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Mirantis V5

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Transcript of Mirantis V5

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

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

“You must unlearn what you have learned.”

WE WON THE BATTLE
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. ”

Completed Overhaul of the Sales Process

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


Launched “Deal Clinic” process
Launched & managed “Spin-the-dial” CXO outreach program

“You will find only what you bring in.”
The Future…
Eliminate the Dark Side
and restore order to Light
Eliminate the Dark Side
and restore order to Light
Overall,its an important year for For 2016, it's time to take a giant leap forward and aggressively start to scale in order to be in a position to IPO by end of 2017
“Do. Or do not. There is no try.”

1. Committed Board of Directors
2. Completed, experienced Leadership team
3. Provocative Market position
5. Provocative Market position
4. Product that can win
Winners compare their achievements with their goals, while losers compare their achievements with those of other people.


Those who are afraid to fail may not deserve to succeed.

When the truly great people discover that they have been deceived by the signposts along the road of life, they just shift gears and keep going.

Dr. NiYoda – The Ultimate Jedi
President of High Point University

Chairman of the Board of Great Harvest Bread Company

Member of Board of Directors for BB&T Bank, La-Z-Boy

Furniture and Dots Stores

Author of several books, including Stairway to Success, How To Be a Great Communicator and How To Get Anything You Want

Recipient of Cavett Award & Ellis Island Medal of Honor

Member of Speaker Hall of Fame, Speakers Roundtable, Past President of National Speakers Association & Certified Speaking Professional

The Biography Channel televised his Emmy-nominated life story titled “A Life of Success and Significance.”


” Hmm. In the end, cowards are those who follow the dark side.”

THE FORCE AWAKENS
EPISODE VII
BIG CLOUD
Quarter Subscriptions Services Training Total $ # Opptys Avg $/Oppty
Q1
$3,256,893 $ 2,907,322 $ -
$ 6,164,215
5 $ 1,232,843
Q2
$1,103,967 $ 9,691,166 $ 46,000
$ 10,841,133

Q3
$ - $ 3,355,037 $ -
$ 3,355,037

3 $ 1,118,346
Q4
$2,789,949 $ 13,545,464
$ 216,290
6 $ 1,806,855
$ 16,551,703 11 $ 1,504,700
$7,150,808 $ 29,498,990
Grand Total
$ 262,290
$ 36,912,088
25
$ 1,476,484
Q4 Big Cloud business showed significant growth from Q1 in both Subs & Services

CSP
Quarter Subscriptions Services Training Total $ # Opptys Avg $/Oppty
Q1
$ 546,644
Q2
$ 292,877
Q3


$ 1,120,993
Q4
$ 1,490,246
$ 19,432
7
Grand Total
$ 612,927
$ 31,950
$ 1,191,521
15
$ 79,435
$ 119,800
$ 95,347
$ 508,024
$ 72,575
18
$ 1,080,500
$ 8,000
$ 2,209,493
$ 122,750
$ 2,125,775
$ 3,635,453
32

$ 113,608
$ 3,450,761
$ 3,939,002
$ 154,729
$ 7,544,492
72
$ 104,785
Q4 CSP business ultimately drives Big Cloud growth. We performed extremely well on all aspects in 2015

SMALL
Quarter Subscriptions Services Training Total $ # Opptys Avg $/Oppty
Q1
$ 338,958
Q2
$ 285,207
Q3


$ 252,588
Q4
$ 204,245
$ -
22
Grand Total
$ 224,000
$ 4,590
$ 567,548
29
$ 19,571
$ 231,852
$ -
$ 517,059
$ 23,503
19
$ 208,859
$ 12,583
$ 474,031
$ 24,949
$ 306,900
$ 511,145
20
$ 25,557
$ 1,080,998
$ 971,611
$ 17,173
$ 2,069,782
90
$ 22,998
Small deals are very consistent = Predictability


TRAINING ONLY
Quarter Subscriptions Services Training Total $ # Opptys Avg $/Oppty
Q1
$ -
Q2

Q3

Q4

$ 1,370,225
19
Grand Total
$ 445,356
19
$ 23,440
$ 515,460
$ 27,129
18
$ 484,144
$ 24,949
37
$ 37,033
$ -
$ 2,815,184
93
$ 30,271
$ -
$ -
$ -
$ -
$ -
$ -
$ -
$ -
$ 1,370,225
$ 445,356
$ 515,460
$ 484,144
$ 2,815,184
Training consistent and a blowout Q4

TOTALS
Quarter Subscriptions Services Training Total $ # Opptys Avg $/Oppty
Q1
$ 4,142,495
Q2

Q3

Q4

$ 1,605,947
54
Grand Total
$ 481,896
68
$ 123,068
$ 656,807
$ 229,290
58
$ 504,727
$ 112,460
100
$ 220,685
$ 11,682,566
$ 3,249,377
280
$ 176,220
$ 1,682,051
$ 1,373,581
$ 4,484,440
$ 34,409,603
$ 4,644,396
$ 15,978,139
$ 3,744,249
$ 10,042,818
$ 22,068,526
$ 8,368,640
$ 12,381,676
$ 6,522,704
$ 49,341,546
WE'VE COME A LONG WAY BABY!
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