Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services

111104_1

#IMCloud2012

Driving Revenue with aThree Pronged Approach

To Cloud and ManagedServices

Wendy PettyJune 5, 2012

111104_2Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

■ Introduction to CA Technologies■ How cloud & managed services address your customers’

challenges■What other service providers are doing■ Building margin – top line and bottom line considerations■ CA’s Cloud and Managed Services Solution■ Customer case studies■ You’re not alone – how CA helps you get to market

Agenda


Who is CA Technologies

CA Technologies helpsCA Technologies helpsaccelerate IT accelerate IT so you can leverageso you can leveragenew technologies and the cloudnew technologies and the cloudto drive innovation.to drive innovation.

We help We help transform ITtransform IT to simplifyto simplifycomplexity and free up resourcescomplexity and free up resourcesto focus on service qualityto focus on service qualityinstead of infrastructure.instead of infrastructure.

We help We help secure IT secure IT to reduce riskto reduce riskof improper access and fraud.of improper access and fraud.

#1 Management Software #1 Management Software VendorVendor

$4.5 $4.5 billion annual revenuebillion annual revenue

Customers in virtually every country,Customers in virtually every country,including including majority of majority of Forbes Global 2000Forbes Global 2000

3535+ years in business managing+ years in business managingcomplex heterogeneous environmentscomplex heterogeneous environments

Ranked among top 50 Ranked among top 50 GreenestGreenestUS US companiescompanies

Global Global Partner ProgramPartner Program


CA Technologies – Powerful PartnerEco-system


CustomersareTurningtoCloud&ManagedServicestoHelpThemDealwiththe“NewNormal”

BUSINESSDEMANDBUSINESSDEMANDFORINNOVATIONFORINNOVATION

ITCAPACITYFORINNOVATIONCAPACITYFORINNOVATION

CloudandCloudandManagedManaged

ServicescanServicescanhelphelp

customerscustomersfillthisgapfillthisgap

ITNEEDSYOURHELPTOTRANSFORMFROMITNEEDSYOURHELPTOTRANSFORMFROM

MAINTAININGTECHNOLOGYMAINTAININGTECHNOLOGYTODELIVERINGTODELIVERINGSOLUTIONSSOLUTIONS


Popular MSP Service Offerings Address“Chore” Functions that IT will Out-task

TOP MANAGED SERVICES OFFERED TOP MANAGED SERVICES OFFERED (in percent)(in percent)

Source: MSPmentor 100 Global Report, February 2012, all qualified survey participantsSource: MSPmentor 100 Global Report, February 2012, all qualified survey participants


To Differentiate Their Solutions, MSPs MustMove Higher on the Maturity Model

Service Offering PerceptionService Offering Perception

AUTOMATEDAUTOMATED

PROACTIVEPROACTIVE

RESPONSIVERESPONSIVE

REACTIVEREACTIVE

MATURITYMATURITY

RemoteRemoteMonitoringMonitoringManagementManagement

Data Data ProtectionProtection

Health CheckHealth CheckPlanningPlanning

ProcessProcessAdoption (ITIL)Adoption (ITIL)

Service DeskService Desk

RemoteRemoteMonitoringMonitoringManagementManagement

Deliver Deliver HigherHigherValue Value ServicesServices–– Cloud, Cloud,consulting, consulting, etcetc

Provide HighProvide HighAvailability &Availability &DisasterDisasterRecoveryRecovery

ProcessProcessImprovementImprovement

IT Perceived as a CostIT Perceived as a Cost IT Perceived as an InvestmentIT Perceived as an Investment

SOLUTIONSSOLUTIONS

FIX THIS!FIX THIS!

HELP MEHELP MEWITHWITH……

SOLUTIONSSOLUTIONS

CustomerCustomer

CustomerCustomer

MSPMSP

MSPMSP


MSPs Must Evolve Their Businesses to the Cloud(Like Every Other Type of Service Provider)

Source: Boston Consulting Group analysis, ETIS pr

MSPsMSPs’’ADVANTAGES:ADVANTAGES:

Strategic Direction of Key Vendor SegmentsStrategic Direction of Key Vendor Segments

BPaaSBPaaS

SaaSSaaS

PaaSPaaS

IaaSIaaS

NetworkNetwork

consumerconsumer SMBSMB largelargeenterpriseenterprise

ecosystemsecosystems

BPOsBPOs

SaaSSaaS Experts Experts EnterpriseEnterpriseSWSW

WebWebGiantsGiants

SIs / ITSIs / ITOutsourcersOutsourcers

TelcosTelcos

‒ Robust SLAs

‒ Enterpriserelationships& trust

‒ Operational expertise

‒ Flexibility and agilityin rolling out newservices

‒ Experience in flexiblebilling plans


LOWEROPERATIONSCOSTLOWEROPERATIONSCOSTRAISEREVENUERAISEREVENUE

Stating the Obvious – Moving up the Stack by DevelopingNew Offerings Must be Done at a Profit

■ Reduce staff time to deliver services■ Reduce tool administration and

maintenance■ Reduce manual errors■ Reduce implementation & integration

time

■ Deploy new services faster■ Provision customers’ services

faster■ Respond to customer requirements

more nimbly■ Raise differentiation relative to

competition

111104_10

#IMCloud2012

CA’s Cloud & andManaged Services

Solutions


CA’s Cloud and Managed Service Solution –Your Key to Profitable New Service Growth

BroadrangeofdataprotecNonservicesforon/offsiteand

cloud

ITILbased,pre‐builtservicemanagement

workflows.End‐to‐endviewsperformanceand

availability

Public,private,andhybridcloudservicesthatspanthecloud

stack

UsersUsers UsersUsersService PortalService PortalService Portal

IT Infrastructure Library is a registered trademark of the Central Computer and Telecommunications Agency which is now part of the Office of Government Commerce. ITIL is a registered trademark, and a registered communitytrademark of the Office of Government Commerce, and is registered in the U.S. Patent and Trademark Office.


CA AppLogic Cloud PlatformRAISEREVENUERAISEREVENUE

LOWEROPERATIONSLOWEROPERATIONSCOSTCOST

Offer services spanning the cloudstack

Scale resources up and downbased on customer demand

Differentiate based on content &pay as you go billing schemes

Virtualize the entire infrastructure Manage the application &

underlying infrastructure as 1entity

Copy & paste application &infrastructure from 1 data centerto another

®


CA ARCserveRAISEREVENUERAISEREVENUE


Unified architecture &centralized management

Easy integration with webservices

Modular design makes it easy toadd additional data protectioncapabilities

Broad range of back-up & HAsolutions – on/off-site, cloud

Differentiate based on abilityto protect SLAs

Drive additional assessment &consulting services

CA CA ARCserveARCserve®®

High High AvailabilityAvailability


ReplicationReplication


BackupBackup


D2DD2D


Central ApplicationsCentral Applications

®


NimsoftRAISEREVENUERAISEREVENUE


Offer complete range of monitoringservices and IT service management

Reduce churn with “sticky” services Differentiate based on ability to back

robust SLAs

Unified monitoring architecture Single workflow for broad

range of ITIL processes Easy to add additional

monitoring or managementcapabilities


Offer multi-tenant Offer multi-tenant monitoring and monitoring and ITITService Management, from Service Management, from thethedatacenter to the clouddatacenter to the cloud

Provide comprehensive data protectionProvide comprehensive data protectionservices, ranging from back-up andservices, ranging from back-up andrecovery to replication and highrecovery to replication and highavailabilityavailability

Roll out services spanning the cloudRoll out services spanning the cloudstack stack –– from from IaaSIaaS, to , to PaaSPaaS and and SaaSSaaS,,and virtual private cloudand virtual private cloud

Benefits of CA’s Cloud & Managed ServiceSolution

MANAGE SERVICEMANAGE SERVICEPERFORMANCEPERFORMANCE

PROTECT BUSINESSPROTECT BUSINESSDATADATA

ROLL OUT CLOUDROLL OUT CLOUDSERVICES FASTSERVICES FAST


Combine Offerings to Further DifferentiateYour Service and Drive Additional Revenue

• Nimsoft monitors yourcloud stack to back upyour SLAs, allowingyou to compete onquality

• Add Monitoring andService Desk as aService to your cloudoffering to differentiateyour service

• Combine Backup and Recoverywith your cloud offering todifferentiate your service

• Use your own AppLogic cloudplatform as a destination forcloud-based back-up services

• Nimsoft helps assurethe reliability of yourdata protectioninfrastructure

• ARCserve backs upcritical data andapplications in yourMonitoring & ServiceDesk Service


Address The Top Service Offerings WithCA’s Cloud and Managed Services Solution

TOP MANAGED SERVICES OFFERED TOP MANAGED SERVICES OFFERED (in percent)(in percent)

Source: MSPmentor 100 Global Report, February 2012, all qualified survey participantsSource: MSPmentor 100 Global Report, February 2012, all qualified survey participants


ScaleMatrix Case StudyScaleMatrix builds, deploys, and manages a broadrange of cloud and managed services in its 12 USbased data centers, and those of its customers.ScaleMatrix also offers data security and complianceservices as value added services to its customers.

Challenge■ FastNmetomarketand

instantscalabilityofabroadrangeofcloudservices

■ DifferenNateservicefromlargercompeNtorsbasedonvalueaddedservices

■ Providerobustdatasecurityamongdisperseddatacenters

Results Rapidgrowthincloud

servicesandconsulNngrevenue

Built‐inscalability,highavailabilityanddisasterrecovery

BroadrangeofdifferenNaNngservices

SoluNon DeployedCAAppLogicfor

IaaS,PaaS,andVirtualPrivateDataCenter

OfferCAARCserveforfullrangeofoff‐siteandcloudbaseddataprotecNonservices

OfferNimsoXaspartofComplianceasaServiceremotemanagedservice


Computacenter Case StudyComputacenter is Europe's leading independentprovider of IT infrastructure services. The companydelivers on-site networking and collaboration solutionsin 60 countries and supplies IT hardware and softwareto customers in more than 100 countries.

Challenge■ Providemonitoringto

supportlaunchofIaaS‐basedExchangeoffering

■ AsinglemonitoringplaZormtosupportmanyuniquetechnologyandclientrequirements

■ WantedtomeetcurrentservicecommitmentsandgrowthobjecNves

ResultsResults SupportedlaunchofSupportedlaunchof

newExchangenewExchangeofferingoffering

EnhancedserviceEnhancedservicelevelsandofferingslevelsandofferings

StreamlinedStreamlinedmonitoringmonitoringadministraNonadministraNon

SoluNon LeverageNimsoXfor

infrastructuremonitoringofExchange,EMC,VMwareandCisco

DelivermulN‐tenantmonitoringvisibility

Provideflexible,subscripNon‐basedpricing

Fast,easydeployment

111104_20

#IMCloud2012

CATechnologiesCloudAcceleraNonMarket

Program(CAMP)Collapsing Service Provider Time to Revenue3 Proven Steps to Managed Services Success


CACAMPAddressesKeyServiceProviderChallengesEffective product solutions are table stakes. Effective product solutions are table stakes. CACA’’s Center of Excellences Center of Excellenceenables our service provider customers to get to enables our service provider customers to get to mmarket fastarket fast

• Technical training and best practices• Reference architecture / migration strategies

TechTechSupportSupport

Business/Business/ConsultingConsulting

SupportSupport

• Business strategy workshops & deep dives• Business model alignment• Market intelligence

Sales &Sales &MarketingMarketingSupportSupport

• Sales & marketing in-a-box collateral,execution plans and strategies

• Online access to tools & resources• Alignment of technical and GTM deployment

activities


CA CAMP – 3 Proven Steps to SuccessfulManaged Services


A Range of Delivery Models, Dependingon Customer Needs & Level of Investment

Access to contentvia partner portal,with phone support

2-4 hour working sessionon select topics, by phoneand web conferencing

½ to 2 day on site workshopswith key staff members


■ Define the launch and execution plan

■ Repeatable best practices leveraged

Launch Plan Development

Kick Off Kick Off

LaunchLaunch

Soft LaunchSoft Launch

Sales Launch Sales Launch

Marketing LaunchMarketing Launch

3-6 month timeframe3-6 month timeframe

Sales leadsrequired

Leadnurturing

PR Plan Collateral Sales tools

Sales andProducttraining

ReferenceProgram

Incentives

Collateral Friends list Sign up and

conversionpromo

InstalledBase Mktg

Eventexecution

PR Execution Social Media

Execution Early wins

converted toreferences

LaunchPlanning

Marketingspend

Value Prop


LeadGen recommended Strategies & TacticsCA Marketing Tools for Service Providers


Legal

Copyright © 2012 CA. All rights reserved. IT Infrastructure Library is a registeredtrademark of the Central Computer and Telecommunications Agency which is now part ofthe Office of Government Commerce. ITIL is a registered trademark, and a registeredcommunity trademark of the Office of Government Commerce, and is registered in theU.S. Patent and Trademark Office. All trademarks, trade names, service marks and logosreferenced herein belong to their respective companies.THIS PRESENTATION IS FOR YOUR INFORMATIONAL PURPOSES ONLY. CATechnologies assumes no responsibility for the accuracy or completeness of theinformation. TO THE EXTENT PERMITTED BY APPLICABLE LAW, CA TECHNOLOGIESPROVIDES THIS DOCUMENT “AS IS” WITHOUT WARRANTY OF ANY KIND, INCLUDING,WITHOUT LIMITATION, ANY IMPLIED WARRANTIES OF MERCHANTABILITY, FITNESSFOR A PARTICULAR PURPOSE, OR NONINFRINGEMENT. In no event will CATechnologies be liable for any loss or damage, direct or indirect, in connection with thispresentation, including, without limitation, lost profits, lost investment, businessinterruption, goodwill, or lost data, even if CA Technologies is expressly advised of thepossibility of such damages.

111104_27#IMCloud2012

Technology

Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services