Cover and divider pages

Imran RazzaqDirector of Cloud Services, CEE Public Sector20th November 2014

Citizens and businessesexpect improved servicesand deeper engagement

Workers expect easy touse tools, applications, &devices that workanywhere, anytime

Leaders expect greaterinsight, accountability,privacy, & compliance

A new era of opportunity as ICT becomes the key enabler for changeTechnology Megatrends

CloudCloudCloudSocial Big dataMobility

By 2016, smartphonesand tablets will put power in the

pockets ofa billion global citizens.

Millennials will make up

75% of the

American workforce by

2025

Digital content will grow to

8ZB by 2015,an increase of 4x in just 4 years

70%of organizations are either using

or investigating cloudcomputing solutions

Cloud EconomicsHow National governments can benefit from Cloud Computing

4

Clouds come in different shapes

Public Clouds Private Clouds Hybrid Clouds

The need for Hybrid Cloud

Cloud assessment – Benefits versus Risk

Emerging National Cloud Strategy Focus

7Microsoft Confidential shared under NDA 7

National Cloud is a nationwide infrastructure platform

Why should you consider National Cloud?

• Build IT skills andcapabilities in Bulgaria

• Support Local IT industry

• Legal & Regulatoryrequirements to keepcertain data within Bulgaria

• Need to retain certainsensitive data in Bulgaria(National Interest)

NationalCompetitiveness

• Agility – deliver newservices at speed

• Creating a service culture inIT – service orientedapproach

• Meet the need of Citizens -Deliver a roadmap ofcitizen services that savetime and money for citizensand justify taxes

Creating a serviceculture

• Significant cost basereduction

• Flexible licensing structure

• Deliver time saving servicesto employees to improveproductivity

• Automate processes whichreduce waste and overhead

Trasformative1 2 3• Build IT skills and

capabilities in Bulgaria

• Support Local IT industry

• Legal & Regulatoryrequirements to keepcertain data within Bulgaria

• Need to retain certainsensitive data in Bulgaria(National Interest)

• Agility – deliver newservices at speed

• Creating a service culture inIT – service orientedapproach

• Meet the need of Citizens -Deliver a roadmap ofcitizen services that savetime and money for citizensand justify taxes

• Significant cost basereduction

• Flexible licensing structure

• Deliver time saving servicesto employees to improveproductivity

• Automate processes whichreduce waste and overhead

Example of a National Cloud vision – Ireland

Why Microsoft – Vision of hybrid National Cloud OS

IntuneUnix/LinuxVMSSQL

VirtualDesktop

Unix/LinuxVMSSQL

VirtualDesktop

Unix/LinuxVMS

• $15 Bn investment in cloudinfrastructure to date

• 200+ services, 24x7• 10 Geo-distributed DC’s• Rapid modular model• Avg DC size 16.6k Sq ft, Avg

MS DC 3,642k Sq ft• 2.5bn Gigabytes (14,400

times the Netflix catalogue)• 20 trillion floating point

operations per second

• Federated operationscenters 24x7

• Highly secure, compliantinfrastructure

• FISMA certified, SAS70/SSAE 16, and ISO 27001compliant, EU ModelClauses

• Article 29 WP Endorsement• Carbon footprint reduction• 99.9% uptime, financially

backed SLAs

Why Microsoft - Cloud Credentials

• >15 years in consumer andbusiness services

• 1 petabyte+ per month ofupdates via Windows Update

• Windows Azure: used bycustomers in 104 countries

• Office Web Apps: 50M users• 30,000+ engineers involved

in cloud-based activities• 2,000+ people in cloud

infrastructure engineeringand operations

• $15 Bn investment in cloudinfrastructure to date

• 200+ services, 24x7• 10 Geo-distributed DC’s• Rapid modular model• Avg DC size 16.6k Sq ft, Avg

MS DC 3,642k Sq ft• 2.5bn Gigabytes (14,400

times the Netflix catalogue)• 20 trillion floating point

operations per second

• Federated operationscenters 24x7

• Highly secure, compliantinfrastructure

• FISMA certified, SAS70/SSAE 16, and ISO 27001compliant, EU ModelClauses

• Article 29 WP Endorsement• Carbon footprint reduction• 99.9% uptime, financially

backed SLAs

• >15 years in consumer andbusiness services

• 1 petabyte+ per month ofupdates via Windows Update

• Windows Azure: used bycustomers in 104 countries

• Office Web Apps: 50M users• 30,000+ engineers involved

in cloud-based activities• 2,000+ people in cloud

infrastructure engineeringand operations

Governments buy national cloud in three ways

• Government serviceregistry

• Government managescertification process , SLAand commercialrequirements

• Managed in data centersby Cloud Providers

• Leverage economies ofscale and innovation ofcloud provider

Governmentprocurementframework

• Transform existinggovernment departmentsinto cloud providers

• Hosted in government datacenters

• Highly secure environment

• Necessity to continuouslyinnovate and drive costsdown

Government asservice provider

• Hosted in ‘trusted partner’datacenter in country

• Strong partnershipbetween partner andgovernment

• Service registry throughservice provider

• Leverage innovation ofservice provider whileretaining some control

Government-sponsorednational cloud1 2 3

• Government serviceregistry

• Government managescertification process , SLAand commercialrequirements

• Managed in data centersby Cloud Providers

• Leverage economies ofscale and innovation ofcloud provider

• Transform existinggovernment departmentsinto cloud providers

• Hosted in government datacenters

• Highly secure environment

• Necessity to continuouslyinnovate and drive costsdown

• Hosted in ‘trusted partner’datacenter in country

• Strong partnershipbetween partner andgovernment

• Service registry throughservice provider

• Leverage innovation ofservice provider whileretaining some control

FCO Services, which provides ITservices to the UK Government, isstandardizing on Hyper-V inWindows Server 2012 R2 as itssingle virtualization technologybecause of enhanced Linux supportand other improvements.

UK Government IT Services SavesMoney by Running Windows and LinuxLoads on Hyper-VSituation

Solution

Benefits

FCO Services didn’t want to have two hypervisors,and it wanted better virtualized Linux support.

It is standardizing on Hyper-V in Windows Server2012 R2, which also provides great Linux support.

o Standardize on a single hypervisor.

o Eliminate dual-hypervisor management andlicensing costs.

o Reduce memory costs and improveinfrastructure utilization.

Transform thedata center

FCO Services, which provides ITservices to the UK Government, isstandardizing on Hyper-V inWindows Server 2012 R2 as itssingle virtualization technologybecause of enhanced Linux supportand other improvements.

o Standardize on a single hypervisor.

o Eliminate dual-hypervisor management andlicensing costs.

o Reduce memory costs and improveinfrastructure utilization.

“Hyper-V and System Center 2012 R2 match if not exceedanything we get from our current virtualization solution.

This will enable us to standardize on the Microsoftplatform, which is where most of our IT investment is.”

Greg BaileyCloud Services Architect

Why choose it• Data privacy, security, and sovereignty• Support local industry

Three scenarios• RFP process to choose provider for

each service• Two consortia, each comprising a local

service provider (Telco) and a localsystem integrator

• Government choice

How to succeed• Choose the right partners• Perform due diligence• Focus on joint GTM

Government specifies desired cloudservices and chooses in-country cloudservice provider or bids out initialworkload to their private sector.

Why choose it• Data privacy, security, and sovereignty• Support local industry

Three scenarios• RFP process to choose provider for

each service• Two consortia, each comprising a local

service provider (Telco) and a localsystem integrator

• Government choice

How to succeed• Choose the right partners• Perform due diligence• Focus on joint GTM

• Rostelecom• They are the partially

state owned (51%)Telco services providerin Russia

• Delivering Voice and IPservices across a fibrebackbone stretching160,000Km acrossRussia

• 29.2m Fixed linesubscribers, 12.4mMobile subscribers and7.4m Fixed Broadbandcustomers, 6.6m PayTV customers

• Launched O7.com inMarch 2012 to deliverCloud Services – SaaS,PaaS and IaaS

Challenge

• Cloud Penetration inRussia has been slow,particularly in PublicSector

• Government andRostelecom sawopportunity to drivesavings by using asingle extensible cloudinfrastructure todeliver a standardisedset of services to thePublic Sector on a payas you go basis

• Rostelecom hadexisting network ofdatacentres and alsodelivered voice anddata to Public Sector

Solution

• Rostelecom decided tocreate their own PrivateCloud using Microsofttechnology

• Virtualisation andcentralised managementproviding dynamic control

• Network of 3 datacentreacross Russia

• Solution delivered is“Virtual Office” –Exchange, Sharepoint andLync delivered out of a RTdatacentre – launched inJune 2013

• RT also able to providedevices and other servicesas well as a service wrap

Impact/ Outcome

• Solution gaining tractionwith customers at both theSMB and Large Ministrylevel – good pipeline ofopportunities

• Govt depts. no longerwasting time in traditionalplanning, procurement –GPP

• Rostelecom able to leveragebilling and customerrelationship with virtuallyevery PS organisation inRussia

• Customers have “one throatto choke” in Rostelecom

• Cloud adoption beginningto take off

• Rostelecom• They are the partially

state owned (51%)Telco services providerin Russia

• Delivering Voice and IPservices across a fibrebackbone stretching160,000Km acrossRussia

• 29.2m Fixed linesubscribers, 12.4mMobile subscribers and7.4m Fixed Broadbandcustomers, 6.6m PayTV customers

• Launched O7.com inMarch 2012 to deliverCloud Services – SaaS,PaaS and IaaS

• Cloud Penetration inRussia has been slow,particularly in PublicSector

• Government andRostelecom sawopportunity to drivesavings by using asingle extensible cloudinfrastructure todeliver a standardisedset of services to thePublic Sector on a payas you go basis

• Rostelecom hadexisting network ofdatacentres and alsodelivered voice anddata to Public Sector

• Rostelecom decided tocreate their own PrivateCloud using Microsofttechnology

• Virtualisation andcentralised managementproviding dynamic control

• Network of 3 datacentreacross Russia

• Solution delivered is“Virtual Office” –Exchange, Sharepoint andLync delivered out of a RTdatacentre – launched inJune 2013

• RT also able to providedevices and other servicesas well as a service wrap

• Solution gaining tractionwith customers at both theSMB and Large Ministrylevel – good pipeline ofopportunities

• Govt depts. no longerwasting time in traditionalplanning, procurement –GPP

• Rostelecom able to leveragebilling and customerrelationship with virtuallyevery PS organisation inRussia

• Customers have “one throatto choke” in Rostelecom

• Cloud adoption beginningto take off

Why choose it• Data sovereignty, privacy, security• Local IT industry immaturity• Global competitiveness

How it works• Self-assessment• Central procurement agency• Government mandate

How to support success• Engage expert high-level service

provider to help you assess,understand budget constraints, andcreate a plan to realize immediatesavings from national cloud

Government in emergingmarkets build their own nationalclouds in the absence of capablelocal IT providers.

Why choose it• Data sovereignty, privacy, security• Local IT industry immaturity• Global competitiveness

How it works• Self-assessment• Central procurement agency• Government mandate

How to support success• Engage expert high-level service

provider to help you assess,understand budget constraints, andcreate a plan to realize immediatesavings from national cloud

• Council of Ministers inBosnia HerzegovinaResponsible theoversight of over 40GovernmentInstitutions – including9 key ministries

• setting standards andfor co-ordinatingbusiness criticalgovernment ITinitiatives

Challenge

• A fragmented anddistributed ITinfrastructure acrossGovernment

• EU funded project toCentraliseinfrastructure, create aGovernment networkand standardise e-mail

• Wanted a work flowapplication to capturethe workings ofGovernment

• Wanted to save moneyand build a secureinfrastructure

Solution

• Decided to create theirown Private Cloud usingMicrosoft technology –Windows Server DC 2012,System Center Server2012 and Hyper-V

• Virtualisation andcentralised managementproviding dynamic control

• Built their own datacentre• Migrated from Exchange

2007 to 2010 seamlessly• Serving over 5,000

employees with• All services delivered off

50 Virtual servers•

Impact/ Outcome

• Govt depts. no longerwasting time in traditionalplanning, procurement

• Provisioning time reducedby 80%

• Savings of over severalhundred thousand Euros

• Significant improvement inBusiness agility –provisioning of Virtualmachines takes minutesrather than hours

• Will look to deliver otherline of businessapplications on the sa

• Council of Ministers inBosnia HerzegovinaResponsible theoversight of over 40GovernmentInstitutions – including9 key ministries

• setting standards andfor co-ordinatingbusiness criticalgovernment ITinitiatives

• A fragmented anddistributed ITinfrastructure acrossGovernment

• EU funded project toCentraliseinfrastructure, create aGovernment networkand standardise e-mail

• Wanted a work flowapplication to capturethe workings ofGovernment

• Wanted to save moneyand build a secureinfrastructure

• Decided to create theirown Private Cloud usingMicrosoft technology –Windows Server DC 2012,System Center Server2012 and Hyper-V

• Virtualisation andcentralised managementproviding dynamic control

• Built their own datacentre• Migrated from Exchange

2007 to 2010 seamlessly• Serving over 5,000

employees with• All services delivered off

50 Virtual servers•

• Govt depts. no longerwasting time in traditionalplanning, procurement

• Provisioning time reducedby 80%

• Savings of over severalhundred thousand Euros

• Significant improvement inBusiness agility –provisioning of Virtualmachines takes minutesrather than hours

• Will look to deliver otherline of businessapplications on the sa

Case Studies – Italy & Hong Kong

5 bidders:only one MSFTon MSFT

Italy | CONSIP – Telecom Italia Hong Kong | GovCloud – Atos

Keys to success of the win:• Exec relationships (PS-IMDM)• Partner across MSFT (Services, OC, LCA,

STU, PTU, Corp, Business Desk)• “Win the App to win the metal”

Keys to success of the win:• “Win the App to win the metal”• End-to-end support• Strong Customer Exec relationships• Partner across MSFT

Email asa Service:400k users

4 bidders:only one MSFTon MSFT

SharePointas a Service:68k users

Keys to success of the deployment:• Central procurement mandate• BG supported architecture• Show them how to make money with Public

Cloud

Keys to success of the deployment:• Central procurement mandate• Need BG supported architecture• Licensing changes to support <1000

implementation

Keys to success of the win:• Exec relationships (PS-IMDM)• Partner across MSFT (Services, OC, LCA,

STU, PTU, Corp, Business Desk)• “Win the App to win the metal”

Keys to success of the win:• “Win the App to win the metal”• End-to-end support• Strong Customer Exec relationships• Partner across MSFT

Why choose it• Cost savings• Strategic focus

How it works• Central procurement agency• Well-established data security and

privacy rules• Vendor standards

How to support success• Understand pressure to ‘be in’ versus

true channel opportunity• Assess co-selling motions• Advise on procurement policies

Government in highly developedsocieties pre-certify multiple cloudvendors so departments and agenciescan procure services quickly.

Why choose it• Cost savings• Strategic focus

How it works• Central procurement agency• Well-established data security and

privacy rules• Vendor standards

How to support success• Understand pressure to ‘be in’ versus

true channel opportunity• Assess co-selling motions• Advise on procurement policies

• Cloud First policy –directive from theGovernment – CabinetOffice and Businessand EnterpriseMinister

• Set up a Cloud storewith the intentionsimplifying theacquisition of Cloudservices and reducingthe cost to theExchequer

• It is really aprocurementframework

Challenge

• Wanted to simplify thepurchasing of cloudservices whilstproviding departmentswith Freedom ofChoice

• Broad range ofsuppliers, includingMSFT, Google, AWS,SF.com, VMware aswell outsourcers suchas Outsourcery, Capita,CSC and BT engagedacross the variousGovernmentdepartments

• Wanted to integratesupplier services tocloud store butcomplexity too great

Solution

• Created a Procurementframework – no need fortenders

• Not a “store” like Appsstore where you buy andprovision services

• Effectively a catalogue ofServices

• Offer IaaS, PaaS and SaaSfrom over 70 providers –including consultingservices

• In terms of Microsoft, notEA framework, but anagreement on price withfulfilment via a LAR

• New customers withoutan EA can easily use thisagreement without goingthrough a newprocurement process

Impact/ Outcome

• Volume of transactions viathe Cloudstore is low

• Too much choice –confusion

• There are also otherGovernment departmentsproviding services (e.g.)Foreign & Commonwealthoffer their own Office 365like service

• No real standardisation ofservices

• Government nowreconsidering theeffectiveness of the Cloudstore and looking at a newmodel

• Cloud First policy –directive from theGovernment – CabinetOffice and Businessand EnterpriseMinister

• Set up a Cloud storewith the intentionsimplifying theacquisition of Cloudservices and reducingthe cost to theExchequer

• It is really aprocurementframework

• Wanted to simplify thepurchasing of cloudservices whilstproviding departmentswith Freedom ofChoice

• Broad range ofsuppliers, includingMSFT, Google, AWS,SF.com, VMware aswell outsourcers suchas Outsourcery, Capita,CSC and BT engagedacross the variousGovernmentdepartments

• Wanted to integratesupplier services tocloud store butcomplexity too great

• Created a Procurementframework – no need fortenders

• Not a “store” like Appsstore where you buy andprovision services

• Effectively a catalogue ofServices

• Offer IaaS, PaaS and SaaSfrom over 70 providers –including consultingservices

• In terms of Microsoft, notEA framework, but anagreement on price withfulfilment via a LAR

• New customers withoutan EA can easily use thisagreement without goingthrough a newprocurement process

• Volume of transactions viathe Cloudstore is low

• Too much choice –confusion

• There are also otherGovernment departmentsproviding services (e.g.)Foreign & Commonwealthoffer their own Office 365like service

• No real standardisation ofservices

• Government nowreconsidering theeffectiveness of the Cloudstore and looking at a newmodel

Government as a service provider

Government-sponsoredNational Cloud

Making the right cloud buying choice

CON

TRO

L

SEN

SITI

VITY

High(In-house)

High(Internal Use Only)

“Build it andthey willcome”

“Build it andthey willcome”

“ProcurementMandate isthe best way”

“ProcurementMandate isthe best way”Government-sponsored

National Cloud

Governmentcloud framework

CON

TRO

L

SEN

SITI

VITY

COST*

Low(External)

Low(Public domain)

$3-10/user/month(Public cloud)

$30-100+/user/month(Private cloud)

*Example of costs for Office as a service