RIGHTSCALE

CMP

Deepa Subramanian
Senior Solution Engineer
 Flexera + RISC Networks Helps Across The
Cloud Journey
Agentless Manage and See IaaS/PaaS Governance via cloud
discovery of optimize the use spend, understand enablement, approved
assets and of software trends and allocate templates through
business services licenses in cloud costs by group lifecycle

Service & Resource Cloud Migration IaaS/PaaS Recommendations

BYOSL SaaS Spend Self-Service
Discovery Assessment Spend & Policies

Technical and Manage SaaS spend, Recommendations

business assessment uncover shadow to optimize and use
for cloud migration SaaS, manage risk automated policies
to reduce spend
and risk.
 SaaS Manager Value Streams

Managing Securing O p ti m i z i n g Compliance

Discovering SaaS Spend
S o ft w a r e & User R e p o r ti n g
Shadow IT & Usage
Renewals Accounts Policies

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Flexera SaaS Manager
• FSM platform
• FSM Policies- Inactive Accounts Alert, Suspicious Users Alert, Renewal
reminder, Entitlement Alert, Unsanctioned Spend ,Duplicate User Alert
etc..
• FSM COS (4 hours/month)
• FSM COA: PreSales/POC-

Redundant Apps, COA Assessment

Example

Suspicious users
Reclaimable accounts
SaaS Manager Platform

Comprehensive SaaS Visibility

Sanctioned SaaS Unsanctioned SaaS

SaaS Manager Data Integrations

Connect to HR Identity Provider
sources of identity Systems or SSO
Connect to Financial Expense
sources of System System
transactions
Connect to
sources of usage All Current SaaS Providers
data
Compliance Reporting and Policies
Policy- Suspicious Users Alert – Unauthorized App Access
A single policy, which exports on a recurring basis, (definable) users that are accessing applications but are not
part of the HR Roster or IT Roster
Google G-Suite Findings
TOTAL GSUITE ACCOUNTS: 10,892

TOTAL ACTIVE TOTAL TOTAL INACTIVE

UNDERUTILIZED ACCOUNTS
ACCOUNTS ACCOUNTS

74 %
.6 %
25 %
Accounts with no Activity
Accounts with Activity Accounts with Activity in the in SaaS Manager recorded
in the past 0-30 days past 30-60 days history (120days)

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The Platform
FLEXERA CMP

Cloud Management
Self-Service Optima
Multi-cloud visibility,
Template-based Cost management and
automation, and
end user provisioning collaborative optimization
operations

CMP
ENGINE
Orchestration Access Control Policies
Cloud Workflow Accounts/Groups Cost
Plugins Access/Permissions Security/Compliance
Monitoring Tags Operations

EXTENSIBLE ORCHESTRATION API

PUBLIC PRIVAT VIRTUA BARE CONTAIN ANY

CLOUD E L METAL ER CLOUD
S CLOUD SERVER SERVERS CLUSTER SERVICE
S S S
Out-of-the-Box Plugins Available in GitHub

Use, modify, contribute at github rightscale/rightscale-plugins

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We sell 3 Solution Bundles – CMP Includes Everything
Solution Bundle: CMP – Policies Only

Policies SKU

Compliance Operational Security Cost

Policies Policies Policies Policies

Policies Engine

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Optima Bundle Includes the Cost Policies Only
Pricing Constructs

• All 3 solutions are priced based on Cloud Spend Tiers

• Cloud Spend Tier is determined by actual billing data ingested from the
providers, which today includes AWS, Azure and Google Compute

• If Cloud Spend Tier is exceeded within the annual period, that’s OK, there are no
overages or retroactive charges but they will be adjusted to the appropriate Tier
as of the anniversary date

• Support is included (Gold level); upgrade options to higher plans are available

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Cost Optimization Services (COS)

• Included with Optima subscription – 6 hours per month ”use it or lose it”

• Additional COS subscriptions available in min 2 hours per month increments

• Part of the Customer Success Organization and Program

• Typical use cases include: custom reports, Reserved Instance strategy and
planning, “what if” analysis (on-prem to cloud, etc.)

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Policy Examples
Cost Optimization Service

• What?
• Ongoing monthly service to assist with product onboarding
and cost management and optimization. We provide
expertise, analysis, and assistance.
• Who?
• Cost Management Specialist
• Backed by the Cost Optimization Team
• Supported by Account Manager and Cloud Solutions Engineer
• How much?
• Included with Optima subscription - 6 hrs per mo “use it or
lose it”

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COS Priority #2 - Save Cloud Costs

Savings Execution (from COA)

Reporting
Storage
Cost Optimization Assessment (COA)
RightSizing
Cost Reporting
Instance Scheduling
Monitor RIs/CUDs
Low cost regions
Superseded Instances
Foundations
Set up Billing Centers
Automation
Set up Automated Reports
Out of the box policies
Set up Budget Alerts
Custom policies
Customize Recommendation Rules
Tagging Strategy
Targeted Savings Project
Save xx in yy weeks
Discounts (AWS Reserved Instances, Google CUD)
Discount Strategy
Other/Custom Projects
RI/CUD Plan/Modification/Purchase
Other “Reserved” resources (RDS, DynamoDB)
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Common Discovery Questions
1. Where are you on the cloud cost management journey? What are your goals around cloud cost
management / optimization? What’s your ideal outcome here? What would you be looking to
accomplish on day 1 / out-of-the-box with a cloud cost optimization solution?
2. How do you analyze / optimize your cloud spend today? How is that working for you? What are
your savings goals?
3. What cloud(s) are you using today?
4. Have you evaluated cloud cost monitoring & optimization tools before? (If so, what was the
result? Were you able to optimize your spend?) Aside from Optima, what options are you
considering for the future?
5. What’s driving the timeline for this? Are there any compelling events you’re up against?
6. Who receives your cloud bills today? What do they do with them?
7. If you are not able to reduce waste and optimize cloud spend, how does this affect the
business?
8. Who besides yourself is involved, and what are their roles? How would you evaluate us?
9. Once you have your cloud spend under control, what other near-term cloud objectives do you
have?
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Cloud Cost Optimization is a Journey
1. Visibility
a. All your cloud spend in one place
b. Organized to meet your business needs
c. Reporting to appropriate stakeholders
Most customers are at this phase; many solutions in the market; Flexera is undifferentiated
2. Context
a. Understanding your spend
b. Recommendations for optimizing
c. Forecasting, strategy and planning
Fewer customers are at this phase and for those that are, it tends to be an individual or small group and not
org-wide; fewer solutions in the market; fewer solutions in the market; Flexera is differentiated
3. Action
a. Taking action on optimization opportunities -- reactive -- cleaning up the mess
b. Targeted by LOB, team, resource type, etc. (e.g., Manulife and British American Tobacco examples)
c. Taking action on optimization opportunities -- proactive -- prevent waste from happening in the first place
Very few customers are at this phase; even fewer solutions in the market; Flexera is highly differentiated

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How We Engage
Assess: Uncover Opportunities to Save
Assess Allocate Manage Recommend Collaborate Automate Govern

Recommendations;
COA

Uncover Waste

Identify Quick Wins

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Trial Process Steps

Pre-sales

Assess Allocate Manage Recommend Collaborate Automate Govern

1. Register billing credentials

2. Set up Billing Centers, select Tags & Policies
3. Initial Cost Optimization Assessment (COA) / Hobsons ROI
4. Review and Revise
5. Validate Policy and Action
Approximately 2 week process
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Highlights

• Optima
• Continue to bundle “Optima + COS + Cost Policies” into 1 offering
• Increase overall price point for bundle but remain inline with market
• Policies
• Offer standalone Policies module that can be used in conjunction with any Flexera
product to increase cross-sell
• Offer upgrade from cost-only policies to all policies
• CMP
• Continue to bundle Optima + All Policies + COS as part of CMP
• Maintain current price points

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