©2013 ATScloud What Makes A Good Cloud Prospect? What Makes a Good Cloud Prospect? Malcolm Wells...

©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



Review of Cloud Advantages

What to Look For Tying It Together

Agenda



Selling cloud concept very similar to selling MSP concept.Existing clients have already bought into the main concepts; easier entry into the cloud?

Observation



Not All or Nothing

Not necessarily a fork-lift

Migration is planned and methodical

Start small, end up big

Advantages



Private vs. Public

Data is segregated Data location known

Client can put hands on box

Legal Concerns Preservation Litigation Hold Jurisdiction

Advantages



Tier IVData

Centers

An investment most clients cannot afford; included in pricing

2 Locations:Dallas and Las Vegas

Multiple redundancies

Security

Advantages



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



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



Back-up/Disaster Recovery

Another level of data redundancy

Can integrate with most existing MSP-Provided Solutions

Virtual servers provide basic BDR solution

Advantages



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



Reduced Staffing

Most companies want to focus on their core competencies

FSE component of cost justification

Position as anMSP-Managed service

Advantages



Price Stability

We don’t like surprises any more than your client or you do

No fluctuating bandwidth charges

No fluctuating firewall charges

Advantages



Compliance

SSAE-16 (SAS-70)Auditing standard

PCIPayment Card Industry Security Standard

HIPAA/HITECHCompliant with Healthcare privacy standards

Advantages



Term Flexibilit

y

No long-term commitments

30-day notice Scale up or down

without penalty Perfect for short-

term needs

Advantages



Firewall Protectio

n

Further protects client data from outside

All data stored behind Juniper firewalls

No charge to MSP

Advantages



Availability

Data available to client via VPN and/or internet connectivity

Accessible from mobile platforms

Advantages



No Obsolesc

ence

Purchased equipment quickly obsolete

Client not responsible for maintenance or technology refresh

Client getting better equipment than can typically afford

Advantages



Agility

Flexibility Request response

time typically improved

Ability to provision upgrades/updatesmore quickly

Reduced impact of vacation/sick days

Advantages



Quick Review

Private Cloud Tier IV Data Center Security BDR OPEX vs. CAPEX Reduced Staffing Price Stability

Advantages



Quick Review

Compliance Term Flexibility Firewall Protection Availability No Obsolescence Agility

Advantages



Questions?



Size

Solutions for companies of all sizes

Most companies comfortable using some type of cloud service anyway (Google Docs, Salesforce, etc.)

Key Traits



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



Technology

Challenged?

If ‘yes’, the cloud (and MSP) relieves some responsibility

If ‘no’, they will understand the advantages faster

Key Traits



Location Independ

ence

Reduces need for on-site remote access hardware and security

Easily accommodates remote workers

Key Traits



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



BDR Needs

All clients should be concerned

Virtual servers addresses basic DR at no extra charge

Integration into MSP Solutions

Key Traits



Budgetary

Concerns

OPEX vs. CAPEX Price stability No long-term

commitment No

obsolescence/fork-lift upgrades

TCO

Key Traits



Compliance Issues

Sarbanes Oxley HIPAA Government

requirements Data center and

certifications address major compliance requirements

Key Traits



Short-Term

Needs

Flexibility to act quickly

OPEX vs. CAPEX Billed in monthly

segments No long-term

commitments Price stability

Key Traits



High Bandwidt

h Requirem

ents

Unmetered bandwidth (within reason)

Price stability Agility

Key Traits



“Short Fuses”

Quick turn-arounds needed

Flexibility to act quickly

Agility to add resources quickly

No long-term commitments

Key Traits



Questions?



Tying It Togeth

er



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



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



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



Tying It Togeth

er

PLEASE USE IT!

Jonathon 972-677-6193Malcolm 972-677-6343



Thank you!

Malcolm WellsPartner Development Director

[email protected]

Office 972-677-6343 Cell214-708-9596

©2013 ATScloud What Makes A Good Cloud Prospect? What Makes a Good Cloud Prospect? Malcolm Wells...

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