MSP Workshop - IBM Workshop Budapest, 2013.03.07 ... • Reporting • Variable costs Prior plus: •Multi-tenant, multi-service ... Engine Yard, Linode,

© 2013 IBM Corporation

IBM Midmarket Marketing

MSP WorkshopMSP Workshop

Budapest, 2013.03.07Budapest, 2013.03.07

Szabó IllésSzabó Illés



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



Mi az Managed Service Provider?

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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:



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



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





IBM defines five categories of MSP’s

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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



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.

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http://www.ibm.com/partnerworld

http://www.ibm.com/partnerworld



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

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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

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Driven by Cloud, IT delivery is moving from client on-premise to Cloud-enabled MSP environments

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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 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


New Analytics

Model

New Analytics

Model

• Dev/test environment• Mobile and Social Business Applications• Analytics/database services

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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.

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Official Notice – Do not delete this slide



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

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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

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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

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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

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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

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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

http://w.on24.com/r.htm?e=568158&s=1&k=7182627B96F602AEF191738131A8B33D

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





mailto:[email protected]

http://w.on24.com/r.htm?e=568158&s=1&k=7182627B96F602AEF191738131A8B33D






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MSP Workshop - IBM Workshop Budapest, 2013.03.07 ... • Reporting • Variable costs Prior plus: •Multi-tenant, multi-service ... Engine Yard, Linode,