What Makes a Good Cloud Prospect?

1. What Makes a Good Cloud Prospect? Malcolm WellsATScloud Partner Development Directormwells@atscloud.com 972-677-6343

2. Agenda • Review of Cloud Advantages • What to Look For • Tying It Together

3. Observation Selling cloud concept very similar to selling MSP concept. Existing clients have already bought into the main concepts; easier entry into the cloud?

4. Advantages Not All or Nothing • Not necessarily a fork-lift • Migration is planned and methodical • Start small, end up big

5. Advantages Private vs. Public • Data is segregated • Data location known • Client can put hands on box • Legal Concerns • Preservation • Litigation Hold • Jurisdiction

6. Advantages Tier IVData Centers • An investment most clients cannot afford; included in pricing • 2 Locations:Dallas and Las Vegas • Multiple redundancies • Security

7. Advantages Security • Physical • On-site guards 7x24x365 • Video surveillance • Biometric palm scan • Individual access code • VESDA smoke detectors • Intrusion prevention • No signage • No direct road access • Security breach alarms

8. Advantages Security • Network • Digital Rights Management • Data Loss Prevention • DoD Level Security • Separate private infrastructure • Multiple firewalls • Separate VLANs • Email Border secured via Mail IDS/IDP • 3rd Party security audits • ISO 270001 Gap Analysis

9. Advantages Back-up/Disaster Recovery • Another level of data redundancy • Can integrate with most existing MSP-Provided Solutions • Virtual servers provide basic BDR solution

10. Advantages OPEXvs.CAPEX • Operating Expenses can be easier to handle • Opportunity costs: are there better placesto spend capital? • Must consider Total Cost of Ownership (TCO) • Tax implications

11. Advantages Reduced Staffing • Most companies want to focus on their core competencies • FSE component of cost justification • Position as anMSP-Managed service

12. Advantages Price Stability • We don’t like surprises any more than your client or you do • No fluctuating bandwidth charges • No fluctuating firewall charges

13. Advantages Compliance • SSAE-16 (SAS-70)Auditing standard • PCIPayment Card Industry Security Standard • HIPAA/HITECHCompliant with Healthcare privacy standards

14. Advantages Term Flexibility • No long-term commitments • 30-day notice • Scale up or downwithout penalty • Perfect for short-term needs

15. Advantages Firewall Protection • Further protects client data from outside • All data stored behind Juniper firewalls • No charge to MSP

16. Advantages Availability • Data available to client via VPN and/or internet connectivity • Accessible from mobile platforms

17. Advantages No Obsolescence • Purchased equipment quickly obsolete • Client not responsible for maintenance or technology refresh • Client getting better equipment than can typically afford

18. Advantages Agility • Flexibility • Request response time typically improved • Ability to provision upgrades/updatesmore quickly • Reduced impact of vacation/sick days

19. Advantages Quick Review • Private Cloud • Tier IV Data Center • Security • BDR • OPEX vs. CAPEX • Reduced Staffing • Price Stability

20. Advantages Quick Review • Compliance • Term Flexibility • Firewall Protection • Availability • No Obsolescence • Agility

21. Questions?

22. Key Traits Size • Solutions for companies of all sizes • Most companies comfortable using some type of cloud service anyway (Google Docs, Salesforce, etc.)

23. Key Traits IT Department Staffing • MSP may already be serving as IT Department • FSE concerns • Current staff (if any) can focus on strategic needs

24. Key Traits Technology Challenged? • If ‘yes’, the cloud (and MSP) relieves some responsibility • If ‘no’, they will understand the advantages faster

25. Key Traits Location Independence • Reduces need for on-site remote access hardware and security • Easily accommodates remote workers

26. Key Traits The Need for “Control” • Used to having equipment on-site • Private cloud means client data segregated from others • Tier IV Data Center offers better security • No long-term commitment

27. Key Traits BDR Needs • All clients should be concerned • Virtual servers addresses basic DR at no extra charge • Integration into MSP Solutions

28. Key Traits Budgetary Concerns • OPEX vs. CAPEX • Price stability • No long-term commitment • No obsolescence/fork-lift upgrades • TCO

29. Key Traits Compliance Issues • Sarbanes Oxley • HIPAA • Government requirements • Data center and certifications address major compliance requirements

30. Key Traits Short-Term Needs • Flexibility to act quickly • OPEX vs. CAPEX • Billed in monthly segments • No long-term commitments • Price stability

31. Key Traits High Bandwidth Requirements • Unmetered bandwidth (within reason) • Price stability • Agility

32. Key Traits “Short Fuses” • Quick turn-arounds needed • Flexibility to act quickly • Agility to add resources quickly • No long-term commitments

33. Questions?

34. Tying It Together

35. Tying It Together • Selling cloud services, such as virtual servers, is much like selling MSP services • Client already agrees with the “out-sourced” concept • Logical extension

36. Tying It Together • Not all clients are ready for the cloud, but maybe more than they realize • Not all applications/solutions should be cloud-based • Recognizing key traits can open opportunities

37. Tying It Together • ATScloud offers a great deal of flexibility to meet your client’s needs • Available to help design, consult, and close the opportunity

38. PLEASE USE IT! Tying It Together Jonathon 972-677-6193 Malcolm 972-677-6343

39. Malcolm Wells Partner Development Director mwells@atscloud.com Office 972-677-6343 Cell214-708-9596 Thank you!