HP Helion - Copaco Cloud Event 2015 (break-out 4)

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2
… and Partner business is changing
The New Style of Business is causing rapid change…
of customers will change
their IT sourcing
relationship in next two to
three years1
77%
Customers are
engulfed by change
and IT cannot keep
pace
51%
“My IT organization has
the right skills and
capabilities in place to
meet upcoming
challenges."
42% disagree
of customers feel the
need to work with new
categories of partners
46%
Customer challenges are on the rise ...
Gartner 2014
McKinsey, Delivering large-scale IT projects on time, on budget and on value,
2012
Despite careful planning,
large IT budgets typically
run up to 45% over budget
45%

New business opportunities are emerging
1 IDC FutureScape: Worldwide Data Center 2015 Predictions.
3

Transactional Services Led
1.5x
Gross Profit%
1.8x
Growth
?

1 http://www.mckinsey.com/insights/business_technology/delivering_large-scale_it_projects_on_time_on_budget_and_on_value
2 http://www.nytimes.com/2013/10/25/opinion/getting-to-the-bottom-of-healthcaregovs-flop.html?_r=0
3 http://hbr.org/2011/09/why-your-it-project-may-be-riskier-than-you-think/
4 IT under pressure: McKinsey Global Survey March 2014

4 52 120
1 Forrester Thought Leader Paper commissioned by HP, “Better outcomes, faster results. Continuous delivery
and the race for better business performance”, December 2013
1 Forrester Thought Leader Paper commissioned by HP, “Better outcomes, faster results. Continuous delivery and the race for better business performance”, December
2013
2 http://www.bain.com/Images/BAIN_BRIEF_Five_faces_of_the_cloud.pdf
3 http://research.gigaom.com/report/survey-enterprise-development-in-the-cloud/

CIO

Which challenges are most important to you?
Critical challenges regarding cloud computing
Security
50% of IT executives state that
security is their biggest barrier to
cloud adoption
65% of IT executives are
concerned with vendor lock-in
Vendor lock-in
71% of IT executives
believe open
standards are critical
Open
$10+ trillion
Already invested in legacy IT
Compliance
Increasing data sovereignty
challenges are globally impacting
customer cloud journeys

Current approaches are UNSUSTAINABLE
to many Products to many Tools to many
Processes
to much operational
New style of IT required …
Infrastruct.
Softwar
e
Automat
.
Busines
s
Process
es
… Industrialization of
Open
Secure
Agile

IT is Rapidly Transforming to Fuel Growth
Internal Service
Provider
Growth is driven by speed-to-innovation, led by rapid software
development, delivery and deployment
Position IT to transform culture
Transforming IT organization
to agile trusted partner by
increasing the velocity of IT
Business Owners Markets are Fast Cloud =
ConvenienceHave business
problems

We want to gain cloud benefits and leverage existing systems.
We want to be a responsive resource and still maintain
control.
We need open standards to ensure alternatives in the future.
We are focused on business outcomes.

2
HP believes in OpenSource
Major investment on open industry standards
Our values and beliefs
1
HP believes and relies on Cloud Service Providers in EMEA
No HP Public Cloud outside the US
3
HP believes in Hybrid Clouds
HP is building a network of Service Providers in
EMEA

Build
Cloud services
Consume
Cloud services
Private cloud Managed cloud Public cloudTraditional
SLAs
Availability, security, performance, compliance, cost
No single IT delivery model can be optimized for all types of technology enabled services
across the parameters of time, cost, security, innovation, and outcome.

Use the right destination for the right application
Hybrid IT
C o m m o n f o u n d a t i o n & O p e n t e c h n o l o g y
Private
Cloud
Managed Private
Cloud
Managed
Virtual Private
Cloud
Public
Cloud
Centralized Management Layer
Classic
applications
Cloud Native
applications
• Security
• Availability
• Resiliency
• Compliance
• Data
Sovereignty
• Performance
• Open
• Cost
Bridge old and new
Key
Factors:
Control Convenience

Hybrid Cloud Benefits Every Industry
Build Scalable Cloud
Services Fast
Store and deliver Fast DataSpeed IT with Global
Service Catalog
Protect Sensitive Data
and Ensure Compliance
Virtualize Network
Functions
Cloud
Operator
s
Service
Providers
Industria
l
Mfg.
Financial
Services
Media
and
Entertain
-ment
Health
Care
Public
Sector
Retail
Enhanced customer
services
Protect patient data and
always-on access
New customer
interactions
+
http://hp-cloudstories.com/

The Road to Hybrid begins with Private Cloud
Deploy &
Manage Private
Cloud with
traditional apps
Accelerating IT & Operations
Private
Cloud
Managed
Private
Cloud
Private
Cloud
Managed
Private
Cloud
Converged and
Virtualize
Transform App
& Service
Delivery
Automate &
Orchestrate
Public
Cloud
Managed
Virtual
Private
Cloud
Transform to Hybrid
Infrastructure
Extend & Modernize
with new cloud native
applications
Broker Cloud
Services across
multiple clouds

Hybrid is Reality
1 Source: Coleman Parkes Research by HP, May 2013 HP / Issuu
2 “Gartner Press Release: ”Gartner says Cloud Computing Will Become The Bulk of New IT Spend By 2016” , Goa, India, October 24, 2013.
http://www.gartner.com/newsroom/id/2613015
2
“..nearly half of large
enterprises will have
hybrid cloud
deployments by the
end of 2017”
IT delivery by 20161
Private
39%
Hosted
private
21%
Public
15%
Traditional
25%

Anything as a
service (*aaS)
Fully
automated
Self-service cloudsTraditional IT
physical virtual
From any source
Based on
open standards
With heterogeneous
hardware and software

Evolving profile
Distributors
Solution
Providers
System
Integrators
ISV
Telcos
Service
Providers
• Roles - Business partner for LoB
• Capabilities - Hosting, Aggregating,
Provisioning, On-Behalf Billing
• Increased interdependence and
overlapping roles/capabilities
• Role of distribution in a cloud world?
• Telcos as infrastructure resellers
• Born-in-the-Cloud providers
move to hybrid IT
Increased coopetition
New
players
HP and HP Partner confidential

HP PartnerOne for Cloud
Helion
OpenStack Pilot
for distribution
Cloud 28+ Initiative/HP Helion Netwo
Helion Ready Partners
We Partner
A program in Helion Network
for EU countries to protect
and comply with EU
regulations
Cloud Builders, Cloud
Resellers and Service
Providers
ISV’s transitioning to
Cloud-based delivery
using HP Helion
Partners are the primary route to market for HP’s Solutions for the NSoIT
HP and HP Partner confidential

The industrialized IT - Benefits

Cloud Evolution
Cloud 1.0 Cloud 2.0

Cloud 2.0: Customers Matter
Cloud 1.0
Disruptive innovation
Customers are along for ride
Cloud 2.0
Sustained innovation
Customers are in the drivers’ seat

Public cloudManaged cloudPrivate cloudTraditional
Build
Cloud Services
Consume
Cloud Services
HP Helion (an open, common architecture)
Open Secure Agile
Hybrid
Cloud Services

Open Hybrid Cloud Environment
Open
Secure
Agile
Service Marketplace,
Portal , Catalogue
Existing
cloud
services
Existing,
Traditional Services
Service Provider
New
Cloud Services
(Private/Managed
Cloud)Cloud Builder

Legacy
Private
Cloud
Public
Cloud
What is the story ?
Service
design
catalog
Self-service
portal
Approval
Minutes
vs days/weeks
Service
delivery

Demand
Delivery
Supply
The beauty of HP’s Cloud Architecture - OpenStack based!
HP Helion Portfolio - in a basic cloud architecture
view
Service Orchestration
(CS Enterprise SW, Cloud Service Automation Suite
Infrastructure Orchestration
(CS Foundation SW, HP Helion OpenStack)
Dashboard
Helion
CloudSyste
m
Enterprise
(HW + SW)
HP OneView
KVMNone
Helion
CloudSyste
m
Foundation
(HW + SW)
Marketplace Portal
(CSA)
Azure
HPCLOUD.CO
M
HP Helion
Partner
Network
…
ext. Provider
CSA
Suite
CS Enterprise
SW
CS Foundation
SW
Helion
OpenStack Comm
Helion
OpenStack

The New style of IT – The Cloud Vectors
Service Model Maturity Model
«It’s a journey»
Deployment Model

Moving from servers to services
Maturing the Capabilities
standardize
&
consolidate
virtualize
&
automate
self service
infrastructure
services
self service
application
services
with full
lifecycle
management
Service
broker
in a hybrid
environment
1 2 3 4 5
Services
ConvergedSyst
em
CloudSystem
Foundation
Helion
OpenStack
CloudSystem
Enterprise
Helion
OpenStack +
CSA Comp.
CloudSystem
Enterprise Ultimate
Helion OpenStack
+ CSA Comp.

HP Helion CloudSystem Enterprise 9.0
full Helion OpenStack inc. Swi
for physical provisioning
AWS/Eucalyptus
Additional out-of-the
box and customized
providers
Helion OpenStack
OneView
Portal: CSA
Orchestrator: OO
Operations Orchestration
Helion Dev. Platform
New
New
New
New
New
latest version CSA 4.5
on top of Helion OpenStack
for private Amazon workloads
Hyper-V /Red Hat KVM / VMware vSphere
New
Helion Managed
Virtual Private Cloud
(VPC)
Servers
Storage
Networking
Applications
Developers
End
Users
IaaS
PaaS
SaaS
Community and Commercial Edition
Helion Dev. Platform
Helion OpenStack
Community and Commercial Edition
Orchestrator: OO
Operations Orchestration
Independent SW
Portal: CSAHP Helion Portfolio

Cloud Products, Services and Solutions
HP Helion portfolio
HP Helion Professional Services Traditional cloud and OpenStack® technology consulting
Cloud
Software
HP Helion CloudSystem
Flexible, capable& open private cloud software
HP Helion OpenStack®
Open source IaaS
HP Helion Development Platform
Open source PaaS
HP Helion Eucalyptus
AWS compatible private cloud software
HP Helion Managed Virtual Private
Cloud
Secure, Multi-Tenant Private Cloud
HP Helion Managed Private Cloud
Secure, Dedicated Private Cloud
HP Helion Managed Cloud
Applications
ERP, CRM and workplace applications
Managed
Services
HP Helion CloudSystem Solution
Fully-Integrated hybrid cloud solution
HP Helion Rack
OpenStack-based private cloud solution
HP Helion Content Depot
OpenStack Swift-based Object Storage solution
Integrated
Solutions
“The OpenStack word mark and the Square O Design, together or apart, are trademarks or registered trademarks of OpenStack Foundation in the United States and other countries, and are used with the OpenStack Foundation’s permission.”
© Copyright 2015 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. – HP Confidential. For Training Purposes Only.34

3 What’s in
for Partners

Speed Innovation
Organizations must
react to new market
pressures
Enhance agility
Accelerate services
Better address their customers
CEOs & CIOs must
enable their
organizations
67%
of organizations need
external help with
their effort
Source: IDC 2013 CloudTrack Survey, McKinsey High Tech Channel Survey
$25B
Requires IT Departments to transform
through Data Center Automation (Private
Cloud Management Software)
The opportunity is
substantial
Mckinsey: Private Cloud Market
1 2 3
4

IT, HP Partner, HP
Keep control in the new style of IT
…
old style
BusinessIT
Networking
Storage A
Server xyz
Unix
Oracle
App
Networking
Storage B
Server X86
Windows
SQL
App
Managed/Public
Cloud Services
Services
Infrastructure
Orchestration/
Virtualization
Privat Cloud /
Traditional IT
Services
Internal Services External Services
new style
KVM
CloudSystem

Element 1 – the Platform
HP CloudSystem
• 2 basic packages:
CloudSysten Foundation & CloudSystem Enterprise
• Built on HP Converged Systems platform
with enterprise grade OpenStack® SW
• Choice of licensing - HW or OSI (VM) based
• Out-of-the box support for cloud bursting
200+CloudMaps
43%
Lower TCO
Minutes
Not weeks/months to
provision
Hours
Not days to install
+200
Cloud Maps

Element 2 – The Software:
Cloud Service Automation
Create, provision, and manage private and hybrid cloud services
AdministratorsArchitectsConsumers
One
Management
Platform
Across many
Resource
Pools /
Environments

Element 3 – The Services:
Partner Cloud Services
To benefit on the Cloud Service Lifecycle

The new style of IT – It requires new style of
partners
Public cloudManaged cloudPrivate cloudTraditional
Build
Cloud Services
Consume
Cloud Services
Hybrid
Cloud Services
HP Helion common, open architecture
Cloud Builder Service Provider
Cloud Reseller
Open Secure Agile

Designed with flexibility in mind to deliver HP Converged Cloud solutions
CLOUD
BUILDER
CLOUD
RESELLER
selling cloud
services from
HP or SP partners
to end-user
customers
deliver on-premise
private cloud
solutions to end-
user customers
deliver off-premise
cloud services
(IaaS, PaaS, SaaS)
to end-user customers
CLOUD
PROVIDER
Many partners chose a hybrid approach

HP PartnerOne for Cloud
FY15
Cloud
Reseller *
Cloud
Builder
Service
Provider **
Platinum Cloud specialist
Gold Cloud Builder + Gold Service Provider (based on HP Helion)
FY15
 
FY15

FY15
FY15
* Cloud Reseller Specializations WW announced. Under development for EMEA for
readiness. Roll out during FY15.
Helion Network members may achieve Platinum, Gold or Silver status.
** ex. Cloud Agile
Gold
Silver
Platinum
previously Select
previously Premier

Typical Cloud Sales cycle
Establish
credibility
Set the scene Show the
product
Deep dive POC/Pilot
Typcially 6-12 months
Speed up things by including CloudSystem Foundation in every deal and plant the
seed!
 Cloud Readyness Program

Go the cloud way - Sell a cloud ready system
Cloud Readiness Program
CloudSystem
Foundation/SW
operated as
ConvergedSystem
X
Converge
d System
X
CloudSyste
m Ready switch on cloud
CloudSyste
m Advanced
CloudSystem
Enterprise
t
CloudSyste
m
Core
CloudSystem
Foundation
1
2
3
+5% PfG
for
CloudBuilder
(see PfG rules)
Step 1 now / Step 2 & 3 follow later

Europe’s cloud of clouds

The realization of HP Helion Network in Europe:
Cloud28+
A Single European catalogue of cloud services
Understanding the barriers to Cloud adoption in the EU. Create a searchable European catalogue of
cloud services.
HP vision to the EU: Cloud28+, a cloud of clouds made in Europe and secured locally
Federating European clouds to unleash the potential of Cloud in the EU
Cloud 28+
Cloud Service Catalogue
Network

The European Commission launched the
European Cloud Computing strategy to create
2.5 million new jobs and increase the
European economy by 1% by 2020
Unique regulatory, accessibility and
geographical barriers inhibit the growth of
cloud adoption in the European Union.
Cloud impacts politics and is
a business and MD level topic.
www.cloud28plus.e
u

The Helion Network -
What are we doing differently
 HP won’t launch Public Cloud in EMEA
HP is building a network : The alternative of big web giant
 HP has a catalog of catalog concept , ref Cloud 28+ initiative
 Member - inclusive governance
 HP is Open, Openstack
 HP is relying on our reseller and providers partners
 Collaborative sales and GTM
 HP is believing in Local/Proximity relationship
 HP is believing in EMEA on Data Privacy , EU compliances

The project has received strong interest across the EU
Cloud 28+
A cloud of clouds, made in Europe, secured locally
Cloud28+ Members (150 members)

Important to know:
• No financial transactions happen on platform.
• Platform is owned by community and not HP. Nobody is making
money from platform itself.
• Everyone can join as long as they support OpenStack
standards and agree to governance of the community.
• Distribution aggregation platforms can join as sub-net.
The “app store” for business cloud
services
DISCOVER A PROVIDER
(of cloud & related services)
PROVIDE LEADS TO
PARTNERS
(make the business contact)
RAISE AWARENESS AND
VISIBILITY OF PARTNERS

Members Logos registration:
Started March 25th
• 87 have been collected
• 35 are in the pipeline
Target:
150+by September 2015

Objectives of the Community website
• Increase the visibility of the initiative
• Publicize the support we are getting from
EU-based organisations
• Attract additional organisations
Learn more:
www.cloud28plus.eu

CLOUD28+ STRATEGY – what is in it for our
partners?
New services drive new
revenue
New channels
More revenue from
existing network assets
Reduce costs
Service Providers
Drive demand
Drive agreements with
Service Providers and
clients
Help them transform to
cloud
ISVs
An open, secure and agile hybrid
IT environment
Access to an expanded
enterprise grade cloud portfolio
Ability to meet EU-specific data
regulations
Choice of data location
Compliance
Customers
Cost reduction
Choice
Compliance
Access to more services
Digital growth
Keep money in country
Governments
Drive demand and
contact to clients
New services drive new
revenue
Facilitate agreements
with SPs
Facilitate agreements
with ISVs
CloudBuilders
Developers
Certified service
access
Others
All needed to digitally
enable the economy
Help our partners on the path to cloud (an alternative to Amazon, MS Azure, Intercloud, etc)

Extend your cloud services reach with HP
Channel Partners
Online Marketplace that creates efficient means for SPs to sell services thru HP’s global value added reseller c
Helion Marketplace for Resellers
Cloud ResellerService Provider
Sell In Sell Out
Required to run
HP Helion Cloud
OS
Pre-Packaged
solutions for
Enterprise and
SMB Markets
Automated ordering, provisioning, billing and management

A few things to consider
Cloud is about
synchronizing
business
and IT
Start
Small,
Think BigKeep control
-
Manage the
Portal

Thank you

HP Helion - Copaco Cloud Event 2015 (break-out 4)

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HP Helion - Copaco Cloud Event 2015 (break-out 4)