Intelisys Cloud Services University Selling to the C-Suite Entire Document For Internal Use Only - Strictly Confidential

Intelisys Cloud Services University Selling to the C-Suite

Entire Document For Internal Use Only - Strictly Confidential


• Qualifying Circumstances for IaaS

• Need to scale business up and down – quickly – on-demand

• Capital constraints (SMBs, start-ups, new divisions, dev ops)

• Pressure to minimize CapEx

• Desired transition to OpEx

• Trial temporary infrastructure needs

Keys to Qualifying IaaS


• Cloud experience (Amazon, Rackspace, etc.)

• Exploring or defining a cloud strategy

• Looking at tech refresh

• Multi-location companies

• PaaS & SaaS providers

• Customers sold in conjunction with CDN

Identifying Opportunities/Ideal Customers


• Average Private Enterprise Cloud is $10,000

• Multi-Tenant Enterprise Cloud starts at $449

• Average deal size between $1,000-$3,500

• 30 Day Free Test

• Conversion rate on Enterprise Cloud tests is >75%

Key Cloud Metrics


What CTOs/CIOs are Telling ServerCentral

Our customers are seeking an outsourced infrastructure solution that is:

• Scalable• Elastic, instant scalability, integrate into existing

infrastructure• Easy to consume

• Multiple control planes, GUI, API• Easy to order, fast turn up

• Provides high performance• Not oversubscribed

• Economical (but not “cheap”)• A la carte options

• Supported• Amazon solutions have limited-to-no support and no

real enterprise-grade SLA

Market Analysis


• Identifying Comfort Level with Cloud• What is your current Cloud strategy?• Proponent or champion of Cloud?• Identify past challenges with Cloud (if any)

• Reliability, Security, Price• Ability to integrate into current environment

• OpEx or CapEx model?

• Consulting vs. Selling• Infrastructure assessment• White papers / briefings (CTO to CTO)• Reference architectures• Proof of concept

• Presenting Correct Solution(s)• Colo, Dedicated/Managed, Private v. Public Cloud, Hybrid

or “other” (VDI, etc)

Positioning Cloud at CTO/CIO Level


The most important question: “What is your cloud strategy?”

Other Questions

• What is your biggest challenge for maintaining and managing hardware?

• What are your biggest concerns with moving to the Cloud?

• Are you actively looking at virtualization?

• Have you had any issues with I/O performance?

• Are you actively investigating cloud offerings from other providers? If yes, who?

• What are your total resource needs? Compute, Storage, RAM, Network?

Qualifying Questions to Sell IaaS


• Build vs. Buy

• This is the #1 objection most IT Managers will present (key is to identify if CTO/CIO has this concern as well)

• Shared resources allow for a greater ROI

• OpEx vs. CapEx

• Latest hardware, constant technology refresh

• Still a fairly big objection in very large Enterprise space, much less so in SMB, medium Enterprise, start ups & hosting companies

Overcoming Objections to Selling IaaS


• Price

• Outside of very small SMB & very large Enterprise scenarios, most companies will see ROI on moving to a Cloud based model vs. purchasing hardware

• Human capital management & system administration is severely under-budgeted

• Three flavors of Cloud to meet almost any requirement; Public, Private, Hybrid

• Business requirements easily identify the best solution



• Security

• Three secure Cloud options

• Private - Most secure, dedicated, HIPAA, PCI compliant

• Public - Very secure thru VLANs, firewalls and load balancers

• Hybrid - Combination of existing infrastructure and either Private or Public Cloud thru network connections, VLANs, firewalls, load balancers



• Scalability

• Public - Instantly scalable

• Private – Quickly scalable

• Hybrid - Quickly scale by replacing in-house infrastructure with virtualized infrastructure



• Privately held company, • Headquartered in Chicago since 2000 • In our 14th year of operations

• Strong financials• Operations focused vs. capital intensive business

model (expansion based on organic and self funded means)

• Focus on high availability infrastructure solutions

• Swift and flexible from contract to services turn up• Significant IP network skills

• Our data centers reside on a global IP backbone extending to over 40 POP’s and 24 markets worldwide

• Numerous other carriers and metro options available

• Strategically located data center facilities • 6 facilities (12 data centers) in 5 major metro areas,

on 3 continents

Who We Are


• Infrastructure Colocation• Partial and full cabinets, custom cages, high density

deployments• Cloud Services

• Dedicated private cloud, high performance cloud, hybrid cloud, portal

• Managed Services• Firewalls, dedicated servers, load balancers, data

center migration, monitoring and reporting, virtualization management, network management, managed storage, backup and restore

• Network Connectivity• Dedicated data transport, low-latency IP transit, native

dual-stack IPv6• ServerCentral Global IP Network

• Remote Hands• Customized technical assistance on demand, 24/7

What We Do


• Enterprise Cloud• Multi-tenant infrastructure

• Custom Private Cloud• Customized, single-tenant

infrastructure

• Hybrid Cloud• Leverages both multi-tenant

and single-tenant infrastructure for a best-fit solution

ServerCentral Clouds

ServerCentral Contacts

Scott Lee – Director of Global Channels – Main PoC for [email protected]

Eric Dominguez – Director of Sales [email protected]

Josh McCarty – Senior Sales [email protected]

mailto:[email protected]



Documents

Intelisys Cloud Services University Selling to the C-Suite Entire Document For Internal Use Only - Strictly Confidential