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@rhipecloud #RCS16SEA

RHIPE CLOUD SUMMIT 2016

RHIPE CLOUD SUMMIT 2016RHIPE CLOUD SUMMIT 2016

Kasem Pornananrat, Country Manager, rhipe Thailand

Be innovative. Be the disruptor.

“It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change.”

New expectations - from challenger to being challenged

Disrupt or be disrupted

Logistics and agenda

Kasem Pornananrat, +66 81 558 8998 e: <kasem.pornananrat@rhipe.com>

Patara Yongvanich, Managing Director, rhipe South-East Asia

Be innovative. Be the disruptor

Passionate about helping service providers adaptand thrive in the emerging cloud economy

Channel First

CloudFirst

Business model leverages the channel

Data CentresSIs

Enterprise

MSPsISVs

Hosters

Others

Vendors Customers

Our Channel Value

End-Users

Microsoft

Datacore

McAfee

VMware

Red Hat

Others

Citrix

TrendMicro

Zimbra

LiveTilesSkyKick

Build Channel

Mkting

Up-sell

EducateCompliance

Enable

Billing &Collections

TrustedAdvisor

BusinessTransformation

Technicalexpertise

Support

Implementation

Increased Cloud Adoption in SEA

Source: IDC Oct 2014 #AP250869

Hosted Private Cloud in SEA

104.5157.6

223.5294

364.2444.2

2013 2014 2015 2016 2017 2018 2019

Hosted Private Cloud Revenue (USD)

Singapore Thailand Malaysia Indonesia Philippines

56.00% 54.16% 53.05% 51.33% 49.05% 47.53% 46.92%

13.67%13.54% 13.96% 14.35%

15.41% 15.96% 16.17%

11.52%12.13% 12.53% 13.67% 14.57% 15.32% 15.63%

10.02% 11.41% 11.89% 12.19% 12.62% 12.90% 13.05%

8.79% 8.76% 8.57% 8.47% 8.35% 8.28% 8.23%

2013 2014 2015 2016 2017 2018 2019

% Share of Hosted Private Cloud Market

Singapore Thailand Malaysia Indonesia Philippines

Source: IDC #AP250885

CAGR34%

Overall = 35.35%

1,142.1

Asian Cloud Computing Association – Cloud Readiness Index 2016

Country Inte

#1 Hong Kong 8.1 9.1 6.7 8 6.2 9.5 7.2 8.6 7.4 7.2 78.1 4

#2 Singapore 6.4 9.4 6.5 7.8 6.8 9 8.6 8.9 7.3 6 76.7 2

#3 New Zealand 4.6 8.2 7.6 6.8 7.4 9 8.1 8.7 6.9 7.2 74.4 -1

#4 Australia 4.3 8 6.6 6.3 7.6 9.5 7.4 8.3 6.7 8.3 73.2 -1

#5 Japan 3.9 8.9 6.7 5.9 7.1 8 7.8 8.7 8.3 7.8 73 -4

#6 Taiwan 4.1 8.8 6.7 6.4 7 9.5 6.7 7.4 7.1 7.2 71.1 1

#7 South Korea 3.8 9 6.3 6.2 7.1 9 7 6 6.9 6.7 68 -1

#8 Malaysia 3.3 7.6 5.4 5.9 7.6 8 7.4 7.7 7.6 5.8 66.3 -

#9 Philippines 3.3 5.5 6 3.5 3.5 7.5 5.5 5.6 6.1 7.3 53.8 1

#10 Thailand 3.8 8.6 6 5.2 4.1 5 5.1 4.6 6.3 3.8 52.6 -1

#11 Indonesia 1.8 6.3 5.4 2.7 4.7 6 5.6 6.1 6.1 5.8 50.6 1

#12 India 1.7 5.6 5.1 1.9 7.1 4.5 5.5 6 6 5.8 49.1 1

#13 China 1.6 6.6 5.3 2.5 4.4 5.5 6.2 5.7 6.1 1.3 45.4 -2

#14 Vietnam 3 6.7 5.4 2.6 3.2 5 5.4 5.1 5.1 2.4 44

• Virtuous cycle of Government initiatives• Singapore: iN2015 Masterplan. Risk is too

many plans and changes• Malaysia: Digital Malaysia 2020. On cusp of

global elite• Philippines: Data Privacy and Cybercrimes Act.

A consistent improver• Thailand: Digital Economy Strategy. • Indonesia: led by private sector. Impact of

Indonesia Broadband plan 2019

• Key Opportunities• International connectivity • IP Protection• Cybersecurity • Broadband Quality • Value Added Cloud Services

Source: Asia Cloud Computing Association Cloud Readiness Index 2016

What’s being talked about?

· Cloud & Mobile core platform

· Democratised Big data

· IoT explosive growth

· Where did Enterprise Social go?

· Building on core creating differentiation

· Security is everywhere

Cloud Mobile

Big Data IoT

AI,Cognitive,

Cypto$,Blockchain

Biometric,Cyber

Security

Robotics,Smart

Machines

Biotech,Healthcare

3D Printing

DX(Digital

Transform-ation)

Containers

Personal-isation/ Privacy

Skills Shortages

Source: IDC, Forrester, Gartner, KPMG, Northbridge, Frost & Sullivan, Nucleus Research, Rightscale, McKinsey

How to monetize this shift in technology consumption?

Cloud Mobile

Big Data IoT

AI,Cognitive,

Cypto$,Blockchain

Biometric,Cyber

Security

Robotics,Smart

Machines

Biotech,Healthcare

3D Printing

DX(Digital

Transform-ation)

Containers

Skills Shortages

Source: IDC, Forrester, Gartner, KPMG, Northbridge, Frost & Sullivan, Nucleus Research, Rightscale, McKinsey

Build Your Own

Value Added Resell

Hybrid

Building Recurring Revenue Streams

Cloud Mobile

Big Data IoT

AI,Cognitive,

Cypto$,Blockchain

Biometric,Cyber

security

Robotics,Smart

Machines

Biotech,Healthcare

3D Printing

DX(Digital

Transform-ation)

Containers

Skills Shortages

VMware SoftlayerMicrosoftCSP, SPLA, LSP

Veeam ?????Citrix

Hybrid Infrastructure

Business Continuity

Working Anywhere

Innovation & Agility

Digital Engagement

Building value on Volume Platforms

The Rhipe Value Proposition

Cloud Mobile

Big Data IoT

AI,Cognitive,

Cypto$,Blockchain

Biometric,Cyber

security

Robotics,Smart

Machines

Biotech,Healthcare

3D Printing

DX(Digital

Transform-ation)

Containers

Skills Shortages

VMware SoftlayerMicrosoftCSP, SPLA, LSP

Veeam ?????Citrix

Hybrid Infrastructure

Business Continuity

Working Anywhere

Innovation & Agility

Digital Engagement

Building value on Volume Platforms

Competitive Insights Resource Accelerators Vendor Relationships

Marketing Cloud Specialists Operations

Building the Complete Ecosystem

Competitive Insights Resource Accelerators Vendor Relationships

Marketing Cloud Specialists Operations

Business Solutions

Server Solutions

O/S, Hypervisor & Management

Hardware

Power, Comms, Building

Patara Yongvanich, +66 84 322 8883e: <patara.yongvanich@rhipe.com>

Logistics and agenda

Alex Lim, Nick Tan – Partner Enablement Specialist

RHIPE CLOUD SUMMIT 2016RHIPE CLOUD SUMMIT 2016RHIPE CLOUD SUMMIT 2016RHIPE CLOUD SUMMIT 2016

Business Justification

Case Study: Outage in Airline Systems• Check-in and online booking systems went down.

• Customers could not board flights.

• Lasted 11 Days - Affecting 50,000 passengers and 400 flights.

Backup as a Service (BaaS)

What is Backup as a Service (BaaS) ?

Backing up my Girlfriend’s picture with BaaS

What is Backup as a Service (BaaS) ?

What happens if you suffer downtime?

“The average cost of data center downtime across industries was approximately USD $5,600 per minute.”

Ponemon Institute – Understanding the Cost of Data Center Downtime: An Analysis of the Financial Impact of Infrastructure Vulnerability

Benefits of Offering BaaS?• End User can offload complexities associated with backups.

• Fast implementation in the Cloud that is agile and scalable.

• Upsell other offerings with ability to restore data effectively.

Offering BaaS is as simple as ABC• Leverage Microsoft Azure Backup.

• Dedicated IOPS with SoftLayer Storage.

• Leverage Acronis Backup Cloud or Veeam Cloud Connect using your own infrastructures

Backup using 3-2-1 Rule

Backupcopy

(e.g., daily)

1 offsite

Service Provider

Customer

ProductionVM

Backup

(e.g., hourly)

Localbackup

Offsitebackup

3-2-1 rule

3 copies

2 different media

Disaster Recovery as a Service (DRaaS)

What is a Disaster Recovery?

What is DRaaS?

Benefits of Offering DRaaS?

• Rapid and immediate Recovery.

• Flexible, different scenarios can be presented during a DR drill.

• Use less resources; Leverage on vendors for vast and scalable infrastructure.

Offering DRaaS is as simple as ABC• Leverage existing DR offerings such as Microsoft Azure

Site Recovery or vCloud Air.

• Leverage SoftLayer Infrastructure-as-a-Service (IaaS)

• Leverage your own infrastructure and use a replication software like Veeam.

BaaS Business Scenarios:

BaaS Best Practices

Infrastructure / Platform

BaaS Business Scenarios 1 : Virtualized Machines (Veeam)

BaaS Best Practices

BaaSBaaS

Veeam Cloud Connect Infrastructure

Scenario 1: Offsite Backup For Virtual Environments

Repository Can be located in Datacenters such as :

Backup

Hypervisor Can be :

Benefits of using Veeam Cloud Connect Backup

• Easy to Setup, no VPN needed.

• Choice of where your datacentre is going to be Your own datacenter, Microsoft Azure, SoftLayer, etc.

• Multi-tenancy.

Cost for Backing up : 17 x Virtual Machines (Veeam)

BaaS Cost for Veeam : (Virtual Backup for 17 VMs)

Cost of Veeam Licenses : USD $ 250 per month

BaaS Business Scenarios 2 : Physical Machines (Acronis)

BaaS Best Practices

BaaSBaaS

Customer

Global BackupManagement CloudCloud Storage

Service Providers

Storage Management

VAR/MSP

Physical serversVirtualizationWorkstations

Service Provider Cloud Storage

Distributor

Customer On-Premise

Storage

Scenario 2: Offsite Backup For Physical Environments (Acronis Backup Cloud)

Storage Can be located in Datacenters such as :

Local Storage

Control remotely

and centrally

< Recover

IT Manager

Cloud Management Console

Cloud Storage

Acronis Backup Clients on PCs

and ServersYour Business IT

Back up >

Benefits of using Acronis backup cloud• Choice of leveraging Acronis Datacenter or your own

hosted storage.

• White-labelling allowed.

• Rapid go to market.

Cost for Backing up : 11 x Physical Server (Acronis)

Licenses for Acronis

(Physical Backup for 11 Servers)

Cost of Acronis Licenses : USD $ 250 per month

(Physical Backup for 83 Workstations)

Cost of Acronis Licenses : USD $ 250 per month

DRaaS Business Scenarios:

DRaaS Best Practices

DRaaS Business Scenario 3 : Virtual Machines (Veeam)

Veeam Cloud Connect Replication

Delivering advanced, image-based VM replication.

Scenario 3: DRaaS For Virtual Environments

ProductionDR Can be located in Datacenters :

DR Site

Benefits of using Veeam Cloud Connect Replication• 1-click failover orchestration for site testing for failover

simulation.

• Multiple traffic-reduction technologies, including built-in WAN acceleration and replica seeding

• Single-port connectivity via a secure, reliable TLS/SSL (Transport Layer Security/Secure Sockets Layer) connection to a service provider with traffic encryption

DRaaS Business Scenario 4 : Physical Machines (Acronis)

Scenario 4: DRaaS For Physical Environments

Power Up as VMs in ESXi or Hyper-Vfrom Backup File

Backup to CustomerLocal Storage

Backup to Cloud StorageOffsite

Recovered VMs

Power Up as VMs in Offsite DC

Recovered VMs

Coming soon 2016

Benefits of using Acronis DRaaS

• Supports Windows or Linux, both physical and virtual environments.

• Can replicate from Physical to Virtual Servers.

• Single Pane of glass using Acronis Web-based recovery console.

DRaaS Business Scenario 5 : Physical Machines (Softlayer)

Scenario 5: Physical/Virtual to Physical Server

Softlayer Datacenter

Benefits of using Softlayer DRaaS

• Supports any Operating System, AIX, Windows, Linux, etc.

• Can use Native Database replication software.

• Dedicated server access = Can built Powerful Servers.

DRaaS Business Scenario 6 : Virtual Machines (vCloud Air)

Scenario 6: Vmware environments to vCloud Air

Benefits of using vCloud Air DRaaS• Hybrid cloud compatible DR capabilities through native

integration in VMware vCenter.

• Scalable disaster recovery protection capacity in the cloud to address changing business requirements.

• Built-in automated workflows to perform failover tests includes the option to test various failover scenarios

DRaaS Business Scenario 7 : Virtual Machines (Azure Site Recovery)

Scenario 7: Azure Site Recovery

(Azure can be an option too)

Benefits of using Azure Site Recovery DRaaS

• Provides DR for single hypervisor (e.g., Hyper-V only) and/or multiple hypervisors (e.g., Hyper-V and VMware) environments.

• Leverage scripts (e.g. powershell) and Azure Automation Runbooks to achieve optimal RTO and reduce human errors during recovery.

• DR capabilities of SQL Always OnAvailability Groups can protect SQL databases, while Azure Site Recovery can replicate the web and app tiers.

Key Take-aways

Summary of BaaS and DRaaS Best Practices

BaaSBaaS /DRaaS

BaaS/DRaaS

• Acronis is the more versatile software, whereas Veeam works best in Virtual Environment.

Today’s Take-aways for Solution Stack

• Acronis is able to back up both Physical and Virtual Machines.

• Softlayer is the more versatile platform.

Today’s Take-aways for Platform Stack

• Softlayer is able to support multiple solutions and different server configurations.

Next steps :

1. Start the BaaS and DRaaS conversation with your customers

2. Talk to rhipe to building a business strategy plan.

3. Work with rhipe for customer POC!

Nick Tan, Rhipe Partner Enablement Specialist

Email: nick.tan@rhipe.com

Alex Lim, Rhipe Partner Enablement Specialist

Email: alex.lim@rhipe.com

Michael Fong – Partner Enablement Specialist

Cloud Solutions Value Proposition

Build Profitable

Cloud BusinessIncrease Reach

Bundle Solutions

Grow Revenue

Retain Customers

Achieve Scale

Higher Margins

· Billable packaged services

· Solutions and services, as a service

· Ongoing annuity 0

Partners are evolving their business models

· Value based, unique IP· Packaged product services· Valuation

· Billable hourly-rate services

· Work-for-hire and break/fix

· Deal-by-deal revenue

O365 2T CSP Services Roadmap

High Margin

Customer Relationship

Maturity

RHIPE CLOUD SUMMIT 2016Sharepoint AdoptionRHIPE CLOUD SUMMIT 2016

Building a digital workplace

Examples of sites: (SharePoint + LiveTiles)

How can we help you?

Fully enabled workplace with world class email, Microsoft Office video

conferencing and online enterprise storage.

Turnkey enterprise collaboration across the

organization.

Simple, secure and smooth deployment &

implementation

rhipe Connect

An entry level communication portal that enables businesses to amplify important messages, manage key content and facilitate collaboration.A scalable solution designed for organizations with 100 users or less.

Deployed within hours, PortalGO! Gives users access to all the best features of SharePoint by leveraging SharePoint Online and LiveTiles.

Available on user-based subscription model removing high, up-front consulting costs.

Ready to use in hours, rather than weeks

A no-code solution, instead users can modify, update, configure and enhance their site using LiveTiles

Sharp design with modern styling

Per-month subscription pricing model

Each deployment comes with a thirty minute enablement tutorial for your portal owner

Inbuilt user training function

Open the PortalGO! Demo

Bundle Offering

10 Business Essential (Email, Sharepoint, One-Drive, SFB, Yammer)

2 Business (Microsoft Office) 10 LiveTiles Design License rhipe support

rhipe Connect package Sharepoint templates Installation guide Sharepoint features guide LiveTiles Design app file LiveTiles Blueprint app file Custom icons Sample image/data files

Pricing SKUs

Partner Cost Price / month – THB 3202 SRP / month – THB 5040 Partner Margin – 35.75% PortalGO! – THB 20,000

RHIPE CLOUD SUMMIT 2016RHIPE CLOUD SUMMIT 2016RHIPE CLOUD SUMMIT 2016

rhipe Connect Demo

RHIPE CLOUD SUMMIT 2016RHIPE CLOUD SUMMIT 2016RHIPE CLOUD SUMMIT 2016

For more information talk to your rhipe Account Manager today

Michael Fong, Partner Enablement Specialist. michael.fong@rhipe.com

Coherence:The Next Business Opportunity

Marcus Teo

Regional VP & General Manager

Zimbra APxJ

115Source: https://agenda.weforum.org/wp-content/uploads/2015/02/KSC_fish2__.jpg

116Source: http://www.theinnovativemanager.com/what-everyone-ought-to-know-about-disruptive-innovation/

Disruptive Innovation = Simple, Affordable Solution to Your Customer’s Problem

What is out there in the real world?

119Source: https://www.youtube.com/watch?v=R2a8TRSgzZY (Produced by Scofield Editorial, Inc.)

120Source: http://www.infinidat.com/wp-content/uploads/2016/03/GOOD-FAST-CHEAP_INFINIDAT-800x510.jpg

What’s the catch?

121Source: http://pakdb.com/some-intresting-facts-about-uberairbnbfacebookinstragramnetflix-alibaba/

Access is the new ownership

122Source: http://thelegacyproject.co.za/wp-content/uploads/2015/07/Copy-of-APPROVED-AM15_John_Chambers_II_.jpg

(2006 – July 2015)

“The force and velocity of disruptiontoday are unlike anything seen before.It’s a perfect scenario for companies toerupt in value or be destroyed anddisappear.”

Potential Business Opportunity

12411/04/16

Technology’s history of accelerating value creation -and destruction

Source: http://www.theinnovativemanager.com/the-two-enabling-forces-of-innovation-new-technologies-and-new-business-models/

Why the era of cloud and mobility is different

Cloud solutions are a huge disruption. It’s a true revolution that replaces the computing stack with the end result of that stack.

What’s Next In Cloud Platforms?

The Rise of the Platform Economy

129Source: http://platformed.info/platformed.info/wp-content/uploads/2015/03/what-is-platform.png

130Source: The Accenture Technology Vision 2016

Powering the Platform Economy

Synacor’s Strategy for Zimbra

OEM Products

• Partner Developed

• Zimbra Branded

• Zimbra Supported

• Sold by Channel

Zimbra Talk

Partner Products

• Partner Developed

• Partner Branded

• Partner Supported

• Sold by Partner

• Synacor/Zimbra Endorsed

• Developed by a partner out of Germany

• Multi-User Text, Voice & Video Chat

• Screen Sharing & File Collaboration

• Tightly Integrated into the Zimbra UI

• VARs can sell as an on-prem solution

• BSPs can sell as a value-added service

Zimbra Talk

So is Zimbra Development doing?

Zimbra Development

• 24x7 Infrastructure

• Zimbra APIs

• Zimlet SDK

• Enhanced Security

• Quality & Performance Improvements

• Provide an easy to develop against API

• Turn the Zimbra mail server into a easily accessible data source for application integrations

• Consumer UI being built on top of REST API

Application & Services - REST API

And what can you do?

Creating YOUR Platform of Coherent Extensions

• Line of Business Applications

• Self Service Automation

• Security Enhancements

Own YOUR Customer Interface

New Webmail interfaces focusing on Usability

• Existing Zimbra Interface designed around Enterprise and High Feature visibility

• Next Generation Zimbra UI based on modern design standards with focus on usability over features

• HTML5/Responsive Design

• Web based and Native App options

The Interface is where the Profit Is!

The Power of Coherence

A coherent company focuses on what it does best in making every decision across every business. It derives its “right to win” by addressing:

• How are we going to face the market?

• What capabilities do we need?

• What are we going to sell, and to whom?

Coherence creates value in four ways:

• Strengthens a company’s competitive advantage

• Focuses strategic investment on what matters

• Produces efficiencies of scale

• Creates alignment between strategic intent and day-to-day decision making

Source: https://hbr.org/2010/06/the-coherence-premium/

Zimbra C.A.R.E.S

• a scalable, enterprise-class email collaboration environment at the lowest TCO in the business.

Secure

• visibility to its source code, enabling customers to perform their own security, privacy and compliance audits.

Extensible

• an open API to tightly integrate Zimbra into their IT infrastructure and line-of-business applications.

Reliable

• more than 500 million people across multiple sectors trust Zimbra for their messaging and collaboration needs.

Adaptable

• a choice of deploying email collaboration in their data center or to consume email as a cloud-based service.

Zimbra –Fast & Affordable & Good (Enough)

With Zimbra, our mission is to beYOUR coherent platform thatprovides fast and affordable accessto what customers want, when theywant it and where they want it.

140Source: http://www.vicre.be/wp-content/uploads/Fast-Fish-eat-Slow-Fish.png

©2015 Zimbra, Inc. All rights reserved. Zimbra and its symbol are registered trademarks of Zimbra, Inc. Other company and product names mentioned are property of their respective owners. The contents of this publication are subject to change without notification, are the property of Zimbra, and cannot be reproduced without Zimbra’s written permission. The contents of this publication are not a commitment by Zimbra to provide the features and benefits described.

Zimbra3000 Internet Blvd., Suite 200 Frisco, TX 75034 USA Main: +1 972-407-0688 Main US toll-free: 877-492-9484 Sales: +1 972-407-0688 www.zimbra.com

14128 April 2016

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