1.0 Overview of the Cloud Computing Market 1.

1 Key players currently operating in the Global Internet Industry Software as a Service (SaaS) Integration as a Service (IaaS) Platform as a Service (PaaS) 2.0 USA 2.1 Cloud Computing Market forecast 2.2 Key Players 2.3 Target Segment 3.0 SINGAPORE 3.1 Cloud Computing Market forecast 3.2 Key Players 3.3 Target Segment 4.0 INDIA 4.1 Cloud Computing Market forecast 4.2 Key Players 4.3 Target Segment 5.0 Go to Market Strategy 5.1 USA 5.2 Singapore 5.3 India 5.4 Lead Source 5.5 Activity Management 6.0 Sales Org Structure 6.1 USA 6.2 Singapore 6.3 India

Cloud Computing Sales Scope Document

1.0 Overview of the Cloud Computing Market Worldwide cloud services revenue forecast to reach $68.3 billion in 2010, a 16.6 percent increase from 2009 revenue of $58.6 billion, according to Gartner, Inc. The industry is poised for strong growth through 2014, when worldwide cloud services revenue is projected to reach $148.8 billion. Gartner estimates that, over the course of the next five years, enterprises will spend $112 billion cumulatively on software as a service (SaaS), platform as a service (PaaS), and infrastructure as a service (IaaS), combined. The major SaaS-providers include Adobe Web Connect, Google Mail, Cisco WebEx, and Yahoo Mail. Content, communications, and collaboration (CCC) accounts for about 30% of the SaaS market revenues. The U.S. had 60 percent of the cloud computing services market in 2009 and will be at 58 percent in 2010, Gartner said. However, the U.S. market share of the cloud computing market will drop to 50 percent by 2014 as more countries embrace cloud services. 1.1 Key players currently operating in the Global Internet Industry Software as a Service Customer Relationship Management (CRM): Salesforces.com, Oracle.com and RightNow Enterprise Resource Planning (ERP): SAP, NetSuite and Workday Supply Chain Management (SCM): Descartes, Ariba and Ketera Content, Communication and Collaboration (CCC): Cisco WebEx, SumTotal and IBM LotusLive Digital Content Creation (DCC): YouTube and Adobe Integration as a Service (IaaS) Pervasive, Cast Iron Systems and Boomi Backup and Storage Service: Amazon Web Service (S3) and RightScale Compute Services: Amazon Web Services (EC2), GoGrid and SkyTap Platform as a Service(PaaS) Force.com, Google App Engine and Azure

2.0 USA 2.1 Cloud Computing Market forecast The U.S. had a 60.0% share of the worldwide cloud services market in 2009, which is expected to dip by ten percentage points to around 50.0% by 2014. The global cloud service market is expected to grow substantially with revenue expected to reach $148.8 billion by 2014. The market research firm is of the opinion that the cloud computing market will grow exponentially by 16.6%, generating revenues of $68.3 billion in 2010 and reaching $148.8 billion by 2014 from $58.6 billion in 2009. 2.2 Key Players IBM, Amazon, Google, Intel, HP, Microsoft Azure, Fujistu, Yahoo Mail, Cisco WebEx, Adobe Web Connect, Vmware 2.3 Target Segment Pharmaceuticals, Medical Devices, Biotechnology, Semiconductor and Electronics, Energy and Power Supplies, Food and Beverages, Chemicals, Advanced Materials, Industrial Automation, Telecom, IT, and Retail 2.4 US $ M 2010 Total Mkt Size 100 2011 2012 2013 2014 2015 150 200 250 300 350 30 35 40 45 50

Addressable Mkt Size 25 ( Small & Medium Enterprises )

Current Competitiors IBM , google , etc Competitors market Share Target Market Share 5 % 10 M 10 % 15 % 20 % 25 % 30 %

Resources to achieve the Target Market Share

Productivity assumed at 1 M $ per Headcount 10 Resources ( 2011 assumes half year productivity )

3.0 SINGAPORE 3.1 Cloud Computing Market forecast Singapore cloud services were forecasted at US $42 million in 2010 and expected to grow to US $177 million by 2014. 3.2 Key Players SingTel, IBM, Amazon, HP, Google, Cisco WebEx 3.3 Target Segment Financial Services, Logistics, Government, Telecom, Healthcare

4.0 INDIA 4.1 Cloud Computing Market forecast The Indian cloud computing market is going to experience a tenfold growth by 2015. The current cloud computing market is $110 Million today with, approximately, 66 Million in the SaaS market dominated by applications such as collaboration apps, CRM and ERP. The remaining $ 44 Million is shared by the PaaS and IaaS.

According to the Zinnov report, by 2015, the cloud computing market in India will reach 1 Billion with SaaS capturing 650 Million dollars while PaaS and IaaS cumulatively get around 440 Million dollars. 4.2 Key Players Amazon, Google, IBM, Microsoft, Salesforce.com, Oracle/Sun, VMware, Wipro, Infosys, TCS 4.3 Target Segment BFSI, Telecom, Manufacturing, Government, IT, and ITES, Automobile, Retail

5.0 Go to Market Strategy 5.1 USA

5.2 SINGAPORE

5.3 INDIA

5.4 Lead Source: Third Party Vendors (Hoovers, One source, Corporation Information, Fundoota, etc) Internet Search, Yellow Pages, Boot Camps, Linkedin Subscription to TiE, Singapore International Chamber of Commerce, CII, NASSCOM

5.5 Activity Management

Cold Calling (Outbound Calls), Email Campaigns, Inbound Calls

6.0 Sales Organization Structure Total Sales Force 20 (15 + 5 optional for sales team expansion plan) USA 7+4 optional, Singapore/KL 4+1 optional, and India - 4 Team Lead (3 USA, 1 SINGAPORE, 1 INDIA)

4 years of experience in cold calling, business development, managing an inside sales. Achieve minimum of 100% sales target set Develop a business plan & sales strategy for the market that ensures attainment of company sales goals & profitability Select, develop & coach the sales team to meet/exceed specific goals Develop & implement annual sales plans by sales executives Responsible for the performance & development of sales executives Prepare action plans by individual as well as by team for effective search of sales leads & prospect Implement the companys sales process to establish a culture of consultative selling to customers decision-makers at all levels Implement marketing strategies developed by HO Initiate & coordinates development of action plans to penetrate new markets Provide Value Preposition

Provides timely feedback to senior management regarding performance Maintain accurate records off all pricing, sales & activity reports submitt ed by sales executives Developing sales strategies & setting targets Control expenses to meet budget guidelines Adhere to all company policies, procedures & business ethics & end ensure that they are communicated & implement within the team Knowledge of Cloud Computing and enterprise applications is mandatory Experience in using sales force CRM is a must Excellent Communication Skills

Sales Consultant (3 USA, 2 SINGAPORE / MALAYSIA, 2 INDIA)

2 year of experience in lead generation, cold calling, business development Achieve minimum of 100% sales target set Knowledge of Cloud Computing and enterprise applications is mandatory Excellent Communication

6.1 Sales Structure for USA Market 1 ERP Sales Manager 3 Team Lead Sales (West, Central, East) 3 Sales Consultants (1 per territory, option for 3 more) 1 Market Research Consultant (optional)
VP/Director of Sales

Field Sales Managers West, Central, East

INDIA TEAM - ERP Sales Manager

Market Research Consultant

Team Leader Sales West

Team Leader Sales Central

Team Leader Sales East

Sales Cons. 1 CRM, SFA, ECOMM, A & FM, SCM, HR Sales Cons. 2 A & FM, SCM, HR

Sales Cons. 1 CRM, SFA, ECOMM, A & FM, SCM, HR Sales Cons. 2 A & FM, SCM, HR

Sales Cons. 1 CRM, SFA, ECOMM, A & FM, SCM, HR Sales Cons. 2 A & FM, SCM, HR

6.2 Sales Structure for Singapore Market 1 ERP Sales Manager 1 Team Lead Sales 2 Sales Consultants 1 Market Research Consultant (optional)
VP/Director of Sales

Market Research Consultant

INDIA TEAM ERP Sales Manager

Field Sales Managers, Singapore, & Malaysia

Team Lead Sales

Sales Cons. 1 Singapore CRM, SFA, ECOMM, A & FM, SCM, HR

Sales Cons. 2 Malaysia CRM, SFA, ECOOM, A & FM, SCM, HR

6.3 Sales Structure for India Market 1 ERP Sales Manager 1 Team Lead Sales 2 Sales Consultant (South and West Zone, North and East Zone)

VP/Director of Sales

INDIA TEAM - ERP Sales Manager

Team Lead - Sales

Sales Cons. 1 South and West CRM, SFA, ECOMM, ACC & FIN M, SCM, HR

Sales Cons. 2 North and East CRM, SFA, ECOMM, ACC & FIN M, SCM, HR

References:
http://www.marketresearch.com/product/display.asp?productid=2807915 http://blogs.forbes.com/ciocentral/2010/12/27/2011-cloud-computing-predictions-for-cios-andbusiness-technology-leaders/ http://softwarestrategiesblog.com/2011/01/01/roundup-of-cloud-computing-forecasts-and-marketestimates-2011/ http://www.dailymarkets.com/stock/2010/06/23/gartner-bullish-on-cloud-computing/ http://www.asiaone.com/Business/Tech+Sense/Story/A1Story20100413-210043.html http://www.cloudave.com/212/cloud-computing-market-in-india-to-reach-1-billion-by-2015/