- 451 Research predicts critical enterprise workload categories including data, analytics, and business applications will more than double from 7% to 16% for data workloads and 4% to 9% for business applications.
- Cloud-first workload deployments in enterprises are becoming more common with 38% of respondents to a recent 451Research survey stating their enterprises are prioritizing cloud over on-premise.
451 Research’s latest study of cloud computing adoption in the enterprise, The Voice of the Enterprise: Cloud Transformation – Workloads and Key Projects provides insights into how enterprises are changing their adoption of public, private and hybrid cloud for specific workloads and applications. The research was conducted in May and June 2016 with more than 1,200 IT professionals worldwide. The study illustrates how quickly enterprises are adopting cloud-first deployment strategies to accelerate time-to-market of new apps while reducing IT costs and launch new business models that are by nature cloud-intensive. Add to this the need all enterprises have to forecast and track cloud usage, costs and virtual machine (VM) usage and value, and it becomes clear why Amazon Web Services (AWS) and Microsoft Azure are now leaders in the enterprise. The following graphic from Synergy Research Group’s latest study of the Cloud Infrastructure Services provides a comparison of AWS, Microsoft Azure, IBM, Google, and others.
Seven Ways Microsoft Is Redefining Azure For The Enterprise
Being able to innovate faster by building, deploying and managing applications globally on a single cloud platform is what many enterprises are after today. And with over 100 potential apps on their cloud roadmaps, development teams are evaluating cloud platforms based on their potential contributions to new app development and business models first.
AWS and Microsoft Azure haven proven their ability to support new app development and deployment and are the two most-evaluated cloud platforms with dev teams I’ve talked with today. Of the two, Microsoft Azure is gaining momentum in the enterprise.
Here are the seven ways Microsoft is making this happen:
- Re-orienting Microsoft Azure Cloud Services strategies so enterprise accounts can be collaborators in new app creation. Only Microsoft is coming at selling Cloud Services in the enterprise from the standpoint of how they can help do what senior management teams at their customers want most, which is make their app roadmap a reality. AWS is excellent at ISV and developer support, setting a standard in this area.
- Giving enterprises the option of using existing relational SQL databases, noSQL data stores, and analytics services when building new cloud apps. All four dominant cloud platforms (AWS, Azure, Google, and IBM) support architectures, frameworks, tools and programming languages that enable varying levels of compatibility with databases, data stores, and analytics. Enterprises that have a significant amount of their legacy app inventory in .NET are choosing Azure for cloud app development. Microsoft’s support for Node.js, PHP, Python and other development languages is at parity with other cloud platforms. Why Microsoft Azure is winning in this area is the designed-in support for legacy Microsoft architectures that enterprises standardized their IT infrastructure on years before. Microsoft is selling a migration strategy here and is providing the APIs, web services, and programming tools to enable enterprises to deliver cloud app roadmaps faster as a result. Like AWS, Microsoft also has created a global development community that is developing and launching apps specifically aimed at enterprise cloud migration. Due to all of these factors, both AWS and Microsoft are often considered more open cloud platforms by enterprises than others. In contrast, Salesforce platforms are becoming viewed as proprietary, charging premium prices at renewal time. An example of this strategy is the extra 20% Salesforce charges for Lightning experience at renewal time according to Gartner in their recent report, Salesforce Lightning Sales Cloud and Service Cloud Unilaterally Replaced Older Editions; Negotiate Now to Avoid Price Increases and Shelfware Published 31 May 2016, written by analysts Jo Liversidge, Adnan Zijadic.
- Simplifying cloud usage monitoring, consolidated views of cloud fees and costs including cost predictions and working with enterprises to create greater cloud standardization and automation. AWS’ extensive partner community has solutions that address each of these areas, and AWS’ roadmap reflects this is a core focus of current and future development. The AWS platform has standardization and automation as design objectives for the platform. Enterprises evaluating Azure are running pilots to test the Azure Usage API, which allows subscribing services to pull usage data. This API supports reporting to the hourly level, resource metadata information, and supports Showback and Chargeback models. Azure deployments in production and pilots I’ve seen are using the API to build web services and dashboards to measure and predict usage and costs.
- Openly addressing Total Cost of Ownership (TCO) concerns and providing APIs and Web services to avoid vendor lock-in. The question of data independence and TCO dominates sustainability and expansion of all cloud decisions. From the CIOs, CFOs and design teams I’ve spoken with, Microsoft and Amazon are providing enterprises assistance in defining long-term cost models and are willing to pass along the savings from economies of scale achieved on their platforms. Microsoft Azure is also accelerating in the enterprise due to the pervasive adoption of the many cloud-based subscriptions of Office365, which enables enterprises to begin moving their workloads to the cloud.
- Having customer, channel, and services all on a single, unified global platform to gain greater insights into customers and deliver new apps faster. Without exception, every enterprise I’ve spoken with regarding their cloud platform strategy has multichannel and omnichannel apps on their roadmap. Streamlining and simplifying the customer experience and providing them with real-time responsiveness drive the use cases of the new apps under development today. Salesforce has been successful using their platform to replace legacy CRM systems and build the largest community of CRM and sell-side partners globally today.
- Enabling enterprise cloud platforms and apps to globally scale. Nearly every enterprise looking at cloud initiatives today needs a global strategy and scale. From a leading telecom provider based in Russia looking to scale throughout Asia to financial services firms in London looking to address Brexit issues, each of these firms’ cloud apps roadmaps is based on global scalability and regional requirements. Microsoft has 108 data centers globally, and AWS operates 35 Availability Zones within 13 geographic Regions around the world, with 9 more Availability Zones and 4 more Regions coming online throughout the next year. To expand globally, Salesforce chose AWS as their preferred cloud infrastructure provider. Salesforce is not putting their IOT and earlier Heroku apps on Amazon. Salesforces’ decision to standardize on AWS for global expansion and Microsoft’s globally distributed data centers show that these two platforms have achieved global scale.
- Enterprises are demanding more control over their security infrastructure, network, data protection, identity and access control strategies, and are looking for cloud platforms that provide that flexibility. Designing, deploying and maintaining enterprise cloud security models is one of the most challenging aspects of standardizing on a cloud platform. AWS, Azure, Google and IBM all are prioritizing research and development (R&D) spending in this area. Of the enterprises I’ve spoken with, there is an urgent need for being able to securely connect virtual machines (VMs) within a cloud instance to on-premise data centers. AWS, Azure, Google, and IBM can all protect VMs and their network traffic from on-premise to cloud locations. AWS and Azure are competitive to the other two cloud platforms in this area and have enterprises running millions of VMs concurrently in this configuration and often use that as a proof point to new customers evaluating their platforms.
Bottom line: Amazon AWS and Microsoft Azure are the first cloud platforms proving they can scale globally to support enterprises’ vision of world-class cloud app portfolio development.
451 Research: The Voice of the Enterprise: Cloud Transformation – Workloads and Key Projects
Gartner Magic Quadrant for Cloud Infrastructure as a Service, Worldwide 2016 Reprint
Microsoft Earnings Release FY16 Q4 – Azure revenue grows 102% year-over-year
Synergy Research Group’s latest study of the Cloud Infrastructure Services
- AWS is now approximately 6x the size of Microsoft Azure globally according to Deutsche Bank.
These and other insights are from the research note published earlier this month by Deutsche Bank Markets Research titled AWS/Cloud Adoption in Europe and the Brexit Impact written by Karl Keirstead, Alex Tout, Ross Sandler, Taylor McGinnis and Jobin Mathew. The research note is based on discussions the research team had with 20 Amazon Web Services (AWS) customers and partners at the recent AWS user conference held in London earlier this month, combined with their accumulated research on public cloud adoption globally.
These are the five ways Brexit will accelerate AWS and public cloud adoption:
- The proliferation of European-based data centers is bringing public cloud stability to regions experiencing political instability. AWS currently has active regions in Dublin and Frankfurt, with the former often being used by AWS’ European customers due to the broader base of services offered there. An AWS Region is a physical geographic location where there is a cluster of data centers. Each region is made up of isolated locations known as availability zones. AWS is adding a third European Union (EU) region in the UK with a go-live date of late 2016 or early 2017. Microsoft has 2 of its 26 global regions in Europe, with two more planned in the UK. Google’s Cloud Platform (GCP) has just one region active in Europe. The following Data Center Map provides an overview of data centers AWS, Microsoft Azure and GCP have in Europe today and planned for the future.
- Brexit is making data sovereignty king. European-based enterprises have long been cautious about using cloud platforms to store their many forms of data. Brexit is accelerating the needs European enterprises have for greater control over their data, especially those based in the UK. Amazon’s planned third EU region based in London scheduled to go live in late 2016 or early 2017 is well-timed to capitalize on this trend.
- Up-front costs of utilizing AWS are much lower and increasingly trusted relative to more expensive on-premise IT platforms. Brexit is having the immediate effect of slowing down sales cycles for managed hosting, enterprise-wide hardware and software maintenance agreements. The research team found that the uncertainty of just how significant the economic impact Brexit will have on the European economies is making companies tighten capital expense (CAPEX) budgets and trim expensive maintenance agreements. UK enterprises are reverting to OPEX spending that is already budgeted.
- CEOs are pushing CIOs to get out of high-cost hardware and on-premise software agreements to better predict operating costs faster thanks to Brexit. The continual pressure on CIOs to reduce the high hardware and software maintenance costs is accelerating thanks to Brexit. Because no one can quantify with precision just how Brexit will impact European economies, CEOs, and senior management teams want to minimize downside risk now. Because of this, the cloud is becoming a more viable option according to Deutsche Bank. One reseller said that public cloud computing platforms are a great answer to a recession, and their clients see Brexit as a catalyst to move more workloads to the cloud.
- Brexit will impact AWS Enterprise Discount Program (EDP) revenues, forcing a greater focus on incentives for low-end and mid-tier services. Deutsche Bank Markets Research team reports that AWS has this special program in place for its very largest customers. Under an EDP, AWS will give price discounts to large customers that commit to a full year (or more) and pay upfront, in many cases with minimum volume increases. One AWS partner told Deutsche Bank that they’re aware of one EDP payment of $25 million. In the event of a recession in Europe, it’s possible that such payments could be at risk. These market dynamics will drive AWS to promote further low- and mid-tier services to attract new business to balance out these larger deals.
- Asia/Pacific grew the fastest of all regions globally, increasing 9% 2015, closely followed by greater China with 18.4% growth.
These and many other insights into the current state of the global CRM market are from Gartner’s Market Share Analysis: Customer Relationship Management Software, Worldwide, 2015 (PDF, client access) published earlier this month. The top five CRM vendors accounted for 45% of the total market in 2015. Salesforce dominated in 2015, with a 21.1% annual growth rate and absolute growth of over $902M in CRM revenue, more than the next ten providers combined. Gartner found that Salesforce leads in revenue in the sales and customer service and support (CSS) segments of CRM, and is now third in revenue in the marketing segment. Gartner doesn’t address how analytics are fundamentally redefining CRM today, which is an area nearly every C-level and revenue team leader I’ve spoken with this year is prioritizing for investment. The following graphic and table compare 2015 worldwide CRM market shares.
Adobe, Microsoft, and Salesforce Are Growing Faster Than The Market
Adobe grew the fastest between 2014 and 2015, increasing worldwide sales 26.9%. Salesforce continues to grow well above the worldwide CRM market average, increasing sales 21.1%. Microsoft increased sales 20% in the last year. The worldwide CRM market grew 12.3% between 2014 and 2015.
Analytics, Machine Learning, and Artifical Intelligence Are The Future Of CRM
Advanced analytics, machine learning and artificial intelligence (AI) will revolutionize CRM in the next three years. Look to the five market leaders in 2015 to invest heavily in these areas with the goal of building patent portfolios and increasing the amount of intellectual property they own. Cloud-based analytics platforms offer the scale, speed of deployment, agility, and ability to rapidly prototype analytics workflows that support the next generation of CRM workflows. My recent post on SelectHub, Selecting The Best Cloud Analytics Platform: Trends To Watch In 2016, provides insights into how companies with investments in CRM systems are making decisions on cloud platforms today. Based on insights gained from discussions with senior management teams, I’ve put together an Intelligent Cloud Maturity Model that underscores why scalability of a cloud-based analytics platform is a must-have for any company.
Sources: Gartner Says Customer Relationship Management Software Market Grew 12.3 Percent
Bottom line: Enterprises are impatient to translate their investments in cloud apps and the insight they provide into business outcomes and solid results today.
The following insights are based on a series of discussions with C-level executives and revenue team leaders across several industries regarding their need for an Intelligent Cloud:
- In the enterprise, the cloud versus on-premise war is over, and the cloud has won. Nearly all are embracing a hybrid cloud strategy to break down the barriers that held them back from accomplishing more.
- None of the C-level executives I’ve spoken with recently are satisfied with just measuring cloud adoption. All are saying the want to measure business outcomes and gain greater insights into how they can better manage revenue and sales cycles.
- Gaining access to every available legacy and 3rd party system using hybrid cloud strategies is the new normal. Having data that provides enterprise-wide visibility gives enterprises greater control over every aspect of their selling and revenue management processes. And when that’s accomplished, the insights gained from the Intelligent Cloud can quickly be turned into results.
Welcome to the Era of the Intelligent Cloud
The more enterprises seek out insights to drive greater business outcomes, the more it becomes evident the era of the Intelligent Cloud has arrived. C-level execs are looking to scale beyond descriptive analytics that defines past performance patterns. What many are after is an entirely new level of insights that are prescriptive and cognitive. Getting greater insight that leads to more favorable business outcomes is what the Intelligent Cloud is all about. The following Intelligent Cloud Maturity Model summarizes the maturity levels of enterprises attempting to gain greater insights and drive more profitable business outcomes.
Why The Intelligent Cloud Now?
Line-of-business leaders across all industries want more from their cloud apps than they are getting today. They want the ability to gain greater insights with prescriptive and cognitive analytics. They’re also asking for new apps that give them the flexibility of changing selling behaviors quickly. In short, everyone wants to get to the orchestration layer of the maturity model, and many are stuck staring into a figurative rearview mirror, using just descriptive data to plan future strategies. The future of enterprise cloud computing is all about being able to deliver prescriptive and cognitive intelligence.
Consider the following takeaways:
Who Is Delivering The Intelligent Cloud Today?
Just how far advanced the era of the Intelligent Cloud is became apparent during the Microsoft Build Developer Conference last week in San Francisco. A fascinating area discussed was Microsoft Cognitive Services and their implications on the Cortana Intelligence Suite. Microsoft is offering a test drive of Cognitive Services here. Combining Cognitive Services and the Cortana Intelligence Suite, Microsoft has created a framework for delivering the Intelligent Cloud. The graphic below shows the Cortana Analytics Suite.
Employees would most recommend Zerto, FusionOps, Google, OutSystems, AppDirect, Sumo Logic, Cloudera, HyTrust, Tableau Software and Domo to their friends looking for a cloud computing company to work for in 2016. These and other insights are from an analysis completed today to determine the best cloud computing firms and CEOs to work for this year.
To keep the rankings and analysis completely impartial and fair, the latest Computer Reseller News list, The 100 Coolest Cloud Computing Vendors Of 2016 is the basis of the rankings. Cloud computing companies are among the most competitive there are about salaries, performance and sign-on bonuses and a myriad of perks and benefits. They are also attracting senior management teams that have strong leadership skills, many of whom are striving to create distinctive company cultures. The most popular request from Forbes readers are for recommendations of the best cloud computing companies to work for, and that’s what led to this analysis.
Using the 2016 CRN list as a baseline to compare the Glassdoor.com scores of the (%) of employees who would recommend this company to a friend and (%) of employees who approve of the CEO, the table below is provided. You can find the original data set here. There are many companies listed on the CRN list that doesn’t have than many or any entries on Glassdoor, and they are excluded from the rankings shown below but are in the original data set. If the image below is not visible in your browser, you can view the rankings here.
The highest rated CEOs on Glassdoor as of February 3rd, 2016 include the following:
- Ziv Kedem, Zerto, 100%
- Gary Meyers, FusionOps, 100%
- Christian Chabot, Tableau Software, 100%
- John Burton, Nintex, 100%
- Rob Mee, Pivotal, 100%
- Rajiv Gupta, Skyhigh Networks, 100%
- Ken Shaw Jr., Infrascale, 100%
- Beau Vrolyk, Engine Yard, 100%
- Ramin Sayar, Sumo Logic, 99%
- Sundar Pichai, Google, 98%
- Lew Cirne, New Relic, 97%
- Daniel Saks, AppDirect, 96%
- James M. Whitehurst, Red Hat, 96%
- Marc Benioff, Salesforce, 96%
- Tom Kemp, Centrify, 95%
- Jeremy Roche, FinancialForce, 95%
- Global tech leaders predict cloud computing (11%), mobile platforms and apps (9%), Internet of Things (IoT)/machine-to-machine (M2M) (9%) and data and analytics (9%) will be the most disruptive technologies over the next three years.
These and many other insights are from the fourth annual 2015 Global Technology Innovation Survey released via webcast by KPMG last month. KPMG surveyed 832 technology industry business leaders globally, with the majority of being C-level executives (87%). Respondents were selected from a broad spectrum of businesses including tech industry startups, mid- and large-scale enterprises, angel investors and venture capital firms. For an in-depth explanation of the survey methodology, please see slides 6 and 7 of the webinar presentation. The goals of the survey include spotting disruptive technologies, identifying tech innovation barriers and opportunities, and tracking emerging tech innovation hubs.
The five insights and predictions from the report include the following:
- Global tech leaders predict cloud computing (11%), mobile platforms and apps (9%), Internet of Things (IoT)/M2M (9%) and data and analytics (9%) will be the most disruptive technologies over the next three years. U.S. tech leaders predict biotech/digital health/healthcare IT (15%), data and analytics (14%) and cloud computing (14%) will be the three most disruptive technologies over the next three years. Chinese tech leaders predict artificial intelligence/cognitive computing (15%) will be the most disruptive technology impacting the global business-to-consumer (B2C) marketplace.
- The three most disruptive technologies predicted to drive business transformation in enterprises over the next three years in the U.S. include cloud computing (13%), data and analytics (13%), and cyber security (10%). Japanese tech leaders predict artificial intelligence/cognitive computing will have the greatest effect (23%), and 14% of Chinese tech leaders predict the Internet of Things/M2M (14%) will have the greatest impact on business transformation in their country. The following table compares global tech leader’s predictions of which technologies will disrupt enterprises the most and drive business transformation over the next three years.
- Improving business efficiencies/higher productivity, and faster innovation cycles (both 20%) are top benefits tech leaders globally are pursuing with IoT strategies. The point was made on the webinar that in Asia, consumers are driving greater adoption of IoT-based devices to a richer contextual customer experience. Greatest challenges globally to adopting IoT is technology complexity (22%), lack of experience in the new technology or business model (16%), and both displacement of the existing tech roadmap and security (both 13%).
- Analytics are most often adopted to gain faster innovation cycles (25%), improved business efficiencies and higher productivity (17%) and more effective R&D (13%). The greatest challenges are technology complexity (20%) and lack of experience in the new technology or business model (19%),
- Tech leaders predict the greatest potential revenue growth for IoT in the next three years is in consumer and retail markets (22%). IoT/M2M is also expected to see significant revenue growth in technology industries (13%), aerospace and defense (10%), and education (9%). The following graphic compares tech leader’s predictions of the industries with the greatest potential revenue growth (or monetization potential) in the next three years.
Tech Innovation Global Webcast presenting the findings of KPMG’s 2015 Global Technology Innovation Survey
KPMG Survey: Top Disruptive Consumer Tech – AI In China, Healthtech In U.S., 3-D Printing In EMEA
- Channel sales and inside sales strategies delivered the highest revenue growth rates in 2014.
- Companies in the $5M – $7.5M range achieved 70% revenue growth in 2014, surpassing the median 36% growth rate last year.
These and many other insights are from the 2015 Pacific Crest SaaS Survey published by David Skok of Matrix Partners in collaboration with Pacific Crest Securities. You can download a free copy of Part I of the study here (PDF, opt-in, 72 pp). 305 SaaS companies were interviewed, 31% from international locations and 69% from North America. David Skok and Pacific Crest Securities will publish Part 2 of the results in the near future. SaaS Metrics 2.0 – Detailed Definitions provides a useful reference for many of the SaaS metrics mentioned in the study.
This year’s survey attracted an eclectic base of respondents, with median revenues of $4M a year, with 133 companies reporting less than $5M, and 57 over $25M. Annual Contract Value (ACV) across all respondents is $21K, with 17% of respondents reporting ACVs over $100K. Please see pages 3 & 4 of the study for a description of the methodology. Key take-aways from the study include the following:
- SaaS GAAP revenue growth is accelerating in 2014 and is projected to increase further in 2015 from 44% to 46%. Median revenue growth in 2014 for all survey respondents was 44%, with the aggregate projected growth for 2015 reaching 46%. When SaaS companies with less than $2.5M in revenues are excluded, median GAAP growth was 35% in 2014 and is expected to reach that same level in 2015.
- SaaS companies with mixed customer strategies are growing at 57% a year. Excluding respondent companies with less than $2.5M in revenues, a mixed customer strategy dominates all others. Concentrating on enterprises and small & medium businesses (SMBs) both drove 33% revenue growth of respondent companies this year.
- 40% of SaaS companies are using Amazon Web Services (AWS) to deliver their apps today. AWS is projected to increase to 44% three years from now, with Microsoft Azure increasing from 3% today to 6% in 3 years.
- 41% of all SaaS companies surveyed rely primarily on field sales. Factoring out the companies with less than $2.5M in revenue, field sales accounts for 32%.
- Field sales dominates as the most effective sales strategy when median deal sizes are $50K or more. In contrast, inside sales dominates $5K to $15K deal sizes, and the Internet dominates deal sizes less than $1K. The following graphic provides insights into the primary mode of sales by median initial contract size.
- 16% of new Average Contract Value (ACV) sales is from upsells, with the largest companies being the most effective at this selling strategy. One of the strongest catalysts of a SaaS companies’ growth is the ability to upsell customers to a higher ACV, generating significantly greater gross margin in the process. SaaS companies with revenues between $40M to $75M increase their ACV by 32% using upsells. Larger SaaS companies with over $75M in sales generate 28% additional ACV with upsell strategies.
- The highest growth SaaS companies are relying on upsells to fuel higher ACV. There is a significant difference between the highest and lowest growth SaaS companies when it comes to upsell expertise and execution. The following graphic provides an overview by 2014 GAAP revenue category of percent of ACV attributable to upsells.
- 60% are driving revenues with “Try Before You Buy” strategies, with 30% generating the majority of their revenues using this approach. On contrast, only 30% of companies generate revenues and ACV from freemium.