Creating new shareholder value

Transcription

1 Creating new shareholder value Leveraging our heritage to build a stronger future Tom Kelly MD Logicalis UK

2 A balanced multi-sector business Revenue by sector 2011 Logicalis UK works with customers across all major industry sectors Our success is founded on understanding our customers industry demands and providing relevant solutions and services Our customers are primarily in; Commercial Mid Market <2000 seats Distributed Government, Education, Health Enterprise Accounts >2000 seats Systems Integrators / Telcos Our solutions capabilities, professional services, managed services and cloud offerings are a unique combination to the customers we work with Our goal is to offer our customers a highly relevant partnership WAG 7% Prof Services 6% Telecomms 10% IT 5% Public Sector 10% Other 6% Insurance/ Finance 18% Retail 19% Manufacturing 19% 2

3 Strategic Partnerships Highest level accreditations with key partners Cisco, HP, IBM, CA technologies and NetApp Cisco Global Architectural Excellence Partner of the Year 2010 Cisco UK Services Partner of the Year 2010 Cisco UK & European Cloud Services Partner of the Year 2010 HP Data Protector Partner of the Year 2010 IBM Centre of Technical Excellence Award - IBM Breadth IBM Centre of Technical Excellence Award - Power AIX & System z 3

4 Building a business that services our customers changing consumption needs 4

5 With compelling and relevant customer and market solutions Collaboration Business Analytics Cloud Video 5

6 Our relevance to our clients Logicalis UK is more than a systems integrator. It is a managed service provider from its own Data Centres We are on a journey with the intent of increasing percentage EBIT through driving annuity and business relevance to our clients. Where are we on this journey? New DC investment in Slough Co-operative Cloud investment based on Cisco, CA and NetApps Secure P Cloud investment IBM, CA, NetApps Acquisitions, Direct Visual and Inca 6

7 Our relevance to our clients (cont) In driving EBIT and percentage annuity revenue it is imperative that we mimic Pay per view TV (Sky and Fox) and also the success of Apple they have the content: Driving Managed Services content from our own DC Drive Cloud solutions with Logicalis in acknowledged innovation both on site and off site Managed Video Solutions as a result of DV acquisition Managed Analytic Solutions as a result of the Inca acquisition Driving client intimacy will drive client relevance and prove the value added relationship which we have to offer It does not mean a de-focus on hardware sales but rather increasing the Services Wrap and recognising that the Cloud will provide an alternative form of service delivery and in turn hardware delivery The Logicalis new logo account target for fiscal 2012 is 115 and in H1 we achieved 57 (excluding acquisitions) 7

8 The CMO will become more important than the CIO The buying power and buying decision is now ever more driven by the business not IT Recessionary economics shift the balance from technology decision to business outcome CEO, CMO, CFO s don t understand or buy tin they want tangible business benefits Our investments in Video, Cloud, Business Analytics enables us to speak to their language 8

9 CIO s challenge - the cycle of operational cost The CIO must break a cycle of spending too much budget operating what they already have The CIO must focus on their core strengths and core business requirements The CIO must streamline operations to create resource and budget for innovation The CIO must adopt new consumption and operational models, strategically using their assets to deliver the most effective organisation and user experience 9

10 The CEO - Focussing on efficiency, productivity and innovation IT Infrastructure The CEO has focussed on improving the front end of the business Sales and Marketing Integrated Business Innovation Business Process Improvement 10

11 The CIO is building a new Business and IT Model IT Infrastructure and Operational Improvement Cloud Managed Services Professional Services Managed Hosting Networks Consolidation Servers / Storage Virtualisation Automation Self Service Business Systems Information Management Business Analytics Portal Mobility Collaboration Video as a Service Customer Analytics IT led Business Innovation As a Service IT Led Business Processes Improvement Partner Delivered 11

12 We are entering a new phase in our business and our relationship with our customers and suppliers Create more consumption offerings Assume more of the commercial risk Own more of the customers SLA Partner for business innovation Be better business engaged Consumerisation/Globalisation Moving to more consumption-based models Speed, Agility, Innovation and responsiveness Challenge conventional thinking New forms of collaboration and engagement Own less Infrastructure Focussing more on Innovation Specify service/outcome not product Competition, old and new 12

13 New Consumption Models The challenges for senior IT leaders is overwhelming Cloud and mobile computing Acting as change agents Acting as strategic planners Acting as innovation drivers to contribute to top and bottom line growth Are they capable? In our view NO! A London school of Economics CEO study on IT projects concluded Despite CEO disappointment with past results, 48% of the CEO s say IT will play a prominent role in defining corporate strategy in the future. Over 54% of the CEO s surveyed said they had high expectations for IT s ability to contribute to such things as a company s competitive advantage The CIO dream of being strategic remains elusive Few attain it, few derive the related benefits and even fewer are at the top table 13

14 New Consumption Models (cont) Should this survey be repeated in 2011 the Logicalis view is that there is a need for a new definition of a strategic CIO Why? Shorter technology cycles more rapid pace of change demanded by the business Is a long term strategy really what we need or should we aim to be fully adaptable combined with a flexible strategy? IT Executives need to; engage with the business unit leaders and prove their worth by thinking outside the ICT box Make themselves into a more strategic change agent The use of the Cloud is such a change agent 14

15 The Ford Motor Company Then.. Now.. 15

16 Logicalis has made big investments in our production line Enterprise Class Facilities 7.25million High Density Data Centre in 2010 Two UK Data Centre Facilites 4-32kw Hosting Facility 2N Tier 3+ Design Enterprise Class Cloud and Cloud Services Ideal for next generation of virtualisation, high performance computing and cloud infrastructure and services IBM Dynamic POWER Cloud Intel Powered Cloud NetApp Storage Cloud ImmersiV Video as a Service Collaboration as a Service Analytics as a Service 16

17 A coherent strategy for addressing the cloud market opportunity We are addressing the Infrastructure and Software as a Service Markets LUK Platforms for Growth Analytics as a Service Collaboration as a Service Video as a Service Power795 Cloud Our Cloud Opportunity Cisco Intel Cloud Both CSP s & ISV s need a coherent response to capitalise on this huge market opportunity and defend against new competition 17

18 Our vendors growth is coming from core plays Private Cloud is a $50billion Opportunity Hosted Collaboration is a $7.1billion Opportunity 18

19 To grow EBIDTA and shareholder value Logicalis can maintain shareholder value by maintaining the existing business, but, we are growing shareholder value by investing in new solutions and delivery models. Business Analytics Cloud Smarter Planet Emerging Markets ABSTRACTED FROM THE IBM ANNUAL REPORT

20 Our opportunity = improving our EBITDA while reducing customers costs Cost of Downtime 90% 90% Refresh / Upgrades Cost of Capital Operational Management Power & Cooling DC Real Estate Support & Maintenance Design & Implementation 80% 70% 60% 50% 40% 30% Migrate to Cloud consumption model: Committed SLA s (99.99%) Fixed and predictable costs Recovery of Capital / Cost of Capital DrivingEBIT Decreased Risk of Downtime Higher service Flexibility 80% 70% 60% 50% 40% 30% Client Cost Saving Logicalis Managed Services EBIT Growth Cost of Cloud Consumption Model Capital Cost of Equipment & Depreciation 20% Higher service Availability Ability to migrate to other Cloud Services 20% 10% 10% 20

21 Our future success is governed by our vision, our execution, our balance sheet and your confidence We have gauged the change in our customers business priorities We have predicted and invested in our major vendor partners making their big bets, our big bets We have been ahead of the market with relevant innovation We have built new platforms and solutions, built on our healthy balance sheet and your confidence as investors Today, we must look to Logicalis 2015, and be as confident to invest and innovate as we always have Our EBITDA and shareholder value will grow based on sustaining our traditional business whilst transitioning to new consumption models for hardware, software and services Logicalis is the right company, with the right vision, with the right execution strategy at the right time 21

22 Questions