A presentation I delivered at the CompTIA EMEA 2011 Conference at the London Hilton Metropole in London - 9th November, 2011.

1. Quick Start to Building a
Cloud Practice
Hosted by Richard Tubb
IT Business Consultant

2. “Maybe I’m an idiot, but I have no
idea what anyone is talking about.
What is it? It’s complete gibberish.
It’s insane. When is this idiocy going
to stop?”
Larry Ellison – CEO, Oracle

3. What is Cloud?
Infrastructure as a Service (IaaS)
Platform as a Service (PaaS)
Software as a Service (SaaS)
Cloud Provider
Examples:

4. What do Customers think of Cloud?

5. So what does this mean to you as a
Solution Provider?
“If it’s 1 percent of
$3.8 trillion, it’s a
lot. If it’s
Cloud isn’t 5, 10, 15, 25 percent
– depending on
what market you
are talking about –
it’s very significant.
going away!
So just don’t ignore
cloud like it’s not
happening to you
since you are not
hearing it today.
Trust me it’s not
zero.”
Tiffani Bova, Gartner
January 2011

6. What business model?
• Referral
• White label

7. Private Cloud?

8. The new normal
Selling Cloud is
different

9. Cloud isn’t for everyone
Control Data
Many companies and governments Migrating workloads to a shared
are uncomfortable with the idea of network and compute infrastructure
their information located on systems increases the potential for
they do not control. unauthorized exposure.
Reliability
High availability will be a key concern. IT
departments will worry about a loss of
service should outages occur.
Compliance
Complying with PCI DSS Security Management
and other regulations may Even the simplest of tasks may be behind
prohibit the use of clouds for layers of abstraction or performed by
some applications. someone else.

10. Cloud buyers can look different
LINE OF BUSINESS
MANAGERS
WEB CENTRIC
BUYERS
NEW CUSTOMERS
SAVVY IT LEADERS

11. Account Management

12. Education, Education, Education
• Internal Staff
• New Customers
• Existing Clients

13. Look For Other CompTIA Quick Start
Guides
If you found this information helpful, check out
the Channel Education tab on www.comptia.org
to educate yourself or your team on other
industry topics such as:
• Managed Services
• Managed Print Services
• Healthcare IT
• Unified Communications
• IT Security

14. Questions?
• E-Mail: richard@tubblog.co.uk
• Twitter: @tubblog
• Blog: www.tubblog.co.uk
• LinkedIn: www.linkedin.com/in/richardtubb