A VIEW THROUGH THE FOG, A CLOUD SERVICE PROVIDER S TALE MARTIN BRADBURN, CEO

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1 A VIEW THROUGH THE FOG, A CLOUD SERVICE PROVIDER S TALE MARTIN BRADBURN, CEO

2

3 VALUE ADDED RESELLER

4 Increasing value to clients SOLUTION PROVIDER TRANSFORMATION How do you classify IT Providers? Solution provider Product provider Resell software and services Service provider Implementation and configuration Solution-oriented architecture, design, integration & management Trusted advisor

5

6 MANAGED SERVICE PROVIDERS Desktop and server environments Network/ storage environments Cloud solutions Security Business continuity and DR VMware partner Cisco partner Microsoft Silver partner Netapp, EMC HP, Dell Solutions Accreditations Customers Capabilities Health Insurance / Finance Logistics Public sector Education Others Pre-sales consultants Prince2 Project managers High calibre engineers 24 / 7 Support desk

7 THE FUTURE: BUSINESS COMPUTING

8 CLOUD SERVICE PROVIDER Servers Desktops Laptops Finance Content Backup Compute Database Storage Phones / PDA Tablets

9 WHERE ARE CLOUD SERVICE PROVIDERS TODAY? Lessons Learned Built a Cloud service and added it into a Managed Service model. Proved more difficult to sell than expected. Not all customers move at the same time. You are actually a mixture of a reseller, solution provider, MSP and CSP. Today s challenges Staff expectations extreme. New world OPEX models are challenging to combine with traditional business. Bottom-up adoption of technology is a new phenomenon. Cloud builds are a costly black hole build it and they will come Consumer IT principles drive sales and direction.

10 BORN IN THE CLOUD

11 PEASOUP & GETTING THROUGH THE FOG PEASOUP is a Cloud Services Provider PeaSoup is a cloud of substance, resilience and performance. Where years of experience meet new ideas and have created a melting point in time and technology to create a cloud that s build from the ground up with unrivalled levels of performance and stability. VISION to humanise Cloud Computing To de-mystify the cloud to deliver consumable computing solutions to businesses.

12 THE JOURNEY SO FAR New Cloud to market service - build a Cloud Infrastructure with unrivalled levels of performance and reliability. Utilise experience in Cloud, pitfalls of cloud computing and major risks with networking and storage Est. April 2014 on the back of VSAN product announcement Spring due diligence and planning on vcloud with VSAN components Summer 2014 build phase 1 First customer media platform on-boarded Autumn 2014 start phase 2 User experience enhancements

13 KEY OBJECTIVE: REMAIN SAN-LESS Increase Cloud reliability. Scale out in order to remove traditional controllers as point of failure. Cloud design with failure in mind more realistic concept. Scale out is perfect for service providers, buy when you need without decreasing performance. Create a reliability policy per VM base rather than per LUN.

14 BORN IN THE CLOUD - SALES PRINCIPLES Consumer IT principles drive sales and direction Embrace Consumer IT Principles. Target Intelligent Buyers Reduce Sales Cycles by capturing leads at the back end of the buying cycle. Use Social selling techniques Don t seed with seminars Lunch and Learn. Use Social Media to Seed, articles, blogs, etc to seed the start of the buying cycle.

15 BORN IN THE CLOUD & EMBRACE THE CLOUD Clearly Define and Focus on core Competencies Productise offerings, keep the message simple. Utilise Cloud SaaS services for your business, Practise what you preach Link all your information and systems together. Create a slick operation from quote-to-invoice. Utilise Cloud technology to minimise traditional adoption and migration sales barriers.

16 BORN IN THE CLOUD COMMERCIAL DIFFERENCES Find your niche and keep focus. Embrace the Operational expenditure model. Pay-for-what-you-use principles. Be flexible with invoicing to prevent sales barriers. Do not try and enforce loyalty with long term contracts. Loyalty like respect should be earned with good honest service.

17 CONTACT Enquires -

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