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Speakers
•  Josh Fraser
•  SVP, Sales & Business Development
•  David Redmond
•  Director, Sales Development
A Platform to Manage Every Customer
Cloud Analytics
 Self Service
Cloud Management
Universal Cloud Management
Any Cloud, Service, VM, Server, Container
Public
Clouds
Private
Clouds
Virtual
Environments
Bare Metal
Servers
Containers
 Containers
 Containers
 Containers
Beyond “Least Common Denominator”
4
Compute
 Storage
 Network
 Database
Built-In Integration
 Cloud Service Plug-Ins
AWS
Lambda
AWS
Elastic
Beanstalk
Google
Container
Engine
Azure
PaaS
and more…
Created by
•  RightScale
•  Customer
•  3rd party
1.  No standardization or
repeatability
2.  Manual processes
3.  Tribal knowledge
4.  Complaining developers
5.  Migration headaches
6.  Lack of version control
7.  DIY orchestration
overhead
8.  Lengthy SDLCs
9.  DevOps transformation
pains
10. Vendor lock-in
11. Shadow IT
12. Lack of structure
13. No visibility
14. Unpredictable costs
15. Cloud account sprawl
16. Security & compliance
holes
17. Wasted reserved buys
18. Manual showback/
chargeback
19. Unrealized EA discounts
20. Complexity with access
control
21. Instances abandoned or
under-utilized
22. Fast pace of cloud
innovation
23. Multiple GUIs/portals
24. ITSM incompatibilities
25. Orphaned container
strategy
Challenges with Hybrid & Multi Cloud
5
CIO
 I&O / Cloud Leaders
 Architects / Dev Leaders
Shift IT to say “yes” instead of
“no” to enable the business
Broker multiple cloud services
 Need infrastructure on-demand to
deliver software faster 
Need to support the latest dev
trends (DevOps, CI/CD, Docker)
Convince business units to
leverage their brokered services
instead of going around IT
Want to use cloud provider of
choice and choose any add-on
IaaS+ / PaaS services
Bring shadow IT under
governance
Support the latest dev trends
(DevOps, CI/CD, Docker)
Moving toward CI/CD
Managing/optimizing costs
 Move more apps to the cloud
 Want to use Docker
Navigate the OpEx model of
public cloud
Ensure apps in the cloud meet
SLAs and are secure
Often prefer API or CLI over a GUI
Attract/train resources with cloud
expertise
Ensure existing on-prem
environments are used more
efficiently
Want to use their favorite tools for
config management (Chef,
Puppet, Ansible)
Stakeholders to Interview
Recognize Complementary Technologies
Source: “The Forrester Wave: Hybrid
Cloud Management Solutions,” Jan ‘16
ITSM Providers
Identity Management
Source Control
CI/CD
Plan to Integrate with Your Ecosystem


 System Monitoring
Application MonitoringInfrastructure Management
SIEM Tools
Configuration Management
RightScale!
CMP!
“Ignoring important cloud management requirements when
executing their cloud strategies has caused I&O leaders to pick
the wrong tools, incorrectly think that a single CMP is all they
need, or choose tooling that is too complex for their
organization's skill set. !

In some cases, I&O leaders do not do anything because they
do not know what capabilities to seek.”
Don’t Boil the Ocean
9
Source: “IaaS Cloud Management Tool
Selection Methology (Gartner, June 2016)
Difference Between RFI, RFP, and RFQ
RFI
 RFP
 RFQ
Purpose
 Develop strategy or
learn more about
supplier’s
capabilities
Determine feasibility
of each potential
supplier’s bid
Compare costs
between competing
vendors
Level of effort
 Medium (Client) /
Medium (Vendor)
High (Client) / High
(Vendor)
Low (Client) /
Medium (Vendor)
Format
 Open-ended
 Open-ended, but
with formal
parameters
Closed-ended
Best suited for
 Customized
solutions
Customized
solutions
Commoditized
products
Sources: Reference.com, Negotiations.com!
Automation &
Orchestration
Governance
& Planning
Platform &
Integrations
Structuring Your RFI/RFP
How can we enable
DevOps/agile software
development?
How can we manage any
cloud, server, service,
VM, or container – both
new & existing?
How can we leverage
the entire ecosystem?
How can we turn analytics
into action?
“As more public and private cloud services are provisioned, there is a great potential for waste
in terms of resources consumed and/or dollars spent to achieve both agility objectives and
SLAs. This is compounded by decentralized IT spending, which is expected to reach 50% by
2020. For example, Gartner client inquiries show that it is not uncommon for public cloud
service bills to be two to three times higher than expectations.

Moreover, traditional data center issues of low infrastructure asset utilization and
overprovisioning of capacity resources have spilled over into the private cloud environment. As
reflected by Gartner client inquiries, many have asset utilization of just 10% to 20%,
suggesting significant room for improvement in cost and usage.”

A Word About Analytics to Action
12
Source: Innovation Insight for Dynamic
Optimization Technology for
Infrastructure Resources and Cloud
Services (Gartner, February 2016)
Category: Platform & Integrations
Category: Automation & Orchestration
Category: Governance & Planning
The Forrester Wave: 

Hybrid Cloud Management Solutions (Jan, ‘16)
16
“Our evaluation of the 11 selected vendors
validates our analysis that the hybrid cloud
management solutions market is very active
and mature.”
!
The Forrester Wave: Hybrid Cloud Management
Solutions (Jan, ‘16)
1.  Can be confused with success criteria
2.  Can become a token exercise
3.  Don’t capture nuances (i.e., security models)
4.  Slow time-to-market
5.  Vendors exaggerate capabilities
6.  Don’t allow for interactive conversation
Pitfalls of RFPs
Client A
 Client B
Industry
 Retail
 Banking
Evaluation approach
 Lengthy RFP, followed by
checkbox-style pilot
Competitive pilot with 32 success
criteria, agilely weighted
Complicating factors
 Success criteria did not change
after pilot results reset what was
possible
4-stage security review
Decision holder
 Black-box executive committee >
zero engagement w/ vendor
Team consensus, led by pilot
sponsors > direct engagement
Duration 
 12 months
 < 5 months
Decision
 Settled on DIY approach
 Selected SaaS-based CMP after
meeting 29 of 32 objectives
Outcome
 Saddled with technical debt;
poorly positioned for multi-cloud
future
Common interface for managing &
governing dev & prod workloads
across AWS, SoftLayer, and HP
Tale of Two Enterprises
1.  Rethink your RFP process > technology buying has changed
2.  Try before you evaluate > SaaS is made for diving in 
3.  CMPs are emerging technology > be wary of “you don’t know
what you don’t know”
4.  Keep success criteria agile > you’ll learn as you go
5.  Focus on 1 - 3 use cases and/or problem statements
6.  Talk to analysts & reference customers
7.  Get answers on vendor’s vision & roadmap

An Agile Alternative to an RFP
•  7 Common Questions About a Cloud Management Platform (RightScale, April ‘16)"

•  The Forrester Wave: Hybrid Cloud Management Solutions (Forrester, January ‘16)"

•  IaaS Cloud Management Tool Selection Methodology (Gartner, June ‘16)"

•  Market Guide for Cloud Management Platforms: Large, Emerging and Open-Source
Software Vendors (Gartner, April ‘16)"

•  A Comprehensive List of Management Requirements for Organizations Using Public
Cloud Services (Gartner, April ‘15)
Suggested References
•  Email sales@rightscale.com for the complete RFP template.
Q&A

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Best Practices for Your CMP RFP or RFI

  • 2. Speakers •  Josh Fraser •  SVP, Sales & Business Development •  David Redmond •  Director, Sales Development
  • 3. A Platform to Manage Every Customer Cloud Analytics Self Service Cloud Management Universal Cloud Management Any Cloud, Service, VM, Server, Container Public Clouds Private Clouds Virtual Environments Bare Metal Servers Containers Containers Containers Containers
  • 4. Beyond “Least Common Denominator” 4 Compute Storage Network Database Built-In Integration Cloud Service Plug-Ins AWS Lambda AWS Elastic Beanstalk Google Container Engine Azure PaaS and more… Created by •  RightScale •  Customer •  3rd party
  • 5. 1.  No standardization or repeatability 2.  Manual processes 3.  Tribal knowledge 4.  Complaining developers 5.  Migration headaches 6.  Lack of version control 7.  DIY orchestration overhead 8.  Lengthy SDLCs 9.  DevOps transformation pains 10. Vendor lock-in 11. Shadow IT 12. Lack of structure 13. No visibility 14. Unpredictable costs 15. Cloud account sprawl 16. Security & compliance holes 17. Wasted reserved buys 18. Manual showback/ chargeback 19. Unrealized EA discounts 20. Complexity with access control 21. Instances abandoned or under-utilized 22. Fast pace of cloud innovation 23. Multiple GUIs/portals 24. ITSM incompatibilities 25. Orphaned container strategy Challenges with Hybrid & Multi Cloud 5
  • 6. CIO I&O / Cloud Leaders Architects / Dev Leaders Shift IT to say “yes” instead of “no” to enable the business Broker multiple cloud services Need infrastructure on-demand to deliver software faster Need to support the latest dev trends (DevOps, CI/CD, Docker) Convince business units to leverage their brokered services instead of going around IT Want to use cloud provider of choice and choose any add-on IaaS+ / PaaS services Bring shadow IT under governance Support the latest dev trends (DevOps, CI/CD, Docker) Moving toward CI/CD Managing/optimizing costs Move more apps to the cloud Want to use Docker Navigate the OpEx model of public cloud Ensure apps in the cloud meet SLAs and are secure Often prefer API or CLI over a GUI Attract/train resources with cloud expertise Ensure existing on-prem environments are used more efficiently Want to use their favorite tools for config management (Chef, Puppet, Ansible) Stakeholders to Interview
  • 7. Recognize Complementary Technologies Source: “The Forrester Wave: Hybrid Cloud Management Solutions,” Jan ‘16
  • 8. ITSM Providers Identity Management Source Control CI/CD Plan to Integrate with Your Ecosystem
 System Monitoring Application MonitoringInfrastructure Management SIEM Tools Configuration Management RightScale! CMP!
  • 9. “Ignoring important cloud management requirements when executing their cloud strategies has caused I&O leaders to pick the wrong tools, incorrectly think that a single CMP is all they need, or choose tooling that is too complex for their organization's skill set. ! In some cases, I&O leaders do not do anything because they do not know what capabilities to seek.” Don’t Boil the Ocean 9 Source: “IaaS Cloud Management Tool Selection Methology (Gartner, June 2016)
  • 10. Difference Between RFI, RFP, and RFQ RFI RFP RFQ Purpose Develop strategy or learn more about supplier’s capabilities Determine feasibility of each potential supplier’s bid Compare costs between competing vendors Level of effort Medium (Client) / Medium (Vendor) High (Client) / High (Vendor) Low (Client) / Medium (Vendor) Format Open-ended Open-ended, but with formal parameters Closed-ended Best suited for Customized solutions Customized solutions Commoditized products Sources: Reference.com, Negotiations.com!
  • 11. Automation & Orchestration Governance & Planning Platform & Integrations Structuring Your RFI/RFP How can we enable DevOps/agile software development? How can we manage any cloud, server, service, VM, or container – both new & existing? How can we leverage the entire ecosystem? How can we turn analytics into action?
  • 12. “As more public and private cloud services are provisioned, there is a great potential for waste in terms of resources consumed and/or dollars spent to achieve both agility objectives and SLAs. This is compounded by decentralized IT spending, which is expected to reach 50% by 2020. For example, Gartner client inquiries show that it is not uncommon for public cloud service bills to be two to three times higher than expectations. Moreover, traditional data center issues of low infrastructure asset utilization and overprovisioning of capacity resources have spilled over into the private cloud environment. As reflected by Gartner client inquiries, many have asset utilization of just 10% to 20%, suggesting significant room for improvement in cost and usage.” A Word About Analytics to Action 12 Source: Innovation Insight for Dynamic Optimization Technology for Infrastructure Resources and Cloud Services (Gartner, February 2016)
  • 13. Category: Platform & Integrations
  • 14. Category: Automation & Orchestration
  • 16. The Forrester Wave: 
 Hybrid Cloud Management Solutions (Jan, ‘16) 16 “Our evaluation of the 11 selected vendors validates our analysis that the hybrid cloud management solutions market is very active and mature.” !
  • 17. The Forrester Wave: Hybrid Cloud Management Solutions (Jan, ‘16)
  • 18. 1.  Can be confused with success criteria 2.  Can become a token exercise 3.  Don’t capture nuances (i.e., security models) 4.  Slow time-to-market 5.  Vendors exaggerate capabilities 6.  Don’t allow for interactive conversation Pitfalls of RFPs
  • 19. Client A Client B Industry Retail Banking Evaluation approach Lengthy RFP, followed by checkbox-style pilot Competitive pilot with 32 success criteria, agilely weighted Complicating factors Success criteria did not change after pilot results reset what was possible 4-stage security review Decision holder Black-box executive committee > zero engagement w/ vendor Team consensus, led by pilot sponsors > direct engagement Duration 12 months < 5 months Decision Settled on DIY approach Selected SaaS-based CMP after meeting 29 of 32 objectives Outcome Saddled with technical debt; poorly positioned for multi-cloud future Common interface for managing & governing dev & prod workloads across AWS, SoftLayer, and HP Tale of Two Enterprises
  • 20. 1.  Rethink your RFP process > technology buying has changed 2.  Try before you evaluate > SaaS is made for diving in 3.  CMPs are emerging technology > be wary of “you don’t know what you don’t know” 4.  Keep success criteria agile > you’ll learn as you go 5.  Focus on 1 - 3 use cases and/or problem statements 6.  Talk to analysts & reference customers 7.  Get answers on vendor’s vision & roadmap An Agile Alternative to an RFP
  • 21. •  7 Common Questions About a Cloud Management Platform (RightScale, April ‘16)" •  The Forrester Wave: Hybrid Cloud Management Solutions (Forrester, January ‘16)" •  IaaS Cloud Management Tool Selection Methodology (Gartner, June ‘16)" •  Market Guide for Cloud Management Platforms: Large, Emerging and Open-Source Software Vendors (Gartner, April ‘16)" •  A Comprehensive List of Management Requirements for Organizations Using Public Cloud Services (Gartner, April ‘15) Suggested References
  • 22. •  Email sales@rightscale.com for the complete RFP template. Q&A