2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier MSP

IBM et les MSP : pourquoi ?

Stéphane Vancolen

MSP – ISV Sales Manager France

Twitter: @svancolen

© 2013 International Business Machines Corporation 2

Agenda

• Le marché du cloud

– Marché

– Tendances

– Les attentes clients

• Les MSP, le socle technologique du cloud

• Les programmes MSP

– Marketing

– Famille Pure

– PAYG


Marché du cloud computingDéfis, enjeux et nouveaux marchés

Faits de consommation d’Internet• 38,000 Google searches per second

• 100 milliards Total Facebook connections

• 72 Hours of video posted to YouTube every minute

• 175 million Tweets per day

• 88% of B2B decisions that involve a search engine

• 3 milliards YouTube video views per day

• 40% of smart phone users who have comparison shopped in-store

• 20% of Facebook users over age 55

• 18% of Facebook users under age 24


Cloud computing

Un sujet encore inconnu

Évolution des recherches cloud Ce que pensent les internautes

Des recherches

exploratoires visant à

comprendre le

phénomène

Des recherches plus

pointues visant à

comprendre le champ

d‟application


Cloud computing

Chiffres et marché

Utilisation du cloud selon la taille Utilisations du cloud

Principales utilisation du cloud :

•RH

•Applications métier

•Bureautique

•CRM

Gains recherchés

•Flexibilité

•Baisse des coûts


Évolution du cloud Évolution du SaaS

Cloud computing

Chiffres et marché


Source: AMI Channel partner survey Dec. 2011

0%

20%

40%

60%

MSP VAR AllOther

29% 31%

Source: Forrester Channel partner survey 2011

Dynamique réseau Canaux de commercialisation

Cloud computing

Tendance : le marché « attend » des offres d’externalisation


Source: Q1 “What are the most important external forces that will impact your organization over the next 3 to 5 years?” (Midmarket n=226)

External forces that will impact the organization

2008 2010 2012

Technology factors

People skills

Market factors

Macro-economic factors

Regulatory concerns

Globalization

Les préoccupations des DG restent :

•le marché

•la technologie

•les compétences de leurs équipes

Cloud computing

Vision utilisateur final


9

Source: IBM Midmarket IT Trends 2012

Business Réduire les coûts / améliorer la compétitivité

Améliorer le service client

Améliorer la productivité

IT Sécurité

ERP/CRM

Business analytics/ Data analytics

Information management

Critères d’achat Facilité / rapidité de déploiement

Partenaire de confiance et de proximité

Nouveau mode de consommation (cloud)

Solutions

Intégrées

Se concentrer sur les besoins de leurs marchés avec des ressources compétences contraintes

Cloud computing

Vision utilisateur final


IBM CEO Study: Midmarket CEOs want to understand individual

customers better and respond faster

Change required to meet customer expectations (3 to 5 years)

Improve understanding of individual customer needs

Improve response time to market needs

Harmonize customer experiences across channels

Increase transparency and corporate accountability

Include customers / citizens across product / service life cycle

Increase social and environmental responsibility

71%

71%

48%

48%

41%

33%

Midmarket CEOs:

• Let “big data” reveal the customer you never knew

– Look outside to complete the view

– Connect pieces into profiles

– Empower staff with predictive analysis

• Listen lavishly, respond with focus

– Listen at an individual level

– Capture what employees see and hear

– Respond with relevance and speed

• Be where your customersexpect you to be

– Leverage the fact that mobile “changes everything”

– Blend the physical and digital worlds

– Offer value that stands out

Big Data isn’t just for Big Firms:All firms “need to understand individual

customers better and respond faster”


Source: Q8 “What are the three most important mechanisms your organization will use with customers over the next 3 to 5 years?” (Midmarket n=226)*Face-to-face / sales force / institutional representatives

69%

35%

28%

32%

14%

25%23%

42%45%

15%

50%53%

59%

Mechanisms to engage customers

Today

In 3 to 5 years

83%

IBM CEO Study: To connect individually, Midmarket CEOs plan a step-change from

traditional to social media, while continuing face-to-face engagement

Face-to-face* Callcenters

Traditionalmedia

Advisory groupsChannelpartners

WebsitesSocialmedia

Social Media is the

fastest growing

customer engagement

mechanism for midsize

firms


Shift of

IT responsibilities

from within to

outside

of the enterprise

Growing acceptance of

standardized

IT solutions

in place of in-house

developed

Increased spending

on external service

providers while

internal budgets

remain flat or

declining…creating an opportunity to complement your solutions with services delivered by IBM

Clients are looking for external service providers to deliver their IT solutions,

accelerated by cloud computing


Similar IBM Value Proposition, Coverage

ManagedIT IaaS PaaS SaaS

Networking

Storage

Servers

Virtualiza on

O/S

Middleware

Run me

Data

Applica ons

Networking

Storage

Servers

Virtualiza on

O/S

Middleware

Runtime

Data

Applications

Networking

Storage

Servers

Virtualiza on

O/S

Middleware

Runtime

Data

Applications

Networking

Storage

Servers

Virtualiza on

O/S

Middleware

Runtime

Data

Applications

BPaaS

Networking

Storage

Servers

Virtualiza on

O/S

Middleware

Runtime

Data

Applications

People

CLIENT MSP

• Patch management and

Provisioning

• Managed storage &

BC/DR

• Hosted applications

• Security services

• Mobile app development

• Dev/test environment

• Analytics/data-base

services

• Broad range of SaaS

• Partner with ISV

• Finance/Account

• Travel/ Expense

• Marketing

• Human Resources

• Document Mgt.

Evolving solution portfolio

Les MSP

Une activité échelonnée / évolutive


Les MSP

Le client partenaire

IaaS

PaaS

SaaS

MSP

Partnership

Optimize Financials

Offerings

Technical Support

Business Models

Portfolio

Demand Gen

Branding

IBM accompagne et complète les offres des MSPs

Business Development

IaaS

PaaS

SaaS

MSP


• Ouverture à la négociation de nouveaux clients

– Passer de la DSI aux différentes directions

• Négocier directement avec les métiers : mkg, RH…

Les MSP

Ouverture à de nouveaux interlocuteurs ?


Les MSP

Partenaire idéal des éditeurs


• Schéma MSP + IBM + Environnement ?

Les MSP

Création d’un environnement

• Infrastructures

• Software

• Marketing

• Conseils

• Financement

• Software

• Conseils

• Financement

MSP’s

PME

ETI

Gds comp

tes

ISV

ISV

IBMServices à

valeur ajoutée

ISV

SSII

SSII

SSII


IBM pour les MSP


Software Group : modèle „marque blanche‟ & ASL

Global Technology Services : modèle „marque blanche‟

System & Technology Group : iOEM et ISI/ISR program

12 mois de financement 0%pour les nouveaux MSPs (après validation IGF)

« Pay as you Grow » programme STG

19

IBM pour les MSP

Les solutions dédiés aux MSP


Points forts

• Dédié à la croissance du

business MSP

• Plan Marketing complet :

stratégie et campagnes

opérationnelles

• Accès via partnerworld

• Support local (France)

IBM pour les MSP

Le programme marketing


Communication : logo MSP IBM

• Logo dédié aux MSPs

21


Remote Monitoring

Help Desk

Patch Management

ArchiveBackup

Mobile

Industry Applications

ERP, HR

Hosted Email

Big Data

Storage Clouds

Co

mp

ute

Information

IBM pour les MSP

Accompagnement dans la création de solutions à valeur ajoutée


IaaS PaaS/Saas/BPaaS/Big Data/Analytics

Data Platform

Delivering Big Data Platform Services

Infrastructure

Delivering Cloud Infrastructure Services

Application Platform

Delivering Cloud Application Platform Services

New

Analytics

Model

POWER“Mini”

Financial Terms for MSPs – Pay-As-You-Grow (PAYG)


Speed

System up and running in a few days, not our usual weeks

Accelerated deployment of new customers

Quickly adapt to client workload changes without over buying

Simple

No hardware assembly & rack cabling

Easy to manage using Flex System Manager

Easy to maintain, especially firmware patching

Optimized infrastructure

Higher density – less space & energy

Reduce planned and unplanned outages

Single management interface –efficient & flexible

Operational control

Automation of system management tasks

Flexibility to add capacity in compute, storage & networking

Cloud made easy!

Pourquoi Capgemini a intégré le PureFlex ?


IaaS: Cut IT expense, reduce

risk and complexity through a

cloud enabled data center

PaaS: Accelerate time

to market with cloud platform

services

SaaS: Gain immediate

access with business

solutions on cloud

Innovate business models

by becoming a cloud

service provider

Cloud Enabled

Datacenter

Database licensing cost by 68%

Tax revenue increase by USD$1.4m in 3 months

Cloud Platform Services

New software rollout from weeks to 14 minutes driving more consistent quality

Business Solutions on Cloud

Boost online rev 2,500 % and conversion to sale by 1,700 %.

Cloud Service

Provider

6x increase in Rev while holding operational costs flat.

Time to provision 200 VMs reduced 90%

Our experience with over 9,000 Cloud engagements tells us

that client are adopting Cloud computing in four basic ways


Less cost

Improved service levels

Faster deployment to new customers

Fast scaling, better performance

Manage with less effort & lower skill requirements

New services, faster

Business problems for a Service Provider


En résumé…..

27

Marketing et Business Development Rayonnement de votre marque, “Demand Generation” et “co-marketing funding”

MSP : un nouveau canal majeur pour IBM vers le marché : PureSystems, SmartCloud Management Suite, Analytics

Ressources dédiées, programmes spécifiques “Business Development Representatives” et Architectes techniques

Profitez du logo IBM sur votre marchéAvec le logo “IBM Managed Service Provider”, qui est un label de qualité certifié par IBM

Faites correspondre votre business à vos investissements IBM Global Financing, Pay as you Grow


Set the pace

ISVs et MSPs sont très importants aux yeux d’IBM

Pour y arriver, nous devons…

How do we work together on a common goal?

Have a more targeted approach

Develop expertiseand new models


Patrick Bouillaud

[email protected]

Florence Marcel

[email protected]

Joëlle Goupil

[email protected]

Idf

Cécile Arnaud

[email protected]

Sud-est

Patrick Bouillaud

[email protected]

Sud-ouest

Dominique Guibert

[email protected]

Nord Normandie Est


Nous contacter

Province

• Nord Normandie Est

Dominique Guibert

[email protected]

• Sud-Est

Cécile Arnaud

[email protected]

• Sud-Ouest

Patrick Bouillaud

[email protected]

Ile de France

Florence Marcel

[email protected]

Joëlle Goupil

[email protected]

Patrick Bouillaud

[email protected]


Stéphane VANCOLENMSP ISV Sales Manager

GB Midmarket

Mobile +33 6 08 75 44 99

[email protected]