Clients increasingly buy solutions as a service, to grow their businesses, innovate and optimize their cost structures. Clients look to service providers to run (their) applications in the cloud and reduce the day-to-day responsibility of keeping their IT infrastructures up and running. As a result, traditional IT-partners’ skills and service delivery capabilities must transform. This session will provide real insights and examples of how you can capture the cloud opportunity - one that is expected to be worth $75 billion by 2015. [Presenter: Simon Porter, IBM]

1. Simon Porter | Vice President, Midmarket Europe
Accelerating Success in Managed Services with IBM
Twitter: @simonlporter
#IBMsmb
@simonlporter

2. Midsized Customer Needs
Midsized firms use IT to address business issues but have limited resources and skills to execute
Business Needs
 Cost reduction/improved efficiencies
 Improving customer service
 Increasing employee productivity
IT Priorities
 Security management
 ERP/CRM
 Business analytics/intelligence
 Information management
Purchase Criteria
Need for
new kinds of
integrated
solutions
 Ease of implementation
 Local trusted Business Partners
 New delivery models
Source: IBM Midmarket IT Trends 2012
2
@simonlporter

3. The technology landscape is evolving, offering mid-sized
businesses unprecedented new opportunities
@simonlporter

4. For most business, in-house IT is expensive and current budgets
are spent on upkeep, not on new growth initiatives
68%
68% of IT
operating costs in 2013 will be for
management and
administration
* 2012 IBM Global Data Center Study
Only 1 in 5
organizations allocate more than
50% of IT budget to new
projects
@simonlporter

5. A tidal shift is occurring in IT spend where Enterprise and midsized
businesses are shifting their spend
40% of Enterprises will spend more than one-third of their
IT budget on Managed Services and Cloud in 2013
MSP’s will be the new IT department for midsized companies
@simonlporter

6. MSP segmentation will be based on the most distinct business models
Managed IT
Services
IaaS*
Application
Provider
SaaS
Network/
Facilities
Server
Application
Network
Storage
Application
Security
Desktop
Application
Voice/WiFi
Security
Growth Areas
Co-location
*Also “On-premises”
Marketing
Marketing
Gambling
Gambling
Surveillance
Surveillance
Web Hotels
Legal
Legal
Pharma
Pharma
Banking
Banking
Sources: Forrester, IBM UKI, IBM DK, MD&I. Note that many MSP business models often are a hybrid of the above business model segments
@simonlporter

7. IBM is helping MSPs drive higher value, differentiated services
Compute
Industry
Applications
Mobile
ERP, HR
Big Data
Help Desk
Remote
Monitoring
Patch
Management
Hosted
Email
Storage
Clouds
Backup
Archive
Information
MSP Mentor Survey: Top 100 MSPs grew at 28% over last year
@simonlporter

8. Flexible deployment options to enable your cloud platform
Evolve existing
infrastructure
to Cloud
Pay as you Grow
IBM Global Financing
Accelerate
adoption with expert
integrated systems
Immediate access to
a managed platform
Master hybrid cloud environment
IBM Cast Iron
@simonlporter

9. IBM PureSystems: a broad open eco-system
 Patterns Of Expertise
 Over 320 solutions from 275 leading ISVs
 IBM PureSystems Centre
 IBM developerWorks
@simonlporter

10. Example: IBM infrastructure for Athena datacentre
Smarter
Commerce
Challenge
 An infrastructure platform not based on expected turn over,
but based on ability to support future business development
Big Data
Analytics
Smarter
Computing
Social
Business
Solution
 A holistic approach with focus on efficiency and TCO, based
upon IBM Flex System, including FSM, Storage and Network
Benefits
 IT infrastructure and platform as a service
 Attractive pricing
 Scalable, flexible, secure
Mobile
Enterprise
@simonlporter

11. Example: IBM FlexSystem for new IT environment at Ipeer
Smarter
Commerce
Big Data
Analytics
Smarter
Computing
Social
Business
Mobile
Enterprise
Challenge
 Cloud services provider Ipeer wanted to meet its objective
of doubling its revenue by 2015 by delivering even higher
levels of performance, reliability and availability to win new
clients and increase retention.
Solution
 Ipeer deployed an IBM Flex SystemTM platform and V7000 disk
systems migrating almost 1,000 of its clients’ cloud
environments to this new environment.
Benefits
 shorter response times for their cloud services
 Increased client retention
 Cuts TCO by as much as 50 percent on storage costs
 Achieved objectives of increasing performance and
ensuring high availability for its hosted services – strengthening its
value proposition for current and prospective clients.
@simonlporter

12. SoftLayer provides you fast, reliable and cost efficient cloud hosting
Sell as-is
Leverage
Focus on core business versus
building and managing the
infrastructure
Faster access to broad range of
solutions: hardware, operating
systems and network
Able to pay by the hour or the
month for a truly variable IT
operations model
Rapidly launch partner-enabled
applications with robust API support
Provides unified integration &
control panel for multiple cloud
architectures
Exploits advanced automation
Supports high I/O intensity workloads
for managing large databases or high
performance computing
Integrate
Deliver additional value add from
cloud services (hosted email,
storage) or managed services
(security, database)
Integrated platform allows for easy
integration across dedicated,
virtualized and cloud servers
@simonlporter

13. Security Intelligence with
IBM EndPoint Manager
Security
Intelligence
Full range of threat,
enforcement and security
management capabilities
@simonlporter

14. IBM Software enables you to move up the value chain
#1
#1
Smarter
Commerce
Social
Business
#1
#1
Big Data
Analytics
Mobile
Enterprise
According to Gartner IBM is the leader in mobile with its MobileFirst app development platform http://bit.ly/1dxj4MI
According to capioIT IBM is the leader in Business Intelligence and Analytics http://ibm.co/14IlWzq
According to IDC IBM is the leader in Social with its enterprise social software http://bit.ly/14Imsxt
According to both Forrester and Gartner IBM is a leader in e-Commerce appearing on the Forrester Wave for
B2C Commerce Suites and in the Gartner Magic Quadrant for e-Commerce http://ibm.co/15mNY45
@simonlporter

15. Our MSP Program delivers you:
Full set of
Offerings
Dedicated
Resources
Leveraging IBM
Leveraging the
Financing IBM Brand
Marketing
PureSystems,
SmartCloud,
CastIron and
SoftLayer
Centers of Excellence,
Business Development
Representatives and
Technical Architects
IBM Global Financing,
Pay as you Grow
Managed Service
Provider achievement
mark, IBM co-branding
Marketing Planning,
Brand Building,
Demand Generation
and Marketing Funding
Enhanced
@simonlporter

16. Why work with IBM?
Grow your
Business
Drive higher
value solutions
Supported by marketing
and demand generation
Leveraging IBMs
portfolio and eco-system
Increase your
profitability
Even in tough
market conditions
@simonlporter

17. SIMONLPORTER
LINKEDIN.COM/IN/SIMONLPORTER
@simonlporter

18. @simonlporter

19. © Copyright International Business Machines Corporation 2013
Printed in the European Union
October 2013
The following are trademarks of International Business Machines Corporation in the United States, or other Countries, or both. IBM, the IBM logo, ibm.com, IBM Business
Partners, PartnerWorld, Lotus, WebSphere, Rational, Tivoli, DB2, PureScale, and PureXML, Pure, Pureflex, Smarter Commerce, Smarter Cities, Smarter Analytics
Other company, product, and service names may be trademarks or service marks of others. All information contained in this document is subject to change without
notice. The products described in this document are NOT intended for use in implantation, life support, space, nuclear, or military applications where malfunction may
result in injury or death to persons. The information contained in this document does not affect or change IBM product specifications or warranties. Nothing in this
document shall operate as an express or implied license or indemnity under the intellectual property rights of IBM or third parties. All information contained in this
document was obtained in specific environments, and is presented as an illustration. The results obtained in other operating environments may vary. THE INFORMATION
CONTAINED IN THIS DOCUMENT IS PROVIDED ON AN “AS IS” BASIS. In no event will IBM be liable for damages arising directly or indirectly from any use of the information
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