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twenty_questions
Hosters!Thrive not Survive in Cloud .
Justin Pirie@justinpirieblog.mimecast.comjpirie@mimecast.comHostingCon ‘11
Anders Trolle-Schultz@trolleschultzwww.saas-it.netats@saas-it.net
SaaS-it Consult
Helping the IT-industry improve their business capabilities
Analyst Blogger
Community Manager
Where I Work
How the ProblemUsed to be Solved…
Over 1m users
Setting the Scene
Software as a Service
IT-services delivered on-premise/off-premise independent of the traditional perpetual licensing models with focus on the services delivered as a subscription based expense and not the licenses or technology required to deliver the services
Cloud Computing – one definition
Cloud Computing is a production method where the Services are presented on-demand, self-provisioned, scalable, and are billed per logical unit used
twenty_questions
Cloud.How did we get here? .
Why we’re here
Cloud has it’s own hype cycle!
Cloud + Mobile Driving Consumerisation of IT
bigdigo
Q4 2010- Smartphones outsell PC’s
June 2011- App usage exceeds browser
gamp
People now have better Computing at home than work
Consumer Services:Driving Innovation
Productive at Home:Wanted at work.
The IT market is changing
Push to Pull
New Roles and New Players
Market is maturing because of Customer demand
• Economic climate• We work/will be working differently• Competitive needs• Non-IT decision makers move into the choice of IT-
services• Rapid changing technologies• New Players in the game
“A "SaaS first" policy is being enacted in the
majority of small and midsize businesses”
Feb 2010
Double Edged Sword?
Willemvdk
terren in Virginia
Perfect Storm Approaching?
To Op-Ex
Lars Plougmann
Towards Business
Ambernectar 13
Travel Agents
Disintermediated
Different Business Models
chrisinplymouth
SaaS-it Evolution model™
Perpetual
Local infrastructure
Perpetual
DedicatedHosting
Subscription
DedicatedHosting
Local Infrastructure
Subscription
Subscription
Multi-tenantHosting
ASP
Traditional IT delivery
SaaS
On-
prem
ise
On-
prem
ise
Off-
prem
ise
Off-
prem
ise
Local Infrastructure
ApplicationStreaming
Subscription
Andrew Coulter Enright
Unclear where channel adds value?
But Cloud is complicated…
bandini's.on.fire
Businesses aren’t Greenfield sites
Robert Crum
Existing Business Processes
Business Models
juhansonin
IT Architecture
peterjroberts
All Needs Integration
Politics
UK Parliament
Multiple Vendors
jurvetson
Means Services EssentialCraft Australia
Help customers becomeCloud Ready
Sticks…
miletbaker
Reliant on Product? (h/w or s/w) must rethink
phil_g
Or be replaced
busy.pochi
Carrots!
color line
Vendors can’t meet Customer requirements on their own
markwainwright
Immature Cloud Partner Ecosystem + Skills
surlygirl
IDC: Cloud Pro Services is $560m in Europe Today
trustypics
Noah Sussman
Growing to $8.2bn in 2015
Management + Integration Will remain a challenge
vancouverfilmschool
Up to 25% of Outsourcing Contracts will be Cloud PS
asparagus_hunter
Cloud is not Plug and Play
Slack pics
Preparation is essential
cliff1066™
Or face irrelevance?
.reid.
What’s next?
katrinalopez.
You must be Educating
Cloud= Evolution + Revolution
We can’t stem the tide
Become a One Stop Shop
_moonpie
bucklava
Construct your portfolio:Cloud Services Brokerage
Noah Sussman
Gartner: CSB = Largest Revenue Growth Area
Must have experience to add value
Meanest Indian
Where are we heading?
Hardware and Managed Services will be included in the customer offerings
Where are we heading?
• Hardware part of the service offerings• The big hardware vendors moving into the Service
and System Integration game• Managed Services securing on-premises IT• Subscription services as on-premises delivery• Non-IT players move into the channel• Cloud standards and regulations will come into play
Innovating the Service Delivery Model is the key to market growth
Traditional distribution models (Groceries) will set the standards in SaaS
The perpetual licensing model is still the dominating license model used
IT Delivery System as of today
ISV
Distributor
End CustomerD
ealer
Partner
Facility Management
Outsourcing
Managed Hosting
Hosted Services
System Integration
Vendor
We need to learn from......
Coca-Cola does it
• Factory• Uses Wholesalers• Different outlets• Sales & Marketing Support• Outsources production• Nobody really knows how it is made
In Cloud Services we will see
• Factories• Use of Wholesaler (Aggregators)• Different outlets• Sales & Marketing• Outsources production• Nobody really knows how it is made
Customer
Cloud Services distribution – the supply chain
Hardware VendorSoftware VendorHardware VendorSoftware Vendor
Hosted Services Production
Off-line channel
ResellerOn-line Channel
Portal
This is the future
marketplaceThis is overcrowded
and the majority of
the customers aren’t
looking this way
SaaS distribution – The future landscape
Customer
Distributor
Off-line channel
ISV
VAR On-line ChannelPORTAL
Online Partner
SI
Hardware Vendor
Software Vendor
Partner Hosted Production
Hardware Vendor
Software Vender
Online Services of the ”Big
Ones”
An European perspective
Opportunities and Challenges
Where is Europe heading?
• Uncertainty as to when EU starts regulating in terms of• Location and ownership of Data• Privacy• Security• Etc.
• EU has Cloud Services/Cloud Computing on the Digital Agenda as one of the tools to make SMB/SMEs more efficient and competitive
• Open Source vs. established vendors (established mainly American vendors)• More than 50% of the Open Source community is based in Europe
• Google and other American Cloud Providers are facing resistance from local European governments
Where is Europe heading?
• UK, Holland and Nordic countries at the forefront of SaaS/Cloud enablement
• Central and Eastern Europe infrastructure challenges• Internal penetration• Cost of using services outside of country
• ISVs not moving to develop and deliver through Cloud Platforms• Marketplace (aggregators) “non-existing” (SaaS Plaza, Cloudmore)• Which platform to choose from• Enterprises work directly with Vendors
• Local/Regional “Clouds” will dominate the coming years
Roles to play
- Be humble and nurture YOUR role
Nobody can play all roles
Multi Tenant Hosted Services
Dedicated Hosted Services
Facility Management
Helpdesk & Support
Billin
g &
Pro
vision
ing
Sales &
Marketing
Co
nne
ctivity Se
rvices
Techno
logy e
nab
lem
ent
Vendor
ISV
Vendor
ISV
Vendor
ISV
Service deliveries and customer offerings
In the Cloud
Services
On Premise Services
Existing traditional Systems
End Customer
System Integration
System Integration
Consulting
Migration
System Integration with on-premise IT
Opportunities- Roles to be filled
• Remain the Trusted Advisor (business processes)• Technology enabler- ISV’s and Customers• Strategic advisor on technology and Cloud Service
choice• Syndication / Aggregation of Cloud Services• Deliver in
• SaaS• PaaS• IaaS• HaaS
• New partner models• ISV enabler
twenty_questions
ThanksFeel free to connect .
Justin Pirie@justinpirieblog.mimecast.comjpirie@mimecast.comHostingCon ‘11
Anders Trolle-Schultz@trolleschultzwww.saas-it.netats@saas-it.net
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