isv cloud business readiness assessment

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  • 1. Cloud Readiness Assessment TechStrategyLabs Inc. PlanningSurvey Assessment

2. ISV Cloud Business Readiness AssessmentWelcomeWelcome, Cloud Computing ISVsThis multi-dimensional analyzer assesses key gaps in your current strategy, and aligns you to IBMs cloud offeringsthat will enable you to accelerate innovation. The recommendations are strategic steps in your journey to leveragecloud computing to successfully transform your business.To get started please move to the next page 3. Flow of questions...In order for us to assist you in this important transformation, you will be requested to provide somebusiness and technical information in the following sequence.Enjoy!Please tell us a bit about your business...1. What is the key business goal behind your cloud initiative? * Preserve market sharePenetrate new market Improve operational efficiency Capture market2. What is the expected revenue/cost reduction goal for this initiative? * Up to 5M USD 5M - 15M USDGreater than 15M USD 4. 3. What is the competitive situation of your product offering? *High - Fragmented market with no consistent leaderModerate - Fragmented with 1-2 market leadersLow - un-fragmented market4. What is the intent behind leveraging cloud computing? *Build a cloud infrastructure Enable your application in the cloudExtend your cloud application5. What phase of the transformation are you engaged currently? *Exploring options PlanningDesign and ArchitectureExecutionOperational OptimizationNow tell us a bit about your product...If you are an Application Service Provider (ASP), and offering your productas a "per customer installation" in a cloud environment, please select the"ASP..." options.6. What is the current status of your offering? *Not cloud ready ASP on public cloud ASP on private cloudPublic cloudPrivate cloud7. What type of cloud infrastructure will your offering utilize? *Public cloudPrivate cloud ASP on public cloudASP on private cloudHybrid (private and public cloud)8. How do you plan to host your offerings? * 5. Self hosted3rd partyHybrid (self and 3rd party)9. In what units do you offer your product? *Enterprise license UsersSeatsTransactionsASP-based customersComputing capacity10. In what units would you like to offer your product in future? *Users SeatsTransactions ASP-based customersComputing capacity11. What are your customers most sensitive to? *Price ServiceSecurity Integration12. What is your existing pricing strategy? *Single-segment - Single PriceSingle-segment - Tiered-PriceMulti-segment - Tiered-Price13. What is basis for your existing pricing? *Cost-plus pricing Value-based pricingCompetition-based pricingCustomer-driven pricing14. How many direct-sales personnel are approximately involved in selling your offering? *Some technical information about your offering...15. How many "units of sales" does 1 unit of your production infrastructure support? * 6. 16. What is the infrastructure (image and workload) management technology you currently use inproduction? *Home grownOpen ViewMicrosoftVMWareAmazonOpen Source (KVM, Xen)IBM Tivoli17. What type of servers are you planning to utilize for this initiative? *IBM Power SystemsIBM System z (mainframe)ItaniumPA-RISCSPARCUltra SPARCSingle core vanillaDual core vanillaPlease share some other business information...18. How much do you approximately spend on software annually? *Less than 1M USD Between 1 - 2M USD Greater than 2M USD19. What is your approximate annual software maintenance spend (as a % of total annualsoftware spend)? *20. How much do you approximately spend on hardware annually? * 7. Less than 250K USDBetween 250k - 1.5M USD Greater than 1.5K USD21. What is your approximate annual hardware maintenance spend(as a % of total annualhardware spend)? *22. How much do you approximately spend annually on your sales and marketing activities? * Less than 1M Between 1 - 5M USD Greater than 5M USD23. What is the approximate current annual revenue from your offering (that you want totransform)? * 0 - 1M USD 1M - 5M USD 5M - 20M USD 20M - 100M USD Greater than 100M USD24. What is your approximate anticipated annual growth rate (annualized)? * Less than 15% Between 15 - 25%Greater than 25%25. What is the approximate price per unit of sale of your product offering (in USD)? * Less than 100 USDBetween 100 - 500 USDGreater than 500 USDPlease tell us a bit about yourself...Your name *26. Job title * 8. President/CEO COO CFO CMO Senior Director Director Senior Manager Manager Senior Associate AssociateEmail * Please provide a valid email address, as the report will be sent to this email address.27. Company *28. Send a copy of the report to IBM to enable them assist you better? * Yes NoThank You!Thank you for your input. We now have a better idea on what you need. We will now conduct an in-depth analysisof your need, and create a detailed report base on your input. The report will be emailed to you within the next fewhours.ThanksTechStrategyLabs Inc. 9. CloudReadinessPlanningSample CompanyTechStrategyLabs Inc.October 12, 2011The contents of this report have been prepared exclusively for Sample Company and may not be used forany reason by any other party. The conclusions contained herein represent TechStrategyLabs analysis ofthe data provided by Sample Company. TechStrategyLabs is not responsible for the authenticity of thedata provided by Sample Company. TechStrategyLabs has utilized all reasonable care in conducting itsanalysis. TechStrategyLabs is not responsible or liable for any action taken by Sample Company basedupon this report. 10. TechStrategyLabs Inc.Executive Summary deliver your offering using a level ofIn the planning phase of preserving marketgranularity that signifies value to yourshare for your company, with a revenue goal ofcustomers. Since licensed software and5M 15M USD, by building cloud application,hardware add to the fixed cost of youryou may want to consider IBMs Cloudcustomer, you may want to think aboutApplication Enablement Project mentionedusing a unit of sale that would scalebelow in the Accelerating your cloud with your customers business.transformation section. Please feel free toExample: seats, transactions and namedtake this assessment once you are about tousers.embark on your transformation to get a more Pricing Strategy refers to how youspecific set of recommendations to accelerate would like to segment your customersthe entire process, and leverage IBM as yourand price your offering. Usually,cloud business partner. companies offer a price-featurevariation and let the customer decideIn order to accurately plan the transformationon the features they need leading toof your offering to leverage a cloud-basedthe price offered. Transforming todelivery channel, it is imperative to stay focusedleverage a cloud-delivery channelon the ultimate business goal of your involves taking a closer look at yourcorporation. The business goals may vary from target customer base, segmenting itcompany to company. The most common onesbased on features, affordability, andmay be preserving your market share,growth, and subsequently assigning apenetrating a new market, creating an alternate price that works best for each segment.revenue channel or just improving operational Price Basis refers to the basis of pricingefficiency of your existing delivery channel. each customer segment. Usually,companies use cost-based pricingThe key elements to measure your cloudreadiness consist of business and technical(where the price is determined byfactors. IBMs WebSphere and Workload adding a markup percentage to the costof a unit of sale of the offering) orDeployer suite of technologies are key catalyststo enable you to transform successfully bycompetitive pricing (where a price isinfluencing these factors. It is useful to consider determined by analyzing the price ofthe prevailing competition in thethese factors while planning to transform yourmarket). Due to the competitive natureoffering to a cloud-enabled delivery channel.of the cloud offering business, it may beBusiness Factorsnecessary to assess the inherentThe key business factors influencing your value of the offering to ascertain thetransformation are: price. This leads to a more compellingvalue-proposition of the offering Unit of Sale refers to the unit of your denoted by the price dimension.offering that you would sell using thecloud-delivery channel. Since you are While planning to transform into a cloud-basedtransforming into a cloud-based delivery model, you may want to consider eachdelivery mode, it is imperative toof the above factors to ensure that the businessCopyright TechStrategyLabs Inc. 1 11. TechStrategyLabs Inc.model of your offering addresses the overall important aspect of delivering yourbusiness goal. It is then a mandatory exercise offering using a cloud channel. IBMsto address the technology factors and alignTivoli suite of technologies helps setupthem to address the overall business goal. and manage a fully automated virtualized environment for your cloudTechnology Factors offering.The key technology factors influencing your Cloud Platform refers to the choice oftransformation are:the specific cloud delivery channel. These may include public cloud, private Virtualization is a key tenet to cloud, 1ASP on public/private cloud.transform your offering to a cloud- The choice of the delivery platformdelivery model. It is imperative that indicates the security and integrationyour offering can be virtualized into the considerations of your customers.target delivery hardware platform. If IBMs SmartCloud environmentyour offering has been virtualized facilitates a higher time to market foralready, it makes it easier to transform your offering by accelerating yourinto a cloud-based delivery channel. transformation.IBMs Workload Deployer and Tivolisuite of technologies accelerate theThese key technology factors must besetup and management of a fully considered first prior to othe

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