416style
CloudSpace for the Channel?
Justin [email protected]@mimecast.comIAMCP
July 16th 2011
on2wheelz
Entrepreneur 10+ Years
tipiro
Cloud Services for Microsoft Exchange
matthewbradley
Email Security
neilalderney123
Email Continuity
dolescum
Email Archive
How the ProblemUsed to be Solved…
minifig
What do Users Get?
mescon
Unlimited Storage
Ronan_C
Fast Search
szeke
100% Uptime
Approaching 1m users
416style
CloudSpace for the Channel?
Channel:Lions Den?
Joachim S. Müller
Cloud, Cloud, Cloud, Cloud, Clo
nyoin
Thanks for coming today
Yume Photo
Cloudis Growing
Noah Sussman
Let’s Dig into WHYBusinesses Are Buying
castle79
What’s Driving The Growth?
Remember theSubprime Crisis?
Esthr
It’s When These Guys “Bought” houses
theeruditefrog
Get The Basics Right
Zhang Erning
Who’s Using Cloud Internally?
Meer
Who’s NOT Using Cloud Internally?
Meer
Who’s Selling Cloud Today?
Meer
Who’s NOT Selling Cloud Today?
Meer
Eating Your Own Dog Food?
the justified sinner
Or, Drinking Your Own Champagne?
ivan rozas
tipiro
Which Cloud?
William Vambenepe
SPI Stack
IaaS: Infrastructure as a Service
IaaS ROI is aboutUtility Premium
Learn The Ten Lawsof Cloudonomics
markwainwright
Cloudonomics + SecurityDefine Private Cloud
Drewski2112
cronewynd
And Also Therefore Hybrid Cloud
PaaS: Platform as a Service
davestfu
PaaS: Place to execute code
SaaS: Software as a Service
zoutedrop
Current Cloud Landscape
bionicteaching
Let’s Have Some Data
russelldavies
To Understand
2009 = 36%
US Cloud Adoption:
2010 = 56%
US Cloud Adoption:
70%
US Businesses Considering Adoption:
64%
UK Businesses Considering Adoption:
Paul Wicks
How Did I Get Here?
Andrew®
Not The Train…
Ben Cooper
Or My Brompton…
ParaScubaSailor
And…
416style
CloudSpace for the Channel?
jo'nas
Huge Opportunity?
Double Edged Sword?
Willemvdk
terren in Virginia
Perfect Storm Approaching?
Ian Muttoo
From Cap-Ex
ihtatho
Cloud: Shift in Focus
Daveblog
Away from Technology
Lars Plougmann
Towards Business
Fellowship of the Rich
Scary?
pixelpyro
Vendor Services now resemble old Channel?
DavidDMuir
Disrupts Financial Model
jypsygen
And Skills Required
416style
Massive Change!
Andrew Coulter Enright
Unclear where channel adds value?
I understand…
Yume Photo
“A "SaaS first" policy is being enacted in the
majority of small and midsize businesses”
Feb 2010
But Cloud is complicated…
bandini's.on.fire
Businesses aren’t Greenfield sites
Robert Crum
Business Processes
Business Models
juhansonin
IT Architecture
peterjroberts
All Needs Integration
leftcase
Service Management
Yukon White Light
SLA’s
massdistraction
Support Requirements?
Politics
UK Parliament
Multiple Vendors
jurvetson
Hammer51012
Hybrid Architectures?
Means Pro Services EssentialCraft Australia
Sticks…
miletbaker
Reliant on Product? (h/w or s/w) must rethink
phil_g
Or be replaced
busy.pochi
Carrots!
color line
Vendors can’t meet Customer requirements on their own
markwainwright
Immature Cloud Partner Ecosystem + Skills
surlygirl
Cloud Pro Services is $560m in Europe Today
trustypics
Noah Sussman
Growing to $8.2bn in 2015
Management + Integration Will remain a challenge
vancouverfilmschool
Up to 25% of Outsourcing Contracts will be Cloud PS
asparagus_hunter
Cloud is not Plug and Play
Slack pics
Preparation is essential
cliff1066™
Ben McLeod
Channel must embrace…
Or face irrelevance…
.reid.
What’s next?
ElenahNeshcuet
All about the relationship
thorinside
Need to Retain Trusted Advisor Status
katrinalopez.
You must be Educating
Cloud= Evolution + Revolution
bucklava
Construct your portfolio:Cloud Services Brokerage
Noah Sussman
Gartner: CSB = Largest Revenue Growth Area
playerx
Eat Your Own Dog Food
Must have experience to add value
Meanest Indian
trustypics
Cloud Revenue: 6 Tips
markhoekstra
#1 Selling Support
abbyladybug
#2 Adding Services
nataliej
#3 Cross Sell, Upsell.Keep that IT Budget!!!
Leo Reynolds
#4 Do Due Dilligence
Auraelius
Guide Cloud in Safely
Podknox
#5 Deliver “On-Ramp” Cloud Services
Hammer51012
Leverage Cloud and On-Prem: Hybrid
Esthr
#6 Focus on Business Transformation
davestfu
NOT how IT
nccarf_au
But why IT
el clinto
Just because Customers could
ktpupp
Doesn’t mean they will…
kate e. did
How can you dip your toes?
oschene
Cloud and Perpetual don’t mix
orangeacid
Set up Cloud Business Unit
JKönig
Let the keen Jump in!
Gary Denness
Run Perpetual like a Cash Cow?
marimoon
Leave Cautious Customers
code poet
Without Cannibalising Revenue
Pink Sherbet Photography
Nurture Subscription Revenue
bowbrick
Before Perpetual is…
gxdoyle
The Economics of Cloud are…
Team Traveller
Get a head start
jeffc5000
But not too fast
jo'nas
Recurring Business Valuations 2/3x Perpetual
Trust but Verify
“You have to dive in to learn
the lessons”
Mark Brewer, CIO
redteam
Cloud Transforms IT Guy
shindohd
Into Business Superhero!
416style
Thank YouFeel free to connect .
Justin [email protected]@mimecast.comIAMCP
July 16th 2011
