CloudOne.pdf

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CloudOne IBM market customer experience John McDonald partner network years IBM Sales

© 2010 CloudOne 
CloudOne 
CloudOne 
John McDonald – Chief Executive Officer 
John.McDonald@OnCloudOne.net  
© 2010 CloudOne 
Problem 
2 
Cost 
Time 
© 2010 CloudOne 
Solution 
3 
•
 Pay as you go.   
 Get the tools over the internet. 
•
 Sell cloud hosting of Rational development 
 software, so servers are available  
 on-demand, from anywhere. 
•
 Sell Rational software as a service, so 
 software license costs grow and shrink  
 with projects. 
•
 Offer them together or separate to fit 
 customer’s needs. 
© 2010 CloudOne 
Business Model 
4 
1.  Create cloud hosting infrastructure.  Done. 
2.  Sign first SaaS agreement with IBM.  Done. 
3.  Launch go-to-market model.  Done. 
4.  Sign initial customers.  In Progress. 
5.  Built partner network.  In Progress. 
6.  Launch marketing campaigns.  Future. 
7.  Build substantial customer base.   Future. 
© 2010 CloudOne 
Underlying Magic 
5 
•  Bringing together best technologies 
•  Building expansive and profitable partner 
 network relationships (services & ISVs) 
•  Deep experience managing IBM machine 
© 2010 CloudOne 
Marketing and Sales 
6 
1.  Direct customer sales, mainly through 
 references from IBMers, marketing. 
 (outsourcing, bridging, Agile, deal revival) 
2.  Leverage partner network to reach  
 midmarket customers. 
 (co-op marketing, existing relationships) 
3.  Relationships with IBM lab to bring new 
 technologies to market as Cloud/SaaS. 
 (workbenches, conversion services) 
© 2010 CloudOne 
Competition 
7 
• 
“IBM Smart Business Development & Test in 
the IBM Cloud” 
•  Open Source 
•  Open Source -> Commercial (Rally) 
Technical 
Financial 
© 2010 CloudOne 
Team 
8 
• 
John McDonald, CEO 
20+ years IBM & business development experience 
• 
Jim Bentz, VP Sales & Marketing 
15+ years IBM Rational & sales experience 
•  Paul Young, CTO 
25+ years Rational & technology experience 
•  Vishal Kapashi, Chief Architecture Officer 
PhD Candidate, Syracuse University 
•  Sean Young, COO 
11+ years business & ownership experience 
•  Chris Cranfill, VP Partner Development 
15+ years IBM and technical sales experience 
© 2010 CloudOne 
Projections 
9 
© 2010 CloudOne 
Timeline 
10 
Infrastructure 
SaaS Agreement 
Go-To-Market 
1st Customer 
Partners 
Campaigns 
Growth 
12/09 
6/09 
3/09 5/09 6/09 7/09 8/09