Agenda SaaS Overview SaaS for BAC – Why and When What is supported Pricing and Positioning Where to get help? 2HP Restricted. For HP and Partner Internal Use.
3 “The value of IT management software is not derived from its deployment, rather, the benefit comes from its use. Software-as- a-Service helps organizations quickly unlock the value to the business.” Why the move to Software-as-a-Service? RAY PAQUET MANAGING VICE PRESIDENT 3HP Restricted. For HP and Partner Internal Use.
Business Availability Center on SaaS HP Software Ready to Use Application lifecycle management Infrastructure management 24 x 7 Operations Support Ongoing Upgrades Always There – 24/7 HP Software Application servers Databases and Servers Storage and Network 80+ global monitoring locations with different ISPs Monitoring over firewall “Last mile” monitoring Part of Your Team ITIL certified Technical Account Manager (TAM) Ongoing expertise & mentoring Driving adoption Scripting Configuration Integrations Workflow Administration HP SaaS Global Best Practices & Processes Capacity Management Disaster Recovery Security & Audit Management Change Management High Availability Performance Management 4HP Restricted. For HP and Partner Internal Use.
HP Software-as-a-Service 5 HP SaaS: Your shortcut to success Business initiative Plan Obtain software Obtain infra Set backups Ensure availability Ensure performance Ensure security Build 24/7 support Training Leveraging solution Business value Implement & ensure best practices Unpredictable costs & time. If you don’t get here, we lose. Set disaster plan 5HP Restricted. For HP and Partner Internal Use.
The HP SaaS Head Start Day 0 Day 20 3 MonthsOngoing Ready to go system Configuration complete Value On premise implementation HP Software-as-a-Service On premise installation complete Ongoing upgrades and mentoring continually drives value 6HP Restricted. For HP and Partner Internal Use.
Business Availability Center – ready to use infrastructure Network operations center Scripters PC BAC servers Points of presence SiteScope servers HP SaaS Points of presenceScripting servers Application under test Application access Customer Secure connectivity 7HP Restricted. For HP and Partner Internal Use.
SaaS BAC global footprint Africa Asia South America North America 43 business process monitors Americas 28 business process monitors EMEA 13 business process monitors Australia/ Asia Oceania Experience implementing BAC Solutions since FY customers on SaaS with successful BAC deployments Monitoring over the firewall – 40% of our customers monitor over firewall 80+ distributed Points of Presence around the world SaaS BSM fun facts 8HP Restricted. For HP and Partner Internal Use.
9 Ongoing expertise—Business Availability Center of Excellence evolution support Scope Planning and Definition Project execution Information Distribution Education and Enablement Best practices and Ongoing mentoring User forums 24x7 support Implementation, scripting, configuration and reporting services 9HP Restricted. For HP and Partner Internal Use.
Transaction Management (TV and BPI) Enterprise Integrations Problem Isolation Application Mapping and UCMDB HP SaaS BSM Capability Application Diagnostics Service Level Management Infrastructure Management End User Management Applications Operations BSM Evolution of HP SaaS BSM Customers HP Software-as-a-Service 10HP Restricted. For HP and Partner Internal Use.
Does SaaS for Business Availability Center make sense for you? Customer has: Ability to juggle global audiences, complex deployments Accelerated path to monitoring and HP IT expertise with close relationship to R&D Enhanced focus on using the solution, not deployment plus fortified internal project teams Production monitoring, global or outsourced teams Guidance in building, and supporting your monitoring centre of excellence – 24/7 Broad infrastructure requirements Need to focus on the business not IT Aggressive deadlines 24/7 monitoring and support needs Distributed IT and application teams Customer needs: 11HP Restricted. For HP and Partner Internal Use.
Qualification for BAC – what to look out for? Basic End User Monitoring (BPM or RUM) is in play, but of course!!! Wants a phased implementation of monitoring solution When competing against pure SaaS vendors such as Gomez or Keynote What do you look for in accounts? Do your IT Operations teams struggle with a reactive approach to problem resolution? (position BAC) Do your teams find it daunting to solve difficult problems because of lack of visibility to outages or lack of knowledge of existing monitoring tools? (position SaaS Services) Do these problems/outages have business impact you would like to measure but don’t know how? (position tool and configuration services) Can you provide an overview of current challenges faced in your monitoring infrastructure? –What you hope to hear is about resources (or lack thereof) –What you also hope to hear is silo-ed approaches implemented in independent ways (position one point of contact – our TAM) –What you also want to hear is about availability of multiple tools & lack of visibility (position our tool and the 24X7 service) Prospect Qualification Questions 12HP Restricted. For HP and Partner Internal Use.
Qualification guidelines for BAC Contd… Are you hearing DDM with NO application on top of it –Not a SaaS play, usually requires less than a year of service Is this deal a BPI, TV, SiteScope only deal with no end user monitoring? –Not a SaaS play, SaaS cannot provide any value added service for these components Is this an OVIS customer migrating to BAC and has a lot of custom probes? –Flag it to HP SaaS Portfolio team for additional scoping When the prospect is not a good SaaS play 13HP Restricted. For HP and Partner Internal Use.
Business Availability Center Business Service Dashboard HP Business Availability Center ™ Diagnostics (J2EE,.NET, ERP/CRM) Application Mapping System Availability Management (SiteScope) Service Level Management Problem Isolation End User Management (BPM and RUM) TransactionVision Business Process Insight Foundation Universal CMDB (Discovery, Federation, Reconciliation, Visualization, Change Tracking) Alerts and NotificationsEnterprise ReportingThird-Party IntegrationService Impact Analysis What’s supported on SaaS? SaaS supports ALL components of BAC 14HP Restricted. For HP and Partner Internal Use.
Pricing Models SaaS + Perpetual license + maintenance −Assumes customer is purchasing or owns licenses −Renewal year includes: SaaS + maintenance $SaaS time $SaaS $License year1 year2 $Maint 15HP Restricted. For HP and Partner Internal Use.
Pricing Models SaaS term bundles −Try & buy (1 year) −Operating expense, not capital expense −Get in at a lower price point −Term option is only available as a SaaS option! $SaaS bundle time year1 year2 $SaaS bundle 16HP Restricted. For HP and Partner Internal Use.
Option to Convert Customers can try the SaaS bundle in year 1 Option to convert to Perpetual model in year 2 $SaaS bundle time year1 year2 $SaaS $License $Maint $SaaS bundle 17HP Restricted. For HP and Partner Internal Use.
FAQ on transaction pricing for (BAC-EUM) What is a transaction? −One step in the business process that is being monitored? What is included in the service? −Scripting for the application (any of supported protocols) −Dashboard configuration −Unlimited rescripting to reflect changes in the monitored application Do we support target-based license SKUs −At this moment, you have to apply 4:1 conversion (4 targets is one transaction). −We are working on a separate target-based pricing for HP Restricted. For HP and Partner Internal Use.
FAQ on transaction * location pricing from public POPs (BPM Transactions) What is included in the service? −Data management fee for maintaining and storing data for one transaction from one public location taken every 15 minutes for a year. −Highly available and redundant SaaS platform with 99.9% availability SLA −Public POPs infrastructure What if the customer is buying a lot of transactions? It gets expensive. −It’s most likely that the customer will not be deploying all the transactions from all the locations. −Approach #1 – get the exact number of transactions per location to scope and price. −Approach #2 – provide a ballpark number of no more than 100 transaction from one location to scope and price. 19HP Restricted. For HP and Partner Internal Use.
FAQ on private POPs pricing (internal BPMs) What is included in the service? −Data management fee for maintaining and storing data for one transaction from one private location taken every 15 minutes for a year. −Highly available and redundant SaaS platform with 99.9% availability SLA −Efforts required to set up and monitor a private POP How many transactions can run from one Private POP? −It depends on the protocol. Our guidance is to limit one location to no more than 100 transaction to limit the problems with CPU and bandwidth overload. Why do we approach public and private POPs differently? −For historical reasons. We consider changing it in the future. For now we changed bands for private POPs to make them more affordable −First 5 private POPs for SaaS are no longer free 20HP Restricted. For HP and Partner Internal Use.
FAQ on SAM pricing What is included in the service? −Data management fee for maintaining and storing data for SiteScope points (assumes 15 minutes interval between measurement points). −Highly available and redundant SaaS platform with 99.9% availability SLA −Configuring custom reports including SAM components. −Dashboard configuration What happened to CPU-based pricing for SAM? −It’s no longer supported by the product license, and we align with the product license. −For legacy accounts or for accounts where only CPU count is known, 1 CPU equals 10 points Do we need PSO when SAM is in the deal? −SaaS doesn’t provide services around onsite components. PSO, customer or partner is responsible for installing, configuring and maintaining SiteScope at the customer site. 21HP Restricted. For HP and Partner Internal Use.
FAQ on SLM pricing What is included in the service? −Configuration work required to set up and maintain SLAs over time. What happened to CPU-based pricing for SiteScope SLM? −It’s no longer supported by the product license, and we align with the product license. −For legacy accounts or for accounts where only CPU count is known, 1 CPU equals 10 points What if customer purchased a lot of transactions? It can get expensive. −Not all transactions are typically included in SLAs. Customer might choose to purchase less SLM transactions in comparison to their BPM transactions if they have a limited budget. What if customer purchased a lot of SiS points? It can get expensive. −We rarely see SLAs defined on infrastructure measurement data. Don’t advise SLM purchase for SiteScope to the customer if he has a limited budget. 22HP Restricted. For HP and Partner Internal Use.
FAQ on inbound EMS Integrations Pricing What is the standard pricing for inbound EMS integrations? −All EMS Integrations happen through SiteScope, therefore SAM pricing applies for inbound EMS integrations −At this point no standard pricing exists. Get the customer answer qualifying questions first, then involve Portfolio for T&M pricing What are the qualifying questions for inbound EMS integrations? −What is the expected outcome of this integration – what’s the overall objective? −What kind of data will be sent from the external system – events, tickets, errors, data…? −How frequently will data be sent from the external system – what is the expected Events per second (EPS)? −For how long is the customer expecting to retain data in BAC? Is PSO required for the opportunities that include inbound EMS Integrations? −SaaS does not provide services around onsite components. All EMS integrations at this time require SiteScope implementation and thus require PSO, customer or partner for installing, configuring and maintaining the integration on the customer site 23HP Restricted. For HP and Partner Internal Use.
FAQ on BPI and TV Do we support BPI and TV? −Yes, we support them as data collectors – BPI and TV will send data to SaaS What is included in the service −We will make necessary firewall changes to accept BPI and TV aggregated data and will store them to support out-of-the-box integration with EUM −We do NOT provide any value-add services around BPI and TV How much does it cost? −There is no SaaS charge for these components. This will change in the future releases when BAC will have UI that would allow us to provide value-add services around BPI and TV Does the customer have to be on a dedicated farm? −No 24HP Restricted. For HP and Partner Internal Use.
Customers, PSO, External Partners HP SaaS is not an outsourcing service. −Only HP Software is provided as a service −We help customers to develop expertise in the product −Our goal is to sell more licenses first, more services second −Yes, we will help the customer to go in-house if they are ready PSO/C&I are our partners in successful implementations −Customers/PSO are responsible for configuration and maintenance of all onsite components −PSO services are always needed for enterprise solutions −PSO/C&I are responsible for integrations with SaaS Platform when integration is not out-of-the-box External Partner Strategy is in development −Complementary solutions for onsite components −Possible delivery/configuration services in the future as SaaS scales up 25HP Restricted. For HP and Partner Internal Use.
How can we help? Who to contact Tim Van Ash Global Service Portfolio Director Natalie Figge BSM Portfolio Manager Priya Balakrishnan BAC Service Line Manager Neil Ashizawa QM Portfolio Manager Catherine Hwang QC Service Line Manager Katherine Lam Security- SPI Dynamics Service Line Manager Bob Darroch ITSM Portfolio Manager Ravi Annamaneni PPM/ITFM/AM Service Line Manager Service Manager/ DC/CCM Service Line Manager (TBH) Michael Pott/ Chris Peltz SaaS Strategy & Technology 26HP Restricted. For HP and Partner Internal Use.
Additional Information HP SaaS Corporate Presence −http://www.hp.com/go/saas Sales Portal − centers/services.html Analysts’ Comments −http://software.tsgonline.hp.com/SupportServices/saas.htm 27HP Restricted. For HP and Partner Internal Use.
Security certification ISO 27001: 2005 Information Security Management Systems (ISMS) certification Implements Organization for Economic Cooperation and Development (OECD) principles Governs security of information and network systems Audited by KPMG 28HP Restricted. For HP and Partner Internal Use.