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Mirantis V2

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Transcript of Mirantis V2

A long, long time ago, in a Community far, far away…

THE FORCE AWAKENS
EPISODE VII
In the beginning…. Jedi training –
Preparing for battle with the Dark Side

UP LEVEL OUR
PEOPLE
Introduce a Disciplined
Process

Measure Everything through
Technology
Accountability, Predictability, Scalability
Completed Overhaul of the Sales Process


Launched “Deal Clinic” process


Launched & managed “Spin-the-dial” CXO outreach program
Overhauled the price list


Re-engineered the AE-ADR Lead Qualification process

Target Account Segmentation – Phase 1

Validated Subscription Renewal Base – critical activity in support of AOP, SFDC for Services, SteelBrick


Developed robust reporting and data analytics processes to support xstaff, EC and QBR requirements


Re-aligned AE & AVP comp plans


Created & launched Spiff programs that were instrumental to Q4 success


“Train yourself to let go of everything you fear to lose.”

“You must unlearn what you have learned.”

“You will find only what you bring in.”

WE WON THE BATTLE
Quarter Subscriptions Services Training Total $ # Opptys Avg $/Oppty
Q1 $4,142,495 $3,744,249 $481,896 $8,368,640 68 $123,068
Q2 $1,682,051 $10,042,818 $656,807 $12,381,676 54 $229,290
Q3 $1,373,581 $4,644,396 $504,727 $6,522,704 58 $112,460
Q4 $4,484,440 $15,978,139 $1,605,947 $22,068,526 100 $220,685
Grand Total $11,682,566 $34,409,603 $3,249,377 $49,341,546 280 $176,220

Victories from our Jedi Masters

Where we started:

192 nodes, $1.1M/ARR in 2015

Where we finished:

400 nodes and $2.6M/ARR in 2016
Including 5 Work Streams
24x7 Subs Support

Operational Services

Training

Architectural Services

Implementation Support

Where we going

self sufficiency in OpenStack operations
Segregated cloud for compliance

NFV clouds
MOS 7.0 + clouds (800 nodes in 2016, 1250+nodes by 2017)
3 Data Centers (Mumbai, Hamnager, Negpur)
Upgrade once every two version
END STATE
Deliver the scale to handle workloads for an 80 B business - internal and external customers
Implement technological and operational
processess to scale to:

multiple regions

400 nodes per DC and eventually 1000
nodes per DC
Increase Cloud Reach/Scale (2016, 2017)
Q4-16
Q1-17
Q2-17
Q3-17
Q4-17
Where we started:

Where we started: the now infamous email…..


Where we finished:

200 nodes and $1.6M/ACV in 2016
Including 5 Work Streams
Ongoing architecture design effort for roadmap milestones

Deployment Services

Engineering services MVP (Q1, 2016)

Application Services

Ongoing engineering services for onboarding workloads/XaaS

WHERE WE GOING
WHERE WE GOING
Where we started:

“Houston, we have a problem…” with the 90 nodes we sold year ago

Where we finished:

$500k, 490 nodes back dated to Sept 1

Agreement to quarterly usage audits


Q1 potential for $175k in consulting for Ceph & Dev/QA environment

Goal to be t 200 nodes by 12/31/16

Where we started:

Nowhere


Where we finished:

$300k in training in Q4 for 10 classes in Q1.  EMC 2015 Training focus was Microsoft Office.  2016 Training focus is Mirantis OpenStack.

$300k in Q3 for Subs



WHERE WE GOING
Quarterly training orders of similar size = $1.2M in 2016

Projected Subscription expansion in 2016: $1.2M
” Already know you that which you need. ”
Full transcript