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Growing your Cloud Practice by Josh Lupresto VP Engineering
- 1. Josh Lupresto, CISSP VPof Sales Engineering How to: Build your Cloud Practice
- 2. Building your Cloud Practice JoshLupresto, VP of Sales Engineering
- 3. How did Iget here?
- 9. Router Switch Access Point PBX Email CRM ERP LOB Headquarters Branch 1 Branch2 Google Office 365 Salesforce CRM Virtual Data Center AWS Azure Cloud Voice (UCaaS) Email CRM PBX ERP LOB Benefits • Speed • Simplicity • Scalability • Control Why Cloud Migration? MPLS/SDWAN The new model driven by Applications
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- 12. Where are theyspending in 2019? IT Priorities (Next 12m) 131 Businesses Surveyed Business Priorities (Next 12m) Same 131 Businesses Surveyed 8% 10% 10% 10% 12% 14% 14% 14% 14% 14% 20% 24% 25% 27% 41% Email ERP, HR Finance IoT Data center migration Infrastructure… Interoperability Disaster Recovery Compliance Productivity Mobility Upgrade systems Storage Migrate to cloud Security 8% 12% 12% 12% 14% 16% 20% 20% 22% 22% 22% 24% 27% 45% Invest in R&D Improve marketing Encourage knowledge sharing Optimize pricing Reduce headcount Differentiate from competitors Target cross-sell/up-sell Optimize supply chain Hire quality staff Innovate/new products Improve CX Impve production/processes Reduce costs Grow revenue
- 13. Cloud Infrastructure Does thecurrent server infrastructure meet the needs of the applications? DRaaS – Disaster Recovery as a Service Do they have a off-site backup plan? SDWAN Do they have the visibility and resiliency they need in their network? Are they looking to replace aging hardware? Key Areas of Cloud
- 14. Agility – Oldway vs new Go global in minutes – Test, deploy, pull back easily and try again Scalability – Near instant global deployment Benefit from massive economies of scale - New resources are only a click away Predictable CFOs like to trade the large fixed capital expense to a predictable monthly expense and they can stop guessing capacity needs Cloud Infrastructure – Talking points
- 15. Company expanding internationally Neededto go global with their prem based infrastructure, didn’t know how to get there quickly Came from an VAR/MSP Started as a Colo only opportunity where VAR wanted to sell gear End product made the customer’slife easier The customer didn’t have to deploy and deal with UK regulations and real-estate, and took their enterprise VMware licenses to our provider A Great Cloud IaaS Win- $17k MRR, now $30k
- 16. Backup solutions youcan work from Ask – What is the current off-site backup and DR solution for data? RTO/RPO Recovery Time Objective, Recovery Point Objective – Have they been tested? Does IT and the exec team agree on expectations Is the IT department and the executive team in agreeance as to how quickly they need to be back up and running? What is DRaaS?
- 17. Customer asked forbackups, partner called us Partner was unfamiliar with DRaaS solution, but knew we could help Customer was researching premise DR Partner got the customer to take a look at a cloud option, customer was looking at Prem Simple Implementation, fast turn up & commission The customer ultimately realized this was a much faster turn up then their premise solution, while ultimately much more budget friendly A Great DRaaS Win- $2,500 MRR
- 18. A good foundationis still critical The network of tomorrow must have a solid base on which they can layer other applications and appliances on top Visibilty Can they see the traffic running across their network and set application based policies for simple routing? Security Do they have end to end security for all the network traffic to meet their compliancy demands? SDWAN opportunities are everywhere
- 19. Why businesses arestill looking to SDWAN WANContract Renewal CPE Upgrade (EoS/EoL Cisco ISRs) Cloud Adopters BrandNew Customer New Application
- 20. Mid-size domestic manufacturingcompany Needed to go global with their prem based infrastructure, didn’t know how Partnernever talked SDWAN with customer Partner had a great relationship, but had only sold mobility and network to this customer End product made the customer’slife easier Solution was much more robust, than Cradlepoint who was already in there. The partner continually drove their value and relationship with the provider A Great SDWAN Win- $7,500 MRR
- 21. Additional Training Resources wehighly recommend!
- 22. Who at Telarusis here to help you?
- 23. Stephanie Coleman Senior ProjectManager Sandy, UT
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- 26. Josh Lupresto, CISSP VPof Sales Engineering How to: Build your Cloud Practice