Launching New Partnerships - MSP

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


13.45 – 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


11.45 – 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


13.45 – 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

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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


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


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 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 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 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


MSPs paths in IBM’s PartnerWorld program

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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


Promote your IBM relationship and expertise

Introducing the new Managed Service Provider mark

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MSP Marketing we have been listening……

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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 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

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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

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

E-mail

IaaS PaaS SaaS

Managed Storage

Backup /Recovery

Network Server Storage

Core Infrastructure

Datacenter



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Application

Device

Storage

Server

Network

Managed Storage

Backup /Recovery

Security

Patch Management

Help desk


Management

IT Services





Core Infrastructure

Datacenter

Network

Compute

Storage

Development

Mobile dev

Database

Runtime

Analytics

ERP/SCM/CRM


E-mail

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



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Application

Device

Storage

Server

Network

Managed Storage

Backup /Recovery

Security

Patch Management

Help desk


Management

IT Services





Core Infrastructure

Datacenter

Network

Compute

Storage

Development

Mobile dev

Database

Runtime

Analytics

ERP/SCM/CRM


E-mail

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

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


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 ČerníkCell: +420 737 264 041E-mail: [email protected]

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

mailto:[email protected]

Documents

Launching New Partnerships - MSP