the cloud and the channel: how isvs and vars can transform their existing channel
TRANSCRIPT
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The Cloud and The Dynamics Channel
How ISV’s and Partners Can Transform Their Existing Channel
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Today’s Speaker
Rob CurlsInformation Technology Architect• Over 15 years experience• Specialties include Microsoft Dynamics, Modern DataCenter, Windows
Azure, Microsoft Exchange Server, Active Directory, Hyper-V, and High Availability Solutions with Microsoft Clustering Services
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• The Case for Cloud
• The Compliant Cloud
• The Hybrid Cloud
• Q&A
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The Case for Cloud in the Channel
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The Industry is Going Cloud
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Cloud Based Offerings
Subscription Gross Margins
Source: Pacific Crest 2014 Saas Survey
30%28%
32% 32%38%
39%
54%
43%
50%+ Cloud Revenue
20% to <50% Cloud
10% to <20% Cloud
<10% Cloud
Returning Revenue %
New Customers %
What Was Your Recurring Revenue % And Your New Customer %?
Source: IDC 2014, n=690 partners
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Profitability – Cloud Solutions
Cloud’s Impact on the P&L
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Profitability – Cloud Solutions
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How Does Your Solution Stack Up
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Your Cloud Service Provider and You
Brings you Opportunities
Extends your VAR Channel
Technical Sounding boardExtends your Competencies
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What your CSP do for you
• Enhance your VAR network
• Supplement your VAR’s abilities
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What your CSP do for you
• Provide Technical Expertise
• Augment your teams abilities
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What your CSP do for you
• Provide Additional Revenue Streams
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The Compliant Cloud
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Cloud Success Story
Company Profile: • Florida based health and human services technology company working with
more than 500 agencies in 42 states • Provides innovative solutions that connect, collaborate and coordinate care
and services across their Health and Human Services, Education, Justice & Public Safety, Community Service Providers consumers
Cloud Successes:• Addressed strong compliance needs around HIPAA and justice center
data• Able to build complex environments with integrations across multiple
public agencies• Utilized customized tiered pricing structure allowing company to be
much more competitive in their marketplace while still offering the highest quality solutions
• Concerto’s largest gross producer due to large complex deals
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Not All Clouds Are Equal
• ISC2 and CSA have partnered to offer a new Cloud Security Certification– SecurityWeek
: ISC and CSA Partner for Certification offering• Amazon S3 Poor Configuration Puts Sensitive Data
at Risk– SecurityWeek: Amazon Puts S3 Data At Risk
• Web Application Attack Challenge Cloud and On-Premise Infrastructures– SecurityWeek: Web Application Attacks Increase
• Trust in the Cloud?– SecurityWeek: Lieberman: IT Doesn't Trust the Cloud
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What’s So Troubling About Cloud Security?
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How Cloud Providers Can Address Concerns
• Transparency/Control Over Datacenter/Data Locality/Security Audibility
• Verifiable End-to-end Encryption – Data in Transit• Industry/Government Regulation Compliance• Proven Tools and Control with Restricted Access• Control Over Security/Encryption• Dedicated Resources/Data Isolation• Provide Proven References• Industry Standards for Data Privacy and Security• Explicit Contractual Responsibilities for Service Levels/Security• Provider Certification Standards• Region/Country Specific Datacenter Locations
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Pre-Designed Compliance
FIPS
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Hybrid Solutions
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Taking StockHave you cautiously tested the cloud market?
Considered offering one solution with a hosted option?
Watched and waited to see where the market is going?
Tentatively pieced together a SaaS solution?
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Differentiate
Image Source: 451 Research
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