Hosting overview cloud gap
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HOSTING provides the Best Customer Experience For Mid-Size Enterprises Running Mission Critical Applications in the Cloud Supported Up By The Industry’s Best Team!
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Hosting overview cloud gap
- 10. How Does HDC Add Value? Our Differentiators Come Full Circle • Empowered IaaS Management • Operations Rigor & Transparency • Lifecycle Methodology • Customer Centricity for MSEs • Cloud Reliability & Performance • Fluid Hybrid
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- For SALES:1st of 2 Challenger decks on managed cloud services that targets mid-market CIOs:Purpose: Hook – get them to sit down with us.We should show:- we relate to themwe understand their business and their issuesIt’s worth their time to talk to us again.2 Decks/Stories:Cloud Threat/Gap: Not in the cloudHybrid on Steroids/Empowered Continuum: In the cloud, but need to move among to find the right balanceFor the PROSPECT:Agenda:Cloud Revolution in mid-market IT showsSome thoughts for MSEsAn approach to addressing these challengesWe’re going to begin w/ a bit of gloom and doom here. Plz bear with me.
- A typical midmarket CIO has spent years getting the architecture to the point where it is now --- where everything pretty much works on the last generation of technology.Andhere comes a whole new generation of technology which is better. The question is: How do I get there? All my resources are currently used up for the existing technology. From a strategy standpoint: Where do I start? How do I architect it? What app’s do I start with? How do I phase this? There are no real “how to” manuals.From a budget standpoint: I’m already spending 70%of my budget just to maintain my current systems. I don’t have a lot of money left over to implement anything new. From a people standpoint: All of my people, all my processes, all my tools are optimized for my existing architectures – largely client server and web-based architectures. Where am I going to get the expertise I need to move to the cloud?. Plus, my current team is already full-time busy. It’s actually smaller than it was a couple of years ago. How can they do everything they’re doing now and manage a new cloud, too?Security, the #1 issue with cloud computing according to everything I’ve read: How am I going to make sure this stuff is secure? It has to be, because I don’t want my company or customers at risk, and I have to deal with compliance. I’m in an industry that’s heavily regulated. We’ve got things like SOX, SOC, PCI or HIPAA to worry about. How do I make sure those apply to my cloud architecture?]From a vendor management perspective, as a midsized company, I don’t have the resources to manage a lot of vendors, especially new ones.And then I’ve got all myexisting legacy systems. They are in production and they work. The only thing missing is they’re not cloud-based. Anything I do in the cloud is going to have to coexist or, even better, inter-operate with these pieces of my architecture that already function. How am I going to make them work in concert?And then, finally, results. Results is key, especially in this tough economic environment. It’s not about investing money just to buy into some new architecture. Anything that I do has to either increase revenue or reduce costs for the company. How do I do that with the cloud?TRANSITION Statement: Which brings me to what HOSTING calls the Cloud Gap…
- The Armada Group, an IT advisory service that specializes in mid-market computing trends, did a survey of 200+ mid-size organizations. They studied CIOs of midmarket companies, and this is a nice summary of the situation with cloud computing: 92 percent of them see the business value of cloud computing. In line w/ what you’d think, and it’s good news.However, only 20 percent of them have a specific plan to get to the cloud,due to the obstacles we discussed previously. So we call that delta between the 92 and the 20, the “cloud gap”. This Cloud Gap is evident in all those organizations that see clear business value in this new computing model but have not developed a plan to realize that business value. Transition Statement: And that’s where the HOSTING story comes in. Our mission is to help companies fill that gap.
- These are all big companies! And guess what? They’re all in the cloud.This is from Salesforce.com’s customer success page. Some may be in the cloud (SaaS) only for CRM, but data shows that most start w/ what I’ll call horizontal app’s – SFA, CRM, but also HR, payroll, email or maybe marketing automation. And they’re very quickly taking more to the cloud – storage, DR, legacy apps, middleware, you name it.In fact, according to CommScope, who released a report entitled the 2013 Global Enterprise Survey (from CloudTech: (ow.ly/jMbQe): 21% of those surveyed rely on cloud for more than half of their applicationsBy 2017 that figure is predicted to rise to 52%. That is, it’s moving beyond SaaS to IaaS & PaaS as well.Why? B/c it’s cost-effective, it speeds time to market, it’s simplified operations and it’s reliable. And the market’s slowly becoming convinced that the security issues aren’t what they once were (or were once made out to be). Recent SilverSky survey published in April 2013 – 67% of US CIO’s have increased their confidence in the cloud in the last 12 months.So what does that mean for MSEs?
- Your biggest competitive advantage is eroding.
- So, perhaps you need to consider a move to cloud, as well.HOSTING’s here to help.
- HOSTING is able to give you the ability to resell high performance, high availability cloud solutions to your customers. We design a custom cloud solution, build it, migrate your client’s existing systems and data to that solution, manage it on an operating basis, and then protect it from all the threats that can happen on the internet, resulting in a secure, well-functioningcloud-based application environment.If your organization has the resources to handle one or more of these phases itself, we are happy to fill in the missing phases to get you to the Cloud. In fact, while we offer a comprehensive portfolio of products to cover the entire cloud enablement lifecycle, we package them so midsized companies do not have to go through an all-or-nothing, big bang transition to get to the Cloud.Our Unique Approach – not just the methodology behind the approach, but the Pro Services that go with it.Transition Statement: But HOSTING isn’t just a company grounded in solid processes and the Professional Services that go with it.
- (See slide builds).This slide represents the evolution of cloud services – and the polarization that has occurred as they’ve evolved.At one end of the spectrum (self-serve) vs. the other – very high touch – and expensive – is fully managed.Others more toward the middle who want you to think they’re on the outer edges, while we happily occupy the middle. That is, we give you:The tools that the self-service guys will give you, with the people, as we just saw, for the services and support, but also more control and visibility if you want it. This is a model that:Differentiates HOSTING against our competitors. Helps our prospects understand where we fit, how we’re different, and how we help them. It makes HOSTING’s place in the world more concrete.This model also illustrates the continuum in cloud – from down-market (self-serve) to up-market (fully managed). Those extremes run in parallel with the level of automation that is continually driven into the cloud market and the provisioning of cloud services on the one side, and the level of customization (and associated cost) on the other extreme.For sales – automation is good in that increasing the level of automation, e.g., through self-serve tools like the Portal and processes such as automated provisioning. While this level of automation is good, and helps us compete on price at the low end, it also helps us differentiate from our down-market competitors. The way we differentiate is to add the “empowered” message on top of these enabling tools – offering things such as managed services, professional services and our super cool add-on solutions such as availability & recovery services, migration services, security and compliance. We also provide a level of toolsets that enables our end customers to have more visibility into – and more control over – their app’s. Things like our Automated Provisioning, Customer Portal and 360 Reports.On the up-market end, we provide a more cost-effective solution than the Fully Managed option, and again, more visibility and control, at a price point that better matches the resource base of MSEs. Again, Professional Services, customized support such as Entourage support w/ and RM, but not to the degree of full IT outsourcing or application mgt. In short, we’re looking for customers who want to DIY w/ some help where they need it, to keep costs down.
- We have a robust set of managed cloud services upon which these processes and services are based, and we tailor them for mission critical applications. These services are best described in a layered approach. We start with our managed cloud foundation, which is our managed compute, storage and networking resources hosted in multiple data centers around the US. Examples include colo, dedicated, and virtual services (public and private cloud). And more and more, our customers are using more than one of these foundational services – what we call hybrid cloud. In fact 40+% of our Top 300 are using hybrid.We layer on top of that our extensive availability and recovery services, which are essential for mission critical applications to keep them running. What we find is that once customers evolve beyond baseline dev/test or web hosting services w/ the likes of AMZN or SoftLayer, is that they come to us b/c they need these more robust services. Gartner Group has not only placed us in the Challenger quadrant of this year’s (2013) Managed HostingMQ, but they stated our Recovery Services as a strength. Next is security and compliance services, which are also essential for cloud computing because, as we discussed earlier, security is the #1 issue. Then, we add in additional application support services – whatever is oftennecessary to meet our customers’ requirements. And then our Capstone is a set of professional services --- because managed cloud services isn’t necessarily the core competency of our client base. Sometimes they need help. Not always, and rarely across the board, but they need more than a portal that lets them set up VMs (from guys like AWS and SoftLayer), and they don’t want to pay for full IT outsourcing like they’d get from the big guys. So we think this is a critical element, as discussed w/ the LC.Transition Statement: These building blocks are, we believe, critical to providing a solid managed cloud service. But how are we different?
- People. Process. And Technology.Around our Managed Cloud Pyramid – built on this solid cornerstone – we layer differentiated P, P & T.PEOPLE:On top of our cornerstone products and services – and the tools built on top that provide visibility and control such as 360° Report and a Customer Portal that gives full systems monitoring and management – we take a customer-centric approach. All our client-facing staff in operations and support are measured and compensated on NPS, i.e., CSAT. Not AHT or FCR, but how happy you are when you get off the phone. And, we have dedicated support teams. And T2. And one team for all types of cloud environments – even if you don’t spend 100’s of 1,000’s of dollars w/ us.PROCESS:ITIL: 20+%Compliance: Jon Long of CompliancePoint (a QSA) said in June of 2013 in his blog: “Based on my observations, Hosting.com is among the Top 10% in SOC compliance rigor – not only keeping up with key details behind compliance – but actually ensuring that compliance is a part of their solutions, so their customers have less to worry about.” (see blog here:http://riskassuranceguy.blogspot.com/2013/06/hostingcom-is-in-elite-group-of-csps.html )Lifecycle – Migrations COE. 50 migrations in 2012TECHNOLOGY:Network and data centers built from the ground up for ease of use. 1 firewall for hybrid, 1 number to callN+1 (DCs) and N+2 (public cloud) redundancy – means a node (or 2) can go down w/ ZERO impact to customer. Standard. Not the case in commodity clouds (Savvis).Scale: 11k, 45k monitored, 8M patches2 or 3 to 1 in fast storage performance tests (customer) – RAX and SoftLayer (and beat Navisite handily).AWS, RAX – met or beat them in 3rd party benchmarks run by CloudSpec in Spring/Summer 2013 in network, compute (CPU, RAM) performance and data/storage tests. CloudSpec conducted almost 50 tests across Windows and Linux. We beat RAX and AWS in all but 3 of the 19 Windows tests, and in the 2 we did not come out on top, we were competitive in our results, i.e., either RAX or AWS finished lower than us. On Linux, we were competitive in data/storage and compute (CPU/memory) tests (beat RAX and AWS on more than half of the tests) and finished top on 8 out of 8 (100%) network tests. At a minimum, this puts us among the best – if not beating – the best in the market.Then layered on top of that you have our LC methodology to help you get to our cloud. So we not only have solid products and services via the Managed Service Pyramid surrounded by differentiated PP & T, but we have the methodology and professional services practice to back it up. That’s a winning combination worth considering for your managed cloud services needs.
- A few final details on HOSTING. There are literally 1,000s of managed cloud services providers out there. But beware: Not all run their own data centers. And not all have the cloud chops that we do. Let’s take just a minute more to run through it.There is a misnomer that in the world of cloud, location doesn’t matter. That’s not true for two reasons: One:when you’re planning for disaster recovery, it’s essential that your recovery site be somewhere physically, geographically different from where your primary site is. So… A). it means you need to know where the primary site is and B). it means you need to be able to choose a different location for your backup site. This is true whether your primary site is at HOSTING or whether you’re doing it yourself and we’re just providing the recovery site.The second factor where location is important is if you were taking advantage of the co-lo or the dedicated server capabilities to incorporate legacy systems into your cloud architecturea lot of times it’s really convenient to have that data center physically somewhere near you so that you don’t have to travel too far to visit your servers.Now I mentioned enterprise grade cloud foundation. We do fill these data centers with the best products that the top companies in the industry – people like EMC, VMware, Juniper, F5 – provide. And we typically don’t simply pass them through. We make them better (Juniper Mgd. Firewall and VmwarevCenter, for example)These are the same products that the biggest Fortune 500 companies are buying and using, and they use these products because, even though it’s expensive, it’s the best you can buy. This is a leg up we give to MSEs to compete w/ large enterprises. You know, EMC hardware just doesn’t go down like cheaper storage devices do. And, frankly, a lot of the other hosting providers choose to go the cheaper route and use a more commodity approach to hardware. We don’t do that.And our 4000+ customers are very happy about that. It’s also the reason that the 1000’s of servers we manage is growing at more than 10% per year. And just to show our scale – 45k, 8M.Lastly, we know compliance. We are rigorous in our pursuit, and as discussed earlier, among the best in the industry in that rigor.
- Want to learn more? Let’s talk next steps.