March 21-22, 2013 Orlando March World 21-22, Center 2013 Orlando Marrio8 World Orlando, Center MarrioD Florida Orlando, Florida Making Money with Cloud: Is it just a catchphrase?
Ron Culler CTO Secure Designs Inc.
Tom Neclerio SVP of Professional Services SilverSky
Leo Reiter Co- Founder, CTO VirtualBridges
The Issue Global spending on public cloud services is expected to grow 18.5% in 2013 and reach $131B Gartner Global revenue from public cloud will reach $72.9B in 2015 (CAGR 27.6%) MSPs are well poised to make advantage of customer migra_ons to cloud services
The Ques_on How do MSPs Successfully Generate Revenue in Cloud Compu_ng?
THE CHALLENGES
Public vs. Private What is the best mixture? Can you be only public or private? Should you build your own private cloud?
Reselling Cloud Does reselling work in cloud? What types of margins should you expect to make? Does this improve your rela_onship with the customer?
Differen_a_on How do you stand out from other cloud providers? Cloud only takes you so far, the rest of it is actually doing the work Ver_cal specializa_on helps you stand out from the rest Delivering more than just reselling will help your dis_nc_on
What Should Go in the Cloud? Not everything belongs in the cloud Do your customers have unreasonable expecta_ons of cloud? Have you performed risk analysis of apps and data going to the cloud? What can you secure and manage in the cloud?
Picking the Right Cloud Vendor Due diligence Clearly defined channel policies Does vendor support YOUR business model? Proper audits and cer_fica_ons, especially for anything w/ sensi_ve data
THE SOLUTIONS
Solu_ons Keep infrastructure costs low, to increase margins Offer value vs. premium services from the same plajorm Have the ability to scale up without breaking cost model Have the ability to offer services in small scale first, then scale up without going back to the drawing board Partner with infrastructure vendors who understand your market, so you can focus on your customers and leverage your core competencies Build plajorm that can accommodate many unique services
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