031116 Hybrid Cloud Enablement Neha S Bhatt 2016

About me Hi, I’m Neha Presented by: Neha S. Bhatt I’m an insights driven consultant working with Cognizant Business Consulting and currently helping various clients to enable several Saa. S/ Paa. S / Iaa. S & Hybrid cloud solutions Strengths/Interests: Cloud & IOT transformation, Product management, Digital transformation, IT Strategy, Business process improvement, and Program management. 2 © 2016 Cognizant

Cloud Terminology – Private, Public and Hybrid Cloud Private Cloud • Control • Security

Let’s talk more about Hybrid Cloud and look at a few examples Hybrid Cloud? Hybrid Cloud is an integrated cloud computing environment consisting of any/all combinations of the following components: public cloud, private cloud, software connecting private clouds to public clouds or any other On. Prem hardware or software, and Managed services 4 © 2016 Cognizant Examples: 1 2 3 4

Hybrid cloud delivers the perfect infrastructure for Io. T. How Hybrid cloud helps IOT? q q q q 5 Increased processing power along with economies of scale , speed and security. Enables bidirectional workload portability across private and public clouds Allows consistent polices to be applied to a workload throughout the cloud. Provides Cap. Ex and Op. Ex efficiencies Reduced time to market Provides managed cloud services as needed Provides integrated solution with flexibility to enable many new business models ( Ex: burst on demand etc). © 2016 Cognizant

Key challenges in Enabling Hybrid cloud bundles 6 1 Multiple products with different licensing strategies, fulfillment & billing methods 2 Cross functional alignment in terms of strategy & processes to be enabled 3 Huge impact to legacy systems due to new business models enablement 4 Manual processes used as stop gap solutions for launch 5 Sales & Channels incentives – need to be rethought for new business models © 2016 Cognizant

Are we ready for a Hybrid Cloud Enablement/Transformation? Operational capacity , IT infrastructure & Security Hybrid Cloud strategy, budget, resources Product bundling, Licensing & SKU creation Finance strategy for rev attribution, revenue allocation etc. 7 © 2016 Cognizant Sales & channels Strategy Operations & Scalability Marketing & Legal readiness Fulfillment Billing, Disputes, Royalty management

Building an E 2 E capability matrix to assess Hybrid Cloud enablement readiness Manual

Determine the right business model for your Hybrid Cloud enablement Components • • • Cloud (Saa. S/Iaa. S/Paa. S) On. Prem products Perpetual Hardware Perpetual Software Managed Services • Perpetual • • • 9 Billing model Leased Fixed upfront Term based Subscription based Usage based © 2016 Cognizant Monetization • • • Fixed Upfront commitment with Trueups Drawdown Uncommitted Term Periodic • Fixed Delivery method • Cloud Account • Physical fulfillment • Electronic delivery

Focus areas for Hybrid Cloud Enablement Pre Sales/ Opportunity management • • • Establish Pre sales processes for all customer segments (direct, 1 T, 2 T etc. ) Track Sales opportunity and build a pipeline Maintain & track sales forecasts Offer support to ease in the sales leads to get quotes/orders Partner/Customers training collateral, certifications (if any). Offer Setup • • • Define Offer construct/bundle and Geographies the bundle will be launched. Establish Product pricing. Identify pricing lists to enable(US only, Global etc. ) Create SKUs. Set up configuration, product hierarchy, discounting etc. Define revenue accounting, tax implications etc. Get controller approvals. Publish SKUs. Quote to Order 10 © 2016 Cognizant • • Define Quote to Order process. Identify IT impacts, manual processes etc. Define any applicable holds ( export, compliance, credit check) Identify deal approval, support process , contract management process etc. Oder validation & orchestrations ( automated/manual etc), capture provisioning details. • Define the terms& conditions for the customer (Legal approval)

Focus areas for Hybrid Cloud Enablement (Contd…) Order Provisioning & Fulfillment Activation & Usage Billing & Invoicing 11 © 2016 Cognizant • • Define Order Provisioning process. ((manual vs. auto provisioning). Marketing messaging -Email triggers for fulfillment and acknowledgement. Licenses & time of delivery of the entire bundle. Ensure services fulfillment Define & enable Third party fulfillment processes (if applicable). • Ensure/Enable capability to monitor usage. • If selling through 1 T, 2 T partners –ensure they have similar capabilities of dynamic pricing, usage billing etc. • Publish Rate card for usage based models. • Plan process of rate card updates • • • Define invoice format, frequency , usage rating based on the price etc. Consider tax & customs implications (based on geos the bundle is launched). Determine Forex implications, billing ID’s to geo alignment etc. Determine Revenue recognition strategy with Finance. Determine collection process in case of overdues

Focus areas for Hybrid Cloud Enablement (Contd…) Manage Disputes , Returns and Rejections Sales Comp & Partner Comp Marketing strategy 12 © 2016 Cognizant • Define strategy to tackle billing disputes and to manage returns • Get approvals from finance (A/C payables, A/C receivables) • Define (AUP) Acceptable user policies with Legal and chart out a process to follow if AUP is not obeyed. • Ensure sales & channels have an incentive to sell the hybrid bundle. • Determine sales compensation & partner compensation policies and design rebates ( as applicable) • • Determine marketing strategy (RTM) for the bundle. Make sure all product managers agree to the strategy for marketing bundle. Create ordering guides, collateral for email triggers, portal content etc. Create awareness through various campaigns, newsletters, SEO, banners, blogs , tweets etc.

Focus areas for Hybrid Cloud Enablement (Contd…) Manage Renewals & Services Maintenance & support Cloud Security & compliance, governance 13 © 2016 Cognizant • Manage renewals and follow on orders • Ensure sales rep follow up processes before subscription expiration. • Enable co-terming (if needed). • Define processes & policies for post sales support. • Plan for ongoing support & maintenance in terms of budget & resources. • Leverage mechanisms to track and close tickets from customer support, third party vendors, partners etc. • Communication & action plan for server downtime, site issues etc. • Cloud Security plan – internal & external compliance certifications/tests. • Define plan for cloud governance - Governance structure for free trials vs. demos vs. regular usage. • AUP governance

Solving the Hybrid Cloud Puzzle In conclusion, To successfully enable Hybrid cloud bundles you should: 14 1 Have a crystal clear strategy, roadmap, budget & resources for launching hybrid bundles 2 Assess Hybrid cloud readiness maturity and determine roadmap accordingly 3 Determine the right business model for your hybrid cloud strategy 4 Ensure Cross functional alignment with Product Management, Business Operations, IT, Marketing, Sales, Finance, Legal, Channels 5 Focus on all the key areas discussed to coordinate a successful launch & provide excellent customer experience. © 2016 Cognizant

Thank you. Questions? Email: Neha. Bhatt@Cognizant. com Linkedin: https: //www. linkedin. com/in/bhattneha 15 ©

Neha S. Bhatt neha. bhatt@cognizant. com