1. Achieving Visibility in the Cloud EGI Event, Vilnius - December 2009 Liora Rosenblum, Senior Consultant International Business Development

2. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Agenda Cloud Services Sample Client Engagement Industry Position GlassHouse Intellectual Property Differentiators

3. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc.

4. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. What is Cloud Computing? Cloud Confusion An abundance of differing opinions –“We’ve redefined Cloud Computing to include everything that we already do.” –Larry Ellison, CEO Oracle –“It’s stupidity. It’s worse than stupidity: it’s a marketing hype campaign.” –Richard Stallman, Free Software Foundation –"It's definitely not hype. Any technology leader who thinks it's hype is coming at it from the same place where technology leaders said the Internet is hype.” –Vivek Kundra, Federal CIO ACM study found 22 definitions of cloud! Everyone from academia (UC Berkeley) to analysts (McKinsey) weighing in

5. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. What is Cloud Computing? Purists, Marketing, and Pragmatism Which of these are cloud computing? –A. Application Service Provider (ASP) –B. Infrastructure as a Service (IaaS) –Software as a Service (SaaS) –C. Application Development Platform as a Service –D. Grid Computing –E. Utility Computing –F. Platform as a Service (PaaS) –G. All of the above Convergence of: –Virtualization –Utility computing model –Distributed computing

6. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. IT As An Internal Cloud Services Provider Requirements for Success Service Management Maturity –Cost Transparency throughout the IT supply chain –Service Definition and SLA Tracking –Develop a real demand forecasting capability –End the practice of over-provisioning resources –Develop effective business-based metrics End the project-based funding model for CapEx –It doesn’t work in a world of shared resources Metrics, metrics, metrics –Performance, resources capacities, per-unit-costs, and trending

7. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Our Role in the Cloud We are a Cloud-Enabler –We offer services to help customers prepare their environment to work effectively with cloud technologies We provide strategic direction, design and plan execution for customers to establish their own private/internal clouds We provide strategic direction, design and plan execution for customers shifting pieces of their environment to an external cloud We provide methodology and tools to move up the Service Provider Maturity Continuum –We offer services to help customers monitor and meter their cloud environments – internal and external

8. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. GlassHouse Cloud Services

9. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. GlassHouse Cloud Services

10. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Customer Example Large Hosting Service Provider – Cloud Services business case, design and implementation

11. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Programme Objectives Phase 1 (Completed): Define Cloud services roadmap for the hosting service provider to take to market Define “Cloud Service 1.0” make-up Produce market opportunity analysis for “Cloud Service 1.0” Position opportunity with vendors and partners Phase 2 (Proposed): Implement “Cloud 1.0” and migrate Internal IT to become a reference case Produce commercial launch materials Position benefits to customer base Launch “Cloud 1.0” March 2010 Develop and implement “Cloud 2.0” and “Cloud 3.0” offerings

12. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Programme Workflow Forecast & Business Case Service Definition Cloud 1.0 Requirements Market + Competition Complexity Existing Capabilities Timescales LAUNCH Service Design Processes Technology Tools Skills SLA’s Service Implementation POC Pilot Internal IT Requirements Gap Analysis Implementation and Migration Use Case High Level Service Definition Service Development Roadmap Reference Technical Architecture Support Model Process and Policy Frameworks High-Level Skills Matrix Cost Model High Level Business Case Market Requirements

13. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Detailed Activities - Define Cloud Services and Roadmap Activities: –Workshop preparation – current services and capabilities, market requirements –Initial workshop – high-level aspirational service offerings –Requirements analysis – dependent technology and toolsets, competitive offerings –Finalise high-level service definitions – including initial service offering and development roadmap Deliverables: –High Level Service Definition –Service Development Roadmap

14. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Service Detailed Activities - Develop Service Delivery Model Activities: –Define underlying service delivery model to deliver the agreed services, i.e. Technology – Platforms, O/S, storage, backup and DR Process – Service provider and external customer process requirements Governance – Compliance, security Tools – Monitoring and management, customer tools (e.g. self service provisioning, capacity management) Support Model – Service provider versus customer roles & responsibilities SLAs – provisioning, processes, support, performance, etc. Skills - technical, operational, commercial Deliverables: –Reference Technical Architecture –Support Model –Process and Policy Frameworks –High-Level Skills Matrix

15. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Detailed Activities - Build Supporting Business Case Activities: –Develop the business case to identify the level of opportunity against the level of investment required Assess the market opportunity, i.e. potential customer volumes and usage Define fully burdened costs for service delivery and the likely service pricing and revenue Identify the costs for implementation Model the potential net profitability, including timescales for ROI Deliverables: –Cost Model –High-level Business Case

16. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Detailed Activities - Cloud 1.0 Design and Implementation

17. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Sample Deliverables - Service Definition and Design Items Covered: Cloud Computing Overview Cloud Delivery Model Cloud Service 1.0 Definition Service Management Requirements Security and Data Privacy Requirements Data Centre Facility Requirements SLA Framework Customer Engagement Model Project Constraints and Risks Service Enablement Roadmap Reference Technical Architecture

18. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Sample Deliverables - Cloud Service Model

19. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Sample Deliverables - Cloud Portal Definition

20. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Sample Deliverables - Cloud Service Roadmap

21. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Large Hosting Service Provider – Cloud Services Sample Deliverables - Reference Technical Architecture

22. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Industry Position Cloud is not going away – the hype will drive current and startup vendors to significant innovation GlassHouse clients will benefit from these efforts Our primary clients are mid to large enterprises Cloud Services for these clients are based on the following assumptions: –In the near term Private Cloud Services will be more utilized than External, Public or Federated –The most important CSF for Cloud Services within the Enterprise, is maturity within the Service Provider Model. CIO’s will have to provide an answer to Public Cloud Services VMware owns the x86 platform virtualization market and will be the primary vendor short term for Internal Cloud infrastructure Enterprise storage vendors will be pushed to provide more cost effective options to compete with Cloud providers

23. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc.

24. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. GlassHouse Consulting Framework Unique Delivery Methods –Breaks down IT “ Towers” to accelerate time to deployment –Breaks with traditional linear consulting methods (assessment model) –Client-focused and collaborative in nature –Shifts level of effort from discovery to deliverables Service Provider Model Framework (SPM) –Service Process Maturity Model –Define Services and Service Levels –Map Costs to Service Levels –Provide Cost Transparency –ITIL/ITSM aligned Facilitated Design & Planning Framework (Accelerate) –Facilitated session methodology –Proven methodology for accelerating time to value

25. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Accelerate Delivery Framework

26. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. GlassHouse Technical Tools ROI Modeling Tools –Built by IT experts, built for IT capital/operational decisions –Removes complexity from financial analysis and scenario modeling –Fast-tracks path to key financial views required for strategic decisions Service Provider Model toolsets (SPM) –Define Services and Service Levels –Map Costs to Service Levels –Provide Cost Transparency –ITIL/ITSM aligned

27. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc. Key Differentiators Cloud Model aligns very well with core GlassHouse approach and capabilities –Service Provider Model –Virtualization and Platform Services –Storage & Data Protection Services –Security Services –Monitoring and Metrics Services All of these components are prerequisites for a successful private cloud deployment Service portfolio leverages GlassHouse capabilities to enable clients to: –Determine the impact and opportunity to leverage Cloud-based services –Select a Cloud Service Provider that best aligns with their business requirements –Develop an internal Cloud Services Capability Delivery frameworks scale from mid-market to large enterprise Practice SME’s from virtualization, data center, security, ITSM/SPM, storage Delivery methods offer cost-competitive and efficient means to engage customers and achieve results Financial modeling and analysis focuses on real-world customer needs

28. © 2001-2009 GlassHouse Technologies, Inc. This material may not be reprinted or redistributed without the express written consent of GlassHouse Technologies, Inc.

29. Thank You Liora Rosenblum, Senior Consultant +972 9 7622 700 lioraro@glasshouse.com www.glasshouse.com