Welcome to InsightCloud

1. Welcome to InsightCloud InsightCloud: Course 1

2. Message from Ken Lamneck Click to play video

3. Objectives • After completing this course you will be able to: • Define cloud • Describe Insight’s cloud vision • Describe the historical and current state of cloud • Describe the InsightCloud portfolio • Describe how clients can benefit and use cloud • Locate the Cloud launch schedule • Navigate the InsightCloud Solution Center • Navigate the InsightCloud Store • Navigate the InsightCloud Portal

4. Introduction What is Cloud Computing?

5. Historical Technology Shifts Before the turn of the 20th century, each factory had to generate their own electricity… Centralized power plants and the electrical grid allowed the distribution of electricity, reducing the costs to open and operate factories The technology shifted to a utility model from “Do it yourself”. This shift resulted in enormous economic benefits.

6. Shift to the Cloud - Music:

7. Shift to the Cloud - Music: • Any song or album • Anytime • Anywhere • Flexible pricing • Unlimited monthly pricing • Only buy one song • Instantly available and streamed over a network • The “Solution” (Music) is the same, but it is implemented, delivered, procured, and consumed differently.

8. We are at the very beginning of a major shift… Adoption Curve Cloud ComputingPublic or Private TraditionalData Centers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2000 2005 2010

9. Strong Cloud Growth Anticipated Forrester Global Cloud Computing will grow from $40.7B in 2011 to $241B in 2020 • Public cloud: $25.5B to $159.3B • Virtual private cloud: $7.5B to $66.4B • Private cloud: $7.8B to $15.9B Gartner • Cloud computing five-year forecast growth rate of 20.5% • Enterprises will spend $112B across SaaS, PaaS, and IaaS over the next five years • North America will continue to be the largest market Priorities for CIOs in 2011: • Cloud • Virtualization • Mobility Forrester: Sizing the Cloud, April 2011 • Gartner: Public Cloud Services, June 2010 • Gartner: Reading the Tea Leaves, June 2011

10. AGENDA Welcome to InsightCloud 3 Tools and Resources 2 Benefits & Successes 1 Introducing

11. AGENDA Welcome to InsightCloud 3 Tools and Resources 2 Benefits & Successes 1 Introducing

12. Rapid Elasticity Measured Service On-Demand Self Service Broad Network Access ResourcePooling Software as a Service (SaaS) Platform as a Service (PaaS) Infrastructure as a Service (IaaS) How does Insight define cloud computing?Standard Cloud Framework Cloud Computing: The computing capabilities provided as a service over the Internet, leveraging scalable hardware and software resources often found in data centers Essential Characteristics Service Models Community Public Hybrid Private Deployment Models

13. Public Clouds • Public clouds provide services over the internet to multiple clients, with all clients leveraging and utilizing a common, scalable infrastructure. • Multi-tenant by definition (shared) • SaaS accounts for 70%+ of today’s Public Cloud Revenue • Commonly used term for “X”aaS • SaaS • PaaS • IaaS

14. Public Cloud Example – Messaging (Email) Failover Systems IT view: Mobile Access - Blackberry Enterprise Server (BES) • Power Consumption • Viruses • HW Failures / Outages • Updates / Upgrades • Disaster Recovery • Compatibility • Implementation Time Email Filter (Spam / Virus) Email Server (Microsoft Exchange) Email Archiving

15. Public Cloud Example – Messaging (Email) Cloud Service Provider Client A Clients B, C & D

16. Public Cloud Example - Email Per user per month subscription End-user view

17. Private Clouds and Cloud Technologies Private Cloud: A private cloud is typically secured in an organizations data center, or managed by a hosting organization in a private and secure manner. Shares the same characteristics as any cloud solution would, such as elasticity, charge/show back, high-availability. Private Cloud Optimized Secure Scalable Elastic Optimized Standard Consolidated Rationalized Secure Provisioning Prioritization Recovery Service Driven Managed Proactive Capability Maturity bySolution Private clouds represent a significant growth in the marketplace. Insight already sells many of the Cloud Enabling Technologies, and now will better promote a Private Cloud roadmap for clients.

18. Private Cloud Example Cloud System SW Can you quote a private cloud?

19. Summary • Cloud computing is the delivery of computing as a service rather than a product, whereby shared resources, hardware, software and information are provided to computers and other devices as a utility over a network. • Apply the five (5) cloud characteristics to determine if a solution should be considered cloud • Measurable / SLA driven • Elastic • Pooled Resources • On Demand • Network Enabled • Public and Private clouds are two broad delivery categories of Cloud Computing

20. Knowledge Check Drag the type listed in column 1 to the appropriate description in column 2. Column 1 Column 2 1 Benefit of Cloud 1. • Rapid activation and protection. 2. 2 Client Issue Lack of in-house expertise. 3. Reduces bandwidth and storage costs. 3 Client Value Correct - Click anywhere to continue Incorrect - Click anywhere to continue Submit Clear You must answer the question before continuing

21. Exercise • Think about the following: • Which clients have you had Cloud conversations with recently and how did it • flow? Which clients would you like to have Cloud conversations with? • Record the three lists above and plan the conversation may flow. • Record at least three possible outcomes from the client when discussing Cloud computing. • Record how you would respond to each outcome. You must answer the question before continuing

22. What is Insight’s Cloud vision? Vision: To be a trusted advisor and leading cloud aggregator offering the best-in-class cloud computing solutions Desktop Backup Public Cloud Archiving Email Security Services • Solutions Center • Client Care • Server Storage Security Management Private Cloud InsightCloud Strategy: Provide Public and Private cloud solutions wrapped with turn-key Insight services and support

23. Promoting Cloud Computing since 2005 Hundreds of clients, thousands of users 25+ solutions in our public cloud catalog Private cloud technologies and cloud reference architectures Solutions in SaaS, PaaS, and IaaS Top Microsoft Cloud Partner Microsoft Cloud Accelerate Partner Office 365 Launch Partner The History of Cloud at Insight Insight sees similar trends as analysts in terms of: • Client Acquisition • Seat Growth • Cloud Workloads

24. InsightCloud Solutions Catalog Public Cloud Messaging Solutions • Email Security • Hosted Exchange • Hosted Blackberry (BES) • Email Archiving • Email Continuity Security Solutions • Web Security • Managed Firewall • Theft & Recovery Solutions • Intrusion Detection/Intrusion Prevention • Vulnerability Management

25. InsightCloud Solutions Catalog (continued) Public Cloud Infrastructure Solutions • Online/Remote Backup • Hosted VOIP & PBX Solutions • Desktop Management • Managed Co-location/Hosting Collaboration Solutions • Instant Messaging • SharePoint Online • Web Conferencing • Hosted CRM

26. InsightCloud Solutions Catalog (continued) Private Cloud Traditional partners primarily centered around product (HW/SW) and data center centric:

27. Services Offerings Cloud Strategy and Assessments Cloud Proof-of-Concepts Cloud Provisioning/Activation Support Cloud Migration and Deployment Services Cloud Managed Services 24x7 Service Desk Options Delivered via Centralized Services and/or Field Services InsightCloud Professional Services

28. InsightCloud Client Care is a touch-driven approach promoting client satisfaction Assist with Cloud Advisory Services Provide integrated billing and operations Offer quality base and extended technical support Access to concierge services for business needs Professional Services for deploymentsand customizations Maintain meaningfulcontact with clients InsightCloud Client Care Client Satisfaction

29. Knowledge Check Flash file to be found in training(hqfile1)/instructional design media files/raptivity/cloud/Knowledge Check.swf

30. AGENDA Welcome to InsightCloud 3 Tools and Resources 2 Benefits & Successes 1 Introducing

31. The Clients’ Perspective Gartner: 2011 CIO Priorities Ranking of technologies CIOs selected as in their top 5 priorities: • Gartner: Reading the Tea Leaves, June 2011

32. People Managed and run by a team of experts Free up IT staff to focus on more productive functions Fully managed solution Process Rapid activation and protection Works immediately with little configuration or setup Same or better SLA when compared to internal SLA Technology Always at the current release level No major IT environment changes required No hardware or software purchase required Business Administration Reduce expenses Operating Expense and not a Capital Expense Conserve cash Invoiced monthly (pre-paid annual contract) Only pay for what is consumed (avoid overbuying) Cloud Computing: Client Benefits

33. Business Challenges Clients need help with: • Driving operational costs down • Improving service quality and reliability • Reducing the load on staff to focus on other duties and projects • Augmenting in-house expertise and skills • Increasing geographic coverage and supporting remote branches • Reducing business Impact for outages • Increasing business agility and speed Cloud Computing can help!

34. InsightCloud Success Stories (Insert Microsoft Office 365 Video Testimonial)

35. InsightCloud Success Stories Client: Investment Company Client Size: 500 users Solution Implemented: BPOS – Full Suite Reason: Divestiture of a Business Unit Need: Speed and Agility The client was splitting the 500-seat company by divesting a 200-seat business unit. As a divested company, this new business didn’t have a large IT staff and wanted to move their 200-seat email infrastructure into the cloud. The challenge was they had to completely separate from the parent company in under 30 days – including setting up the new platform, extracting the 200 users’ 6 TB of email data from the parent company (both current inbox as well as historical archived emails). Insight was engaged and was able to scope the solution and accepted the deployment challenge. Within two weeks of contract signing, Insight and new business were able to successfully deploy / implement BPOS, migrate over all current inbox data as well as implement and integrate a hosted email archiving solution from a third party seamlessly with Exchange Online. The user community was successfully cutover and the client received significant internal praise on the project. The bottom-line was that the company was able to cost-effectively leverage external expert resources to complete this rollout under budget and under the targeted timeframe.

36. InsightCloud Success Stories (continued) Client: Cosmeceutical Product Company Client Size: 150 users Solution Implemented: Business Productivity Online Suite Reason: Reduction in Force Need: IT Staff Augmentation • Client approached Insight due to challenges they were facing with a significant reduction-in-force and, in doing so, reduced their workforce by over 40%. In that reduction, his IT staff was cut from four employees to one (himself) and knew he was expected to still support and maintain the IT SLAs back to the business. • His first order of business was avoiding any capital expenditure while upgrading his messaging platform. This was a very natural progression for the Microsoft Online Services discussion and after a short demo and proof of concept – 30 day trial -- Insight and client were ready to deploy the solution in stages. By their sales conference a month later, client was ready to deploy the service to all 140+ users. Insight deployed the solution and the Insight technical support team provided training via BPOS LiveMeeting training sessions to the staff. • The rollout and deployment went seamlessly and according to plan and client received significant internal praise on the project. The bottom line impact was that client was able to reduce their costs, deploy an upgraded messaging platform and maintain better SLA’s back to their internal business, completely within 30 days.

37. InsightCloud Success Stories (continued) Client: Healthcare product development, manufacture and sales Client Size: 30,000+ Employees Solution Implemented: Emails Archiving and Email Hygiene Services Reason: Migrate off Legacy System Need: Greater Functionality and Flexibility while Reducing Costs • InsightCloud delivered Email Archiving and Email Hygiene Services over 3+ year contract term for the entire enterprise. The incumbent solution was not efficient for many reasons, but primarily regarding costs and lack of functionality. After a detailed assessment of global email environment, Insight proposed a best in class enterprise email archiving solution from our partner, LiveOffice. • It was discovered the software solutions filtering email for spam/virus/content/image, as well as for policies came at a large expense with low value benefit and little capability for scale, especially with the company’s continued need to manage fluctuating user base (merger/acquisition activity). Insight proposed Symantec Hosted Services (Email Safeguard/Encryption Services) in a fixed predictable per user per month model, allowing for scalability and providing best in class services and support. • The Insight team was able to pull in best-in-class service providers (LiveOffice and Symantec) and drove the sales cycle through the preliminary evaluation process, RFP response, legal discussions and negotiations to contract execution – and provide a turn-key solution under one umbrella.

38. Cloud Computing: Insight Benefits In addition to helping clients solve business problems: Client Acquisition • Clients already have established suppliers for hardware and software. • No one has established cloud services suppliers yet. • Cloud solutions help break into net new accounts Client Relationships • Offering cloud solutions to clients entangles and bonds the relationships between Insight and clients at a higher level within the organization • Helps expand outside of Insight traditional client contacts within Procurement and IT

39. Cloud Computing: Insight Benefits (continued) Gross Margin • Substantially higher margins than hardware or software 20-50% Gross Margin • Over the past six years, the combined portfolio of 600+ clients is over 20% of Gross Margin Recurring Revenue • Established cloud contracts yield recurring revenue and recurring GP. • Clients who purchased six years ago are still buying from Insight every month with no (or minimal) touch Share of Wallet • Hardware, software, and additional services sales follow into cloud-only clients • Incremental cloud sales into existing hardware and software accounts

40. Profiting from the Cloud: Recurring Revenue Example • One client: 100 seats, $2 in GP per seat per month = $200 GP per month • Sell to 10 clients and now have $2,000 in GP to start every month • Larger field based deal for 30,000 seats is close to $15k in GP every month

41. Knowledge Check Flash file to be found in training(hqfile1)/instructional design media files/raptivity/cloud/Knowledge Check Slide27.swf

42. Exercise • Think about the following: • Which of the Services examples most struck a chord with any successes you • may have had with selling Cloud or SaaS? Which example did you find to be a • stretch to your comfort and abilities? Why is that? • Record the three lists above and plan out how the conversation may play out. • Record at least three possible solutions for your clients and how you would • promote each.

43. AGENDA Welcome to InsightCloud 3 Tools and Resources 2 Benefits & Successes 1 Introducing

44. InsightCloud Solutions Center Adding Structure to the Growing Cloud Chaos Multiple Cloud Solutions Clients Virtual Servers Private Clouds Hosted VoiP Learn Education and Research White papers, Compare, Presentations Cloud Client Care Security Online Backup Shop Cloud Catalog of Offerings Procurement, Contracting, Choice URL Filtering CRM InsightCloud Services Hosted Email Manage Admin and Operations Provisioning, Billing, Reporting Email Filtering Managed Services Hosting

45. InsightCloud Solutions Center & Insight Store Demos Click the links to launch the demonstrations:

46. Marketing Activities Completed: • Cloud Cheat Sheet (internal use) • Pre-announcement EDM to key TAM Clients re: InsightCloud Solutions Center • Pre-announcement OFT for Partners re: InsightCloud Solutions Center • Articles in iQ Solutions and SW Advisor newsletters • Conversations with analysts re: InsightCloud Solutions Center • Webinars & EDMs on O365, Intune, DigiData, Cisco Private Cloud, LotusLive In process/future activities: • Client presentation • OFT that sales can send to clients • Press release • SME videos • Microsoft O365 Road Shows (9 cities) • Cloud survey to clients to understand their needs • Online advertising and social media promotion

47. InsightCloud Portal Demos The InsightCloud Portal includes multiple types of internal sales resources. Click the links to launch the demonstrations:

48. Summary • Cloud computing is the delivery of computing as a service rather than a product, whereby shared resources, hardware, software and information are provided to computers and other devices as a utility over a network • Cloud Computing: • Drives operational costs down • Improves service quality and reliability • Reduces the load on staff to focus on other duties • and projects • Augments in-house expertise and skills • Increases geographic coverage and supporting • remote branches • Reduced business Impact for outages • Increases business agility and speed

49. Summary (continued) InsightCloud Vision: To be a trusted advisor and leading cloud aggregator offering the best-in-class cloud computing solutions InsightCloud Strategy: Provide Public and Private cloud solutions wrapped with turn-key Insight services and support Public clouds provide services over the internet to multiple clients, with all clients leveraging and utilizing a common, scalable infrastructure. Private clouds are typically secured in an organizations data center, or managed by a hosting organization in a private and secure manner. They share the same characteristics as any cloud solution would, such as elasticity, charge/show back, high-availability.

50. Summary (continued) • Five cloud characteristics are applied to determine if a solution should be considered cloud: • Measurable / SLA driven • Elastic • Pooled Resources • On Demand • Network Enabled