HOW MSPS CAN BE SUCCESSFUL IN AWS, AZURE, AND GOOGLE CLOUDS
• Steve Kochenderfer• Account Executive, RightScale
• Bailey Caldwell• VP Customer Success, RightScale
• Robert Burgess• Cloud Practice Leader, Flair Data
Presenters
• Opportunity for MSP’s• Best practices • Real-world case study from an MSP• How to get started selling• How to work with AWS, Azure, and Google as an MSP
Agenda
2
To be in the Gartner Managed Services for IaaS Magic Quadrant you need:
● A management portal a. Required: Cloud service expense management (CSEM) and governance
Optional: additional CMP, ITSM or other automation functionality. b. Ideally: Don’t restrict the customer's access to cloud provider's self-service
and native management capabilities..● Managed services
a. Required: Technical supportb. Optional: Monitor, configure, secure and manage cloud provider's service
elements. ● Professional services
a. Required: Solution architecture, workload migration services and DevOps automation.
3 Pillars of an MSP per Gartner
3
OptimaCost management and
collaborative optimization
RightScale CMP Solution
VIRTUAL
SERVERS
PUBLIC
CLOUDS
IAAS+/PAASSERVICES
PRIVATE
CLOUDS
BARE METAL
SERVERS
CONTAINER
CLUSTERS
RightScale Cloud Management Platform
User access controls and governanceGovernance
Cloud ManagementMulti-cloud visibility,
automation, and operations
Self-ServiceCatalog of templates andautomated provisioning
MULTI-CLOUD ORCHESTRATION
Multi-Cloud is the Strategy of Choice
Multi-Cloud85%
Cost Optimization Is Top Initiative in 2017
Source: RightScale 2017 State of the Cloud Report
Large Amounts of Wasted Cloud Spend
Multi-Cloud85%
CMP and Plugins Allow Use of Any Native Service
8
Compute Storage Network Database
Built-In Integration Cloud Service Plug-Ins
AWSLambda
AWSElastic
Beanstalk
GoogleContainer
Engine
AzurePaaS and more…
Created by• RightScale• Customer• 3rd party
Analyst View
9
RightScale led the pack … the broadest breadth and depth of available cross-cloud templates, very mature governance capabilities, embedded cost analytics, and the most widely used and praised hybrid cloud APIs and external tool integrations.
Customers are very loyal, praise the vendor’s support staff, and repeatedly called out its market-leading developer-friendly APIs and unwavering cloud-agnostic strategy (“they don’t compete at the platform layer”).
The Forrester Wave – Q1 2016
Two Solutions from RightScale
VIRTUAL
SERVERS
PUBLIC
CLOUDS
IAAS+/PAASSERVICES
PRIVATE
CLOUDS
BARE METAL
SERVERS
CONTAINER
CLUSTERS
MULTI-CLOUD ORCHESTRATION AND GOVERNANCE
RIGHTSCALE OPTIMA
Collaborate across cloud governance teams, business units, and resource owners to
manage and optimize cloud spend
RIGHTSCALE CMPOrchestrate, automate, and govern
applications across any cloud, any cloud service, any server, and any container.
BEST PRACTICES
Change is Inevitable…Flexibility is Essential…
Great, you can integrate and support all these pieces but where do I begin?
Start small… Pieces can be added or removed at the pace of your operational & business needs...
Pieces can be added & refined as you mature your operations service model...
Your steady state operations service model can be as simple or complex as needed...
Build at your pace...Take advantage of new technologies and upgrade/change when appropriate...
Change is good...
12
STRATEGY DESIGN DEPLOY OPERATE OPTIMIZE
Services Across the Spectrum
13
CloudSight
Implementation
Support
Managed Services
Cloud Cost Optimization
Training
DEFINE & DESIGN
• Preliminary Project Plan• Key Milestone Dates• Final Production
Architecture
OPTIMIZE
• SLA Achievement• Continuous
Improvements
DELIVER & TRANSITION
• Client UAT acceptance• Runbook Documentation• Acceptance of
knowledge transfer from client
Example: RightScale Engagement Model
14
DEVELOP & BUILD
• Completed Deployment Build
• Successful Test Validation of Deployment
CI/CD
Communications
Ticketing / ITSM / CMDB
Alerts & Monitoring
Reporting / Dashboards
Collaboration
Think: Cloud Service Delivery Platform
15
FLAIR DATA CASE STUDY
Cloud Practice
An Abridged History
For the last 101 years, Flair has been bridging the gap between technology
and business results.
The New Datacenter
Orchestrators become crucial as infrastructure complexity grows
How can you provide visibility? Tracking? Forecasting? Showback? Consistency? Self Service?
Why Rightscale?
Customer implementation (Pilot account)
● Cloud agnostic, lock-in not an option● Built for cloud, not a hardware solution being retrofitted
○ 10+ years of cloud experience
● Self-funded
Internal testing
● Sandbox tests● Strategic alignment
○ Project Sherpa
HOW TO GET STARTED
• Validate the RightScale Platform• Engage with MSP Starter Pack or Production Pack
• Start Selling Cloud Services• Cost Optimization • Orchestration / Automation
• Land and Run First Cost Optimization Assessment• RightScale Assisted Assessment & Delivery
• Scale Cost Management and Expand to Other Cloud Services• Grow Accounts with Cloud Professional Services / Managed Services
A Path for MSP Success with RightScale
• Quick ROI: Smart cost optimization recommendations across clouds identifies instant savings opportunities for a single team or the entire enterprise.
• Collaboration: Automatically assign optimization recommendations to resource owners and deliver tailored alerts.
• Noise-reduction: Enable resource owners to tag recommendations that should be ignored and prevent future alerts.
• Automated action: Push-button execution of recommendations by resource owners and ongoing policy-based automation
• Enterprise-wide coordination: Track progress on implementing optimization recommendations at team or enterprise level.
• Concierge: Monthly concierge hours with a Cost Management Specialist to provide further guidance
RightScale Optima: A Good Door-Opener
Cost Optimization Assessment Methodology
Area Tasks
Analyze Cost Drivers 5
Tagging/Organization 3
Budgeting/Forecasting 4
Instance Standardization 2
Discount/Purchase Options 7
Cloud Analysis 2
Waste Analysis & Action 9
Provisioning Controls 2
Cost Savings Report 4
Total 37
Cost Review Example 30-45% Savings
How do I execute on an ongoing basis?
25
• Key Capabilities• Automated policies
• Alert only• Alert and take action
• Out-of-the-box policies from RightScale
• Available on GitHub
• Create your own policies with powerful workflow engine
Automated Policies: Prevent Drift
26
ROI Makes the Decision Easy
27
CurrentSpend
$100K per month$1.2M per year
Savings Implemented
$30K per month$360K per year
ROI Y1: 500%
Y2+: 1100%
*Example: Assumes Gold level + $30K in optional add on for technical services in Y1.
WORKING WITH AWS, AZURE, GOOGLE
• AWS• Start as a “Consulting Partner” - Registered, Standard, Advanced, Premier• Choose from a variety of individual certifications (Architect, Dev, Ops..)• Get to Standard to unlock Channel Reseller Program• Get to Advanced Tier to unlock MSP Program• Have 3 customers and complete “Validation Checklist” to become official MSP Partner
• Azure• Sign up as partner• Get Cloud Platform Competency (Silver or Gold)• To resell, sign up with an indirect CSPP (Cloud Services Platform Provider)
• Google• Join the Google Cloud Platform Partner program (not the regular Google Partner program) as a
Service Partner• Consider certification as a Google Certified Professional Cloud Architect• Have to apply to be a reseller
Cloud Provider Programs for MSPs
29
RightScaleContact [email protected] for more info and pricing for RightScale MSP program
Flair Data SystemsRobert [email protected] www.flairdata.com
Q&A
30