Microsoft Hosters Sweden- Becoming a Trusted Advisor to Sell Cloud
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My Session for the Stockholm Hosting Event on the 12th of April 2012 hosted by Microsoft for Hosters: 15:40-16:45 Del 3: Bli en Trusted advisor för din kund Låt dig inspireras! Välkommen på sälj- och inspirationsdag Varmt välkommen på en sälj & inspirationsdag hos Microsoft som kommer vara till hjälp för dig som Service Provider. Under dagen kommer vi bland annat gå igenom IT-marknaden, olika affärsmodeller samt vilka leveransmetoder som finns. Vi visar även hur man enklast säljer in olika typer av molntjänster och vi går igenom flera lösningar och produkter från Microsoft. Moderator för dagen är Anders Trolle-Schultz frånSaas-it Consult med många års erfarenhet avaffärsutveckling för Service Providers. Gästtalare under dagen är bl a Radar Group, JSC it-partner samt Justin Pirie från Mimecast som hjälper partner över hela Europa med Cloud strategier. Under dagen kommer vi bjuda på lunch och fika. Har du några matallergier, kontakta Anna Jansson. Agenda 09.30-09.45 Välkomna - Introduktion 09:45-10:45 Marknadsstudie - SMB kundsegment 11:00-11:30 Del 1: Hur gör du som Service Provider mer lönsamma affärer? 11:30-11:45 Microsoft Partner Network 11:45-12:45 Lunch 12:45-14:45 Del 2: Vilka leverensmodeller passar kundernas behov? 15:00-15:30 Partner Story - JSC it-partner 15:30-15:50 Få egen erfarenhet av effektiv produktivitet i Upplevelsen 15:40-16:45 Del 3: Bli en Trusted advisor för din kund 16:45-17:00 Avslutning När, var och hur? Datum: 12 april 2012 Var: Microsoft, Akalla Tid: kl. 9.30-17.00 Kostnad: Kostnadsfritt
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Notes de l'éditeur
- Hi My name’s Justin Pirie I’m the Cloud Strategist here at Mimecast but I’m best known as an Analyst Blogger in the SaaS and Cloud space.
- Archive
- Continutity
- Security
- And soon Productivity and IB
- Hi My name’s Justin Pirie I’m the Cloud Strategist here at Mimecast but I’m best known as an Analyst Blogger in the SaaS and Cloud space.
- http://online.wsj.com/article/SB10001424053111903480904576512250915629460.html Why is this happening now?
- Six decades into the computer revolution, four decades since the invention of the microprocessor, and two decades into the rise of the modern Internet, all of the technology required to transform industries through software finally works and can be widely delivered at global scale.
- Six decades into the computer revolution, four decades since the invention of the microprocessor, and two decades into the rise of the modern Internet, all of the technology required to transform industries through software finally works and can be widely delivered at global scale.
- Six decades into the computer revolution, four decades since the invention of the microprocessor, and two decades into the rise of the modern Internet, all of the technology required to transform industries through software finally works and can be widely delivered at global scale.
- Six decades into the computer revolution, four decades since the invention of the microprocessor, and two decades into the rise of the modern Internet, all of the technology required to transform industries through software finally works and can be widely delivered at global scale. http://2.bp.blogspot.com/-FgIDrspXYKE/Tdx-nNQzX8I/AAAAAAAAAI0/TMz08yfmboM/s1600/google-data-center.jpg
- Over two billion people now use the broadband Internet, up from perhaps 50 million a decade ago, when I was at Netscape, the company I co-founded. In the next 10 years, I expect at least five billion people worldwide to own smartphones, giving every individual with such a phone instant access to the full power of the Internet, every moment of every day.
- http://www.businessinsider.com/the-future-of-mobile-deck-2012-3?utm_source=twbutton&utm_medium=social&utm_campaign=sai#-5
- On the back end, software programming tools and Internet-based services make it easy to launch new global software-powered start-ups in many industries—without the need to invest in new infrastructure and train new employees. In 2000, when my partner Ben Horowitz was CEO of the first cloud computing company, Loudcloud, the cost of a customer running a basic Internet application was approximately $150,000 a month. Running that same application today in Amazon's cloud costs about $1,500 a month.
- Remember Borders?
- They Paid amazon to run their ecommerce store in 2001
- Bankrupt in 2011
- Blockbuster
- Netflix
- Who takes pictures with Film
- Today's largest direct marketing platform is a software company—Google. Now it's been joined by Groupon, Living Social, Foursquare and others, which are using software to eat the retail marketing industry. Groupon generated over $700 million in revenue in 2010, after being in business for only two years.
- Today's fastest growing telecom company is Skype, a software company that was just bought by Microsoft for $8.5 billion. CenturyLink, the third largest telecom company in the U.S., with a $20 billion market cap, had 15 million access lines at the end of June 30—declining at an annual rate of about 7%. Excluding the revenue from its Qwest acquisition, CenturyLink's revenue from these legacy services declined by more than 11%. Meanwhile, the two biggest telecom companies, AT&T and Verizon, have survived by transforming themselves into software companies, partnering with Apple and other smartphone makers.
- LinkedIn is today's fastest growing recruiting company. For the first time ever, on LinkedIn, employees can maintain their own resumes for recruiters to search in real time—giving LinkedIn the opportunity to eat the lucrative $400 billion recruiting industry.
- Companies in every industry need to assume that a software revolution is coming. This includes even industries that are software-based today. Great incumbent software companies like Oracle and Microsoft are increasingly threatened with irrelevance by new software offerings like Salesforce.com and Android (especially in a world where Google owns a major handset maker).
- In some industries, particularly those with a heavy real-world component such as oil and gas, the software revolution is primarily an opportunity for incumbents. But in many industries, new software ideas will result in the rise of new Silicon Valley-style start-ups that invade existing industries with impunity. Over the next 10 years, the battles between incumbents and software-powered insurgents will be epic. Joseph Schumpeter, the economist who coined the term "creative destruction," would be proud.
- http://online.wsj.com/article/SB10001424053111903480904576512250915629460.html Why is this happening now?
- But it’s a question I didn’t ask myself seriously enough until recently- sounds academic though doesn’t it?
- IT’s production value number 1 is Speed.
- Turning organisational strategy into execution
- As Fast as possible- to deliver results to the business
- And to do that IT has to be as responsive as possible
- Because without speed IT is a bottleneck to operational performance.
- Take operations
- increase their capacity and reduce their average cost to again deliver operational performance.
- IT should equal agility. Yet when we’re purchasing systems, rarely does agility factor heavily enough.
- Reality?
- Simon Wardley talks about Jevons Paradox- where technological efficiency causes more, not less of the resource to be used. IT need not fear losing their jobs- they’ll just be used differently.
- From the Mimecast Cloud Adoption Survey http://www.mimecast.com/events-press/press-releases/article/view/cloud-computing-delivering-on-its-promise-but-doubts-still-hold-back-adoption/462/
- 80% of firms use Cloud- Forrester
- Yet only 48% of firms allow Cloud
- 32%: Shadow IT
- http://www.forrester.com/Sizing+The+Cloud/fulltext/-/E-RES58161?objectid=RES58161
- The key question is what stage of lifecycle is that technology is and what competitive differentiation does it give to the business. That defines what the choices are.
- This is the Technology lifecycle- as defined by Simon Wardley. Competitive advantage is had where ubiquity and certainty in outcome is least- i.e. on the bottom left. The further up and right you go the less differentiation you get as the services become more commoditised.
- Take the CRM market for example- the early systems are on the bottom left and move up through Siebel to Salesforce in the top right
- Because the issues are well known and understood. So there are three types of risks we’re dealing with. Firstly the disruption of existing relationships. That software vendor you’ve worked with for years. How you’ve always done things. Then the transitional risks relating to the shift from a product to a utility service model. Thirdly the risks with outsourcing that activity to a third party. Let’s look at them
- Because the issues are well known and understood. So there are three types of risks we’re dealing with. Firstly the disruption of existing relationships. That software vendor you’ve worked with for years. How you’ve always done things. Then the transitional risks relating to the shift from a product to a utility service model. Thirdly the risks with outsourcing that activity to a third party. Let’s look at them
- You’ve got to understand the cloudonomics
- Because that defines when you should use Private Cloud- assuming no security risk
- And when to use hybrid cloud
- http://yfrog.com/nt7ixp
- http://blog.permabit.com/index.php/2011/02/data-affordability-gap/
- They turn orders into invoices. What does finance do?
- But the problem is that the perimeter is gone. You can’t trust your own network anymore. PP – This is true for a lot of organisations. The converse is also true, where everything is very locked down. A lot of companies are now looking at deploying VDI as a way of securing the desktop further
- Force Can’t Solve All Problems- "The more you tighten your grip… the more star systems will slip through your fingers.” -- Princess Leia
- We need to enable them to use corporate systems, not because they have to, but because they prefer to.
- IT’s production value number 1 is Speed.
- Glass half full or half empty?
- BYOD- Demonstrable Cloud
- Confict?
- Recent survey- 76% said Mobile devices are essential
- Same 76% said devices presented a security risk
- 78% already allow employees to use personal devices- Decisive analytics
- Only 39 percent have the necessary security controls to address the risk,
- and only 45 percent have enforceable policies
- 63% of data loss was on a mobile device- Ponenmon
- We have a looming problem
- There are 3 Questions we need to ask:
- Why should we consider BYOD?
- How do I enable employees to be productive
- How do I secure access to corporate email and reduce the risk of data loss
- Glass half full or half empty?
- http://tech.fortune.cnn.com/2011/02/07/idc-smartphone-shipment-numbers-passed-pc-in-q4-2010/
- Smartphone market growing strong
- Disconnect between what the business thinks they use and what employees do
- For the first time in history, consumers have access to better IT at home than at work
- I want to use the device I want to Smartphones Tablets Laptops PC Social Media
- 240 Additional hours worked per year by the average mobile worker- iPass
- 91% of mobile workers will check their smartphone during downtime
- 87% of mobile workers will use their tablets for work – only 41% of tablets are corp. provided
- 87% of mobile workers will use their tablets for work – only 41% of tablets are corp. provided
- The people who actually BYOD are most likely to be your most innovative workers There is, perhaps, a call to action here for… otherwise smart workers will use the initiative you presumably pay them for to work around the limitations.
- Enable your HERO’s
- The people who actually BYOD are most likely to be your most innovative workers
- power laptop users make 44% more money, use more collaboration apps, and carry an average of three devices wherever they go." Also more likely to communte longer distances and be part of a distributed team
- HERO’s want tech that think makes them more efficient
- Not holds them back
- And represents their personal brand BIN?
- Benefits
- Staffing- Retention, Happiness, Hiring
- More efficient, More productive, More responsive, More Agile
- How do I enable employees to be productive
- Glass half full or half empty?
- Email is the “Killer” smartphone app
- The only Universal communication tool- over 1 trillion attachments are sent every day in email
- So it’s not surprising then an estimated 80% of corporate IP is contained within email
- Having email gives employees access the corporate archive- tip of the iceberg
- So we need to give email to our employees in a safe, secure way
- How do I secure access to corporate email and reduce the risk of data loss
- Glass half full or half empty?
- We started by putting ourselves in your shoes
- How do we enable productivity while minimising risk of loss
- Supporting Multiple devices- allow users to make their own choices
- Securely access information, view, collaborate
- Because we already know that 63% of data loss was on a mobile device- Ponenmon And we already know that 80% of Corporate IP is stored in email
- Carry very little on the device
- Evolve to the Cloud data security paradigm- secure the data, not the device
- IT’s role is emerging as the data custodian
- To protect and empower the enterprise
- If we want the benefits of BYOD we need to move away from control over the device to liberating the data
- Making data work for you and your people
- Don’t let your data go to die in an archive We used to make email easy, Starting this year, we’ll be making email more useful, productive
- Add value to the business- don’t be looking over your shoulder
- There have been two polarised approaches?
- Glass half full or half empty?
- Lock it all Down Draconian Secure
- Trust Everyone Easy and Open Zero security
- There is a Middle ground?
- All good security decisions are done with GRC. Evaluate the risk posed by the data.
- Laptops- big mailboxes are still a risk
- The cultural shift in that’s happening in IT is palpable- BYOD is driving- visible manifestation and Cloud
- It’s about losing the shackles
- Moving from managing infrastructure to manging data and the glue
- PP – Business processes need to be looked at in conjunction with IT services. There is often a lot of duplication of work, often because of legacy processes and/or systems, and these systems are often not integrated with the business IT service catalogue. Efficiencies, and ultimately cost savings can be made here.
- Deliberate strategy- not an all or nothing approach. Do so on a project by project approach PP – Certain IT systems are prime candidates for ‘outsourcing’, such as email management, archiving and backups. There is widespread agreement that these are the ‘low hanging fruit’ for IT departments.
- But with an eye for the spaghetti- you don’t want to end up with an unmanageable mess PP – Do we actually know what we have ?
- http://blog.permabit.com/index.php/2011/02/data-affordability-gap/
- Move away from a fear of problems arising Focus on adding business value
- Increasing productivity
- We can’t pretend its an easy decision- leap of trust Trusting so many of these things to a cloud vendor So you can concentrate on the important things
- A leap of faith?
- It’s encumbant on us- CSA- ISO27001 leap of faith Non trivial decision
- Full cold crisp lager
- Mean professional services