The Webinar will begin shortly….. Presenters Name February 6, 2012 ISV image delivery.
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Transcript of The Webinar will begin shortly….. Presenters Name February 6, 2012 ISV image delivery.
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The Webinar will begin shortly….
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Presenters NameFebruary 6, 2012
ISV image delivery
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Customer-proof demos, POCs, and implementations boost software wins
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• AppZero – application virtualization software vendor
• Server applications (Linux, Windows, Solaris) and Windows desktop
• Patented and field-proven software since 2001
– Valerie O’Connell – VP Business Development– Greg O’Connor – CEO; serial innovator and long life as an ISV
• Customer-proof your software with technology a VP of sales can love
• Enough description of our technology to understand the business case
• AppZero in the ISV sales cycle with real world examples
• Technical, business, and financial impact
• Q&A
Introductions: Customer-proof software
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Housekeeping
• Please Participate
• Use the GoToWebinar controls to ask questions
• We’ll take most questions at the end
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Complex enterprise app movement
Zero Lock-In• Migrate cross clouds, cross hypervisor
• Dissolve packaging to run natively
Zero Install• App images run in snap
Zero Conflicts• Apps resilient to changes
AppZero encapsulates enterprise-class applications into a package called a Virtual Application Appliance (VAA) that can be copied and run instantly without installation.
Applications may be easily moved among machines (physical or virtual), including those in a cloud, providing OS-free instant provisioning.
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Primary use cases
On boardingMigrate existing applications to cloudFastest, most cost effective, systematic way to get on a cloud
Hybrid/Federated Continuous and incremental “On boarding”Cloud burstingNo lock-in Cloud protection: instance, region, vendor
Enterprise App StoreDynamic catalog image assemblyLinear vs. exponential image management
ISV distributionPre-installed, pre-configured software distributionFastest time to deploymentReusable demo/poc, pre-configured implementations
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ISV Distribution
Simplified app delivery
Streamline demos, POCs, trials improves win rate
Over comes licensing challenges
Pre-installed, pre-configured
software distribution
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Your application as an Image
Do more/better/faster (win more business)
Run it everywhere – package once
Run it instantly – zero install/copy and run
Run it error free – and free up SE time
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The sales “pain” -- a little like a bad sun burn
– How do we increase our win rate?Easier test drives, POC win rate, smoother trials
– Why does it take so long to set up and demo our solution?Sending people onsite drives increased costs and lowers customer sat
– Can we compress the sales process? Shorten rollout time, faster time to PO
– Sales does not understand what we are up againstYou just can’t provision an enterprise app like a phone app
– How can we reduce risk of errors and provide better support?
Can I close this faster and create time for other priorities, like the beach?
Burning ISV sales issues
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What technical field engineers & solution architects say
– Installation and configuration is very time consuming, painful, and doesn’t always work
This is the worst part of my job
– Why can’t I just give them my VM image?Microsoft licensing is also a pain
– How can we fit into the prospect’s environment?Hardware, OS, Hypervisor, data center, cloud
– I hate when customers change their mindSo now you want it in the cloud and not on premises?
Burning ISV technical field issues
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Lessons from the field
New business is the major factor determining growth in the company
Tons of energy went into finding/engaging in non-competitive sales cycles but…
POC, Trail, Evaluation: Thumbnail– 5 day evaluation period– 1 day set up, install & configure– 3 days to do what the customer requested– 1 day show the results
POC win rate– External groups validated correlation between how vendor did
and who won the deal
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Winning more POCs = faster growth
Images help you win more deals by shrinking the install, set up and configuration time to
ZERO
POC, Trial, Evaluation: Thumbnail with image delivery– 5 day evaluation period– 10 minute set up, install & configure– 4 days to do what the customer requested– 1 day show the results
1 extra day is 33% more time to do what the customer wants33% more time then your competitor will get, unless….
Other benefits: free up valuable SE resources, reuse, risk reduction
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Winning more POCs = faster growth
Images help you win more deals by shrinking the install, set up and configuration time to
ZERO
Implications:“Gold” Images – reduce risk
Images can be reused, shared – right demo, right time, fast
Scarce technical resources are freed up – do more with less
Opportunity engagement is faster – agile sales
Customer changes their mind – flexibility, no lost time or deals
POC to deployment time is compressed – faster time to money
Better tech support – customer Images (application) can be moved to the support center for closer examination
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Where are you asked to “fit” in ?
EnterpriseControlled
Shared Control
Provider Control
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Customers have a broad spectrum of operations stacks
EnterpriseControlled
Shared Control
Provider Control
Customer wants?
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When Image size matters – Time counts
App andfoundation
Storage Space (GB)
Storage Space (GB)
Transfer rate
(GB/Hr)
Elapsed Time (Hrs)
Elapsed Time (Hrs)
VAA Improvement
VM image
.NET 0.05 50 1 0.05 50 500x
J2EE 0.75 50 1 0.75 50 67x
LAMP 0.45 50 1 0.5 50 100x
SQL Server 1.5 50 1 1.5 50 33x
MySQL 1 50 1 1 50 50x
Virtual Appliance
App
OS
Virtual Appliance
App
OS
Why not just use a VM? VMs are huge – Why move the OS around?VMs that contain OS cannot be distributed to customersManaged Provider will only use their “certified” OS
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When you sell software ….
You spend a lot of time, effort, talent, and money on POCs
A good POC doesn’t always win business – but a bad POC loses business
You are guilty until proven innocent – installation impacts implementation
Update and distribution is an on-going customer satisfaction and revenue activity
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Image delivery impact on ISV business
Increased revenue– Win more PoCs– Accelerate sales cycle/time to revenue
Decreased costs – Lower cost of sales – Decrease cost of acquiring customer
Maximize resource and process effectiveness– Support your application, not the underlying OS– Run your app in any provider’s cloud – no change or lock-in
Non-intrusive– No change to technology of choice – No disruption to established business processes