The Cloud and The Channel: How ISVs and VARs Can Transform Their Existing Channel

The Cloud and The Dynamics Channel

How ISV’s and Partners Can Transform Their Existing Channel

Today’s Speaker

Rob CurlsInformation Technology Architect• Over 15 years experience• Specialties include Microsoft Dynamics, Modern DataCenter, Windows

Azure, Microsoft Exchange Server, Active Directory, Hyper-V, and High Availability Solutions with Microsoft Clustering Services

• The Case for Cloud

• The Compliant Cloud

• The Hybrid Cloud

• Q&A

The Case for Cloud in the Channel

The Industry is Going Cloud

Cloud Based Offerings

Subscription Gross Margins

Source: Pacific Crest 2014 Saas Survey

30%28%

32% 32%38%

39%

54%

43%

50%+ Cloud Revenue

20% to <50% Cloud

10% to <20% Cloud

<10% Cloud

Returning Revenue %

New Customers %

What Was Your Recurring Revenue % And Your New Customer %?

Source: IDC 2014, n=690 partners

Profitability – Cloud Solutions

Cloud’s Impact on the P&L

Profitability – Cloud Solutions

How Does Your Solution Stack Up

Your Cloud Service Provider and You

Brings you Opportunities

Extends your VAR Channel

Technical Sounding boardExtends your Competencies

What your CSP do for you

• Enhance your VAR network

• Supplement your VAR’s abilities

What your CSP do for you

• Provide Technical Expertise

• Augment your teams abilities

What your CSP do for you

• Provide Additional Revenue Streams

The Compliant Cloud

Cloud Success Story

Company Profile: • Florida based health and human services technology company working with

more than 500 agencies in 42 states • Provides innovative solutions that connect, collaborate and coordinate care

and services across their Health and Human Services, Education, Justice & Public Safety, Community Service Providers consumers

Cloud Successes:• Addressed strong compliance needs around HIPAA and justice center

data• Able to build complex environments with integrations across multiple

public agencies• Utilized customized tiered pricing structure allowing company to be

much more competitive in their marketplace while still offering the highest quality solutions

• Concerto’s largest gross producer due to large complex deals

Not All Clouds Are Equal

• ISC2 and CSA have partnered to offer a new Cloud Security Certification– SecurityWeek

: ISC and CSA Partner for Certification offering• Amazon S3 Poor Configuration Puts Sensitive Data

at Risk– SecurityWeek: Amazon Puts S3 Data At Risk

• Web Application Attack Challenge Cloud and On-Premise Infrastructures– SecurityWeek: Web Application Attacks Increase

• Trust in the Cloud?– SecurityWeek: Lieberman: IT Doesn't Trust the Cloud

What’s So Troubling About Cloud Security?

How Cloud Providers Can Address Concerns

• Transparency/Control Over Datacenter/Data Locality/Security Audibility

• Verifiable End-to-end Encryption – Data in Transit• Industry/Government Regulation Compliance• Proven Tools and Control with Restricted Access• Control Over Security/Encryption• Dedicated Resources/Data Isolation• Provide Proven References• Industry Standards for Data Privacy and Security• Explicit Contractual Responsibilities for Service Levels/Security• Provider Certification Standards• Region/Country Specific Datacenter Locations

Pre-Designed Compliance

FIPS

Hybrid Solutions

Taking StockHave you cautiously tested the cloud market?

Considered offering one solution with a hosted option?

Watched and waited to see where the market is going?

Tentatively pieced together a SaaS solution?

Differentiate

Image Source: 451 Research

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