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twenty_questions
SaaS-it Consult
Helping the IT-industry improve their business capabilities
tipiro
dolescum
neilalderney123
matthewbradley
minifig
mescon
Ronan_C
szeke
Setting the Scene
Software as a Service
IT-services delivered on-premise/off-premise
independent of the traditional perpetual
licensing mode...
Cloud Computing – one definition
Cloud Computing is a production method where
the Services are presented on-demand, self-
...
twenty_questions
bigdigo
gamp
Kevan
The IT market is changing
Push to Pull
New Roles and New Players
Market is maturing because of Customer demand
• Economic climate
• We work/will be working differently
• Competitive needs...
“A "SaaS first"
policy is being
enacted in the
majority of small
and midsize
businesses”
Feb 2010
jo'nas
Willem
terren in Virginia
Ian Muttoo
ihtatho
Daveblog
Lars Plougmann
Fellowship of the Ric
pixelpyro
DavidDMuir
jypsygen
416style
Ambernectar 13
chrisinplymouth
SaaS-it Evolution model™
Perpetual
Local
infrastructure
Perpetual
Dedicated
Hosting
Subscription
Dedicated
Hosting
Local
I...
Andrew Coulter Enright
bandini's.on.fire
Robert Crum
juhansonin
peterjroberts
leftcase
Yukon White Light
massdistraction
UK Parliament
jurvetson
Hammer51012
Craft Australia
miletbaker
phil_g
busy.pochi
color line
markwainwright
surlygirl
trustypic
Noah Sussman
vancouverfilmschool
asparagus_hunter
Slack pics
cliff1066
Ben McLeod
.reid.
ElenahNeshcuet
thorinside
katrinalopez.
_moonpie
bucklava
Noah Sussman
playerx
Meanest Indian
Where are we heading?
Hardware and Managed Services will
be included in the customer offerings
Where are we heading?
• Hardware part of the service offerings
• The big hardware vendors moving into the Service
and Syst...
Innovating the Service Delivery
Model is the key to market
growth
Traditional distribution models
(Groceries) will set the...
The perpetual licensing model is still the dominating license model used
IT Delivery System as of today
ISV
Distributor
En...
We need to learn from......
Coca-Cola does it
• Factory
• Uses Wholesalers
• Different outlets
• Sales & Marketing Support
• Outsources production
• N...
In Cloud Services we will see
• Factories
• Use of Wholesaler (Aggregators)
• Different outlets
• Sales & Marketing
• Outs...
Customer
Cloud Services distribution – the supply chain
Hardware VendorSoftware VendorHardware VendorSoftware Vendor
Hoste...
SaaS distribution – The future landscape
Customer
Distributor
Off-line channel
ISV
VAR On-line Channel
PORTAL
Online
Partn...
An European perspective
Opportunities and Challenges
Where is Europe heading?
• Uncertainty as to when EU starts regulating in terms of
• Location and ownership of Data
• Priv...
Where is Europe heading?
• UK, Holland and Nordic countries at the forefront of SaaS/Cloud
enablement
• Central and Easter...
Roles to play
- Be humble and nurture YOUR role
Nobody can play all roles
Multi Tenant Hosted
Services
Dedicated Hosted
Services
Facility Management
Helpdesk & Support
Bi...
Opportunities- Roles to be filled
• Remain the Trusted Advisor (business processes)
• Technology enabler- ISV’s and Custom...
twenty_questions
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World
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HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World

Cloud Computing is rapidly evolving the hosting marketplace with the big vendors seemingly eating into the supply chain setting up their own data centers and selling Cloud services direct to the customer. Yet dig beneath the surface and the Channel still has enormous value to add, it's just different to before. Cloud Aggregation represents the fastest single growing segment according to the latest Gartner research- so partnering with ISV's represents a massive potential growth area. Adding and bundling Cloud services can transform low margin capital intensive businesses into much more profitable ones. But not all Clouds are created equal, with organizations having Security, Data Protection, Proximity and Sovereignty concerns; Hosters have a massive opportunity to offer differentiated services and need not compete on price. Anders Trolle-Schultz and Justin Pirie, SaaS and Cloud Experts, will set the scene and take you through the journey of the new Cloud ecosystem and the roles the traditional Hoster can take in the emerging Cloud marketplace.

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HostingCon 2011- How Not Just to Survive but Thrive in the Evolving Hosting Marketplace in Cloudy World

  1. 1. twenty_questions
  2. 2. SaaS-it Consult Helping the IT-industry improve their business capabilities
  3. 3. tipiro
  4. 4. dolescum
  5. 5. neilalderney123
  6. 6. matthewbradley
  7. 7. minifig
  8. 8. mescon
  9. 9. Ronan_C
  10. 10. szeke
  11. 11. Setting the Scene
  12. 12. Software as a Service IT-services delivered on-premise/off-premise independent of the traditional perpetual licensing models with focus on the services delivered as a subscription based expense and not the licenses or technology required to deliver the services
  13. 13. Cloud Computing – one definition Cloud Computing is a production method where the Services are presented on-demand, self- provisioned, scalable, and are billed per logical unit used
  14. 14. twenty_questions
  15. 15. bigdigo
  16. 16. gamp
  17. 17. Kevan
  18. 18. The IT market is changing Push to Pull New Roles and New Players
  19. 19. Market is maturing because of Customer demand • Economic climate • We work/will be working differently • Competitive needs • Non-IT decision makers move into the choice of IT- services • Rapid changing technologies • New Players in the game
  20. 20. “A "SaaS first" policy is being enacted in the majority of small and midsize businesses” Feb 2010
  21. 21. jo'nas
  22. 22. Willem
  23. 23. terren in Virginia
  24. 24. Ian Muttoo
  25. 25. ihtatho
  26. 26. Daveblog
  27. 27. Lars Plougmann
  28. 28. Fellowship of the Ric
  29. 29. pixelpyro
  30. 30. DavidDMuir
  31. 31. jypsygen
  32. 32. 416style
  33. 33. Ambernectar 13
  34. 34. chrisinplymouth
  35. 35. SaaS-it Evolution model™ Perpetual Local infrastructure Perpetual Dedicated Hosting Subscription Dedicated Hosting Local Infrastructure Subscription Subscription Multi-tenant Hosting ASP Traditional IT delivery SaaS On-premise On-premise Off-premise Off-premise Local Infrastructure Application Streaming Subscription
  36. 36. Andrew Coulter Enright
  37. 37. bandini's.on.fire
  38. 38. Robert Crum
  39. 39. juhansonin
  40. 40. peterjroberts
  41. 41. leftcase
  42. 42. Yukon White Light
  43. 43. massdistraction
  44. 44. UK Parliament
  45. 45. jurvetson
  46. 46. Hammer51012
  47. 47. Craft Australia
  48. 48. miletbaker
  49. 49. phil_g
  50. 50. busy.pochi
  51. 51. color line
  52. 52. markwainwright
  53. 53. surlygirl
  54. 54. trustypic
  55. 55. Noah Sussman
  56. 56. vancouverfilmschool
  57. 57. asparagus_hunter
  58. 58. Slack pics
  59. 59. cliff1066
  60. 60. Ben McLeod
  61. 61. .reid.
  62. 62. ElenahNeshcuet
  63. 63. thorinside
  64. 64. katrinalopez.
  65. 65. _moonpie
  66. 66. bucklava
  67. 67. Noah Sussman
  68. 68. playerx
  69. 69. Meanest Indian
  70. 70. Where are we heading? Hardware and Managed Services will be included in the customer offerings
  71. 71. Where are we heading? • Hardware part of the service offerings • The big hardware vendors moving into the Service and System Integration game • Managed Services securing on-premises IT • Subscription services as on-premises delivery • Non-IT players move into the channel • Cloud standards and regulations will come into play
  72. 72. Innovating the Service Delivery Model is the key to market growth Traditional distribution models (Groceries) will set the standards in SaaS
  73. 73. The perpetual licensing model is still the dominating license model used IT Delivery System as of today ISV Distributor EndCustomer Dealer Partner Facility Management Outsourcing Managed Hosting Hosted Services System Integration Vendor
  74. 74. We need to learn from......
  75. 75. Coca-Cola does it • Factory • Uses Wholesalers • Different outlets • Sales & Marketing Support • Outsources production • Nobody really knows how it is made
  76. 76. In Cloud Services we will see • Factories • Use of Wholesaler (Aggregators) • Different outlets • Sales & Marketing • Outsources production • Nobody really knows how it is made
  77. 77. Customer Cloud Services distribution – the supply chain Hardware VendorSoftware VendorHardware VendorSoftware Vendor Hosted Services Production Off-line channel Reseller On-line Channel Portal
  78. 78. SaaS distribution – The future landscape Customer Distributor Off-line channel ISV VAR On-line Channel PORTAL Online Partner SI Hardware Vendor Software Vendor Partner Hosted Production Hardware Vendor Software Vender Online Services of the ”Big Ones”
  79. 79. An European perspective Opportunities and Challenges
  80. 80. Where is Europe heading? • Uncertainty as to when EU starts regulating in terms of • Location and ownership of Data • Privacy • Security • Etc. • EU has Cloud Services/Cloud Computing on the Digital Agenda as one of the tools to make SMB/SMEs more efficient and competitive • Open Source vs. established vendors (established mainly American vendors) • More than 50% of the Open Source community is based in Europe • Google and other American Cloud Providers are facing resistance from local European governments
  81. 81. Where is Europe heading? • UK, Holland and Nordic countries at the forefront of SaaS/Cloud enablement • Central and Eastern Europe infrastructure challenges • Internal penetration • Cost of using services outside of country • ISVs not moving to develop and deliver through Cloud Platforms • Marketplace (aggregators) “non-existing” (SaaS Plaza, Cloudmore) • Which platform to choose from • Enterprises work directly with Vendors • Local/Regional “Clouds” will dominate the coming years
  82. 82. Roles to play - Be humble and nurture YOUR role
  83. 83. Nobody can play all roles Multi Tenant Hosted Services Dedicated Hosted Services Facility Management Helpdesk & Support Billing&Provisioning Sales&Marketing ConnectivityServices Technologyenablement Vendor ISV Vendor ISV Vendor ISV Service deliveries and customer offerings In the Cloud Services On Premise Services Existing traditional Systems End Customer System Integration System Integration Consulting Migration System Integration with on-premise IT
  84. 84. Opportunities- Roles to be filled • Remain the Trusted Advisor (business processes) • Technology enabler- ISV’s and Customers • Strategic advisor on technology and Cloud Service choice • Syndication / Aggregation of Cloud Services • Deliver in • SaaS • PaaS • IaaS • HaaS • New partner models • ISV enabler
  85. 85. twenty_questions

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