1. Cloud Computing Q&A Presented by:
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Presented by:

2. 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 minutes going through this brief agenda.

3. 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

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

5. 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

6. Review FLOAT

7. 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.
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Technical
We can do this until you get comfortable. Or you may want us to always do this

8. 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
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9. 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?
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10. 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.
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11. 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.
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12. 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
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13. 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?
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14. 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.
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15. 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?
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16. 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 minutes going through this brief agenda.

17. 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?