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Program konferencji
10.15 – 10.45 Program IBM Managed Service Providers – atrakcyjny sposób budowy i rozwoju usługowego biznesu IT
10.45 – 11.30 Rozwiązania dla chmury prywatnej i publicznej
11.30 – 11.45 Przerwa na kawę
11.45 – 12.15 Nowa, zintegrowana platforma świadczenia usług – IBM PureFlex
12.15 – 12.45 Niezawodność i bezpieczeństwo świadczonych usług – platforma IBM Power
12.45 – 13.15 Wydajne systemy składowania danych dla systemów usługowych
13.15 – 13.45 Przerwa na kawę
13.45 – 14.15 Platforma System x dla IBM Managed Service Providers
14.15 – 14.45 Finansowanie rozwiązań IT w IBM Global Financing
14.45 – 15.00 Panel dyskusyjny
15.00 Obiad
Program konferencji
10.15 – 10.45 Program IBM Managed Service Providers – atrakcyjny sposób budowy i rozwoju usługowego biznesu IT
10.45 – 11.30 Rozwiązania dla chmury prywatnej i publicznej
11.30 – 11.45 Przerwa na kawę
11.45 – 12.15 Nowa, zintegrowana platforma świadczenia usług – IBM PureFlex
12.15 – 12.45 Niezawodność i bezpieczeństwo świadczonych usług – platforma IBM Power
12.45 – 13.15 Wydajne systemy składowania danych dla systemów usługowych
13.15 – 13.45 Przerwa na kawę
13.45 – 14.15 Platforma System x dla IBM Managed Service Providers
14.15 – 14.45 Finansowanie rozwiązań IT w IBM Global Financing
14.45 – 15.00 Panel dyskusyjny
15.00 Obiad
IBM Global MSP Announcement September 2012 3
Launching New Partnerships – MSP
Welcome
Miroslav Černík, CEE MSP Leader
IBM Global MSP Announcement September 2012 4
“….IBM will ramp up it’s efforts to sell so-called cloud computing services to mid-size businesses. The Armonk, NY based company has
lined up partners to re-sell it’s services and is helping software companies adapt their products to IBM machines.”
Wall Street Journal, Sept. 26, 2012
Breaking News Sept. 26, 2012
IBM Global MSP Announcement September 2012
73% of Midmarket clients investing more in technology anticipate revenue to increase in 2012.
Midmarket clients see growth in mobile, BI/Analytics and Collaboration applications
81 % of midmarket businesses already equip their employees with mobile devices
Partnering with IBM maximize MSPs value to their clients
5
71% of mid size clients are planning to purchase EPR/CRM in the next 12 months
Source: SMB Group 2012
Clients will look to MSPs to strategically support and provide services: cloud, mobile, social and business intelligence and CRM
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
IBM Global MSP Announcement September 2012
Clients shifting rapidly to Managed Services
Source: AMI Channel partner survey Dec. 2011
29% 31%
6
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
IBM Global MSP Announcement September 2012
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.
IBM Global MSP Announcement September 2012
IBM and MSPs forming Partnerships
Partnership
Optimize Financials
IaaS
PaaS
SaaS
Offerings
Technical Support
MSP
Business Models
Portfolio
Demand Gen
Branding
IBM is adjacent and complementary to your business
8
Business Development
Managed Service Providers deliver maximum value to their clients
IBM Global MSP Announcement September 2012
IBM has been listening…..
Marketing and Business Development
9
Complete set of Offerings
Technical and Sales support
Leveraging the IBM Brand in the marketplace
Financing - how MSPs deliver services to Clients
IBM Global MSP Announcement September 2012
IBM Announces a full program targeting MSPs
10
Growth paths to higher level of engagement
Marketing programs
Financial incentives
Sales and Technical support
Community
Exciting offerings for MSPs
IBM Global MSP Announcement September 2012
MSPs paths in IBM’s PartnerWorld program
11
MEMBER
Sign 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
Services (2) References (1) Skills (1)
PREMIER
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
>1400 New Managed Service Providers
IBM Global MSP Announcement September 2012
Promote your IBM relationship and expertise
Introducing the new Managed Service Provider mark
12
IBM Global MSP Announcement September 2012
MSP Marketing we have been listening……
13
Marketing Assets and
Funding
Marketing Plans
Marketing Execution Services
Analytics and Insight
Brand Building
and Social Media
IBM BP Directory
MSP Mark
MSP PW CONCIERGE
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.
$30M
IBM Global MSP Announcement September 2012
IBM provides unique financing and incentives for MSPs
Software Group white label pricing
Global Technology Services white label pricing
Global Technology Services wholesale pricing
12 month 0% financing to all new credit-qualified MSPs
Buyback Program for MSPs
Pay as you Grow program for Servers and Storage
14
IBM Global MSP Announcement September 2012
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
15
IBM Global MSP Announcement September 2012
We've listened and understand MSPs have specific IT requirements
16
Multi tenant
Re- usable
Flexible
Mission critical
Scalable
Economical
IBM Global MSP Announcement September 2012
MSP Solution Framework
17
Application
Device
Storage
Server
Network
Managed Storage
Backup /Recovery
Security
Patch Management
Help desk
Remote Monitoring and
Management
IT Services
Monitoring Provisioning Virtualization Accounting
Infrastructure Management
Service enablement Hosted service delivery Cloud service delivery
Network
Compute
Storage
Development
Mobile dev
Database
Runtime
Analytics
ERP/SCM/CRM
Business Applications
IaaS PaaS SaaS
Managed Storage
Backup /Recovery
Network Server Storage
Core Infrastructure
Datacenter
IBM Global MSP Announcement September 2012
MSP Solution Framework
18
Application
Device
Storage
Server
Network
Managed Storage
Backup /Recovery
Security
Patch Management
Help desk
Remote Monitoring and
Management
IT Services
Monitoring Provisioning Virtualization Accounting
Infrastructure Management
Service enablement Hosted service delivery Cloud service delivery
Network Server Storage
Core Infrastructure
Datacenter
Network
Compute
Storage
Development
Mobile dev
Database
Runtime
Analytics
ERP/SCM/CRM
Business Applications
IaaS PaaS SaaS
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 Directors
IBM Global MSP Announcement September 2012
MSP Solution Framework
19
Application
Device
Storage
Server
Network
Managed Storage
Backup /Recovery
Security
Patch Management
Help desk
Remote Monitoring and
Management
IT Services
Service enablement Hosted service delivery Cloud service delivery
Monitoring Provisioning Virtualization Accounting
Infrastructure Management
Network Server Storage
Core Infrastructure
Datacenter
Network
Compute
Storage
Development
Mobile dev
Database
Runtime
Analytics
ERP/SCM/CRM
Business Applications
IaaS PaaS SaaS
Managed Storage
Backup /Recovery
In summary, IBM offers…
• Full range of hardware, software and services that help MSPs
– Optimize their infrastructure and improve their ROI– Create new services to grow revenue streams– Accelerate their time to market
• Support for open standards and architectures• Proven reliability, availability, scalable solutions that can
help MSPs successfully attain SLA targets
www.ibm.com/partnerworld/msp
IBM Global MSP Announcement September 2012
Wrap Up…..
Marketing and Business DevelopmentMarketing Planning support, Brand building, Demand
Generation and marketing funding
20
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
IBM Global MSP Announcement September 2012
Thank You
21
The Industry’s most complete MSP Program
www.ibm.com/partnerworld/msp
Miroslav ČerníkCell: +420 737 264 041E-mail: miroslav_cernik@cz.ibm.com
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