This presentation will discuss research based on various customer interviews and surveys, insights into what customers found to have worked well versus what they might have changed or done differently, answers to concerns that may exist around the concept of deploying a cloud solution within your environment.

1. So you’ve bought into the
concept of “Cloud”… Now What?
What to expect from P.O.
to Production

2. Clouds are Like…

3. But can Quickly Become…

4. What to Expect From This Session
• Research based on various customer interviews and surveys
– 2012 Cisco Global Cloud Networking Survey
• Respondents: over 1300 IT professionals from 13 countries
• Insight into what customers found to have worked well
versus what they might have changed or done differently
• Answers to concerns that may exist around the concept of
deploying a cloud solution within your environment
#CiscoPlusCA

5. What to Expect From This Session
• USB Key
• Copy of this presentation
• Complementary eBook edition of “Defining IT Success
Through the Service Catalog”
• Analyst Report: Entry-Level Solutions for Private Cloud
Automation Deliver Rapid Returns
• 2012 Cisco Global Cloud Networking Survey Results
#CiscoPlusCA

6. • Customer’s Cloud Strategy
• Cloud Software
• The Challenges
Agenda • Transformation to Cloud
• Building Your Cloud Roadmap
• Does Your Cloud Play Nicely with Others?
• Is Your Cloud Talking to You?
• Is Your Cloud Healthy?
#CiscoPlusCA

7. Customer’s Cloud Strategy
#CiscoPlusCA

8. Cloud is Still Relatively New
• Customer’s are still in early stages of determining a “well-
defined” cloud strategy
• Cloud is the vehicle for customers that realize that they need
to change/transform their current IT
• A variety of entry points
– Based on finding the pain points
• Begin with automation toolsets
• Start small, build experience as you go along
#CiscoPlusCA

9. Cloud Deployments in Perspective
Cisco Global Cloud Networking Survey
Results, 2012
Nearly one quarter of IT decision makers said that over the next six months, they
are more likely to see a UFO, a unicorn or a ghost before they see their company’s
cloud migration starting and finishing. #CiscoPlusCA

10. Understanding What to Tackle First
• Finding the pain points…
– Reducing the cost out of IT
• More efficient, lower cost of operation, TCO reduction
– Improving Speed and Agility
• “IT was slow to react”
• “long provisioning times”
– Transforming from manual to self-service
• “IT not able to keep pace with the requirements of the response rate that
was requested”
– How to transform the customer experience into IT ops
#CiscoPlusCA

11. Cloud – New vs. Disruptive
• World of Physical… turned into the world of Virtual… and the next
step is the world of Cloud… a natural evolution
• Understand how IT is spinning up infrastructure today
• Most shops have had some experience with automation software…
but were never happy with what and where they were at.
– Many organizations try to modify legacy tools to try and provide
automation/orchestration … with less than successful results
• Only 5% of all enterprises have Private Cloud today. Next year …
8%.
#CiscoPlusCA

12. Source of Information When Making Cloud Decisions
Cloud service providers are
the main source of
intelligence or information
about cloud services,
followed by industry
analysts, industry peers, and
infrastructure vendors.
Cisco Global Cloud
Networking Survey
Results, 2012
#CiscoPlusCA

13. The Livelihood of IT
• Public vs Private
• IT departments are wary of Public Cloud
– Lack of security, services, etc.
• Public Cloud is still held as the benchmark in some cases
• Public Cloud can still be leveraged faster than Private Cloud
• The evolutionary next step will involve the best of both worlds
via the incorporation of Hybrid Clouds
– Ability to leverage public stacks for workloads that aren’t as
important/sensitive
#CiscoPlusCA

14. What will Your Cloud Provide?
• Customers are using a phased approach
• First starting with filling in the gaps
– Self-service provisioning
– Service catalog and lifecycle management
– Process automation and orchestration
– Pay-per-use tracking and policy based controls
• Creation of policies that go back to controls established in IT
that suffice both internal and external requirements
• Goal is to establish a foundation in IT
#CiscoPlusCA

15. What Will Your Cloud Provide?
• Next phases introduce more complexity
• Application provisioning
– Custom applications
• SaaS or Enterprise Platform as a Service
– Providing schemas into DB platforms
• Abstract & Capture the instances that get requested time and
time again
• Ability for customer to create/control their own platforms
#CiscoPlusCA

16. No Need to Bring the Entire Mountain
• Since the tools for Cloud are still relatively new, the challenge
is how to fully utilize them to get the best benefits
• There doesn’t exist a software solution that will do it ALL- yet
• Find success in the obvious… gain experience with each
progressive phase
• Growth will happen organically as more
requirements/requests are asked/met
#CiscoPlusCA

17. Cloud Management Software
#CiscoPlusCA

18. Cloud Ecosystem
#CiscoPlusCA

19. But What are Customers Asking for?
• Ease of Use
• Portal
– Self-service is an important requirement
• Extensibility of the platform
– Can it exist in a heterogeneous data center?
• Multi-tenancy option
– allows for multiple customers within a single offering
– i.e. IT vs Engineering. Similar yet divergent needs/requirements
• Cost-effective
• Speed and Agility
• Support and Training
#CiscoPlusCA

20. The Software Spectrum
Off the Shelf Moderate Customization High Customization
• Easy install from CD/DVD • Configuration and operation within • Configuration and operation can
weeks or months depending on take months, if not years, due to
• Configuration and operation within
criteria degree of business integration
minutes
• Can address both a standard and • Although provides common
• Fills an identified need
customized business need via business functions, generally a
(Spreadsheets, Word, Email)
Advanced Services great deal of consulting and
• Assumes business will align to its (Cloud, Incident Mgmt, Asset) services for these functions (HRMS,
functionality AP, AR, ERP) #CiscoPlusCA

21. Cloud Solution Evaluation Matrix
#CiscoPlusCA

22. The Challenges
#CiscoPlusCA

23. Hurdles in the Adoption of Cloud Services
Operational
Business perceptions of increased IT
flexibility and effectiveness will have to
be properly managed
Organizational Time/Scope
The IT supply and demand A realistic roadmap to a cloud solution
organizations will have to adapt to should be properly identified and
function in a cloud-centric world mapped out.
Technical Financial
Security and reliability concerns will Current cloud computing offerings are
have to be mitigated and applications re- not cost-competitive compared to large
architected enterprise data centers
#CiscoPlusCA

24. Hurdles in the Adoption of Cloud Services
Fear of Cloud
Disrupting what customers do and know
The initial fear has transformed into what drives the cloud solution
so that the solution offering is one what customers want and
will be happy to stay with instead of going to competitive
solutions (i.e. Amazon, etc.)
#CiscoPlusCA

25. Transformation to the Cloud
#CiscoPlusCA

26. Is Change Required?
Cloud allows for the
Cloud is different from transition to a service-
what we have done before centric solution versus an
infrastructure-centric
solution
Results in the ability to leverage what the customer knows from a
knowledge and infrastructure perspective and transform that into an
approach that allows for the benefits of Cloud to come forward.
Allows for the ability to match the benefits to the processes
(i.e. Speed, agility, cost, etc.)
#CiscoPlusCA

27. Preparation
• Most customers have done very little preparation prior to
choosing a solution
• There have been exceptions:
– Some have compared what they want to what others have
– Some have recognized what services they want prior to
implementation
– Some have recognized the importance of meeting with the leaders of
their different business groups to understand at a high level (80%) of
the process. This was good enough to have a conversation to drive
use cases and requirements.
#CiscoPlusCA

28. Staffing Resources
• Staffing will get disrupted
– Evolution vs Elimination
• The specifics and complexities of Cloud offerings will
determine which disciplines will thrive and evolve
• Staffing typically also increases as new roadmap features
come onboard and expand
• People that have a background with infrastructure
challenges, software, etc. will naturally feel comfortable
#CiscoPlusCA

29. The Cloud Builders
• Moving to Cloud requires new roles
– Roles get defined to take into account the new skills and
competencies required
#CiscoPlusCA

30. The Cloud Builders
• Program Manager
– Program management is the key to success
– The PM owns the project deliverables and drives the engagement
across the IT organization and with the software vendor and services
partner.
• The Cloud Architect
– Owns the strategy and roadmap of the Cloud services and technical
implementation
– Brings the silos together #CiscoPlusCA

31. The Cloud Builders
• The Service Designer
– The link between the Business and IT
– Owns the definition and implementation of Cloud services
• The Workflow Author
– Responsible for the Orchestration… the processes and workflows
that do the work, technical integration and provisioning
#CiscoPlusCA

32. The Cloud Builders
• Technical Architects / Engineers
– Responsible for driving integrations, installations, system
administration and upgrade planning
– Covers all the lines of technology; Compute, Networking, Storage,
Application
• The Executive Sponsor
– Enlightened, visionary … yet pragmatic
– Understands and knows why the organization is moving forward with
Cloud and will fight for the project at the CIO’s and CEO’s table
#CiscoPlusCA

33. Acquiring the Skill Set
• Three schools of thought:
1. Simply use Vendor Services (i.e. Cisco) to do everything … one throat
to choke
2. Find an ecosystem partner … a balance of costs
3. Need to do this with own people … invest in training
• Option #3 typically always happens after either #1 or #2
• Customers feel that looking over the shoulder of Advanced
Services will allow them to gradually gain the confidence to do it
themselves
#CiscoPlusCA

34. Acquiring the Skill Set
• Since Cloud is a Journey, acquiring the skill set is also a
journey
• New skills are continuously being developed to
accommodate new feature requests
• The Cloud solution is an evolutionary roadmap, and therefore
there will always be more to learn
• Vendors and partners will always be part of the equation
#CiscoPlusCA

35. Training vs Experience
• Customers who have taken advantage of training have found
that implementation of the solution has happened quicker
and more successfully
• Training makes sense with regards to the tools that are
needed to make the solution come together
– The administration and setup of new solutions
• Other aspects rely on experience
– In order to understand the challenges that revolve around IT, a deep
level of experience is required
#CiscoPlusCA

36. Building Your Cloud Roadmap
#CiscoPlusCA

37. The Multi-Phased Approach
• Many customers started off by thinking that all that they needed
was a single phase solution approach
– 20-30% of customers believed it would be a one step solution
• Other customers believe that with enough up front “requirements”
they can try to get it done in a single step… but quickly realize that
more stuff is needed/added to the original request
• The pragmatic customers have a more gradual approach and try
to understand all the requirements first before staging everything
out
Crawl Walk Run Sprint
#CiscoPlusCA

38. Where to begin
• Finding the business case
• Obtain executive support
• Start small somewhere
– Beta/Development/Test will help create the message needed for the
executives to give support
– Helps identify where the challenges will be
• Get staffing up to speed
– Staffing tends to be the predominant challenge (i.e. Lacking in staff)
– More can be done by growing the team/expertise
– Necessary to meet future roadmap desires and requests
#CiscoPlusCA

39. Sidestepping the Hurdles
• Legacy transformation
– The past is the past … there’s a reason for needing change
• Operational Integration and Process
– Continually ask “How to make operations more automated”
• Managing the perceptions
– The requirements perception
• Budget vs desire
• Common tasks vs the exceptions
• How to deal with competition within your own customers
– The socio-political perceptions
#CiscoPlusCA

40. Sidestepping the Hurdles
• Understanding and vetting the Design Elements
– Mechanics of implementation and testing
– Performing the due diligence of what is being implementing to
confirm that it is actually working (ie. Testing and more testing)
– Minimizing the bugs
– Getting consensus
– Evolution of the “first” design
• Site prep readiness
#CiscoPlusCA

41. Most Critical Infrastructure for Cloud Deployments
In order to successfully move
more applications to the cloud,
the majority of survey
respondents cited a cloud-ready
network as the biggest
infrastructure element required
for further cloud deployments,
ahead of a virtualized data center
or a service-level agreement from
a cloud service provider.
Cisco Global Cloud Networking Survey
#CiscoPlusCA
Results, 2012

42. Typical Customer Starter Cloud Roadmap
Add Advanced
Extend to Storage
Deploy Infrastructure Provisioning
Compute as a as a Service
• Admin control
Evaluation Service • Expand in use and automated
Education to thousands of provisioning of
• Multiple
VMs and Compute,
• Demo Chassis
hundreds of Network,
• Benefits of a • PoC • 3-6 months in blades/servers Storage,
Private Cloud production Virtualization
• Portal alignment
• Components of • Basic Portal / with Business
a Private Cloud Catalog Goals
• Start automating
network
provisioning
#CiscoPlusCA

43. Agility
4
Availability Journey to Cloud
Predictability Application-as-a-Service:
Differentiation
3 Business Drivers Holistic Automation, Operational Optimization
Platform-as-a-Service:
Advanced Automation, Holistic Process Optimization
Scale
Utilization
2
Infrastructure-as-a-Service:
Siloes of Automation, Basic Process Optimization
Control
Consolidation
1 Compute-as-a-Service:
Basic Automation, Basic Process Optimization
Transition Stages
1 2 3 4
Server Private Public Hybrid
Virtualization Cloud Cloud Cloud #CiscoPlusCA

44. CITEIS – Cisco IT’s Journey to Cloud
Service Unit Cost OVF*
OVF
VM 2x4 – Silver $
OVF
Bare-metal 8x64 $$$ Image Repository
VMware ESX/ESXi Service Catalog PaaS Integration (API)
Network Virtualization Show/chargeback Workload Mobility
Unified
Virtualization Automation Self-service Multi-tenancy Elasticity
Infrastructure
Cisco IT Elastic Infrastructure Service (CITEIS)
Cisco Intelligent Logical Segmentation
Cisco Automation for Cloud Control, Security
Nexus and Fault
Cisco Isolation
UCS x86
#CiscoPlusCA
*OVF = Open Virtualization Format

45. CITEIS - Road to Complete Automation
Abstraction
Software
Distributed Apps & Lifecycle in
Services the Cloud
VDC • Hadoop, Grid, • Dev
• SLA Based Node.js, PaaS, etc • Test
Env • Cloud Storage • Q&A
• Location • Apps in the Cloud • Prod
Virtualized Specific • Location – less • Location
VM • Progression to dependant agnostic
100% IaaS • Scalable & Fully
Baremetal Automation automated IaaS
• CITEIS Gen2!
Time

46. Roadmap
Increased Focus on Process Automation and PaaS
IntegrationToday
CITEIS
Delivered Q2CY12 Q3CY12 Q4CY12 FUTURE…
• Automated provisioning of virtual • Cloud Portal self- • Image storefront • Cloud bursting pilot –
machines service introduction PaaS enablement partner extension
• Automated configuration of Cisco UCS
platform • Orchestration via • Extended scaling • Change transparency
Process Orchestrator
• Service catalog integration • Integrated change • Workload elasticity
• Metering and show-back • IaaS API support management • Service assurance
• DMZ Offering • Multi-tenancy • Filer storage offering
• Policy management
• Multi-tenancy enhancements and
• Self-service pilot capabilities
• Monitoring enhancements • Metering and billing
• Tiered offerings • Entitlements
• Automated provisioning of network and
server load balancing
• Cluster-level capacity management
• Virtual machine changes
Enhanced Request Portal: Self-Service and Self-service model
VM, SLB, DMZ and Tiering PaaS enablement +Cloud Extension

47. CITEIS Deployment – Cost Analysis
Compute TCO Virtualization > Unified Computing > Cloud
($/Qtr/OS instance)
TCO
$4,000 Physical
$3,000 Today
Average TCO
$2,000 TCO Virtual
$1,000
$0
Legacy (rackmount); Legacy; medium Current state; 46/54% Target state; 100%
all physical virtualization (54%) Legacy/UCS; 75% UCS/Cloud; 80%
Virtualized virtualization
Delivery 6–8 Weeks
2–3 Weeks 15 Minutes VM 15 Minutes
Time (Manual) (2–9 Days E2E) (Self-Service)
#CiscoPlusCA

48. The Results
• Improved speed and agility
• Users can now order things without having to talk to IT
• Better communication between IT and the business
– Still plenty of room for improvement
• Users are now both more empowered as well as more
accountable
• IT has a better perspective of what is actually needed versus
simply desired
#CiscoPlusCA

49. Does Your Cloud Play Nicely With Others?
#CiscoPlusCA

50. Cloud Doesn’t Exist in a Bubble
• As feature rich as some Cloud solutions are today, more than
likely there will be other major components that will be
required to form a full solution
• Ideally the solution that you choose should be able to
integrate data with whichever eco-system software solutions
that may be in place today and/or tomorrow
#CiscoPlusCA

51. Technical Architecture Model for Partner Integrations
#CiscoPlusCA

52. Is Your Cloud Talking to You?
#CiscoPlusCA

53. The Importance of Reporting
• Reporting requirements are still being defined by most
customers
– Some customers don’t focus on the reporting in the early phases
– Some customers are content with simple reports based upon metrics
from the database
– Better definitions for report requirements will organically grow as the
solution evolves and their experience with the tools matures
#CiscoPlusCA

54. Today’s Popular Cloud Reports
• Metric reports
– How many vs what type vs how long
• Watermark re-order reports
– Lease management including extensions and expiration notifications
– Report alerts to when new hardware is actually required
• Multi-tenancy reports
– Consumption vs availability
#CiscoPlusCA

55. Reports Customers are Hoping for in the Future
• Real-time reports
– Immediate notification of areas of the Cloud that may not be doing so
well
• Monitoring from an end-user perspective
• Infrastructure reporting
• Holistic reports
– based upon what the app stack they have deployed and what it is
doing/behaving
– Is it meeting a time requirement
#CiscoPlusCA

56. Is Your Cloud Healthy?
#CiscoPlusCA

57. How to Know if Your Cloud is a Success
• Customers use a variety of criteria to determine if their Cloud
solution is a success or not
– Simple metrics to compare now vs then
• Is provisioning faster?
• Is it easier?
• Are end users adopting and using the service?
• How complex is the process / workflow?
• How easy is it to change the catalog and adapt on the fly?
– The use of customer surveys
– Has it met budget and time deadlines?
#CiscoPlusCA

58. Summary
#CiscoPlusCA

59. Key Insights
• Start small
• The importance of a Cloud Roadmap is paramount
– It defines where one starts and what the future goals will be
– The roadmap will help choose which software components will be required
• Cloud will require people
– To drive, create, support and fund
• Cloud will require integration
– Cloud entails the coming together of many software solutions
• Cloud will pose hurdles
– Understand where the potential difficulties will come
• Customers are not alone
– Help is available!
#CiscoPlusCA

60. Additional Resources
www.cisco.com/go/iacloud
www.cisco.com/go/starteredition
http://www.cisco.com/en/US/solutions/ns1015/global_cloud_survey.html

61. Q&A
#CiscoPlusCA

62. We value your feedback.
Please be sure to complete the Evaluation Form for this session.
Access today’s presentations at cisco.com/ca/plus
Follow @CiscoCanada @CiscoIA and join the #CiscoPlusCA
conversation