Download - GWAVACon 2013: GWAVA Cloud Program
GWAVA Cloud Partner Program
Frank BeckertThomas Stegemann GWAVA Cloud TeamGWAVA EMEA GmbH
GWAVA CloudProgram
Content
• Cloud Market
• Why Cloud?
• Selling Cloud
• GWAVA Cloud Partner Program
"Sharing" is variable, and therefore "privacy" can be variable.
Cloud TypesHybrid cloud
A private cloud service that can expand its capacity by using an additional cloud service provider (private or public).
Private
Community
Public
Single user or unshared
implementation
Unlimited users with shared
implementation
Limited Users
"Sharing" is variable, and therefore "privacy" can be variable.
on-premise or customer- or provider-managed, customer- or provider-owned.
CloudService
Cloud Forecast Total
In the next five years, enterprises will spend $793 billion on cloud services.
2010 2011 2012 2013 2014 2015 2016
$77
$93
$111
$132
$156
$183
$212
Why customers want cloud
Reduction of IT Challenges
Cloud Drivers
1. Lower TCO than on-premise
2. Easier and faster to deploy than on-premise
3. Best alternative for regional deployments4. Limited capital budget -> Operational expense5. Lack of IT resources/time to implement on-premise6. Not enough datacenter capacity7. Temporary solution to solve a temporary need
Cloud barriers
Customers• Security concerns remain the
top reason for not going to the cloud ( But quickly going away)
• Data location requirements (particularly in EMEA)
• Loss of control• Preservation of job
Channel• Channel doesn’t understand
how to sell cloud / Comfortable in on-premise
• Channel margin from cloud providers
• € today versus €€ tomorrow
Understanding:
TotalCostOf Ownership
What can be seen:Hardware+Software
You don‘t see:• Hardware + Software• IT-Resources• Power, Heating, Cooling• Backup & Media• Disaster Recovery• Implementation• Support + Storage• Bandwith + Space• UPS etc.
Cloud Sales Best-Practises
• Sell to the Business not the IT Team
• Business Departments can have more money to spend than CIO
• Still primarily a TCO conversation. We need to get better selling TCO
• Nearly 50% of future SaaS purchase decisions are expected to be made by executive management
• Sell the Cloud story first constantly
Conclusion • Promote it over on-premise • Sell advantages and TCO• Position as cloud vendor in the future• GWAVA is supporting with a lot of Marketing and Engineering budget• Sell “private” GWAVA Cloud today, “public” cloud tomorrow• We are very flexible in our cloud offering and in the pricing scenarios
• Let’s work together to make cloud successful in FY2014
If we don’t convince our customers of cloud, our competitors will
GWAVA Cloud Products
GWAVA CloudFundamentals
Overview
Products Target Group
Benefits To Do
Retain
E-Mail Archiving
GWAVA
Messaging Security
Products
Benefits To Do
GWAVA CloudProducts
OfferingNo difference to GWAVA on prem
Inbound Anti Spam
Inbound Anti Virus
Outbound Anti Virus
… full feature set
GWAVA CloudProducts
OfferingNo difference to Retain on prem
Unified Archiving
eDiscovery Management
Data Security
Offsite Backup
Single Email Restore
Personal Address Book Restore
… full feature set
GWAVA CloudFundamentals
Overview
Hosters
GWAVA Partners
Products Target Group
Benefits To Do
GWAVA CloudFundamentals
Overview
Reduce cost
Quick implementation
Manage Complexity
Bring down risks
Products
Benefits
Target Group
To Do
GWAVA CloudPartner Program
GWAVA does …
• Provide software• Provide training, best-practices
consulting/design to partner to setup offering
• Provide backline support to partner
• Provide joint marketing/sales material
Products
To DoBenefits
TargetGroup
• Install, configure, update & run service
• Sell to & contract with the customer (Price, SLA, etc)
• Onboard & support customer• Bill & collect from customer• Provide audit/invoice & payment
to GWAVA
No cost for the GWAVA Cloud Partner Program
Products
To DoBenefits
TargetGroup
GWAVA CloudPartner Program
Partner does …
GWAVA CloudPartner Program
Enablement
• Contract signing
• Training & Certification• Online or in person training on the
products in the offering and related details of running in a hosted/cloud environment
• Design • Assistance on hardware purchasing,
design and automation• Support
• 24/7 Access to GWAVA’s worldwide support engineers
9 Partnerssigned this summer!
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Frank Beckert Thomas StegemannGWAVA Cloud TeamGWAVA EMEA GmbH