Keep Cloud Transformation on Track: Nine Best Practices to Avoid or Break Through a Stalled Cloud...
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Transcript of Keep Cloud Transformation on Track: Nine Best Practices to Avoid or Break Through a Stalled Cloud...
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© 2015, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Rahul Sareen, Sr. Consultant
AWS Professional Services
Keep Cloud Transformation on TrackTen Best Practices to Avoid or Break Through
a Stalled Cloud Transformation Program
June 30, 2016
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What to expect from the session
• Learn from research done by AWS Professional
Services to understand why many enterprise cloud
transformation programs stall in the field
• Discuss 10 best practices shared by enterprises
who were able to break through the stall
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Most transformation programs
will stall in the field
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Stall [stawl] verb
1.1 stop or cause to stop making
progress
1.2 (of a motor vehicle or its engine) stop
running, typically because of an overload
on the engine
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accelerate
through the
stall
10%experience a
prolonged stall
at around 20%
adoption
70%never
recover
20%
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What we would like to see in a cloud
adoption…
gro
wth
time
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What we actually saw from Global Enterprises
* Cheerio Score is used as
a proxy for growth rates
that hold price drops and
revenue outliers constant
CUSTOMER 1 CUSTOMER 2 CUSTOMER 3 CUSTOMER 4
0
20
40
60
80
100
1 4 7 10 13 16 19 22 250
10
20
30
40
50
60
1 4 7 10 13 16 19 22 25
0
10
20
30
40
50
60
1 4 7 10 13 16 19 22 25
CUSTOMER 5 CUSTOMER 6 CUSTOMER 7
0
20
40
60
80
100
1 4 7 10 13 16 19 22 25
0
20
40
60
80
1 4 7 10 13 16 19 22 25
0
20
40
60
80
1 4 7 10 13 16 19 22 250
20
40
60
80
100
1 4 7 10 13 16 19 22 25
STALLED 20 MONTHS
STALLED 9 MONTHS STALLED 18 MONTHS STALLED 12 MONTHS STALLED 25 MONTHS
STALLED 15 MONTHS STALLED 10 MONTHS
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accelerate
through the
stall
10%experience a
prolonged stall
at around 20%
adoption
70%never
recover
20%
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That’s hundreds of
millions of dollars in
delayed transformation
each year
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What if you could
escape the stall?
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https://www.flickr.com/photos/japokskee/
Good news!There are proven tools
we can use
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MA
RK
ET
SA
TU
RA
TIO
N
S-curves are a natural law of product markets
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S-curves are made up of groups of buyers
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Because of the differences between buying
groups…
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The Chasm!
(This is the big one)
Crack 2
Crack 1
… several crises emerge in the process
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The Chasm!
(This is the big
one)
Moore’s Chasm
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The Chasm
Occurs because Early Adopters and
Early Majority are so different
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Early Adopters
• It is new to the market
• It is the fastest product
• It is the easiest to use
• It has elegant architecture
• It has unique functionality
What they want is different
Early Majority
• It is the de facto standard
• It has the largest installed
base
• It has most third-party
supporters
• It has great support
• It has low cost of ownership
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What does all this mean for you?
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Managers in enterprises behave the
same as consumers in consumer
markets
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The Great Stall is actually
Moore’s Chasm!
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Accelerating through the Great Stall
is the same as Crossing the Chasm
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10 things you need to do differently
in your cloud transformation
program…
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Admit you’ve got a problem
0 1 Next step
What made your change initiative successful thus far
is not relevant for the next stage in adoption.
Do a Lean UX user persona workshop to understand
the Early Majority in your enterprise.
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Change and give incentives to team members
0 2 Next step
Your cloud enablement team is likely full of innovators,
led by an early adopter, and very poachable.
Bring in new team members who can open doors into the
Early Majority market, bring key supplementary skills, and
provide lots of positive reinforcement.
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Identify the beachhead
0 3 Next step
You need a strategic market entry project that you can
complete. Your victory will impress follow-on Early
Majority buyers.
Do a beachhead analysis workshop to develop your
decision rubric and analyze the context.
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Identify the bowling pins
0 4 Next step
Don’t boil the ocean. It’s about momentum, not
volume.
Reuse your beachhead decision rubric, and run a
bowling pin analysis workshop.
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Reposition/recommunicate
0 5 Next step
Change the communications script to speak to the
Early Majority psyche.
Adopt a cloud-first strategy led from the top.
Throw out your existing communications plan and
do a new one.
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Reprioritize the offering
0 6 Next step
Deliver the product halo and remember that
transformation != migration.
Revisit your MVP and start to experiment again with
the offering, but use a new group of target
customers.
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Address the Early Majority org ecosystem
0 7 Next step
Clear barriers proactively, and don’t bring a knife to a
gunfight—bring in experts here.
Put cloud first into vendor RFPs.
Get on the front foot with finance and financial
reporting, security, legal, and procurement.
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Be heard and be seen
0 8 Next step
Communicate wins. And then communicate wins.
After that, communicate wins.
Develop a communications tactical plan that reflects
Early Majority values, and start delivering it.
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Lead
0 9 Next step
Leaders must stay engaged and visible. They must
also discipline with carrots and sticks.
Require middle managers to get certified, and
encourage senior managers to set examples by
sitting beside them.
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Automate
10 Next step
It was fine to do things manually in the early phase,
but that will never scale to thousands of apps.
Get your people trained with DevSecOps and
DevSecOps on AWS. Reuse a Bot Army like GE or a
Simian Army like Netflix.
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Recap: your actions
1. Admit you have a problem
2. Change the team members
3. Identify the beachhead
4. Identify the bowling pins
5. Reposition
6. Reprioritize the offering
7. Work on the ecosystem
8. Be heard and seen
9. Lead
10. Automate
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How can AWS help?
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0 1Consultancy services
Enterprise accelerator
programs
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0 2 Leverage customer-to-customer
contacts
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0 3Broadly train. A few stars
cannot implement an all-in
approach alone.
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0 4 Facilitate vendor-to-vendor
collaboration
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CREATIVE COMMONS ATTRIBUTIONS
Book cover Slide: http://www.amazon.com/Crossing-Edition-Collins-Business-Essentials-ebook/dp/B00DB3D81G
S-Curve Slide: http://www.technology.org/2013/06/25/the-long-road-for-electric-vehicles/
Lifecycle vis-à-vis s-curve Slide: http://en.wikipedia.org/wiki/Diffusion_of_innovations
Crossing the Chasm Bell Curve & Summary: http://www.slideshare.net/khberglund/crossing-the-chasm-henrik-berglund
D-Day Slide: http://www.uscg.mil/history/articles/h_normandy.asp