The document discusses how cloud computing adoption within organizations is often bottom-up, starting with individual developers and departments adopting public cloud services on their own before IT leadership is aware. It cites surveys that found the majority of initial cloud computing decisions were made by developers and line-of-business units, not CIOs. This bottom-up adoption pattern is similar to what happened previously with open source software. The document advises enterprises to embrace and manage this bottom-up trend, while vendors should plan sales strategies around it.

1. Surprise!
Your Enterprise Is Already
Using the Public Cloud
Geva Perry
CloudConnect
February 2012

2. Me
• Blog: ThinkingOutCloud.com
• Twitter: @GevaPerry

3. Who is the last person in the
organization you should be asking
about cloud computing adoption?

4. CIO

5. 2009
2011

6. Cloud Adoption is Bottom-Up
CxOs
Execs
Rank & File

7. Amazon Web Services Adoption
CIO
IT Execs
Developers

8. Who made the initial cloud computing adoption
decision in your organization?
89
32 29 27
14
Dev/Dept/LOB IT Ops CIO/Senior IT CEO Not Sure
Exec
Source: InfoQ Survey, October 2010

9. Salesforce.com Adoption
CIO
IT Execs
Sales Teams

10. “The sales people were buying it on
their own credit cards and going
around their managers to purchase an
account…”

11. We’ve seen this pattern before
with open source software
“Meet the new kingmakers:
Same as the old kingmakers”
Stephen O’Grady, Redmonk

12. Billy Marshal on Open Source: “The
CIO is the last to know.”
Jonathan Schwartz on MySQL
adoption

13. Why?

14. • Motivation:
– Consumerization of IT
– Democratization of IT
– Millennial Entitlement
• Opportunity:
– On-demand
– No approval processes
– Low upfront costs

15. What it means to you?

16. Enterprise Customer
• Embrace it
• Pre-approved cloud services
• Enterprise service catalog / app store
– E.g., Apps.gov
• Balance choice and control

17. Vendor
• Plan for bottom-up adoption
• No-touch, low-touch sales
• Minimize friction, self-service
• Freemium, free trial, dev
• Intra-enterprise virality

18. Thanks