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Workload and

Cloud Practice
Value

February 2015
About this PowerPoint file

This PowerPoint file reflects the contents of the WBT and includes:
Slides
The audio script for the WBT on the notes pages

This PowerPoint file does not include:


Learning checks (if applicable)
Videos (if applicable)
Objectives

After completing this session, you should be able to:


Describe typical customer challenges, outcomes and objectives relative to this
Practice aimed at creating a strategy to express the value of the Practice
Articulate the benefits of adopting the HPE Point of View (POV) and how they
align with typical customer situations
Summarize the buying factors that typical customers consider of value when
choosing a partner

Click newspaper to start


Reading the news

HP
HP News
HP
HP News
News
News
HPE SALES NEWS
www.hpe.com THE LEADER IN TECHNOLOGY REPORTING - Since 1939

In the news
Global customer moves
headquarters in record time
using the Cloud page 2
What are common customer
challenges, outcomes, and objectives?

Customer Alignment page 8


How do you align a customers situation
to the HPE Point of View (POV)?

Successful Partnership page


11
How can you successfully partner with
your customer?

Page 1
HPE SALES NEWS
www.hpe.com THE LEADER IN TECHNOLOGY REPORTING - Since 1939

Global customer moves headquarters in


record time using the Cloud
What are some common The customers strategy To make it more challenging, the
customer challenges, outcomes, committed them to moving their customer had complex networking
and objectives? - The global existing data center from Norway requirements because they have to
customer provides offshore to the United Kingdom (UK) reach environmentally harsh
drilling services to the oil and gas within a tight, six-month locations.
industry worldwide. The company timeframe.
Finally, they needed to continue
serves oil and gas exploration They wanted to employ a cloud- working with multiple service
and production companies,
based solution, preferably in the providers , such as IBM, BT, and
including integrated oil UK, that would enable a more Cap Gemini. This included help
companies, independent oil and flexible, on-demand delivery transitioning from these service
gas producers, and government-
model for ordering Infrastructure providers operating systems and
owned oil and gas companies.
as a Service (IaaS). industry-specific applications and
The customer employs 8,000 older applications that no longer
people in 15 countries and five have the resources with knowledge
regions. Their market to manage them.
capitalization is $17BN.
Page 2
HPE SALES NEWS

Global customer moves headquarters in


record time using the Cloud
Global customer moves headquarters in record
time using the Cloud
Continued from Page 2

So, how did HPE respond?

Page 3
HPSALES
HPE SALES NEWS
NEWS

Global customer moves headquarters in


record time using the Cloud
Global customer moves headquarters in record
time using the Cloud
Continued from Page 3

So, how did HPE respond?


As a partner, not a vendor to advise, help, transform and manage
processes so the customer could focus on their corporate goals.

Advise Transform Manage

Advise customers on how Develop and implement Manage customers environment


best to deliver business transformational roadmaps for while they transform from the old
outcomes using our industry and the largest and most complex style to New Style of IT:
technical expertise: enterprise environments in the Provide monitoring and
Determine the best cloud world: support for hybrid
choice for each workload Move from the current state to environments with the
traditional, private, the future state confidence it is all
managed, public Transform application managed consistently and
Build a business case to get workloads (design, build, and securely
best return on current test)
infrastructure and Design and implement cloud
applications investment environments
Define a step-by-step plan Transition workloads and
for the journey infrastructure into production

Page 3
HPSALES
HPE SALES NEWS
NEWS

Global customer moves headquarters in


record time using the Cloud
Global customer moves headquarters in record
time using the Cloud
Continued from Page 3
One of the largest issues regarding cloud is data sovereignty and regulations regarding the delivery location of the
service.

Cloud Services delivered Skilled resources in 24 54,000 application experts


from over 50 datacenters application centers
worldwide; 8 of which are
HA dual DCs.
Designed with open, standards-based technology and no vendor lock-in
The right security and reliability levels across all delivery platforms
Page 4
HPSALES
HPE SALES NEWS
NEWS

Global customer moves headquarters in


record time using the Cloud
Global customer moves headquarters in record
time using the Cloud
Continued from Page 4

HPEs point of view is that technology platform decisions must be made on a workload-by-
workload basis based upon a customers business needs.

Traditional Private cloud Managed cloud


Managed Private Virtual Private Public cloud
Managed by Customer Customer HPE HPE HPE

CapEx/OpEx CapEx CapEx CapEx/OpEx/Lease OpEx OpEx

Facility site Customer location Customer location Customer/3rd party/ HP Customer option HPE selected
Elasticity Customer funded Customer funded Customer funded Base and burst Full
SLAs Internal customer Internal customer Negotiated Standard & tiered Published
Security Customer defined Customer defined Customer defined Standard with options Standard
Order type HW/SW PO HW/SW PO HW/SW PO Managed service PO Credit card, internet, PO

Minimum unit Product SKU Product SKU Product SKU/month Base commit/monthly Hourly
Workloads
Enterprise Apps

New Apps

Development/Test

Burst capacity

Page 5
HPSALES
HPE SALES NEWS
NEWS

Global customer moves headquarters in


record time using the Cloud
Global customer moves headquarters in record
time using the Cloud
Continued from Page 5

Revenue from Advisory Services is small


relative to total account quotas, so why sell
Advisory Services at all?

1. Expose hidden opportunities

2. Accelerate sales process

3. Influence requirements

4. Know your customer

5. Understand risks

Page 6
HPSALES
HPE SALES NEWS
NEWS

Global customer moves headquarters in


record time using the Cloud
Global customer moves headquarters in record
time using the Cloud
Continued from Page 6

When considering cloud computing, customers


typically focus on one or more business
outcomes in three critical areas.

Click on an icon for more detail.

Page 7
Return to page 1
HPE SALES NEWS
www.hpe.com THE LEADER IN TECHNOLOGY REPORTING - Since 1939

Customer Alignment
How do you align a customers
situation to the HPE POV? -
Many customers are not ready to
move to the cloud; however, they
recognize the new style of IT.
50 percent of IT executives
state that security is their
biggest barrier to cloud
adoption
71 percent of IT executives
believe open standards are
critical. 65 percent of IT
executives are concerned with
vendor lock-in
Already invested in legacy IT
Increasing data sovereignty
challenges are globally
impacting customer cloud
journeys.
Page 8
HPSALES
HPE SALES NEWS
NEWS

Customer Alignment
How do you align a customers
situation to the HPE POV?
Continued from Page 8

With HPE, our customers can With HPEs experience in HPE fills the technical
still meet their requirements with Security, we help customers knowledge, skill, and resource
a safe pair of hands resulting maintain their policies, gaps so that our customers can
from HPEs many years of compliance and scalability. Some focus on their core industry IP.
experience. We understand examples of how we do that Whether a customer is ready to
complex cost structures and include network isolation, adopt cloud today or tomorrow,
have designed IT utilization that: firewalls, database privacy, and HPEs delivery experience and
Lowers costs secure connectivity. commitment to service
Supports multi-departmental What is unique to HPE is that we excellence reduces operational
usage requirements provide a system-level SLA risk.
Enables internal metering, supporting enterprise .
billing, chargeback capability applications.
and Our transformation services help
Allows customers to pay for customers replace legacy IT,
what they use enabling consolidation and
virtualization.

Many customers not ready to


move to the cloud.

Page 9
HPSALES
HPE SALES NEWS
NEWS

Customer Alignment
How do you align a customers
situation to the HPE POV?
Continued from Page 9

CUSTOMER SITUATION BENEFITS of HPE POV

Security and compliance HPE is a single source of cloud coordination


concerns and accountability

Underutilized and decentralized Accelerates private cloud adoption and


IT resources shared IT service model

Lack of resources and Increases IT utilization and lowers costs


experience through shared IT services

Inability to view centralized IT Supports multidepartmental usage


consumption requirements

Resource-sharing and billing Enables internal metering, billing, and


issues chargeback capability

Page 10
Return to page 1
HPE SALES NEWS
www.hpe.com THE LEADER IN TECHNOLOGY REPORTING - Since 1939

Successful Partnership
How can you successfully partner
with your customer? - One of the This approach gives our customers
largest issues regarding cloud is more options for dealing with
data sovereignty and regulations regulation issues, in region
regarding the delivery location of delivery issues, latency issues,
the service. With HPEs global and disaster recovery. This is
footprint, customers can operate in especially beneficial for customers
any of 28 cloud locations across who are moving to an As-a-Service
the globe. And with HPEs 40 plus model and can take advantage of
years of service excellence, we regional or in country delivery
can ensure customers data is models to avoid potential fees and
secure and delivered on time. Did taxes when delivering service.
you know that HPE has more than
50 data centers around the world Our customer benefit from our
where our customers can host experience.
their traditional businesses?
Finally, with our private cloud
solution, customers have the
option of hosting it in HPE, their
data center, or even in a third
Page 11 partys data center.
HPSALES
HPE SALES NEWS
NEWS

Successful Partnership

Successful Partnership
Continued from Page 11

What do customers want?

Click on an icon for more detail.

Page 12
HPSALES
HPE SALES NEWS
NEWS

Successful Partnership

Successful Partnership
Continued from Page 12

What value can HPE provide?

Click on an icon for more detail.

Page 13
HPSALES
HPE SALES NEWS
NEWS

Successful Partnership

Successful Partnership
Continued from Page 13

Balanced knowledge of traditional and New Style of IT


We understand that the complex dependencies and constraints of
customers legacy environments is just as important as the possibilities of
cloud. HPE has a broad and deep base of experience, which informs the
advice we give to our customers.
Better visibility to your options and tradeoffs
Our knowledge of traditional IT allows us to better see, understand, and
present viable options for our customers consideration. Our customers will
have greater confidence and clarity in decisions.

Experience managing enterprise hybrid environments


Our customers benefit from our experience with hundreds of enterprise
customers. Designing, building, and managing hybrid converged cloud
environments to enterprise standards is challenging; HPE Advisory
Services deliver collective wisdom earned the hard way.
Accountability
HPEs customers receive advisory services from a partner who will stay
involved through transformation and management to assure our
customers goals are reached.

Page 14 Go to learning checks


Return to page 1
Recap

Now you should be able to:


Describe typical customer challenges,
outcomes, and objectives relative to this
Practice aimed at creating a strategy to
describe the value of the Practice
Articulate the benefits of adopting the
HPE POV and how they align with typical
customer situations
Summarize the buying factors that typical
customers consider of value when
choosing a partner
Thank you!