Cloud RFP: Hybrid Cloud Custom Solutions

Hybrid Cloud Custom Solutions is the channel partner program that underpins our Sales Consulting Service for Cloud Providers.

This combines the sales best practices of Solution Selling with an integrated portfolio of leading Cloud capabilities and professional services, and is underpinned by the same body of knowledge used for our Cloud RFP service for end-user buyers.

Solutions Matrix Model – Framework for Hybrid Cloud Custom Solutions

“The Cloud” often makes people think of Amazon, the most renowned of the service providers, who specialize in what people most associate with the Cloud: Low-cost, commoditized infrastructure, as a utility service.

However they are of course only one of the many service providers, and this is not the only service and business model. There is instead a matrix of different possible scenarios, defined by the USA Government NIST standards organization Cloud Computing models.

This matrix is defined by two key design methods of ‘Service Models’ (IaaS, PaaS and SaaS) and Deployment Models (Private/ Hybrid/ Community/ Public Cloud), which can then be used by agencies to determine which specific configuration is correct for them, based on their information security requirements.

DEPLOYMENT MODELS IaaS (Infrastructure as a Service) PaaS (Platform as a Service) SaaS (Software as a Service)






Table 1:

This matrix caters for in-house and outsourced options, and enables custom solutions through the Hybrid scenario, which enables a combination of Private and Public Cloud configurations.

For example one delivery option for SaaS (Software as a Service) is that it is hosted remotely and via a Public Cloud model, like, but it can also be installed on a single, dedicated basis by a local Cloud hosting provider and sold to the client on a dedicated but still monthly, per user cost.

This is SaaS, via a Private Cloud model, or it could be opened a degree further to a closed group of partners, a Community Cloud implementation.

By using this matrix Cloud Providers can offer a customization process to meet any permutation of security, performance and other needs a client may have. Furthermore PaaS encourages standardization of service catalogues, to incorporate products like virtual desktops, web hosting and other common services that can provide the building blocks for this solution assembly.

Business Use Cases

Then in addition to this matrix NIST is organizing a catalogue of ‘Business Use Cases’.

These package up these combinations and apply them to specific use case scenarios, such as Email hosting, E-Discovery and IT Service Management, amongst others, and are therefore forming a best practices library that other agencies can then reuse for procuring the same services.

Business Use Cases provide the requirements and business benefits that Solution Selling approaches can be aligned with.

Capability Maturity Model

The Cloud RFP service is a maturity model framework populated via a capability maturity made possible by integrating different vendor technologies into Cloud environments.

With the Cloud RFP service intended to help buyers better understand vendor offerings it is also the ideal way for the vendors to promote them too. It describes the product in terms of the distinct capability steps it enables and the benefit outcomes it will deliver for the client, for example:

Capability Level 0 1 2
Solution Practice
Business Continuity The Provider operates in a single data-centre only. The Provider has standby data centres that they can The Provider can replicate applications across multiple data centres simultaneously.
SaaS architecture There is no ability for non-technical users to configure new business processes, only the pre-programmed ones can be used. Non-technical users can amend existing processes in a simple manner (e.g. routing instructions), but cannot create new workflows without software programming. Non-technical users are fully empowered with a GUI tool to create new workflows that the SaaS will implement.

Table 2:

These improvement steps enable the Solution Selling approach, stipulating the advances needed to control the selling process through alignment with the buyers ‘three phases’ of procurement, and closing through Business Value Justification.


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