Moving To The Cloud

Why Cloud Computing Matters Jerry C. Huskins, Managing Director and Co Founder Astadia A LEADING CLOUD CONSULTING & INTEGRATION COMPANY ©Astadia, Inc. | 1

What are the Business Challenges?

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The “Facepalm”

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Sales Pressures

Sell More with Less Client Management Lack of Data and Analytics

Marketing Pressures

Shrinking Budgets Increase brand visibility ROI on marketing budget

Business Pressures

Service Pressures

First Call Resolution Be Client-Knowledgeable Workflow and Forecasting

Business Model

Innovation Center Channel Strategy Customer Stickiness ©Astadia, Inc. | 4

Project Portfolio

Application Backlog Application Silos Adoption and Usage

TCO & ROI

Shrinking Project Budgets Reconcile Skillset Matrix ROI and TCO Scrutiny

CIO Pressures

Business Expectation

Business Impact Revenue Enhancement Cost Avoidance

Business Model

Innovation Center Partner Enablement Customer Stickiness ©Astadia, Inc. | 5

Technology is not a silver bullet…   Requires execution of project fundamentals  Business Alignment    Requirements Technical specifications User Acceptance Demands focus for maximum benefit and ROI   Process Improvement Change Management   Solid Leadership Best Practices Expertise ©Astadia, Inc. | 6

Why Cloud Computing is transforming Businesses

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Cloud Delivery Rises to the Challenge • Business feels constrained by IT, not enabled • TCO and ROI metrics always in doubt, Value questioned by business

Traditional IT Delivery

• Business and IT craft value together, shared focus and goals and new business models • Shift from Cost Center to business transformation focus for IT

Cloud-focused IT Delivery

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Where the market is going:

Where it has before

In order to move to the majority phase of technology adoption, we need IT support, endorsement, and promotion. The enablers of this adoption are IT’s ability to extend applications with a platform and the proliferation of multivendor solutions

Mainframe Client/Server Software As A Service Cloud Computing Era Mid 20 th Century Platforms Players Late 20 th Century Platforms Early 21 th Century Platforms Today Technology Adoption Lifecycle

Geoffrey A. Moore

Model Direct Sales Teams Players

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Value Added Reseller

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Value Added Distributor Direct Sales Teams

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Trusted Advisor

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Value Added Reseller

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Value Added Distributor

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Distributed Enterprise Architecture is here ©Astadia, Inc. | 10

How can the Cloud help you?

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Cloud Computing Attributes ©Astadia, Inc. | 12

Total Cost of Ownership ©Astadia, Inc. | 13

Cloud Computing Changes the Gameboard    Focus on Business Impact  Accelerate Speed to Market  Increase Adoption  Validate Business Models quickly and thoroughly Provides Lower TCO and Higher ROI  30-40% lower TCO (Yankee Group)  Significant ROI due to Cost Avoidance and Supply Savings vs. tradition On-Premise deployment model Responds well to Change  Plan. Deploy. Innovate.   Tools in hands of business to enact change Development, Governance and Compliance tools in hands of IT ©Astadia, Inc. | 14 1 4

Why is your organization using or planning to use SaaS in the next 12 months?

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Google Apps vs. Exchange TCO Review (Serena) ©Astadia, Inc. | 16 1 6

The Cloud Computing Model         is mature is supported by a strong network of platforms is secure and scalable drives innovation provides business-focus and accelerates delivery creates community and customer opportunities lowers TCO, increases ROI releases the valve on “Pressure Points” ©Astadia, Inc. | 17

How others are using the Cloud?

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Why is your organization currently transitioning from a current on-premises solution to a SaaS solution?

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Case Study: Social Media

Astadia created "Crocs Ideas" a social media site

    Consumers can POST Ideas to Crocs Members can VOTE on submitted Ideas and voice comments Consumers can participate in product SURVEYS to help Crocs innovate new products Consumers can preview the COMING SOON products and follow these products when they reach market  COMING SOON : All of Crocs' other social media presence on Facebook, Twitter, and Blogs are now being integrated Crocs, Inc. is a designer, manufacturer and retailer of footwear under the Crocs™ brand. They are sold in 100 countries. ©Astadia, Inc. | 20

Case Study: CRM + Force.com

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Replacement of internal Powerbuilder application with salesforce.com CRM and force.com application development

     Force.com utilized for i) enhancing logic layer for data integrations, ii) providing interfaces to present crucial data from legacy environments and iii) storing G/L data for analytics Salesforce.com deployed for account and opportunity management Big Machines utilized for centralized pricing across 100 branches Construction data integration via MHC or Reed Cast Iron orchestrations for JDE integrations 

Optimization gives valuable selling time back to sales

Williams Scotsman offers space solutions for the construction, education, industrial, commercial/retail, healthcare, and government markets, with operations in the United States, Mexico, and Canada.

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Manhattan Associates Replaces Legacy Support System with Salesforce.com Service Cloud

Manhattan Associates is a software supplier of supply chain and manufacturing applications, and as a software company invest heavily in technology to support their growing software application.

Challenge Existing CRM was outdated, highly customized, & difficult for support organization to use Existing CRM required significant administration & maintenance Global team spread out across the globe with various processes; process gaps between the different support groups Solution Results Integrated customer view/standards across groups and aligned information with sales Over 250 support employees quickly up and running Ancillary groups responsible for carrier data, license key, media and training integrated into Salesforce and the support process Standardization and automation of support processes across the globe Higher agent productivity – bridged process gap between groups Better visibility/more efficient reporting Achieved significant savings per year with Salesforce Service & Support ©Astadia, Inc. | 22

Ventyx Deploys Common Support and Service Platform/Portal using Salesforce.com Service Cloud

Ventyx offer a range of solutions including Asset management, Mobile workforce management, customer care, Energy trading and risk management.

Challenge 3 support groups on 3 disparate CRM applications (Siebel, Remedy, IssueNet) with separate processes and communications to the customer No single repository for customer data and reporting Solution Replaced legacy systems with Salesforce Service and Support Deployment of AppExch Entitlements and Customized Asset/Product structure to better serve the customer Customer and Self-Service Portal Roll out Integration of Salesforce.com with defect tracking systems (ClearQuest/Bugazilla) Results Consistency and standardization of processes across different support groups Higher agent productivity and adoption Streamlined reporting and visibility of data across groups Increase in customer satisfaction with more user-friendly portal/solution database ©Astadia, Inc. | 23

What are common CIO enablers?

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Key Takeaways: Cloud Computing Benefits        Increases Focus on business issues, not tech Allows for scalable, enterprise-class complexity Rich ecosystem of Vendors and Service Providers Platforms are scalable, secure and enterprise Web Services, XML, Javascript focused development environments are typical, and readily available skills Java and .NET skills require training and focus to migrate Web Services focus creates powerful integration story ©Astadia, Inc. | 25

What do you need to get “Cloud-Ready”?

        Review Project Backlog and Portfolio for candidate apps Analyze skillset matrix of current resources Understand valuation of long-term software and hardware assets Plan to build TCO and ROI models Get alignment between business drivers and IT on priorities and strategy as it relates to Cloud approach Utilize best practices to achieve success Start with one app and expand strategy with proven success Go to astadia.com/thinktank for more content ©Astadia, Inc. | 26