Accelerate the journey to your Cloud
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1 Accelerate the journey to your Cloud Jacques Pommeraud, CEO Industry Analysts Webinar July 18,
2 Agenda Reminder of the Enhanced Alliance context Canopy s offers and mission Canopy s roadmap Enterprise Application Store strategy Focus on Canopy Sales: Go-to-market model and integration with the three partners Pipeline overview Questions & Answers 1
3 Our customers challenges: increased complexity PRESSURE ON COSTS & CAPEX Double digit immediate cut on IT costs on not core business this is what customers want! 3% reduction year-over-year is no longer the norm SIMPLICITY AGILITY UNIVERSAL USER INTERFACE Profit from applications: applications must support customer s business; ease of use is mandatory Smooth provisioning: no hassle-process, simple access to tools, capacity and solutions. Customer experience: Web 2.0, social networks, remote working are changing expectations Bring your own (BYO): need to integrate personal devices into the business IT environment Cloud is addressing our customers expectations 2
4 Cloud: customer still have a long journey to go Enterprise roadblocks to move to Cloud Weight of legacy and fear of migration complexity Complex Cloud market, Complex billing & management Localization of data to comply with regulations Enterprise-grade availability & Security missing in many offers Reluctance to become prisoner of another technology silo Characteristics of the ideal solution One stop shop: from Cloud consulting and professional services, to Platform ondemand, an Application Store offering multiple Software as-a-service, and hosted on Private Clouds if required Enterprise-class specifications: commitment on data security, service levels, availability to meet premium requirements Industry/market expertise: deep knowledge of specific needs; ability to customize applications No lock-in : Commitment to open standard, use of open technology 3
5 Atos, EMC, VMware, VCE: the strategic alliance answers these challenges Program Management Office (Atos, EMC, VMware, VCE) Enhanced Alliance Canopy Advanced cloud services for the benefit of large and upper midsized enterprises and organizations 4
6 Overview of Canopy Offers For commodity apps SaaS Zimbra ( ) PLM ECM (Documentum) Yunano CRM Other SW in roadmap of Apps Store e.g., PLM Yunano ERP ECM for various verticals Atos proprietary SW (e.g., Bluekiwi) VMware other SW (e.g., Socialcast) Cloud Consulting High end Board and CxO advisory engagements Cloud deployment Datacenter services Cloud Security For proprietary apps which can be moved to cloud PaaS To optimize infrastructre regardless of apps Private Cloud Developt & test PaaS Devt & migration svcs Application Management Platform as a Service Prepackaged Solutions Based on: VCE Vblocks Installation Services Operate Services Canopy is a one-stop-shop Natural entry point is consulting but customers can directly select any offer 5
7 Canopy is executing on promises Antitrust approval in Germany, granted in June Legal entities created in UK, GER, FR, US. NL in progress Jacques Pommeraud appointed CEO First line management staffed, multiple N-2 staffed Multiple client discussions, including in the context of megadeals. Several commercial proposals already submitted Platform and solutions currently being designed. Quality tested for release: PaaS and SaaS: early Q4 6
8 Canopy organization: a combination of best-in-class Enterprise Application Store E Morice APAC EMEA NAM PaaS D Ratcliffe CEO J Pommeraud CTO J Baguley (interim) Private Cloud* M Sharma Sales / Geography A Witvliet (global + EMEA) + offer outstanding (NAM) Marketing, Communication, Sales Operations, Channel Strategy M Kohl (additional names to be disclosed soon) Cloud Strategy Consulting J Pommeraud (interim) Staffed by Atos Staffed by EMC Staffed by VMware * Staffed by EMC/VCE Presales team Customer Service ( Canopy Care ) R Uppal Platform operations (to be disclosed soon) Finance S. Horrocks Human Resources V. Mcquillan Other functions 7
9 Under the hood of Canopy: a solid set of solutions Financial Services Offered through Canopy s Enterprise Application Store ISVs ISV Sol ISV Sol ISV ISVsSol SaaS Offerings Public Sector ERP as a Service as a Service CRM as a Service PLM as a Service Runtime Environment PaaS SaaS Manufacturing Dev Cloud Healthcare Content Management Documentum Captiva xpression VMware vcloud Director IaaS Secure Multi-tenancy Federation & Disaster Avoidance Source De-dup EMC Avamar Online De-dup EMC DataDomain Backup EMC Avamar RSA Archer egrc SIEM Storage Array RSA envision Network and CPU Vblock UIM Converged Infrastructure Disaster Recovery Vblock Governance Risk and Compliance Scale Up Scale Out EMC DataDomain 8 8
10 Canopy Timeline Consultancy Services Awareness workshop Cloud quick check Cloud strategy assessment Private Cloud Architecture Transitioning PaaS T&D Offshore svcs Enterprise Application Store ECM (Documentum) Zimbra Bluekiwi Others Sector-specifics Healthcare Manufacturing Media Enterprise Application Store Yunano CRM PLM Others Canopy Day One April 2012 Today 2 nd half Sept 2012 Q4 HY
11 The Canopy SaaS journey Business focus Interaction and collaboration Business integration Sector differentiation VOLUME Application focus Typical applications Baseline business applications unified messaging Core applications CRM, ERP Business critical applications Legacy conversion to SaaS VALUE Canopy examples Goals Speed and cost reduction + Control and flexibility + From CORE to INNOVATION learn as you go PLM software Sustainable growth 10
12 Go-live infrastructure sizing: a stepped approach to support worldwide organizations Arlington, TX Furth, GER APAC TBD DC Fürth March 31 st Sept (TBC for APAC) Twin Vblocks North America Europe & Asia each 24 Vblocks 36 Vblocks 48 Vblocks VM Vm VM VM 11
13 Canopy & Atos, where does it fit? Situation Canopy s 4 lines of business map into Atos 4 Services Lines Private Cloud => MS SaaS and PaaS => SI Consulting => CO&TS HTTS SW licenses sold on App Store => HTTS Organizational goal achieved Prevent silo approach, internal competition and margin stacking Ensure that every P&L owner understands Canopy is in their interest Solutions found with Atos: Financial double-booking of Canopy into existing Atos P&Ls 2 sales models: direct and indirect to accommodate any customer demand Subcontracting by Canopy to Atos MS and SI and support functions Inside Canopy: focus on specific sales force adapted to Canopy s business, and high end consultants Solutions found with EMC/VMware: Sales representatives compensated for referrals through specific Partner program Lead referral tool and quick response desk Weekly management calls (PMO) 12
14 Integration of Canopy into existing Atos matrix P&Ls GBU GBU Germany GBU France MS TMT PHT E&U MRS FS Canopy Pvt Cloud SI Canopy SaaS PaaS CO&TS Canopy Cons. HTTS Licenses 13
15 Canopy sales model Lead generation Sales force Sales force Qualification Go / No Go Closing Pricing Solution Customers Sales force Sales force Sales force VCE Telesales Marketing Channel 14
16 The market confirms Canopy s attractiveness 1 st Saas deal already closed (UK) Large Bids: 3 majors + 2 embedded in major Atos (Germany + US) +15 qualified opportunities for H H additional prospects for 2013 Majority of opportunities in Europe (France, Germany, UK) Atos customer base was our primary focus to source opportunities Short term interest in Private Cloud offerings Newly hired sales people on-board in September 15
17 Conclusion Canopy a new approach to the Cloud One stop shop Enterprise grade Verticalized Leveraging expertise of leaders in their domains Ambitious growth plan leveraging the 3 members of the Alliance 16
18 Questions 17
19 18
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