Google apps cio peer group presentation

Editor's Notes

• #2: How to use this deck: This deck is intended as the introduction/first call deck for use with customers. Sections: Add some info here on the different sections and how to use them. Talking Points:  Questions for the customer: understand their drivers and situation: What is driving your interest in Google Apps? What are you using for messaging today? For collaboration? What do you want to hear about today? What we will talk about: Challenges we see with technology today Google Apps and the emerging cloud paradigm Our vision for enterprise computing in the future Customer Examples Questions Transition: Let's start with some of the challenges we see with existing Enterprise technologies.
• #5: Key Message: The challenges we face in the workplace are changing. Talking Points: Information is exploding, and dealing with that is very difficult.   Many of our technologies are just automated versions of what we used to do.  We need technology that re-thinks managing information in this new age. The concept of manually filing emails or documents into folders simply does not scale given the volume of information we deal with today. Collaboration is central to what we do.   Most of our technology today was really designed for personal productivity.  One person, one task.  Google started with the assumption of multi-user collaboration. Today, almost all of our work involves collaborating: across functional organizations, with colleagues around the world, and with external partners.  Our tools need to support this. Finally, people have access to the internet everywhere, and they expect to have their data available.   From smart phones to hotel kiosks, users are used to having internet almost all the time.  And all of their consumer tools are waiting there for them.  Why is getting to corporate information harder than getting to Facebook? All of Google's  apps are available for mobile devices, and can be accessed from any machine with an internet connection. Taking your data with you no longer requires a thumb-drive or CD accessing it does not requires a VPN. Transition: Let's look at a few examples of how these challenges present themselves to users and businesses today.
• #6: Key Message: Email today is broken: it makes it hard for users to do the things they need to do. Talking Points: Exploding inboxes are hard to manage.   Email volumes are increasing dramatically.  Many of us get more than a hundred messages a day, some get several hundred.  How do you manage this? The old method of filing messages into folders does not scale.   We essentially follow an automated version of the old manual process: respond to it, put it in a folder, or throw it out.   If you folder things, you can spend a lot of time going back to find them later.   Most messages belong in at least 2-5 folders, so which one did I put it in?  Why is it so hard to find information later? Messages don't have context.   We've all responded to a message in our Inbox, only to find that someone else already did so and we didn't see it.  Or sorted through 50 messages after getting off a plane to see that the issue was already resolved.  In an age of immediate communication and response, seeing the whole picture is critical. Step 2: Finally, users today are forced to manage to their technology.   Quotas on mailboxes make sense to the IT staff, but a user shouldn't have to think about disk space, or spend time removing messages to fit under an arbitrary limit.  That just doesn't make sense. Transition:  The challenges facing users extend beyond email...
• #7: Key Message: Collaboration today is hard.  It shouldn't be.    Talking Points: Collaboration is common.   We all do it all the time.  Very little of what we do is individual now, it's all about team work.  But team work today isn't easy. Let's walk through an example.    Working with 4 colleagues on a document.  Could be anything  [TIP: use a good example from your customer's industry] .Here's what most people do today. Step 1: You create a document. Step 2: You send it out to your colleagues attached to an email. Step 3: They each edit the document, attach it to an email and send it back.  Everyone uses a different naming convention for their files (some use their name, some use a number, some call if FINAL or DRAFT). Step 4: You combine all the edits and create version 2. Step 5: You send it back out. Step 6:  They each edit the document, attach it to an email, and return it to you. Again, using unique file name structures. Step 7: You try to combine into a final document. This is a painful process, but for something we do every day!   There simply has to be a better way to do this.  Collaboration is too critical to be hard, but the tools we are using today were not built to solve the challenges we face today. Transition:  It's not just the users who are struggling, though: IT admins are too...
• #8: Key Message: Collaboration today is hard.  It shouldn't be.    Talking Points: Collaboration is common.   We all do it all the time.  Very little of what we do is individual now, it's all about team work.  But team work today isn't easy. Let's walk through an example.    Working with 4 colleagues on a document.  Could be anything  [TIP: use a good example from your customer's industry] .Here's what most people do today. Step 1: You create a document. Step 2: You send it out to your colleagues attached to an email. Step 3: They each edit the document, attach it to an email and send it back.  Everyone uses a different naming convention for their files (some use their name, some use a number, some call if FINAL or DRAFT). Step 4: You combine all the edits and create version 2. Step 5: You send it back out. Step 6:  They each edit the document, attach it to an email, and return it to you. Again, using unique file name structures. Step 7: You try to combine into a final document. This is a painful process, but for something we do every day!   There simply has to be a better way to do this.  Collaboration is too critical to be hard, but the tools we are using today were not built to solve the challenges we face today. Transition:  It's not just the users who are struggling, though: IT admins are too...
• #9: Key Message:  Managing the IT systems in place today is a complex administrative task that costs money. Talking Points: IT admins are also struggling to keep pace with evolving technology.   There are a lot of challenges we are faced with.  However, a lot of the infrastructure we have was not built with a grand plan in mind but simply evolved over time as we solved immediate challenges. Let's look at a typical environment today. Step 1: We had PCs, and OS's and productivity software.  Life looked pretty good. Step 2: We started buying systems, and just kept going.  Mail systems, security systems, directory systems, SPAM filters, etc.  Pretty soon an entire environment had grown up around us. Step 3: Eventually we realized that these systems were really business-critical and that they could no longer go down.   [ JOKE : "Remember when you could take systems down for 5 hours on a Saturday for backups or upgrades?  Those days are long gone..."]   So, we bought a second one of everything. Step 3: And now we spend lots of time maintaining existing systems.  Patch Tuesday rolls around and we are just putting CDs into servers. Most IT time is spent just keeping current systems running.   According to Gartner, 80% of IT resources and money go to maintain current systems.  And this when our users are begging for more functionality. Transition:  We think that a new model is needed to reduce this complexity and help IT move from systems management to really adding business value.
• #10: Key Message:  Our applications are built on the "cloud computing" paradigm where applications are run in third party data centers (aka "the cloud") and delivered to any device through a Web Browser via HTML5. Talking Points: Applications will be managed by third parties in outside data centers.   This model is generally referred to as "cloud computing" or Software-as-a-Service.  The general point is that customers are no longer responsible for managing software, hardware, upgrades, etc.  That is all managed by the vendor.   Applications are delivered over the Internet and accessed in a web browser.   This is a critical point.  With the proliferation of devices, these standards allow any application to be easily accessible from any device on the network.  Cloud computing allows customer to take advantage of the scale and pace of innovation of the provider.   Providers like Google have huge economies of scale that increase reliability and reduce cost.  We also have a pace of innovation that vastly outstrips the more traditional installed software model. Competitive Land Mine:  Developing a unique application for each platform is not practical.  Windows, Mac, Linux, Blackberry, iPhone, Android, etc.  Trying to do so either results in slow innovation as features are replicated multiple times, or limited choice of devices as the vendor decides not to support some platforms. Competitive Land Mine:  Using web-based applications makes managing client machines much easier.   Because there is only one application to install and update, managing the user machines becomes much simpler.  And you can use leverage less expensive hardware like netbooks since they only need a browser. Transition:  We created a version of Google Apps specifically intended for business called Google Apps Premier Edition.
• #12: Key Message: Google Apps is a set of collaboration, and compliance tools built specifically for businesses and designed to address the challenges we have discussed. Talking Points: Messaging tools. GMail - Google's wordclass email client with 25GB of storage per user. Google Talk - Real time communication across text, audio, and video right in your inbox.   Google Calendar - Enterprise calendering system.   Google Groups -  Simple, user-managed, searchable, distribution and sharing lists. The best messaging tools available for information workers today. Collaboration tools.   Google Docs - Word processing, spreadsheets, and presentation built to enhance collaboration and productivity. Google Sites - Web site creation tool that doesn't involve IT.   Allow users to easily create sites for themselves, their teams, their projects.  Google Video for Business -  Upload and share video within your business, to enhance communication and collaboration.    These are  next-generation, web-based tools designed for the way we communicate and collaborate today For our businesses, we have a few extra features.  Support for managing your identities in an outside service, including Active Directory and LDAP. Connectivity for other clients, like Outlook, Blackberry, and AtiveSync mobile devices. And a 99.9% SLA and 24x7 phone support. Pricing is simple and straightforward.   The Apps package is $50/user/year.  If you want to add message discovery archiving, it costs $25/user/year for 1 year of retention or $45/user/year for 10 years of retention. [CLICK] We also have an archiving option to meet eDiscovery needs with Postini.   This service keeps a full archive of all email traffic for your users (all or some, it's up to you) and allows your administrators to perform eDiscovery searches across them. [CLICK] Pricing here is simple too.   An additional $13/user/year for 1 year of retention and $33/users/year for 10 year retention. Transition: We built Google Apps on a new computing model, often called "cloud computing" that we think allows us great economies of scale and a faster pace of innovation.
• #13: Key Message: There are three primary areas we want to discuss about why customers should use Apps. Talking Points:  Google Apps are better tools that allow employees to be more productive.   We believe that the nature of work has changed, and our tools are built to help employees do what they need to in today's business world. Google Apps will lower your costs.   We're not just talking about price, but total cost of ownership. Google's infrastructure is more secure and reliable than anything else available.   There is no better place in the world to run your company's services. Transition: Let's explore these three topics in further detail.
• #14: Key Message: Google Apps were built to address the way users work today: they are the best tools for your business. Talking Points: Google Apps are the best tools for your business.   They were built from the ground up to solve the challenges your users face today, and they are the best tools available today. Information Overload.   Lots of storage.   Users shouldn't have to think about quotas or archiving messages and documents for space.   Search built into every application.   Search is the new navigation paradigm, and we have Google-quality and speed search built into all of our applications.   We are building new ways to deal with large volumes of information. For example labels, which allow you to put an email or document into multiple "folders" or threads which help users manage large volumes of messages.   Customer Example : Motorola found that line items in the Inbox were reduced by 47% by threading in GMail. Collaboration is central.   Our applications were also built around making collaboration easy. We make collaborating as easy as creating.   In Google Docs, collaboration isn't an after thought, it's a primary use case.  Google Groups allows users to easily share items with multiple users. Customer Example : Among employees at the Telegraph Media Group, one of the largest media groups in England, 65% of employees said they felt more efficient with Google Docs, and there was 42% more collaboration with others after they started using Google Docs. We want to make collaboration easy without IT help.   Sharing shouldn't be a challenge. Google Sites and Video bring the power of web sites and shared video directly to users.  They can easily create team, project or even division web sites and share video content. Customer Example :  Telegraph Media Group saw a 16X increase in collaboration in their organization after deploying Google Apps. Finally, people have access to the internet everywhere, and they expect to have their data available.   We build our applications to allow users to leverage them wherever they may be. All of Google's  apps are available for mobile devices, and can be accessed from any machine with an internet connection. Taking your data with you no longer requires a thumb-drive or CD accessing it does not requires a VPN.  All you need is a web connection. We can show you how all of this works in more detail during he demo. Transition: The second major point about Google Apps is that it will dramatically lower your costs.
• #15: Key Message:  We have a process of regularly updating our applications with small changes, which provides users with the most up-to-date experiences and makes life easier for IT. Talking Points: Users today expect their tools to improve.   They have become habituated to this on the internet.  Amazon, Facebook, Google, etc all improve their interface and add features all the time.  Why should enterprise software be behind? Google Apps are improved almost weekly.   We launched 68 major features releases in 2008 and 116 in 2009.  This allows us to quickly introduce new features, and to respond to user needs. Competitive Landmine:  Compare this to most client software.  This software takes years to design, more years to engineer, and then a few more to convince people to install.  It's out of date before it's even available to users.  Take software with a year number on it, then subtract 2 to see when it was designed.  How old is your office suite We base these changes on user feedback and behavior, and can see the impact immediately.  We don't want to just make changes, we want to respond to user requests and needs.  Frequent updates means that users can see their requested features in weeks or months. Competitive Land Mine: Customers find that smaller changes are easier to manage with users.   Because the changes to the applications are small, users often do not need re-training.  And because all the software is in our data centers, there is no need to update clients or servers or to worry about data migration.  Everything just works. Transition: Our second major point about Apps was cost...
• #16: Key Message:  Google Apps is built on a secure, reliable infrastructure built from the ground up for web applications. Talking Points Our solution is more reliable than on-premise or other cloud solutions.   Analysis of various solutions by Radicati group showed that Apps is more reliable than other solutions. During 2008, Google Apps uptime was 99.91%.  During 2009, Google Apps was 99.92% We built a custom infrastructure to run Google services.   We run custom hardware, a custom linux-based OS.  Because of this custom environment, we can update all systems with any patches very rapidly and we are not subject to security issues from third party software. We have very secure data centers.   We run with 24/7 guards, biometric locks, multiple power and internet sources, etc.  Very secure locations. We have a SAS 70 Type II certification.   This involves having a published controls document that lists our privacy and security measures, and also having third party auditors verifying our compliance with those controls. We are working on a FISMA certification.   FISMA is the Federal Information Management Security Act and is a set of policies we need to follow to host certain government data. Transition:  We think that the combination of these factors makes Google Apps today a very compelling offering.  I also want to talk about where we are going.
• #17: Key Message:  Google Apps will reduce your total cost of ownership for messaging and collaboration. Talking Points Your costs are a lot more than just the price.   A lot of operational costs are really in the administration of systems.  Patching, maintaining, upgrading, etc.   Competitive Landmine:    Even according to MS, operations are the largest part of the costs of BPOS, making their price reductions and discounts useful, but dramatically reducing their real impact over time. Your costs are not all server-based.   Where client software is involved, there are additional costs.  Not just licenses, but the cost of installing, upgrading, and managing those client systems.  Your costs aren't all about technology.   How much time do your users spend archiving mail to get under quotas?  Or searching for messages they can't find?  These are very real costs as well. Google Apps reduces not only the price you pay, but your overall cost profile. Transition:  Our final point was about security and reliability.
• #18: Key Message:  Google Apps is built on a secure, reliable infrastructure built from the ground up for web applications. Talking Points Our solution is more reliable than on-premise or other cloud solutions.   Analysis of various solutions by Radicati group showed that Apps is more reliable than other solutions. During 2008, Google Apps uptime was 99.91%.  During 2009, Google Apps was 99.92% We built a custom infrastructure to run Google services.   We run custom hardware, a custom linux-based OS.  Because of this custom environment, we can update all systems with any patches very rapidly and we are not subject to security issues from third party software. We have very secure data centers.   We run with 24/7 guards, biometric locks, multiple power and internet sources, etc.  Very secure locations. We have a SAS 70 Type II certification.   This involves having a published controls document that lists our privacy and security measures, and also having third party auditors verifying our compliance with those controls. We are working on a FISMA certification.   FISMA is the Federal Information Management Security Act and is a set of policies we need to follow to host certain government data. Transition:  We think that the combination of these factors makes Google Apps today a very compelling offering.  I also want to talk about where we are going.
• #19: Key Message: Google has a solid plan for expanding our Enterprise offerings and is fully committed to this vision. Talking Points:  Google Apps today.  We have our offering of Google Apps today that we have been discussing.  This runs in the Google cloud.  We are working to expand Google Apps in 2 ways.  First, deepening the functionality of our existing applications.  This means better formatting in Google Docs, more capabilities in Sites, better collaboration across the products, etc.  We are also working to expand our archiving and discovery capabilities to cover all of our offerings in order to provide a complete compliance and discovery solution. Your Apps - Building the platform.   Google App Engine is a platform for you to build and deploy your own applications on top of Google's infrastructure, integrated with your Google Apps accounts.  This will be a continued value for our customers. Other Apps - Apps Marketplace.   This forum allows customers to easily purchase additional applications for Google Apps that are integrated with the product.  They all have single sign-on integration, and many support integration with email, calendar, and documents as well. APIs for integration.   We understand that some systems will remain on premise for a while, so we have built robust APIs to make sure that you can integrate your systems with ours.  We will continue to invest in deepening those capabilities. Improving access technologies.   Our vision of web applications relies on solid web access capabilities.  That is why we are investing in Android, Chrome, and Chrome OS.   We think this direction provides a powerful model for enterprise technology in the years to come.   We are building a better way to do Enterprise technology. Transition: I always like to finish up by talking about experiences from real customers.
• #21: Usage: This slide is best used between slides 12 and 13. Key Message: More and more customers are starting to use Google Apps. Talking Points: Every day it seems that more Enterprises are choosing Google Apps.  The growth of this product has been truly phenomenal. And we're not just talking about small businesses, we're talking about lots of large businesses as well.
• #22: Usage: Can be used for more detail after or in place of slide 15 for customer references. Details: Here are some more customers with some more specific.  Below is some information on why user #s differ from employee numbers: Valeo - all internet-connected employees Motorola - Mobile devices division. MWV - all technology-enabled employees KLM: Flight crews
• #43: Usage: This slide is best used between slides 6 and 7. Key Message: The value proposition of Google Apps just keeps getting better. Talking Points: We continue to add new applications.   When Google Apps launched in 2007, we only had GMail, Calendar, and Docs (not including presentations).   We have expanded on that with Groups, Sites, Video, presentations.  And lots of other enhancements. The price just stays the same.   $50/user/year.  Enhancements just keep getting added.
• #44: Usage: This slide can be used after slide 12, or as backup if questions are asked. Key Message: Google Apps offers not just dramatic cost savings, but also great productivity improvements. Talking Points: This was a study of customers done by Forrester.   This is data is from a study Forrester did of some of our large enterprise customers. Overall ROI was awesome.   300% ROI and payback in under 7 months - those are impressive numbers. Cost savings are a small part of the picture.   The most valuable message here is that productivity gains were far more important to customer after implementation than the cost savings.
• #45: Usage: This slide can be used after slide 14, or as backup if questions are asked. Key Message: Google's vision of 100% web is very different than the "cloud" visions that other vendors talk about. Talking Points: Google has a very clear vision for cloud computing that we call 100% web.   We believe that only 100% web solutions can truly deliver on the promise of cloud computing.  Many vendors, however, are not really embracing this full cloud computing vision.  Here are the major areas of difference ( NOTE: this differences are targeted at competing with Microsoft). Google thinks the browser is the right way to deliver applications.   Some other vendors are still offering solutions that depend on thick client software.  Our solution has major benefits - no more worrying about upgrades or patches, no need to wait on upgrades to get new features to end users, no applications on devices to break, and no data on devices to lose.  None of those benefits are possible when we still have applications and data on devices. Google is also building from the ground up for massive multi-tenancy, taking advantage of cloud economies of scale.   Some other vendors are taking existing on premise server products and trying to retro-fit them to run in a multi-tenant environment.  This simple doesn't work well.  To take advantage of the scale of cloud computing requires writing software an entirely different way - and until vendors start over and write for this, they will never really see the full benefits of the cloud model (or pass them along to customers).  This includes both costs, and also speed to update.
• #46: Usage: This slide can be used after slide 13, or as backup if questions are asked. Key Message: Google's cloud offering is very reliable, much more so than Microsoft's BPOS. Talking Points: We have had far fewer outages so far in 2010 than Microsoft.   This is data from the public Microsoft notification feed for outages for 2010.  They had almost 15 outages in January, many of them severe. We don't have planned maintenance windows.   Microsoft reserves the right to have planned maintenance downtime, which is not included as downtime for their SLA.  Many notifications of planned downtime have been less than 24 hours before the actual downtime. Sources: Microsoft:  https://rss.microsoftonline.com/feeds.aspx?center=default&chan=notifications&lang=en-us Google: http://www.google.com/appsstatus
• #47: Usage: This slide can be used after slide 13, or as backup if questions are asked. Key Message: Security in a client application, Microsoft world is undermined by the number and frequency of patches. Talking Points: Security in a client application world depends on frequent patches.    Patches both to servers and to client PCs.   This is a graphic of the security bulletins issued by Microsoft over 2009 and so far in 2010.   That is a lot of different patches that you have to apply to keep your systems up to date.  This takes a lot of effort and costs companies a substantial amount of money (and time). Also, many companies take 30 or more days to apply patches.   During the time before patches are applied, systems are at a security risk.  This can be a large security risk. Sources: http://www.microsoft.com/technet/security/current.aspx http://www.microsoft.com/technet/security/advisory/default.mspx
• #48: Usage: Can be used to compare the cloud credibility of various solutions, specifically MS. Details: Three Categories.   These are the three tenets of our definition of cloud: Hosted .  Cloud services must be hosted by a third party. Multi-tenant .  We assert that cloud solutions must be multi-tenant.  This helps provide economies of scale for cost and improves pace of innovation. Web-Delivered.   Cloud solutions should be browser-based.  This simplifies management of clients and enables faster innovation. Solutions .  Google Apps is the only solution that meets all three key areas. Browser-based is teh big differentiator for all.  Much of MS's functionality is dependent on Outlook and Office.  They will pitch their web products - but also pitch their greater functionality that depends on their client software.
• #49: Usage: This slide can be used in place of slide 12 for prospects who are not evaluating BPOS (especially good for Lotus Notes customers) Key Message: Google's cloud offering is much lower cost than on-premise alternatives. Sources: Microsoft:  https://rss.microsoftonline.com/feeds.aspx?center=default&chan=notifications&lang=en-us Google: http://www.google.com/appsstatus
• #50: Usage: This slide can be used as a backup if questions arise about Docs, and is also useful after slide 14 to give specific vision for Docs. Key Message: Google Docs is becoming a leading product for both individual authoring and collaboration. Talking Points: Today we are behind in the authoring capabilities.   Richness of features is not our strength.   We are closing the gap in the authoring capabilities.   We are intently focused on closing these gaps.  We plan to have functionality in this space for 80% of enterprise users by EOY - that means enough features that they would not need another office suite. We are already ahead in collaboration.   The richness of our collaboration capabilities already exceeds our competitors.  Real-time awareness in Docs, Presentations, and Spreadsheets.  We are already ahead of the 2010 release of Office in this area. We continue to extend our lead in collaboration.   Not only are we leading in the collaboration arena, but we are continuing to push the envelope and extend that lead.