Becoming a Next Generation MSP

Andy Monshaw General Manager IBM PureFlex Systems Deepak Advani General Manager IBM Cloud & Smarter Infrastructure

2013 IBM Corporation

Clients are focused on three imperatives

Accelerate new applications, big data and analytics Improve IT efficiency with expert integrated systems Simplify cloud application platforms and infrastructure

29%

68%
2013
New server spending Power & cooling costs Server mgmt & admin costs

1996

34% of new IT Projects

deploy late
From a commissioned study conducted by Forrester Consulting on behalf of IBM

68% of IT
operating costs in 2013 will be for management and administration
* IDC; Converged Systems: End-User Survey Results presentation; September 2012; Doc #236966

90% plan to implement cloud

By 2015
* IBM GBS 2011 IBV Study, The power of cloud: driving business model innovation

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A Tidal Shift is occurring

MSPs are the new IT department

40% will spend more than one-third of

their IT budget on Managed Services and Cloud in 2013
Client Site Client data center Client
Client A Client B

Users A B

Managed IT

MSP Managed

MSP Hosted

MSP Shared
Multi-tenant IaaS/PaaS

ISV/MSP Public
SaaS/BPaaS

(Source: Gartner SMB Market Report, Bob Anderson, VP, 2013)

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Becoming a Next Generation MSP

Our Point of View

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MSPs are shifting to higher value services

The Journey to be a Next Generation MSP

Business Process as a Service Software as a Service

Business Services

Infrastructure as a Service On-premise IT

Cloud App Delivery & License Mgt. Managed IT, Hosting Staffing, Managed IT
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IBM partners with MSPs to meet challenges

Your Business Models

Your Industries

Your Offerings

Your Process Expertise

Accelerating your Differentiation & Value Creation Technical Support

Global Scale Local Resources

Managed Service Providers Application Platform and Data Services

Managed IT Telco & Hosting Cloud Providers System Integrators ISV

Business Expansion
Demand Generation Co-marketing Business Development Incentives

Software Finance Options

Systems & Storage Partner Ecosystem

Services Open Standards

Pricing Models Demos & Loaners

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Our capabilities align to your needs

Achieving higher value
Managed / Hosted Services
Monitoring and Management Services
Application Endpoints Storage Server Network

Cloud Service Delivery

IaaS
Managed storage Backup / recovery Patch management Help desk Network / storage / computing

Hosted IT Services
Managed storage Backup / recovery Security Patch management Help desk

PaaS
Application Integration App Server Development / test Mobile App Platform Database

SaaS

E-mail Analytics ERP/SCM/CRM Business applications

Service Enablement Platform

Infrastructure Management Core Infrastructure
Provisioning Monitoring Virtualization Accounting

Data Center

Network

Server

Storage

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PureSystems differentiates your Cloud Service Delivery

Infrastructure
Delivering Cloud Infrastructure Services
8

Application Platform
Delivering Cloud Application Platform Services

Data Platform
Delivering Big Data Platform Services
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PureSystems moves beyond virtualization and to the cloud

Existing Requirements Standardization Virtualized infrastructure Automation Individual cloud services Lifecycle management Emerging Value Business services based choice & control Workload awareness & optimization Built-in expertise Integrated process transformation Continuous delivery

Top Cloud Services

71%
Cloud Storage

68%
Virtual servers in the cloud
Virtualization
underpins Cloud

Enterprise Clouds

60%
Software as a Service
Source: MSP Mentor 100 #IBMEDGE Global 9 #IBMmsp 2013 IBM Corporation Report , 2012, 2013

Patterns of Expertise accelerates your App Deployments

Infrastructure Expertise
Configuration Patterns Dynamic resource/virtualization management Optimized data placement Auto-diagnostics management Solution Editions MSP Editions
Energy & Utilities Insurance Banking Financial Markets * Telecom * Government Retail Consumer Products

Platform Expertise

Healthcare

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New Managed Service Provider Editions

Deliver cloud services faster for less cost NEW MSP tailored reference
configurations:
Reference Configs Build to Order Configs

Remote monitoring Recovery services VDI Services Patch management Help desk
Financial offers for MSPs

PartnerWorld MSP program Financing Marketing launch pad Partner Integration Services ISV ecosystem SmartCloud offerings
Accelerate Accelerate cloud cloud deployment deployment up up to to 70% 70% faster faster Faster Faster provisioning provisioning of of multiple multiple architectures architectures / / OS OS with with the FSM the FSM Financing Financing that that enables enables margin margin growth growth and and cash cash flow flow management management
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Announcing new PureSystems solutions

Business Suite IBM PureFlex Solution for SAP Business Suite SAP IBM Systems Solution for SAP Business Suite & HANA HANA
Reference architecture solutions for Cloud & bare metal deployments. Faster provisioning. Management efficiency

Business Suite & SAP HANA

Reference Architecture on PureFlex/Flex System & x3950 Optimize all elements of their SAP applications & accelerate business intelligence, analytics & reporting

NetWeaver Business Warehouse Accelerator

IBM Flex System Solution for SAP NetWeaver Business Warehouse Accelerator
Reference architecture supports near real-time visibility into business operations

SAP deployment patterns IBM PureApplication System patterns to speed SAP Deployments HADR support for PureData for Transactions - 3Q13
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PureSystems
Momentum with 4,000 MSPs

What HP Can Learn From IBM Managed Services Strategy The IBM strategy is concise and simple to understand. MSPsshould deploy their converged data centers atop IBMs PureFlex Systems.

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Client testimonial video

(Agency preview: http://cdig.co/11gUhUJ )

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Lessons learned from working with MSPs

Around the world and our own IBM public cloud
Multiple offerings and multiple bundles from each application
Market & Marketing

Both premise based and aggregated cloud services

Solution & Operations

Entry level and premium offerings for each service A single strategy for cloud that covers multiple segments

MSP
Business Model

Existing storefronts and ISV relationships help get to market quickly Owner economics will win for MSPs

Full suite of services

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Are you a next generation MSP?

#IBMEDGE #IBMmsp

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Deepak Advani
General Manager IBM Cloud & Smarter Infrastructure

2013 IBM Corporation

The technology landscape is evolving

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The need to transform presents new opportunities 98% of IT growth

driven by next generation IT by 2020

80% of competitive energy

on strengthening next gen capabilities

48% of CIOs
evaluate cloud first over traditional IT options

Sources: IDC Top 10 Predictions 2013: Competing on the 3rd Platform, CIO.com, June 14, 2011, http://www.cio.com/article/684338/Survey_CIOs_Are_Putting_the_Cloud_First

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MSPs see opportunities to drive higher value, differentiated services

Compute Industry Applications ERP, HR Help Desk Patch Management Hosted Email Backup Storage Clouds Archive Big Data Mobile

Remote Monitoring

Information
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And Challenges in Balancing Optimization of Existing Systems with Innovation

Drives need for continuous IT

optimization
Optimization Innovation

Fuels investments in

innovation
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A New Kind of System Is Required

Systems of Interaction
Systems of Engagement Systems of Record
CRM HR

DB

ERP

Continuous client experience

Cloud-based Services

Partner value chain

Internet of Things

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#IBMEDGE #IBMmsp

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Systems of Interaction
Digital signage Mobile enabled spectators
Inventory Ticketing

Point of Sale

Continuous client experience

Cloud-based Services

Partner value chain

Cameras Ticketing gates

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Built on an Open Cloud Architecture

Business Applications

SaaS
Composition Layer
OSLC cloudfoundry.org

PaaS

Software Defined Environments

TOSCA

IaaS

Private Clouds

Hybrid

Public Clouds
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Flexible Deployment Options Enable Enterprise Cloud Platforms

Evolve existing infrastructure to Cloud

Accelerate adoption with expert integrated systems

Immediate access to a managed platform

Common Cloud Management Services open standards reference model

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Intel, the Intel logo, Xeon and Xeon Inside are trademarks or registered trademarks of Intel Corporation in the U.S. and/or other countries. 2013 IBM Corporation

Resulting in Business Outcomes for MSPs

Remove this backup slide for Onsite Load

1. Faster Time-to-Value
Competitive Public Cloud thats simple to use

2. More Options to Match your Clients needs

Unified Platform for mix & match of Physical and Virtual, Shared or Dedicated servers, and Public/Private/Hybrid environments

3. Grow through Innovation

Take on new workloads like Mobile, Analytics, Digital Marketing, Gaming

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