PDO Webinar - Decoding the Secret of Successful Salesforce AppExchange App Pr...
Isv cloud business readiness assessment
1. Cloud
Readiness
Assessment
TechStrategyLabs Inc.
Planning
Survey
Assessment
2. ISV Cloud Business Readiness Assessment
Welcome
Welcome, Cloud Computing ISVs
This multi-dimensional analyzer assesses key gaps in your current strategy, and aligns you to IBM's cloud offerings
that will enable you to accelerate innovation. The recommendations are strategic steps in your journey to leverage
cloud computing to successfully transform your business.
To get started please move to the next page…
3. Flow of questions...
In order for us to assist you in this important transformation, you will be requested to provide some
business and technical information in the following sequence.
Enjoy!
Please tell us a bit about your business...
1. What is the key business goal behind your cloud initiative? *
Preserve market share Penetrate new market
Improve operational efficiency Capture market
2. What is the expected revenue/cost reduction goal for this initiative? *
Up to 5M USD 5M - 15M USD Greater than 15M USD
4. 3. What is the competitive situation of your product offering? *
High - Fragmented market with no consistent leader
Moderate - Fragmented with 1-2 market leaders
Low - un-fragmented market
4. What is the intent behind leveraging cloud computing? *
Build a cloud infrastructure Enable your application in the cloud
Extend your cloud application
5. What phase of the transformation are you engaged currently? *
Exploring options Planning Design and Architecture Execution
Operational Optimization
Now tell us a bit about your product...
If you are an Application Service Provider (ASP), and offering your product
as a "per customer installation" in a cloud environment, please select the
"ASP..." options.
6. What is the current status of your offering? *
Not cloud ready ASP on public cloud ASP on private cloud
Public cloud Private cloud
7. What type of cloud infrastructure will your offering utilize? *
Public cloud Private cloud ASP on public cloud
ASP on private cloud Hybrid (private and public cloud)
8. How do you plan to host your offerings? *
5. Self hosted 3rd party Hybrid (self and 3rd party)
9. In what units do you offer your product? *
Enterprise license Users Seats Transactions
ASP-based customers Computing capacity
10. In what units would you like to offer your product in future? *
Users Seats Transactions ASP-based customers
Computing capacity
11. What are your customers most sensitive to? *
Price Service Security Integration
12. What is your existing pricing strategy? *
Single-segment - Single Price Single-segment - Tiered-Price
Multi-segment - Tiered-Price
13. What is basis for your existing pricing? *
Cost-plus pricing Value-based pricing Competition-based pricing
Customer-driven pricing
14. How many direct-sales personnel are approximately involved in selling your offering? *
Some technical information about your offering...
15. How many "units of sales" does 1 unit of your production infrastructure support? *
6. 16. What is the infrastructure (image and workload) management technology you currently use in
production? *
Home grown
Open View
Microsoft
VMWare
Amazon
Open Source (KVM, Xen)
IBM Tivoli
17. What type of servers are you planning to utilize for this initiative? *
IBM Power Systems
IBM System z (mainframe)
Itanium
PA-RISC
SPARC
Ultra SPARC
Single core vanilla
Dual core vanilla
Please share some other business information...
18. How much do you approximately spend on software annually? *
Less than 1M USD Between 1 - 2M USD Greater than 2M USD
19. What is your approximate annual software maintenance spend (as a % of total annual
software spend)? *
20. How much do you approximately spend on hardware annually? *
7. Less than 250K USD Between 250k - 1.5M USD Greater than 1.5K USD
21. What is your approximate annual hardware maintenance spend(as a % of total annual
hardware spend)? *
22. How much do you approximately spend annually on your sales and marketing activities? *
Less than 1M Between 1 - 5M USD Greater than 5M USD
23. What is the approximate current annual revenue from your offering (that you want to
transform)? *
0 - 1M USD
1M - 5M USD
5M - 20M USD
20M - 100M USD
Greater than 100M USD
24. What is your approximate anticipated annual growth rate (annualized)? *
Less than 15% Between 15 - 25% Greater than 25%
25. What is the approximate price per unit of sale of your product offering (in USD)? *
Less than 100 USD Between 100 - 500 USD Greater than 500 USD
Please tell us a bit about yourself...
Your name *
26. Job title *
8. President/CEO
COO
CFO
CMO
Senior Director
Director
Senior Manager
Manager
Senior Associate
Associate
Email *
Please provide a valid email address, as the report will be sent to this email address.
27. Company *
28. Send a copy of the report to IBM to enable them assist you better? *
Yes
No
Thank You!
Thank you for your input. We now have a better idea on what you need. We will now conduct an in-depth analysis
of your need, and create a detailed report base on your input. The report will be emailed to you within the next few
hours.
Thanks
TechStrategyLabs Inc.
9.
10. Cloud
Readiness
Planning
Sample Company
TechStrategyLabs Inc.
October 12, 2011
The contents of this report have been prepared exclusively for Sample Company and may not be used for
any reason by any other party. The conclusions contained herein represent TechStrategyLabs’ analysis of
the data provided by Sample Company. TechStrategyLabs is not responsible for the authenticity of the
data provided by Sample Company. TechStrategyLabs has utilized all reasonable care in conducting its
analysis. TechStrategyLabs is not responsible or liable for any action taken by Sample Company based
upon this report.
16. Cloud
Readiness
Assessment
Sample Company
TechStrategyLabs Inc.
October 12, 2011
The contents of this report have been prepared exclusively for Sample Company and may not be used for
any reason by any other party. The conclusions contained herein represent TechStrategyLabs’ analysis of
the data provided by Sample Company. TechStrategyLabs is not responsible for the authenticity of the
data provided by Sample Company. TechStrategyLabs has utilized all reasonable care in conducting its
analysis. TechStrategyLabs is not responsible or liable for any action taken by Sample Company based
upon this report.
17. Business Gap Analysis
Executive Summary Business Gap Analysis 40.4%
IBM tools and technologies will enable a Unit of Sale Pricing Strategy Pricing Basis
smooth migration of your offering to the public Score 33.33% 100.00% 25.00%
cloud. Business and technology adjustments
Key areas to focus to enhance your offering are:
will ensure that the migration is successful from
both revenue and cost perspectives. Overall • Unit of Sale
the offering is approximately 56% cloud-ready • Pricing Basis
when migrated in its current state. The business
drivers account for 40.4% of this readiness, Addressing these areas will enable the offering
whereas the technology drivers account for the to be more competitive from a revenue
remaining 59.6%. This is highlighted in the perspective. In order to maximize the benefits
cloud-readiness scale that outlines both of a cloud delivery channel, it is imperative to
business and technology drivers. focus on important aspects such as customer
segmentation and overall pricing strategy.
Cloud Readiness Scale
100.00% Technology Gap Analysis
90.00%
80.00%
Technology Gap Analysis 59.6%
70.00% Virtualization Tenancy Infrastructure Cloud Platform
60.00%
Management
Readiness
50.00%
40.00% Score 50.00% 33.33% 75.00% 75.00%
30.00%
20.00%
10.00% Key areas to focus to enhance your offering are:
0.00%
Unit of Sale Pricing Pricing Basis Virtualization Tenancy Infrastructure Cloud
Strategy Management Platform
• Virtualization
• Tenancy
IBM WD and GTS Application Services provide
cloud application resources and cloud
In order to be more cost elastic, the offering
application development services for rapid
must address these areas. Cloud computing
application development. This will help
mitigate the technology gaps. The financial allows ISVs to leverage a more elastic cost
implication of this is highlighted in the financial structure. Selecting the appropriate IBM tools
projection section. and technology will ensure operational
efficiency leading to a more elastic cost-
1Current-state Gap Analysis structure to fully leverage a cloud-based
The current-state opportunities are categorized
delivery channel for your offering.
into business and technology. The
recommendation section provides the IBM Cloud Project Alignment
appropriate IBM tools and technology that will The current state of the offering aligns it to the
provide a sustainable and effective way to following IBM Cloud Application Enablement
address these opportunities and migrate the Project.
offering to a public cloud.
1
A higher percentage indicates a lower gap to
become “cloud ready”