Choosing the Right Cloud Applications in a Challenging Economy

Cloud Business Applications

Choosing the Right Cloud Applications in a Challenging Economy


Speakers:

Laurie McCabePartnerSMB Group

2 3/12/2012

Jagdeep RandhawaVice President IT and eCommerceCAMICO

Bill OdellMarketing DirectorDell Cloud Business Applications

“The cloud gives usone of the greatestopportunities we’ve seen in a long history of IT trends to fundamentallychange the way wework and live.”

Michael Dell


Agenda

3 3/12/2012

• SMB Group: Why SMBs are adopting cloud applications

– Top Business Challenges

– Top Technology Challenges

– Cloud Computing Drivers, Benefits, Considerations

• CAMICO: Cloud adoption case study

– Business case for cloud applications

– Evaluation considerations

– ROI on cloud projects

• Q&A

Polling Question #1

• What is top business challenge facing your company?

• Growing revenues • Attracting new customers• Dealing with uncertain economic conditions• Maintaining profitability• Improving cash flow• Retaining customers• Improving employee productivity

SMB Top Business Challenges

15%

12%

10%

26%

14%

32%

31%

60%

39%

45%

16%

18%

18%

19%

20%

21%

35%

41%

42%

44%

Improve customer experience

Attract & retain quality employees

Improve employee productivity

Retain customers

React quickly to changing market conditions

Improve cash flow

Maintain profitability

Attracting new customers

Deal with uncertain economic conditions

Grow revenue

MB SB

Source: SMB Group 2012 Small and Medium Business Mobile Solutions Study

• 451 Small businesses (1‐99 employees)• 261 Medium businesses (100‐999 employees)

SMB Top Technology Challenges

15%

12%

16%

17%

30%

27%

23%

34%

32%

42%

17%

18%

21%

21%

23%

25%

27%

30%

31%

33%

Integrating social media with web site/marketing tools

Adding or migrating to cloud‐based software‐as‐a‐service(SaaS) solutions

Supporting end‐users

Collaborating more effectively within and outside thecompany

Figuring out how different technology solutions can helpmy businesses

Getting better business insights from the data wealready have

Integrating different applications

Keeping my systems up and running

Implementing new solutions or upgrades

Containing technology related costs

MB SB

Source: SMB Group 2011 Small and Medium Business Routes to Market Study

• 472 Small businesses (1‐99 employees)• 214 Medium businesses (100‐999 employees)

A Perfect Storm for Cloud Computing

• Cloud computing lets you access software, server and storage resources over the Internet, in a self‐service manner

• Instead of having to buy, install, maintain and manage these resources on your own on‐premise servers, you access and use them over the Internet through a browser or mobile app

• Sometimes you might need to download a small piece of client code, but for the most part, the real horsepower is supplied by the cloud vendor

TabletHardware,

software, data reside at service provider’s data

center

Internet“Cloud”

PCMac

Server

Server

ServiceSupportBackupsEtc.

Service provider provides management,

etc. Smartphone

Custom

erC

loud

Com

putin

g D

ata

Cen

ter

Macro Trends Fueling Cloud Computing

MobileMobileSocialSocial Business

Analytics Business Analytics SpeedSpeed

Organizations are increasingly focused on business results. IT needs to leverage new technologies to meet business objectives.

Micro Trends Fueling Cloud Growth

•Scalability/right‐sizing•Creating new opportunities/entering new markets•Merger/acquisition•New regulatory requirements

BusinessBusiness

•Lack of IT staff/expertise • Infrastructure/application consolidation• IT backlog•Need for flexibility

TechnologyTechnology

•Need to extend to external parties• End‐of‐life/replacement applications• “Net‐new” applications• “Real‐time” requirements

ApplicationApplication

•Remote/geographically dispersed and mobile users•Requirements for collaboration•Mobile requirements UsersUsers

Applications Moving to the Cloud

38%38%

35%35%

34%34%

34%34%

29%29%

28%28%

28%28%

24%24%

7%7%

40%

38%

39%

49%

39%

29%

32%

34%

13%

Collaboration

Server virtualization

Web site

Marketing automation

Business intelligence/analytics

Contact and customer management

IT infrastructure management

Desktop virtualization

Accounting/ERP

Source: SMB Group 2011 Small and Medium Business Routes to Market Study

• 472 Small businesses (1‐99 employees)

PURCHASED/UPGRADE IN THE LAST 24 MONTHS

PLANNED FOR NEXT 12 MONTHS

Considerations for Cloud Computing

PricingPricing

Availability and business continuityAvailability and business continuity

Data storage and securityData storage and security

Performance and scalabilityPerformance and scalability

Contractual terms and penaltiesContractual terms and penalties

Service and supportService and support

IntegrationIntegration

Long term planningLong term planning

Polling Question #2

• Which of the following applications are you considering deploying in the cloud in the next 12 months?

1. Contact or customer management2. Marketing automation3. Accounting or ERP4. Business intelligence/analytics5. Collaboration6. Other7. Not considering any at this time

Cloud Adoption Case Study

Jag RandhawaVice President, IT and eCommerce

14

About CAMICO

• Professional Liability Insurance for CPAs• Nation’s largest CPA directed Professional Liability Insurer • Founded 26 years ago• Over 8,000 firms• Over 54,000 accountants insured• $64 million in annual premiums• 95%+ customer retention rate

15

Current Market Challenges

• Soft market due to economy• Highly Competitive market • 21 major competitors• Price sensitive customers• Limited market movement

16

Challenges with Existing System

• Sales Logix Sales Solution• On-premise software• Cumbersome, not intuitive to use• Not ideal for geographically dispersed sales team• Forecasting done in spreadsheets• Lack of visibility in sales processes• No integration with marketing programs to track ROI

17

Cloud CRM Evaluation

• Why Cloud?• Support for dispersed sales organization• Support for mobile devices – smart phones, tablets• Visibility into sales processes and performance• Savings from shared infrastructure, and reduced backup

and DR overhead• Vendors considered

• Salesforce.com• Microsoft Dynamics CRM• Oracle CRM On-Demand• Insurance-specific CRM solutions

18

New Cloud Sales Solution from Dell

• Salesforce.com Sales Cloud• Sales Process management• Forecasting and Pipeline management• Support for mobile devices• Integration with existing email marketing solution• End-to-end reporting – marketing leads to sales

• Dell Implementation and Support• Fixed fee, fixed scope implementation• Single point of support

19

Expected Benefits

• Streamlined Sales Process• Lead generation through closed sales

• Forecasting and Pipeline Visibility• Up to date forecasts and pipeline reporting

• Marketing ROI• Track and measure marketing campaign ROI

20

Future Cloud Applications

• Lead generation services• Data.com

• Customer Portal• Service Cloud with integrated Customer Support portal

• Application integration• Dell Boomi

Cloud Business Applications21 Confidential

Dell Cloud Business Applications

An end-to-end solution….

21 Confidential Cloud Business Applications

Q & A



For More Information

www.smb-gr.com


www.camico.com


www.dellcloudapplications.com

Thank you