msp workshop - ibm workshop budapest, 2013.03.07 ... • reporting • variable costs prior plus:...
TRANSCRIPT
© 2013 IBM Corporation
IBM Midmarket Marketing
MSP WorkshopMSP Workshop
Budapest, 2013.03.07Budapest, 2013.03.07
Szabó IllésSzabó Illés
© 2013 IBM Corporation
IBM Midmarket Marketing
IBM MSP Workshop
09:00 - 09:30 Regisztráció
09:30 - 09:40 Köszöntő, rövid bevezetőSzabó Illés - Mid Market Territory Sales Representative
09:40 - 10:25 IBM Tivoli megoldások Managed Service Providerek részéreElek Norbert – Tivoli Technical SalesSáfrán Péter – Tivoli Brand Sales Representative
10:25 - 10:45 PureFlex for MSPSepp Norbert – Competitive Technical Architect
10:45 - 11:00 Kávészünet
11:00 - 11:25 Szerver infrastruktúra szolgáltatáskéntKnyihár György – Sales Representative
11:25 - 11:40 Alkalmazáshoszting élesben Pure Flex-enGintli Sándor – Ügyvezető igazgató, Wirecorner
11:40 - 12:00 Kérdések, válaszok
12:00 - 13:00 Ebéd
Mai programMai program
© 2013 IBM Corporation
IBM Midmarket Marketing
Mi az Managed Service Provider?
3
Menedzselt Szolgáltatások Szolgáltató:A Menedzselt Szolgáltatások Solgáltató (MSP) tipikusan olyan információs technológiai (IT)
szolgáltató, amely kezeli és vállalja, hogy meghatározott szolgáltatásokat biztosít az ügyfeleknek amelyek szükésgesek. A legtöbb MSP állandó vagy közel fix havi díjat ajánl, ami előnyös az
ügyfeleknek, mert kiszámítható az informatikai támogatás költségük. Wikipedia.com, 2012
Source: MSP Mentor 100 Global Report , 2012
Mit szolgáltatnak az MSP-k?Top ajánlatok az ügyfeleknek:
© 2013 IBM Corporation
IBM Midmarket Marketing
Source: MSP Mentor 100 Global Report , 2012
• Mivel eladunk nekik ezért a klienseik.Például eladunk Storage eszközöket egy MSP-nek, hogy bővíthesse szolgáltatásait.
• A technológiánkkal épített infrasturktúrával szolgáltat ügyfeleiknek.• Az MSP-k viszonteladók is IBM portfóliót kínálnak az ügyfeleiknek.• Például, SmartCloud Engage „újra-cimkézésével” kínálnak szolgáltatásokat az ügyfeleiknek.
Az MSP-k egyszerre: BP-k and “Clients”
IBM MSP Solution Framework – capabilities IBM delivers to MSP’s
Sell-
to
Sell-
to a
nd S
ell-t
hrou
gh
© 2013 IBM Corporation
IBM Midmarket Marketing
Today
Planned 2 years from now
46%36%
25%
13%19%
11%
3%6%
Traditional Product Sales
Professional Services
Managed Services
Maintenance
Application Hosting
Source: Forrester Channel partner survey 2011
24%
13%13%
Channel Partners are leaving the traditional Product Sales …
… and getting into higher margin Managed Services
© 2013 IBM Corporation
IBM Midmarket Marketing
© 2013 IBM Corporation
IBM Midmarket Marketing
IBM defines five categories of MSP’s
16
Managed IT IaaS PaaS SaaS BPaaSWhat the
MSP offers:• Break-fix• Help desk• Remote monitoring• Network mgt.• Endpoint mgt.
• Patch management and Provisioning
• Managed storage & BC/DR
• Hosted applications• Security services
• Mobile app development• Dev/test environment• Analytics/database
services
• Broad range of SaaS • Finance/Accounting• Travel/ Expense• Mktng. Automation• Human Resources• Document Mgt.
Critical features to
run their business:
• 24/7 uptime• Secure
environment• Reporting• Variable costs
Prior plus:•Multi-tenant, multi-service architecture•Managed from central location•Dynamic scaling•Enterprise grade infrastructure
Prior, plus:•Application runtime support,•App progress, testing, hosting•Database / Data Warehousing•App versioning, security
Prior, plus: •Access to popular commercial SW•Scalable infrastructure, self provisioning •API’s to connect to other web services
Prior, plus:•Tools for customization and quick scaling •Support multiple deployment environments and languages
MSP examples:
Compushare, Long View, Centerbeam, Platte River Networks
GoGrid, Connectria, Ductch Cloud, Equinix, Rackspace, Navisite, AWS
Engine Yard, Linode, Microsoft Azure, Google AppEngine, LongJump
Velocity, ASPAway, Sungard, Group SoftwareEnablers: Jamcracker, Parallel, Cloudmore
Accenture, GBS, Tata
Enablers: Jamcracker, Parallel, Cloudmore
Size & Decision
Maker
Very small to Small•Owner/President•CTO
Small to Large•CTO•Owner/CEO/President•Technical Architect
Small to Large•CTO•VP Product/Engineering•Owner/CEO/President
Small to Large•CTO•VP Product•Owner/CEO/Pres.
Medium to Large•Principal•Technical Architect
May Include: VAR with managed service LOB
• Datacenters• Cloud service providers
• Cloud Dev. Platform • Cloud service providers
Business App. ISV’s that become MSP’s
• Global SI’s• Telco
IBM competitors:
HW: Dell, White-box, HP, IBMSW: Kayesa, N-Able, Autotask, Symantec
HW: Dell, HP, Cisco/VCE, IBMSW: Vmware, Oracle, CA
HW: HP, Cisco/VCE, IBMSW: CA, Microsoft, Oracle
Microsoft, AWS, Rackspace, Dell, SAP
Accenture, Cap Gemeni, Tata
Common for MSP’s to span multiple categories
© 2013 IBM Corporation
IBM Midmarket Marketing
IBM PartnerWorld MSP Program
IBM PartnerWorld® is an award-winning, global program designed to help IBM Business
Partners increase demand, grow their businesses and improve profitability.
Marketing
Access trend data, build plans and campaigns, generate demand.
Access trend data, build plans and campaigns, generate demand.
Selling
Create proposals, access valuable incentives, improve close rates, publicize success.
Create proposals, access valuable incentives, improve close rates, publicize success.
Technical
Access tools for product development and support.
Access tools for product development and support.
Training
Build skills, access certifications and webcasts, workshops and discounts.
Build skills, access certifications and webcasts, workshops and discounts.
Collaboration
Use forums, social media, network with other Business Partners and IBM.
Use forums, social media, network with other Business Partners and IBM.
7
© 2013 IBM Corporation
IBM Midmarket Marketing
Example: PartnerWorld levels for MSP’s
Assigned IBM Business Development Executive
Use of IBM Business Partner Emblem
MSP Achievement Mark Access to demo
equipment
Greater engagement and success leads to greater benefits.Greater engagement and success leads to greater benefits.
Premier
MSP Center of Excellence MSP Virtual Briefing Center MSP Business Partner Locator Marketing support – MSP Concierge Education and training
Member
Advanced
Loaner program MSP Showcase Co-Marketing Center Marketing Launch Pad
8
© 2013 IBM Corporation
IBM Midmarket Marketing
For MSP’s, Too much time is being spent on managing IT infrastructure, instead of driving New Revenue Growth
Only 1 in 5 organizations allocate more than 50% of IT budget to new projects
68% of IT operating costs in 2013 will be for management and administration
68%
* IDC; Converged Systems: September 2012; Doc #236966 * 2012 IBM Global Data Center Study
9
© 2013 IBM Corporation
IBM Midmarket Marketing
Driven by Cloud, IT delivery is moving from client on-premise to Cloud-enabled MSP environments
10
Third-party hosted and operated
Client Site Client data center
Managed IT Hosted private cloud
Managed private cloud
Client
Shared cloud services
Client A Client B
Public cloud services
A
Users
B
Client Site/Private Public CloudHybridIT is provided “as a service,” over an
intranet, within the client and behind the firewall
IT activities / functions are provided “as a service,” over the Internet
Third-party operated
IBM Midmarket Marketing
© 2013 IBM Corporation
IBM Midmarket Marketing
IBM PureSystems accelerates New Cloud Deployments
Virtual Servers Managed storage Backup/Disaster Recovery VDI
IaaSIaaS PaaS/Saas/BPaaSPaaS/Saas/BPaaS
Data PlatformDelivering Big Data Platform Services
InfrastructureDelivering Cloud
Infrastructure Services
Application PlatformDelivering Cloud Application
Platform Services
IBM Midmarket Marketing
New Analytics
Model
New Analytics
Model
• Dev/test environment• Mobile and Social Business Applications• Analytics/database services
11
© 2013 IBM Corporation
IBM Midmarket Marketing
The following Financing Options are available only for MSP’s and require enrollment in the IBM PartnerWorld MSP Program
The financing options herein are AVAILABLE ONLY FOR IBM BUSINESS PARTNERS THAT ARE MANAGED SERVICE PROVIDERS. These MSP's must be registered in IBM PartnerWorld as a MSP and must have signed the Managed Services Attachment (US Z125-6130; Canada 0983). For the purpose of this offering, it is a requirement that the MSP only utilize a Flex System or PureFlex system that is designed, located, and used for multi-tenancy hosting.
IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and government customers. Minimum transaction size $5,000, rates are based on a customer's credit rating, financing terms, offering type, equipment type and options, and may vary by country. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice.
12
Official Notice – Do not delete this slide
© 2013 IBM Corporation
IBM Midmarket Marketing
U p F r o n t S t r e e t P r ic e
U p F r o n t P r ic e
P A Y G A m o u n t
“ P a y A s Y o u G R O W ”P u r c h a s e
P a id a s u s e do v e r t im e
S y s t e m X
P O W E R
S t o r a g e
F le x S y s t e m s M a n a g e r
T y p i c a l M S P P u r c h a s e
P r i c e
I B M P u r e F l e x
S y s t e m
N e t w o r k
Note: This offering is available only to Managed Service Providersthat are registered members of the IBM Partnerworld Initiative for MSPs.
IBM Pay As You Grow for MSP’s
13
© 2013 IBM Corporation
IBM Midmarket Marketing
IB M P u r e F le x M S P E d it io n
S y s t e mC o r e s
x C o r e U s e R a t eQuarterly
Usage Expense
System Cores Used More Cores used = Larger Quarterly Usage Expense
Less Cores used = Smaller Quarterly Usage Expense
*Usage is tracked automatically and reported to IBM quarterly
How is Usage Calculated?
System Cores used determines the RATE at
which Usage is paid
14
© 2013 IBM Corporation
IBM Midmarket Marketing
P A Y G A m o u n t
( $ 2 2 5 K u s e d h e r e a s a n e x a m p le )
R e m a in in gB a la n c e
Until Remaining Balance is $0
How is Usage Paid? Usage is Paid by
purchasing a Billing Feature Code through IBM
Business Partner
15
© 2013 IBM Corporation
IBM Midmarket Marketing
PureFlex System • Express, Standard or Enterprise Configurations with optional extensions• Small (128 VMs), Medium (640 VMs) and Large (2176 VMs) reference configurations
• Management Node (Standard or Advanced FSM); Base Networking (10GB, HA, FC); V7000 Storage• System x or Power Compute Nodes w/ AIX, Linux, IBM i or Windows OS and w/ PowerVM, VMware, KVM, or Hyper-
• STG Lab or BP Services
Managed IT Solutions
PureFlex for MSP Edition Reference Configuration Examples
Remote Monitoring /
Cloud Service Delivery
Help Desk
•Build and manage cloud service delivery and monitor infrastructure for performance and usage
Managed Storage, Backup,
Recovery Services
VDI Patch Management
Deliver data protection and recovery services through Backup as a Service
Desktop Virtualization
Patch the virtual and cloud environment
Deliver help desk service
• IBM SmartCloud Provisioning• IBM SmartCloud Monitoring• IBM SmartCloud Cost Management• ISV solutions
• Tivoli Storage Manager Suite for Unified Recovery Entry•ISV solutions
• Citrix XenDesktop• VMware View• Virtual Bridges Verde • ISV solutions
• IBM SmartCloud Patch Management• ISV solutions
• IBM SmartCloud Control Desk• ISV solutions
16
© 2013 IBM Corporation
IBM Midmarket Marketing
Pay as you Grow Summary
Proven Technology
Low Up Front Investment
Pay For Use
• IBM PureFlex Managed Service Provider Edition– System X, Power and Storage– Fully Integrated– Industry Leading TCA/TCO
• Full Configuration• IGF Financing Options
• Capped Amount• Automatic Tracking• Easy Payment Process
17
© 2013 IBM Corporation
IBM Midmarket Marketing
Please attend the webcast February 5th reply: Managed Service Providers Briefing: IBM PureFlex MSP Edition and Flex System MSP Edition today.http://w.on24.com/r.htm?e=568158&s=1&k=7182627B96F602AEF191738131A8B33D
Review sales materials available• IBM PartnerWorld Program for MSPshttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_av_msp_index
Contact your IBM Representative for more information
Szabó Illé[email protected]+36 20 8235762
ResourcesResources