2012.09.26 - MSP IBM Partnership

IBM Global MSP Announcement September 2012 IBM Global MSP Announcement September 2012 1

IBM Global MS P Announcement

Welcome

IBM Global MSP Announcement September 2012 IBM Global MSP Announcement September 2012

Andrew Monshaw General Manager - Global Mid Market Businesses

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73% of Midmarket clients investing more in technology anticipate revenue to increase in 2012.

Midmarket clients see growth in mobile, BI/Analytics and Collaboration applications

81 % of midmarket businesses already equip their employees with mobile devices

Partnering with IBM maximize MS Ps value to their clients

Cloud computing and virtualization is becoming the new normal

71% of mid size clients are planning to purchase EPR/CRM in the next 12 months

Source: SMB Group 2012

Clients will look to MSPs to strategically support and provide services: cloud, mobile, social and business intelligence and CRM

Welcome to the Decade of Smart


Clients shifting rapidly to Managed S ervices

Source: AMI Channel partner survey Dec. 2011

29% 31%

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v MSPs are establishing themselves as a significant route to market to reach customersv A large market opportunity ($18B - 2015) growing 5X the IT marketv We have recruited >1400 NEW MSPs YTDv Significant expansion in our field organizationv IBM provides integrated managed services for Infrastructure, Platform, Business applications

Source: Forrester Channel partner survey 2011

Channel Dynamics Client Buying Dynamics

0%

20%

40%

60%

MSP VAR AllOther


IBM and MS Ps forming Partnerships

Partnership

Optimize Financials

IaaS

PaaS

SaaS

Offerings

Technical Support

MSP

Business Models

Portfolio

Demand Gen

Branding

IBM is adjacent and complementary to your business

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Business Development

Managed Service Providers deliver maximum value to their clients


IBM and Infor

Mark WrightEVP, Enterprise Solutions Group


The world’s 3 rd- largest provider of enterprise applications & services, with +7 0 ,0 0 0 customers in 16 4 countries. Infor has 3 0 years of experience with IBM & 1 9 ,0 0 0 customers on the IBM platform

Specialized by industry• purpose-built applications to specific

industries and micro-verticals• Goal: Deliver complete applications “out of

the box” to our customers• Three Infor ERP suites (LX, XA and M3) are

already optimized for the PureFlex System.

Opportunity with Infor on IBM:• Equipment Industry• Construction, Mining &

Agriculture micro vertical• Infor M3 is optimized on IBM.• Now recruiting MSPs

Engineered for speed• demand for speed, agility & lower costs.


Michael McClurgVice President Sales – Global Mid Market Businesses

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IBM has been listening…..

Marketing and Business Development

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Complete set of Offerings

Technical and Sales support

Leveraging the IBM Brand in the marketplace

Financing - how MSPs deliver services to Clients


IBM Announces a full program targeting MS Ps

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Growth paths to higher level of engagement

Marketing programs

Financial incentives

Sales and Technical support

Community

Exciting offerings for MSPs


MSPs paths in IBM’s PartnerWorld program

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MEMBER

Sign up in PW

PartnerWorld Benefits

Serv

ices

bui

lt on

IBM

Tec

hnol

ogy

Key Benefits

• MSP BP Locator• Marketing enablement• Sales enablement• MSP Center of Excellence• MSP Virtual Briefing Center

ADVANCED

Services (2) References (1) Skills (1)

PREMIER

Services ++ References ++Skills ++

• Co-Marketing Center• Joint Marketing Services• IBM BP Emblem• Training• Access to Demo equipment• Loaner Program• MSP Achievement Mark

• Assigned IBM Executive

>1400 New Managed Service Providers


Promote your IBM relationship and expertise

Introducing the new Managed Service Provider mark

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MSP Marketing we have been listening……

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Marketing Assets and

Funding

Marketing Plans

Marketing Execution Services

Analytics and Insight

Brand Building

and Social Media

IBM BP Directory

MSP Mark

MSP PW CONCIERGE

IBM’s new Marketing Launch Pad for MS Ps provides a comprehensive set of services to help You build your brand and generate demand for Your Services .

$30M


IBM and Velocity

Doug MowSVP Sales and Marketing

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Offers business resilience for our customers critical applications. The independent provider of cloud based ERP hosting and managed services.

IBM Brings……• Cooperative marketing programs

and funding

• Advanced technical support

• Social media support and enhanced visibility

• Access to markets and media

Managed Disaster Recovery• Tape and Electronic Backup, Data Vaulting, High Availability

• Special expertise in data vaulting on IBM System iTM

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Managed Application Services• Based on IBM Power Series, IBM System x®, IBM i, IBM XIV,

IBM Tivoli® Storage Manager

• JD Edwards World and JD Edwards EnterpriseOne

• Infor Lawson and Infor M3

• Hyperion, Kronos, Formscape, MHC, RF Smart, Pervasive…

Technology Solutions


IBM provides unique financing and incentives for MS Ps

Software Group white label pricing

Global Technology Services white label pricing

Global Technology Services wholesale pricing

12 month 0% financing to all new credit-qualified MSPs

Buyback Program for MSPs

Pay as you Grow program for Servers and Storage

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Technical and Sales Support

Centers of Excellence

vOpening four geo-based Centers of ExcellencevGlobally Staffed by architects to help MSPs develop advanced servicesvIBM technology showcases for MSPs

Significant investment in Business Development Executives

vExperts on Managed Services and Business TransformationvYour single contact for Business Expansion

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Global Virtual knowledge center- enables MSPs to access programs, offerings and services Specific to MSPs.

New Virtual Knowledge Center for MS Ps

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v MSP Program Overview

v Infrastructure Management

v Core Technologies

v IBM’s Cloud Portfolio

v Library of Materials

v Resources

v Networking Room

v A forum to build a MSP communityv Access to technical and marketing materialsv Opportunity – workshops, videos and podcasts


S witching to Stuttgart Germany

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Martijn van Veen Global MSP Sales Leader – Global Mid Market Businesses


IBM and UBL

Uwe SchneiderCEO

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IBM Brings……• Brand recognition and expertise

• Joint Marketing opportunities

• Growth paths to expand skills:

• IBM Certified Solution Architect for Cloud Computing Infrastructure

• Partnering IBM- City Cloud

On Demand Managed Services UBL provides innovative data-center, Cloud services either at client premises or at UBL's own state-of-the-art facilities.

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Information Systems

IBM Premier Partner has delivered for more than 2 5 years experience and competence in engineering consolidation and availability.

“S erving IT Better" makes UBL one of the leading IBM Premier Business Partners


Dr. Jani ByrneDirector – Global Midmarket Marketing

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We've listened and understand MS Ps have specific IT requirements

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vMulti tenant

vRe- usable

vFlexible

vMission critical

vScalable

vEconomical


MSP Solution Framework

Application

Device

Storage

Server

Network

Managed Storage

Backup /Recovery

Security

Patch Management

Help desk

Remote Monitoring and

Management

IT Services

Monitoring Provisioning Virtualization Accounting

Infrastructure Management

Service enablement Hosted service delivery Cloud service delivery

Network

Compute

Storage

Development

Mobile dev

Database

Runtime

Analytics

ERP/SCM/CRM

Business Applications

E-mail

IaaS PaaS SaaS

Managed Storage

Backup /Recovery

Network Server Storage

Core Infrastructure

Datacenter



Service enablement


Core Infrastructure

Datacenter

Leveraged IBM Services to help design and build data center and support new cloud offerings

IBM Data Center Design

IBM SmartCloud Infrastructure Services



Service enablement


Core Infrastructure

Datacenter

System x

Power Systems

Storwize V7000

Using IBM Power platform to deliver cloud based application hosting service





Service enablement


Core Infrastructure

Datacenter

IBM PureSystems – PureFlex •Expert, integrated system that senses and anticipates resource needs

•Simplified management

Benefits•Speed time-to-value – up in 4 hours

•Increased utilization – 2x

•Increased availability – App, Data

It took 5 engineers 3 days to configure a 2 chassis non-IBM deployment to the point of installing ESXi. It took 1 hour to configure PureFlex to the point of ESXi.

- MSP owned by large telco





Service enablement


Core Infrastructure

Datacenter

With IBM SmartCloud Provisioning, SLTN can now deploy new virtual machines in seconds and significantly reduce administrative costs

IBM SmartCloud Provisioning• Rapid scalability with near-instant deployment

of hundreds of virtual machines

• Enabling self-service requests and automating operations

• Easy to use and deployed in hours

Benefits• 70% reduction in image provisioning time with

automated image lifecycle management

• 40% - 80% labor cost reduction by increasing image/admin ratio efficiency



Application

Device

Storage

Server

Network

Managed Storage

Backup /Recovery

Security

Patch Management

Help desk


Management

IT Services



Service enablement Hosted service delivery


Core Infrastructure

Datacenter

IBM Tivoli Storage Manager• Built-in data de-duplication and

compression

• Centralized data protection

• Policy based management

Benefits

• Reduced administration costs

• Faster backup and restore withfewer resources

• Reduced risk



Application

Device

Storage

Server

Network

Managed Storage

Backup /Recovery

Security

Patch Management

Help desk


Management

IT Services





Core Infrastructure

Datacenter

Network

Compute

Storage

Development

Mobile dev

Database

Runtime

Analytics

ERP/SCM/CRM


E-mail

IaaS PaaS SaaS

Managed Storage

Backup /RecoveryIBM joins the Board of

Directors



Application

Device

Storage

Server

Network

Managed Storage

Backup /Recovery

Security

Patch Management

Help desk


Management

IT Services





Core Infrastructure

Datacenter

Network

Compute

Storage

Development

Mobile dev

Database

Runtime

Analytics

ERP/SCM/CRM


E-mail

IaaS PaaS SaaS

Managed Storage

Backup /Recovery

In summary, IBM offers…

• Full range of hardware, software and services that help MSPs

– Optimize their infrastructure and improve their ROI– Create new services to grow revenue streams– Accelerate their time to market

• Support for open standards and architectures

• Proven reliability, availability, scalable solutions that can help MSPs successfully attain SLA targets

www.ibm.com/partnerworld/msp

http://www.ibm.com/partnerworld/msp

http://www.ibm.com/partnerworld/msp


IBM and Perimeter

Andrew JaquithCTO

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Expert provider of cloud security services. Broad range of cloud security, messaging software, and managed services to reduce costs

IBM Brings……

• IBM Unified Storage Solution reduces our cost and complexity.

• joint sales opportunities

• IBM’s technology provides reliable, high performance scalable cloud environment

Managed Service Offering

• Secure messaging: hosted Microsoft Exchange 2010, message hygiene, message archiving, eDiscovery

• Network security: managed IDS, firewall, web security, and mobile security

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E- Security


Wrap Up…..

Marketing and Business DevelopmentMarketing Planning support, Brand building, Demand

Generation and marketing funding

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Full set of OfferingsPureSystems, SmartCloud Management Suite, Technical Services

Dedicated Resources, Centers of ExcellenceBusiness Development Representatives and Technical Architects

Leveraging the IBM Brand in the marketplaceManaged Service Provider achievement mark

Financing - how MSPs deliver services to ClientsIBM Global Financing, Pay as you Grow


Thank You

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The Industry’s most complete MSP Program

www.ibm.com/partnerworld/msp

2012.09.26 - MSP IBM Partnership

Technology

Transcript of 2012.09.26 - MSP IBM Partnership