HOW MSPS CAN BE SUCCESSFUL IN AWS, AZURE, AND GOOGLE CLOUDS

• Steve Kochenderfer• Account Executive, RightScale

• Bailey Caldwell• VP Customer Success, RightScale

• Robert Burgess• Cloud Practice Leader, Flair Data

Presenters

• Opportunity for MSP’s• Best practices • Real-world case study from an MSP• How to get started selling• How to work with AWS, Azure, and Google as an MSP

Agenda

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To be in the Gartner Managed Services for IaaS Magic Quadrant you need:

● A management portal a. Required: Cloud service expense management (CSEM) and governance

Optional: additional CMP, ITSM or other automation functionality. b. Ideally: Don’t restrict the customer's access to cloud provider's self-service

and native management capabilities..● Managed services

a. Required: Technical supportb. Optional: Monitor, configure, secure and manage cloud provider's service

elements. ● Professional services

a. Required: Solution architecture, workload migration services and DevOps automation.

3 Pillars of an MSP per Gartner

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OptimaCost management and

collaborative optimization

RightScale CMP Solution

VIRTUAL

SERVERS

PUBLIC

CLOUDS

IAAS+/PAASSERVICES

PRIVATE

CLOUDS

BARE METAL

SERVERS

CONTAINER

CLUSTERS

RightScale Cloud Management Platform

User access controls and governanceGovernance

Cloud ManagementMulti-cloud visibility,

automation, and operations

Self-ServiceCatalog of templates andautomated provisioning

MULTI-CLOUD ORCHESTRATION

Multi-Cloud is the Strategy of Choice

Multi-Cloud85%

Cost Optimization Is Top Initiative in 2017

Source: RightScale 2017 State of the Cloud Report

Large Amounts of Wasted Cloud Spend

Multi-Cloud85%

CMP and Plugins Allow Use of Any Native Service

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Compute Storage Network Database

Built-In Integration Cloud Service Plug-Ins

AWSLambda

AWSElastic

Beanstalk

GoogleContainer

Engine

AzurePaaS and more…

Created by• RightScale• Customer• 3rd party

Analyst View

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RightScale led the pack … the broadest breadth and depth of available cross-cloud templates, very mature governance capabilities, embedded cost analytics, and the most widely used and praised hybrid cloud APIs and external tool integrations.

Customers are very loyal, praise the vendor’s support staff, and repeatedly called out its market-leading developer-friendly APIs and unwavering cloud-agnostic strategy (“they don’t compete at the platform layer”).

The Forrester Wave – Q1 2016

Two Solutions from RightScale

VIRTUAL

SERVERS

PUBLIC

CLOUDS

IAAS+/PAASSERVICES

PRIVATE

CLOUDS

BARE METAL

SERVERS

CONTAINER

CLUSTERS

MULTI-CLOUD ORCHESTRATION AND GOVERNANCE

RIGHTSCALE OPTIMA

Collaborate across cloud governance teams, business units, and resource owners to

manage and optimize cloud spend

RIGHTSCALE CMPOrchestrate, automate, and govern

applications across any cloud, any cloud service, any server, and any container.

BEST PRACTICES

Change is Inevitable…Flexibility is Essential…

Great, you can integrate and support all these pieces but where do I begin?

Start small… Pieces can be added or removed at the pace of your operational & business needs...

Pieces can be added & refined as you mature your operations service model...

Your steady state operations service model can be as simple or complex as needed...

Build at your pace...Take advantage of new technologies and upgrade/change when appropriate...

Change is good...

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STRATEGY DESIGN DEPLOY OPERATE OPTIMIZE

Services Across the Spectrum

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CloudSight

Implementation

Support

Managed Services

Cloud Cost Optimization

Training

DEFINE & DESIGN

• Preliminary Project Plan• Key Milestone Dates• Final Production

Architecture

OPTIMIZE

• SLA Achievement• Continuous

Improvements

DELIVER & TRANSITION

• Client UAT acceptance• Runbook Documentation• Acceptance of

knowledge transfer from client

Example: RightScale Engagement Model

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DEVELOP & BUILD

• Completed Deployment Build

• Successful Test Validation of Deployment

CI/CD

Communications

Ticketing / ITSM / CMDB

Alerts & Monitoring

Reporting / Dashboards

Collaboration

Think: Cloud Service Delivery Platform

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FLAIR DATA CASE STUDY

Cloud Practice

An Abridged History

For the last 101 years, Flair has been bridging the gap between technology

and business results.

The New Datacenter

Orchestrators become crucial as infrastructure complexity grows

How can you provide visibility? Tracking? Forecasting? Showback? Consistency? Self Service?

Why Rightscale?

Customer implementation (Pilot account)

● Cloud agnostic, lock-in not an option● Built for cloud, not a hardware solution being retrofitted

○ 10+ years of cloud experience

● Self-funded

Internal testing

● Sandbox tests● Strategic alignment

○ Project Sherpa

HOW TO GET STARTED

• Validate the RightScale Platform• Engage with MSP Starter Pack or Production Pack

• Start Selling Cloud Services• Cost Optimization • Orchestration / Automation

• Land and Run First Cost Optimization Assessment• RightScale Assisted Assessment & Delivery

• Scale Cost Management and Expand to Other Cloud Services• Grow Accounts with Cloud Professional Services / Managed Services

A Path for MSP Success with RightScale

• Quick ROI: Smart cost optimization recommendations across clouds identifies instant savings opportunities for a single team or the entire enterprise.

• Collaboration: Automatically assign optimization recommendations to resource owners and deliver tailored alerts.

• Noise-reduction: Enable resource owners to tag recommendations that should be ignored and prevent future alerts.

• Automated action: Push-button execution of recommendations by resource owners and ongoing policy-based automation

• Enterprise-wide coordination: Track progress on implementing optimization recommendations at team or enterprise level.

• Concierge: Monthly concierge hours with a Cost Management Specialist to provide further guidance

RightScale Optima: A Good Door-Opener

Cost Optimization Assessment Methodology

Area Tasks

Analyze Cost Drivers 5

Tagging/Organization 3

Budgeting/Forecasting 4

Instance Standardization 2

Discount/Purchase Options 7

Cloud Analysis 2

Waste Analysis & Action 9

Provisioning Controls 2

Cost Savings Report 4

Total 37

Cost Review Example 30-45% Savings

How do I execute on an ongoing basis?

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• Key Capabilities• Automated policies

• Alert only• Alert and take action

• Out-of-the-box policies from RightScale

• Available on GitHub

• Create your own policies with powerful workflow engine

Automated Policies: Prevent Drift

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ROI Makes the Decision Easy

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CurrentSpend

$100K per month$1.2M per year

Savings Implemented

$30K per month$360K per year

ROI Y1: 500%

Y2+: 1100%

*Example: Assumes Gold level + $30K in optional add on for technical services in Y1.

WORKING WITH AWS, AZURE, GOOGLE

• AWS• Start as a “Consulting Partner” - Registered, Standard, Advanced, Premier• Choose from a variety of individual certifications (Architect, Dev, Ops..)• Get to Standard to unlock Channel Reseller Program• Get to Advanced Tier to unlock MSP Program• Have 3 customers and complete “Validation Checklist” to become official MSP Partner

• Azure• Sign up as partner• Get Cloud Platform Competency (Silver or Gold)• To resell, sign up with an indirect CSPP (Cloud Services Platform Provider)

• Google• Join the Google Cloud Platform Partner program (not the regular Google Partner program) as a

Service Partner• Consider certification as a Google Certified Professional Cloud Architect• Have to apply to be a reseller

Cloud Provider Programs for MSPs

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RightScaleContact sales@rightscale.com for more info and pricing for RightScale MSP program

Flair Data SystemsRobert Burgessrburgess@flairdata.com www.flairdata.com

Q&A

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