Greg Pierce| Concerto Cloud Services How ISVs Monetize the Cloud

About the Presenter Greg Pierce Vice President, Concerto Cloud Solutions Pioneer in Enterprise Cloud Computing Veteran business leader and entrepreneur with over 20 years experience Helps businesses transform through the use of disruptive technologies

Current State of Cloud Computing Finding the Right Provider The Transformation Process Q&A Agenda

The Cloud That’s Up to Your Challenge – Built for the toughest regulatory challenges and most complicated applications Delivers comprehensive cloud enablement for partners Customizable private & hybrid cloud solutions Deep technical & integration expertise Superior cloud performance About Concerto Cloud

2008 Increased Customer Demand for Managed Services Top Microsoft Dynamics & Platform Partner for 10 Years 2009 Our Mission: to become a Cloud Company Our Stance: Complex Apps Belong in a Private Cloud 2010 Building the Cloud Infrastructure 2011 Formal Launch of Concerto Cloud Services 2014 Formal Launch of Channel Partner Program Offering end-to-end ERP, CRM & Platform Solutions in a Private Cloud 2013 Concerto Selected as Microsoft US ISV Partner of the Year for Cloud Solutions Our Cloud Journey

The Current State of Cloud Computing

Software Vendor adoption of cloud The vast majority of software vendors in the broad market will offer their business applications in either the public or private cloud in the next 3 years. The pricing model of selling a license and a bundle of services will shift dramatically to a pay-as-you-go model. The availability of a cloud offering will play a major factor in the choice customers make regarding software vendors. Industry Point of View

Get new products or services to market faster Support expansion of business Support development of new types of applications Improve the availability of applications Lower risk What ISVs Expect from the Cloud

Enhanced functionality and performance Simplified support and/ or maintenance Streamlined integrations and upgrades Rapid deployment for complex solutions Consumption based cost modeling Cost savings over building similar solutions in house Customers Move to the Cloud to Accomplish

On-Premise versus Cloud ADVANTAGES

Public versus Private

Azure + Concerto = The Best of Both

Private Cloud adoption is on the rise as a critical component of an IT Strategy 77% of market is in some stage private cloud deployment The Future is Hybrid

Private Cloud Computing Drivers Gartner Data Center Poll on Private Cloud Computing Drivers Source: Gartner

The Market Is in Private Cloud

Redundancy and Backups Supports replication and high-availability solutions for both Windows and supported non-Windows virtualized operating systems N+1 (or greater) redundancy - ability to sustain failure(s) without a service disruption Standard operating procedure is to maintain two local copies of all backups Disaster Recovery Geographic diversity with backups replicated to secondary and tertiary Concerto remote data centers Aggressive RTO & RPO commitments, as low as 15 minutes Customizable backup retention Concerto Virtual Private Cloud Features

Data Center Security Systems Biometric, card and PIN access 24 x 7 x 365 video surveillance Private, dedicated cage Regulatory Compliance Customizable security to enable you to meet regulatory compliance needs including SSAE16, SOC1 (SAS70), SOC2, SOC3, SOX, HIPAA, PCI, ITAR, and FIPS and Safe Harbor Data centers meet ISO and LEED requirements Concerto Virtual Private Cloud Features

Internet/Access Options Access to one of the top three peering and exchange markets, including the largest peering exchange on the U.S. East Coast Redundant Direct Internet Access (DIA) with multiple Tier 1 providers Multiple diverse, high speed Fiber Entry Points Fully meshed multi-homed BGP peering topology DIA speeds of 100mbs or higher Local Loop Access with 200+ Internet Service Providers, and Network Access Options of- DS-1, DS-3, OC-X, or Ethernet Connectivity Metro Ethernet capabilities at 10 Mbps, 100 Mbps, 1 Gbps, and 10 Gbps speeds Concerto Virtual Private Cloud Features

Finding a Provider that Works for You

Buying boots is important but having a trail map, GPS, and supplies ensures that you reach the final destination The same goes for delivering excellent customer experiences Transforming the Customer Experience The Hike: Buying boots vs. preparing for the journey

Standard Implementation Timeline Customer Demand/ Urgency Selection of Hosting Firm Respond to Need/ No Proactive Selling Slow, if Any, Adoption Your customers really need a comprehensive program that addresses business needs.

Traditional Approach This is not a technology decision! Doesn’t meet specific infrastructure and compliance needs Doesn’t prepare companies for the full scope of change required Doesn’t address cost structure and margin for long term profitability

A Successful Approach The right infrastructure provider should:  Be a partner that helps with turn by turn guidance to show you how to transform your business into a profitable cloud model including sales and marketing enablement.  Offer a customized advisory process and services created for your unique business needs.

Cloud Enablement for Partners

The Transformation Process

Technical Architecture Evaluations Customer Experience and Requirements Evaluations Operational Planning Next Generation Planning Components of a Successful Transformation Conversion Critical Components

Components of a Successful Transformation Success Critical Components Sales Readiness Marketing Readiness Enablement Loyalty and Intelligence

Architecture and Experience Advisory Preparedness Technical Architecture  Architectural Design Sessions  Proof of Concept and SOWs  Deploy Demo Environment  Operations commitments Customer Experience and Requirements  Requirements Definitions True partners, not just providers, can do the heavy lifting in these areas so that you don’t have to.

Operational Planning System Optimization SLAs Hybrid Considerations Connection Points Communication Paths Billing Model

Sales Operations Readiness Executive and Sales Leadership Level of company investment: adjust sales models accordingly Develop contracts Create financial/ licensing models Update proposal templates Determine needs and requirements Establish compensation plans

Sales Organization Readiness Sales, Business Dev and Marketing Leadership Implement sales trainings Create sales one- pagers and product offerings Set up pipeline calls and establish cadence Create pricing sheet Participate in joint selling exercises

Key Cloud Readiness Recommendations  Standardize GTM Cloud Strategy  Create cloud specific marketing collateral  Develop demand generation campaigns and determine customer segmentation  Update web presence and SEO to be cloud offering centric

Q&A

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