SUSE Corporate Presentation Template 2011 - Novell

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11 Δεκ 2013 (πριν από 3 χρόνια και 5 μήνες)

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SUSE Cloud

Value for Your Customers

Rich
Wiltbank

Global SUSE Enablement Team

rwiltbank@suse.com

2

36%


Business Leaders who indicate the conversations they
have with sales reps are of value to them.

Source: Forrester Research

3

Situational Fluency

Successful conversations with existing and potential customers are
founded on your ability
to:


Show
understanding of the world they live
in


Comprehend the business issues they face


Speak
their
language



The goals of this session are:


Enable Customer
-
centric
conversations:
focused on
the customer’s
issues and priorities


Ensure
your conversations on Cloud
Computing are
credible

What is the Cloud?

4

5

Cloud Description


Cloud Computing is:


On
-
demand access to a shared pool
of computing resources or services that
can be rapidly provisioned and released


Characteristics of Cloud Computing:


On
-
demand self
-
service


Broad network access


Resource pooling


Rapid elasticity


Measured resource usage

(see
http://csrc.nist.gov/publications/nistpubs/800
-
145/SP800
-
145.pdf
)

6

Cloud Computing Types

Private

Hybrid

Public

7

Cloud Computing Examples


Software as a
Service (SaaS)


Salesforce.com


Google Apps (Gmail, Google Docs, etc.)


Platform as a Service (
PaaS
)


Microsoft Azure


Force.com


Infrastructure as a
Service (
IaaS
)


Amazon
EC2, S3


Rackspace


VMware (
vCloud

Express or private clouds with
vSphere
)


Why is the Cloud a Big Deal?

8

9

Why compute in the Cloud?


Challenges with traditional IT:


Difficult to provision just the right
amount of computing resources


IT takes too long to provision resources


Lack of transparency into costs of IT services


Cost prohibitive access to IT services


Benefits of Cloud Computing:


Elasticity (scalability up and down)


Pay only for what you use, and know the total cost up
-
front


Provider takes care of infrastructure and application management


Access information and services from multiple devices or
platforms, anywhere (as long as Internet is available)


10

A conversation before Cloud
Computing

Business
Executive

IT
Manager

We need faster
rollout

of services

That’ll cost you

How much?

I can’t say

Isn’t there unused
capacity on systems
we paid for?

Possibly, but it’s
all part of a virtual

pool of servers

I’d rather pay by
user

Not

going
to happen

11

A conversation after Cloud Computing

Business
Executive

Cloud
Provider

We need faster
rollout

of services

Is next

week bad?

How much?

$50/user/month

What if I have to
expand or shrink the
user base

No problem

I want to
hug you

Not

going
to happen

12

Business Opportunity

Today (avg.)

Four

years from
now (avg.)

On physical servers not virtualized operated in our data
centers

50.1%

23.6%

On relatively static virtual servers in our data centers

31.4%

32.3%

On a dynamic private cloud pool of virtual servers in our
data centers

8.4%

25.9%

Hosted private cloud
IaaS
, where our virtual servers are
isolated from other customers

1.4%

5.9%

Public cloud
IaaS
, where virtual servers are on servers
shared with other customers

0.8%

2.5%

Traditional hosting offering, virtual or physical, that is not
cloud
IaaS


4.3%

4.8%

Outsourced service provider

3.6%

5.1%

“Today, what percentage of your firm’s total x86 server OS instances are in each of the following categories?

In four years, what percentage of your firm’s total x86 server OS instances will be in each of the following categories?”

Base: 247 technology decision
-
makers at North American enterprises (5000+ employees) using x86 servers

Source:
Forrsights

Hardware Survey, Q3
2011

13

“We have no formal [cloud]
strategy/approach”

“We see unsanctioned [cloud]
buying by business outside IT”

“We are executing on a formal
[cloud] migration plan”

Base: 1,031 IT services decision
-
makers

8%

14%

2011
2012
17%

9%

2011
2012
44%

24%

2011
2012
∆45%

∆75%

∆47%

IT as a Service Broker

Source: Forrsights Software Survey, Q3 2011


Today
, which of the following describes your firm’s strategy/approach around the use of
software
-
, infrastructure
-
, or business
-
process
-
as
-
a
-
service offerings?”

“By the
end of 2012,

which of the following will describe your firm’s strategy/approach around
the use of public software
-
, infrastructure
-
, or business
-
process
-
as
-
a
-
service offerings?”

Who to talk to

1
4

15

Market Segmentation by Size

The topic of Cloud is relevant to all industry verticals in
every size company. But benefits may vary:


Large Enterprise and Federal: the top benefit is
agility

-

the
ability to more rapidly provision new IT services than is
possible with traditional internal IT processes


Mid
-
Market: the top benefit is
efficiency

-

improved asset
utilization due to the “elastic” nature of cloud computing


SMB: the top benefit is
innovation

-

the ability to use IT
services internally and provide them to customers that would
otherwise be out of reach


Ask your customer if they agree with these assertions


a healthy debate could uncover opportunity

Business Discovery

Starting the Conversation

1
6

17

Conversation Starters


What sort of cloud initiatives do you have this year?


What’s your primary driver for using cloud services?


What is driving your choice in using a private cloud? (if
applicable)


How would you measure the success of your cloud
initiative(s)?


What’s preventing you from achieving that success?


What risks have you had to consider when moving services
to the cloud?


How are you provisioning/
deprovisioning

access to the
cloud?


Does that apply to partners and customers?


Are users going to the cloud outside of your control?

18

Conversation “Grabbers”


Shadow IT



the cloud services that the business
buys directly, typically from SaaS providers, without
any knowledge or involvement from IT


Living with a false sense of security



the
presumption, usually of
PaaS

or
IaaS

providers, that
more services for disaster recovery, security and
compliance are being provided than actually are


IT as a service broker


the concept that IT can act
as a fulfillment house for services, whether provided
by the IT organization or externally by cloud providers,
for the purpose of ensuring security, compliance and
service levels

Exercises

1
9

20

Quick Fire Exercise

SUSE Cloud


What is a pain we address with SUSE Cloud and how
do we solve that problem?


Give me one differentiator with SUSE Cloud and the
benefit to the customer


Give me a 30 second elevator
pitch for SUSE Cloud


Tell me a business driver that we address with SUSE
Cloud


What does a customer look like who is a good
opportunity for SUSE Cloud?


Name one competitor of SUSE Cloud and explain a
high
-
level approach against that competitor

21

Customer Scenarios


Break into 4 groups


You have 50 minutes to create your 15 minute pitch


Use resources on the USB drive or web


Scenario #1:


The Longtime VMware Customer


Scenario #2:


The Linux Shop, Interested in VMware Alternatives

22

Customer Scenario #1

Acme Corporation
-

Longtime VMware Customer


Ted Johnson


IT Director


Currently have 50 SLES and 75 RHEL servers and 12
AIX servers planning to migrate to Linux


IT staff familiar with VMware products and strategy;
stated corporate strategy is to consolidate onto
VMware where possible


Interested in reducing costs and actively seeking ways
to consolidate servers in the data center


Staff attended Linux Days 2012 and staff encouraged
Ted to look at SUSE Cloud as potential complement
to virtualization strategy

23

Customer Scenario #2

Hamady

Brothers Corp.


Linux Shop, Looking at
VMware Alternatives


Darryl Forte (“Cookie”)


IT Director


SUSE Customer


Using some VMware to virtualize Windows (350 VMs),
Red Hat (225 servers) and SUSE (40 servers in SAP
environment)


Focused on KVM for virtualization


Investigating alternatives to VMware, such as RHEV
and
OpenStack

solutions


Has heard that SUSE is working with
OpenStack

project and interested in learning how SUSE is
involved with
OpenStack

Summary

Why You Should Care

2
4

25

Why You Need to Understand the
Topic of Cloud


Cloud is a disruptive technology to the way IT services
are being delivered


IT is losing control of their traditional monopoly


Enterprises are moving to cloud computing


specifically
private clouds


Customers are formulating and executing on cloud strategy
NOW


The rush to cloud is compromising security, availability and
can have hidden costs


Your customers are struggling with how to address
cloud computing


help them and become a trusted
advisor

26

Access to Enablement Resources

SUSE Enablement Resources Site

Everything
Enablement
in
One Place


http://teaming.innerweb.novell.com/vibe/
workspace/suse_enablement


SUSE to Go
Mobile Sales
Enablement App





Download from the



iTunes App Store




or
Android Market





or point your




device to

www.suse.com/susetogo


SUSE Enablement
Map

Enablement on a Page


https
://
innerweb.novell.com/site/docrep/2012/09
/Employee_SUSE_Enablement_Map


27

+49 911 740 53 0
(Worldwide)

www.suse.com


Corporate Headquarters

Maxfeldstrasse

5

90409 Nuremberg

Germany

Join us on:

www.opensuse.org



Unpublished Work of SUSE. All Rights Reserved.

This work is an unpublished work and contains confidential, proprietary, and trade secret information of SUSE.

Access to this work is restricted to SUSE employees who have a need to know to perform tasks within the scope of
their assignments. No part of this work may be practiced, performed, copied, distributed, revised, modified, translated,
abridged, condensed, expanded, collected, or adapted without the prior written consent of SUSE.

Any use or exploitation of this work without authorization could subject the perpetrator to criminal and civil liability.


General Disclaimer

This document is not to be construed as a promise by any participating company to develop, deliver, or market a
product. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making
purchasing decisions. SUSE makes no representations or warranties with respect to the contents of this document,
and specifically disclaims any express or implied warranties of merchantability or fitness for any particular purpose.
The development, release, and timing of features or functionality described for SUSE products remains at the sole
discretion of SUSE. Further, SUSE reserves the right to revise this document and to make changes to its content, at
any time, without obligation to notify any person or entity of such revisions or changes. All SUSE marks referenced in
this presentation are trademarks or registered trademarks of Novell, Inc. in the United States and other countries. All
third
-
party trademarks are the property of their respective owners.

Appendix

Cloud Market Data

31

Base: 1,900 to 2,438 software decision
-
makers

2009
(Actual)
2010
(Actual)
2011
(Actual)
2012
(Planning to
implement in the next
12 months)
2013+
(Planning to
implement in a year or
more)
IaaS
9%
14%
17%
29%
41%
PaaS
5%
8%
11%
19%
32%
SaaS
21%
25%
30%
45%
60%
0%
10%
20%
30%
40%
50%
60%
By the end of 2012, 45% of all companies

will be using SaaS (60% in
2013!).

SaaS

IaaS

PaaS

Cloud adoption accelerates in 2012

Source:
Forrester
Forrsights

Software Survey, Q4 2009, 2010, 2011


32

Base:
910
software decision
-
makers in North America and
Europe


Using
your best estimate, how many different software
-
as
-
a
-
service (SaaS
)...?


2.1

2.6

2.8

4.5

8.4

10.8

3.3

4.5

4.7

7.2

18.2

18.0

Small Business
Small-Medium Business
Medium Business
Small Enterprise
Medium Enterprise
Large Enterprise
is your firm likely to use 12 months from now
does your firm use today
Source:
Forrsights

Software Survey, Q4 2011,
mean for each business
size presented here


Most aggressive users of
SaaS

are
enterprises


33

Control

Flexibility

IT wants control, business wants
flexibility

The cloud is disrupting the balance of power


34

Base: 804 North American and European IT decision makers at firms which are using
x86

server virtualization

Source:
Forrsights

Hardware Survey,
Q3

2011

“What are your firm’s plans to implement the following server virtualization management
capabilities?”

4%

5%

8%

10%

21%

27%

37%

2%

3%

6%

8%

14%

23%

24%

8%

12%

11%

12%

10%

13%

10%

Chargeback to business user based on actual virtual
machine usage in a period
Self-service portal for end users such as developers
to deploy, manage, and remove virtual machines
Policy-based automation of virtual machine allocation
for routine adjustments, without human review
Resource tracking of virtual machine usage by
account to track which users drive usage
Booting all virtual machines from networked storage
Use live migration of virtual machines as a standard
practice
Implement a "virtual first" policy for new server
deployments
Expanding/ upgrading implementation
Implemented, not expanding
Planning to implement in the next 12 months
Cloud
requirements

Are
Firms
Ready For a Private Cloud?

Customer Challenges

3
5

36

Data Protection Concerns


Top cloud providers are typically conscientious at
securing servers and networks


Companies want to protect information, not servers


Public cloud services are available anywhere, and
data is “outside the firewall” broadening access


Lack of access to log data prevents visibility into
attacks


The infamous “Twitter Hack” was made possible by
use of Google Apps

(ref
http://www.csoonline.com/article/500344/winkler
-
the
-
real
-
problems
-
with
-
cloud
-
computing?page=1
)

37

Regulatory Violations


National data privacy laws in Europe require customer
data reside in country of origin


For example, a U.S.
-
based Cloud Service Provider
that controls data in Germany must comply with
German data protection laws, European Union data
protection and notification statutes, and USA Patriot
Act requirements

(ref
http://www.journalofaccountancy.com/News/20125922.htm
)

38

Google Doc’s September Disaster

There came a day when Google Docs suffered
approximately an hour outage due to which work in
terms of daily tasks came to a standstill.

This proved to be a major setback for Managed Cloud
Provider in terms of monetary losses company suffered
as well as their reputation in the market.

Google Docs…Again!

Yet another cloud outage erupted with a bang when
Google Docs collapsed in the Google HQ.

Bad Weather Conditions can Result in Cloud
Disaster

In the month of August that both Microsoft and
Amazon’s cloud data centers had blown off by a
thunder lighting strike. Both the cloud servers collapsed
because of it, which led big and small organizations to
suffer hugely. Companies not only suffered monetary
losses, but also had hard time in recovering.

Amazon Elastic Cloud Compute Outage

Yet another cloud disaster occurred when Amazon EC2
or Elastic Cloud Compute hit the East coast of the US
making big time players like the
Reddit
,
Hootsuite
,
Quora

and
Sqaurefoot

suffer tremendously. To add
more to its numbers, approximately 170 SMBs also
suffered a major setback as they found it extremely
tough to run their businesses during an 8 hour
downtime that Amazon EC2 cloud showed to them.

Source:
http
://
www.prlog.org/11760525
-
5
-
serious
-
cloud
-
failures
-
disasters
-
of
-
2011.html


Downtime

Are You Prepared?

Microsoft’s Office 365 Cloud Disaster

Recently, in the month of August and September,
Microsoft launched its Office 365 cloud productivity
suite, but just few months after its launch media broke
the news of its collapse that shattered hopes of
Microsoft applications users. The company also
experienced a global outage with DNS servers failing

(ref
http://www.computerworlduk.com/news/cloud
-
computing/3364982/cloud
-
downtime
-
has
-
cost
-
more
-
than
-
45
-
million
-
since
-
2007/
)

39

Access Control


SaaS services can have inconsistent and non
-
compliant processes for controlling account access


For example, if an employee leaves, who checks to
ensure their account is not left enabled for weeks,
allowing access to sensitive information that can be
misused?


Single
-
sign
-
on is sometimes used to get around this
problem, but often passwords are sent to the cloud
provider instead of a token, meaning that a malicious
actor who has access to the cloud provider’s data now
has access to this user’s services in all other
corporate accounts as well

40

Cost Containment


38% of companies using or evaluating the cloud
(
IaaS
) are concerned about runaway costs if a service
scales up unintentionally, by error or mismanagement

(ref
Information Week

Cloud ROI Survey, Nov 2011)


Costs can also rise if the flexibility of cloud
encourages faster service rollout, particularly for
increased headcount to support

(ref
http://www.infoworld.com/d/cloud
-
computing/3
-
issues
-
the
-
cloud
-
cant
-
solve
-
you
-
190921
)

41

Silos Multiply


Organizations that use cloud computing typically
create new items that become silos of data, services,
and processes that are difficult to integrate into on
-
premise systems

(ref
http://www.infoworld.com/d/cloud
-
computing/3
-
issues
-
the
-
cloud
-
cant
-
solve
-
you
-
190921
)

42

Compounding Problems


IT is dealing with the old and new


Legacy systems
must be maintained, cloud applications must be
contained, all without additional resources


Accounting for cloud spend


Are we tracking all of
our cloud purchases? Do we need all of our seats? All
of our cloud computing capacity?


Duplication of efforts


With multiple business units
making cloud purchases, there are overlapping
providers

Vertical Case Studies

4
3

44

Market Segmentation by Vertical:

Federal Government


“The cloud computing model can significantly help agencies
grappling with the need to provide highly reliable, innovative services
quickly despite resource constraints”


Vivek

Kundra
, U.S. CIO


“An estimated $20 billion of the Federal Government’s $80 billion in
IT spending is a potential target for migration to cloud solutions”


Case Study:


The Defense Information Systems Agency (DISA) supports US and coalition
fighting forces.


To better meet their needs, DISA decided to deploy its own
IaaS

solution called
Rapid Access Computing Environment (RACE)


Using traditional infrastructure, provisioning a dedicated server environment
required 3 to 6 weeks. With RACE, the time required to provision functional service
space for users is now 24 hours.


For more details and case studies, see:
http://www.cio.gov/documents/federal
-
cloud
-
computing
-
strategy.pdf


45

Market Segmentation by Vertical:

Healthcare


Cloud computing is an ideal solution for an industry
that prefers targeted services rather than big
investments in “sunk costs” for internal IT, but privacy
issues remain.


Case Study:


Cook Children’s Healthcare System in Fort Worth, Texas is
pursuing cloud
-
based electronic health records


“The difference is there’s no significant upfront investment with
cloud. What I like about
CareCloud

is if they’re not working for
you, you can move on; you don’t have a huge sunken cost,”
says Ryan
Champlin
, VP of Operations. “The question is: who
is going to produce better health for a given dollar? I bet my
money it’s cloud.”

http://www.forbes.com/sites/zinamoukheiber/2012/06/11/can
-
cloud
-
computing
-
take
-
on
-
the
-
health
-
care
-
establishment/


46

Market Segmentation by Vertical:

Financial


Some resistance to the cloud due to risks, but the
benefits can be had with private, hybrid and
community clouds, and banks like ING and Deutsche
Bank are building these


Case Study:


“ING Bank’s project involves building a large hybrid cloud that
combines features of public clouds and private data centers,
one it will open to other banks to use. The hybrid or shared IT
infrastructure will achieve the variable costs, scalability,
flexibility, and on
-
demand availability offered by public cloud
computing in a way that addresses the security, compliance
and performance requirements banks adhere to in their
internal clouds.”

http://www.cloudave.com/16149/banking
-
sector
-
gets
-
more
-
comfortable
-
with
-
cloud/


47

Market Segmentation by Vertical:

Retail


Time to market and scalability (up and down) are
critical concerns of companies selling to finicky
consumers. The inherent elasticity and agility of cloud
computing is compelling.


Case Study:


WalMart

selected
SuccessFactors

(an SAP company) for a
2.1M seat SaaS HR Management platform


Drivers for selection included the scalability to deliver across
multiple geographies for large numbers of customers and the
shortened timeframe for implementation vs. traditional IT

http://www.informationweek.com/news/global
-
cio/interviews/224700586


48

Market Segmentation by Vertical:

Manufacturing


This industry has applied information technology to supply
chain management


a benefit of cloud computing is the
opportunity to expand communication between sales,
suppliers and operations


Case Study:


Andersen Windows and Doors needed to populate
Salesforce

CRM with customer master data (Customer Care) as well as
supplemental data from 4 other sources (Oracle, SQL Server,
Flat File)


Used a cloud service from
Informatica

to integrate the data


Now has external customer reporting from
Salesforce

and back
office systems available in the corporate Data Warehouse for one
view across sales, operations and suppliers

http://www.informaticacloud.com/customers/106
-
andersen
-
windows.html


49

Market Segmentation by Vertical:

Service Providers


Most service providers are joining the cloud computing
gold rush. They are well
-
positioned for this role, but
like internal IT organizations, are threatened by cloud
providers competing for their business. So not only do
they have advantages, but they must adapt to stay
relevant.


Case Study:


NetIQ AppManager customer Terremark leveraged its market
leadership in
IaaS

offerings to acquisition by Verizon
Business, itself an MSP customer of NetIQ AppManager


50

Thank you.

Call to action line one

and call to action line two

www.calltoaction.com