HfS Blueprint Report. Cloud Infrastructure Services. May 2014

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1 Architects of Global Business HfS Blueprint Report Cloud Infrastructure Services May 2014 Dr. Thomas Mendel, Ph.D. Senior Vice President, Global IT Services

2 Table of Contents Topic Page Executive Summary 3 Research Methodology 6 Service Provider Capabilities & Key Results 11 Service Provider Profiles & Detailed Results 18 About the Author HfS Research Ltd. Proprietary Page 2

3 Executive Summary

4 Introduction to the HfS Blueprint Report: Cloud Infrastructure Services The Cloud Infrastructure Services HfS Blueprint Report is the first application of the HfS Blueprint methodology on the Cloud Infrastructure Services market, covering all sub-markets (Public, Hybrid and Private). Unlike other quadrants and matrices, the HfS Blueprint identifies relevant differentials between service providers across numerous facets in two main categories: Innovation Execution HfS Blueprint Report ratings depend on a broad range of stakeholders with specific weightings based on 1,355 crowd-sourced responses. Stakeholders include: Cloud Infrastructure Services Enterprise Buyers Cloud Infrastructure Service Providers Cloud Infrastructure Services Industry Influencers (sourcing advisors) HfS Analysts 2014 HfS Research Ltd. Proprietary Page 4

5 Key Highlights in Cloud Infrastructure Services for 2014/2015 Enterprise clients care about business processes, not the cloud delivery mechanism. Internal IT needs to understand that there is no competition among IaaS, Hybrid and Private Cloud. Instead, all three support different parts of a business process, and one may be more suitable than the others for a given problem. Leading enterprise IT departments understand this and now support a best-fit sourcing approach. A market with many nuances. The top 30 vendors we evaluated for this Blueprint do not form a homogenous group, but instead approach Cloud Infrastructure Services from many different directions. Few companies, however, truly cover the complete Cloud Infrastructure Services space on a global level. But consolidation is coming quickly. With the trend towards Hybrid Cloud Infrastructure Services, many traditional vendors have entered the scene. The market is consolidating quickly. The top 10 vendors alone have a market share of 57%, and the top 30 vendors make up 90% of the market. The rise of the IT service broker. As external and internal service delivery became increasingly intertwined, we saw the rise of the concept of the IT service broker essentially, a mediator between internal and external service providers. The necessary tools to provide end-to-end views are now robust and widely available HfS Research Ltd. Proprietary Page 5

6 Research Methodology

7 Research Methodology Data Summary: 690 data points were collected. Data was collected in Q4 of 2013 and Q1 of Data covered 740 buyers, providers, and advisors/influencers of Cloud Infrastructure Services. 30 vendors of Cloud Infrastructure Services were evaluated. This Report Is Based On: Tales from the Trenches: Interviews with buyers who have evaluated service providers and experienced their services. Some were supplied by service providers, but many were collected through interviews conducted with HfS Executive Council members and participants in our extensive market research. Sell-Side Executive Briefings: Structured discussions with service providers were intended to collect the data necessary to evaluate their innovation, execution, market share, and deal counts. HfS IT Budget &Trends Survey: Purchasing plans and buying decisions of buyers, providers, and influencers of Cloud Infrastructure Services. HfS State of Outsourcing Survey: The industry s largest quantitative survey, conducted with the support of KPMG, covering the views, intentions, and dynamics of 1,355 buyers, providers, and influencers of outsourcing. Publicly Available Information: Financial data, website information, presentations given by senior executives, and other marketing collateral HfS Research Ltd. Proprietary Page 7

8 HfS Blueprint Scoring Percentage Breakdown INNOVATION 50% 1 Strength of vision and strategy 5% How well is the strategy articulated and is it in sync with where HfS believes the market is headed? 2 Co-innovation (Partner ecosystem and clients) 15% How well does the vendor manage the process of co-innovation? 3 Processes and tools 5% How mature are the vendor's innovation and management processes? 4 Cloud Infrastructure category innovation 10% Is the investment in innovation in sync with the overall strategy? Public Cloud (IaaS) Hybrid Cloud Private Cloud 5 Competitive differentiation and USP 15% Does the vendor have a clearly articulated value proposition? EXECUTION 50% 1 Size, market share, and growth of Cloud Infrastructure practices 15% How big is the Cloud Infrastructure practice and how fast is the vendor growing? 2 Global coverage 5% How well is the vendor positioned in all geographies? 3 Cloud Infrastructure services coverage 15% How many areas of the Cloud Infrastructure space does the vendor cover, and to what extent? Public Cloud (IaaS) Hybrid Cloud Private Cloud 4 Customer satisfaction and mindshare 10% How satisfied are the clients with the vendor? 5 Price versus value 5% How do clients rate the overall value delivered by the vendor? TOTAL RESULT 100% Weighting 2014 HfS Research Ltd. Proprietary Page 8

9 Definition of Cloud Infrastructure Services HfS Research defines cloud computing as standardized IT services, based on Internet technologies delivered in a flexible, self-service way. Public Cloud Infrastructure Services Infrastructure as a Service (IaaS), delivered over the Internet and accessed through Web technology. Hybrid Cloud Infrastructure Services Outsourcing and hosting services with Public Cloud Infrastructure (IaaS) options and added flexibility in pricing, pay-per-use, selfservice, and access. Private Cloud Infrastructure Services Data center transformation consulting to enable internal IT departments to become Private Cloud providers and to provide data center management services HfS Research Ltd. Proprietary Page 9

10 Winner s Circle and High Performers Methodology To distinguish service providers that have gone above and beyond within a particular line of delivery, HfS awards outstanding providers with a Winner s Circle or High Performer designation. Below is a brief description of the characteristics of each designation: Winner's Circle. Organizations that demonstrate excellence in both execution and innovation. From an execution perspective, Winner s Circle service providers have developed strong relationships with clients, execute services beyond simply hitting green lights, and are highly flexible when meeting clients needs. From an innovation perspective,winner s Circle service providers have a strong vision, concrete plans to invest in future capabilities, a healthy cross-section of vertical capabilities, and a demonstrated ability to leverage external drivers to increase value for their clients. High Performers. Organizations that demonstrate strong capabilities in both execution and innovation, but are lacking in an innovative vision or execution against their vision. From an execution perspective, High Performer service providers execute some of the following areas (but not all) with excellence: developing worthwhile relationships with clients, executing their services and hitting all of the green lights, and being very flexible when meeting clients needs. From an innovation perspective, High Performer service providers execute some (but not all) of the following areas with excellence: having a vision and demonstrating plans to invest in future capabilities, having experience in delivering services over multiple vertical capabilities, and illustrating a good ability to leverage external drivers to increase value for their clients HfS Research Ltd. Proprietary Page 10

11 Service Provider Capabilities

12 INNOVATION HfS Blueprint 2014: Cloud Infrastructure Services CISCO AWS Winner s Circle Tech Mahindra Wipro HP Accenture igate Savvis Joyent Google Genpact Rackspace Xerox CGI Orange /FT Atos BT GS Dell Microsoft Verizon T-Systems TCS AT&T NTT Group Fujitsu CSC Capgemini High Performers IBM Hosting.com Unisys EXECUTION 2014 HfS Research Ltd. Proprietary Page 12

13 Major Service Provider Dynamics Highlights INNOVATION CISCO: Leads Building the backbone of Cloud Services with continuous product innovation. AWS: Number two Created the IaaS market and is continuously increasing the rate of innovation. Now, the company is also pushing innovation in the Hybrid Cloud space. HP: A re-energized number three Has a long and successful converged infrastructure experience, which translates well into the Cloud world. Accenture: A close number four Highly innovative in the Cloud Infrastructure space, particularly when it comes to bridging the gap between IT infrastructure and business needs. Tech Mahindra: The surprise wildcard Your best choice for consultants if your internal IT wants to become an IT service broker. EXECUTION IBM: Leads Covers all aspects of the Cloud. IBM is the goto vendor for a true one-stop shop solution. Accenture: Number two Very capable of linking generic Cloud Infrastructure Services to industry-specific application solutions. HP: A close number three One of a few vendors that truly cover all the different nuances of the whole Cloud Infrastructure Services space on a global level. AWS: The king of IaaS AWS strength in IaaS enables the company to also become a strong force in the Hybrid Cloud Services market HfS Research Ltd. Proprietary Page 13

14 Market Trends - IT Budget Telephone Survey Results What is your number one investment area in IT for 2014? (Top 10 Results) Business Intelligence, Big Data and Analytics # 3 14,2% Mobile Apps and mobile device management (incl. BYOD) # 5 10,8% Hybrid Cloud and the IT Service Broker New 8,9% IT Operations and Service Management (ITOSM) New 6,8% Flexible re-negotiating of outsourcing contracts # 2 6,1% Cloud application migration and Business Apps in the Cloud # 8 5,3% Cloud infrastructure (Public, hybrid, private (incl. virtualization) # 1 5,1% Standardized, yet flexible APIs Data Center optimization (incl. green IT) Application modernization # 7 New # 9 4,6% 4,3% 5,0% 0% 5% 10% 15% # x N=740 IT Managers in Enterprises Changes from HfS Research Ltd. Proprietary Page 14

15 Market Trends - IT Budget Telephone Survey Results What is your number one investment area in the Cloud Computing space for 2014? (Top 10 Results) Big Data and Analytics New 14,6% Cloud for test and backup # 1 13,0% Cloud Databases New 10,9% Hybrid Clouds and the IT Service Broker # 3 8,6% Enterprise app stores Business Apps in the Cloud # 6 # 7 6,8% 6,9% Cloud APIs End-to-end Cloud SLAs and QoS Public Clouds Implementing private Clouds New # 9 # 3 # 2 5,9% 5,7% 5,5% 5,4% 0% 2% 4% 6% 8% 10% 12% 14% 16% # x N=740 IT Managers in Enterprises Changes from HfS Research Ltd. Proprietary Page 15

16 The Future of the Cloud Infrastructure Services Market Cloud is already mainstream, and legacy infrastructure outsourcing will cease to exist. Enterprise clients have embraced the Cloud paradigm fully and are starting to use the term Hybrid Cloud infrastructure instead of traditional infrastructure outsourcing. Vendors will be forced to convert most of their traditional outsourcing services to Hybrid Cloud. Public/Hybrid/Private Clouds will become one. All aspects of Cloud Infrastructure Services can have a role in a given business processes. Enterprises will engage in re-sourcing their IT service delivery, using best-fit sourcing approaches on a large scale. The IT service broker will be an important player in internal IT. Consequently, internal IT will embrace the important role of the IT service broker, who mediates between internal and external service providers. Apps QoS and end-to-end performance management will be key. The IT service broker needs tools to measure application performance. These tools come from companies like Compuware and BMC Software, and they are mature and robust. New concepts and products will also allow the application of real-time Big Data in service operation. AWS will rule Cloud Infrastructure, Microsoft, and Google struggle traditional outsourcers will still be going strong. AWS will continue to make inroads into the Hybrid Cloud world, putting pressure on other vendors. Traditional outsourcers that are capable of transferring their offerings to the Hybrid Cloud world will continue to prosper, whereas Microsoft and Google will not likely to gain ground in the Cloud Infrastructure Services space. Opportunities for Telco players to regain ground. There is, however, another opportunity for Telco vendors with IT services arms, since the Cloud Infrastructure world favors vendors with knowledge about network performance HfS Research Ltd. Proprietary Page 16

17 Top 30 Key Results - HfS Cloud Infrastructure Services Innovation Execution Total Revenue ($m)* Market Share* Employees 1 Accenture 4,43 4,80 4, ,73% AWS 4,60 4,50 4, ,98% HP 4,47 4,60 4, ,49% IBM 3,93 4,90 4, ,94% Wipro 4,27 4,10 4, ,47% CISCO 4,80 3,40 4, ,47% Fujitsu 3,43 4,20 3, ,18% NTT Group 3,47 4,00 3, ,65% Dell 3,63 3,70 3, ,40% Tech Mahindra 4,00 3,20 3, ,83% BT GS 3,57 3,60 3, ,70% Verizon 3,33 3,60 3, ,44% Microsoft 3,33 3,50 3, ,75% CSC 3,00 3,80 3, ,22% T-Systems 3,23 3,50 3, ,60% Capgemini 2,80 3,80 3, ,19% TCS 3,23 3,30 3, ,93% Orange/FT 3,27 3,20 3, ,48% Savvis 3,53 2,90 3, ,97% igate 3,87 2,40 3, ,21% AT&T 2,87 3,10 2, ,37% Google 3,13 2,80 2, ,05% Atos 2,67 3,10 2, ,69% Genpact 3,17 2,40 2, ,54% Joyent 3,40 1,90 2, ,10% Xerox 2,60 2,60 2, ,90% Rackspace 2,80 2,30 2, ,26% CGI 2,20 2,20 2, ,69% Unisys 2,03 2,30 2, ,26% Hosting.com 2,17 2,00 2, ,14% 500 Revenue ($m)* Top 30 Vendors ,61% Total Market ,00% IaaS ,54% Hybrid Cloud ,10% Private Cloud ,36% 2014 HfS Research Ltd. * HfS Estimates Proprietary Page 17

18 Service Provider Profiles

19 Accenture WINNER S CIRCLE If you want cutting-edge Cloud Infrastructure, look no further than Accenture Market Share: 6.73% Overall Score: 4.62 Innovation Score: 4.43 Strong vision. Highly innovative in the Cloud Infrastructure space, particularly when it comes to bridging the gap between IT infrastructure and business needs. Execution Score: 4.80 High market share and strong growth. Clients are very happy with the value they receive for their money. Well positioned for continued market leadership. Key Strengths Accenture s Cloud Infrastructure Services has a very large market share and is showing fast growth. Clients report strong performance of Accenture s consulting capability in moving applications to the Cloud. This service is driving customer adoption of Accenture s Cloud Infrastructure offerings. Clients also report that Accenture is very capable of linking generic Cloud Infrastructure Services to industry-specific solutions given its long track record of successful business transformation projects. Today, Accenture is the overall best partner for helping enterprises move their IT into the world of Cloud. Cloud Infrastructure Services Scale Market Share: 6.73% Revenues: $3,480 M IaaS: $380 M Hybrid Cloud: $1,750 M Private Cloud: $1,350 M Comment: Very high market share and strong growth HfS Research Ltd. Proprietary Page 19 Cloud Infrastructure Services Coverage # of Employees: 9,000 All regions and relevant countries covered extremely well. All relevant services covered extensively. Breadth and depth second to none. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% Key Challenges Very large global clients report very high satisfaction levels with Accenture overall. Some small to midsize clients feel less well treated by account teams that are used to larger clients. The world of Cloud will require Accenture to become more flexible. Accenture is not a low price vendor. While the company can compete well against established outsourcing and system integration competitors on a quality and service basis, it will increasingly come under pressure from Public Cloud vendors moving into the Hybrid Cloud space with much lower cost bases but service quality that customers have already grown used to and accepted. Customer Satisfaction And Competitive Differentiation Highest level of customer satisfaction. The combination of business and IT capabilities gives Accenture a huge edge in competitive differentiation.

20 AWS WINNER S CIRCLE The undisputed IaaS market leader is also becoming a strong force in enterprise Hybrid Cloud Infrastructure Services Market Share: 8.98% Overall Score: 4.55 Innovation Score: 4.60 AWS created the IaaS market and is continuously increasing the rate of innovation. Now, the company is also pushing strong innovation in the Hybrid Cloud space. Execution Key Strengths The IaaS market is growing at a rapid pace, and AWS is currently the breakaway leader. All major competitors resell AWS, ensuring that the company s leadership grows continuously. Many clients publicly announce success stories of huge cost savings, which strongly reinforces the AWS value proposition. AWS is both the price and the customer satisfaction leader a rare combination. AWS now also offers strong Hybrid Cloud Services capabilities, a great alternative to traditional infrastructure outsourcing vendors. Client feedback is also very positive. Key Challenges The Cloud is quickly becoming a mainstream value proposition. AWS needs to move up in the value chain to stay relevant. Considering AWS for services other than IaaS is new ground for many enterprises. Some enterprise clients tell us that they are not yet comfortable dealing with the more consumer-oriented AWS style. Consequently, AWS needs to establish more conventional enterprise account management teams without diluting the price competitiveness too much. End-to-end performance management is not something you can get from AWS today. Clients will increasingly start to request this as they move to IT service broker models. Score: 4.50 AWS is incredibly strong in the IaaS market, making it difficult for others to even compete. AWS is starting to replicate this success in the Hybrid Cloud space. Cloud Infrastructure Services Scale Market Share: 8.98% Revenues: $4,640 M IaaS: $3,890 M Hybrid Cloud: $750 M Private Cloud: $0 M Comment: AWS practically owns the IaaS market. Cloud Infrastructure Services Coverage # of Employees: 2,250 All regions and relevant countries covered extremely well. Best overall data center performance. AWS covers Public (IaaS) and now Hybrid Cloud Services. Customer Satisfaction And Competitive Differentiation Clients love AWS; it shares the #1 position for customer satisfaction, mindshare, and price versus value. Its strong position in IaaS makes AWS a virtual must-have for enterprises. The huge cost savings potential adds additional differentiation for Hybrid Cloud initiatives. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 20

21 HP WINNER S CIRCLE Successful network and infrastructure history makes HP one of the best choices for Cloud Infrastructure Market Share: 6.49% Overall Score: 4.53 Innovation Score: 4.47 HP has a strong legacy in IT infrastructure, but it is also known for its ability to innovate. Both resonate well with clients in the Cloud era. Execution Key Strengths Converged infrastructure has been on HP s agenda for many years. A growth in market share, survey results, and anecdotal evidence show that this is now resonating strongly with clients. Consequently, HP has a strong competitive advantage over most of the competition. HP is one of the few vendors that truly cover all the different services of the whole Cloud Infrastructure Services space on a global level. On the Private Cloud side, the company is also capable of leveraging market-leading strength in server hardware. HP s best-for-the-customer approach is working well right now. IT managers trust HP to guide them through the Cloud journey. Key Challenges Historical corporate branding and management issues seem to be resolved, but survey results and client conversations show that some potential clients remain skeptical. HP will have to continuously work on branding and marketing. HP s best-for-the-customer approach makes it difficult to fully realize its revenue potential. HP will typically tailor a solution to the customer s needs, which means that, often, its automation potential is not fully leveraged, and HP does not extract the maximum revenue from the client. HP needs to strike the right balance here. As strong as HP is on the infrastructure and internal IT side, business decision makers are less likely to be aware of HP s strengths. Score: 4.60 HP has a large global market share. Clients have a high level of trust in HP and are very satisfied with the service they receive. Cloud Infrastructure Services Scale Market Share: 6.49% Revenues: $3,355 M IaaS: $355 M Hybrid Cloud: $1,900 M Private Cloud: $1,100 M Comment: Well-balanced across all market areas. Cloud Infrastructure Services Coverage # of Employees: 15,800 All regions and relevant countries covered extremely well. HP is well known for its local footprint. HP covers all aspects of the Cloud market. Customer Satisfaction And Competitive Differentiation Clients are very satisfied overall with HP, and they regard the company as a partner rather than solely a supplier. The differentiation level is high because of HP s strong legacy, historically high innovation capabilities, and breadth of capabilities. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 21

22 IBM WINNER S CIRCLE Clients start to value IBM s strong commitment to the Cloud Market Share: 6.94% Overall Score: 4.42 Innovation Score: 3.93 IBM s innovation capabilities are wellknown, but the company was late to the Cloud party. However, IBM has now fully embraced the Cloud. Execution Score: 4.90 Overall strongest player in execution. IBM is covering all aspects of the Cloud. It is the go-to vendor for a true one-stop shop solution. Key Strengths IBM embraced the Cloud late, but is now pursuing it in full force. Clients report that they are very satisfied with this move. IBM is the # 1 company for Cloud execution. IBM s trusted brand helps many enterprises make the decision to move to the Cloud. Its perceived high prices no longer seem to be an issue because clients see the high value that IBM provides. IBM is covering all aspects of the Cloud. IBM is the go-to vendor for true one-stop shop solutions, including hardware, middleware, application development tools, databases, and IT operations management software. Cloud Infrastructure Services Scale Market Share: 6.94% Revenues: $3,588 M IaaS: $388 M Hybrid Cloud: $1,900 M Private Cloud: $1,300 M Comment: #2 in market share. Cloud Infrastructure Services Coverage # of Employees: 10,500 The global coverage of IBM is second to none. IBM also covers the full spectrum of Cloud Infrastructure Services. Key Challenges Client conversations show that IBM is still perceived as an Outsourcing threat by many IT departments. IBM was slow to embrace the Cloud for fear of outsourcing cannibalization. This is still deeply engrained in some parts of the organization. But since the Cloud journey is now in full swing, IBM needs to overcome this resistance in order to be successful long-term. In spite of IBM s investment in Cloud and its strong innovation credentials, many clients believe that Innovation around Cloud is new. Smaller clients are reporting difficulties navigating IBM s complex internal structure. Customer Satisfaction And Competitive Differentiation Shares the #1 spot for customer satisfaction, mindshare, and price versus value. The IBM brand and its strong capabilities in Cloud give IBM a huge competitive edge. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 22

23 Wipro WINNER S CIRCLE The only traditional offshore vendor to successfully embrace the Cloud big time Market Share: 2.47% Overall Score: 4.18 Innovation Score: 4.27 Wipro has a high level of innovation through its own resources as well as through partners in the Wipro ecosystem. Execution Score: 4.10 Wipro covers all aspects of the Cloud Infrastructure Services market, and clients are extremely satisfied with Wipro's services. Key Strengths Survey results and client conversations show an incredibly high score in customer satisfaction and price versus value. Our research shows that Wipro has a very low price point for Cloud services. Wipro is able to combine low cost with a high level of innovation. Wipro is the #1 vendor from the original Indian Outsourcer camp that has made the transition to becoming a serious Cloud player. Wipro offers good global coverage of consultants and hosting capabilities. Clients report that Wipro offers a mature set of key performance indicators for projects and services. Cloud Infrastructure Services Scale Market Share: 2.47% Revenues: $1,275 M IaaS: $100 M Hybrid Cloud: $425 M Private Cloud: $750 M Comment: #1 player from the traditional offshore camp. Cloud Infrastructure Services Coverage # of Employees: 12,000 Wipro covers most global geographies well. Wipro is one of only a few traditional offshore vendors that cover all three Cloud Infrastructure markets. Key Challenges Wipro s branding is still heavily associated in the mind of many clients to its offshore heritage, which belies its recent transformation. Wipro needs to reinforce the Cloud message through more aggressive marketing. High employee turnover is reported by clients as the only major source of dissatisfaction, but this can become an issue if not managed accordingly. Cloud Customer Satisfaction And Competitive Differentiation Shares the #1 spot for customer satisfaction, mindshare, and price versus value. Its reputation for having low prices for good quality is being successfully carried over into the Cloud world. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 23

24 CISCO WINNER S CIRCLE The #1 Cloud Infrastructure Innovator and Private Cloud transformation consultant Market Share: 1.47% Overall Score: 4.10 Innovation Score: 4.80 The innovation leader for Cloud Infrastructure. Cisco is essentially building the backbone of Cloud Services through continuous product innovation. Execution Score: 3.40 Cisco is excellent in helping enterprises, service providers, and telcos transform their infrastructure for Cloud readiness. Key Strengths CISCO is focused on building the foundation for Cloud computing, and it is also the best company to help enterprises, service providers and telcos alike transform their infrastructure for the Cloud era. CISCO has deep working relationships with all key players in the industry, but it is also agnostic to vendor cloudwashing. Clients report impressive consulting skills created organically over the last 10 years. Word-of-mouth is driving internal IT members to seek CISCO support in Private Cloud transformation projects. Cloud Infrastructure Services Scale Market Share: 1.45% Revenues: $750 M IaaS: $0 M Hybrid Cloud: $0 M Private Cloud: $750 M Comment: #1 player for Cloud transformation. Cloud Infrastructure Services Coverage # of Employees: 2,500 Cisco covers all geographies well. Cisco only directly covers the private cloud transformation space, one of the three Cloud markets. Key Challenges CISCO is laying important groundwork for Cloud services. Enterprise IT and service providers alike reap the fruits of CISCO s work. However, the company itself is less well known by business decision makers. Long-term, infrastructure groundwork will play a less important role in the overall value chain. CISCO needs to work with all major players and cannot afford to take sides. Customer Satisfaction And Competitive Differentiation Our surveys show highly satisfied customers. CISCO s competitive differentiation as the builder of the Cloud foundation is unique in the market. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 24

25 Fujitsu WINNER S CIRCLE Great Cloud Infrastructure choice for Asian and European customers Market Share: 5.18% Overall Score: 3.82 Innovation Score: 3.43 High level of innovation in all Cloud areas with promising future growth prospects. Execution Key Strengths Large and diversified global IT company with successful practices in all three Cloud areas. Capable of satisfying all enterprise Cloud needs. Customers are very satisfied with Fujitsu s Cloud offering. Fujitsu is less likely to try to upsell than other competitors, which is greatly appreciated by clients. Strong position in many IT departments, thanks to its role as one of the few remaining serious server hardware players. This is successfully leveraged in Private Cloud transformation projects. Key Challenges Client surveys show that Fujitsu is best known in Asia and Europe and less well-known in the Americas. Some clients tell us that they still do not perceive Fujitsu as a strong Cloud player. Consequently, Fujitsu s Cloud branding needs to sharpened to allow continued growth. Overall Cloud marketing is targeted mainly at IT, and it is less attractive to business decision makers. Score: 4.20 Very strong in market share, client satisfaction, and the ability to satisfy all customers Cloud needs. Cloud Infrastructure Services Scale Market Share: 5.18% Revenues: $2,675 M IaaS: $275 M Hybrid Cloud: $1,650 M Private Cloud: $750 M Comment: Big global player. Cloud Infrastructure Services Coverage # of Employees: 10,000 Fujitsu covers most global geographies well, with particular strength in Asia and Europe. Fujitsu also covers the full spectrum of Cloud Infrastructure Services. Customer Satisfaction And Competitive Differentiation Surveys show high ratings for customer satisfaction, mindshare, and price versus value. The competitive strength lies in its slightly different regional focus, yet broad overall capabilities. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 25

26 NTT Group WINNER S CIRCLE The hidden secret when it comes to Cloud Infrastructure Services Market Share: 4.65% Overall Score: 3.73 Innovation Score: 3.47 High level of innovation in all Cloud areas with promising future growth prospects, but spread across a variety of entities in the NTT Group. Key Strengths The NTT Group is one of the biggest IT and Communications Services vendors globally and is the largest one in the Asia Pacific region. Its Cloud Infrastructure practice is a combination of a traditional NTT Communications business, a number of acquisitions (most notably Dimension Data), and NTT Data, which are run as three separate entities. The NTT Group can satisfy all Cloud Infrastructure Services needs. Overall, the NTT Group is one of the best globally positioned companies offering Cloud all-in-one solutions. Key Challenges Although all acquired companies are now fully integrated under the NTT Group umbrella, past local branding still confuses some clients. Clients tell us that the NTT Group still needs to work on building brand awareness of its Cloud capabilities. Clients in North America and Europe are often unaware of the local strength of the NTT Group entities. The NTT Group needs to talk more about its successes in co-innovation and competitive differentiation things that many clients are not aware of. Execution Score: 4.00 Very strong in market share, global coverage, and client satisfaction. The NTT Group is able to satisfy all customers Cloud needs. Cloud Infrastructure Services Scale Market Share: 4.65% Revenues: $2,402 M IaaS: $152 M Hybrid Cloud: $1,500 M Private Cloud: $750 M Comment: Top player in the industry. Cloud Infrastructure Services Coverage # of Employees: 10,000 Through acquisitions, the global coverage is now excellent. The NTT Group is also capable of covering all relevant services well. Customer Satisfaction And Competitive Differentiation Surveys show high ratings for customer satisfaction and mindshare. Its competitive strength lies in the broad capabilities offered by the different parties in the NTT Group. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 26

27 Dell WINNER S CIRCLE Successfully moving beyond the hardware legacy into the Cloud world Market Share: 3.40% Overall Score: 3.67 Innovation Score: 3.63 Dell is moving out of the hardware focus through intensified innovation and diversification. Key Strengths Dell is a globally recognized brand. Dell has an extensive global partner ecosystem that is driving a large number of opportunities. Our surveys show that an increasing number of hardware customers look to Dell to assist them with their Private Cloud initiatives. Company diversification enables new Cloud Infrastructure Services offerings. Its move to become a private company was largely perceived as positive by customers. Key Challenges Our surveys show that Dell s brand recognition still too hardware-heavy. Clients tell us that many of Dell s new capabilities are still mostly unknown in the market place. Dell needs to intensify marketing in these areas. Some clients fear that becoming a private company will make Dell complacent about innovation and speed to market. Execution Score: 3.70 Exciting clients report high satisfaction levels. Dell has particular strength today in the Private and Hybrid Cloud space Cloud Infrastructure Services Market Share Market Share: 3.40% Revenues: $1,760 M IaaS: $185 M Hybrid Cloud: $1,200 M Private Cloud: $375 M Comment: Big global player. Cloud Infrastructure Services Coverage # of Employees: 7,000 Very good global coverage. Dell covers all Cloud Infrastructure Services well. Customer Satisfaction And Competitive Differentiation High level of customer satisfaction. Dell s competitive differentiation is mainly derived from its traditional hardware capabilities and successful partner strategy. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 27

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