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Solving the Cloud Conundrum for Mid-Market | Denave

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Solving the Cloud Conundrum for Mid-Market | Denave

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  1. SOLVING THE CLOUD CONUNDRUM FOR MID-MARKET

  2. UNDERSTANDING THE INDUSTRY Industrial landscape is vast and not to miss, extremely diverse. With multiple attempts by many business gurus and visionaries, the market segmentation has gone through several iterations in the course of history. And the result – some clear-cut and some ambiguous traits chalked out to bifurcate the industry for the ease of understanding and addressal. Going by the broadest segregation matrix, let’s take the SMB (Small & Medium Businesses), Mid-Market and Large Enterprise split. Defined by revenue, resource pool and number of employees, this classification is by far the easiest one to comprehend. ©Denave2018

  3. THE ‘SWEET’ & ‘NOT-SO-SWEET’ MID-SPOT While the SMBs enjoy the flexibility, absence of any legacy load and openness to experimentation, the large enterprises bask in the rich cash pools and resource abundance for growing their businesses. The seemingly safe mid-spot, that is the mid-market, embraces the threats and the opportunities of both its succeeding and preceding industrial sectors. Mid-market firms can also be likened to the industry equaliser or the balancing bridge between two extremely different business worlds – small and large. And while the competition is getting stiffer with the responsibility to guard both the ends increasing, the future seems quite bright for the mid-high flyer. ©Denave2018

  4. RAGING TO GO UP! Mid-market company leaders are planning for higher revenues, creating more full-time jobs and racing to embrace disruptive technologies like AI. China, India and Russia are becoming increasingly dominant voices on the global mid-market stage. Mid-market industry sectors of technology, media and industrial products will see highest level of AI adoption by 2020. – EY Growth Barometer 20181 Mid-market drove maximum volume of M&A activity in 2017 and the robust trajectory trend is expected to continue with scale-up of mid-market players across the globe. – KPMG M&A Predictor: Global Overview 2 ©Denave2018

  5. STATISTICS THAT AFFIRM THE WORDS As per a global survey, 90% of mid-market players see economic volatility across the globe as opportunity for them in disguise. 3 Bullish on revenue targets, almost 90% mid-market companies globally are expecting a growth of 6% or more in the next year and many are predicting a double-digit increase. 1 Nearly a quarter of global mid-market players plan to enter a new geographical market, while a fifth are planning to expand into adjacent business activities. 3 73% mid-market players are either already adopting AI or plan to adopt in the near term (two years). 1 Despite digitisation leading to some negative disruption in the job market, 39% mid-market firms are increasing their workforce with full time hires (12% up compared to 2017). 1 ©Denave2018

  6. FLUTTERING TO FLY HIGH Like a caterpillar cocoon struggling its way out to become a beautiful butterfly, the toiling is quite real for mid-market companies as well. This ambitious dreamer plus doer segment of the industry faces both, the challenges as well as the spring board potential from both the ends – SMBs and large enterprises, on fronts like resources, technology, cash flow, creativity etc. Consistent efforts to sustain their spot and becoming further competitive is the choice the sector prefers to go by. ©Denave2018

  7. WHAT DO THEY SAY? A quick look at some of the sentiments around mid-market growth. “Agility is advantageous and technology, especially cloud migration helps the case.” “Embracing digital transformation is both an opportunity and a necessity.” “Elimination of hierarchical models is needed to fit in the race of 4th industrial revolution.” “Not just profitability but survival depends upon the pace of reduction in operation and IT costs.” “Ability to innovate and innovate faster will be a differentiator.” “Can’t sustain for long without scaling up across the globe.” “Specialist skills, not just in finance domain but in technology (AI, Analytics, ML), is extremely critical in view of the current mismatch between talent demand and supply.” “Anything and everything need to be done to maintain profitable growth in times characterised by changing market dynamics and customer demands.” ©Denave2018

  8. IS IT THE CLOUD MOMENT? Conjoining the current market status, future predictions, customer expectations, rising competition, blurring market segmentation and several similar factors – migration to cloud seems like an obvious answer to the question of mid-market progression. It may seem like an industry buzz but behold, dismissing it as one will be a sure-shot pull- back for any mid-market firm. The key lies in understanding the benefits, mapping them with the requirements and skilfully making the transition while closing it with a proper review and assessment to address any loopholes. TRANSFORMATION IS THE NEED OF THE HOUR AND MIGRATION TO CLOUD IS ONE CRITICAL STEP FOR MID-MARKET TO CATCH THE TREND. ©Denave2018

  9. THE BENEFIT BRIGADE A few of the umpteen benefits which cloud movement can bring to the mid-market firms: Levels the playing field in the aggressively competitive world  Lessens the investment in expensive data centers or highly skilled IT resources  Quicker turn-around and creative approach becomes plausible with shared resources and self-service capabilities  Provision of right-sizing the resources as per the demand owing to agile scalability  Transition from legacy data centers reduces the complexity and provides pay-as-you-use model  Subsequent operational cost reduction owing to aggressive licensing models  Opportunity to seize new market opportunities and diversify into newer zones with heightened scalability  Provision of disaster avoidance/ business continuity (DA/BC) functions to assist in the time of need  ©Denave2018

  10. ANSWERING THE CLOUD CALL With so many benefits attached (plus the risks associated with non- action), catching the cloud wagon is the certain way for mid-market companies to drive innovation and improve their competitive positioning. Let’s see what next you ought to do… Identify the starting point Have realistic expectations & consider the resources, workload nature, probable scale-up or scale-down possibility to chose from public, private or hybrid model.  Tip: In decision-making, go beyond the CIO & involve the teams – be it marketing, innovation etc. after all, you never know where the big-ticket idea will come from. Go gradual Focus on achieving cloud readiness first instead of rushing and allow optimal time to yourself to test the viability and smooth transition.  Don’t lift and shift Customise the transition as per the job lifecycle and if the nature of business is dynamic and seasonal, like e-commerce, opt for environment offering transaction-based scale up.  ©Denave2018

  11. AND THE TOUGH PART Let’s face it, even if you’re convinced that migration onto cloud is the best deal for you, the transition is not going to be an easy feat! But don’t let that deter you, because, there are ways to ease up the complexities. Let’s begin by understanding all the probable challenges you may encounter – right from the moment you decide to take the plunge. Licensing complexities - Analysing the concurrent licensing models, mapping old ones to the new structure, usage monitoring etc.  Getting precise requirements from all the user accounts  Understanding the allocation of software across instances of the cloud  Ensuring a fair pay-out since a virtualized environment will span multiple machines  Understanding the upgrade paths for the future packages and being prepared.  ©Denave2018

  12. BREAKING THE BAD The good news is, despite such complex sounding challenges, you can still have an easy way out and enjoy the benefits of cloud. The key is to find a trusted cloud partner as well as a sales enablement player who can help with the transition, mitigating the risks associated with stepping into the new territory. The latter, in fact, can help you with the selection of a cloud partner as well, mapping the provisions to your precise needs. Right from migration, scale-up to cost management – sales enablement partners these days are all up for simplifying the transition and cloud on-boarding process as much as possible for not just SMBs and large enterprises but also for mid-market firms. The mid-spot is where lies the maximum potential after all. ©Denave2018

  13. BENEFITS ARE PLENTY! With the right enablement partner selection, you get a bunch of benefits: A stable shift in terms of computing paradigms  Simplified language of license agreements which otherwise holds the key to a host of confusion  An assured licensing matrix instead of a volatile one in cases pertaining to developments such as M&A etc.  Adherence to industry-standards  Management of uncapped usage and compliance issues  Customised budget management  Ultimately, it all boils down to the requirement of comprehensive planning & coordination in terms of the changing the processes, technology, data, talent pool, security, support, etc. With these initial pre-preps in place with the help of enablement partners, the transition journey today has been made more seamless than it was ever before. ©Denave2018

  14. YOU’RE NOT ALONE The world is moving to cloud and so are you, to avoid stagnation and ultimately, dismissal. Not just that, it’s the same road which allows off- roading to the land of innovation and quick scale-up – few elements you can’t thrive without. As per a mid-market study4 • 25% of IT budgets are allocated towards cloud computing 72% of businesses are already using some cloud applications 90% of mid-market leaders believe that cloud is their future • • Becoming a mandatory norm or necessity these days, these figures shouldn’t astound you as the market is picking up pace with every passing day, when it comes to adopting and leveraging cloud services. ©Denave2018

  15. LEADERS SPEAK! Can an SMB or an enterprise not take advantage of this cloud opportunity - sure they can, but the sweet spot is mid-market now. Without the resource crunch of an SMB or the operational complexity of an enterprise, a mid-market organisation with enough creative fire power has the best potential to scale in today's technology leveraged market. SNEHASHISH BHATTACHARJEE Global CEO & Co-Founder, Denave Mid-market players are at cusp of exponential growth. Their choices in the space of technology adoption, especially cloud migration, for managing the rising complexity, as well as optimizing their expenditure - are going to be the game changers for the future. MONNEY BHATIA Global Head – Transition & Quality, Denave ©Denave2018

  16. Cloud migration is no more an option but a need for mid- market to sustain itself amidst the growing competition. MID-MARKET MOVEMENT TO CLOUD IT’S NOT THE FUTURE…IT’S THE PRESENT! ©Denave2018

  17. For more sales insights, visit www.denave.com/resources ©Denave2018

  18. Sources https://betterworkingworld.ey.com/growth/growth- barometer-2018 https://home.kpmg.com/xx/en/home/insights/2018/04/m- and-a-predictor-global-overview.html https://www.ey.com/gl/en/issues/governance-and- reporting/center-for-board-matters/ey-what-mid-market- boards-need-to-benchmark-growth https://www.swc.com/cloud-first-strategies-mid-market ©Denave2018

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