The use of cloud infrastructure is now a given for almost every enterprise. Managed services providers, including hosters, outsourcers, and systems integrators, are finding that their customers want to use cloud services, but monetization requires new approaches and skills. This deck covers: • Why will cloud disrupt MSPs?
 • The key challenges facing MSPs in a cloud world
 • The skills gap and what it means
 • Four critical requirements for every MSP to adapt
 • MSP use cases for monetizing cloud
 • Tips to market and sell your cloud services

1. WHAT EVERY MSP NEEDS TO KNOW
FOR CLOUD SUCCESS

2. Panelists
• David Redmond
• Director Sales Development
• Kim Weins
• VP Marketing

3. • Why Hybrid Cloud?
• The Role of MSPs
• A Universal Approach
• Monetizing Cloud for MSPs
• Use Cases
Agenda
2

4. • Managed hosters
• Value-added resellers
• Data center outsourcers
• Systems integrators
• Cloud-native consultancies
When we say MSPs, we mean:

5. • How do we capture business as customers move toward
public clouds?
• How do we protect our investments in the data center?
• How do we compete with services arms of global IT
companies to win enterprise customers?
• How do we create professional services and intellectual
property around cloud?
4 Common MSP Questions

6. Hybrid Cloud: Table Stakes for Your Customers

7. Resource Pools
Public Cloud 1
Requirements
Filters
Performance
Cost
Compliance
Geo-location
Security
Hybrid Cloud in Practice
Vendors
Existing DC
App 1 App 2
Application
Portfolio
App 1
App 2
App 3
App n
…
App 4
App 5
Public Cloud 2
Hosted Private
Internal Private
Virtualized
App 3
App 4 App 5
App 6
App 7
6

8. But It’s Not Quite That Simple

9. “The market for hosting and cloud computing
infrastructure is expanding in two directions –
toward bare-metal servers on-demand, and to
lightweight, fast OS containers that can be
provisioned by users in seconds.”
Cloud Lines Blurring
8
Source: “Market Trends: The Rise of
Bare-Metal Clouds and Containers,”
September 2015

10. DevOps Soaring

11. Cloud Services Exploding
10

12. Costs Not Under Control

13. 1. “Capable of supporting the particular approach the customer wants to
take.”
2. “Has deep, broad expertise with the particular hyperscale cloud provider
the customer wants to use.”
3. “Supports a broad range of the cloud provider’s IaaS+PaaS solutions,
rather than just managing infrastructure resources.”
4. “Provides governance, reporting, and financial management for the full
range of the cloud provider’s services.”
4 Top Traits of “Best-in-Class MSP”
Source: “How to Choose a Managed
Service Provider for a Hyperscale Cloud
Provider,” January 2016

14. Lack of Resources/Expertise Is Challenge #1

15. “Do not assume that your current MSP has
the skills to perform hyperscale cloud
management well….Cloud IaaS is not a
commodity and should not be managed as
such.”
But Cloud Is Different: MSPs Need to Adapt
14
Source: “How to Choose a Managed
Service Provider for a Hyperscale Cloud
Provider,” January 2016

16. Each Cloud Is Different
15

17. Cloud Expertise in High Demand
16
Source: Indeed.com
AWS + cloud
Azure + cloud
Google + cloud

18. A Universal Console

19. 18Photo Credit: By Moses, CC BY 2.0
The Opportunity for MSPs

20. Manage Any Resource Pool
Any Cloud, Any VM, Any Server, Any Container
19
Public
Clouds
Private
Clouds
Virtual
Environments
Bare Metal
Servers
Containers Containers Containers Containers
Orchestration, Management, and Governance for Any Environment
Universal CMP

21. Cloud Analytics: Bring Financial Insight to Customers
20
• Track all public/private
customer cloud usage
• Forecast future spend
• Compare cloud costs with
over 100k price points
• Organize and tag for
chargeback/showback
• View full bill digest
• Extend to 3rd party
systems with API
accessibility
20

22. Cloud Management: Standardize Cloud Operations
21
• Standardize on one
platform for any cloud,
any data center
• Leverage 1 API to extend
to 3rd party systems
• Reuse templates for
servers & applications
• Implement multi-tenant
governance policies
• Use monitoring, alerting,
& audit trails
• Add rule based
automation

23. RightLink Agent: Enable Existing Workloads
22
VM
VM
VM
GOVERN MANAGE
VM
VM
VM
Add RightLink AgentAdd Cloud Credentials
View
Access control
Track costs
Lifecycle operations
Monitor
Alerts/Escalations
Operational scripts
Managed login
RL
RLRL
RL

24. • Broker cloud resources
with your logo & brand
• Orchestrate app stacks
and 3rd party systems
• Call unique IaaS+/PaaS
services with a plug-in
architecture
• Build templates once &
reuse as a force
multiplier
• Leverage Cloud
Application Templates
(CAT files)
Self-Service: Broker Complete Cloud Systems
23

25. Orchestration: Extensible & Repeatable Templates
Cloud Application Template
Declarative + Workflow
Cloud Compute
Cloud Storage
Cloud Network
Images
Templates
& Containers
PaaS Services
IaaS+ Services
Web Services
Declare
Resources
Control
Options
Orchestrate Deployment
Enable
Operations
Code
IaaS Resources Extended Services Application Assets
24

26. Move more
workloads to
cloud
Enable DevOps /
CI-CD strategies
Implement a
cloud governance
strategy
Expand use of
containers
Optimize existing
cloud use
How Universal CMP Will Help You Help Customers

27. YOUR MSP BUSINESS

28. Professional Services
• Readiness assessments
• Cloud provider selection
• Solution architecture
• Application refactoring
• Security architecture
• Initial deployment/migration
• Event management
• Transformation assistance
How MSPs Add Value to Cloud
Managed Services
• CMP as a Service
• Guided Operations
• Frontline Operations
• Platform Operations
Source: Gartner, January 2016
“Use Managed and Professional Services to
Improve Cloud Operations for Digital Business”

29. • Professional Services
• hourly or project based
• Managed Services
• $ per VM/month or hour; or % of cloud spend
• Subscription for CMP-as-a-Service
• usage-based or user-based or flat fee
How to Monetize Your Services
28

30. Examples of Go-To-Market Opportunities
29
• Use a CMP to streamline YOUR internal operations
• Reduce time/cost to deliver managed services
• Automation for new applications
• Use CMP for existing services you are providing to customers
• Consolidated reporting for all cloud use
• Provide self-service portal to replace manual provisioning requests
• Find new use cases for customers
• Optimization of infrastructure costs
• DevOps/CI/CD project implementations
• Containerization

31. • Whitepapers
• Webinars
• Videos
• Assessments
• Free Tools
Take An Educational Approach to Marketing

32. • Managed Service Provider
• Mid-market to enterprise
customer base
• VMware shop with increasing
requests for AWS / Azure / IaaS
• 6 month, multi-vendor evaluation
• Implemented RightScale
• Sales success in first quarter
• Added 15+ opportunities to the pipe
• Won “multi-cloud” business with a
global e-commerce organization
• Prevented churn with multiple
strategic accounts
Offis: Selling Multi-Cloud Services
31

33. Technicolor: Brokering to Multiple BUs
$4B+ Entertainment Services
• Goals
• Greater agility with a cloud-first strategy
• Solution
• Single click provisioning for 8+ clouds
• Integrated with ServiceNow
• Smart placement (cost, security, compliance)
• Benefits
• Cut 4-6 week requisition cycle to 10-15
minutes – near instant gratification
• Automated launching of large render farms or
CI environments for websites
• Deploy security patches across servers in
hours

34. Sample of MSPs on RightScale
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35. • Contact us to learn how to get started
• sales@rightscale.com
Q&A