How to speed your business up and stay ahead

NetAppfinalblogWe’ve all heard the stories of a severe IT problem bringing disorder to a business’ operations. From banks being unable to process payments, to airlines grounding flights worldwide, these business headaches, which damage a company’s bottom line and reputation, share the same culprit – inefficient legacy applications.

But the solution isn’t as easy as bringing in a replacement. Those outdated core applications have remained in use due to the risks and costs of replacing them being far too high. Then there’s the time investment required, which can range from system testing to large-scale retraining programmes for users and staff.

To cut out the risk of any type of meltdown, the focus must be shifted to achieving better performance though enhancing existing infrastructure.

Accelerating business performance

One of the largest providers of real estate property information in Australia and New Zealand continuously collects and manages data and imagery, including maps and high-resolution images, from more than 130 feeds. Every day, the company takes in large volumes of data to feed a database of more than 500 million property decision points.

This immense amount of data was affecting the delivery of time-sensitive information and consequently, the customer experience. They realised that by speeding up their existing business critical applications they could cut down delivery times considerably.

Now, both database transfer times and report processing times have dropped approximately 70%. Reports that once took 12 hours to run now take only 3.5 hours.

Providing better insights, faster than its competition is at the forefront of this company’s growth strategy and they are on track to achieve this by enhancing their once-inefficient legacy applications.

The solution

Accelerating the performance of your business-critical applications, in a straightforward and cost-effective way, requires an approach centred on providing better overall IT infrastructure performance. This is where flash storage has come into its own and changed the game for businesses, providing response times up to 20-times faster than traditional hard disk storage.

With NetApp’s All Flash FAS the ability to breathe new life into your legacy applications at a fraction of the cost comes from the clever Data ONTAP operating system with FlashEssentials.

By optimising the reading path, incredibly low latency is achieved. That, combined with a highly-parallelised processing architecture, also produces greater throughput, acting like a turbocharger to your applications for a much-needed business boost.

Fujitsu provides professionally-delivered, comprehensive support for critical NetApp infrastructure that is unmatched across Australia and New Zealand. Our consulting expertise helps you take full advantage of all of the product features and benefits necessary for your environment. With our assistance, not only does your NetApp infrastructure run smoothly, it’s optimised for performance.

Click here to download our infographic on how NetApp® All Flash FAS is helping businesses thrive in today’s business world.

Why Leading Companies are Going Agile

AgileBeing faster, more efficient and better equipped for the demands of business today is a philosophy that isn’t just confined to the standard arms of an organisation. It should also extend to your software development.

It’s been touted for years that agile is the go and waterfall is out, but many companies are still yet to embrace the benefits of moving to the agile side. For those enterprises, the risk of falling behind in getting products and services to market is significantly increased.

On the surface it’s easy to see why the waterfall approach is still implemented. It involves detailed plans and schedules being created before any code is written, which sounds like the logical way to plan out a project, following the adage of the five P’s – perfect planning prevents poor performance.

But the difference with software development is that it can’t be treated like your run-of-the-mill business project. It is particularly susceptible to changes because you often don’t know exactly what you want until you see it, so there is always an element of refinement and trial and error that will happen.

Agile development processes, however, embrace this constant flux and accommodate the certain change by focusing on short term plans. Like the waterfall approach, the requirements for a project are defined before the code is written and then tested, but this is done in small iterations, many times. Progress isn’t measured by how much you’ve stuck to the original outline but rather how much usable software has been created after each iteration. With development teams able to continuously align the delivered software with desired business needs, no matter the changing requirements, the risk of a project failing is drastically reduced.

Increasing Speed and Quality

One of the leading banks in northern Europe wanted to deliver new services faster so opted to implement agile development methods.

Targeted acquisitions are central to the bank’s growth strategy but their principle surrounding this was built on the idea of “one group, one system” – a method that was extremely time consuming.

In an industry that is moving and transforming at rapid speed, it became crucial for the organisation to match the changes in the market to avoid being left behind.

With agile development they saw a strong increase in the efficiency of their IT development, reducing the time to market of their services from 14 months to an average of nine months.

The quality of these services was also improved because of the testing and changes made after each iteration.

Teams are seeing the results of their work faster thanks to the short planning and development timeframes, and this is boosting employee satisfaction.

Perhaps most importantly, the business units experience closer cooperation with the IT department, meaning there is a higher degree of certainty that the right developments are taking place.

Delivering Results

This focus on utilising agile processes to speed up time to market is a common benefit organisations are seeing after going agile. A survey by VersionOne revealed that 66% of businesses say agile increases their velocity and helps them complete projects faster.

More streamlined processes ultimately help reduce development and maintenance costs and increase business value. According to a study conducted by Actuation Consulting, 86.9 percent of agile users attribute increased profits to the adoption of agile.

To fully empower your business with the benefits of agile development you have to implement a framework that will support the speed of agile, and that framework should be built on flash storage.

NetApp®’s All Flash FAS enables optimised agile development, making it easier to bring near real-time data into the development cycle and get your applications to market faster.

With All Flash FAS you can create zero-space, near-instantaneous clones of copies of anything from a single dataset to entire end-to-end environments. The reduced storage capacity requirement for these environments takes the significant infrastructure cost out of the equation and when new data is created in these zero-space development/test environments, NetApp de-duplication automatically ensures the underlying storage remains very space efficient over time.

By automating the process of constructing new end-to-end environments or refreshing existing environments, the labour effort for provisioning and maintenance is reduced as well as the time the whole process takes.

The end result is being able to test apps in real time with real data and quickly delivering applications to your users that are faster and more responsive to your business.

Fujitsu is a Platinum Partner of NetApp across Australasia, providing professionally-delivered, comprehensive support for critical NetApp® infrastructure. Our consulting expertise helps you take full advantage of all of the product features and benefits necessary for your environment. With our assistance, not only does your NetApp infrastructure run smoothly, it’s optimised for performance.

Click here to download our infographic on how NetApp® All Flash FAS is helping businesses thrive in the new business world.

The Real-Time Revolution


We already know about Big Data and its ramifications for enabling better business decision making, but what’s really becoming a business game changer is the importance of Fast Data.

This is the emphasis on being able to process information as it comes in – in real time – so enterprises can be aware and take action immediately.

Accelerating operations in real time

One renowned German automaker has a firm focus on producing vehicles capable of reaching impressive speeds, but that philosophy didn’t always translate over to its operations.

The engines constructed by the marque are central to their high-performance reputation but in the past the way in which these were being tested was holding back efficiency, productivity and further development.

The company realised that being able to monitor the testing data in real-time could significantly speed up the process as real-time engine data could be instantly correlated with historical test data to recognise an issue as soon as it arises.

Now that the engine data is available immediately there is no need to wait for an hour-long test to be finished before analysing it and engineers can halt a test at any step in the procedure the minute it exhibits unusual behaviour. That’s led to more engine testing capacity each week, enabling engineers to focus on further refinement of the company’s high-performance engines.

Respond or relapse

This importance on being able to monitor and respond to business opportunities as they happen is quickly becoming the norm for high-performing organisations worldwide. A study of global companies by The Hackett Group found that 70 percent of leading firms had access to financial, customer, and supplier information in near real time or within one day.

Being able to respond in real time, however, requires systems capable of working at break-neck speeds and that’s a capability you can take advantage of with NetApp® All Flash FAS. This flash storage solution delivers low latency and enables your systems to operate up to 20-times faster than disk storage. That can mean the difference between taking action on the spot and winning business, or losing out to your competitors.

Fujitsu New Zealand is the premier NetApp System Services Certified Partner (SSCP) in NZ, providing professionally-delivered, comprehensive support for critical NetApp® infrastructure. Our consulting expertise helps you take full advantage of all of the product features and benefits necessary for your environment. With our assistance, not only does your NetApp infrastructure run smoothly, it’s optimised for performance.

Click here to download our ebook on how All Flash FAS can transform your enterprise

Why flash is the future of business.



How companies operate, make decisions and serve customers is quickly moving towards a model where speed is an essential element to getting an edge on competitors. This focus on being faster, alongside the rise of big data and the cloud, is making storage a crucial factor in accelerating business.

The operations vital to keeping your enterprise humming are becoming more and more demanding, thanks to the huge growth in data and the increasing usage of this data for applications and business intelligence. That increased demand is putting more pressure on databases to perform.

When it comes to achieving better performance, forget about completely replacing or rebuilding existing systems because these options are expensive and difficult to undertake. The solution lies in smarter usage and adding to existing infrastructure: enter flash storage.

For years disk storage has been the norm for companies but now flash has been significantly enhanced to cope with the pressures of enterprise systems. Compression and deduplication features have made the cost of flash much more competitive and flash storage systems now boast failure rates below those for disk storage.

When flash is enterprise grade, it can reach its full potential, providing lower latency and higher density than traditional hard disk storage solutions, which means you’ll not only get higher speeds, you’ll also fit more capacity into a smaller footprint and save on costs. Storage options like NetApp® All Flash FAS enable you to run database applications up to 20-times faster than disk storage and accelerate the speed of your business for better overall business results.

With NetApp® All Flash FAS you can:

  • Respond to business opportunities in real time
  • Get those inefficient applications running like new again
  • Harness the power of agile development

Fujitsu New Zealand is the premier NetApp System Services Certified Partner (SSCP) in NZ, providing professionally-delivered, comprehensive support for critical NetApp® infrastructure. Our consulting expertise helps you take full advantage of all of the product features and benefits necessary for your environment. With our assistance, not only does your NetApp infrastructure run smoothly, it’s optimised for performance.

Click here to download our eBook on how NetApp® All Flash FAS can transform your enterprise.

Profiling our SELECT Partners: PowerNET

Daniel Williams

‘Coach and skipper’ leads PowerNET helm: Williams Helps forge new ties with Fujitsu

This is the first of a series of articles we will publish profiling our successful channel partners. For the first profile we are covering our SELECT Partner PowerNET. This article is reproduced from the Fujitsu Channel Newsletter from an interview with PowerNET Director Daniel Williams.


PowerNET first signed with Fujitsu in 2014 and quickly became Fujitsu’s largest SELECT Expert Partner. This partnership has allowed both Fujitsu and PowerNET to grow rapidly and  to build a strong foundation where we are able to work together to improve and evolve.

As a teenager, he was the go-to-kid for computer support, guidance and inspiration to friends, family and neighbours – a trend that continues today in the professional life of PowerNET director Daniel Williams.
Williams fondly remembers his early days.  “Being a child of the ‘80s where computers were the in-thing I begged my parents to get me one; I used to love going to the neighbour’s place to play with their personal computer,” Williams said, explaining how his father’s fascination with pulling apart chainsaws and lawnmowers also sparked his interest in tinkering with technology.

“With my father’s knowledge as a small motors and diesel mechanic, as a kid I used to always watch him pull apart motors and put them back together. I transferred the interest in my father into pulling apart computers and became, as a teenager, the neighbourhood go-to if your computer wasn’t working.”
Certainly, big things have come from the Moonee Ponds suburban go-to-kid. Over the past decade, Williams has risen to the top of the PowerNET corporate ladder at the tender age of 33 thanks to his constant hard work and dogged determination. He has worn many hats including technical manager, national business development manager, general manager, head of service delivery and director.

Founded in 1994, PowerNET IT Solutions has grown from four employees in 2004 to 50 today. With offices in Melbourne, Sydney, Brisbane and Auckland, it offers a range of solutions and services from security and monitoring, mobility, internet and communications, server and networks, hosting, Cloud, as well as business intelligence for consulting, delivering projects and strategy development.

Over the years, Williams has helped clinch customers across many verticals including health, retail, real estate and transport from Swisse Wellness to Barry Plant Real Estate to Peter Sheppard Footwear to Ventura Bus Lines – and he takes pride in the fact the company still maintains a relationship with its very first client, Frankston Anaesthetic Services.

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What do Helsinki and Stockholm have in common with Melbourne?

Fujitsu World Tour 2015 Helsinki

Fujitsu World Tour 2015 Helsinki

Fujitsu World Tour 2015 Stockholm
Fujitsu World Tour 2015 Stockholm







What DO they have in common?

They are all stops on this year’s Fujitsu World Tour.  With only two weeks to go before the Melbourne event, we would like to share with you some footage from the events held so far. The Fujitsu World Tour 2015 started in Helsinki, Finland and then moved on to Stockholm, Sweden.

As you can see from the videos, we are setting up for a feature-packed program including international thought leaders, innovative technology delivering one of the region’s most comprehensive technology exhibitions.

The theme of this year’s event is Human Centric Innovation, which focuses on how technology can impact the way we live and work in an increasingly hyperconnected world.

If you are in any way responsible for contributing to your organisation’s ICT strategy, this conference will provide some valuable insight into what to expect over the next few years.  Our international thought leaders will present their insights on topics such as The Internet of Things and also give you a glimpse into The Future of ICT.

So if you are interested in finding out how ICT will impact the way we live and work, register now as there are limited places available for this exciting event.

Thought leadership, Innovation and the Internet of Things feature at Fujitsu World Tour 2015 in Melbourne


With Fujitsu World Tour 2015 only a month away, we are excited that our program is shaping up to be one of the most informative we will see in this part of the world this year.

Here’s a taste of what you can expect this year:

Thought leadership
If keeping up with your peers, or ahead of your competitors is a priority for you, you won’t be disappointed in the selection of thought leaders we have assembled for you this year in Melbourne.

  • Dr. Joseph Reger – Fujitsu’s Chief Technology Officer (CTO) for the European region will deliver our Keynote focussed on ‘Human Centric Innovation’. This is all about developing and designing technology and solutions with the human being as the central focus. A renowned industry expert and visionary, Dr Reger is recognised for his ability to understand and predict the IT trends that will most impact the future of business.
  • Dr. Alex Bazin – Fujitsu’s Global Head of Market and Technology Services will deliver a keynote focussed on the the Internet of Things and how growing digitalisation will have an impact on our day-to-day lives. In this role, he leads a global team of technology and market specialists who support the globalisation of Fujitsu intellectual property and promote Fujitsu’s position as a business and social innovator.
  • David Gentle – Fujitsu’s resident futurist will provide a look into the future of ICT. As Global Director of Foresight and Planning for Fujitsu, David helps to shape the development of Fujtisu’s portfolio to ensure it aligns with the demands and possibilities of the future market. David is also the author of a best-selling book and editor of Fujitsu’s Technology Perspectives thought leadership platform.

International examples of best practice
Fujitsu World Tour is an international event and we will be bringing you insights and examples of best practice from around the world.

  • Stephanie Kirkland – Director General of Citizenship and Immigration Canada will be presenting a case study on how the use of biometrics greatly improved real-time data exchange between government bodies to reduce costs and streamline the processing of Canadian visa applications for foreign nationals. This is a great example of technology solving a real-world problem.

The latest innovations from our labs
Fujitsu World Tour is all about Human Centric Innovation and we have assembled some great examples of innovative technologies that you can see in real life. Some of the unique technology innovations we will be demonstrating include:

  •  FEELythm – A wearable sensor to promote safer driving. Human Centric Innovation in action to promote overall safer driving practices. This technology detects when a driver is drowsy and notifies on-board devices and fleet management systems.
  • LED light technology – improves the ‘connectedness’ of everyday objects Embeds identification data in light cast by LEDs onto an object so that data about the object can be captured by a smart phone or other smart device.
  • The haptic tablet – allows you to feel objects as well as see them. Uses ultrasonic vibration to convey texture, so you can actually feel the scales of a crocodile on screen and it feels rough to touch. Coming back this year after rave reviews last year.
  • PalmSecure – a unique biometric identification system that authenticates users based on palm vein pattern recognition. This is being used in a number of authentication applications – thousands of bank ATMs in Brazil included.

Technology showcase
We will feature one of the region’s most comprehensive technology exhibitions, with technology from Fujitsu and our partners. Experts will be on hand to discuss how technology can be applied to meet your unique business needs.

If you are in any way involved in setting the technology direction for your organisation, you can’t afford to miss this valuable business event. For more about the event, visit the Fujitsu World Tour 2015 website, where you will find the latest agenda, speakers and registration details.

Fujitsu World Tour 2015 is coming to Melbourne!


Fujitsu today announces the 2015 Fujitsu World Tour international roadshow under the theme ‘Human Centric Innovation’ is coming to Melbourne on Thursday 28 May. With 10,000 expected visitors in 19 locations, Fujitsu World Tour is one of the largest world-wide ICT roadshows where Fujitsu demonstrates how businesses can continue to find innovative ways to leverage ICT in a world where the way we live and work is continually changing.

Fujitsu has assembled an extensive line-up of international and regional speakers to deliver thought-provoking keynotes and strategic perspectives into technology innovation. The compelling and content-rich program will provide insight into some of the hottest topics in the industry. Dr Joseph Reger, Chief Technology Officer, Global Delivery will present a keynote about driving innovation in how we work and live; Dr Alex Bazin, Head of Market and Technology Services at Fujitsu will provide an insight into emerging technologies and the Internet of Things; and David Gentle, Fujitsu’s Director of Foresight and Planning will provide a glimpse of what we can expect in the future of ICT.

Other topics to be delivered by leading technology vendors including Symantec, Intel, Citrix, Microsoft and Rocket Software include ‘Strategies to control risk while driving growth’, ‘Reshaping Enterprise Mobility’, ‘Modernisation Made Easy’ and ‘Technologies to Transform Business IT’. Local and international customers will also share their experiences in implementing innovative solutions with best practice ICT.

As part of the World Tour, Fujitsu will host one of the region’s most comprehensive technology exhibitions, with a look into its latest innovations in research and development. There will also be numerous opportunities throughout the day to network with other ICT and business leaders.

Mike Foster, Chief Executive Officer of Fujitsu Australia and New Zealand, said: “As a result of the positive feedback we received from our customers and the industry from last year’s event in Sydney, we have secured our place on this year’s program. As it is part of a multi-city event, the World Tour is an excellent opportunity to share Fujitsu’s global thought leadership and innovation with our customers and partners in this region. This snapshot into the future is a powerful and exciting opportunity for ICT strategists to get ahead of the cycle.”

To find out more information about this event please visit the Fujitsu World Tour 2015 website.



Five reasons to host SAP in the Cloud with Fujitsu


Following excellent feedback received from our customers in Europe and Asia, we have now officially launched Fujitsu Cloud for SAP in Australia.  Here are five great reasons for hosting your SAP production workloads in the Fujitsu Cloud:

  1. Reduce the complexity of running a SAP-based business. Fujitsu Cloud for SAP provides a unified platform for running both classic SAP workloads as well as SAP HANA.  As all future SAP applications will be based on SAP HANA, our solution gives you the ability to move to HANA at your own pace.
  2. Avoid expensive capital outlays.  Fujitsu Cloud for SAP addresses the challenge of high infrastructure costs and lowering the entry barriers to adopt HANA in-memory technology.
  3. Purpose-built for SAP. Fujitsu Cloud for SAP is built on Fujitsu’s own IP – Fujitsu FlexFrame Orchestrator, a powerful management solution with built-in ‘smarts’ to dynamically manage and automate the full SAP environment, delivering high availability to 24/7 SLAs and reduced TCO.
  4. Know your data is safe, onshore and secure. Fujitsu Cloud for SAP is hosted on Fujitsu’s Private Cloud Platform in our secure, highly available Australian data centres.
  5. A single point of responsibility. Our platform is 100% Fujitsu owned and managed –  including data centres, managed services, hardware and SAP application support – one partner.

We are excited about Fujitsu Cloud for SAP and we would love to share our excitement with you. Contact us to arrange a time for a chat about how your SAP environment can provide better business value hosted in the Fujitsu Cloud.   For more information revisit the SAP page on the Fujitsu website and download the Fujitsu Cloud for SAP brochure.

To speak to one of our dedicated SAP Consultants call Mark Lipton, one of our dedicated SAP Consultants on 03 9924 3027 or email

Cloud: Where We Are Today

Fujitsu CloudJohn Kaleski reflects on where we have come from, what is important, and where we are heading in the world of cloud.

Four years later and after the first mover cloud announcements it’s time to step back and see where Fujitsu and the industry is at today.

Analysts, suppliers, industry bodies and customers over the last few years have been sharing and learning about the many dimensions of cloud computing. As a result, new markets have been identified each with their own dynamic forces and associated risks. Standards and definitions of the services and functionality supporting these platforms are also becoming more unambiguous..  From a platform perspective, there is a much stronger push ‘up the stack’ however at the base level of IaaS we have many variants including:  Public, Private, Private Hosted Cloud, local, local trusted Cloud, Hybrid Cloud, Clouds enabled by managed services plus emerging personal and community clouds and no doubt many more variations to come.

Consumers understand today that cloud is not always about the lowest price, it’s also about outcomes, functionality, value and risk. Organisations want uninterrupted access to their applications and don’t want to have to worry about the underlying infrastructure.
In cloud there is no such thing as ‘one size fits all’ any more, as there is a Cloud platform to suit almost every business need depending on what the desired outcome is. Speed; high availability, back up, recovery, security, risk management and governance are all important considerations when investigating enterprise cloud platforms. Consequently, different clouds will have different price points to suit the risk profiles and business requirements. Cheapest is not always the best and customers are starting to realise this.

The Paradigm Shift for Software & Hardware Vendors
The tech industry has been forced to change the way its technology is licensed and consumed, architected and solutioned. This is one of the most disruptive periods in our industries history. This is true for suppliers and customers alike, as cloud has fundamentally shifted behaviour and expectations, to the point of no return.
Traditional software and hardware companies are scrambling to change their commercial models to suit the new ‘as-a-service’ purchasing habits of the consumer.

There are many inhibitors to this change. Firstly, traditional ‘on-premise’ revenue streams are cannibalised by the monthly ‘as-a-service’ commercial models that consumers now wish to purchase via. This means that vendors have to change their Sales compensation plans to suit the new way revenue is received. Corporate financial reporting has also changed as a result of the ‘drip feed’ of revenue instead of the lump sum payments received previously. Cloud consumption models also require one of the providers in the delivery value chain to take on risk. Whether it is the Hardware or software provider, the Systems Integrator or the reseller, someone has to take the responsibility of ’build it and they will come’. The participants in the Cloud value chain are getting cleverer with respect to how to build their service to be part of this chain but this part of the industry will take time to mature

…The shift to cloud has some hurdles!
Despite the above learnings we are finding organisations are still experiencing angst with respect to their move to the cloud. This is partly related to the complex interplay of hardware, software investments and services, not forgetting the business processes that overlay this. Therefore traditional infrastructure can not be simply  ‘ripped and replaced’ by cloud platforms, (private cloud especially). It requires a degree of organisational change management including change in processes, practices and policies.

The changing role of infrastructure in the cloud decision
One thing is clear, that is IaaS has matured to a point where customers can choose their IaaS platform based on geographical location, security risk profile, level of management, etc, however for the most part, customers are looking to manage their Service Provider through a SLA. Organisations are becoming less concerned about their Cloud providers’ underlying platform (because they don’t care where their data resides) and more about the level of service they are going to receive.

Cloud consumers are looking for a functionally rich platform at a competitive price point. Which is why the Service provider must take advantage of the latest hardware and software innovations that are being brought to market. This will be the key to their differentiation and ability to secure new business in the future. The service provider must be constantly innovating on their Cloud platform offerings by investing in the new technology innovations being brought to market. Some examples of these innovations can be seen in the form of cheaper & faster storage platforms; functionality rich management platforms; dynamic orchestration tools and powerful reporting engines.

Onshore V Offshore data
Cloud data sovereignty is one topic that has had more than its fair share of discussion. When Fujitsu first began its cloud journey several years ago, data sovereignty was one of the first things to address when having a conversation with an organisation about Cloud. Typically enterprise and government organisations would not even enter into a cloud discussion without first establishing where the ‘cloud’ and in particular their data, was located. Fortunately for Fujitsu we were one of the first to run an enterprise cloud platform from Australian data centres – a quality that played a key role in our engagements with financial institutions and Government departments.

For Government organisations this is still a very important consideration, but for commercial organisations, the location of their data is becoming less of an issue. The main point associated with data sovereignty is still related to security of data. This debate is still raging and like every argument, you will never satisfy everyone. The reality is that the more ‘public’ in nature the platform is, typically the less security features it will be able to offer. Conversely the more dedicated the platform, the greater the level of security able to be offered. This increase in security comes with a consequential increase in cost, which the provider usually has to pass onto the end customer somehow.

The next steps…
On their journey to the cloud, organisations desire a hybrid IT environment under management. This means both physical (albeit virtualised) and cloud environments are managed by the same service provider – the best of both worlds, ultimately being able to migrate virtualised workloads to their cloud environment when required & where appropriate.

This raises the interesting question of cloud management platforms and the ability to seamlessly migrate workloads with minimal touch from the cloud provider. The providers that have this functionality in their cloud offerings have positioned themselves well for future revenue growth. Nirvana is being able to build a Hybrid cloud platform geographically close to a target market with all of the functionality listed above.

Typically, once an organisation has made the decision to purchase services from a hybrid cloud platform provider, they are making a decision that was similar to one that was made years ago – typically called a managed infrastructure outsource agreement. These decisions are relatively ‘sticky’ for service providers, as long as customers are receiving value and their SLAs are being met. Like other Managed Services style agreements, this opens the door to a raft of other cloud-related conversations and the incumbent vendor has the upper hand in leading the customer on their journey to the cloud.