Hybrid Cloud Enablement 03/11/16 Neha S. Bhatt

Hybrid Cloud? Hybrid Cloud is an integrated cloud computing environment consisting of any/all combinations of the following components: public cloud, private cloud, software connecting private clouds to public clouds or any other OnPrem hardware or software, and Managed services Examples: Let’s talk more about Hybrid Cloud and look at a few examples 1 4 2 3<br>

Hybrid cloud delivers the perfect infrastructure for IoT. Increased processing power along with economies of scale , speed and security.
Enables bidirectional workload portability across private and public clouds
Allows consistent polices to be applied to a workload throughout the cloud.
Provides CapEx and OpEx efficiencies
Reduced time to market
Provides managed cloud services as needed
Provides integrated solution with flexibility to enable many new business models ( Ex: burst on demand etc). How Hybrid cloud helps IOT?<br>

Key challenges in Enabling Hybrid cloud bundles Cross functional alignment in terms of strategy & processes to be enabled 2 Huge impact to legacy systems due to new business models enablement 3 Manual processes used as stop gap solutions for launch 4 Sales & Channels incentives – need to be rethought for new business models 5 Multiple products with different licensing strategies, fulfillment & billing methods 1<br>

Are we ready for a Hybrid Cloud Enablement/Transformation?<br>

Building an E2E capability matrix to assess Hybrid Cloud enablement readiness Manual Semi-Automated Automated<br>

Determine the right business model for your Hybrid Cloud enablement Cloud (SaaS/IaaS/PaaS)
OnPrem products
Perpetual Hardware
Perpetual Software
Managed Services Fixed
Upfront commitment with Trueups
Drawdown
Uncommitted
Term
Periodic Perpetual

Leased
Fixed upfront
Term based
Subscription based
Usage based Fixed

Cloud Account
Physical fulfillment
Electronic delivery Components Monetization Billing model Delivery method<br>

Focus areas for Hybrid Cloud Enablement Offer Setup Quote to Order Establish Pre sales processes for all customer segments (direct,1T,2T etc.)
Track Sales opportunity and build a pipeline
Maintain & track sales forecasts
Offer support to ease in the sales leads to get quotes/orders
Partner/Customers training collateral, certifications (if any). Pre
Sales/ Opportunity management Define Offer construct/bundle and Geographies the bundle will be launched.
Establish Product pricing. Identify pricing lists to enable(US only, Global etc.)
Create SKUs. Set up configuration, product hierarchy, discounting etc.
Define revenue accounting, tax implications etc. Get controller approvals.
Publish SKUs. Define Quote to Order process. Identify IT impacts, manual processes etc.
Define any applicable holds ( export, compliance, credit check)
Identify deal approval, support process ,contract management process etc.
Oder validation & orchestrations ( automated/manual etc), capture provisioning details.
Define the terms& conditions for the customer (Legal approval)<br>

Focus areas for Hybrid Cloud Enablement (Contd…) Activation & Usage Billing & Invoicing Define Order Provisioning process. ((manual vs. auto provisioning).
Marketing messaging -Email triggers for fulfillment and acknowledgement.
Licenses & time of delivery of the entire bundle. Ensure services fulfillment
Define & enable Third party fulfillment processes (if applicable). Order Provisioning & Fulfillment Ensure/Enable capability to monitor usage.
If selling through 1T,2T partners –ensure they have similar capabilities of dynamic pricing, usage billing etc.
Publish Rate card for usage based models.
Plan process of rate card updates Define invoice format, frequency , usage rating based on the price etc.
Consider tax & customs implications (based on geos the bundle is launched).
Determine Forex implications, billing ID’s to geo alignment etc.
Determine Revenue recognition strategy with Finance.
Determine collection process in case of overdues<br>

Focus areas for Hybrid Cloud Enablement (Contd…) Sales Comp & Partner Comp Marketing strategy Define strategy to tackle billing disputes and to manage returns
Get approvals from finance (A/C payables, A/C receivables)
Define (AUP) Acceptable user policies with Legal and chart out a process to follow if AUP is not obeyed. Manage Disputes , Returns and Rejections Ensure sales & channels have an incentive to sell the hybrid bundle.
Determine sales compensation & partner compensation policies and design rebates ( as applicable) Determine marketing strategy (RTM) for the bundle.
Make sure all product managers agree to the strategy for marketing bundle.
Create ordering guides, collateral for email triggers, portal content etc.
Create awareness through various campaigns, newsletters, SEO, banners, blogs , tweets etc.<br>

Focus areas for Hybrid Cloud Enablement (Contd…) Maintenance & support Cloud Security & compliance, governance Manage renewals and follow on orders
Ensure sales rep follow up processes before subscription expiration.
Enable co-terming (if needed). Manage Renewals & Services Define processes & policies for post sales support.
Plan for ongoing support & maintenance in terms of budget & resources.
Leverage mechanisms to track and close tickets from customer support, third party vendors, partners etc.
Communication & action plan for server downtime, site issues etc. Cloud Security plan – internal & external compliance certifications/tests.
Define plan for cloud governance - Governance structure for free trials vs. demos vs. regular usage.
AUP governance<br>

Solving the Hybrid Cloud Puzzle Assess Hybrid cloud readiness maturity and determine roadmap accordingly 2 Determine the right business model for your hybrid cloud strategy 3 Ensure Cross functional alignment with Product Management, Business Operations, IT, Marketing, Sales, Finance, Legal, Channels 4 Focus on all the key areas discussed to coordinate a successful launch & provide excellent customer experience. 5 Have a crystal clear strategy, roadmap, budget & resources for launching hybrid bundles 1 In conclusion, To successfully enable Hybrid cloud bundles you should:<br>

Questions?

Email: Neha.Bhatt@Cognizant.com
Linkedin: https://www.linkedin.com/in/bhattneha Thank you.<br>

Neha S. Bhatt
neha.bhatt@cognizant.com<br>