Accelerate the journey
to your Cloud
Jacques Pommeraud, CEO
Industry Analysts Webinar
Agenda
▶
Reminder of the Enhanced Alliance context
▶
Canopy’s offers and mission
▶
Canopy’s roadmap
▶
Enterprise Application Store strategy
▶
Focus on Canopy Sales:
▶
Focus on Canopy Sales:
Go-to-market model and integration with the three partners
Pipeline overview
Our customers challenges: increased complexity
▶
Double digit
immediate cut on IT costs – on not core business – this is what customers want!▶ 3% reduction year-over-year is no longer the norm PRESSURE ON
COSTS & CAPEX
▶
Profit from applications
:
applications must support customer’s business; ease of use is mandatory▶
Smooth provisioning
: no hassle-process, simple access to SIMPLICITYAGILITY
▶
Customer experience
:
Web 2.0, social networks, remote working are changing expectations▶
Bring your own (BYO):
need to integrate personal devices into the business IT environmentUNIVERSAL USER INTERFACE
tools, capacity and solutions.
Enterprise roadblocks to move to Cloud
Cloud: customer still have a long journey to go
Weight of legacy and fear of migration complexity
Complex Cloud market, Complex billing & management
▶
One stop shop
: from Cloud consulting and professional services, to Platform on-demand, an Application Store offering multiple Software as-a-Service, and hosted on Private Clouds if required▶
Enterprise-class specifications
:Characteristics of the ideal solution
Localization of data to comply with regulations
Enterprise-grade availability & Security missing in many offers
Reluctance to become prisoner of another technology silo
Enterprise-class specifications
commitment on data security, service levels, availability to meet premium requirements
▶
Industry/market expertise
: deep knowledge of specific needs; ability to customize applications▶
No lock-in
: Commitment to open standard, use of open technologyAtos, EMC, VMware, VCE:
the strategic alliance answers these challenges
Program Management Office (Atos, EMC,
VMware, VCE)
Enhanced Alliance
Canopy
Advanced cloud services for the benefit of large and
upper midsized enterprises and organizations
Overview of Canopy Offers
SaaS
PLM Zimbra (email) Yunano CRM ECM (Documentum)Developt & test PaaS
Other SW in roadmap of Apps Store e.g., ▶ PLM
▶ Yunano ERP
▶ ECM for various verticals
▶ Atos proprietary SW (e.g., Bluekiwi) ▶ VMware other SW (e.g., Socialcast)
▶ …
Prepackaged Solutions Based on:
For commodity apps
For proprietary apps which can be moved to cloud
Cloud
Consulting
PaaS
▶ High end Board and CxO advisory engagements ▶ Cloud deployment ▶ Datacenter services ▶ Cloud Security
Private
Cloud
Devt & migration svcs
Platform as a Service
Prepackaged Solutions Based on:
▶VCE Vblocks ▶Installation Services ▶Operate Services To optimize infrastructre regardless of apps Application Management
Canopy is a one-stop-shop
Natural entry point is consulting but
customers can directly select any offer
Canopy is executing on promises
▶ Antitrust approval in Germany, granted in June
▶ Legal entities created in UK, GER, FR, US. NL in progress
▶ Jacques Pommeraud appointed CEO
▶ First line management staffed, multiple N-2 staffed
▶ Multiple client discussions, including in the context of megadeals. ▶ Multiple client discussions, including in the context of megadeals.
Several commercial proposals already submitted
▶ Platform and solutions currently being designed. Quality tested for release:
PaaS D Ratcliffe Private Cloud* M Sharma Enterprise Application Store E Morice Cloud Strategy Consulting J Pommeraud (interim) CEO J Pommeraud CTO J Baguley (interim) APAC EMEA Sales / Geography
A Witvliet (global + EMEA) + offer outstanding (NAM)
NAM
Staffed by Atos Staffed by EMC Staffed by VMware
* Staffed by EMC/VCE
Canopy organization: a combination of best-in-class
Marketing, Communication, Sales Operations, Channel Strategy
M Kohl (additional names to be disclosed soon)
Customer Service (“Canopy Care”) R Uppal Platform operations (to be disclosed soon)
Presales team Finance S. Horrocks Human Resources V. Mcquillan Other functions…
Under the hood of Canopy: a solid set of solutions
P a a S R u n ti m e E n v ir o n m e n t Dev Cloud S a a S ISV Sol ISV SolISV Sol ISVs SaaS
Offerings ERP as a Service CRM as a Service Email as a Service PLM as a Service Offered through Canopy’s Enterprise
Application Store Management Content
Manufacturing Financial
Services Public Sector Healthcare
Documentum Captiva xPression ISVs Ia a S Source De-dup Online De-dup Storage Array Network and CPU Converged Infrastructure EMC Avamar EMC DataDomain
Vblock Disaster Recovery
Federation & Disaster Avoidance
Vblock R S A e n V is io n Scale Up Scale Out
VMware vCloud Director
U IM R S A A rc h e r e G R C S IE M G o v e rn a n c e R is k a n d C o m p lia n c e S e c u re M u lt i-te n a n c y
Backup EMC Avamar
Canopy Timeline
Consultancy Services
• Awareness workshop • Cloud quick check
• Cloud strategy assessment
Private Cloud • Architecture • Transitioning Enterprise Application Store • ECM (Documentum) • Zimbra • Bluekiwi • Others Sector-specifics • Healthcare • Manufacturing • Media PaaS • T&D • Offshore svcs Enterprise Application Store • Yunano CRM • PLM • Others • Transitioning 2ndhalf Sept 2012 Q4 HY1 2013 Canopy Day One April 2012 Today
The Canopy SaaS journey
V O L U M E V A L U E Typical Application focus Business focus Business integration Core applications Sector differentiation Business critical applications Legacy conversion Interaction and collaboration Baseline business applications E-mail V O L U M E V A L U E Goals Canopy examples Typical applications+
+
From CORE to INNOVATION – learn as you go
Control and flexibility CRM, ERP…
Sustainable growth Legacy conversion
to SaaS
Speed and cost reduction
unified messaging
Go-live infrastructure sizing: a stepped approach to
support worldwide organizations
DC Fürth
March 31
st Arlington, TX Furth, GER APAC TBD 2012 2013 2014 2015 Twin Vblocks North America Europe & Asia each24 Vblocks 36 Vblocks 48 Vblocks 8.000 VM 20.000 Vm 35.000 VM 60.000 VM
DC Fürth
March 31
stSept (TBC
Canopy & Atos, where does it fit?
Situation
▶ Canopy’s 4 lines of business map into Atos’ 4 Services Lines
− Private Cloud => MS
− SaaS and PaaS => SI
− Consulting => CO&TS
− HTTS SW licenses sold on App Store => HTTS
Organizational goal achieved
▶ Prevent silo approach, internal competition and margin stacking
▶ Ensure that every P&L owner understands Canopy is in their interest
Solutions found with Atos:
▶ Financial double-booking of Canopy into existing Atos P&Ls
▶ 2 sales models: direct and indirect to accommodate any customer demand
▶ Subcontracting by Canopy to Atos MS and SI and support functions
▶ Inside Canopy: focus on specific sales force adapted to Canopy’s business, and high end consultants
Solutions found with EMC/VMware:
▶ Sales representatives compensated for referrals through specific Partner program
▶ Lead referral tool and quick response desk
Integration of Canopy into existing Atos matrix P&Ls
TMT PHT E&U MRS FS GBU France GBU Germany GBU … MS SI Canopy Pvt Cloud Canopy SaaS PaaS CO&TS HTTS Canopy Cons. Licen-sesCanopy sales model
C
u
st
o
m
e
rs
Lead generation Qualification
Go / No Go
Closing Pricing Solution
Sales force Sales force Sales force
C
u
st
o
m
e
rs
Sales force Telesales MarketingVCE
Sales forceThe market confirms Canopy’s attractiveness
• 1
stSaas
deal already closed (UK)
• Large Bids: 3 majors + 2
embedded in major Atos’ (Germany + US)
• +15
qualified opportunities for H2 2012 – H1 2013
• +30
additional prospects for 2013
•
Majority of opportunities in Europe (France, Germany, UK)
•
Atos customer base was our primary focus to source opportunities
•
Short term interest in Private Cloud offerings
Conclusion
▶
Canopy – a new approach to the
Cloud
− One stop shop
− Enterprise grade
− Verticalized
▶
Leveraging expertise of leaders in
▶
Leveraging expertise of leaders in
their domains
▶
Ambitious growth plan leveraging
the 3 members of the Alliance
