Simon Hansford CEO UKCloud @Shansford @ukcloudltd

1. The SME Cloud Opportunity
Simon Hansford, CEO UKCloud Ltd

2. UKCloud at-a-glance
Commercial in Confidence 2
5 years old
(Founded 2011)
150+ UK
employees
100% UK
public sector
96% year-on-year
growth
34% IaaS
market share
180+ UK public
sector projects

3. Traditional Supply Chains
3
Large
Enterprise
Buyer
Small
Enterprise
Buyer
Large
Enterprise
Supplier
Small
Enterprise
Supplier
Especially in services, large enterprises have struggled with
the flexibility needed to adequately serve SMEs
At the same time SMEs have struggled to meet the
procurement requirements of large enterprises

4. Traditional Supply Chains
4
Large
Enterprise
Buyer
Small
Enterprise
Buyer
Large
Enterprise
Supplier
Small
Enterprise
Supplier
Especially in services, large enterprises have struggled with
the flexibility needed to adequately serve SMEs
At the same time SMEs have struggled to meet the
procurement requirements of large enterprises
SaaS and
Cloud change
the game entirely

5. Traditional Supply Chains
5
Large
Enterprise
Buyer
Small
Enterprise
Buyer
Leading by example:
• Standards
• Give lead to market specifications
• Commitment to Open Standards
• Regulation
• Forces market specifications
• Procurement
• Sets market specifications and
builds market (e.g. via G-Cloud)
Public
Sector

6. The New Buy-Side Paradigm
Capturing the Potential:
• Price – not always simple
• Security – better in the cloud
• Availability – high availability
• Sovereignty – not residency
• Lock–in – advantage of Open!
Busting
Some
Cloud
Myths
Large
Enterprise
Buyer
Small
Enterprise
Buyer
Capturing the Potential:
• Price – not always simple
• Security – better in the cloud
• Availability – high availability
• Sovereignty – not residency
• Lock–in – advantage of Open!
Busting
Some
Cloud
Myths

7. The New Supply Side Paradigm
Traditional Enterprise IT Providers
Generalists providing inflexible monolithic services
versus
A flexible team of best of breed specialists
SaaS BPaaS SaaS BPaaS+ + + +
All hosted on a
secure, open,
UK-based cloud
Choice of
services linked
via secure APIs
Large
Enterprise
Supplier
Small
Enterprise
Supplier

8. Commercial in Confidence 8
Telling the difference
Generalists
Data governance UK sovereignty Some UK residency
Legal jurisdiction UK courts UK and US courts
UK datacentres Multiple UK sites Single or no UK sites
Security
Accreditation
Firm & all staff since
2012
Firms pending
No plans for staff
Specialisation UK public sector only No specialization
Openness Open with no tie in Proprietary lock in
To succeed, the specialist value networks
need to understand and be in tune with
their clients. For us this is the UK taxpayer
Answer to Wall
St. and offer no
specialist value

9. Don’t let Brexit be a distraction ….
Continue to lead by example with G-Cloud and other
initiatives that enable SME’s to compete on equal terms ….
And if possible use your influence to help extend this well
beyond the public sector to the private sector as well ….
Enabling SMEs to compete to serve all markets!
A Challenge to Government