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Successful Selling in the Cloud – Part 1

Successful Selling in the Cloud – Part 1. Steve Iatropoulos / Manager , Australia Partner Technology Advisor Group Wall Williams / Sales Manager Adam McInnes / CEO . Agenda. Successful Selling in the Cloud Part I What is working, not working – Steve Iatropoulos

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Successful Selling in the Cloud – Part 1

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  1. Successful Selling in the Cloud – Part 1 Steve Iatropoulos/ Manager, Australia Partner Technology Advisor Group Wall Williams / Sales Manager Adam McInnes / CEO

  2. Agenda • Successful Selling in the Cloud Part I • What is working, not working – Steve Iatropoulos • Successful Selling IaaS – Wal Williams, ICO • Successful Selling PaaS – Adam McInnes, Open Windows • Part II – Successful Selling in the Cloud - BPOS

  3. To be ‘true’ cloud one must offer … • ‘Elastic’, up/down • Self service • Usage based pricing • Shared, pooled resources • Network and device independent The NIST Definition of Cloud Computing Authors: Peter Mell and Tim Grance Version 15, 10-7-09

  4. SaaS PaaS IaaS PUBLIC ON PREMISE HOSTED

  5. SaaS PaaS IaaS PUBLIC ON PREMISE HOSTED

  6. The conversation is already in play If you aren’t doing it, someone else is … we have learnt our lesson … Google is actively hunting in our accounts 70% of our accounts have been approached

  7. If we lose to … • Google • Do you still have control of your customer? • Salesforce.com • Extending beyond Force.com? • Is 100% cloud the right model? • Amazon and others • What next?

  8. The current hunting grounds • Commodity workloads: Email, Storage • VMWare, Lotus Notes, Groupwise • Microsoft • Exchange 2000, 2003 • Server, power, racks, rent costs • But this is also on the table, today … • Task Workers • Cost pressure from CFO • Is unhappy with current outsourcer, MSP • Has uptime challenges • Mergers and Acquisitions • Change in the company (new CIO, CFO…)

  9. ISV perspective “Growing Fast“ “On and Off “ Inactivity Period Compute Compute Average Usage Usage Average Time Time “Unpredictable Bursting“ “Predictable Bursting“ Compute Compute Average Usage Average Usage Time Time

  10. Successful partners so far have … • Understand Microsoft's value proposition for the cloud (the ‘Grid’) • Target the cloud message appropriately • IT Manager (fear) vs CFO (opportunity) • Understand the licensing models • EA (45% covered), Telstra, SPLA, Azure • Are informed of the implications • Migration, bandwidth, user experience, overages, Identity • Sell the service not the product • On going relationship with the customer • Have built contracts with the right SLA’s • Manage ‘churn’

  11. Successful teaming …. • Build a different structure for your cloud business • Brand for your cloud offerings • Cost structure, compensation models on service • People who understand subscriptions, transactions and Microsoft licensing • Pricing models that can be passed down to Azure • Work closely with our sales force • “I have pitched the cloud but I need someone to take the next step …”, MS Account Manager • Understand our cloud commitment • Partner with IaaS partners, Telstra and tool vendors and others emerging

  12. New opportunity • Services, services, services • Consulting • Implementation • Governance, security • Training Support • Testing environments to help customers innovate (fail fast) • Workloads which had a high barrier to entry (CRM, SharePoint) • High Performance Computing • Extranet and supplier collaboration • Remote telemetry, geo-location services • Social computing • Monetising your data • Apps for mobile devices

  13. Why the MS Cloud? • We have learnt our lesson • All in or pack up • We are going big and broad • Constant new opportunity for partner • We are going to take partners with us • This is how we will scale • Unlike Saleforce.com, we don’t have an exit strategy • We can’t sell Microsoft, we are here for the long term

  14. PAIN POINTS • Overloaded racks • Reaching power capacity for building • Escalating costs of hardware and management (CapEx Vs OpEx) HYPER-V SUCCESS STORY “Our applications are utilised by thousands of simultaneous users, 24x7.  Standardising on Microsoft and moving to Hyper-V was a clear choice for us and has increased the performance of our application significantly. This new, 100% Microsoft solution has reduced our costs by 49%.” www.ico.com.au

  15. CALL TO ACTIONS: • Attend Selling in the Cloud Part II – Selling with BPOS • Visit booth Partner Advisor : Global Partner Services booth near the Telstra stand and sign up to your 250 seat internal use licenses and demo account • Visit Telstra Stand - meet Telstra channel managers and find out how to engage • Make an appointment with Ted Keating (Wednesday 1st September only) – to discuss your cloud strategy • Visit New Lease Booth every lunchtime to connect with Cloud Presenters • Visit Australian Partner Portal for all partner resources and Getting Started Guides: • https://partner.microsoft.com/Australia/productssolutions/productsonlineservices

  16. Supporting Content AppenDix

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