Msp introduction short

IBM Global MSP Announcement September 2012 1

IBM partnering with Managed Service Providers

Welcome

Miroslav Černík, CEE MSP LeaderMiroslav Černík, CEE MSP Leader

IBM Global MSP Announcement September 2012

Cloud computing and virtualization is becoming the new normal

demand for cloud-based solutions is rapidly accelerating. Business application areas that show the biggest potential for midmarket cloud growth in the next year are marketing automation, business intelligence/analytics, and collaboration.

Welcome to the Decade of Smart


Clients shifting rapidly to Managed Services

Source: AMI Channel partner survey Dec. 2011

29% 31%

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MSPs are establishing themselves as a significant route to market to reach customers A large market opportunity ($18B - 2015) growing 5X the IT market We have recruited >1400 NEW MSPs YTD Significant expansion in our field organization IBM provides integrated managed services for Infrastructure, Platform, Business applications

Source: Forrester Channel partner survey 2011

Channel Dynamics Client Buying Dynamics


What Services do MSP sell to their clients?

A Managed Service Provider (MSP) is a third party company, hired by customers to perform certain IT functions, on an ongoing basis, for a fee as defined in a service level agreement.A Managed Service Provider (MSP) is a third party company, hired by customers to perform certain IT functions, on an ongoing basis, for a fee as defined in a service level agreement.


Today’s Challenges for Managed Service Providers drive specific needs…

Profit growth / Cash Flow Pricing Models, Financing, Flexible Terms

Clients looking for more from a Complete set of Offerings single source Service Provider

Cloud Technology/Mgt Leverage IBM Brand, Vendor Tools/Designed for MSP as Partner

Access to Skilled Resource Training & Technical Support

Increasing number of Service Providers Marketing, Branding and Competitive Differentiation


MSPs paths in IBM’s PartnerWorld program

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MEMBER MEMBER

Sign up in PWSign up in PW

PartnerWorld Benefits

Serv

ices

bui

lt on

IBM

Tec

hnol

ogy

Key Benefits

•MSP BP Locator•Marketing enablement•Sales enablement•MSP Center of Excellence•MSP Virtual Briefing Center

ADVANCED ADVANCED

Services (2) References (1) Skills (1)

Services (2) References (1) Skills (1)

PREMIER PREMIER

Services ++ References ++Skills ++

Services ++ References ++Skills ++

• Co-Marketing Center• Joint Marketing Services• IBM BP Emblem• Training• Access to Demo equipment• Loaner Program• MSP Achievement Mark• Assigned IBM Executive


MSP Initiative offers Managed Service Providers:

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Managed IT

Hosted

Cloud MSP Achievement Mark

Awards

Sales and Technical Support

Financial Incentives

Partner World Growth paths

Marketing Programs

www.ibm.com/partnerworld/mspwww.ibm.com/partnerworld/msp

IBM’s new Marketing Launch Pad for MSPs provides a comprehensive set of services to help You build your brand and generate demand for Your Services.

IBM’s new Marketing Launch Pad for MSPs provides a comprehensive set of services to help You build your brand and generate demand for Your Services.


MSP Marketing Launch Pad: A comprehensive set of services to help MSPs build their brand and generate demand


Global Virtual knowledge center- enables MSPs to access programs, offerings and services Specific to MSPs.

New Virtual Knowledge Center for MSPs

MSP Program Overview

Infrastructure Management

Core Technologies

IBM’s Cloud Portfolio

Library of Materials

Resources

Networking Room

MSP Program Overview

Infrastructure Management

Core Technologies

IBM’s Cloud Portfolio

Library of Materials

Resources

Networking Room

A forum to build a MSP community Access to technical and marketing materials Opportunity – workshops, videos and podcasts


Technical and Sales Support

Centers of Excellence

Opening four geo-based Centers of ExcellenceGlobally Staffed by architects to help MSPs develop advanced servicesIBM technology showcases for MSPs

Significant investment in Business Development Executives

Experts on Managed Services and Business TransformationYour single contact for Business Expansion

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We've listened and understand MSPs have specific IT requirements

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Multi tenant

Re- usable

Flexible

Mission critical

Scalable

Economical


MSP Solution Framework

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Application

Device

Storage

Server

Network

Managed Storage

Backup /Recovery

Security

Patch Management

Help desk

Remote Monitoring and

Management


Management

IT ServicesIT Services

Monitoring Provisioning Virtualization Accounting

Infrastructure ManagementInfrastructure Management

Service enablementService enablement Hosted service deliveryHosted service delivery Cloud service deliveryCloud service delivery

Network

Compute

Storage

Development

Mobile dev

Database

Runtime

Analytics

ERP/SCM/CRM

Business Applications

E-mail

IaaSIaaS PaaSPaaS SaaSSaaS

Managed Storage

Backup /Recovery

Network Server Storage

Core InfrastructureCore Infrastructure

Datacenter


MSP Solution Framework

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Application

Device

Storage

Server

Network

Managed Storage

Backup /Recovery

Security

Patch Management

Help desk


Management


Management

IT ServicesIT Services

Monitoring Provisioning Virtualization Accounting

Infrastructure ManagementInfrastructure Management

Service enablementService enablement Hosted service deliveryHosted service delivery Cloud service deliveryCloud service delivery

Network Server Storage

Core InfrastructureCore Infrastructure

Datacenter

Network

Compute

Storage

Development

Mobile dev

Database

Runtime

Analytics

ERP/SCM/CRM

Business Applications

E-mail

IaaSIaaS PaaSPaaS SaaSSaaS

Managed Storage

Backup /Recovery

IBM SmartCloud Enterprise• CIoud environment that delivers compute options with virtual IT

infrastructure support

• Highly secure way of sharing physical IT resources among many tenants

• Dedicated computing environments for an extra level of protection

• Large catalog of ready-to-use software images

Benefits

• Helps reduce capital and operating costs

• Faster time-to-market

• Supports peak loads with provisioning time drastically reduced

IBM SmartCloud Enterprise• CIoud environment that delivers compute options with virtual IT

infrastructure support

• Highly secure way of sharing physical IT resources among many tenants

• Dedicated computing environments for an extra level of protection

• Large catalog of ready-to-use software images

Benefits

• Helps reduce capital and operating costs

• Faster time-to-market

• Supports peak loads with provisioning time drastically reduced

IBM joins the Board of DirectorsIBM joins the Board of Directors


Wrap Up…..

Marketing and Business DevelopmentMarketing Planning support, Brand building, Demand

Generation and marketing funding

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Full set of OfferingsPureSystems, SmartCloud Management Suite, Technical Services

Dedicated Resources, Centers of ExcellenceBusiness Development Representatives and Technical Architects

Leveraging the IBM Brand in the marketplaceManaged Service Provider achievement mark

Financing - how MSPs deliver services to ClientsIBM Global Financing, Pay as you Grow


Thank You

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The Industry’s most complete MSP Program

www.ibm.com/partnerworld/msp

Miroslav Černík, CEE MidmarketCell: +420 737 264 041E-mail: [email protected]