Cloud Computing Q&A Presented by: New logo in upper left, The Cloud Services Company replaces the AIS in the footer Whack current icons, replace with 5 new cloud icons (try with new gray/white treatment) Presented by:

Cloud Computing- The Basics Objectives Cloud Computing- The Basics Review the ‘O’ in FLOAT for Cloud Computing The Key Questions Typical Responses Next Steps Thank you for your time today. I would like to spend the next 20-30 minutes going through this brief agenda.

Virtual Infrastructure: Cloud 101 Revisited – Server Virtualization Typical Model: One Server, One Application Virtual Machine: ONE server, Multiple Applications Virtual Infrastructure: Multiple Servers, Multiple and REDUNDANT Applications

Cloud 101 Revisited – Desktop Virtualization Typical Desktop: One Desktop, One OS, One Employee Virtual Desktop: Access to a single desktop, from any device

CIOs love it – Centralized IT, Security, and Administration Cloud Computing 101 Revisited – High Level Benefits CFOs love it – Reduce CAPEX by deploying computing resources “as a service” CIOs love it – Centralized IT, Security, and Administration CISOs love it – Data is stored in the Cloud not on the desktop End Users love it – Gain access to computing resources from any device at anytime from any location IT Admins love it – full control of Active Directory, administrative policies of user permissions

Review FLOAT

Financial Love On Time Alignment Technical Review FLOAT – Who Does What? Financial We can do this until you get comfortable. Or you may want us to always do this. Love We can do this until you get comfortable. At some point we would expect that you would want to be proficient in this area. On Time This one is you Alignment We can do this until you get comfortable. At some point we would expect that you would want to be proficient in this area. Change to picture with yellow boxes pointing out features….. Technical We can do this until you get comfortable. Or you may want us to always do this

Voice Review the ‘O’ in FLOAT for Cloud Computing These 5 questions will usually help us identify if the timing is right to engage with a prospect or customer? 1. When do your carrier contracts renew? 2. When will you consider your Phone System EOL and need replacement? 3. Are there any physical facility adds, moves, or changes in the next 24 months? 4. When do you plan to refresh your: -Servers -PC’s -Any related licensing 5. What other IT projects are in the short term horizon that will generate a potential comparison of the premise vs. CLOUD model? (these are the most common opportunities we find): -DR/off-site backup -Exchange Upgrade -Server Virtualization -BYOD or mobility -New Software Deployments Voice Change to picture with yellow boxes pointing out features…..

How should I respond? 4. When do you plan to refresh your: Servers, PC’s, Any related licensing? Customer- We have X number of Servers that are End of Life and in need of a refresh. Response- Are you interested in seeing how the cloud model for Server delivery would compare to a replacement of the existing physical servers?  Customer- We just recently completed a refresh of all our servers. OR We’ve recently virtualized our entire environment. Response- That’s great. Let me make a note to get back in touch when the next refresh cycle comes around. In the meantime, what plans and systems do you have in place for Disaster Recovery and Data Backup for the new equipment? Specifically, would you like to see if an off-site cloud-based DR or backup solution makes sense? Customer- We are looking into virtualizing our existing servers. Response- Great, that is the direction many IT groups are going. Have you considered taking it one step further and placing those virtual servers in an off-site cloud instead of keeping them on-site?   Change to picture with yellow boxes pointing out features…..

Customer- We recently upgraded all of our PC’s. How should I respond? 4. When do you plan to refresh your: Servers, PC’s, Any related licensing? Customer- We have to replace/refresh X number of PC’s. Response- Are you familiar with VDI as an option to buying new PCs?  Would you like to see if a Cloud-based Desktop that is delivered “as a service” would prevent you from having to do this again in 2-3 years? Customer- We are working on deploying tablets/iPads to replace desktops. Response- Will these devices have access to all applications that users require, or will there still be a need for desktop access? Would it be beneficial to deploy Windows to the tablets? Customer- We recently upgraded all of our PC’s. Response- I wish we had connected before you completed that project! What is your typical refresh cycle? We need to be sure we talk before then. There are ways that we can extend the life of that hardware while simplifying overall desktop administration. Change to picture with yellow boxes pointing out features…..

How should I respond? 4. When do you plan to refresh your: Servers, PC’s, Any related licensing? Customer- Our renewal with Microsoft/Oracle is coming up soon. Response- Have you considered the Software-as-a-Service model vs. the traditional licensing model? Customer- We recently renewed our licensing contracts. Response- Before you add more to that contract, consider the Software-as-a-Service model. This allows you to pay-as-you-go with many of the licenses you buy today.   Change to picture with yellow boxes pointing out features…..

How do you know if this deal can FLOAT? Identify Timing First These 5 questions will usually help us identify if the timing is right to engage with a prospect or customer? 1. When do your carrier contracts renew? 2. When will you consider your Phone System EOL and need replacement? 3. Are there any physical facility adds, moves, or changes in the next 24 months? 4. When do you plan to refresh your: -Servers -PC’s -Any related licensing 5. What other IT projects are in the short term horizon that will generate a potential comparison of the premise vs. CLOUD model? (these are the most common opportunities we find): -DR/off-site backup -Exchange Upgrade -Server Virtualization -BYOD or mobility -New Software Deployments Change to picture with yellow boxes pointing out features…..

How should I respond? 5. What other IT projects are in the short term horizon that will generate a potential comparison of the premise versus CLOUD model? DR/Offsite Backup Customer- we need to get our data offsite. Response- Do you have a formal DR plan?  Have you had a loss of data that is causing you to consider alternatives?  Have you considered the Cloud as an option for offsite back up? Customer- we need a formal DR plan. Response- We have many tools that can help with executing a DR plan. Can I suggest a meeting with a data expert to discuss your objectives? Customer- We currently use a second location as a DR site. Response- How often do you test it? Is it capable of standing in for your production environment?  Have you considered using cloud-based DR services that are capable of handling your production environment, without having to spend the capital to replicate your production environment? Change to picture with yellow boxes pointing out features…..

How should I respond? 5. What other IT projects are in the short term horizon that will generate a potential comparison of the premise versus CLOUD model? Exchange/Server Virtualization Customer- we need to upgrade our Exchange Server Response- have you considered Hosted Exchange as an alternative to managing a dedicated Exchange Server? Customer- we are considering virtualized our Servers. Response- Great, this will reduce your need for physical servers but unless it’s virtualized in the Cloud, you may be at risk for losing multiple applications in the event of a Server failure.  You may want to consider a cloud-based Server as a DR option.  If not, we should plan on looking at this when your current Servers are end of life. Change to picture with yellow boxes pointing out features…..

How should I respond? 5. What other IT projects are in the short term horizon that will generate a potential comparison of the premise versus CLOUD model? BYOD & Mobility/New Software Deployment Customer- we are thinking about deploying iPads for our traveling employees. Response- iPads and tablets do not natively run in a Windows environment.  Would you be interested in discussing how to make these mobile employees more productive with a virtual windows 7 desktop? Customer- I have a very mobile workforce that is a challenge to support. Can you help with that? Response- Virtual Desktops can be centrally managed as if they were all in one location, while users can access their desktop from anywhere, from any device. Would you like to learn more? Customer- we have to deploy software X to all of our employees desktops and laptops. Response- would you be interested in deploying virtual desktop based on its inherent ability to centralize the management of all of your PCs and related software? Change to picture with yellow boxes pointing out features…..

Ask the right Qualifying Questions Don’t get us involved too late! Next Steps Work on your ‘O’ Ask the right Qualifying Questions Don’t get us involved too late! Thank you for your time today. I would like to spend the next 20-30 minutes going through this brief agenda.

Thank you for your time today. I am confident that Evolve IP will be able to help you meet and exceed your business communications technologies needs. Next steps?