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Similar to Lessons Learned from Building a CSB Part III (20)
Lessons Learned from Building a CSB Part III
- 2. A Cloud Service Brokerage allows you to provide a suite of integrated IT-as-a-Service
products with a Unified Services Delivery Platform that harnesses the full potential of cloud
and managed services.
Captured cloud infrastructure
spend
Make consumption of your
managed services easier
Improve your customers’
experience
Outpace your competition by
satisfying new customer needs
Copyright © 2013 Gravitant, Inc.
- 3. The New SI Business Model
3rd Party
Public Clouds
IaaS
PaaS
SI Cloud/Managed/
Consulting Services
Managed
Security
Services
SaaS
Managed
Backup
Service
Cloud App
Consulting
Third-party
Managed Services
Managed
Performance
Monitoring
Hosted
Private Cloud
Cloud
Application
Integration
Volume discounts from CSPs
Unified Services Delivery Platform
(managed by System Integrator)
Gravitant
cloudMatrix platform
Markup for brokerage services
High Margin High Volume Business
Dedicated Cloud Services Brokerage for Enterprise IT
CIO/CFO
CTO/IT Architect
Procurement
Sys Admin/IT Ops
Copyright © 2013 Gravitant, Inc.
- 4. With Channel Partners
Service delivery platform for public cloud infrastructure and its
managed and consulting services for mid-market enterprise
customers
Cloud services brokerage (CloudCuity) for US FED agencies; awarded
Network Centric Operations Industry Consortium contract (geospatial
applications)
Cloud services brokerage optimized for state and local governments
and US FED agencies that offer affordable and manageable hybrid
cloud computing solutions.
Copyright © 2013 Gravitant, Inc.
- 5. •
Cloud Service Brokerage is a significant business initiative.
Important to set up a dedicated team or business unit focused on
cloud. Multi-tasking is not the answer
•
Success in the cloud requires new skills. Must invest in training,
particularly for sales resources
•
Your best bet is to develop a consulting and managed service
practice around cloud. Very profitable and sticky.
•
Customers like to start small, but cloud usage grows over time
Copyright © 2013 Gravitant, Inc.
- 6. Channel Partners
Enterprise IT
•
Improve Sales Velocity
• Shorten request-to-quote-to-order cycle time from months
to days
•
Improve Agility
• Go from slow IT service request model to a fast designorder-fulfill model
•
Increase Revenue
• Participate in the shift to cloud
• Easily aggregate, deliver & monetize new cloud services
•
Cost Savings
• Eliminate cost leakage in the cloud
• Optimize architecture to workloads and find best cloud fit
•
Increase Margin
• Add >20 points of margin to your cloud managed services
business
•
Ease of Use
• Single consumption interface for all cloud services (private
and public)
•
Increase Customer Retention
• Users can switch cloud providers but remain your customer
(on your portal)
•
Improved Security
• Security hub
• Embedded security
Copyright © 2013 Gravitant, Inc.