p artner for i mpact build your business with it management partner marketing 1 copyright © 2012...

PARTNER FOR IMPACT

Build Your Business with IT Management

Partner Marketing

1 Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August 2012. IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

2 Copyright © 2012 CA. All rights reserved.

ObjectiveHelping You Build Your Business

IT Management is the KEY

to Developing a Recurring,

Profitable, Revenue Stream

SUCCESS is Measured by the GROWTH of our

Partner’s BUSINESS

Requires a different approach to Industry

research

Where are the3rd Party Provider

Revenue Opportunities?

Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August 2012. IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.


Challenges

What are the new trends in IT Management that we can capitalize on?

How can we further solidify the relationship with our current customers?

How do those needs match up with products and services available through CA?

What types of services do our current customers want and need?



Tech Buyer Research: IT Management Approaches &

Evaluation Criteria

Conducted on behalf of CA Technologies

IT ManagementThe Greatest Opportunity for Partners

International Data Group (IDG)

Industry leading independent consulting

firm dives deep into IT Management Trends

850 CIOs from large Enterprise

Interviewed. All verticals, all GEOs.


80% of Enterprise IT CIOs will use

SIs/SPs/MSPs for IT Mgt

33% ofEnterprise IT Budgets will be spent on

IT Mgt.

77% of Enterprise CIOs

see “Gaps” with IT Mgt. Providers

59% of Enterprise CIOs call IT Mgt. an “Architectural

Choice”

IT Management is the KEY

to Developing a Recurring,

Profitable, Revenue Stream

CA Technologies Internal Use Only.



Customer IT Budgets Are ShiftingHybrid Approach Driving 80% of CIOs to 3rd Party Providers

Enterprise IT is Shifting Budgets to

Innovation

Identifying ways to consolidate & free-up

resources for innovation

Migrating More Infrastructure

Off Premise

Driving More New Services: Pervasive Across all Enterprise

Verticals & Sizes

Requires 3rd Party Provider EXPERTISE

Migration to a “Hybrid” World(On-premise / Off-Premise)

A Need to Optimize Environment with a

Custom View: “Dashboard”

Concept.

3rd Party Revenue

Opportunities


Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August 2012. IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed . CA Technologies Internal Use Only.


Migration to a Hybrid WorldAnalysts Predict 2013 to be “Tipping Point” for Hybrid Cloud

Hybrid Cloud Interest

Hybrid Cloud Interest Reaches Peak with

Enterprise CIOs – Over 97% Have or Are Considering a

Hybrid Cloud Approach

Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August 2012. IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed. 2013 Year of the Hybrid Cloud article used with permission from Network World.


850 Industry leading CIOs Interviewed Tenured & Knowledgeable

Less than 1 year4%

1 - 3 years21%

4 - 6 years27% 7 - 10 years

23%

11 - 15 years13%

16 - 19 years5%

20 years or longer8%

Length of Time in Current Position(Average: 7 years)

Q: How long have you been employed in your current position at this organization?



Response fromEnterprise CIOs

Large Enterprise(Over $2B)

Mid-Size Enterprise ($750M to $2B)

Now 2015 Now 2015

IT Mgt is “a cohesive architectural choice”

49% 59% 52% 58%

IT Mgt. is “using best tools with new functionality”

50% 42% 51% 52%

IT Mgt. is “an extension of my past purchases”

34% 28% 38% 22%

IT Mgt. is “an integrated element of a converged infrastructure”

25% 19% 29% 16%

IT Mgt. is “just an attachment to an individual IT service” 19% 12% 23% 8%

Customer View of IT Mgt. is Evolving 3rd Party Providers Need to Focus on a “Cohesive Approach”

Proof is in the % of IT Budgets Spent on ITM

World NA EMEA APJ LA

33% 29% 33% 37% 40%

Are 3rd Party Providers presenting IT Mgt. As A Cohesive Architectural Choice?

___________________________

That’s How Enterprise CIOs Want to See it Presented



CIOs Want To Leverage 3rd Party ExpertiseBut... Need More Confidence In 3rd Party Providers

Value pricing: Results based incentives

System integration expertise on staff (Key apps)

Hybrid Cloud integration expertise

Strong Bench: Expertise on staff to to fulFill ad-hoc requests

Demonstrates a Proven Methodology

48%

53%

50%

54%

55%

40%

44%

39%

38%

38%

Current 3rd Party Performance Rating Importance to Me!

77% of Enterprise

CIOs see Skill Set “Gaps”

with IT Mgt. _________________________________

More Business is Going 3rd

Party, But to Whom...?

The #’sAre

Consistent Between “Size of

Customer”& Regional

Market




Key IT Mgt. Revenue Opportunities CIOs Need Help Across the Spectrum

53% of Enterprise IT

CIOs will Expect

3rd Party Providers to Help Them

With IT Mgt. Strategy &

Formulation IT operations delivered “as-a-service”

Post implementation (training, maintenance)

Integration & implementation

Architecture/design

Upfront consulting (Inc. strategy / formation)

0% 10% 20% 30% 40% 50% 60% 70% 80% 90%100%

26%

37%

38%

34%

30%

39%

41%

42%

38%

53%

Two Years

Today

4 out of 10

Customers are looking for MSPs for Mission Critical

Business Apps




CUSTOMIZE

SERVICE

You Can MONETIZE What You Can MEASURE!

There is NO Single Dashboard that Can Work

for EVERY Enterprise

Creating the “Custom View” for an Enterprise DRIVES

Services REVENUE

Infrastructure COMPLEXITY Drives Services REVENUE!

Provide Services SURROUNDING Integration

& Implementation s

Offer Post Sales SUPPORT & Management

The Services OpportunityComplexity Drives Reoccurring, Profitable, Revenue



Partner Success Examples



■Unique Cloud Based Security-as-a-Service

■Web Security Assessment

■IT Mgt. Strategy & Assessments

■IT Mgt. Design & implementations

New Services Offered

■CA Identity & Access Management Portfolio

■CA Arcot ■CA Infrastructure

Management Portfolio

Product Leveraged

■Attracted “Up-market” Customers in New Areas: Public Sector & Utilities

■Fast Time-to-Value for Security Customers

■Reoccurring Revenues from “Security-as-a-Service”

New Revenues

Mycroft Inc. has over 230 experienced professionals delivering leading private cloud-based solutions, managed security services & IT Management Services

MyCroftDrives Revenues with Security-As-A-Service




New Services OfferedProducts Leveraged New Revenues

■CAS – Critical Application Sites

■Application Setup, Configuration

■IT Performance Enhancement, Platform Performance Optimization

RackspaceDelivering Performance for Critical Apps & Websites.

s


Rackspace is the service leader in cloud computing. They deliver enterprise level hosting services around the world based on their Fanatical Support © Methodology

■CA eHealth■CA Spectrum■CA Nimsoft Monitor ■CA Cloud Monitor■Reviewing New IM 2.o

portfolio to establish an upgrade path for eHealth & Spectrum

■New Service Launch Driving New Revenues

■Upsell Existing Customers to New Revenue Stream

■Gain Net New Customers



New Services Offered

■CA Infrastructure Mgt Portfolio

■CA Service Virtualization

■CA Service Assurance■CA Auto Suite for

Clouds■CA Lisa (In Progress)

Product Leveraged

■Combines CA Service Assurance Solution with “Best Practice” Consulting Services

■Offers a full spectrum of services from initial assessment to implementation support

New Revenues

■Infrastructure Mgt■End-to-End App.

Performance Mgmt.■Service Operations

Mgt. ■Auto Suite for Cloud■Service Virtualization

Protiviti is the 6th largest risk consulting firm serving over 35% of the Fortune 1000 with 2,500+ consultants and 70+ offices globally

ProtivitiCombining IT Mgt. Solutions with New Consulting Services



Thank you

Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August 2012. IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed .


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Certain information in this presentation may outline CA’s general product direction. This presentation shall not serve to (i) affect the rights and/or obligations of CA or its licensees under any existing or future written license agreement or services agreement relating to any CA software product; or (ii) amend any product documentation or specifications for any CA software product. The development, release and timing of any features or functionality described in this presentation remain at CA’s sole discretion.

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p artner for i mpact build your business with it management partner marketing 1 copyright © 2012...

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