Selling the Cloud to Your C-Suite
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As companies consider moving to the cloud, every cloud advocate must answer to upper management on why it's the right thing to do. It's not always easy to envision the questions your C-level may ask, but there's no need to stab in the dark!
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Selling the Cloud to Your C-Suite
- 1. 1 SELLING THE CLOUD TO YOUR C-SUITE
- 2. • This webinar is being recorded and an on-demand version will be available at the same URL at the conclusion of the webinar • Please submit questions via the button on the upper left of the viewer • If we don’t get to your question during the webinar, we will follow up with you via email • Download related resources via the “Attachments” button above the viewing panel • On Twitter? Join the conversation: #SellCloud, #HOSTINGspeaks, @HOSTINGdotcom 2 HOUSEKEEPING
- 3. 3 BACKGROUND Video Conference Service Provider Public Data Center Service Provider Cloud Hosting Service Provider
- 5. Product Offering 5 TECH RESPONSIBILITIES Customer Applications HOSTING Infrastructure HOSTING Managed Services Cloud NetworkStorage Facility DBA BC/DRCompliance BSS/OSS
- 6. Product Offering 6 TECH RESPONSIBILITIES Customer Applications HOSTING Infrastructure HOSTING Managed Services Cloud NetworkStorage Facility DBA BC/DRCompliance HOSTING Applications Automating Infra & Managed Services from Quote to Cash BSS/OSS
- 7. 7 AUTOMATING QUOTE TO CASH Service Delivery Model Work Flow Architecture Messaging Architecture (XML or Db to Db) IT Service Definition IT Service Order IT Service Provisioning IT Service Support IT Service Management Service Infrastructure Architecture Business Support Applications (Product Catalog, CRM, Billing…) Operational Support Applications (Work Orders, Trouble Tickets….) Monitoring Architecture Manager Of Managers Storage Security Network Software Apps Facility Applications Security NetworkSoftwareStorage Facility Portal Reporting Engine Data Repository Reporting Architecture Enterprise Service Bus
- 8. I HAVE BEEN ON BOTH SIDES 8 HOSTING Products HOSTING Applications COO Joel Daly I’m a Buyer I’m a Seller
- 9. 9 STATE OF THE CLOUD 2013 Coming out of the Trough 2014 Gartner Hype Cycles Last 5 Years
- 12. But Its Still Growing 12 Jan-10 Jul-10 Jan-11 Jul-11 Jan-12 Jul-12 Jan-13 Jul-13 Jan-14 MonthlyRecurringRevenue Cloud Hosting Revenue 76% CAGR 76% CAGR
- 13. WHY THE GROWTH • Virtualization Maturity • Application Maturity • Security Maturity • True Cost Savings 13
- 14. 14 WHO DECIDES ON THE ENTERPRISE SIDE
- 15. 15 NEW PRESSURES ON IT LEADERS
- 16. 16 NEED TO CONNECT DIFFERENT DOTS TO COME OUT OF THE TROUGH 2014
- 17. 17 IN THE TROUGH – WE NEED TO GO BACK TO THE BASICS
- 18. 18 BASIC DOTS TO CONNECT Players
- 19. 19 BASIC DOTS TO CONNECT Players Business Problem
- 20. 20 BASIC DOTS TO CONNECT Players Business Problem Pain Points
- 21. 21 BASIC DOTS TO CONNECT Players Business Problem Solution Pain Points
- 22. 22 BASIC DOTS TO CONNECT Players Business Problem Solution Pain Points Use Case
- 23. 23 BASIC DOTS TO CONNECT Players Business Problem Solution Benefits Pain Points MetricsUse Case
- 24. 24 Players Business Problem Solution Benefits Pain Points MetricsUse Case Executive Or Business Unit Leaders Your IT Team The Stressed-Out IT Leader Customers Partners
- 25. 25 Players Business Problem Solution Benefits Pain Points MetricsUse Case Help Me Grow Save Me MoneyGuide Me Reduce My Risk
- 26. 26 Players Business Problem Solution Benefits Pain Points MetricsUse Case Help Me Grow Save Me MoneyGuide Me Reduce My Risk Help Me Deliver Sooner Help Me Sell
- 27. 27 Players Business Problem Solution Benefits Pain Points MetricsUse Case Help Me Grow Save Me MoneyGuide Me Reduce My Risk Contract and Tech Flexibility Uptime & ComplianceHelp Me Deliver Sooner Help Me Sell I hate Moving
- 28. 28 Players Business Problem Solution Benefits Pain Points MetricsUse Case Help Me Grow Save Me MoneyGuide Me Reduce My Risk Contract and Tech Flexibility Uptime & ComplianceHelp Me Deliver Sooner Help Me Sell I hate Moving What are Others in my Space Doing Better then Me? Save Me from Myself
- 29. 29 Players Business Problem Solution Benefits Pain Points MetricsUse Case Help Me Grow Save Me MoneyGuide Me Reduce My Risk Contract and Tech Flexibility Uptime & ComplianceHelp Me Deliver Sooner Help Me Sell I hate Moving Match Costs with Revenue Build in Future Savings What are Others in my Space Doing Better then Me? Save Me from Myself
- 31. • Software as a Service (SaaS) Enablement • Test and Development • Business Continuity & Disaster Recovery 31 Players Business Problem Solution Benefits Pain Points MetricsUse Case
- 33. 33 Players Business Problem Solution Benefits Pain Points MetricsUse Case Benefit = Solving the Business Problem With a Defined Outcome that can be Measured
- 34. 34 Players Business Problem Solution Benefits Pain Points MetricsUse Case Metric = Measurable Outcome for Specific Pain Point
- 35. 35 Players Business Problem Solution Benefits Pain Points MetricsUse Case Business Problem Pain Point Metric Type Metric Help Me Grow Help Me Deliver Sooner Time to Market (Schedule) 1.5 years New Revenue (Revenue) $2M over 1.5 year Period Help Me Grow Help Me Deliver Sooner
- 36. 36 BENCHMARK METRICS Business Problem Pain Point Metric Type Metric Help Me Grow Help Me Deliver Sooner Time to Market (Schedule) 1.5 years New Revenue (Revenue) SaaS Revenue 65% * 1.5 year Period Reduce My Risk Have to Be Compliant Min Cost of Breech $400K Value of Patching $399K per Server Guide Me Share Best Practices VM Count for Private Cloud 50-60 VMs ISV to SaaS Conversion Gross Margin Hit 20% COGS Increase Save Me Money Match Revenue with Expenses Buy vs. Rent Servers (Min) 1300 Servers VM Count for Private Cloud 50-60 VMs
- 37. CONNECTING THE DOTS FOR THE C-LEVEL 37
- 38. 38 Q&A Joel Daly | COO, HOSTING For more information about cloud solutions by HOSTING, please contact our team at 888.894.4678.