Cloud
Providers
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16. Example: Dev to AppStore Automation
Panasonic Apps Marketplace
• Business Value:
– Increased # of apps developed for Panasonic
devices
– Increases Panasonic device customer stickiness
and profitability
• Automated workflow for ISVs to build,
certify and publish apps
• Device customers browse catalog and
purchase 3rd party and Panasonic apps
– AppStore catalogs tailored for different
customer/device segments
– Apps provisioned to users’ devices via MDM
Applications Marketplace
Developer On-Boarding Portal
3rd Party Developers
Register Source
Device
SDKs
Certify &
Publish
Apps
Android Device
Customers
Windows Device
Customers
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17. Example: IT as a Service (Internal)
Global Automotive Parts Manufacturer
• Background:
– SaaS adoption being driven by LOBs, departments and
individual employees
– Resulting "cloud sprawl" causes Shadow IT issues
• enforcing governance/regulatory policies
• lack consistent cloud data security
• Business Need:
– IT as Unified Services Provider
• Centralize security & policy enforcement (reduces LOBs’ risk)
• Cloud governance: Govern & audit employee usage
• Spend management: Manage & optimize licenses
• ITaaS business model enablement: Charge-back allocation
• Jamcracker Implementation Approach:
– Phase 1: SaaS Aggregation & Governance
– Phase 2: IaaS/PaaS Broker & Internal App Delivery
– Phase 3: Delegated Administration & Localization
Global Services Catalog
SaaS/Cloud Providers
(IT Sanctioned)
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Employee-Facing AppStores
LOB Cloud Innovation

18. Summary
• Jamcracker Platform enables cloud business models
for IT organizations & service providers
• Broker/distribute 3rd party SaaS, IaaS and PaaS
• Deliver/distribute private cloud/app services
• “Cloud-enables” traditional products from a delivery
and billing perspective
• Supports a broad range of different billing models
– Perpetual, subscription, usage-based and hybrid
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19. Jamcracker, Inc.
4677 Old Ironsides Drive
Santa Clara
CA, USA 95054
Thank You!
Contact us: information@jamcracker.com