TBR Professional Cloud Services Study
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Transcript of TBR Professional Cloud Services Study
TBR
TECHNOLOGY BUSINESS RESEARCH, INC.
PROFESSIONAL SERVICES PRACTICESM
Cloud Professional Services Study: A Pathway to Cloud Services
TBR Webinar SeriesSpring 2012
Presenter: Ramunas Svarcas ([email protected]), Professional Services Practice Senior Analyst/Engagement Manager
TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
The only constant in today’s global marketplace is change
Where is Cloud Professional Services
Today?
The Cloud Professional Services
Lifecycle
What is driving Customers to buy Cloud Professional
Services?
Cloud Services!
(Why not just buy them without an
advisor?)
How are Professional Services Vendors
meeting demand?
Changing on a daily basis
Cloud Professional Services: A Pathway to Cloud Services
Understanding what is changing, leveraging it for maximum opportunity and delivering the right offerings requires the type of reliable, insightful and timely information TBR provides.
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
TBR believes the cloud market can be viewed as two separate entities – Cloud Professional Services and Cloud Services
Cloud Professional Services vs. Cloud Services
The Cloud MarketCloud Professional Services Cloud Services
• Advisory• Strategy Consulting• IT Consulting• System Integration• System Implementation• Application Development• Application and System Management• System and Application Maintenance
Computing• Software-as-a-Service (SaaS)• Platform-as-a-Service (PaaS) • Infrastructure-as-a-Service (IaaS)
Environment• Private cloud • Public cloud• Hybrid cloud
•Cloud Professional Services Study 4Q11• Quarterly Professional Services Vendor Reports
• Cloud Services Study 4Q11• Cloud Business Quarterly
TBR OfferingsOur focus today:
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
How vendor strategies are aligning to current market dynamics
2011 Cloud Professional Services Study OverviewThe study integrated two research components to:
• Understand what enterprise customers want/needCustomer primary-research – TBR conducted 600 surveys in the fourth quarter of 2011 with enterprise and public/non-profit institutions to identify their needs and desires regarding cloud professional services.
• Understand what cloud professional services vendors are offering:TBR developed in-depth vendor profiles for 11 vendors that are actively engaged in the delivery of cloud professional services. The vendors examined include:
Cloud Professional Services vs. Cloud Services
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
The cloud professional services market is rapidly changing as customers become more aware of cloud services
Where is Cloud Professional
Services Today?
The Cloud Professional
Services Lifecycle
Cloud Professional Services: A Pathway to Cloud Services
Line of Business
buying Cloud Services
Cloud Services
Companies reining in
Cloud Services
Cloud Professiona
l Services
Companies deciding how
Cloud Services can grow their
business
Cloud Professional
Services
Helping improve agility and speed to
market
Cloud Services
or
Enterprise customers are realizing that they must carefully investigate the true cost and subsequent value of cloud services with the assistance of advisors/experts.
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
Cloud Services Demand continues to expand as customers look for new ways to consume IT resources
After the onslaught of advisory services in 2010, enterprise customers are more aware of cloud services capabilities and are thus purchasing cloud services.
Cloud Services Demand
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
While demand for cloud services is up, the number of cloud professional services engagements is down
• Better-educated enterprise customers are deciding whether to engage additional professional services to move clients further to the cloud.• Not all are making the choice, and those that do are moving slowly, opting for
specific, selectively thought-out engagements.
Cloud Professional Services Demand
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
The size of professional services engagements for cloud are growing as we enter the high-demand phase of the adoption lifecycle
The Cloud Professional Services Lifecycle
CLOUD PROFESSIONAL SERVICES ADOPTION CURVE
• Advisory and consulting engagements are being replaced with implementation and integration engagements.• While an advisory engagement may be 1 or 2 days in length, a consulting design
engagement or full-fledged implementation may take 2 to 3 months, if not longer.
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
As a result, Cloud Professional Services revenue growth exceeds double digits for all the vendors examined in the study
• SIs with hardware lead in Cloud Professional Services total revenue, while system integrators that are hardware-agnostic are generating the greatest revenue growth as clients are looking for best-of-breed solutions.• Since professional services vendors are in the midst of their own development lifecycle
for Cloud Services and Cloud Professional Services, each vendor is at a different stage in broadening its portfolio, resulting in different offerings and thus different revenue growth rates.
The Cloud Professional Services Lifecycle
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
Customer are driving change, with a shift from pure cost reduction in IT resources to business development
What is driving Customers to buy Cloud Professional
Services?
Cloud Services!
(Why not just buy them without an
advisor?)
Cloud Professional Services: A Pathway to Cloud Services
• Which cloud services?• Why?• What will it cost in the
short term?• What will it cost in the
long term?
Professional Services Vendors can help with the answers.
So which vendor do I choose?
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
Vendors are focusing on delivering to the respective requirements of customers, with a strong focus on value
Cloud Professional Services – Vendor Selection Criteria
Tactics to Capture
Customers
Demand drivers:Selection Criteria
•Provide high value for price•Working
knowledge of infrastructure, industry and cloud integration issues
Expected Benefits
• Support business Innovation Process• Improve
Operational Efficiency• Reduce Total Cost
of Ownership
RequiredSkills in:
•Business Intelligence/ Analytics• Customer
Relationship Management• Supply Chain
Management
What do enterprise customers want?
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Aligning with business initiatives, innovation and delivering new services and products to customers are key perceived benefits that professional services vendors must provide.
TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
Vendors are reacting to changing needs by developing new professional services offerings that align with cloud services
How are Professional Services Vendors
meeting demand?
Changing on a daily basis
Cloud Professional Services: A Pathway to Cloud Services
Listening and delivering to the ever growing inventory of client needs.
Reacting to changing economic climate to provide the highest-value services.
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
As enterprise clients see the benefits of cloud computing, vendors are modifying their portfolios to address concerns and opportunities
• Partnerships are proliferating for the major professional services vendors to enable them to accommodate the various needs of customers.
• Alliances and the incumbent knowledge with infrastructure and leading software vendors is essential for providing Cloud Professional Services to customers.
SOU
RCE:
TBR
AN
D A
CCEN
TURE
Company
Alliances
ISVs Public cloud
Networking Infrastructure
Cloud Professional Services – Changing Vendor Offerings
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
Vendors are developing offerings to address variations in expectations and an overall focus on applications and development
Examples:
Offerings
IBM: Offering SmartCloud Application Services as a Platform as a ServiceFujitsu: Offering a cloud service for analytical simulations in the area of technical computing called TC Cloud
Addressing Risks and Specific Needs
Accenture & Deloitte: Combining IT consulting portfolio with traditional business consulting to join customers’ cloud strategy with overall business objectives and address specific industry vertical business processes
Overcoming Deal Breakers
Capgemini: Offering the full cycle of cloud solutions, from cloud strategy development to migration, implementation and management, with pilot programs that enable customers to focus on business outcomes to overcome cost concerns
Cloud Professional Services – Changing Vendor Offerings
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
The Cloud Professional Services study: how Cloud Professional Services are providing a pathway to Cloud Services
Where are Cloud Professional Services
Today?
The Cloud Professional Services Lifecycle
What is driving Customers to buy Cloud Professional Services?
Cloud Services!
(Why not just buy them without an advisor?)
How are Professional Services Vendors
meeting demand?
Changing on a daily basis
Cloud Professional Services: A Pathway to Cloud Services
Cloud Professional Services revenues
continue to grow as customers are
purchasing higher-value services.
Customers do perceive value.
No one knows everything about cloud, thus
knowledgeable advisors and implementers are needed to
help in the journey.
Vendors are broadening their Cloud Professional
Services portfolios through internal
development, partnering with software vendors
and creating new services.
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TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
Questions?
For the Cloud Professional Services Study Winter 2011Contact: Ramunas SvarcasSenior Analyst/Engagement ManagerPhone: 603-758-1833Email: [email protected]: rjstbr
TBR
Spring 2012 | TBR Professional Services Cloud Webinar ©2012 Technology Business Research Inc.
TBR Cloud Resources:TBR Topic Research:
• Fall 2010 Cloud Professional Services Study (available)
• Winter 2011 Cloud Professional Services Study (now available)
• Winter 2012 Cloud Professional Services Study (4Q2012)
• Winter 2011 U.S. Public Cloud Services Adoption Report (now available)
• Winter 2012 U.S. Public Cloud Services Adoption Report (4Q2012)
• Summer 2012 Private/Hybrid Cloud Purchasing ReportTBR Cloud Business Quarterly Reports (available quarterly):
• Public Cloud Market Landscape ReportCloud Services Vendor Reports (available semi-annually):
• Salesforce.com • IBM Cloud • Google Apps Cloud
• Amazon AWS Cloud • Rackspace • Microsoft Cloud
• Verizon/Terramark Cloud • Oracle Cloud
Ramunas Svarcas – [email protected] McIllroy – [email protected]
TBR
TECHNOLOGY BUSINESS RESEARCH, INC.
For additional information regarding TBR and our offerings please contact:
Ramunas Svarcas, Senior Analyst/Engagement Manager
Alison Crawford, Marketing Director
James McIlroy, Sales Director
www.tbri.com
11 Merrill Drive Hampton, NH 03842