Review of role of Cloud Services Brokerage organizations (CSBs)and selection consideration criteria. (Thanks to Gartner!)

1. CIO Cloud Summit
CIO Thought Leadership Session
The Role of Cloud Services Brokerage
Companies in Cloud Services
Presented By : Murali Swamy and Eugene Breger

2. About Us
Corporate Overview Our Mission
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Specialize in: Choice through our
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Provide Services Globally our people.

3. Our Practice Lines
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Solutions

4. Cloud Services Brokerage - 1
• Cloud is about self-service so why are intermediaries needed?
– Consumers may need help unless they are always dealing directly in
peer to peer fashion
• What does the Cloud Services Broker (CSB) provide?
– Technical level
• Aggregates and adds value to cloud services; brings multiple cloud services
together to service consumers in a unified way (e.g., by business process,
industry or region)
• Integrates – addresses all combinations of cloud, e-commerce, on-premises
data and application integration requirements. (e.g., acts as a single point of
entry – billing, security)
• Customizes – implements unique services or capabilities beyond the original
cloud services capabilities (e.g., tools that manage and simplify provisioning
cloud services to many users)
– Business level
• Interacts with and represents the services being delivered
• Offers Professional services, managed services, BPO

5. Cloud Services Brokerage - Aggregation
• Aggregation Brokerage
– Does what the traditional IT services provider does
and ALSO assumes role of orchestrating outcomes
and validating performance
• Provisioning in Scale
• Management of Proliferation of Solution Assets
• Proliferation of Relationships and Complex
Interdependencies of SLAs
• Intellectual Property and Compliance Risk
• “Enriched” Services: making services more usable,
accessible or consistent in their delivery of value
• Many-to-one or many-to-many connections

6. Cloud Services Brokerage - Integration
• Integration Brokerage
– Much like work of traditional SI in that new
solutions are created as a result of integration of
data, process and user experience
• Integrate cloud endpoints in scale
• Governance
• Community Management
• Migration skills
• Consumer gets integrated result
• One-to-many, many-to-one, many-to-many

7. Cloud Services Brokerage - Customization
• Customization Brokerage
– Generally done around the edges of the service
– Alters or adds to capabilities of a service to perform
its function.
– New look and feel or layering new data and process
functions on top .
– If your solution requires a cloud service coupled
with some traditional IT services (e.g., consulting,
applications or business process outsourcing)
– Analytics (messages, services, processes, etc.)

8. Cloud Services Brokerage - 2
• Who is the right CSB vendor to consider?
– Makes the relationship worthwhile by providing
• Aggregation services
• Removes complexity – interoperability and
federation
– Provides enough value-add
• Takes out complexity
• Embeds value – e.g., mash-ups, enriched applications
• Delivers value – implementation services, BPO, etc.

9. Cloud Services Brokerage - 3
• New and Expanded Evaluation Criteria – Part I
– CSB Capabilities
• Disaster recovery
• Integration
• Migration / transition
• Security
• Transparency
– CSB Track Record
• Experience
• SLAs and service reporting
• Help desk (support)
• Upgrades

10. Cloud Brokerage Services - 4
• New and Expanded Selection Evaluation Criteria –
Part II
– CSB Commercial Issues
• Pricing
• Total Cost of Ownership (TCO)
• Risk
• Intellectual Property (IP) protection
• Compliance
• Recourse for nonperformance
• Switching

11. Eugene Breger Murali Swamy
Director, Sales VP, IT Sales and Services
ebreger@corbus.com mswamy@corbus.com
847.331.5554 937-610-4083