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What Makes a Good Cloud Prospect?. Malcolm Wells ATScloud Partner Development Director [email protected] 972-677-6343. Agenda. Review of Cloud Advantages What to Look For Tying It Together. Observation. Selling cloud concept very similar to selling MSP concept. - PowerPoint PPT Presentation
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©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
What Makes a Good Cloud Prospect?
Malcolm WellsATScloud
Partner Development [email protected] 972-
677-6343
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Review of Cloud Advantages
What to Look For Tying It Together
Agenda
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Selling cloud concept very similar to selling MSP concept.Existing clients have already bought into the main concepts; easier entry into the cloud?
Observation
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Not All or Nothing
Not necessarily a fork-lift
Migration is planned and methodical
Start small, end up big
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Private vs. Public
Data is segregated Data location known
Client can put hands on box
Legal Concerns Preservation Litigation Hold Jurisdiction
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Tier IVData
Centers
An investment most clients cannot afford; included in pricing
2 Locations:Dallas and Las Vegas
Multiple redundancies
Security
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Security
Physical On-site guards
7x24x365 Video surveillance Biometric palm scan Individual access code VESDA smoke detectors Intrusion prevention No signage No direct road access Security breach alarms
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Security
Network Digital Rights
Management Data Loss Prevention DoD Level Security
Separate private infrastructure
Multiple firewalls Separate VLANs Email Border secured via
Mail IDS/IDP 3rd Party security audits
ISO 270001 Gap Analysis
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Back-up/Disaster Recovery
Another level of data redundancy
Can integrate with most existing MSP-Provided Solutions
Virtual servers provide basic BDR solution
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
OPEXvs.
CAPEX
Operating Expenses can be easier to handle
Opportunity costs: are there better placesto spend capital?
Must consider Total Cost of Ownership (TCO)
Tax implications
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Reduced Staffing
Most companies want to focus on their core competencies
FSE component of cost justification
Position as anMSP-Managed service
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Price Stability
We don’t like surprises any more than your client or you do
No fluctuating bandwidth charges
No fluctuating firewall charges
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Compliance
SSAE-16 (SAS-70)Auditing standard
PCIPayment Card Industry Security Standard
HIPAA/HITECHCompliant with Healthcare privacy standards
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Term Flexibilit
y
No long-term commitments
30-day notice Scale up or down
without penalty Perfect for short-
term needs
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Firewall Protectio
n
Further protects client data from outside
All data stored behind Juniper firewalls
No charge to MSP
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Availability
Data available to client via VPN and/or internet connectivity
Accessible from mobile platforms
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
No Obsolesc
ence
Purchased equipment quickly obsolete
Client not responsible for maintenance or technology refresh
Client getting better equipment than can typically afford
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Agility
Flexibility Request response
time typically improved
Ability to provision upgrades/updatesmore quickly
Reduced impact of vacation/sick days
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Quick Review
Private Cloud Tier IV Data Center Security BDR OPEX vs. CAPEX Reduced Staffing Price Stability
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Quick Review
Compliance Term Flexibility Firewall Protection Availability No Obsolescence Agility
Advantages
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Questions?
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Size
Solutions for companies of all sizes
Most companies comfortable using some type of cloud service anyway (Google Docs, Salesforce, etc.)
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
IT Departm
ent Staffing
MSP may already be serving as IT Department
FSE concerns Current staff (if any)
can focus on strategic needs
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Technology
Challenged?
If ‘yes’, the cloud (and MSP) relieves some responsibility
If ‘no’, they will understand the advantages faster
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Location Independ
ence
Reduces need for on-site remote access hardware and security
Easily accommodates remote workers
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
The Need for “Control”
Used to having equipment on-site
Private cloud means client data segregated from others
Tier IV Data Center offers better security
No long-term commitment
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
BDR Needs
All clients should be concerned
Virtual servers addresses basic DR at no extra charge
Integration into MSP Solutions
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Budgetary
Concerns
OPEX vs. CAPEX Price stability No long-term
commitment No
obsolescence/fork-lift upgrades
TCO
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Compliance Issues
Sarbanes Oxley HIPAA Government
requirements Data center and
certifications address major compliance requirements
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Short-Term
Needs
Flexibility to act quickly
OPEX vs. CAPEX Billed in monthly
segments No long-term
commitments Price stability
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
High Bandwidt
h Requirem
ents
Unmetered bandwidth (within reason)
Price stability Agility
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
“Short Fuses”
Quick turn-arounds needed
Flexibility to act quickly
Agility to add resources quickly
No long-term commitments
Key Traits
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Questions?
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Tying It Togeth
er
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Tying It Togeth
er
Selling cloud services, such as virtual servers, is much like selling MSP services
Client already agrees with the “out-sourced” concept
Logical extension
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Tying It Togeth
er
Not all clients are ready for the cloud, but maybe more than they realize
Not all applications/solutions should be cloud-based
Recognizing key traits can open opportunities
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Tying It Togeth
er
ATScloud offers a great deal of flexibility to meet your client’s needs
Available to help design, consult, and close the opportunity
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Tying It Togeth
er
PLEASE USE IT!
Jonathon 972-677-6193Malcolm 972-677-6343
©2013 ATScloud www.atscloud.com
What Makes A Good Cloud Prospect?
Thank you!
Malcolm WellsPartner Development Director
[email protected] 972-677-6343 Cell214-708-9596