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Agenda
•Cloud landscape The Cloud Stack Growth Public / Private / Hybrid Cloud Wars
•Transition to SaaS Challenges Impact on the Organization A path to success
The Cloud Stack
• Cloud is not only IaaS • SaaS has been around for over 10 years - Mature• Bridge the gap b/w SMB and enterprise• Mainstream – From IT avoidance to IT strategy
High-speed Growth
• 76% of US companies are using one or more SaaS applications (IDC). 86% adoption rate in SMBs (Microsoft).
• 65% of U.S. companies with > $100M in yearly revenue are forecasted to be using SaaS (Saugatuck)
• 50% of all new software - SaaS by 2014 (Saugatuck)• SaaS market will grow by 17.7% between 2009-2013, where as
perpetual license companies are only growing at 3.6% (Gartner).• Gartner expects enterprise SaaS to more than double by 2012.
18% increase in SaaS revenue this year, up to $7.5 billion.• Cloud Services Market to Surpass $68 Billion in 2010 (Gartner)• By 2012, 20 percent of businesses will own no IT assets
"Information technology is undergoing a seismic shift towards the cloud, a disruption we believe is as game-changing as the transition from mainframes to client/server." Microsoft's Corporate Strategy Group
“I’m all about the cloud computing notion. I look at my lifestyle, and I want access to information wherever I am. I am killing projects that don’t investigate SaaS first.” Obama’s CIO, Vivek Kundra (WSJ)
The Cloud Stack– The Full Monty
• Hosting• Hardware - Compute – Storage • Operating systems• Networking• Virtualization• Development• Eco system
Access Mgmt, Billing, Analytics, Integration, Monitoring
• Data Marketplace• Applications • Services
Cloud Office
Cloud consulting Services
VMForce Heroku
Unified Service Delivery
Test & Dev cloud
Azure
Chrome Netbook
Cloud Acquisitions – A Partial List
PaaS DaaS SaaS DC Virt. EcoSys
CA 3Tera Oblicore Cassatt 4Base Nimsoft
Citrix SpringSource Webex, PostPath Paglo VMLogix
IBM Lombardi, Unica,Coremetrics
CastIron, Netezza
HP Fortify IBIX, Opsware
PolyServe,
Lefthand 3PAR
Rackspace JungleDisk Slicehost
EMC FastScale, Integrien
VMware TriCipher
Salesforce Heroku Jigsaw DimDim, Activa Instranet, Groupswim
Cisco
Dell Boomi
Oracle Sun Virtual Iron
Clash of the Titans
• Windows vs. Chrome• IE vs. Chrome• Azure vs. Google App Engine• Hotmail vs. Gmail• MS Office 365 vs. Google Docs• Bing vs. Google• Bing Maps vs. Google Maps• Zune Vs. YouTube• Azure DataMarket vs. Google
Squared• Windows Phone 7 vs. Android
Crumbs
• Amazon VMWare wars• Apple’s venture into the
cloud• SAP, Intel
• What does it mean to me?
Software-as-a-Service
Total Upheaval
• Not another delivery mechanism • Transition to SaaS is a paradigm
shift• Selling a Service not a Product• SaaS companies don’t get it!• Will affect every silo in the
organization• Introduce new functions and
entities Operations, 24X7 support Service Marketing, Service testing Technical Account Managers SLAs, Compliance
Engineering
• Modify (rewrite?) architecture• Simpler development – single platform• Support ‘service readiness’• Support scalability & high availability• Release cycles reduced to weeks• Adopt agile S/W development (e.g.
SCRUM)• Engineers interact more closely with
end-users
R&D Quality Ops Support Sales Marketing Finance PS Legal
Quality Assurance
• Shorter release cycles• Support single platform (multiple
browsers)• New testing disciplines:
Performance
• Scalability Security
• Test interaction between H/W & S/W
Quality Ops Support Sales Marketing Finance PS LegalR&D
Customer Support
• User experience, customer sat and success are paramount
• Therefore support has important role, higher skills, higher pay
• All IT communications at your doorsteps• Customer services will switch to a 24X7
mode• Knowledge upgraded from installation /
maintenance to app/domain knowledge• Develop problem resolution skills
R&D Quality Ops Support Sales Marketing Finance PS Legal
OSS Considerations
• On-boarding new customers• De-provisioning• Billing - Metering • Retention Policy• Failover and Backup• Application Monitoring• Seamless Upgrade• SLA Management• End User Broadcasting• Data migration• Ops console
Success is Not Guaranteed
• The more successful the ISV, the more entrenched in the old paradigm (SAP)• Not in company’s DNA.
Switch from product to service. Shift of focus to operations and customer service. Change pace of dev and delivery.
• Expect push back - Internal resistance to change: R&D, QA, Services, Sales. (MMS)
• Fear of cannibalization of existing sales
The Secret Sauce
Vision & Leadership• Paradigm shift – need C&V level
commitment• Pay attention to customers’
needs• Ensure a buy-in at all levels –
make it a company goal - get Sales involved early
Path to Success
• Offer a sub-system as a POC• Acquire SaaS company with
complimentary product.• Most companies will go thru a
hybrid stage. Insist on phasing out.
• If possible – spin out company, whether as a separate entity or conceptually.
• Integrate existing solutions. Many cloud solutions available
• Get help. Work with Partner not Vendor
Q & A
Thank youDani Shomron
[email protected] http://saasperspective.blogspot.com
/ IsraelSaasCenter.com 052-464-4006