Welcome to this next module in your business curriculum. I am Robert Looney from our Data Center Sales Group. In this module, we want to make sure that it's important for you to understand as part of your business discussions with your customers, it's paramount that you understand where your customer is on their journey to Cloud. As Cloud is a journey, it's not necessarily a destination. It's important for sellers to act as a guide instead of a seller or a property broker or a tech purveyor. You have internal and external partner resources available to help you guide the customer's journey. The next two modules will cover resources. Please take time to understand your customer's challenges on that journey and learn to select a relevant resource, internal or partner for that struggle in the journey. For the remainder of this module, we are joined by one of our many partners. Hi, I'm Brian Kelly, CEO and founder of CloudGenera. Welcome to Cloud University Level 2 business curriculum, the M's of Cloud transformation. This module builds upon the Level 1 curriculum, adding depth around the Intel customers Multi-Cloud journey. In this module, we will revisit the concept of the M's of Cloud transformation and share insights that will help you better serve your clients regardless of where they are in their Cloud journey. Remember, Cloud is a journey, not a destination. As an Intel sales professional, you can be your clients guide to Cloud success. Let's begin by quickly reviewing the M's of Cloud transformation and outlining how Intel can engage and assist clients in their Multi-Cloud journey. First, mimic is about understanding the inventory and a client's current environment. You can't ensure you're making the best decisions for tomorrow, if you lack an understanding of where you are today. As such, continuous discovery of your current IT asset inventory in both the data center and the Cloud is essential for staying on the right path along your Cloud journey. When engaging with customers, it is important to assess their confidence level with regards to understanding their current environment. To serve customers at this phase of the journey, we need to assess three items. One, do they have the data? Two, do they trust the data? Three, does the data include both the technical and business information? Think configuration, usage, location from a technical perspective, think costs, service level, security from a business perspective. If the answer is no to any of these three questions, Intel can help by leveraging partners like CloudGenera that provide automated application discovery technology which can capture and mimic the client's current environment. As an example, Intel and CloudGenera have recently served a very large financial services organization that was struggling with their data. They had multiple sources of data that they were collecting, but they were really struggling with how to aggregate that data together into something that would help them visualize the best path forward for their applications. Leveraging a solution delivered by CloudGenera and Intel. This customer in under eight weeks was able to organize all of the information needed to make better decisions about thousands of applications, spread across hundreds of clouds accounts and dozens of private cloud data centers. Now as an Intel salesperson when your customer is confused about their data. When they don't trust their data, Intel has a solution that can help them get on the right path to understanding their current environment to enable better decisions going forward. The second aspect of the M's we're going to cover is mapping and modeling. This is all about planning and strategy. If you don't know where you're going, any road will get you there. As such, defining a plan and continually refining your strategy is essential for Multi-Cloud success. When engaging with customers it is important to assess the maturity of their plan and the readiness of their strategy. To serve customers at this phase of the journey, we need to listen for three types of needs. One, are they looking for help migrating to Cloud? Two, are they looking for help repatriating workloads back from the Cloud? Three, are they looking for help optimizing use of Multi-Cloud? If the answer is yes to any of these three questions, Intel can help by leveraging partners like CloudGenera, that specialize in analytics that help customers plan Cloud migrations and application deployment optimization. An example of where Intel and CloudGenera have helped customers at this phase of the journey is best showcased by large consumer products organization. Their organization had delivered a Cloud-first mandate. The challenge was that IT struggled to identify which applications could be and would be a good fit for Cloud deployment. Moving past the noise Intel and Cloud general leveraged automation, leverage analytics to help this customer build a strategy that was actionable. People who don't have a good plan typically will experience a doubling of their total cost of ownership for applications, they lift and shift to the Cloud. Again, stressing the importance of a strong plan and an actionable strategy. It doesn't just show you how to move the workload, but shows you a path to achieve the best value for your spend when migrating to the Cloud. The third M we're going to cover is measure. This is about field testing new technology solutions. If you buy before you try, you may be very dissatisfied with the purchase. As such, it's always a good idea to prove a concept before over committing to a strategy. When engaging with the customer, it is important to assess the experience they have with emerging technology, as well as the conviction they have to modernize existing workloads in their environment. To serve customers at this phase of the journey, we need to discover their demand for the following use cases. Do they need to prototype new applications? Do they need to simulate change to existing applications? Do they need to evaluate new technology? If the answer is yes to any of these questions, Intel can help by engaging relevant Intel technology partners, and guiding them through the exercise of field testing solutions that are new to the client, giving them empirical data to make good decisions with regards to adding new technology. We're changing existing applications within their environment. An excellent example of where Intel and CloudGenera have helped customers at this phase of the multi-Cloud journey is a large consumer retail products company. This company was disrupted by the recent pandemic, and as shoppers left the store in favor for online commerce, this retailer had to move quickly to enable new technologies that would support the customers new buying behavior. With CloudGenera and Intel, the costumer was able to prototype and evaluate different ways to deliver these new online commerce services. In a fraction of the time that it would take them through manual methods, trial and error, in terms of consuming and evaluating these new Cloud services, the customer was in turn able to deliver a much faster result for their business. Leveraging analytics, and leveraging partners to help them prototype before they deeply invested in new tech. This was a savings in time, as well as an avoidance of additional and unexpected costs related to the priority of prototyping new apps and delivering new solutions for their business. Next, we're going to talk about managing move. This is all about orchestration and migration. If you can repeat an action with predictable results, it can be automated. As such, many organizations see value in implementing automation that can accelerate Cloud migrations, and deployment of new Cloud applications. When engaging a customer, it is important to assess the client's needs and readiness for Cloud management technology. That will allow them to perform migration and orchestration actions at scale. These customers will have well-defined plans and strategy, and they are already in a position to execute. To serve customers at this phase of the journey, we need to listen for the following use cases. Do they have a data center exit project? Do they have a need to provision a multitude of new applications and services? Do they have a need to scale and configure existing applications in a multi-Cloud environment? If the answer is yes to any of these questions, Intel can help by engaging Intel technology partners that can assist the customer with the implementation of multi-Cloud management solutions that will enable orchestration and migration at scale. One point of caution with regards to manage and move. Just because you can drive change at scale through automation doesn't mean you should. For clients to be successful at this stage of the journey, they must have solid plans and strategies and include business cases for change, not just the ability to move workloads at scale. An example of where Intel and CloudGenera partner together to help customers in this phase of the journey is a very large oil and gas organization. Their businesses growing rapidly and Cloud for them provides a way for them to be most responsive to their customers in a timely manner. Leveraging analytics provided by Intel and CloudGenera, they were able to build a business case that justified the implementation of Cloud management technology at scale. That's enabled them to deliver for customers in minutes what would normally take months. The last time we're going to talk about today is modernization. Modernized is about upgrading legacy technology. If you don't modernize your existing applications, it is unlikely that they will be good candidates for Cloud deployment. As such, organizations need to eliminate technical debt as a part of their overall multi-Cloud strategy to ensure they can realize the benefits a multi-Cloud operating model. When engaging in customer, it is important to assess where they've accumulated technical debt that will make it harder for the customer to adopt Cloud. To serve customers at this phase of the journey, we need to listen for the following use cases. Do they see technical debt as a risk to their business? Do they need to enable new or enhanced technology services, but old technology is holding them back? Do they have concerns about unexpected or additional costs to support legacy technology in the Cloud? If the answer is yes to any of these questions, Intel can help by engaging Intel technology partners like CloudGenera that can assist the customer with creating the business case for change. These partners can guide the customer's visualization of where technical debt has been accumulated. Define strategies for eliminating this debt and can assist in executing the changes necessary to prepare a client for multi-Cloud success. An example of where Intel and CloudGenera have served a costumer with this need recently is a fortune 50 defense and manufacturing company in the aerospace industry. This particular company is also experiencing challenges brought about by the pandemic. In fact, the very nature of their business is threatened by the pandemic and they have immediate need to right-size their technology operation. Their struggle is that with so much technical debt, the path to Cloud is unclear. But leveraging Intel in CloudGenera solutions, this customer was able to identify a business case for change. Moreover, a business case that helped them create a self-funding model to reduce technical debt while also taking advantage of Cloud as a way to right-size their expenses. To close the M's of Cloud transformation are about helping you discover where your customer is in their Cloud journey, and positioning Intel is the guy that can assist in defining the right strategy and providing the needed support to accomplish your client's multi-Cloud adoption goals. As illustrated by the customer examples shared in this module, Intel has demonstrated success guiding customers through each phase of the Cloud journey. That concludes this module in Cloud university. Back to your Robert. To close this module, the M's of Cloud transformation are really just a good guide for helping you discover where your customer is on their Cloud journey and positioning Intel as that guide. You can assist in defining the customers right strategy, providing the right needed support to accomplish your clients multi-Cloud adoption goals. As illustrated by the customer examples shared in this module, Intel has demonstrated success guiding customers through each phase of the journey. Your call to action. Understand where your customer is on that journey. Articulate how you can help the customer in that phase of the journey. Activate appropriate partners or internal resources to deliver value with Intel solutions aligned to your KPIs. Importantly, get to know your Cloud partner managers, the partners they work with, and your Cloud Solution Architects internally, how do you engage them in this journey. Thank you for your time.
