best practices for your cmp rfp or rfi
TRANSCRIPT
THANK YOU.
Speakers
• Josh Fraser • SVP, Sales & Business Development
• David Redmond • Director, Sales Development
A Platform to Manage Every Customer
Cloud Analytics Self Service Cloud Management
Universal Cloud Management
Any Cloud, Service, VM, Server, Container
Public Clouds
Private Clouds
Virtual Environments
Bare Metal Servers
Containers Containers Containers Containers
Beyond “Least Common Denominator”
4
Compute Storage Network Database
Built-In Integration Cloud Service Plug-Ins
AWS Lambda
AWS Elastic
Beanstalk
Google Container
Engine Azure PaaS and more…
Created by • RightScale • Customer • 3rd party
1. No standardization or repeatability
2. Manual processes 3. Tribal knowledge 4. Complaining developers 5. Migration headaches 6. Lack of version control 7. DIY orchestration
overhead 8. Lengthy SDLCs 9. DevOps transformation
pains
10. Vendor lock-in 11. Shadow IT 12. Lack of structure 13. No visibility 14. Unpredictable costs 15. Cloud account sprawl 16. Security & compliance
holes 17. Wasted reserved buys 18. Manual showback/
chargeback
19. Unrealized EA discounts 20. Complexity with access
control 21. Instances abandoned or
under-utilized 22. Fast pace of cloud
innovation 23. Multiple GUIs/portals 24. ITSM incompatibilities 25. Orphaned container
strategy
Challenges with Hybrid & Multi Cloud
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CIO I&O / Cloud Leaders Architects / Dev Leaders Shift IT to say “yes” instead of “no” to enable the business
Broker multiple cloud services Need infrastructure on-demand to deliver software faster
Need to support the latest dev trends (DevOps, CI/CD, Docker)
Convince business units to leverage their brokered services instead of going around IT
Want to use cloud provider of choice and choose any add-on IaaS+ / PaaS services
Bring shadow IT under governance
Support the latest dev trends (DevOps, CI/CD, Docker)
Moving toward CI/CD
Managing/optimizing costs Move more apps to the cloud Want to use Docker
Navigate the OpEx model of public cloud
Ensure apps in the cloud meet SLAs and are secure
Often prefer API or CLI over a GUI
Attract/train resources with cloud expertise
Ensure existing on-prem environments are used more efficiently
Want to use their favorite tools for config management (Chef, Puppet, Ansible)
Stakeholders to Interview
Recognize Complementary Technologies
Source: “The Forrester Wave: Hybrid Cloud Management Solutions,” Jan ‘16
ITSM Providers
Identity Management
Source Control
CI/CD
Plan to Integrate with Your Ecosystem
System Monitoring
Application Monitoring Infrastructure Management
SIEM Tools
Configuration Management
RightScale!CMP!
“Ignoring important cloud management requirements when executing their cloud strategies has caused I&O leaders to pick the wrong tools, incorrectly think that a single CMP is all they
need, or choose tooling that is too complex for their organization's skill set. !
In some cases, I&O leaders do not do anything because they
do not know what capabilities to seek.”
Don’t Boil the Ocean
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Source: “IaaS Cloud Management Tool Selection Methology (Gartner, June 2016)
Difference Between RFI, RFP, and RFQ RFI RFP RFQ
Purpose Develop strategy or learn more about supplier’s capabilities
Determine feasibility of each potential supplier’s bid
Compare costs between competing vendors
Level of effort Medium (Client) / Medium (Vendor)
High (Client) / High (Vendor)
Low (Client) / Medium (Vendor)
Format Open-ended Open-ended, but with formal parameters
Closed-ended
Best suited for Customized solutions
Customized solutions
Commoditized products
Sources: Reference.com, Negotiations.com!
Automation & Orchestration
Governance & Planning
Platform & Integrations
Structuring Your RFI/RFP
How can we enable DevOps/agile software
development?
How can we manage any cloud, server, service,
VM, or container – both new & existing?
How can we leverage the entire ecosystem?
How can we turn analytics into action?
“As more public and private cloud services are provisioned, there is a great potential for waste in terms of resources consumed and/or dollars spent to achieve both agility objectives and
SLAs. This is compounded by decentralized IT spending, which is expected to reach 50% by 2020. For example, Gartner client inquiries show that it is not uncommon for public cloud
service bills to be two to three times higher than expectations.
Moreover, traditional data center issues of low infrastructure asset utilization and overprovisioning of capacity resources have spilled over into the private cloud environment. As
reflected by Gartner client inquiries, many have asset utilization of just 10% to 20%, suggesting significant room for improvement in cost and usage.”
A Word About Analytics to Action
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Source: Innovation Insight for Dynamic Optimization Technology for Infrastructure Resources and Cloud Services (Gartner, February 2016)
Category: Platform & Integrations
Category: Automation & Orchestration
Category: Governance & Planning
The Forrester Wave: Hybrid Cloud Management Solutions (Jan, ‘16)
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“Our evaluation of the 11 selected vendors validates our analysis that the hybrid cloud management solutions market is very active and mature.” !
The Forrester Wave: Hybrid Cloud Management Solutions (Jan, ‘16)
1. Can be confused with success criteria 2. Can become a token exercise 3. Don’t capture nuances (i.e., security models) 4. Slow time-to-market 5. Vendors exaggerate capabilities 6. Don’t allow for interactive conversation
Pitfalls of RFPs
Client A Client B
Industry Retail Banking
Evaluation approach Lengthy RFP, followed by checkbox-style pilot
Competitive pilot with 32 success criteria, agilely weighted
Complicating factors Success criteria did not change after pilot results reset what was possible
4-stage security review
Decision holder Black-box executive committee > zero engagement w/ vendor
Team consensus, led by pilot sponsors > direct engagement
Duration 12 months < 5 months
Decision Settled on DIY approach Selected SaaS-based CMP after meeting 29 of 32 objectives
Outcome Saddled with technical debt; poorly positioned for multi-cloud future
Common interface for managing & governing dev & prod workloads across AWS, SoftLayer, and HP
Tale of Two Enterprises
1. Rethink your RFP process > technology buying has changed 2. Try before you evaluate > SaaS is made for diving in 3. CMPs are emerging technology > be wary of “you don’t know
what you don’t know” 4. Keep success criteria agile > you’ll learn as you go 5. Focus on 1 - 3 use cases and/or problem statements 6. Talk to analysts & reference customers 7. Get answers on vendor’s vision & roadmap
An Agile Alternative to an RFP
• 7 Common Questions About a Cloud Management Platform (RightScale, April ‘16)"
• The Forrester Wave: Hybrid Cloud Management Solutions (Forrester, January ‘16)"
• IaaS Cloud Management Tool Selection Methodology (Gartner, June ‘16)"
• Market Guide for Cloud Management Platforms: Large, Emerging and Open-Source Software Vendors (Gartner, April ‘16)"
• A Comprehensive List of Management Requirements for Organizations Using Public Cloud Services (Gartner, April ‘15)
Suggested References
