1. Welcome to InsightCloud
InsightCloud: Course 1

2. Message from Ken Lamneck
Click to play video

3. Objectives After completing this course you will be able to:
Define cloud
Describe Insight’s cloud vision
Describe the historical and current state of cloud
Describe the InsightCloud portfolio
Describe how clients can benefit and use cloud
Locate the Cloud launch schedule
Navigate the InsightCloud Solution Center
Navigate the InsightCloud Store
Navigate the InsightCloud Portal

4. What is Cloud Computing?
Introduction
What is Cloud Computing?

5. Historical Technology Shifts
Before the turn of the 20th century, each factory had to generate their own electricity…
Centralized power plants and the electrical grid allowed the distribution of electricity, reducing the costs to open and operate factories
The technology shifted to a utility model from “Do it yourself”.
This shift resulted in enormous economic benefits.

6. Shift to the Cloud - Music:

7. Shift to the Cloud - Music:
Any song or album
Anytime
Anywhere
Flexible pricing
Unlimited monthly pricing
Only buy one song
Instantly available and streamed over a network
The “Solution” (Music) is the same, but it is implemented, delivered, procured, and consumed differently.

8. We are at the very beginning of a major shift…
Adoption Curve
Cloud Computing Public or Private
Traditional Data Centers
No one knows for sure how it play out, but here we have what might be thought of as a hypothetical adoption curve.
Take web startups….
2000
2005
2010

9. Strong Cloud Growth Anticipated
Forrester
Global Cloud Computing will grow from
$40.7B in 2011 to $241B in 2020
Public cloud: $25.5B to $159.3B
Virtual private cloud: $7.5B to $66.4B
Private cloud: $7.8B to $15.9B
Gartner
Cloud computing five-year forecast growth rate of 20.5%
Enterprises will spend $112B across SaaS, PaaS, and IaaS over the next five years
North America will continue to be the largest market
Priorities for CIOs in 2011:
Cloud
Virtualization
Mobility
Forrester: Sizing the Cloud, April 2011
Gartner: Public Cloud Services, June 2010
Gartner: Reading the Tea Leaves, June 2011

10. 3 2 1 AGENDA Welcome to InsightCloud Tools and Resources
Benefits & Successes 1
Introducing

11. 3 2 1 AGENDA Welcome to InsightCloud Tools and Resources
Benefits & Successes 1
Introducing

12. How does Insight define cloud computing? Standard Cloud Framework
Cloud Computing: The computing capabilities provided as a service over the Internet, leveraging scalable hardware and software resources often found in data centers
Public
Private
Hybrid
Community
Deployment
Models
Service
Software as a Service (SaaS)
Platform as a Service (PaaS)
Infrastructure as a Service (IaaS)
Essential
Characteristics
On-Demand
Self Service
Broad Network Access
Resource Pooling
Rapid Elasticity
Measured Service
What are the key drivers for cloud computing? Key Drivers
Faster and more pervasive networks, Standardization in hardware, Virtualization and management capabilities, A more tech-savvy, mobile, labor force
The National Institute of Standards and Technology has published a cloud computing definition. It is composed of three main sections:
Essential Characteristics – These are the characteristics that make a virtualized (or non-virtualized) data center operation into a cloud service
Service Models – These are the types of cloud services that can be offered under the cloud model
Deployment Models – These are the models in which cloud services can be operated 12

13. Public Clouds
Public clouds provide services over the internet to multiple clients, with all clients leveraging and utilizing a common, scalable infrastructure.
Multi-tenant by definition (shared)
SaaS accounts for 70%+ of today’s Public Cloud Revenue
Commonly used term for “X”aaS
SaaS
PaaS
IaaS

14. Public Cloud Example – Messaging (Email)
Filter (Spam / Virus)
Server (Microsoft Exchange)
Archiving
Mobile Access - Blackberry Enterprise Server (BES)
Failover Systems
IT view:
Power Consumption
Viruses
HW Failures / Outages
Updates / Upgrades
Disaster Recovery
Compatibility
Implementation Time

15. Public Cloud Example – Messaging (Email)
Cloud Service Provider
Clients B, C & D
Client A

16. Public Cloud Example - Email
End-user view
Per user per month subscription

17. Private Clouds and Cloud Technologies
Private Cloud: A private cloud is typically secured in an organizations data center, or managed by a hosting organization in a private and secure manner. Shares the same characteristics as any cloud solution would, such as elasticity, charge/show back, high-availability.
DC Facilities
Data Center
Power
Cooling
Hardware Infrastructure
Server
Storage
Networking
Virtualization
Network
Desktop
Application
Management
Systems
Applications
Profiles
Change Mgmt
Service Delivery
Service Catalogue
Self-Service Portal
Chargeback / Show Back
Private
Cloud
Optimized
Secure
Scalable
Elastic
Optimized
Standard
Consolidated
Rationalized
Secure
Provisioning
Prioritization
Recovery
Service Driven
Managed
Proactive
Capability Maturity by Solution
Private clouds represent a significant growth in the marketplace. Insight already sells many of the Cloud Enabling Technologies, and now will better promote a Private Cloud roadmap for clients.

18. Private Cloud Example
Cloud System SW
Can you quote a private cloud?

19. Summary
Cloud computing is the delivery of computing as a service rather than a product, whereby shared resources, hardware, software and information are provided to computers and other devices as a utility over a network.
Apply the five (5) cloud characteristics to determine if a solution should be considered cloud
Measurable / SLA driven
Elastic
Pooled Resources
On Demand
Network Enabled
Public and Private clouds are two broad delivery categories of Cloud Computing
Cloud computing comes into focus only when you think about what IT always needs: a way to increase capacity or add capabilities on the fly without investing in new infrastructure, training new personnel, or licensing new software. Cloud computing encompasses any subscription-based or pay-per-use service that, in real time over the Internet, extends IT's existing capabilities.

20. Knowledge Check
Drag the type listed in column 1 to the appropriate description in column 2.
Column 1
Column 2 1
Benefit of Cloud 1.
Rapid activation and protection. 2
Client Issue 2.
Lack of in-house expertise. 3
Client Value 3.
Reduces bandwidth and storage costs.
Correct - Click anywhere to continue
Incorrect - Click anywhere to continue
You must answer the question before continuing
Submit
Clear

21. You must answer the question before continuing
Exercise
Think about the following:
Which clients have you had Cloud conversations with recently and how did it
flow? Which clients would you like to have Cloud conversations with?
Record the three lists above and plan the conversation may flow.
Record at least three possible outcomes from the client when discussing Cloud computing.
Record how you would respond to each outcome.
You must answer the question before continuing

22. What is Insight’s Cloud vision?
Vision: To be a trusted advisor and leading cloud aggregator offering the best-in-class cloud computing solutions
Security
Archiving
Backup
Desktop
Public Cloud
Services • Solutions Center • Client Care •
Private Cloud
Server
Talking Points:
Vision – Insight acts as a trusted advisor around IT solutions today for our clients. Insight extends this trusted advisor relationship into the cloud by offering the same IT solutions consumed in an online fashion. Insight partners with the best-in-class cloud providers. Insight aggregates these best-in-class cloud solutions and wraps them all together with turn-key services for clients
Seats under management – Insight has been selling cloud solutions since Every year insight has seen growth in the number of users that are consuming cloud solutions from Insight.
Aggregation – Combining partner delivered services with Insight delivered services (Management Services, data center hosting, ITaaS, etc.) Go to market tactics are very different with a field-led engagement model in the Corporate space for larger organizations and a tele-sales / marketing-led engagement model in the SMB space (Clients want education on cloud – our Cloud marketing is focused on education and awareness)
Storage
Security
Management
InsightCloud Strategy: Provide Public and Private cloud solutions wrapped with turn-key Insight services and support

23. The History of Cloud at Insight
Promoting Cloud Computing since 2005
Hundreds of clients, thousands of users
25+ solutions in our public cloud catalog
Private cloud technologies and cloud reference architectures
Solutions in SaaS, PaaS, and IaaS
Top Microsoft Cloud Partner
Microsoft Cloud Accelerate Partner
Office 365 Launch Partner
Insight sees similar trends as analysts in terms of:
Client Acquisition
Seat Growth
Cloud Workloads

24. InsightCloud Solutions Catalog
Public Cloud
Messaging Solutions
Security
Hosted Exchange
Hosted Blackberry (BES)
Archiving
Continuity
Security Solutions
Web Security
Managed Firewall
Theft & Recovery Solutions
Intrusion Detection/Intrusion
Prevention
Vulnerability Management

25. InsightCloud Solutions Catalog (continued)
Public Cloud
Infrastructure Solutions
Online/Remote Backup
Hosted VOIP & PBX Solutions
Desktop Management
Managed Co-location/Hosting
Collaboration Solutions
Instant Messaging
SharePoint Online
Web Conferencing
Hosted CRM

26. InsightCloud Solutions Catalog (continued)
Private Cloud
Traditional partners primarily centered around product (HW/SW) and data center centric:

27. InsightCloud Professional Services Services Offerings
Cloud Strategy and Assessments
Cloud Proof-of-Concepts
Cloud Provisioning/Activation Support
Cloud Migration and Deployment Services
Cloud Managed Services
24x7 Service Desk Options
Delivered via Centralized Services and/or Field
Services

28. InsightCloud Client Care
InsightCloud Client Care is a touch-driven approach promoting client satisfaction
Assist with Cloud Advisory Services
Provide integrated billing and operations
Offer quality base and extended technical support
Access to concierge services for business needs
Professional Services for deployments and customizations
Maintain meaningful contact with clients
Advisory Services
Billing & Operations
Technical Support
Concierge Services
Professional Services
Client Satisfaction

29. Knowledge Check
Flash file to be found in training(hqfile1)/instructional design media files/raptivity/cloud/Knowledge Check.swf

30. 3 2 1 AGENDA Welcome to InsightCloud Tools and Resources
Benefits & Successes 1
Introducing

31. The Clients’ Perspective
Gartner: 2011 CIO Priorities
Ranking of technologies CIOs selected as in their top 5 priorities:
Gartner: Reading the Tea Leaves, June 2011

32. Cloud Computing: Client Benefits
People
Managed and run by a team of experts
Free up IT staff to focus on more productive functions
Fully managed solution
Process
Rapid activation and protection
Works immediately with little configuration or setup
Same or better SLA when compared to internal SLA
Technology
Always at the current release level
No major IT environment changes required
No hardware or software purchase required
Business Administration
Reduce expenses
Operating Expense and not a Capital Expense
Conserve cash
Invoiced monthly (pre-paid annual contract)
Only pay for what is consumed (avoid overbuying)

33. Business Challenges Clients need help with:
Driving operational costs down
Improving service quality and reliability
Reducing the load on staff to focus on other duties and projects
Augmenting in-house expertise and skills
Increasing geographic coverage and supporting remote branches
Reducing business Impact for outages
Increasing business agility and speed
Cloud Computing can help!
Facilitator Notes:
A business issue would be one that could potentially impact the entire organization.
A technical issue could be departmental or system specific versus organizational. 33

34. InsightCloud Success Stories
(Insert Microsoft Office 365 Video Testimonial)

35. InsightCloud Success Stories
Client: Investment Company
Client Size: 500 users
Solution Implemented: BPOS – Full Suite
Reason: Divestiture of a Business Unit
Need: Speed and Agility
The client was splitting the 500-seat company by divesting a 200-seat business unit. As a divested
company, this new business didn’t have a large IT staff and wanted to move their 200-seat
infrastructure into the cloud. The challenge was they had to completely separate from the parent
company in under 30 days – including setting up the new platform, extracting the 200 users’ 6 TB of
data from the parent company (both current inbox as well as historical archived s).
Insight was engaged and was able to scope the solution and accepted the deployment challenge.
Within two weeks of contract signing, Insight and new business were able to successfully deploy /
implement BPOS, migrate over all current inbox data as well as implement and integrate a hosted
archiving solution from a third party seamlessly with Exchange Online. The user community was
successfully cutover and the client received significant internal praise on the project. The bottom-line
was that the company was able to cost-effectively leverage external expert resources to complete this
rollout under budget and under the targeted timeframe.

36. InsightCloud Success Stories (continued)
Client: Cosmeceutical Product Company
Client Size: 150 users
Solution Implemented: Business Productivity Online Suite
Reason: Reduction in Force
Need: IT Staff Augmentation
Client approached Insight due to challenges they were facing with a significant reduction-in-force and, in doing so, reduced their workforce by over 40%. In that reduction, his IT staff was cut from four employees to one (himself) and knew he was expected to still support and maintain the IT SLAs back to the business.
His first order of business was avoiding any capital expenditure while upgrading his messaging platform. This was a very natural progression for the Microsoft Online Services discussion and after a short demo and proof of concept – 30 day trial -- Insight and client were ready to deploy the solution in stages. By their sales conference a month later, client was ready to deploy the service to all 140+ users. Insight deployed the solution and the Insight technical support team provided training via BPOS LiveMeeting training sessions to the staff.
The rollout and deployment went seamlessly and according to plan and client received significant internal praise on the project. The bottom line impact was that client was able to reduce their costs, deploy an upgraded messaging platform and maintain better SLA’s back to their internal business, completely within 30 days.

37. InsightCloud Success Stories (continued)
Client: Healthcare product development, manufacture and sales
Client Size: 30,000+ Employees
Solution Implemented: s Archiving and Hygiene Services
Reason: Migrate off Legacy System
Need: Greater Functionality and Flexibility while Reducing Costs
InsightCloud delivered Archiving and Hygiene Services over 3+ year contract term for the entire enterprise. The incumbent solution was not efficient for many reasons, but primarily regarding costs and lack of functionality. After a detailed assessment of global environment, Insight proposed a best in class enterprise archiving solution from our partner, LiveOffice.
It was discovered the software solutions filtering for spam/virus/content/image, as well as for policies came at a large expense with low value benefit and little capability for scale, especially with the company’s continued need to manage fluctuating user base (merger/acquisition activity). Insight proposed Symantec Hosted Services ( Safeguard/Encryption Services) in a fixed predictable per user per month model, allowing for scalability and providing best in class services and support.
The Insight team was able to pull in best-in-class service providers (LiveOffice and Symantec) and drove the sales cycle through the preliminary evaluation process, RFP response, legal discussions and negotiations to contract execution – and provide a turn-key solution under one umbrella.

38. Cloud Computing: Insight Benefits
In addition to helping clients solve business problems:
Client Acquisition
Clients already have established suppliers for hardware and software.
No one has established cloud services suppliers yet.
Cloud solutions help break into net new accounts
Client Relationships
Offering cloud solutions to clients entangles and bonds the relationships between Insight and clients at a higher level within the organization
Helps expand outside of Insight traditional client contacts within Procurement and IT

39. Cloud Computing: Insight Benefits (continued)
Gross Margin
Substantially higher margins than hardware or software 20-50% Gross Margin
Over the past six years, the combined portfolio of 600+ clients is over 20% of Gross Margin
Recurring Revenue
Established cloud contracts yield recurring revenue and recurring GP.
Clients who purchased six years ago are still buying from Insight every month with no (or minimal) touch
Share of Wallet
Hardware, software, and additional services sales follow into cloud-only clients
Incremental cloud sales into existing hardware and software accounts

40. Profiting from the Cloud: Recurring Revenue Example
One client: 100 seats, $2 in GP per seat per month = $200 GP per month
Sell to 10 clients and now have $2,000 in GP to start every month
Larger field based deal for 30,000 seats is close to $15k in GP every month

41. Knowledge Check
Flash file to be found in training(hqfile1)/instructional design media files/raptivity/cloud/Knowledge Check Slide27.swf

42. Exercise Think about the following:
Which of the Services examples most struck a chord with any successes you
may have had with selling Cloud or SaaS? Which example did you find to be a
stretch to your comfort and abilities? Why is that?
Record the three lists above and plan out how the conversation may play out.
Record at least three possible solutions for your clients and how you would
promote each.

43. 3 2 1 AGENDA Welcome to InsightCloud Tools and Resources
Benefits & Successes 1
Introducing

44. Multiple Cloud Solutions
InsightCloud Solutions Center
Adding Structure to the Growing Cloud Chaos
Multiple Cloud Solutions
Clients
Hosted
URL Filtering
Managed
Services
Hosting
Filtering
Online Backup
Virtual Servers
Private Clouds
Hosted VoiP
Security
CRM
Shop
Cloud Catalog of Offerings
Procurement, Contracting, Choice
Cloud
Client Care
Learn
Education and Research
White papers, Compare, Presentations
Manage
Admin and Operations
Provisioning, Billing, Reporting
InsightCloud
Insight brings the clarity to the growing cloud chaos.
We do so by providing a
clear and organized catalog of cloud offerings, making it easier for clients to research solutions in a structured manner
A solid foundation of related cloud consulting services, as well as Managed Services
A way to operationally manage your multiple cloud contracts and solutions
All wrapped in a Client Care model from Insight that gives you a safety net of who to go to when you need further support

45. InsightCloud Solutions Center & Insight Store Demos
Click the links to launch the demonstrations:
Demo
Link
Navigate to the InsightCloud Solutions Center
Tour the InsightCloud Solutions Center
Navigate to the InsightCloud Store
Purchase Products from the InsightCloud Store

46. Marketing Activities Completed: Cloud Cheat Sheet (internal use)
Pre-announcement EDM to key TAM Clients re: InsightCloud Solutions Center
Pre-announcement OFT for Partners re: InsightCloud Solutions Center
Articles in iQ Solutions and SW Advisor newsletters
Conversations with analysts re: InsightCloud Solutions Center
Webinars & EDMs on O365, Intune, DigiData, Cisco Private Cloud, LotusLive
In process/future activities:
Client presentation
OFT that sales can send to clients
Press release
SME videos
Microsoft O365 Road Shows (9 cities)
Cloud survey to clients to understand their needs
Online advertising and social media promotion

47. InsightCloud Portal Demos
The InsightCloud Portal includes multiple types of internal sales resources. Click the links to launch the demonstrations:
Demo
Link
Navigate to the InsightCloud Portal
Tour the InsightCloud Portal

48. Summary
Cloud computing is the delivery of computing as a service rather than a product, whereby shared resources, hardware, software and information are provided to computers and other devices as a utility over a network
Cloud Computing:
Drives operational costs down
Improves service quality and reliability
Reduces the load on staff to focus on other duties
and projects
Augments in-house expertise and skills
Increases geographic coverage and supporting
remote branches
Reduced business Impact for outages
Increases business agility and speed
Cloud computing comes into focus only when you think about what IT always needs: a way to increase capacity or add capabilities on the fly without investing in new infrastructure, training new personnel, or licensing new software. Cloud computing encompasses any subscription-based or pay-per-use service that, in real time over the Internet, extends IT's existing capabilities.

49. Summary (continued)
InsightCloud Vision: To be a trusted advisor and leading cloud aggregator offering the best-in-class cloud computing solutions
InsightCloud Strategy: Provide Public and Private cloud solutions wrapped with turn-key Insight services and support
Public clouds provide services over the internet to multiple clients, with all clients leveraging and utilizing a common, scalable infrastructure.
Private clouds are typically secured in an organizations data center, or managed by a hosting organization in a private and secure manner. They share the same characteristics as any cloud solution would, such as elasticity, charge/show back, high-availability.
Cloud computing comes into focus only when you think about what IT always needs: a way to increase capacity or add capabilities on the fly without investing in new infrastructure, training new personnel, or licensing new software. Cloud computing encompasses any subscription-based or pay-per-use service that, in real time over the Internet, extends IT's existing capabilities.

50. Summary (continued)
Five cloud characteristics are applied to determine if a solution should be considered cloud:
Measurable / SLA driven
Elastic
Pooled Resources
On Demand
Network Enabled
Cloud computing comes into focus only when you think about what IT always needs: a way to increase capacity or add capabilities on the fly without investing in new infrastructure, training new personnel, or licensing new software. Cloud computing encompasses any subscription-based or pay-per-use service that, in real time over the Internet, extends IT's existing capabilities.

51. Conclusion This concludes the Welcome to InsightCloud course.
Click continue to complete the course assessment.

52. Assessment
This is the assessment section of the Welcome to InsightCloud course.
Follow the directions provided on each screen to answer each question.
The assessment is comprised of True/False and Multiple Choice.
Click submit to submit your answer.
After correct or incorrect appears, click to continue.
Instructor Notes 52

53. Assessment: 1 of 20
Enter assessment item
Instructor Notes 53

54. Assessment: 2 of 20
Enter assessment item
Instructor Notes 54