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Cloud Computing

Qualifying Questions

PROPRIETARY AND CONFIDENTIAL

Objectives

Review the ‘O’ in FLOAT for Cloud Computing

The Key Questions

Typical Responses

Next Steps

Review FLOAT

This one is you

Review FLOAT – Who Does What?

FinancialWe can do this until you get comfortable. Or you may want us to always do this.

LoveWe can do this until you get comfortable. At some point we would

expect that you would want to be proficient in this area.

On Time

Alignment We can do this until you get comfortable. At some point we would expect that you would want to be proficient in this area.

Technical We can do this until you get comfortable. Or you may want us to always do this

Review the ‘O’ in FLOAT for Cloud Computing

These five questions will help you identify if the timing is right to engage with a prospect or customer:

1. When do your carrier contracts renew?

2. When will you consider your Phone System EOL and need replacement?

3. Are there any physical facility adds, moves, or changes in the next 24 months?

4. When do you plan to refresh your:

-Servers

-PC’s

-Any related licensing

5. What other IT projects are in the short term horizon that will generate a potential comparison of the premise vs. CLOUD model? (these are the most common opportunities we find):

-DR/off-site backup

-Exchange Upgrade

-Server Virtualization

-BYOD or mobility

-New Software Deployments

How should I respond?

4. When do you plan to refresh your Servers?

Customer- We have X number of Servers that are End of Life and in need of a refresh.

Response- Are you interested in seeing how the cloud model for Server delivery would compare to a replacement of the existing physical servers?

Customer- We just recently completed a refresh of all our servers OR we’ve recently virtualized our entire environment.

Response- That’s great. Let me make a note to get back in touch when the next refresh cycle comes around. In the meantime, what plans and systems do you have in place for Disaster Recovery and Data Backup for the new equipment? Specifically, would you like to see if an off-site cloud-based DR or backup solution makes sense?

Customer- We are looking into virtualizing our existing servers.

Response- Great, that is the direction many IT groups are going. Have you considered taking it one step further and placing those virtual servers in an off-site cloud instead of keeping them on-site?

How should I respond?

4. When do you plan to refresh your PC’s?

Customer- We have to replace/refresh X number of PC’s.

Response- Are you familiar with VDI as an option to buying new PCs? Would you like to see if a Cloud-based Desktop that is delivered “as a service” would prevent you from having to do this again in 2-3 years?

Customer- We are working on deploying tablets/iPads to replace desktops.

Response- Will these devices have access to all applications that users require, or will there still be a need for desktop access? Would it be beneficial to deploy Windows to the tablets?

Customer- We recently upgraded all of our PC’s.

Response- I wish we had connected before you completed that project! What is your typical refresh cycle? We need to be sure we talk before then. There are ways that we can extend the life of that hardware while simplifying overall desktop administration.

How should I respond?

4. When do you plan to refresh any related licensing?

Customer- Our renewal with Microsoft/Oracle is coming up soon.

Response- Have you considered the Software-as-a-Service model vs. the traditional licensing model?

Customer- We recently renewed our licensing contracts.

Response- Before you add more to that contract, consider the Software-as-a-Service model. This allows you to pay-as-you-go with many of the licenses you buy today.

How should I respond?

5. What other IT projects are in the short term horizon that will generate a potential comparison of the premise versus CLOUD model? DR/Offsite Backup

Customer- We need to get our data offsite.

Response- Do you have a formal DR plan? Have you had a loss of data that is causing you to consider alternatives? Have you considered the Cloud as an option for offsite back up?

Customer- We need a formal DR plan.

Response- We have many tools that can help with executing a DR plan. Can I suggest a meeting with a data expert to discuss your objectives?

Customer- We currently use a second location as a DR site.

Response- How often do you test it? Is it capable of standing in for your production environment? Have you considered using cloud-based DR services that are capable of handling your production environment, without having to spend the capital to replicate your production environment?

How should I respond?

5. What other IT projects are in the short term horizon that will generate a potential comparison of the premise versus CLOUD model? Exchange/Server Virtualization

Customer- We need to upgrade our Exchange Server

Response- have you considered Hosted Exchange as an alternative to managing a dedicated Exchange Server?

Customer- We are considering virtualized our Servers.

Response- Great, this will reduce your need for physical servers but unless it’s virtualized in the Cloud, you may be at risk for losing multiple applications in the event of a Server failure. You may want to consider a cloud-based Server as a DR option. If not, we should plan on looking at this when your current Servers are end of life.

How should I respond?

5. What other IT projects are in the short term horizon that will generate a potential comparison of the premise versus CLOUD model? BYOD & Mobility/New Software Deployment

Customer- We are thinking about deploying iPads for our traveling employees.

Response- iPads and tablets do not natively run in a Windows environment. Would you be interested in discussing how to make these mobile employees more productive with a virtual windows 7 desktop?

Customer- I have a very mobile workforce that is a challenge to support. Can you help with that?

Response- Virtual Desktops can be centrally managed as if they were all in one location, while users can access their desktop from anywhere, from any device. Would you like to learn more?

Customer- We have to deploy software X to all of our employees desktops and laptops.

Response- would you be interested in deploying virtual desktop based on its inherent ability to centralize the management of all of your PCs and related software?

Next Steps

Work on your ‘O’

Ask the right qualifying questions

Get us involved early!

For additional information or assistance with your opportunities

please contact your Evolve IP Technology Advisor.