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Enabling  Usage  Based  Metering  Cloud  Services  

Winston  Morton  Vice  President,  Technology  LinkBermuda  

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Agenda  

1.   LinkBermuda  Company  Introduc6on  

2.   Business  Model  and  Metered  Cloud  Services  

3.   Cloud  Services  Billing  and  Challenges  

4.   Drivers  to  use  a  cloud  based  Recurring    5.   How  Zuora  Helped  ?  

6.   Lessons  Learned  7.   Wrap  Up  &  QA  

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LinkBermuda  -­‐  Introduc6on  

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LinkBermuda  Service  PorAolio  

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LinkBermuda  Network  FaciliEes  §  On-­‐net  connec)vity  in  mul)ple  

undersea  and  terrestrial  cable  systems    

§  Direct  ownership  of  undersea  cable  landing  sta)ons  

§  Extensive  Bermuda  domes)c  fiber  network  

§  Mul)ple  interconnects  with  network  providers  for  global  reach  

§  7x24  redundant  network  opera)ons  centers  

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LinkBermuda  Data  Center  FaciliEes  §  Bermuda’s  largest  data  

center  complex  §  Hos)ng  many  of  the  

largest  compute  nodes  in  Bermuda  

§  Designated  as  a  Cri.cal  Infrastructure  by  the  Bermudian  Government  (Keypoint-­‐1)  for  priority  security  and  fuel  delivery.  

§  7x24  Network  Opera)ons  Center  

§  SSAE  16  SOC  2  Cer)fica)on  (in  Process)  

§  Strategic  na)onal  and  interna)onal  network  connec)vity  

Key  Specifica)ons:  §  Site  is  deployed  on  one  of  the  highest  eleva)ons  in  Bermuda  to  military  specifica)ons  

§   Designed  to  withstand  hurricane  force  winds      §   Fully  Redundant  4160V  U)lity  Feeds  §   N+1  Redundant  Diesel  Generators  (3x1000kW)  §   N+1  UPS  (2x1000kW)  §   N+1  Cooling  (2x300  Ton  Air  Cooled  Chillers)  

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Understanding  Metered  Cloud  Services  and  Design  

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Metered  Cloud  Services  Infrastructure  As  A  Service  

IaaS  High  Level  Features  

§  Bundled  Virtual  Servers,  Storage,  Security,  and  Network  Connec)vity  

§  Flexible  On-­‐Demand  Self  Service  §  Geographically  Aware  

-­‐  Customers  can  select  as  well  as  guarantee  primary  and  secondary  VDC  loca)ons  (Bermuda  and/or  Canada  today)  

§  Predictable  Performance  -­‐  IaaS  bundled  with  Interna)onal  

MPLS  QOS  features.    -­‐  Broadband  local  loop  -­‐  SLA  guarantees  

§  Highly  Secure  -­‐  Embedded  VLAN  Security  -­‐  Embedded  offsite  D/R    

§  Ease  of  Management  -­‐  Customer  Self  Service  Module  

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Cloud  Services  Billing  High  Level  Design  

•   Communica6on  as  a  Service  •   Value  Added  Apps  •   $$/Mth  Fixed  +  Usage  

•   Backup  as  a  Service  •   Value  Added  Apps  •   $$/Mb/Mth  

•   Infrastructure  as  a  Service    •   Virtual  Servers  •   Value  Added  Apps  •   $$/Server/Hr  

Cloud  Management  PlaYorm  (IaaS)   Exported  

Cumula6ve  Usage  Report  

Cloud  Management  PlaYorm  (BaaS)  

Cloud  Management  PlaYorm  (CaaS)  

Billing  PlaYorm  

IaaS  Product  Catalogue  

Product  Catalogue  

Exported  Cumula6ve  Usage  

Report  

BaaS  Product  Catalogue  

Product  Catalogue  

Exported  Cumula6ve  Usage  

Report  

CaaS  Product  Catalogue  

Product  Catalogue  

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Cloud  Services  Billing  FuncEonal  Approach  

§   Ini)al  launched  with  a  IaaS  model  with  interfaces  as  straight  forward  as  possible.  

§   Most  of  our  cloud  systems  have  their  own  sophis)cated  self  service  provisioning  interface.  

§   We  choose  to  leverage  the  provisioning  systems  embedded  in  each  cloud  system  to  minimized  development  

 

Upside:      One  way  usage  based  interfaces  are  more  cost  effect  and  quicker  to  launch  

Downside:      Mul)ple  product  catalogues  need  to  be  synchronized  

Cloud  Management  PlaYorm  

Product  Catalogue  

Billing  PlaYorm  

Product  Catalogue  

Usage  Report  

Customer  Portal  

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Business  Drivers  to  Use  Recurring  Billing  SoluEon  

§   LinkBermuda  was  looking  to  out-­‐source  billing,  we  did  not  want  to  build  our  own  system  because  of  the  complexity  involved  in  recurring  billing.    §   We  evaluated  several  different  recurring  billing  systems  –  Zuora  was  the  quickest  to  deploy  and  most  cost  effec)ve.  

§ We  needed  a  system  which  would  enable  to  Price  and  Package  our  services  efficiently  and  be  able  to  rapidly  iterate  on  Pricing  when  needed.      

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Why  Zuora?  

§   The  Ra)ng  and  Billing  Engine  in  Zuora  understands  our  subscrip)on  business  model  and  is  ideally  suited  to  do  the  job.    §   Zuora  provided  out  of  box  solu)on  (Zforce)  for  integra)ng  with  our  CRM  system  (Salesforce).  We  took  advantage  of  both  ZQuotes  and  Z360.  

§ Looking  forward  to  u)lize  Zuora  Billing  and  Financial  Reports  and  Forward  Looking  Metrics  like  MRR,  ARR  etc.    §   As  LinkBermuda  grows  we  are  confident  that  Zuora  can  scale  and  accommodate  our  business  growth.    

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How  LinkBermuda  Uses  Zuora  

Background  

Business  Model  

The  Challenge  

Moving  from  tradi)onal  Telco  services  to  cloud  services  for  interna)onal  financial,  insurance  and  eCommerce  markets    

B2B  +  B2C  =  B2Any  Direct:  Self-­‐service  and  sales  assisted  Channels:  Cloud  Marketplace,  Resellers  

We  needed  to  develop  a  self  service  cloud  capability  with  usage  based  billing.  Legacy  billing  system  limited  customiza)on  and  product  catalogue  capabili)es.  

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Lessons  Learned  Best  PracEces  

Plan.  Plan.  Plan.  

Limit  Ini6al  Scope  

Learn.  Launch.  Repeat.  

Business  strategy  changes  during  market  launch    Best  Prac)ce:    -­‐  Clear  defini)on  of  business  goals.    

     -­‐  Phase  1  launch  should  be  limited  to  base                  services,  add  func)onality  as  use  cases                                become  more  evident  

 

Avoid  big  bang  cutovers    Best  Prac)ce:        -­‐  Flexible  architecture  

       -­‐  Repeatable  Interfaces  (If  possible)    

Deploy,  measure,  iterate    Best  Prac)ce:          -­‐  Be  data  driven    

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Q&A  

Thank  You!