What Every MSP Needs to Know for Cloud Success

WHAT EVERY MSP NEEDS TO KNOW

FOR CLOUD SUCCESS

Panelists

• David Redmond

• Director Sales Development

• Kim Weins

• VP Marketing

• Why Hybrid Cloud?

• The Role of MSPs

• A Universal Approach

• Monetizing Cloud for MSPs

• Use Cases

Agenda

2

• Managed hosters

• Value-added resellers

• Data center outsourcers

• Systems integrators

• Cloud-native consultancies

When we say MSPs, we mean:

• How do we capture business as customers move toward

public clouds?

• How do we protect our investments in the data center?

• How do we compete with services arms of global IT

companies to win enterprise customers?

• How do we create professional services and intellectual

property around cloud?

4 Common MSP Questions

Hybrid Cloud: Table Stakes for Your Customers

Resource Pools

Public Cloud 1

Requirements

Filters

Performance

Cost

Compliance

Geo-location

Security

Hybrid Cloud in Practice

Vendors

Existing DC

App 1 App 2

Application

Portfolio

App 1

App 2

App 3

App n

…

App 4

App 5

Public Cloud 2

Hosted Private

Internal Private

Virtualized

App 3

App 4 App 5

App 6

App 7

6

But It’s Not Quite That Simple

“The market for hosting and cloud computing

infrastructure is expanding in two directions –

toward bare-metal servers on-demand, and to

lightweight, fast OS containers that can be

provisioned by users in seconds.”

Cloud Lines Blurring

8

Source: “Market Trends: The Rise of

Bare-Metal Clouds and Containers,”

September 2015

DevOps Soaring

Cloud Services Exploding

10

Costs Not Under Control

1. “Capable of supporting the particular approach the customer wants to

take.”

2. “Has deep, broad expertise with the particular hyperscale cloud provider

the customer wants to use.”

3. “Supports a broad range of the cloud provider’s IaaS+PaaS solutions,

rather than just managing infrastructure resources.”

4. “Provides governance, reporting, and financial management for the full

range of the cloud provider’s services.”

4 Top Traits of “Best-in-Class MSP”

Source: “How to Choose a Managed

Service Provider for a Hyperscale Cloud

Provider,” January 2016

Lack of Resources/Expertise Is Challenge #1

“Do not assume that your current MSP has

the skills to perform hyperscale cloud

management well….Cloud IaaS is not a

commodity and should not be managed as

such.”

But Cloud Is Different: MSPs Need to Adapt

14

Source: “How to Choose a Managed

Service Provider for a Hyperscale Cloud

Provider,” January 2016

Each Cloud Is Different

15

Cloud Expertise in High Demand

16 Source: Indeed.com

AWS + cloud

Azure + cloud

Google + cloud

A Universal Console

18 Photo Credit: By Moses, CC BY 2.0

The Opportunity for MSPs

Manage Any Resource Pool Any Cloud, Any VM, Any Server, Any Container

19

Public

Clouds

Private

Clouds

Virtual

Environments

Bare Metal

Servers

Containers Containers Containers Containers

Orchestration, Management, and Governance for Any Environment

Universal CMP

Cloud Analytics: Bring Financial Insight to Customers

20

• Track all public/private

customer cloud usage

• Forecast future spend

• Compare cloud costs with

over 100k price points

• Organize and tag for

chargeback/showback

• View full bill digest

• Extend to 3rd party

systems with API

accessibility

20

Cloud Management: Standardize Cloud Operations

21

• Standardize on one

platform for any cloud,

any data center

• Leverage 1 API to extend

to 3rd party systems

• Reuse templates for

servers & applications

• Implement multi-tenant

governance policies

• Use monitoring, alerting,

& audit trails

• Add rule based

automation

RightLink Agent: Enable Existing Workloads

22

VM

VM

VM

GOVERN MANAGE

VM

VM

VM

Add RightLink Agent Add Cloud Credentials

View

Access control

Track costs

Lifecycle operations

Monitor

Alerts/Escalations

Operational scripts

Managed login

RL

RL RL

RL

• Broker cloud resources

with your logo & brand

• Orchestrate app stacks

and 3rd party systems

• Call unique IaaS+/PaaS

services with a plug-in

architecture

• Build templates once &

reuse as a force

multiplier

• Leverage Cloud

Application Templates

(CAT files)

Self-Service: Broker Complete Cloud Systems

23

Orchestration: Extensible & Repeatable Templates

Cloud Application Template Declarative + Workflow

Cloud Compute

Cloud Storage

Cloud Network

Images

Templates

& Containers

PaaS Services

IaaS+ Services

Web Services

Declare

Resources

Control

Options Orchestrate Deployment

Enable

Operations

Code

IaaS Resources Extended Services Application Assets

24

Move more workloads to

cloud

Enable DevOps / CI-CD strategies

Implement a cloud governance

strategy

Expand use of containers

Optimize existing cloud use

How Universal CMP Will Help You Help Customers

YOUR MSP BUSINESS

Professional Services

• Readiness assessments

• Cloud provider selection

• Solution architecture

• Application refactoring

• Security architecture

• Initial deployment/migration

• Event management

• Transformation assistance

How MSPs Add Value to Cloud

Managed Services

• CMP as a Service

• Guided Operations

• Frontline Operations

• Platform Operations

Source: Gartner, January 2016

“Use Managed and Professional Services to

Improve Cloud Operations for Digital Business”

• Professional Services

• hourly or project based

• Managed Services

• $ per VM/month or hour; or % of cloud spend

• Subscription for CMP-as-a-Service

• usage-based or user-based or flat fee

How to Monetize Your Services

28

Examples of Go-To-Market Opportunities

29

• Use a CMP to streamline YOUR internal operations

• Reduce time/cost to deliver managed services

• Automation for new applications

• Use CMP for existing services you are providing to customers

• Consolidated reporting for all cloud use

• Provide self-service portal to replace manual provisioning requests

• Find new use cases for customers

• Optimization of infrastructure costs

• DevOps/CI/CD project implementations

• Containerization

• Whitepapers

• Webinars

• Videos

• Assessments

• Free Tools

Take An Educational Approach to Marketing

• Managed Service Provider

• Mid-market to enterprise

customer base

• VMware shop with increasing

requests for AWS / Azure / IaaS

• 6 month, multi-vendor evaluation

• Implemented RightScale

• Sales success in first quarter

• Added 15+ opportunities to the pipe

• Won “multi-cloud” business with a

global e-commerce organization

• Prevented churn with multiple

strategic accounts

Offis: Selling Multi-Cloud Services

31

Technicolor: Brokering to Multiple BUs

$4B+ Entertainment Services

• Goals

• Greater agility with a cloud-first strategy

• Solution

• Single click provisioning for 8+ clouds

• Integrated with ServiceNow

• Smart placement (cost, security, compliance)

• Benefits

• Cut 4-6 week requisition cycle to 10-15

minutes – near instant gratification

• Automated launching of large render farms or

CI environments for websites

• Deploy security patches across servers in

hours

Sample of MSPs on RightScale

33

• Contact us to learn how to get started

• sales@rightscale.com

Q&A