choosing the right cloud applications in a challenging economy
DESCRIPTION
Join Dell Cloud Business Applications for an information-packed Webinar showing you exactly what you need to do to win with cloud applications. The Webinar features renowned SMB expert Laurie McCabe from SMB Group, plus Jagdeep Randhawa, Vice President of IT and eCommerce from Camico, a leading insurance provider for accounting professionals. You’ll learn: The top cloud business applications and how they can work together to drive revenue How to build a business case for investing in cloud business applications A real-world case study in putting Salesforce.com to work to increase revenue in a challenging market And much more…TRANSCRIPT
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Cloud Business Applications
Choosing the Right Cloud Applications in a Challenging Economy
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Cloud Business Applications
Speakers:
Laurie McCabePartnerSMB Group
2 3/12/2012
Jagdeep RandhawaVice President IT and eCommerceCAMICO
Bill OdellMarketing DirectorDell Cloud Business Applications
“The cloud gives usone of the greatestopportunities we’ve seen in a long history of IT trends to fundamentallychange the way wework and live.”
Michael Dell
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Cloud Business Applications
Agenda
3 3/12/2012
• SMB Group: Why SMBs are adopting cloud applications
– Top Business Challenges
– Top Technology Challenges
– Cloud Computing Drivers, Benefits, Considerations
• CAMICO: Cloud adoption case study
– Business case for cloud applications
– Evaluation considerations
– ROI on cloud projects
• Q&A
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Polling Question #1
• What is top business challenge facing your company?
• Growing revenues • Attracting new customers• Dealing with uncertain economic conditions• Maintaining profitability• Improving cash flow• Retaining customers• Improving employee productivity
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SMB Top Business Challenges
15%
12%
10%
26%
14%
32%
31%
60%
39%
45%
16%
18%
18%
19%
20%
21%
35%
41%
42%
44%
Improve customer experience
Attract & retain quality employees
Improve employee productivity
Retain customers
React quickly to changing market conditions
Improve cash flow
Maintain profitability
Attracting new customers
Deal with uncertain economic conditions
Grow revenue
MB SB
Source: SMB Group 2012 Small and Medium Business Mobile Solutions Study
• 451 Small businesses (1‐99 employees)• 261 Medium businesses (100‐999 employees)
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SMB Top Technology Challenges
15%
12%
16%
17%
30%
27%
23%
34%
32%
42%
17%
18%
21%
21%
23%
25%
27%
30%
31%
33%
Integrating social media with web site/marketing tools
Adding or migrating to cloud‐based software‐as‐a‐service(SaaS) solutions
Supporting end‐users
Collaborating more effectively within and outside thecompany
Figuring out how different technology solutions can helpmy businesses
Getting better business insights from the data wealready have
Integrating different applications
Keeping my systems up and running
Implementing new solutions or upgrades
Containing technology related costs
MB SB
Source: SMB Group 2011 Small and Medium Business Routes to Market Study
• 472 Small businesses (1‐99 employees)• 214 Medium businesses (100‐999 employees)
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A Perfect Storm for Cloud Computing
• Cloud computing lets you access software, server and storage resources over the Internet, in a self‐service manner
• Instead of having to buy, install, maintain and manage these resources on your own on‐premise servers, you access and use them over the Internet through a browser or mobile app
• Sometimes you might need to download a small piece of client code, but for the most part, the real horsepower is supplied by the cloud vendor
TabletHardware,
software, data reside at service provider’s data
center
Internet“Cloud”
PCMac
Server
Server
ServiceSupportBackupsEtc.
Service provider provides management,
etc. Smartphone
Custom
erC
loud
Com
putin
g D
ata
Cen
ter
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Macro Trends Fueling Cloud Computing
MobileMobileSocialSocial Business
Analytics Business Analytics SpeedSpeed
Organizations are increasingly focused on business results. IT needs to leverage new technologies to meet business objectives.
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Micro Trends Fueling Cloud Growth
•Scalability/right‐sizing•Creating new opportunities/entering new markets•Merger/acquisition•New regulatory requirements
BusinessBusiness
•Lack of IT staff/expertise • Infrastructure/application consolidation• IT backlog•Need for flexibility
TechnologyTechnology
•Need to extend to external parties• End‐of‐life/replacement applications• “Net‐new” applications• “Real‐time” requirements
ApplicationApplication
•Remote/geographically dispersed and mobile users•Requirements for collaboration•Mobile requirements UsersUsers
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Applications Moving to the Cloud
38%38%
35%35%
34%34%
34%34%
29%29%
28%28%
28%28%
24%24%
7%7%
40%
38%
39%
49%
39%
29%
32%
34%
13%
Collaboration
Server virtualization
Web site
Marketing automation
Business intelligence/analytics
Contact and customer management
IT infrastructure management
Desktop virtualization
Accounting/ERP
Source: SMB Group 2011 Small and Medium Business Routes to Market Study
• 472 Small businesses (1‐99 employees)
PURCHASED/UPGRADE IN THE LAST 24 MONTHS
PLANNED FOR NEXT 12 MONTHS
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Considerations for Cloud Computing
PricingPricing
Availability and business continuityAvailability and business continuity
Data storage and securityData storage and security
Performance and scalabilityPerformance and scalability
Contractual terms and penaltiesContractual terms and penalties
Service and supportService and support
IntegrationIntegration
Long term planningLong term planning
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Polling Question #2
• Which of the following applications are you considering deploying in the cloud in the next 12 months?
1. Contact or customer management2. Marketing automation3. Accounting or ERP4. Business intelligence/analytics5. Collaboration6. Other7. Not considering any at this time
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Cloud Adoption Case Study
Jag RandhawaVice President, IT and eCommerce
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About CAMICO
• Professional Liability Insurance for CPAs• Nation’s largest CPA directed Professional Liability Insurer • Founded 26 years ago• Over 8,000 firms• Over 54,000 accountants insured• $64 million in annual premiums• 95%+ customer retention rate
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Current Market Challenges
• Soft market due to economy• Highly Competitive market • 21 major competitors• Price sensitive customers• Limited market movement
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Challenges with Existing System
• Sales Logix Sales Solution• On-premise software• Cumbersome, not intuitive to use• Not ideal for geographically dispersed sales team• Forecasting done in spreadsheets• Lack of visibility in sales processes• No integration with marketing programs to track ROI
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Cloud CRM Evaluation
• Why Cloud?• Support for dispersed sales organization• Support for mobile devices – smart phones, tablets• Visibility into sales processes and performance• Savings from shared infrastructure, and reduced backup
and DR overhead• Vendors considered
• Salesforce.com• Microsoft Dynamics CRM• Oracle CRM On-Demand• Insurance-specific CRM solutions
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New Cloud Sales Solution from Dell
• Salesforce.com Sales Cloud• Sales Process management• Forecasting and Pipeline management• Support for mobile devices• Integration with existing email marketing solution• End-to-end reporting – marketing leads to sales
• Dell Implementation and Support• Fixed fee, fixed scope implementation• Single point of support
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Expected Benefits
• Streamlined Sales Process• Lead generation through closed sales
• Forecasting and Pipeline Visibility• Up to date forecasts and pipeline reporting
• Marketing ROI• Track and measure marketing campaign ROI
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Future Cloud Applications
• Lead generation services• Data.com
• Customer Portal• Service Cloud with integrated Customer Support portal
• Application integration• Dell Boomi
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Cloud Business Applications21 Confidential
Dell Cloud Business Applications
An end-to-end solution….
21 Confidential Cloud Business Applications
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Q & A
Cloud Business Applications22 Confidential
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Cloud Business Applications
For More Information
www.smb-gr.com
Cloud Business Applications23 Confidential
www.camico.com
Cloud Business Applications
www.dellcloudapplications.com
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Thank you