Transcript of a discussion on how a Canadian software provider has crafted a standards-based hybrid cloud platform to target global markets using Cloud28+.

1. Inside Story: How Ormuco Abstracts
the Concepts of Private and Public
Cloud Across the Globe
Transcript of a discussion on how a Canadian software provider has crafted a
standards-based hybrid cloud platform to target global markets using Cloud28+.
Listen to the podcast. Find it on iTunes. Get the mobile app. Download the
transcript. Sponsor: Hewlett Packard Enterprise.
Dana Gardner: Welcome to the next edition of the BriefingsDirect Voice of the Customer
podcast series. I’m Dana Gardner, Principal Analyst at Interarbor Solutions, your
host and moderator for this ongoing discussion on digital transformation success stories.
Stay with us now to learn how agile businesses are fending off disruption -- in favor of
innovation.
Our next thought leadership interview explores how a Canadian software provider
delivers a hybrid cloud platform for enterprises and service providers alike. We will now
learn how Ormuco has identified underserved regions and has crafted a standards-
based hybrid cloud platform to allow its users to attain world-class cloud services.
Here to help us explore how new breeds of hybrid cloud are
coming to more providers around the globe thanks to the
Cloud28+ consortium, we welcome Orlando Bayter, CEO and
Founder of Ormuco in Montréal. Welcome.
Orlando Bayter: Thank you for having us.
Gardner: We are also here with Xavier Poisson Gouyou
Beachamps, Vice President of Worldwide Indirect Digital Services
at Hewlett Packard Enterprise (HPE), based in Paris. Welcome,
Xavier.
Xavier Poisson Gouyou Beauchamps: Good morning.
Gardner: Let’s begin with this notion of underserved regions. Orlando, why is it that
many people think that public cloud is everywhere for everyone when there are many
places around the world where it is still immature? What is the opportunity to serve those
markets?
Bayter: There are many countries underserved by the hyperscale cloud providers. If you
look at Russia, United Arab Emirates (UAE), around the world, they want to comply with
regulations on security, on data sovereignty, and they need to have the clouds locally to
comply.
Bayter

2. Ormuco targets those countries that are underserved by the hyperscale providers and
enables service providers and enterprises to consume cloud locally, in ways they can’t
do today.
Gardner: Are you allowing them to have a private cloud on-premises as an enterprise?
Or do local cloud providers offer a common platform, like yours, so that they get the best
of both the private and public hybrid environment?
Best of both clouds
Bayter: That is an excellent question. There are many workloads that cannot leave the
firewall of an enterprise. With that, you now need to deliver the economies, ease of use,
flexibility, and orchestration of a public cloud experience in the enterprise. At Ormuco, we
deliver a platform that provides the best of the two worlds. You are still leaving your data
center and you don't need to worry whether
it’s on-premises or off-premises.
It’s a single pane of glass. You can move the
workloads in that global network via
established providers throughout the
ecosystem of cloud services.
Gardner: What are the attributes of this
platform that both your enterprise and service
provider customers are looking for? What’s most important to them in this hybrid cloud
platform?
Bayter: As I said, there are some workloads that cannot leave the data center. In the
past, you couldn’t get the public cloud inside your data center. You could have built a
private cloud, but you couldn’t get an Amazon Web Services (AWS)-like solution or a
Microsoft Azure-like solution on-premises.
We have been running this now for two years and what we have noticed is that
enterprises want to have the ease-of-use, sales, service, and orchestration on-premises.
Now, they can connect to a public cloud based on the same platform and they don’t have
to worry about how to connect it or how it will work. They just decide where to place this.
They have security, can comply with regulations, and gain control -- plus 40 percent
savings compared with VMware, and up to 50 percent to 60 percent compared with
AWS.
Gardner: I’m also interested in the openness of the platform. Do they have certain
requirements as to the cloud model, such as OpenStack? What is it that enables this to
be classified as a standard cloud?
Bayter: At Ormuco, we went out and checked what are the best solutions and the best
platform that we can bring together to build this experience on-premises and off-
premises.
We saw OpenStack, we saw Docker, and then we saw how to take, for example,
OpenStack and make it like a public cloud solution. So if you look at OpenStack, the way
I see it is as concrete, or a foundation. If you want to build a house or a condo on that,
It’s a single pane of glass. You
can move the workloads in that
global network via established
providers throughout the
ecosystem of cloud services.

3. you also need the attic. Ormuco builds that software to be able to deliver that cloud look
and feel, that self-service, all in open tools, with the same APIs both on private and
public clouds.
Gardner: What is it about the HPE platform beneath that that supports you? How has
HPE been instrumental in allowing that platform to be built?
Community collaboration
Bayter: HPE has been a great partner. Through Cloud28+ we are able to go to markets
in places that HPE has a presence. They basically generate that through marketing,
through sales. They were able to bring deals to us and help us grow our business.
From a technology perspective, we are using HPE Synergy. With Synergy, we can
provide composability, and we can combine storage and compute into a single platform.
Now we go together into a market, we win deals, and we solve the enterprise challenges
around security and data sovereignty.
Gardner: Xavier, how is Cloud28+ coming to market, for those who are not familiar with
it? Tell us a bit about Cloud28+ and how an organization like Ormuco is a good example
of how it works.
Poisson: Cloud28+ is a community of IT players -- service
providers, technology partners, independent software vendors
(ISVs), value added resellers, and universities -- that have
decided to join forces to enable digital transformation through
cloud computing. To do that, we pull our resources together to
have a single platform. We are allowing the enterprise to
discover and consume cloud services from the different
members of Cloud28+.
We launched Cloud28+ officially to the market on December
15, 2016. Today, we have more than 500 members from
across the world inside Cloud28+. Roughly 18,000 distributed
services may be consumed and we also have system
integrators that support the platform. We cover more than 300
data centers from our partners, so we can provide choice.
In fact, we believe our customers need to have that choice. They need to know what is
available for them. As an analogy, if you have your smartphone, you can have an app
store and do what you want as a consumer. We wanted to do the same and provide the
same ease for an enterprise globally anywhere on the planet. We respect diversity and
what is happening in every single region.
Learn how Cloud28+
Provides an Open Community
Of Cloud Service Providers
Poisson Gouyou
Beauchamps

4. Ormuco has been one of the first technology partners. Docker is another one. And Intel
is another. They have been working together with HPE to really understand the needs of
the customer and how we can deliver very quickly a cloud infrastructure to a service
provider and to an enterprise in record time. At the same time, they can leverage all the
partners from the catalog of content and services, propelled by Cloud28+, from the ISVs.
Global ecosystem, by choice
Because we are bringing together a global ecosystem, including the resellers, if a
service provider builds a project through Cloud28+, with a technology partner like
Ormuco, then all the ISVs are included. They can push their services onto the platform,
and all the resellers that are part of the ecosystem can convey onto the market what the
service providers have been building.
We have a lot of collaboration with Ormuco to help them to design their solutions.
Ormuco has been helping us to design what Cloud28+ should be, because it's a
continuous improvement approach on Cloud28+ and it’s via collaboration.
As I like to say, “If you want to join Cloud28+ to
take, don't come. If you want to give, and take a
lot afterward, yes, please come, because we all
receive a lot.”
Gardner: Orlando, when this all works well,
what do your end-users gain in terms of
business benefits? You mentioned reduction in
costs, that's very important, of course. But is there more about your platform from a
development perspective and an operational perspective that we can share to
encourage people to explore it?
Bayter: So imagine yourself with an ecosystem like Cloud28+. They have 500 members.
They have multiple countries, many data centers.
Now imagine that you can have the Ormuco solution on-premises in an enterprise and
then be able to burst to a global network of service providers, across all those regions.
You get the same performance, you get the same security, and you get the same
compliance across all of that.
For an end-customer, you don’t need to think anymore where you’re going to put your
applications. They will go to the public cloud, they will go to the private cloud. It is
agnostic. You basically place it where you want it to go and decide the economies you
want to get. You can compare with the hyperscale providers.
That is the key, you get one platform throughout our ecosystem of partners that can
deliver to you that same functionality and experience locally. With a community such as
Cloud28+, we can accomplish something that was not possible before.
Gardner: So, just hoping to delineate between the development and then the operations
in production. Are you offering the developer an opportunity to develop there and
seamlessly deploy, or are you more focused on the deployment after the applications are
developed, or both?
If you want to join Cloud28+ to
take, don't come. If you want to
give, and take a lot afterward,
yes, please come because we
all receive a lot.

5. Development to deployment
Bayter: With our solution, same as AWS or Azure allows, a developer can develop their
app via APIs, automated, use a database of choice (it could be MySQL, Oracle), and the
load balancing and the different features we have in the cloud, whether it’s Kubernetes
or Docker, build all that -- and then when the application is ready, you can decide in
which region you want to deploy the application.
So you go from development, to deployment technology of your choice, whether it’s
Docker or Kubernetes, and then you can deploy to the global network that we’re building
on Cloud28+. You can go to any region, and you don’t have to worry about how to get a
service provider contract in Russia, or how do I get a contract in Brazil? Who is going to
provide me with the service? Now you can get that service locally through a reseller, a
distributor, or have an ISV deploy the software worldwide.
Gardner: Xavier, what other sorts of organizations should be aware of the Cloud28+
network?
Poisson: We have the technology partners
like Ormuco, and we are thankful for what
they have brought to the community. We
have service providers, of course, software
vendors, because you can publish your
software in Cloud28+ and provision it on-
premises or off-premises. We accelerate go-to-
market for startups, they gain immediate global reach with Cloud28+. So to all the ISVs, I
say, “Come on, come on guys, we will help you reach out to the market.”
System integrators also, because we see this is an opportunity for the large enterprises
and governments with a lot of multi-cloud projects taking care, having requirements for
security. And you know what is happening with security today, it's a hot topic. So people
are thinking about how they can have a multi-cloud strategy. System integrators are now
turning to Cloud28+ because they find here a reservoir of all the capabilities to find the
right solution to answer the right question.
Universities are another kind of member we are working with. Just to explain, we know
that all the technologies are created first at the university and then they evolve. All the
startups are starting at the university level. So we have some very good partnerships
with some universities in several regions in Portugal, Germany, France, and the United
States. These universities are designing new projects with members of Cloud28+, to
answer questions of the governments, for example, or they are using Cloud28+ to propel
the startups into the market.
Learn how Cloud28+
Provides an Open Community
Of Cloud Service Providers
We accelerate go-to-market for
startups, they gain immediate
global reach with Cloud28+.

6. Ormuco is also helping to change the business model of distribution. So distributors now
also are joining Cloud28+. Why? Because a distributor has to make a choice for its
consumers. In the past, a distributor had software inventory that they were pushing to
the resellers. Now they need to have an inventory of cloud services.
There is more choice. They can purchase hyperscale services, resell, or maybe source
to the different members of Cloud28+, according to the country they want to deliver to.
Or they can own the platform using the technology of Ormuco, for example, and put that
in a white-label model for the reseller to propel it into the market. This is what Azure is
doing in Europe, typically. So new kinds of members and models are coming in.
Digital transformation
Lastly, an enterprise can use Cloud28+ to make their digital transformation. If they have
services and software, they can become a supplier inside of Cloud28+. They source
cloud services inside a platform, do digital transformation, and find a new go-to-market
through the ecosystem to propel their offerings onto the global market.
Gardner: Orlando, do you have any examples that you could share with us of a service
provider, ISV or enterprise that has white-labeled your software and your capabilities as
Xavier has alluded to? That’s a really interesting model.
Bayter: We have been able to go-to-market to countries where Cloud28+ was a
tremendous help. If you look at Western Europe, Xavier was just speaking about
Microsoft Azure. They chose our platform and we are deploying it in Europe, making it
available to the resellers to help them transform
their consumption models.
If you look at the Europe, Middle East and Africa
(EMEA) region, we have one of the largest
managed service providers. They provide public
cloud and they serve many markets. They
provide a community cloud for governments and
they provide private clouds for enterprises -- all
from a single platform.
We also have several of the largest telecoms in Latin America (LATAM) and EMEA. We
have a US presence, where we have Managed.com as a provider. So things are going
very well and it is largely thanks to what Cloud28+ has done for us.
Gardner: While this consortium is already very powerful, we are also seeing new
technologies coming to the market that should further support the model. Such things as
HPE New Stack, which is still in the works, HPE Synergy’s composability and auto-
bursting, along with security now driven into the firmware and the silicon -- it’s almost as
if HPE’s technology roadmap is designed for this very model, or very much in alignment.
Tell us how new technology and the Cloud28+ model come together.
Bayter: So HPE New Stack is becoming the control point of multi-cloud. Now what
happens when you want to have that same experience off-premises and on-premises?
New Stack could connect to Ormuco as a resource provider, even as it connects to other
multi-clouds.
They provide public cloud and
they serve many markets. They
provide a community cloud for
governments and they provide
private clouds for enterprises —
all from a single platform.

7. With an ecosystem like Cloud28+ all working together, we can connect those hybrid
models with service providers to deliver that experience to enterprises across the world.
Gardner: Xavier, anything more in terms of how HPE New Stack and Cloud28+ fit?
Partnership is top priority
Poisson: It’s a real collaboration. I am very happy with that because I have been
working a long time at HPE, and New Stack is a project that has been driven by thinking
about the go-to-market at the same time as the technology. It’s a big reward to all the
Cloud28+ partners because they are now de facto considered as resource providers for
our end-user customers – same as the hyperscale providers, maybe.
At HPE, we say we are in partnership first -- with our partners, or ecosystem, or channel.
I believe that what we are doing with Cloud28+, New Stack, and all the other projects
that we are describing – this will be the reality around the world. We deliver on-premises
for the channel partners.
Gardner: I’m afraid we will have to leave it there. We have been exploring how a
Canadian software provider delivers a hybrid cloud platform for enterprises and service
providers alike. We have also learned how Cloud28+ offers an ecosystem and network
for global distribution of providers like Ormuco. And we certainly heard about the runway
to the future for such multi-cloud management capabilities as HPE New Stack.
Please join me in thanking our guests, Xavier Poisson Gouyou Beachamps, Vice
President of Worldwide Indirect Digital Services at HPE, based in Paris. Thank you so
much, Xavier.
Poisson: Thank you.
Gardner: We have also been here with Orlando Bayter, CEO and Founder at Ormuco in
Montréal. Thank you.
Bayter: Thank you.
Gardner: And a big thank you as well to our audience for joining this BriefingsDirect
Voice of the Customer digital transformation success story discussion. I’m Dana
Gardner, Principal Analyst at Interarbor Solutions, your host for this ongoing series of
Hewlett Packard Enterprise-sponsored interviews.
Thanks again for listening. Please pass this along to your IT community, and do come
back next time.
Learn how Cloud28+
Provides an Open Community
Of Cloud Service Providers

8. Listen to the podcast. Find it on iTunes. Get the mobile app. Download the
transcript. Sponsor: Hewlett Packard Enterprise.
Transcript of a discussion on how a Canadian software provider has crafted a
standards-based hybrid cloud platform to target global markets using Cloud28+.
Copyright Interarbor Solutions, LLC, 2005-2017. All rights reserved.
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