Transcript HP_Cloud-11-01-10-v1 master deck

HP ENTERPRISE
CHANNEL CLOUD
STRATEGY
UPDATE
Derek Howard, WW
Janet Waxman, AMS
Cloud Channel Strategy
ESSN Channel Marketing
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© Copyright 2010 Hewlett-Packard Development Company, L.P. HP Confidential.
AGENDA
– Cloud Market Dynamics
– HP Cloud POV and Strategy
– HP Channel Cloud Strategy and Programs
– Call to Action
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© Copyright 2010 Hewlett-Packard Development Company, L.P. HP Confidential.
CLOUD: NOT IF, BUT WHEN
MASSIVE
POTENTIAL MARKET
Cloud Services Market
$59B in 2009,
$149B in 2014(1)
POTENTIALLY
DISRUPTIVE
Allow Disruption =
Your Opportunity
Lead Your Clients to the
Cloud
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(1)
(2)
Gartner
IDC Survey, Cloud Computing Attitudes,
Doc.#223077, April 2010
NEWS AND RESEARCH HEADLINES
− Trust with existing business relationships will
influence decision makers, but some
providers will be considered where they
were not before.
68%
− Increased M&A, growth of MSPs, and
inability for some channel to transition their
business model have many partners
concerned.
12-15% DECREASE IN
− Slashing costs initially drove move to cloud,
but now business growth is behind the
increased adoption. Still customers are
concerned about security, availability, etc.
70-85% SMALL AND MID-
− Growth of public, private, and hybrid cloud
solutions requires IT consulting, systems
integration, network consulting, and
application development.
29.1% GROWTH RATE
CEOS WERE MOST
LIKELY TO CONSIDER A
TRADITIONAL CARRIER OR
HOSTED VAR
CHANNEL PARTNERS OVER
NEXT FIVE YEARS
SIZED COMPANIES WILL
MOVE MAJOR APPS. TO
CLOUD IN NEXT 12 MONTHS.
FOR CLOUD NETWORK
CONSULTING THROUGH
2014.
SOURCE: 1-Channel Partners Online 12/28/2010, 2-CRN 11/05/2010, 3-CRN 1/21/11, 4 – IDC US Cloud Consulting and Integration Services 10/2010
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CIO’S ROLE TODAY
HYBRID DELIVERY
CIO becomes
BUILDER and
BROKER of IT
FASTER REVENUE
GROWTH:
Business and IT aligned
INCREASED AGILITY:
Respond to continuous
opportunity and
competition
REDUCED CAPEX/OPEX:
Shift budget from
Operations to Innovation
Traditional
Private
Public
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CIO’S NEED TO OPTIMIZE SERVICE
DELIVERY WHILE INTEGRATING CLOUD
TRANSFORM
MANAGE AND SECURE
legacy infrastructure
and applications
across legacy applications
and cloud assets
BUILD
on-premises
cloud services
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CONSUME
off-premises
services
securely
PATHWAY TO HYBRID DELIVERY
Public
Private
PRIVATE AND
PUBLIC CLOUD
TRADITIONAL IT
• Partial automation
• Minimal automation
• New disparate
• Traditional methods of
public and private
service delivery – internal,
cloud services
outsourcing, hosting
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HYBRID DELIVERY
• Fully automated selfservice delivery
• Orchestrated, managed &
secured hybrid service
delivery
• Brokered services based
on business requirements
HP CLOUD DEFINITION
Cloud computing is a delivery model for technology enabled
services that provides on-demand access via a network to an
elastic pool of shared computing assets (e.g. services, applications,
servers, storage, and networks) that can be rapidly provisioned and
released with minimal service provider interaction. The entire value
can be bi-directionally scaled as needed to enable pay-per-use.
CORE ATTRIBUTES
Elastic
Pay-Per-Use
Shared
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HP and Company,
Channel Partner
Confidential
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L.P. HP
Confidential.
On-demand
Networked
What’s Driving the Move to Private Cloud…
Promise of
Public Cloud
•
•
•
Accelerate service delivery
Enhance operational efficiency
Align IT spend to business consumption
Very real
concerns
•
•
•
Security
Control
Governance
In two years, control, security issues will drive
(1)
>70% Clients to deploy or consider Private Cloud
(1)
IDC Survey, Cloud Computing Attitudes, Doc.#223077, April 2010
HP will be the Private Cloud Provider with
Converged Infrastructure, Automation Software, and
Services
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HP CLOUD STRATEGY
HP provides Commercial & Enterprise Class
cloud solutions:
− Solutions to enable customers to build open, scalable private and
public clouds, based on a converged infrastructure, with built-in
application automation and complete lifecycle management
− Provide cloud services for customers to consume ranging from
compute and storage, to industry applications and end-user devices
− Management, automation and governance solutions that manage
and secure across hybrid IT environments
− Services that help customers transform and integrate their legacy
infrastructure and applications to tap the power of the cloud
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HP ENTERPRISE CLOUD SOLUTIONS
Service management, automation and
governance solutions to manage across
cloud and existing IT services
MANAGE AND SECURE
Cloud and existing IT services
Scalable private
and public cloud
solutions
optimized for
applications based
on a converged
infrastructure
BUILD
Cloud Solutions
for Private &
Public Clouds
CONSUM
E
Burst
Enterprise
cloud
services
TRANSFORM
Infrastructure and applications for the Cloud
Professional services to plan, design,
and implement infrastructure and
application transformations to the cloud
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Flexible, secure, pay
as you go enterprise
cloud services
ranging from
compute to
applications and
industry solutions
HP ENTERPRISE CLOUD CHANNEL SOLUTIONS
HP Software and Security Solutions
• CSA for Matrix
• Fortify (Application Security)
• ArcSight (Compliance & Risk Mgmt)
• TippingPoint (Network Security)
MANAGE AND SECURE
Cloud and existing IT services
BUILD
Scalable cloud
solutions based on
HP Converged
Infrastructure:
• BladeSystem Matrix
• HP Networking
• 3PAR Storage
• ProLiant SL for
extreme scale out
deployment
• CloudStart
• CloudSystem
• CloudMaps
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Cloud Solutions
for Private &
Public Clouds
CONSUM
E
Burst
Enterprise
cloud
services
Channel offers and
enablement in
development
TRANSFORM
Infrastructure and applications for the Cloud
Channelize TS Cloud Services Offerings:
• Cloud Discovery Workshop
• Cloud Services (Roadmap, Design and Security)
• CI-MM Express Workshop
© Copyright 2010 Hewlett-Packard Development Company, L.P. HP Confidential.
HP CLOUD DISCOVERY WORKSHOP
TRANSFORM
BUILD THE VISION AND STRATEGY
• Create common cloud understanding
•
Duration: 1 day
• Mobilize teams for fast decision-making
•
Attendees: C-level
decision makers, CTOs,
chief architects
•
GTM: Direct HP &
Channel sales; HP
delivery
•
Delivered by a global,
dedicated practice
•
Customized version for
Public Sector
• Evaluate cloud opportunity, risks
• Share cloud best practices
• Identify strategic cloud related initiatives
• Explore HP Converged Infrastructure Architecture
and technologies
• Lay out next steps
• New enriched content based on learnings from
vast HP cloud deployments across Enterprise
Business
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© Copyright 2010 Hewlett-Packard Development Company, L.P. HP Confidential.
BUILD
HP CLOUD MAPS
Accelerate and Automate Application Deployment
– Customized pre-defined
Matrix workflows and
templates for popular
business applications
Workflows
Deployment scripts
Sizers
Best practice templates
Whitepapers
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– Reduce provision time by 80%
– Reduce compliance
management time by 75%
www.hp.com/go/cloudmaps
HP CLOUD SERVICE AUTOMATION FOR MATRIX
MANAGE & SECURE
One touch infrastructure to application provisioning and monitoring
HP BladeSystem Matrix
Server
Automation
Initiate
Provision
infrastructure
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HP Cloud Service Automation for Matrix
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Provision
application
SiteScope
Monitor
applications
CLOUD PARTNER PROGRAMS
CLOUD ENABLING OUR CHANNEL PARTNERS
PartnerONE is been enhanced to enable HP Channel Partners to deliver cloudbased solutions to market:

 Converged
Infrastructure Elite
 Cloud Enablement
Program
 Cloud training: RWC,
CI/Cloud Road show, APC
Training &
Enableme
nt
Expand
Portfolio
Expanded Solutions,
Services and Financing
portfolio to enable Cloud
delivery
 Align Partner ecosystem
(P2P)
Joint Marketing
 Cloud Centers of Excellence
 Co-marketing and Demand Generation
 Lead sharing, joint seminars and webinars
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HP CLOUD CENTERS OF EXCELLENCE
Channel Cloud Demonstration Program
– Build HP cloud demo centers at qualified partner
facilities
• Leverage
Matrix Demo Program and augment with CSA Software
• Drive
joint demand generation along with partner & customer
training
– Increase awareness and drive additional sales for both
HP and its partners
– Over time expand the HP portfolio demonstration
capabilities
– Opportunity to participate in VMware Cloud Solutions for
HP program
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HOW CAN PARTNERS BECOME AN HP
CLOUD CENTER OF EXCELLENCE?
1.
Requirements: CI Elite Partner. Participate in the Matrix
Demo Acceleration Program. Contact Lynn Defrees.
Solo
2.
3.
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Determine level of HP
Software
Competency.
Install CSA on Matrix to deploy
Cloud Center of Excellence.
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P2P
HP Software Elite. Complete
CSA Enablement training.
Partner to Partner Program:
Signed agreement with HP
Software partner.
Contact Patti Moy.
CLOUD ENABLEMENT FOR HP
PARTNERS
Create your Cloud with the power of HP Converged Infrastructure
– Enable HP Partners to acquire HP ESSN and HPSS
technology to develop their own Cloud practice
• Partner
must hold title to infrastructure for two years
• Pricing
mechanism available – VEP or VBD process
– HP Infrastructure can reside at Partner or End-User
(co-location)
– HP Financial Services can lease infrastructure to HP
Partner to minimize capital expense
– HP Partners earn PartnerONE benefits on Cloud
Enablement orders
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SUMMARY OF HP CLOUD
ANNOUNCEMENT ON JANUARY 25, 2011
HP Enterprise Cloud Announcement:
• Transform: Cloud Discovery Workshop
• Build – CloudSystem
• Manage & Secure – Cloud Service Automation
• Consume – HP Enterprise Cloud Services -Compute
• HP Cloud Channel Programs
• Cloud Centers of Excellence
• Cloud Enablement Program
= Channel Offering
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CALL TO ACTION
Understand HP Enterprise Cloud Strategy
ENGAGE Provide HP feedback on what you need to
be successful
Leverage new HP Cloud Solutions and
Programs and Align GTM
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© Copyright 2010 Hewlett-Packard Development Company, L.P. HP Confidential.
COMMUNICATION TO PARTNERS
• Channel Cloud Program details on Partner
Portal
-‘What’s New’
- www.hp.com/go/cloudpartner
• Available Podcast / On Demand Webinar
• Clouds & Coffee with Derek and Janet Monthly
•
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WHY HP?
Infrastructure
Virtualization
Servers Storage Network
Automation;
Lifecycle
Management
HP Converged Infrastructure Matrix, Cloud Service
Automaton
Validated App
Best Practices
HP Cloud Maps
Solution
&
Services
R&D
HP Cloud Start
HP can bring it all together
Open ecosystem
IBM
Missing networking
Complexity drives services
ISV conflicts
Dell
Limited offering
Hodge podge of 3rd party
Cisco
Too network centric:
creates gaps
EMC
Too storage focused
“VCE”
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HP and Company,
Channel Partner
Confidential
© Copyright 2010 Hewlett-Packard Development
L.P. HP
Confidential.
Takes more than bundle
Closed infrastructure
Multi-vendor complexity
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ENTERPRISE CLOUD.
DELIVERED.
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Carnegie Mellon University uses HP's
Converged Infrastructure and VMware’s
vCloud Director to build their private cloud
network in under 30 days.
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© Copyright 2010 Hewlett-Packard Development Company, L.P. HP Confidential.
A SENSE OF URGENCY FOR PRIVATE
CLOUD
Attributes
Business Units are now circumventing IT…
Gap: business
goes directly to
the public cloud
Public
Cloud
–
Agility
–
Risk
–
Cost
–
Value
Need to offer technology enabled services vs focus on
provisioning infrastructure faster…
Application
(SaaS)
Private
Cloud
Platform
(PaaS)
Infrastructure
(IaaS)
Where IT needs to be to
remain competitive
New Services
Gap
New Services
What IT is
focused on now
Lower IT Cost/Reduce Risk/Greater Value -- Align IT with business
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HP BLADESYSTEM MATRIX:
The Backbone for your Private Cloud
Matrix
Service Catalog
Matrix
Resource Pool
HP-UX
Windows
Linux
Personalize
your Cloud
HP
Matrix
Self Service
Portal
Matrix
Converged
Cloud APIs
Infrastructure
Matrix
Capacity &
Management
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Matrix
Cloud APIs
Matrix
Service Delivery
© Copyright 2010 Hewlett-Packard Development Company, L.P. HP Confidential.
NDA Until 22 June 2010
• Billing/chargeback
• Approval flows
• Other processes
WORKLOADS ARE SHIFTING TO CLOUD
MANY WORKLOADS ARE MIGRATING TO PUBLIC OR
PRIVATE CLOUD “CAMPS”
PRIVATE CLOUD1
• Server Capacity On Demand
• IT Management
• Business Apps (CRM, ERP)
PUBLIC CLOUD1
• IT Helpdesk
• Collaborative Applications
• Data backup/Archive
Services
•
•
•
•
Email
Personal Productivity Apps
Website Creation & Management
Storage Capacity on Demand
• App Dev. & Test
• Tech. Computing Apps
• Data Analysis and Mining
• Custom Applications
• Applications with sensitive data
TRADITIONAL IT
Each company has unique needs that must be assessed to determine the right destination
for each workload – but in all cases, IT must manage across the hybrid environment
Notes: (1) Based on the percent of customers indicated they would adopt cloud for a given workload in their organization, rated 4 or 5 on 1-5 scale, IDC May 2010
Source: IDC, EB Strategy Analysis
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© Copyright 2010 Hewlett-Packard Development Company, L.P. HP
HPConfidential.
and Channel Partner Confidential
HP CLOUD FUNCTIONAL
ARCHITECTURE
INFRASTRUCTURE
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Service access and management
Service request and activation
Charging, rating and monitoring
Service allocation and configuration
Resource and workload management
SERVERS
© Copyright 2010 Hewlett-Packard Development Company, L.P. HP Confidential.
STORAGE
NETWORK
GOVERN
Service catalog
SECURE
DEMAND
DELIVERY
SUPPLY
DESIGN AND DEPLOY
User Portal