successful selling in the cloud – part 1 steve iatropoulos / manager, australia partner technology...
TRANSCRIPT
Successful Selling in the Cloud – Part 1
Steve Iatropoulos / Manager, Australia Partner Technology Advisor Group
Wall Williams / Sales Manager
Adam McInnes / CEO
Agenda• Successful Selling in the Cloud Part I– What is working, not working – Steve
Iatropoulos– Successful Selling IaaS – Wal Williams, ICO– Successful Selling PaaS – Adam McInnes,
Open Windows
• Part II – Successful Selling in the Cloud - BPOS
To be ‘true’ cloud one must offer …
• ‘Elastic’, up/down• Self service• Usage based pricing• Shared, pooled resources• Network and device independent
The NIST Definition of Cloud ComputingAuthors: Peter Mell and Tim GranceVersion 15, 10-7-09
ON PREMISE HOSTED PUBLIC
SaaS
PaaS
IaaS
ON PREMISE HOSTED PUBLIC
SaaS
PaaS
IaaS
The conversation is already in play
If you aren’t doing it, someone else is … we have learnt our lesson …
Google is actively hunting in our accounts70% of our accounts have been approached
If we lose to …
• Google– Do you still have control of your customer?
• Salesforce.com– Extending beyond Force.com?– Is 100% cloud the right model?
• Amazon and others– What next?
The current hunting grounds• Commodity workloads: Email, Storage
– VMWare, Lotus Notes, Groupwise– Microsoft
• Exchange 2000, 2003
– Server, power, racks, rent costs
• But this is also on the table, today … – Task Workers– Cost pressure from CFO– Is unhappy with current outsourcer, MSP– Has uptime challenges– Mergers and Acquisitions– Change in the company (new CIO, CFO…)
ISV perspective
Average UsageCom
pute
Time
“Growing Fast“
Usage
Com
pute
Time
Average
Inactivity
Period
“On and Off “
Com
pute
Time
“Unpredictable Bursting“
Average Usage
Com
pute
Time
Average Usage
“Predictable Bursting“
Successful partners so far have …• Understand Microsoft's value proposition for the cloud (the ‘Grid’)
• Target the cloud message appropriately– IT Manager (fear) vs CFO (opportunity)
• Understand the licensing models– EA (45% covered), Telstra, SPLA, Azure
• Are informed of the implications– Migration, bandwidth, user experience, overages,
Identity
• Sell the service not the product– On going relationship with the customer– Have built contracts with the right SLA’s– Manage ‘churn’
Successful teaming ….• Build a different structure for your cloud business
– Brand for your cloud offerings– Cost structure, compensation models on service– People who understand subscriptions, transactions and
Microsoft licensing– Pricing models that can be passed down to Azure
• Work closely with our sales force– “I have pitched the cloud but I need someone to take the
next step …”, MS Account Manager– Understand our cloud commitment
• Partner with IaaS partners, Telstra and tool vendors and others emerging
New opportunity• Services, services, services
– Consulting– Implementation– Governance, security– Training Support
• Testing environments to help customers innovate (fail fast)• Workloads which had a high barrier to entry (CRM,
SharePoint)• High Performance Computing• Extranet and supplier collaboration• Remote telemetry, geo-location services• Social computing• Monetising your data• Apps for mobile devices
Why the MS Cloud?
• We have learnt our lesson– All in or pack up
• We are going big and broad– Constant new opportunity for partner
• We are going to take partners with us– This is how we will scale
• Unlike Saleforce.com, we don’t have an exit strategy– We can’t sell Microsoft, we are here for
the long term
www.ico.com.au
HYPER-V SUCCESS STORY
“Our applications are utilised by thousands of simultaneous users, 24x7. Standardising on Microsoft and moving to Hyper-V was a clear choice for us and has increased the
performance of our application significantly. This new, 100% Microsoft solution has
reduced our costs by 49%.”
PAIN POINTS
• Overloaded racks• Reaching power capacity for building• Escalating costs of hardware and management (CapEx Vs OpEx)
CALL TO ACTIONS:• Attend Selling in the Cloud Part II – Selling with BPOS• Visit booth Partner Advisor : Global Partner Services booth
near the Telstra stand and sign up to your 250 seat internal use licenses and demo account
• Visit Telstra Stand - meet Telstra channel managers and find out how to engage
• Make an appointment with Ted Keating (Wednesday 1st September only) – to discuss your cloud strategy
• Visit New Lease Booth every lunchtime to connect with Cloud Presenters
• Visit Australian Partner Portal for all partner resources and Getting Started Guides:
– https://partner.microsoft.com/Australia/productssolutions/productsonlineservices
APPENDIXSupporting Content
