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ISV image delivery
Presenters Name
February 6, 2012
Customer-proof demos, POCs, and
implementations boost software wins
Introductions: Customer-proof software
•
AppZero – application virtualization software vendor
• Server applications (Linux, Windows, Solaris) and Windows desktop
• Patented and field-proven software since 2001
– Valerie O’Connell – VP Business Development
– Greg O’Connor – CEO; serial innovator and long life as an ISV
•
Customer-proof your software with technology a VP of sales can love
• Enough description of our technology to understand the business case
• AppZero in the ISV sales cycle with real world examples
• Technical, business, and financial impact
• Q&A
Housekeeping
• Please Participate
• Use the GoToWebinar
controls to ask questions
• We’ll take most questions
at the end
Complex enterprise app movement
Zero Lock-In
•
Migrate cross clouds, cross hypervisor
•
Dissolve packaging to run natively
Zero Install
•
App images run in snap
Zero Conflicts
•
Apps resilient to changes
AppZero encapsulates enterprise-class applications into a
package called a Virtual Application Appliance (VAA) that can be
copied and run instantly without installation.
Applications may be easily moved among machines (physical or
virtual), including those in a cloud, providing OS-free instant
provisioning.
Primary use cases
On boarding
Migrate existing applications to cloud
Fastest, most cost effective, systematic way to get on a cloud
Hybrid/Federated
Continuous and incremental “On boarding”
Cloud bursting
No lock-in
Cloud protection: instance, region, vendor
Enterprise App Store
Dynamic catalog image assembly
Linear vs. exponential image management
ISV distribution
Pre-installed, pre-configured software distribution
Fastest time to deployment
Reusable demo/poc, pre-configured implementations
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ISV Distribution
Pre-installed,
pre-configured
software distribution
Simplified app delivery
Streamline demos, POCs,
trials improves win rate
Over comes licensing
challenges
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Your application as an Image
Do more/better/faster (win more business)
Run it everywhere – package once
Run it instantly – zero install/copy and run
Run it error free – and free up SE time
Burning ISV sales issues
The sales “pain” -- a little like a bad sun burn
– How do we increase our win rate?
Easier test drives, POC win rate, smoother trials
– Why does it take so long to set up and demo our solution?
Sending people onsite drives increased costs and lowers customer sat
– Can we compress the sales process?
Shorten rollout time, faster time to PO
– Sales does not understand what we are up against
You just can’t provision an enterprise app like a phone app
– How can we reduce risk of errors and provide better
support?
Can I close this faster and create time for other priorities, like the beach?
Burning ISV technical field issues
What technical field engineers & solution architects say
– Installation and configuration is very time consuming,
painful, and doesn’t always work
This is the worst part of my job
– Why can’t I just give them my VM image?
Microsoft licensing is also a pain
– How can we fit into the prospect’s environment?
Hardware, OS, Hypervisor, data center, cloud
– I hate when customers change their mind
So now you want it in the cloud and not on premises?
Lessons from the field
New business is the major factor determining
growth in the company
Tons of energy went into finding/engaging in non-competitive
sales cycles but…
POC, Trail, Evaluation: Thumbnail
–
–
–
–
5 day evaluation period
1 day set up, install & configure
3 days to do what the customer requested
1 day show the results
POC win rate
– External groups validated correlation between how vendor did
and who won the deal
Winning more POCs = faster growth
Images help you win more deals by shrinking
the install, set up and configuration time to
ZERO
POC, Trial, Evaluation: Thumbnail with image delivery
–
–
–
–
5 day evaluation period
10 minute set up, install & configure
4 days to do what the customer requested
1 day show the results
1 extra day is 33% more time to do what the customer wants
33% more time then your competitor will get, unless….
Other benefits: free up valuable SE resources, reuse, risk reduction
Winning more POCs = faster growth
Images help you win more deals by shrinking the install,
set up and configuration time to
ZERO
Implications:
“Gold” Images – reduce risk
Images can be reused, shared – right demo, right time, fast
Scarce technical resources are freed up – do more with less
Opportunity engagement is faster – agile sales
Customer changes their mind – flexibility, no lost time or deals
POC to deployment time is compressed – faster time to money
Better tech support – customer Images (application) can be moved to the
support center for closer examination
Where are you asked to “fit” in ?
Enterprise
Controlled
Shared
Control
Provider
Control
Customers have a broad spectrum of operations stacks
Customer wants?
Enterprise
Controlled
Shared
Control
Provider
Control
When Image size matters – Time counts
Virtual Appliance
App and
foundation
Virtual Appliance
Transfer
rate
Storage Space Storage Space (GB/Hr)
Elapsed
Elapsed
(GB)
(GB)
Time (Hrs) Time (Hrs)
App
App
OS
OS
VAA
Improvement
VM image
.NET
0.05
50
1
0.05
50
500x
J2EE
0.75
50
1
0.75
50
67x
LAMP
0.45
50
1
0.5
50
100x
SQL Server
1.5
50
1
1.5
50
33x
MySQL
1
50
1
1
50
50x
Why not just use a VM?
VMs are huge – Why move the OS around?
VMs that contain OS cannot be distributed to customers
Managed Provider will only use their “certified” OS
When you sell software ….
You spend a lot of time, effort, talent, and money on POCs
A good POC doesn’t always win business – but a bad POC
loses business
You are guilty until proven innocent – installation impacts
implementation
Update and distribution is an on-going customer satisfaction
and revenue activity
Image delivery impact on ISV business
Increased revenue
– Win more PoCs
– Accelerate sales cycle/time to revenue
Decreased costs
– Lower cost of sales
– Decrease cost of acquiring customer
Maximize resource and process effectiveness
– Support your application, not the underlying OS
– Run your app in any provider’s cloud – no change or lock-in
Non-intrusive
– No change to technology of choice
– No disruption to established business processes
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