1. WPC 2012
9/17/2018
UKTI Global Business ICT Summit Cloud Computing ‘A State of the ‘Nation’
Real-world scenarios and shared experiences that will help you accelerate your business awareness and as a consequence your adaptation to cloud computing.
How working more effectively and efficiently can be achieved to make the tighter margin demands of the cloud.
The pivotal role the evolution of your strategic product roadmap planning and unique customer propositions will have.
Nigel Gibbons
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Nigel Gibbons Strategic Business Planning & Audit
Chartered IT Professional (CITP)
Microsoft Buisness Value Planning (MBVP)
Certified Information Systems Auditor (CISA)
Certified Information Systems Security Professional(CISSP)
Microsoft Certified Information Technology Professional (MCITP)
Microsoft Partner Advisory Council
Microsoft Executive Partner Board
Cloud Security Alliance - UK & Ireland
Insititute of Information Security Professionals (IISP)
Information Security Audit & Control Association (ISACA)
International Information Systems Security Certification Consortium or (ISC)2
EuroCloud
Voices for Innovation
Its not about me its about the sharing of insights from my engagements across the industry, and especially through the IAMCP and the SME sector which is the predominant space that 90% of ICT companies occupy in the UK.
I may reference experiences from the broader church of associates I work with and not exclusively my own.

3. Overview Cloud Computing Opportunity What you can do Definition !
Snapshot
Opportunity
Sweet Spot
Real World Insights
What you can do
Be Smart
Take away

4. Definitions Not definitive!
WPC 2012
9/17/2018
Definitions Not definitive!
‘Cloud Computing’ is a consequence of economic & technological conditions that have combined to cause a disruptive change in I.T. towards a service based economy’.
‘Cloud Computing’ is not a thing but a transition of certain IT activities encapsulating both technological and non-technological aspects to a more service based economy with economies of scale delivered by experts at a price point with guaranteed Service Levels’.
The challenge is not a technical one – In fact the concepts and ideas around cloud, orchestration, platforms, the economics, the barriers to adoption and how to play in this game are all well known. Mainframes have been using virtualisation for years, cheap virtualisation technologies forming one of the key catalysts of Cloud Computing’s coming of age.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. WPC 2012 9/17/2018 Choice is your friend and your foe.
There is something out there that will fit …… if your solution does not get it right it is too easy for customers to change!
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Event Horizon Consumer Driven Pivotal Factors Revenues BYOD
Mobile Work-force / Anytime, anywhere (Any ‘Surface’)
New Segments
Pivotal Factors
Wave of Innovation – Microsoft Windows 8, Azure & Office365
Marketplaces – New Delivery / Consumption Models
Emerging Markets
Revenues
Margin Shift = different charging models / Margin Maintenance
Political & Regulatory fall-out (SecondSoft v. Oracle)
New Revenues
Not juts Cloud computing. It is more than just the technologies and products needed to build and deliver Cloud services.
It is about the real benefits Cloud computing models deliver to business and the tectonic shifts this is having, accelerated by the recession, on how traditional businesses operate and view their strategies now and into the future.
Yes cost is a big factor in any decision and Cloud models can help in that argument.

7. The Sweet Spot SME’s (Small Medium Enterprises)
UK (UK Dept.Bus. Innovation & Skills Survey)
Org's
Employ
All private sector enterprises
100%
4,800,000
22,800,000
SME's
99.90%
4,795,200
13,600,000
1-49 employees (Small)
99.30%
4,766,400
employees (Medium)
0.60%
28,800
EU (EU Info.Society & NORM-APME)
20,752,000
133,361,000
20,708,000
89,947,000
1-10 employees or <2m (Micro)
91.8%
19,058,000
39,630,000
employees or < 10m (Small)
6.9%
1,424,000
27,652,000
employees or <50m (Medium)
1.1%
226,000
22,665,000
Large Enterprises
0.2%
43,000
43,414,000
NORM-APME is an international non-profit association created in 1996 with the support of the European Commission, under the full name of the "European Office of Crafts, Trades and Small and Medium sized Enterprises for Standardisation".
Capex saving exercise based on moving consumerised ICT to the Cloud. Consumerised ICT identified as Internal organisational , Instant Messaging and Document Management and Collaboration Services.

8. £ 1.2Billion Economic Nitrox Tapping the potential
Average investment saving calculated using Anonymous rounded data from non-statistical sample of SME (Medium sized) companies:
Average the peak CapEx balances (before depreciation)
Average OpEx maintenance and support costs of On Premise Consumerised ICT
Average Microsoft partner experienced cost savings insights from Microsoft Online Services projects for Cloud OpEx
Replaced consumerised ICT On Premise facilities with Microsoft Online Service variants
Reduced CapEx by the value of Consumerised ICT facilities being moved to the cloud = Value 1
Adjusted OpEx figure to account for Subscription based ICT billing to replace on premises maintenance and support = Value 2.
Value 1 + Value 2 = Investment saving / Funds freed up.
Applied to JUST the Medium sized companies by way of discounting subscription/take-up numbers.
Average Investment saving / Fund release for Medium sized SME's from engaging cloud was identified approx £40,000.
BEFORE organisational, operational and cultural leveraging.

9. Directive Be Smart WPC 2012 9/17/2018
The Challenge is how business get their heads around the ‘Cloud Computing’.
Business on both sides of the table – IT Companies and their Customers.
The reason for this is Cloud Computing is not very distinct.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

10. Temptation Ignorance? Acknowledge: ARTIE.com WPC 2012 9/17/2018
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

11. Transformation
Strategy
Development
Delivery
Investment

12. Awareness New Age of Trust New Models of Engagement Visibility
Traditional trust challenge
Event horizon risk of churn
New Models of Engagement
Business Context NOT just Technology, Corporate attitudes evolving (Business v. IT)
Cloud delivery, marketplaces
Visibility
Choice
Brand
What is demanded by the market today is an increased ability for IT services companies to communicate and shape purpose in a Business context NOT just Technological, the challenge is how to provide visibility of this capability to the customer and ready the delivery channel.
Please believe me this is Re-defining Corporate Structures as we have known them, their processes and traditional modus operandi.

13. WPC 2012
9/17/2018
Do not fall foul of the temptation to simply cut and paste across your marketing material replacing yester years buzz word with Cloud. You got away with it moving from ASP (Application Service Provision) to Hosting to Managed Services but you will get caught out with Cloud. To do real Cloud you have to go back to basics to leverage the economies of scale through your whole value chain.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

14. Plan Key Alignment – Domain/Vendor Cloud Roadmap Alignment
Be clear, what are you offering, are you going to be domain focused or vendor, or a Hybrid?

15. Culture Focus Revenue Strategic
Cloud, what does it mean for your company
Shift from traditional Software Services to Cloud
Culture
Be clear on what you do, be the best
Partner to do the rest
Focus
Realism, know your Resource Utilisation
Maintain Margins under pressure
Go to Market / Pricing
Revenue
A shift change in the way you will retain and protect value, placing emphasis on Brand. With changing landscape and perception of software value moving from old world of point releases to real-time updates.

16. Subscription Annuity You SI ISV (CSV)
Remuneration models are changing. Moving from perpetual to a ‘Rental’ model. Challenges for sales compensation, but great opportunities to build sustainable businesses, but it raises the Quality bar. Customers looking for greater value and have too much freedom and ease to change.
Recent Oracle v. SecondSoft case is driving a new second hand market in the old world of perpetual software licences that the new world of subscription could help ISV’s address.

17. New Standards Required in Sales! WPC 2012 9/17/2018
Salesmen are already playing hopscotch around evolving companies. It will not be long before they run out of options and will simply have to adapt!
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. SLA’s Service Level Agreements
WPC 2012
9/17/2018
SLA’s Service Level Agreements
Most SLA’s are not worth the paper they are printed on.
To make them worth while they need teeth!
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

19. Partnering It’s key WPC 2012 9/17/2018
Partnering is key and that is where the industry associations are your friend, they provide trusted networking resources, your safety net of professional organisations that can be drawn on as an extension of your own team.
IAMCP cuts through the dross and gives you a support network to develop your business into the cloud and build the all valuable service tail revenue.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

20. Call to Action Services IN Services OUT If you do just one thing….
If your not in the Cloud, if your not walking the talk, you have not convinced yourself so do not expect your customers to truly believe your hype. For hype is what it will be, Cloud is not something distinct it is a new way of working and you cannot communicate that credibly without doing it.

21. “Computing may someday be organized as a public utility”
But we’re not there yet!
- John McCarthy, 
MIT Centennial in 1961

22. Q & A ? ? ?

23. NRG Business Details