c24 - storage as a service - bacroomdesign.co.uk · allows public sector clients to access the...

C24 Storage as a Service - Sales Playbook

© The Sales Way 2014

Sales Playbook

C24 - Storage as a Service


2 © The Sales Way 2014

Contents

Page

Summary 3

Solution overview 4

Today’s market conditions 5

Customer challenges 6

Customer response initiatives 7

Solution and product details 8

User impact 9

Target customers - spotting a sale 10

Buyer profiles 11

- CEO 12

- Business manager 13

- IT Director/IT Management 14

- IT Administrator 15

- Finance Management/Procurement 16

Overcoming customer objections 17

The competitive landscape and how to win 19

What to ask 20

Upsell opportunities 21

Case study 22

Next steps to close the sale 23

Useful links 24



Summary

The benefits of the cloud with the security of

on premise infrastructure

C24’s Storage as a Service solution allows Public Sector clients to

access the latest technology in a cloud service and payment

model, with the reassurance and security of housing the

infrastructure on premise in the council’s datacentre.



Let’s firstly consider some of the pressures

currently faced by the pubic sector market

to understand how the C24 Storage as a

Service solution can help customers to

overcome these challenges.

Market Conditions

Market Trends in the Public Sector Industry

Innovation - Public Sector is being heavily encouraged to operate as

innovatively and dynamically as the private sector.

Shared resources - Organisations are looking to pool their resources to

attain better economies of scale and capitalise on best practices and

standard processes.

Cost pressures - The public Sector is currently under significant pressure

to make cost cuts wherever possible. This problem is compounded by

the recession and its effect on public sector spending.

Changing procurement models - One of the ways that the government

is looking to alight the economy for growth and reduce costs, is to

challenge traditional procurement methods by moving more spend to

smaller SMEs from large blue chip companies.

Be more dynamic with data - Data and how it is used to the best effect is

becoming a wider issue for public sector organisations. The better ways

in which they collect information, the better decisions the institutions are

able to make to help with the operating of their organisations.

Next, we will consider some of the initiatives that clients in the public sector are putting

in place to overcome these challenges in the industry.



Customer Initiatives

Market Trends

Innovation - Be as

innovative and dynamic as

the Private Sector.

Shared resources - Pool

resources, better economies

and implement standard

processes.

Cost pressures - Cost cutting

and economic impact of

recession.

Changing procurement models

- Move spend to smaller SMEs.

Be more dynamic with data -

Better business decisions with

better data.

Initiatives

Public sector organisations must look for

innovative solutions that challenge the

traditional, inflexible way of working, yet

also deliver quick, tangible results.

Councils and health organisations are

looking at how they can share resources

with other sister organisations - such as

sharing one central IT disaster recovery

site between multiple councils.

Procurement in public sector bodies is

having to abide by the government’s

‘Cloud First’ policy with an additional

focus on shorter, more flexible IT

contracts.

Government is encouraging councils and

health organisations to spend with

smaller SMEs to spread the risk and

expenditure across multiple suppliers,

therefore procurement will be looking to

favour SME providers where possible.

Data centralisation will be a key initiative

for many public sector bodies with a

focus on how they can collate their data

and get the most value from it.



IT Initiatives

Based on these customer challenges and initiatives, let’s consider some of the IT

changes that organisations might be expected to make to resolve these pressures.

IT Initiatives to resolve market pressures

Standardise most IT processes to reduce complexity.

Automate all areas of the environment possible to

reduce basic management and support time.

Centralise information across the entire organisation

to reduce disparate siloes of information.

Investigate opportunities to innovate to get ahead of

the private sector by integrating cloud services into

existing operations.

Implement a ‘service catalogue’ type approach to

the delivery and consumption of IT services for

business uses.

Remove unnecessary cost from the organisation’s IT

environment by reducing waste and overlap of

systems.

Implement solutions that allow for the sharing of

resource with other local public sector bodies.



Traditionally, most public sector organisations have a mixture of centralised data

centre hardware and software, all managed by the IT department,.

In addition to this, it is common to also have a certain amount of departmental IT

(such as a couple of servers for departmental specific applications, printers on desks,

or external hard drives to back up a team’s work).

This can quickly become a very complex environment as can be seen in the example

above, as the central IT overlaps with departmental IT and it is unclear what is spent

overall on technology across the organisation.

Current Situation



Current Situation

Furthermore, many public sector IT budgets have been reduced considerably, and so

public sector organisations tend to purchase IT in small amounts and add it to their

existing environment which creates even more complexity as these different systems coexist.

This complexity means that IT support teams spend more time implementing and

supporting the infrastructure, costing the council time and money.

As data and information continues to grow at an exponential rate, data storage in

councils is becoming more important than ever, therefore a solution is needed that will scale and grow with the expanding council’s needs.

For a council to ‘leapfrog’ to a new, enterprise grade storage solution it would firstly

require them to make a high upfront capital investment in a new solution, which they

would then have to integrate into their existing environment.

Secondly, it is likely that they would have to buy a larger storage array with a much

higher capacity than they initially require in order to get a better discount on the

overall solution (to avoid costly upgrades at a later date) - resulting in a lot of unused storage sitting dormant on site.

In addition to the cost issues of purchasing a new storage system, the council’s IT

department would need to become highly skilled in managing the solution end to

end.



In order to achieve the benefits of a new storage system without the high, upfront

costs, C24’s Storage as a Service solution offers public sector customers the unique

chance to access the benefits of cloud services (such as flexibility, ability to scale easily

and the accessible procurement model) - combined with the security required by

councils and health organisations of an on-premise, dedicated storage array.

This combination of onsite security with a cloud payment and management style offers

a unique solution to the public sector and allows them to access the world of cloud services in an easier and safer way.

This also corresponds with the government’s requirement to look at a ‘Cloud first’ policy

for public sector IT purchases.

New Solution Overview



The C24 Storage as a Service (StAAS) solution is

delivered as an onsite, storage system within a

cloud payment model. The solution uses the

most efficient and automated enterprise

storage system on the market; the HP 3PAR

StoreServ array.

From this central SAN, customers are able to

pool their storage resources into one location,

instead of utilising multiple, departmental

storage systems.

C24 would initially provide a ‘Day 1’ storage

capacity requirement and then add extra

buffer capacity for the customer to scale into.

This reduces the disruption of upgrades and

the client only pays when they start using the

extra buffer storage capacity.

With the buffer capability, C24 can monitor

and report on the storage usage and initiate

disk upgrades in the background before the

customer reaches full capacity on their

storage array.

New Solution Overview

C24 then manage the

array as a cloud

service, by performing

remote and onsite

support in addition to

the ongoing

maintenance and

management of the

storage system.



Solution Detail How the solution is delivered

C24 firstly conduct a storage assessment of the organisation’s IT environment to

understand the capacity of storage required and how it is currently utilised. The nature

of the information stored, its typical usage cycle and importance are all key components

that go into understanding the make-up of the storage service designed by C24.

Unlike many other cloud solutions, the service from C24 is highly tailored to each

individual environment so that all the benefits of the HP 3PAR StoreServ storage are

utilised to the best effect for each client.

Once the storage

assessment has

been completed,

C24 will then define

the capacity and

disk tiering needed

to cope with

current storage

requirements, but

will also decide on

a ‘buffer’ amount

based on

estimated storage

growth rates.

The buffer capacity is only charged for once the customer starts using it, but it allows the

client to grow their storage quickly and non-disruptively.

Once the system is onsite and installed, C24 then manage the storage remotely and

report back to the customer on their storage usage, charging the customer for the

amount that is being utilised.

The service can then be recognised financially as an operational cost or as a capital

expenditure, and the management via C24 means the customer has the ease of using a

cloud service without the lack of control usually associated with an off-premise solution.



Cloud Payment Scheme

Compared with the traditional way of purchasing technology infrastructure in one go

as budgets become available, the C24 Storage as a Service (StAAS) solution allows

customers to buy enterprise grade technology solutions today, but pay for them as

they are used - over a longer period of time. This allows organisations to access

technology that they would not normally be able to afford - therefore greatly

improving their IT environment in a quicker way rather than piecing together smaller

bits of IT.

The StAAS solution means that customers will pay for their storage solution monthly,

based on the capacity of storage that they have used. The amount will increase as the

customer uses more storage, allowing them to pay for what they use instead of

purchasing unrequired storage upfront, as can be seen in the diagram below.

Additionally, customers are able to expand their storage very easily by requesting

more storage which can be simply ‘unlocked’ in one click and available to use

instantly from their buffer capacity reserves.



HP 3PAR Technology

Autonomic: 3PAR is able to

‘manage itself’ very effectively and

self-regulate how disks are used by

moving around files/documents to

disk tiers that are more appropriate.

This conserves space so that users

can get the most out of their 3PAR

array.

Efficient: 3PAR has advanced technology to reduce the amount of capacity

required to store the council’s data when moving from legacy storage systems.

This means that overall the council/health organisation needs to purchase less

storage, therefore reducing their purchase costs.

Multi-tenant: 3PAR’s inbuilt security allows the array to be carved up into

multiple smaller arrays that have secure boundaries between each array. This

would allow a council to house other council’s or public sector organisations’

storage on their central array.

Federated: Non-disruptive data mobility between 3PAR arrays means that

users can move data without any downtime or impact on performance. The

data could be moved between the central array and other council’s 3PAR

arrays or even back to the C24 highly secure datacentre. This allows for the

provision of a disaster recovery solution which the primary site can

automatically and non-disruptively failover to—in order to avoid any outages or

downtime.

HP 3PAR StoreServ Storage

The C24 StAAS will be delivered

on HP 3PAR StoreServ technology.

Let’s consider briefly why HP 3PAR

can offer great benefits to public

sector customers’ IT.



Centralised storage to

consolidate data into

one central location. Secure, multi-tenant

systems that enable

sharing of resources.

Dynamic and

innovative solution

whilst reducing cost.

Cloud service

payment and delivery

model purchased via

G-Cloud.

The Solution = StAAS

C24 Storage as a Service solution therefore solves

many of the challenges facing public sector

organisations today by combining clever technology

capabilities and efficiencies with an easy and

procurement-friendly cloud purchase model.

This allows public sector bodies to align their spending

to their actual needs; to make the most of their budget

today.

See the summary below covering the key areas that

C24 StAAS solution can help.



User Impact

IT Teams

IT teams will be freed up from managing and supporting existing storage

environments and ‘keeping the lights on’.

More time can be spent on developing innovative solutions for the council/

health organisations, resulting in more productive and valuable work

completed.

IT teams will have the security of keeping their data onsite and also still retain

some degree of control over their cloud service.

The IT department can focus on delivering a great overall service to their

business users without spending hours managing basic tasks on the storage

array.

3PAR’s efficient way of reducing storage capacity means that IT teams can

do more with their budget.

General Staff

The 3PAR’s response times will greatly improve users’ storage experience

compared to the response times experienced by traditional, disparate

arrays.

Response times for changes to the arrays will be improved as requests will

be made to C24 (via IT if applicable) for changes and amendments to the

service and storage management.

IT will be delivered ‘as a service’ back to the business rather than sometimes

being an inhibitor due to lack of resources/funds.



Cloud Concerns

Despite the benefits that the C24 StAAS solution will bring to public sector

customers, there is still a lot of concern within councils and health organisations

about moving to a cloud service. This is due to a number of reasons listed below

which we will explore in more detail.

Some of these concerns can be alleviated by C24’s approach to delivering Storage

as a Service because of the array’s location onsite at the council/hospital. This

ensures that public sector organisations still have the infrastructure onsite where they can see it and know that it is maintained to their own levels of security.



Let’s look at why Public Sector organisations might have concerns about moving

their IT to a ‘cloud’ based service.

Councils may be

concerned about

the security of

offsite cloud

services and the

building security of

the datacentres.

For instance, does

an offsite public

cloud datacentre

have the same

security access

controls in place

that the council

datacentre has

today?

Data privacy is

more important

than even in the

public sector, as

organisation

collect a huge

amount of

sensitive

information about

the public (i.e.

health records,

criminal records

etc.).

Ensuring the

privacy and

security of data

will be a key

consideration for

councils and

health

establishments as

data loss can incur

high penalties.

IT Management

in public sector

organisations

may be

concerned

about the level

of control that

they have over

their information

and

infrastructure

compared to a

traditional onsite

solution.

Do they have

control about

when upgrades

are performed or

when they need

more bandwidth

during busy

times?

Minimising or at

least regulating

downtime is a

key issue within

public sector

bodies—it is

crucial that a

cloud service

does not

experience

downtime at

busy times.

Imagine the

impact on a

hospital if it had

a site-wide IT

outage for just 30

minutes? It

would affect

patient care,

appointments,

machinery etc.

Support and

availability of

technical

resource to fix

any problems or

queries is key to

councils and

health

institutions. Many

cloud services

offer SLAs for

support issues,

however some

do not which

could impact

public services.

Additionally,

customers may

need an onsite

technical

contact to deal

with certain

issues which may

not be available

from a cloud

service provider.

Common Concerns



‘Cloud First’ Policy

In response to some of the pressures to significantly cut IT expenditure, public sector

procurement departments have been tasked with evaluating a cloud solution first

instead of a capital expenditure for IT purchases. Here are a few snippets of

information about the government’s Cloud First policy to help you in your customer

conversations.

The government has confirmed

that purchases through the cloud

should be the first option

considered by public sector

buyers of IT products and services.

Francis Maude,

Minister for the

Cabinet Office

has said that

buying cloud

services via the

government’s

Cloud Store is a

‘quicker,

cheaper and

more competitive

way for the

public sector to

buy IT. ‘

Francis Maude,

Minister for the

Cabinet Office, has

commented that:

“The Cloud First

policy will embed

the skills a modern

civil service needs

to meet the

demands of 21st-

century digital

government and

help us get ahead

in the global race. “

A similar

policy in the

US has

resulted in

billions of

dollars in cuts

for the

federal

government

IT

departments.



Target Customers

Solution Feature Benefit to target customer

Centralised storage to

consolidate data into one

central location.

Public sector organisations are able to bring together all of their

disparate data points into one central storage system, which will

allow them to better run analytics tools across the entire

organisation.

Secure, multi-tenant systems

that enable sharing of

resources.

Organisations are able to capitalise on economies of scale by

sharing resources between different public sector bodies. This

solution allows one 3PAR to be used by multiple councils for

storage, with secure boundaries between each data set.

Dynamic and innovative

solution whilst reducing cost. Automation and storage space reduction technologies allow

public sector bodies to use innovative and enterprise solutions

without the heavy price tag.

Cloud service payment and

delivery model purchased

via G-Cloud.

This solution offers an easy way for public sector customers to

start using cloud services without the risk of putting highly

sensitive data off premise. Secondly, it allows customers to

conform to the government’s ‘Cloud First’ policy.

Organisations with

rapidly expanding

storage and data

requirements.

Customers who

do not have

capital funds

ready upfront.

Public sector

bodies

undergoing

organisation-wide

IT transformation.

Institutions that

need to consider

cloud services but

are not able to

jump in

completely. Target

Customers



Buyer Profiles

Over the next few pages, you will find buyer profiles for each of the key buyer

“types” you are likely to encounter within your customer.

These should assist you in understanding how to position your product with different

contacts in your customer organisation, and working out how best to tailor your

solution to address their specific needs.

Customer role

overview

Key questions

to ask

Role primary

concerns

Key product

features that

appeal

Important points

that resonate

with this role


Buyer Profile


The Chief Executive Officer (or Managing Director)

is the highest-ranking executive or

manager responsible for the overall management of the entire

organisation. The CEO/MD manages all directors and

managers within the organisation and as such is interested in the

overall business strategy and effective execution of that

strategy.

CEO

Primary Concerns for the CEO

The CEO typically reports to a board and has to explain

their business decisions to a group of directors to ensure

they are sound judgements.

They are focused on ensuring that the organisation they

lead works to a set strategy to deliver on key objectives.

This could involve meeting certain financial and budget

targets or the achievement of certain key performance

indicators.

The CEO must ensure the smooth running of the

organisation whilst retaining high levels of customer

satisfaction (i.e. the public for councils or patients for

hospitals).

The CEO will be also be responsible for any risks or threats

to their organisation.

Key questions to ask

Q: What are your key strategy

focus areas for the coming year?

Q: In order for you to meet your

strategic objects and targets,

what are the key operational

changes that need to take place

in your organisation?

Q: How effective is your current IT

strategy in enabling you to meet

your strategic objectives?

Q: What role does IT play in your

organisation today and what role

would you hope for it to play in

the future delivery of public

services?

C24 StAAS Features that appeal to the CEO

Ability for the organisation to use an

enterprise solution that they would not

typically be able to afford.

The StAAS solution allows organisations to

access a more dynamic storage solution

than the current status quo—meaning that

institutions can then utilise data

interrogation technologies to maximise the

information available to make better

business decisions.

Key points to make

The C24 StAAS solution allows you to

access tomorrow’s technology today,

and pay for it as your storage requirement

grows.

The ability to offer out part of your 3PAR

storage to other councils/health

organisations means that you can start to

generate revenue from your own IT

department.


Buyer Profile


DEPARTMENT MANAGER

Primary Concerns for the Business Manager

The Business Manager would report up to their own manager

or to the CEO directly. They will be primary concerned with

ensuring that their department meets the targets set by the

overall CEO. They are focused on ensuring that the strategy

handed down to them by their director is put into action

with activities and demonstrable results.

The Business Manager will likely also have financial (budget)

considerations alongside the need to reach their set

objectives.

The Business Manager will have a particular, primary focus

area that may direct their decision making process—for

instance they may be responsible for general operations in

which case they would be interested in making efficiencies

within their department.


Q: What are the key strategies that

have been set by your

management?

Q: What are your primary

responsibilities within your

organisation with regards to

successfully delivering against these

strategies?

Q: What do you see as the primary

inhibitors stopping you from

reaching your objectives?

Q: What role does IT play in your

department today and how do you

see IT supporting you in the future to

reach your targets?

Key points to make

Without the IT foundations in place to

support new projects, organisation-wide

changes cannot have a serious impact.

Cloud services can offer a quick way to

move public sector IT ahead in a seamless

transition.

The Department Manager will be a line of business manager

responsible for their department and the running of its operations.

They have responsibility for controlling their department’s budget

and its activities and targets. They will be responsible for putting

the CEO’S strategy into action.

C24 StAAS Features that appeal to the Department

Manager

The StAAS solution will help to improve

general IT response times, therefore creating

a better user IT experience.

More innovative IT solutions will enable

council and health departments to

undertake pioneering projects which

traditional IT services would not allow for.


Buyer Profile


The IT Director/Manager has

overall responsibility for

translating the strategies set by the CEO into an IT strategy. This

will cover the IT used internally to run the council/health

institutions’ systems and also the ‘customer-facing’ IT user

experience.

IT DIRECTOR

Primary Concerns for the IT Director

The IT Director would report to the CEO and be

responsible for ensuring that the organisation’s

overarching strategies are supported with an IT strategy.

The IT Director will be focused on ensuring their

organisation has an up to date and innovative IT

approach that can deliver real, measurable results. They

will likely have objectives that they are working to

achieve.

The IT Director will have a budget that they are

responsible for and so they will have commercial

considerations for each IT project they deliver.

The IT Director wants to demonstrate an ability to find

more dynamic and pioneering technology approaches

to show their capabilities.


Q: How do the main strategies set

by the CEO translate into an IT

strategy for the organisation?

Q: What do you perceive are the

areas of IT that require particular

focus over the next year?

Q: Do you have a strategy for

implementing any cloud

technologies within your

organisation?

Q: Do you have any objectives

set regarding evaluating cloud

services before capital

investments are made?

Key points to make

The IT department can demonstrate the

implementation of a hybrid cloud

approach in order to be up to date with

the latest technologies and trends.

IT can be seen to be complying with Public

Sector’s ‘cloud first’ procurement policy.

Cloud services do not eliminate the need

for an IT department; they instead allow IT

to become service managers to the

organisation.

C24 StAAS Features that appeal to the IT Director

The StAAS solution is a way to start using

cloud solutions whilst retaining a large

degree of control over the environment.

C24’s StAAS solution enables IT Directors to

become Contracts Managers of multiple

cloud solutions across their department,

therefore becoming an IT service provider

back to the council’s ‘business’ users.


Buyer Profile


IT ADMINISTRATOR The IT Administrator role applies to anyone working for the IT

Manager or Director who has responsibility for managing and

selecting the IT systems within the organisation. They will often be

technical with extensive IT knowledge in their area of expertise.

Primary Concerns for the IT Administrator

The IT Administrator would report to the IT Manager and

would typically be responsible for selecting, or at least

inputting feedback on, different solutions for the

organisation.

They will be focused on actioning the IT strategy set by the IT

Director and delivering against key performance indicators

that go towards attaining the IT strategy objectives.

The IT Administrators will be responsible for managing the

current systems and keeping them in working order. Areas

such as systems availability, uptime and responsiveness will

be key concerns.

The IT Administrator will be concerned about the impact of

cloud services on their job role and whether the proliferation

of cloud services will make their role redundant.


Q: What are the key IT strategies

that you and your team are

working to?

Q: How do you believe IT is viewed

within your organisation currently

and why?

Q: How do you perceive cloud

technology and its potential

benefits for public sector entities?

Q: Have you evaluated any

alternative cloud technologies to

date?

Q: What solutions do you believe

would simplify the storage

management within current

council/healthcare IT?

C24 StAAS Features that appeal to the IT

Administrator

The IT Administrator will be able to deliver a

next generation, enterprise grade solution

which would not usually be accessible to

most public sector bodies.

The increased control offered by an on-

premise solution would enable the IT

administrators to have more of an impact on

the cloud service delivered to their business

users.

Key points to make

The C24 StAAS allows IT to remain on

premise, whilst maintenance, support

and payment is managed by C24.

IT can control the selection and

integration of cloud services rather than

leaving it to be purchased without their

involvement by a line of business

manager—increasing their role and

responsibility within a hybrid cloud

environment.


Buyer Profile


CFO / PROCUREMENT The Chief Financial Officer (CFO) and Procurement Officers are

focused on controlling budgets and ensuring any projects

commissioned not only fit in with any budget constraints but seek

to deliver potential commercial returns back to the organisation.

Primary Concerns for Procurement

The CFO/Procurement will likely report up to the CEO

and will be tasked with monitoring purchases across

the entire organisation.

The CFO will be focused on delivering against the

strategy set by the CEO and translating that into a

financial strategy for the organisation. Therefore any

expenditure on IT will affect this strategy and need to

be positioned to demonstrate clear returns and

tangible benefits for the organisation.

Procurement want to see the best deal in order to get

the best value. They want to see how future solutions

will compare financially with solutions in place today.

A more benefit rich solution that costs more will still be

difficult to achieve Procurement’s approval.

Key points to make

As cloud service adoption grows,

Procurement can be at the centre of

selection decisions by embracing cloud

purchases early on.

Government policy to look at cloud service

procurement before capital purchases in IT

for the Public Sector can be followed by

using the C24 StAAS solution.


Q: What are the key differentiators

that you see between suppliers, i.e.

what works best in terms of supplier

interaction with you?

Q: What targets do you have to work

to from management in terms of cost

savings?

Q: Do you ever experience any

pressures to reduce capital

expenditure?

Q: Is the ability to implement a

solution that could be charged out as

a service to other public sector

bodies of interest to you?

Q: Is it important to align costs to IT

usage—i.e. pay as you consume

models?

C24 StAAS Features that appeal to the Procurement

Dept/CFO

The pricing model of the C24 StAAS solution

means that the organisation can access an

enterprise grade solution which would not

usually be financially accessible.

The ability to recognise the solution as an

operational expenditure and align the costs

to the amount of capacity utilised, allows the

procurement department to reduce their

capital expenditure and eliminate paying for

resources they are not using.



Cloud services

pose a risk to

traditional IT job

roles

Not owning my

own infrastructure

will create

security and

data risks

Objections

The C24 StAAS solution’s ability

to be delivered on premise

means that the storage system

is subject to the security levels

put in place by the council/

health body.

Will the solution be

secure if C24 have

remote access to

my storage?

C24 will only collect the

data regarding the tiering

and capacity usage of the

SAN in order to manage it

remotely. They will not see

or collect the information

and data actually stored

on the storage system.

Procurement of

IT is always

made using end

of year capital

budgets, not

OPEX.

Some customers

will prefer a CAPEX

purchase, whilst others

prefer OPEX. Either

way, this ‘Cloud’

delivery model allows

you to access

enterprise IT solutions in

a more cost-effective

way by paying for what

you use.

C24’s StAAS solution

integrates into your existing

IT environment and is

delivered on premise,

meaning that IT have

greater control over the

solution. Also, by IT being

involved early on, they can

influence and control the

solution delivery.



Competition

Competitor

Why do

customers like

this?

What are the potential

problems with this

approach?

How should you

compete against this

with C24’s StAAS

solution?

Traditional onsite

infrastructure

approach.

The council would

purchase a large

SAN outright, or buy

smaller storage

systems to integrate

into their

environment.

Customers would

have full

ownership of

their storage

systems and

would have the

control to

manage the

solution

themselves.

If they bought

smaller systems,

they would be

able to spend a

lot less than

buying a larger

SAN.

The organisation would need to

have the funds immediately

available to purchase a large

SAN outright. This is unlikely and

therefore the council/health

institution would likely have to

purchase a cheaper SAN of lower

quality than the 3PAR. The IT

department would also have to

spend a lot of time implementing

the solution and maintaining it,

costing time and money.

If numerous small storage systems

were purchased, the council

would spend lots of time ‘putting

a plaster’ on their legacy solution.

Focus on explaining the high

upfront costs associated with

purchasing an enterprise

grade solution, and the extra

indirect costs if they were to

purchase the system

themselves— i.e. the time to

maintain and install the SAN

and the money to purchase it

in one go.

Iterate the point that this

solution allows them to move

instantly from their legacy

systems to a pioneering

solution.

Traditional onsite

infrastructure

approach with a

standard finance

lease.

The customer

would be able to

purchase a more

enterprise level

solution, and pay

for it over a

number of years.

The customer will still be paying

for a large amount of capital, yet

over a period of time. They will

still need to pay for all of the

capacity from day 1, rather than

paying for what they are using.

The customer would not have the

flexibility of additional, onsite

buffer capacity to grow into.

Additionally, they would not have

any of the benefits of a cloud

service - they would need to

manage and deliver the solution

completely by themselves.

Explain C24’s extensive

experience in the hosting

industry; delivering application

hosting to many customers

using 3PAR technology.

Combined with this, C24 have

extensive hardware

experience to deliver the best

of both worlds—traditional

onsite delivery within a cloud

service. In C24’s solution, the

customer ‘pays as they grow’.

Cloud storage

service delivered by

a public cloud

provider from a

remote datacentre.

Customers have

the flexibility of

off-premise, pay

on demand

cloud services.

Clients do not have the security

of an on-premise solution, which is

important for data security in the

public sector. Also, customers

must rely on the cloud provider’s

SLA’s for issues such as downtime.

Demonstrate how C24’s

solution combines the security

of on-premise storage for their

sensitive data with the

flexibility of a cloud support

and payment model.



What to ask

Have you explored any

cloud services for future

IT projects? How important is IT in the

delivery of better public

services by your

organisation?

What would you

estimate your annual

data growth to be?

How much time does

your IT team spend on

managing the current

storage systems?

How much of an issue is

the preservation of data

security within your

organisation? How would

this fit into your future

cloud considerations?

Would the ability to

automate parts of your IT

environment to free up

your IT team’s time to be

more innovative and

productive an attractive

proposition?

What are some of the

current challenges that

you experience with your

storage systems?

Are you under pressure to

consider cloud solutions

before capital IT

expenditures are made?

Here are some example questions to help you get started with a

customer discussion.



Upsell Opportunities

Upsell Opportunity Benefit to Customer

Implement a cloud disaster

recovery strategy delivered

by C24.

C24 can deliver disaster recovery services

to provide added resiliency to the onsite HP

3PAR storage system—allowing failover

between the on-premise 3PAR SAN, back

to C24’s secure datacentre. Additionally,

backup services can also be built into this

solution.

Build different parts of the IT

environment into a monthly

payment model to align with

the storage cloud service

costs.

Some clients may be interested in adding

further parts of their environment into the

monthly payment for the storage system.

C24 could help to deliver a monthly

payment method for multiple parts of the IT

environment to bring multiple expenses

together into one easy payment.

Outsource further parts of the

IT environment to be

delivered centrally by C24.

With C24’s extensive background in

delivering hosting services from their

enterprise data centre, the council/

healthcare body may choose to outsource

parts of their infrastructure and application

ecosystem to C24, to be delivered remotely

as a hosted service.



Why C24?

C24 are one of the UK’s leading specialist hosting

managed service providers. C24 manage, secure and

deliver critical business applications to over 100 countries

globally.

The solutions offered by C24 vary but range from traditional

email hosting, secure back-up services to the managed

hosting of business critical ERP, business productivity

applications and high availability disaster recovery.

Recognising the difficulty faced by many

customers, not just public sector clients, to access

cloud services whilst retaining the security of

keeping hardware and infrastructure on premise,

C24 developed an enterprising solution based on

HP 3PAR StoreServ technology which gave

customers the best of both worlds.

C24’s experience of delivering cloud hosted

services from their datacentre which is also built

on HP 3PAR storage, gives them the

understanding required to provide an effective

cloud solution. United with their expertise in

delivering traditional hardware deployments

means that they are perfectly placed to deliver

the StAAS solution.

C24 are an HP approved reseller and also a HP

Cloud Agile Partner—meaning they have

demonstrated unique expertise to deliver

cloud services. They are also a Microsoft Gold

Hosting Partner and have experience in

delivering VMWare and Citrix deployments.



Next Steps to Close

Now that your customer is interested in the C24 StAAS

proposition, what are the next steps you can take to

move the customer through the sales cycle?

Step One:

Set up a follow up call with C24 and the

customer to qualify further and

understand more about the client’s

storage needs.

Step Two:

Next, suggest a meeting between C24

and HP at a HP labs facility where the

storage system can be demonstrated.

Alternatively, C24 could host the

customer at their own datacentre to see

C24’s 3PAR in action.

Step Three:

Once the customer is happy to move

ahead, C24 will need to complete an

onsite storage assessment to

understand more about the client’s

storage footprint and to define the

future storage usage amount.



Useful Links

Help your customer to find out more by using the below links and contact details:

Links

C24 website: http://www.C24.co.uk

HP 3PAR StoreServ SAN: http://www.hp.com/go/3PAR

HP Cloud Agile Service Provider Program Partner List: http://

h22168.www2.hp.com/uk/en/cloud-agile/#tab=TAB2

Further contact details

C24 StAAS Program Lead: Simon Goodman -

[email protected]

C24 Ltd,

12 Birmingham Road,

West Bromwich

B71 4JZ

Tel: 0121 550 4569

Reference links within Sales Guidebook:

http://www.techmarketview.com/news/archive/2013/09/23/new-report-uk-public-sector-sits-market-trends-forecasts

http://www.digitalbydefaultnews.co.uk/2013/12/19/experts-makes-predictions-for-uk-public-sector-it-trends-in-2014-and-beyond/

https://www.gov.uk/government/news/government-adopts-cloud-first-policy-for-public-sector-it

http://www.v3.co.uk/v3-uk/news/2252842/uk-government-to-adopt-cloud-first-policy-to-cut-it-spending





https://www.gov.uk/government/news/government-adopts-cloud-first-policy-for-public-sector-it

http://www.v3.co.uk/v3-uk/news/2252842/uk-government-to-adopt-cloud-first-policy-to-cut-it-spending

c24 - storage as a service - bacroomdesign.co.uk · allows public sector clients to access the...

Documents