1. Paving theWay to the Cloud:
Cloud Services Brokerage for Highly
Secure, Demanding IT Enterprises
Presented to DatacenterDynamics ConvergedWashington DC
Kevin L. Jackson
Vice President and General Manager, NJVC Cloud Services
May 2, 2013

2. Federal Agencies Are Leading Drive towards Cloud
Services Brokerage … but Enterprises Are Right Behind
 What?
 Focus on mission or business, not technology
 U.S. agencies and business will use multiple
clouds
 Why?
 Normalized comparison of cloud services
provider offerings
 Holistic view for managing and monitoring cloud
services providers
 Benefits?
 Avoidance of vendor lock in
 Realization of full economic and operational
value of cloud computing
 Eliminate hidden costs associated with cloud 2

3. 70% of IT Organizations Believe Cloud Lowers Costs1,
but Leakage Eats Away at Promised Savings
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$0
$10
$20
$30
$40
$50
$60
$70
$80
$90
AnnualCosts($k)
Leakage
reduces cost
savings
8% actual cost savings
57% promised
savings
Sources of Cloud Leakage Other Key Challenges
1. The cloud takes shape - Global cloud survey: the implementation challenge, KPMG, January 2013.
• Technical complexity
• “Phonebooks” of APIs
• Uncertain availability and performance
• Shortcut design and approval cycles
because cloud is “too” fast and easy
increases risk
• Sourcing complexity
• Apples to oranges sourcing choices
• Constantly changing pricing/packaging
• Different and complex bills
• Financial complexity
• Identifying pricing arbitrage
• Financial “leaking faucets” from sprawl
• Hard to view actual costs and predict future
costs

4. Cloud
VAR
Cloud
builder
Cloud
enabler
Cloud
integrator
Cloud
infrastructure
provider
SaaS
provider
Cloud
Broker
Modified from Forrester: August 10, 2011 “Cloud
Broker — A New Business Model Paradigm”
4
Cloud Ecosystem
Hosting Provider
Pure
ISV software
Pure
consulting
Transitioning to Cloud Requires an Entirely New
Ecosystem

5. Adopting Cloud: Problems for Government and
Commercial Enterprises
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Public Clouds
Managed Services
Private Clouds
ITO
A
D
B
C
Fortune 500
Enterprises
Agency,
Business
and IT
Users
CFO
Cloud
Admin
CIO
Secure Cloud Services
and Ops Integration
No One Way to Manage
Financial Transactions for
Cloud B2B Contracts
Multiple Providers
Control and
Alignment
Access, Solution & Consumption


6. Cloud Services Brokerage Complements Cloud
Management Platforms
6
Commerce Broker Catalog and Pricing Engine
Sourcing and Procurement Engine
Solution Design and MatchingCloud
Services
Broker
CIO and CFO Command and Control
External Service Provisioning Engine
IT Architects
Public
Iaas
Paas
Public Providers
VMWARE
Cloud Foundry GreenPlum
AWS, Terremark, Savvis
vBlock
VMWARE
Cloud AutomationHybrid Cloud
Management
Self-Service Catalog
ITSM Service
Request Catalog
Open
Stack
Enterprise
(Private Cloud)
Typical
Enterprise
Platform
Workflow Mgmt.
CIO/CFO Sourcing/Procurement Mgrs Systems Integrator

7. Cloud Services Brokerage Provides IT Supply Chain
Management
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Infra Perf
Management
App Perf
Management
Backup
Management
Security
Monitoring
Managed Updates
Disaster Recovery
ManagedServicesCloudsConsulting/Operations
Public
IaaS
Private
PaaS
SI
Private Cloud
Secure, Enterprise Cloud
Savvis
Public Cloud
DR Cloud
Amazon
Public Cloud
Test/Dev Cloud
Private
IaaS
For the Broker:
• Enhance the
merchandizing
and ordering
experience
• Improve
customer
satisfaction
• Make it easier to
do business with
cloud and
managed
services
providers
ITaaS Products
For Agencies/Biz:
• Fast IT
• Easy to use
• Cost visibility
• Choice
• Flexibility
• Control
CloudandITServicesProviderEcosystem

8. Cloud Services Brokerage Supports Entire Cloud IT
Lifecycle
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• Compare
applications
• Identify target
infrastructure
• Estimate
readiness and
value of cloud
• Select
candidate
application
Screen
• Define capacity
• Estimate
migration ROI
• Build migration
business case
• Project
migration
roadmap
Plan
• Define
environments
• Design arch
layers
• Simulate
application
architecture
• Estimate
monthly bill of
materials
Configure
• Approve bill of
materials
• Approve Ts
& Cs
• Submit
aggregated
order
• Instantiate and
deploy
resources
Source
• Monitor
resource use
• Monitor
periodic spend
• Ensure provider
compliance
• Execute
recalibration
when needed
Govern
Recalibrate and Optimize

9. Use Case: The State ofTexas
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Ancillary
Services
Application
Workload Portfolio
State
Agencies
Cloud Services
Broker
CTO/IT
Architects
Cloud design (app
arch, service agg &
capacity model)
Sourcing &
Procurement
Managers
Spend Analysis &
Order Mgmt
Cloud
Ecosystem
Operator
State of Texas
CIO
Command &
Control
IT Ops Mgrs
& Sys Admins
Dashboards
Resource Mgt
Cloud Onboarding, Managed Services
Market Management
Managed
Service
Providers
VAR/
System
Integrator
 Four agencies currently operating in this model
 Saved 30 – 50% in infrastructure costs when
compared with internal data center costs
 Improved agility to onboard to cloud by more than
5X
Gravitant
cloudMatrix platform
Commodity
Cloud
AWS
Enterprise
Cloud
Savvis
Terremark
Security
Services
Gazaang Security
Certificate VPN
Managed
Services
Backup monitoring
with 3rd providers

10. Use Case: NCOIC Geospatial Community Cloud
Demonstration
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11. Do Cloud Right
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Shine the Light on Shadow
IT
Design My Cloud
Infrastructure Solution
Enterprise IT Transformation
Manage My
Hybrid Cloud
Gain control, cost consolidation and visibility to spend outside of the IT budget,
as well as introducing alternative sourcing
Provide application developers seeking to increase flexibility and lower costs with
solution design and matching for public clouds
Start a broad transformation of IT infrastructure that fully leverages the benefit of
cloud services to improve the ability of the business to outpace its competition
Determine the “best-fit” cloud for your application using screening. Design and
matching capabilities
Extend initial use of private and public clouds and provide a unified management
and sourcing platform for a true hybrid implementation
Find My Cloud

12. Achieving Practical Path to Cloud:
Seamlessly Leveraging Multiple Private and Public
Clouds
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 Easy to Use and Manage
 Solution Design and Matching
 Automated Sourcing and Billing
 PricingArbitrage and Optimization
 Closed-Loop Decision Support
 Risk Reduction

13. When adopting the cloud computing model, large
enterprises need to also consider cloud service brokerage
Cloud service brokerage is the first step toward IT supply
chain management
Cloud service brokerage is a proven model that delivers real
value
Cloud services brokerage is practical and can reduce the risk
of transitioning to the cloud
Summary
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14. Questions and Answers
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15. ThankYou
Kevin L. Jackson
Vice President & General Manager
NJVC Cloud Services
001.703.429.9073
kevin.jackson@njvc.com
www.njvc.com
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