Software as a Service

1. Feza Pamir
Director, Cloud Computing
Jay Noble
Director, Cloud Computing
CLOUD SERIES
Software as a Service

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Series Objective
• Assist Account Executives to discuss Cloud with clients and to pursue Cloud
opportunities
• Use Cloud to position CSC for future work
– Cloud as innovation and Transformation enabler
– Using Cloud to cross-sell professional services and applications engagements
• Not just training – provide coaching & consulting support as well
• Support with case studies within CSC
Session Two identical sessions each
day at 7:30 am and noon ET
Winning with Cloud Friday, December 3, 2010
Cloud Roadmap and Optimization Strategy Friday, December 10, 2010
Infrastructure-as-a-Service Solutions Friday, December 17, 2010
Platform-as-a-Service Solutions Friday, January 7, 2011
Software-as-a-Service Solutions Friday, January 14, 2011
Cloud Security Solutions Friday, January 21, 2011
Cloud as a Transformation Enabler Friday, January 28, 2011

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Agenda
• Introduction to SaaS
• CSC & SaaS – History
• New SaaS Offerings – Available NOW!
• CloudExchange
• CloudPM
• CloudSRM
• Salesforce.com
• CSC Competitive Differentiation
• Sales Support Contact Information

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As-A-Service Defined
On-Demand, Self-Service,
Rapid Entry and Exit
Pay-As-You-Use, Metered
Consumption
Rapid Elasticity, Scale
Up/Down, Flex
Shared Pools, Illusion of
Infinite Resources
Broad Network Access
using Standard Internet
Protocols
Cloud Services Common Characteristics

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Service Definition
(from NIST)
Features Example
Capabilities
Software
as a
Service
(SaaS)
The capability provided
to the consumer to use
the provider’s
applications running on
a Cloud infrastructure
through a thin client
interface.
• An application based on a framework
supporting various degrees of multi-
tenancy
• Metering and billing mechanism in
a multi-tenant hosted model
• Configurable platform to support
tenant specific requirements
• CRM
• ERP
• Supply Chain
• Human
Resources
Platform as
a Service
(PaaS)
The capability provided to the
consumer to deploy onto the
Cloud infrastructure
applications created using
programming languages and
tools supported by the
provider(vendor).
• Applications are optimized to leverage Cloud
computing environment
• Framework enables developers to build and host
multi-tenant applications
• Includes integrated development, deployment
and management services
• Developers are freed from having to code
specifically for application clustering and
scalability requirements
• Platform: Force.com,
MS Azure, Cordys,
Google App Engine
• Developer and Testing
Tools: Skytap, Soasta
• Development Stacks:
LAMP, Ruby on Rails,
Java, .NET etc.
Infrastructu
re as a
Service
(IaaS)
The capability provided to the
consumer to provision
processing, storage, networks,
and other fundamental
computing resources where
the consumer is able to deploy
and run arbitrary software,
which can include operating
systems and applications.
• Provides Hosting service for applications
• Virtual infrastructure stacks
(hardware/software) to deploy applications
• Enterprise has responsibility for regular
maintenance and administration of the
application
• Hosting/Computing:
Amazon EC2,
Navisite, Terremark
• Storage: Amazon S3,
Terremark
Infinistructure
• App runtime: LAMP,
Ruby on Rails, Java,
.NET etc.
As-A-Service Defined cont…

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A Top-Down Business First Approach
Biggest Payoff
for Customers
Largest
Market
Opportunity
Commodity
Market

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The March to 500,000 Users in CSC’s Trusted Cloud
SaaS in Action Today Business Relevance
Real-time Residential Mortgage restructuring
solutions for major US banks
70,000 + users
Accessing 10M + loans
Globally Integrated Project Management suite 16,000 users
5,000 global projects managed
concurrently
Integrated Risk Management Solutions for
self-insured
17 clients with over 3,500 users
Suite of specialized applications for health
insurance industry
Supporting over 250,000 lives
from multiple clients
Compliance Assessment Suite 15 Clients, 200 users conducting
12+ million transactions per
month
Legal Case management suite 47 clients supporting access for
80,000 firms

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Cloud Checklist
Understand security in the cloud
Select cloud no-brainers: actual cloud services
Develop a road map for the agile business
Choose the cloud: multiple delivery vectors
Let the workloads be your guide

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CSC Cloud Adoption Assessment
The Cloud Adoption Assessment is a short consulting activity carried out for our clients with the objective of
identifying the right business services to move to the Cloud and the creation of a practical plan. It provides
our clients with an understanding and documented roadmap of how best to leverage the Cloud to bring
benefit to the business
The Cloud Adoption Assessment enables
our clients to answer the following
questions:
• How do we untangle the multitude of options
in the rapidly developing cloud marketplace?
• How do we know that our choices will support
our business strategy?
• What processes should we migrate?
• How much control should we relinquish?
• Which services offer the right performance
and security?
• How will cloud services change our
procurement and management policies?

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Outlook
Exchange 2010 PST Manager
Active Sync
Office
Communications
Server
BlackBerry
Communication
Server
Archiving and
MessageMirror
SharePoint
CSC CloudExchange
Headquarters Field Office
Anywhere, anytime access; high availability; lower operational cost
Remote Workers
Reliable mail and collaboration delivered as a service with the rich
feature set of Exchange 2010 but without the overhead

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Web Server
Third-Party
CSC CloudProtection for Mail and Web
Message security delivered as a service providing enterprise e-mail
and Web security and control
Reduce risk, secure electronic communications, lower operating costs,
and simplify management
Your Network Firewall
Web Proxy
Server
User
E-Mail Server
Administrator
Firewall CloudProtection
for Mail and Web
Antivirus
Antispyware
Antispam
Content control
and URL filtering
Message
encryption

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12
A Few Examples of CSC Customers in the Cloud

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CSC Trusted Cloud
Data Center
Project Managers
CSC Startup and
Support Services
• Project Server Setup
• Super User Training
• Backup Support
• Level 2 Help Desk
Support
MS Project Windows SharePoint Services
CSC CloudPM Solution
Enterprise Program Portfolio Management Solution Delivered
as a Service
CloudPM
Program
Management
Additional CSC Capabilities and Services
Scalable enterprise PM functionality without the upfront costs
Template and
Report Creation
Training
Services
Project Management
Consulting
Tailored
Help Desk Services

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CloudPM– What Customer Challenges Does it Address
Delivering Projects On Time and Within Budget
Difficult to Cost Justify
on Premise Alternative
Cross Functional
Collaboration
Complex program and
project management
administration
Labor intensive administration
Non Integrated tool sets
Manual work processes
Difficult to pinpoint risks, issues, areas of focus
Non standardized program management processes
Effective cross-functional and organizational
communication of key information not in place for
large programs
Dependency on IM and email without full knowledge
transfer and information exchange
Shorter project lengths make on premise software
difficult to justify
Constrained by long term contract term

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CloudPM – Benefits
Flexible, Cost Effective
Delivery
Improve Cross
Functional
Collaboration
Simplify Program
Management
Administration
Common document repository and integrated
templates all linked to PM dashboards and reports
Move from document sharing to knowledge
management
Eliminate IM and email dependencies without full
knowledge transfer and information exchange
Delivered as a service, no upfront investment for
licenses or hardware
Shorter payback period and higher ROI
No lock in to long term hosted deployment
Able to migrate deployment on site
Rapid deployment
Continuously monitor performance to ensure
programs are brought in on time and budget
Simplify PM, reduce admin time
Gain automated consolidated view of programs and
projects with full drill down capabilities

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CSC CloudPM – Who Buys It?
Ideal Customer
Business Characteristics
– Services companies
– Enterprises with greater than 300 ppm users
– Short duration projects – 6 months minimum
– Multi vendor governance projects and/or joint ventures
Buying Characteristics
– Moving from Capex to Opex
– Unable to justify in house PPM solution
IT Characteristics
– Do NOT have a PPM solution currently in place or have older solution
regarding upgrade
– Looking to pilot/initiate with SaaS model prior to moving in-house
Key Buyers
– Program Management Director
– Operations Director/Manager

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Pricing & Terms
# of users Price/user/month
300-500 $145
501-750 $130
751-1000 $115
Initial Set-up fee $6,250
Customization Optional based on
requirements
• Terms
– Minimum 6 months; generally, 1-2
year terms

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CSC Cloud SRM – Managing purchasing efficiently
• In general, existing solutions on the market only cover the operational functions of
purchasing
• New CSC Cloud SaaS SRM Solution complements SAP/ERP in areas that are
uncovered but crucial for the purchasing top management both at the strategic level
and at the analytical level.
•Built on Force.com integrated with SAP

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- Salesforce.com is the leading cloud platform for business application
- An offer with multiple sources of revenue which can be easily rolled out
and sold at CSC global level (Cloud SRM is already referenced in the
global catalog)
- An offer that reinforces the level of intimacy with buyers who are
stoppers/accelerators to the signature of our contacts
Leadership
Win-win
Relationship
Knowledge
Experiences
- Up to date, Salesforce.com serves more than 70 000 customers
representing more than 2.000.000 paying users for more than 230
millions transactions per day
Shared Economic
Profits
Business Model - $125 per user per month for the solution
- Project fees (for customization)
- Salesforce.com comes with its commercial and marketing power
- CSC comes with its purchasing business knowledge
-Having proven this potential, the client should be ready :
-Not only to pay for the solution, and the relatively low annual fees costs
-But also, to give us some additional higher revenues linked to :
Change Management jobs to help him improve his team competencies
Consulting jobs to get the savings effectively done once the right levers are identified
The revenues from repeat business could be much more than what originally expected for CSC
Cloud SRM – Business model
Partnership with

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Maximize our ROI - with Force.com
• A differentiating lever to sell our purchase consulting jobs
• Recurrent license revenue
• Implementation projects:
– About 30 days for a stand alone solution
– Variable integration projects depending on the required level of integration with
back office systems
Cloud SRM – Business model
CSC Fees
Buyers Licence
Portal licence
Supplier/internal customer
$125/user/month
$15/user/month

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Summary of CSC’s Salesforce.com Capabilities
 West and South Europe
 France
 Italy
 Spain
 India FSG Sector—7 resources
 US Public Sector—10 resources
 US commercial –5 resources
 Global alliance—delivery and reseller partner
 A strong partnership based on common customers in different
industries
 A Joint analysis of our customer’s business stakes
 A shared vision of the added value and positioning of
Salesforce.com on the CRM and cloud computing market place,
making an efficient Go To Market
 Project Framing :
 Business case definition with use of Salesforce prototype
 Performance Improvement
 Solution Implementation : Salesforce.com application &
Force.com platform
 CSC Business Solution on dedicated function or industry,
based on Force.com platform :
 Cloud SRM vertical
 E-RM (in progress)
 Financial services (in progress)
 Health services (in progress)
Our Salesforce Customers Our Capabilities
CSC &SFDC
partnership
Our Salesforce.com Offer
✔
15 resources

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Prototype and
Pilot
Implementation
Identify a
Champion &
Establish a
Core Team
Evaluate and
Select Enabling
Technologies
Manage
Usage
Experiences &
Refine SFA
Solution
Identify Factors
Driving Change
& Business
Objectives
Define functional
and technical
requirements
Define SFA
Related
Processes
Plan & Execute
Implementation
What Does the SFA Journey Look Like?

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CSC Proprietary and Confidential Data 23
Have a Cloud Opportunity? Business Development Support
Patricia Murphy
pmurphy4@csc.com
Feza Pamir
fpamir@csc.com
Jay Noble
jnoble9@csc.com

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Have a Cloud Opportunity?
http://www.csc.com/cloud
External Web Sites
http://www.csc.com/LEF reports
 Customer Presentations
 Data Sheets
 Demonstrations
 White Papers
 Sales Training Content
 Pricing Tools
 Battle Cards
Sales Catalog: Your One-Stop Shop
https://portal.amer.csc.com/wiki/display/SalesCat/Trusted+Cloud+and+Hosting+Services

25. Thank You