La proposizione di valore IBM per Service Provider e ISV Alberto De Angelis Manager of Mid-Market Sales. #IBMSP

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Randolf Daniels
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1 La proposizione di valore IBM per Service Provider e ISV Alberto De Angelis Manager of Mid-Market Sales #IBMSP

2 Lift Channel & Customer Dynamics Channel Dynamics Client Buying Dynamics Shift Traditional Product Sales Professional Services Managed Services 13% 25% 24% 19% 36% 46% 60% 50% 40% 30% 20% Example North America Revenue by Channel 29% 31% Maintenance 11% 13% 10% 0% Application Hosting 3% 6% MSP VAR All Other Source: AMI Channel partner survey Dec

60% 50% 40% 30% 20% Example North America Revenue by Channel 29% 31% Maintenance 11% 13%

2012) 65% of mid-market clients are looking to acquire cloud solutions from MSPs (AMI Partners, May 2012) Clients want to focus on their core business, reduce capital expenses, predict IT costs, and

3 Both Clients and Business Partners are shifting to MSP s MSP s will grow from $27B in 2012 to $44B in 2016, compounding at over 12% (Techaisle, Nov. 2012) The top 100 MSP s grew at 28% over last year (MSPmentor, Feb. 2012) 65% of mid-market clients are looking to acquire cloud solutions from MSPs (AMI Partners, May 2012) Clients want to focus on their core business, reduce capital expenses, predict IT costs, and have flexibility and scale to meet changes in business needs Partners are shifting to become managed service providers because that is where margins and customer retention are greater (CSP, ISV, VAR, VAD, SI) 11,600 MSPs in our prospect database where most are local firms with <500 employees Source: Managed Services: How to Adopt to the Channel Model of the Future, Novastor, MSPMentor.com, 2010 State of the Market, Everything Channel Source: PartnerPath

4 The MSP Landscape Common Industry Segmentation Q1 CLIENT MSP MSP 4

5 Business Partners are shifting to a Managed Service Provider model for higher margin opportunities Managed Services Cloud Services 5

6 MSPs face challenges in the current environment: Q2 Business Challenges Security Economies of scale Increasing number of service providers Commoditization of managed services Revenue / profit growth Cash flow Business model Technology Challenges Competitive differentiation Market expansion Portfolio expansion to higher valued offerings Flexible financial terms Cash flow 24/7 Governance Capex vs Opex Flexibility Reliability / availability Scalability Manageability Integration with existing environment Technical skills and support Proven technology High availability solutions Open and flexible architecture Comprehensive tools Accessible skills and support Power and cooling Uncertainties 6

Flexible financial terms Cash flow 24/7 Governance Capex vs Opex Flexibility Reliability / availability Scalability Manageability Integration with existing environment

Cloud provides new business opportunities and competitive differentiation Q3 Private Clouds Hybrid Public Clouds Flexible and differentiated sourcing models Evolve existing infrastructure to Cloud

7 Cloud provides new business opportunities and competitive differentiation Q3 Private Clouds Hybrid Public Clouds Flexible and differentiated sourcing models Evolve existing infrastructure to Cloud Accelerate adoption with integrated systems Immediate access to a managed platform with flexible cost Access public cloud SaaS business solutions Common Cloud platform built on an open standards reference model 7

Accelerate adoption with integrated systems Immediate access to a managed platform with flexible cost

8 MSP Solution Framework Managed / Hosted Services Cloud Service Delivery Monitoring and Management Services Application Device Storage Hosted IT Services Managed Storage Backup / Recovery Security IaaS PaaS SaaS Managed Storage Backup / Recovery Patch Management Dev/test Analytics Server Network Patch Management Help desk Help desk Network / Storage / Compute Mobile dev Database ERP/SCM/CRM Business Applications Service Enablement Platform Infrastructure Management Provisioning Monitoring Virtualization Accounting Core Infrastructure Datacenter Network Server Storage 8

Server Network Patch Management Help desk Help desk Network / Storage / Compute Mobile dev Database ERP/SCM/CRM Business Applications Service

9 Solutions for delivering managed / hosted services Today Managed / Hosted Services Monitoring and Management Services Application Device Storage Server Hosted IT Services Managed Storage Backup / Recovery Security Patch Management Key Offerings IBM Tivoli Monitoring IBM Endpoint Manager for Mobile Devices IBM Tivoli Storage Productivity Center IBM Tivoli Storage Manager IBM Managed Security Services IBM SmartCloud Patch IBM SmartCloud Control Desk IBM SmartCloud Managed Backup Services Network Help desk 9

IBM Tivoli Monitoring IBM Endpoint Manager for Mobile Devices IBM Tivoli Storage Productivity Center IBM Tivoli Storage Manager

10 D/R Services in Cloud for MSPs Soluzione di backup/restore gestito in-service. Custodia ed archiviazione a lungo termine dei salvataggi (opzionale). Portale Web specializzato per il monitoring delle operazioni di backup/restore, il provisioning, la ricezione di alert e l estrazione di report e/o statistiche sullo storico delle operazioni di salvataggio/rispristino dei dati. VSR è un servizio in cloud che consente ai clienti di ripristinare i propri server fisici o virtuali su un'infrastruttura alternativa virtualizzata ubicata presso i Centri di Ripristino di IBM BCRS o dell MSP Semplifica e accelera i processi di ripartenza utilizzando tecniche di automazione, di replica e di riattivazione da utilizzare in caso di disastro e/o durante i test di simulazione. Portale Web dedicato per la gestione delle operazioni e il monitoraggio del Servizio 10

11 Solutions for enabling service delivery Service Enablement Infrastructure Management Provisioning Monitoring Virtualization Accounting Core Infrastructure Datacenter Network Server Storage Key Offerings IBM SmartCloud Monitoring IBM SmartCloud Provisioning and Orchestrator IBM SmartCloud Cost Management IBM Datacenter Design Services IBM PureFlex / IBM Flex System / FSM IBM System x IBM Power Systems IBM Storwize V

IBM SmartCloud Monitoring IBM SmartCloud Provisioning and Orchestrator IBM SmartCloud Cost Management IBM

Solutions for delivering cloud services Private Clouds Hybrid Public Clouds Growth opportunity Cloud Service Delivery IaaS PaaS SaaS Managed Storage Backup / Recovery Patch

Managed Backup IBM SmartCloud Enterprise+ & Softlayer IBM SmartCloud Engage Cloud foundational IBM SmartCloud Infrastructure Services IBM Tivoli Storage Manager/Front-safe IBM

12 Solutions for delivering cloud services Private Clouds Hybrid Public Clouds Growth opportunity Cloud Service Delivery IaaS PaaS SaaS Managed Storage Backup / Recovery Patch Management Help desk Network / Storage / Compute Dev/test Mobile dev Database Analytics ERP/SCM/CRM Business Applications Key Offerings Cloud services IBM SmartCloud Managed Backup IBM SmartCloud Enterprise+ & Softlayer IBM SmartCloud Engage Cloud foundational IBM SmartCloud Infrastructure Services IBM Tivoli Storage Manager/Front-safe IBM Tivoli Storage Productivity Center IBM SmartCloud Patch IBM SmartCloud Control Desk IBM DB2 IBM WebSphere Application Server 12 Application Platform Worklight Data Platform Cognos

13 ACG as a Service Number of employees < > 250 TOTAL Aziende con 1-7 utenti concorrenti Modello di pricing Pay per use un valore per utente al mese per tutti i moduli di amministrazione e logistica Flessibilità il numero degli utenti licenziati al Solution Provider può variare con flessibilità e rapidità. Modello di mercato ACG Un ecosistema di decine di partner diffusi su tutto il territorio possono affiancare il Solution Provider per offrire supporto locale ai clienti Da 10 a 40 dipendenti SUITE AMMINISTRAZIONE Contabilità Generale, Analitica, Tesoreria di base, Cespiti SUITE LOGISTICA Acquisti, Magazzini, Vendite CRM IN CONTACT Note spese # UTENTI PMI

licenziati al Solution Provider può variare con flessibilità e rapidità.

IBM Innovation Center: a network of available resources locally (Milan) and globally (41) PORTING / TEST Application Porting - Oracle/SQL Srv -> IBM DB2 - Weblogic/Tomcat/JBoss -> WAS) HW portability

14 IBM Innovation Center: a network of available resources locally (Milan) and globally (41) PORTING / TEST Application Porting - Oracle/SQL Srv -> IBM DB2 - Weblogic/Tomcat/JBoss -> WAS) HW portability Test Scalabilty and Performances Test Application Validation on PureFlex and PureApplication Proof of Tecnology for Netezza/PureData EDUCATION 14 INNOVATION New Technologies Tests Cloud Computing Smarter Planet Solution Industry solutions Mobile Analytics and Big Data IBM Leader: Giuseppe Ravasi Workshop on new techs Workshop for developers Industry solutions workshop Joint activities with Business Partners and Customers to validate Complex architecture and solutions Training-on-the-job

Netezza/PureData EDUCATION 14 INNOVATION New Technologies Tests Cloud Computing Smarter Planet Solution Industry solutions Mobile Analytics and Big Data IBM Leader:

MSP Joint Marketing Highlights MSP Mark MSP Concierge Marketing Plan Development Marketing services which span the full breadth of marketing requirements Easy access to these marketing services via

15 MSP Joint Marketing Highlights MSP Mark MSP Concierge Marketing Plan Development Marketing services which span the full breadth of marketing requirements Easy access to these marketing services via Partner World An MSP support service to point you to the marketing services of most value to you Marketing services which will help fuel MSP growth!!! Promotion of MSP via IBM s BP Directory IBM s MSP Program Marketing Benefits Marketing Assets & Funding IBM s Launch Pad for MSPs provides a comprehensive set of services to help MSPs build their brand and generate demand for their services. Social Media and Marketing education Marketing Execution Services IBM MM Marketing Manager: Alessia Berra Analytics & Insights 15

!! Promotion of MSP via IBM s BP Directory IBM s MSP Program Marketing Benefits Marketing Assets & Funding IBM s Launch Pad for MSPs provides a comprehensive set of services to

16 MSP Track at BP Executive Summit Monaco Montecarlo November

17 IBM provides unique financing and incentives for MSPs Software Group white label pricing Global Technology Services white label pricing Global Technology Services wholesale pricing Pay as you Grow program for Servers and Storage 12 month 0% financing to all new credit-qualified MSPs Buyback Program for MSPs Frame agreements 17

wholesale pricing Pay as you Grow program for Servers and Storage 12 month 0%

Support Innovation Center Co-branding with MSP Mark Joint Marketing Support

18 Q4 IBMs Managed Service Provider Program A New Business Partner type for IBM MSP Solution Framework and Offering Portfolio Sales and Technical Support Innovation Center Co-branding with MSP Mark Joint Marketing Support Channel Ecosystem and Synergies IBM MSP Business Development Executive Katia Fusi 18

19 Alberto De Angelis Manager of Midmarket Sales Katia Fusi Business Development Executive Manager Regionali Claudio Rossi Territory Manager Nord m Giovanni Gaetani Territory Manager Centro/Sud Domenico Princi Territory Manager Sud Marketing Alessia Berra MidMarket Marketing Manager Diana Muccio MidMarket Market Segment Manager Cloud Alessandra Brasca Cloud Leader 19

com Manager Regionali Claudio Rossi Territory Manager Nord claudio1_rossi@it.ibm.

20 Get Started Today Pure Systems Family Smart Cloud Suite Softlayer Cast Iron Mobile First Worklight Mobile Appl. Development Tivoli Endpoint Manager Cognos SPSS Free Trials available at: 20

21 Il più completo programma per Service Providers Per saperne di più:

Leveraging Cloud Solutions to Create New Channel Opportunities

Amy Anderson Manager, IBM Emerging Technologies @ibmemergingtech November 5, 2012 Leveraging Cloud Solutions to Create New Channel Opportunities Agenda Ø Understanding evolving partner dynamics is crucial