Overcoming Objections to Selling IaaS

Report
Intelisys Cloud Services University
Selling to the C-Suite
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Keys to Qualifying IaaS
• Qualifying Circumstances for IaaS
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Need to scale business up and down – quickly – on-demand
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Capital constraints (SMBs, start-ups, new divisions, dev ops)
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Pressure to minimize CapEx
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Desired transition to OpEx
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Trial temporary infrastructure needs
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Identifying Opportunities/Ideal Customers
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Cloud experience (Amazon, Rackspace, etc.)
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Exploring or defining a cloud strategy
•
Looking at tech refresh
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Multi-location companies
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PaaS & SaaS providers
•
Customers sold in conjunction with CDN
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Key Cloud Metrics
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Average Private Enterprise Cloud is $10,000
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Multi-Tenant Enterprise Cloud starts at $449
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Average deal size between $1,000-$3,500
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30 Day Free Test
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Conversion rate on Enterprise Cloud tests is >75%
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Market Analysis
What CTOs/CIOs are Telling ServerCentral
Our customers are seeking an outsourced infrastructure solution
that is:
• Scalable
• Elastic, instant scalability, integrate into existing
infrastructure
• Easy to consume
• Multiple control planes, GUI, API
• Easy to order, fast turn up
• Provides high performance
• Not oversubscribed
• Economical (but not “cheap”)
• A la carte options
• Supported
• Amazon solutions have limited-to-no support and no
real enterprise-grade SLA
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Positioning Cloud at CTO/CIO Level
• Identifying Comfort Level with Cloud
• What is your current Cloud strategy?
• Proponent or champion of Cloud?
• Identify past challenges with Cloud (if any)
• Reliability, Security, Price
• Ability to integrate into current environment
• OpEx or CapEx model?
• Consulting vs. Selling
• Infrastructure assessment
• White papers / briefings (CTO to CTO)
• Reference architectures
• Proof of concept
• Presenting Correct Solution(s)
• Colo, Dedicated/Managed, Private v. Public Cloud, Hybrid
or “other” (VDI, etc)
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Qualifying Questions to Sell IaaS
The most important question: “What is your cloud strategy?”
Other Questions
• What is your biggest challenge for maintaining and
managing hardware?
• What are your biggest concerns with moving to the Cloud?
• Are you actively looking at virtualization?
• Have you had any issues with I/O performance?
• Are you actively investigating cloud offerings from other
providers? If yes, who?
• What are your total resource needs? Compute, Storage,
RAM, Network?
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Overcoming Objections to Selling IaaS
• Build vs. Buy
• This is the #1 objection most IT Managers will present (key is
to identify if CTO/CIO has this concern as well)
• Shared resources allow for a greater ROI
• OpEx vs. CapEx
• Latest hardware, constant technology refresh
• Still a fairly big objection in very large Enterprise space,
much less so in SMB, medium Enterprise, start ups & hosting
companies
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Overcoming Objections to Selling IaaS
• Price
• Outside of very small SMB & very large Enterprise scenarios,
most companies will see ROI on moving to a Cloud based
model vs. purchasing hardware
• Human capital management & system administration is
severely under-budgeted
• Three flavors of Cloud to meet almost any requirement;
Public, Private, Hybrid
• Business requirements easily identify the best solution
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Overcoming Objections to Selling IaaS
• Security
• Three secure Cloud options
• Private - Most secure, dedicated, HIPAA, PCI
compliant
• Public - Very secure thru VLANs, firewalls and load
balancers
• Hybrid - Combination of existing infrastructure and
either Private or Public Cloud thru network
connections, VLANs, firewalls, load balancers
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Overcoming Objections to Selling IaaS
• Scalability
• Public - Instantly scalable
• Private – Quickly scalable
• Hybrid - Quickly scale by replacing in-house infrastructure
with virtualized infrastructure
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Who We Are
•
•
•
•
Privately held company,
•
•
Headquartered in Chicago since 2000
In our 14th year of operations
•
Operations focused vs. capital intensive business
model (expansion based on organic and self funded
means)
Strong financials
Focus on high availability infrastructure solutions
•
Swift and flexible from contract to services turn up
•
Our data centers reside on a global IP backbone
extending to over 40 POP’s and 24 markets worldwide
Numerous other carriers and metro options available
Significant IP network skills
•
•
Strategically located data center facilities
•
6 facilities (12 data centers) in 5 major metro areas, on
3 continents
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What We Do
• Infrastructure Colocation
•
Partial and full cabinets, custom cages, high density
deployments
• Cloud Services
•
Dedicated private cloud, high performance cloud,
hybrid cloud, portal
• Managed Services
•
Firewalls, dedicated servers, load balancers, data center
migration, monitoring and reporting, virtualization
management, network management, managed storage,
backup and restore
• Network Connectivity
•
Dedicated data transport, low-latency IP transit, native
dual-stack IPv6
ServerCentral Global IP Network
•
Customized technical assistance on demand, 24/7
•
• Remote Hands
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ServerCentral Clouds
•
Enterprise Cloud
• Multi-tenant infrastructure
•
Custom Private Cloud
• Customized, single-tenant
infrastructure
•
Hybrid Cloud
• Leverages both multi-tenant
and single-tenant infrastructure
for a best-fit solution
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Only - Strictly Confidential
ServerCentral Contacts
Scott Lee – Director of Global Channels – Main PoC for Opportunities
312-268-9264-O
913-636-1442-C
[email protected]
Eric Dominguez – Director of Sales Engineering
[email protected]
Josh McCarty – Senior Sales Engineer
[email protected]

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