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Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
Launching New Partnerships - MSP
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Launching New Partnerships - MSP

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  • Picture on the right : For every dollar spent at traditional VARs ( Resellers, RSIs and SI) , 90 Dollar cent is spent at MSPs.
  • Start Point: They don’t know IBM nor why IBM is interested in talking to them them? At best they have an outdated stereotype of IBM as HW and Enterprise Only Limited Software knowledge, especially acquisitions, suspicious of IBM services as a competitor No knowledge of PureSystems strategy or offerings We have to “Earn the Right” to engage, and to update their positioning of IBM Most Valuable Currency - In priority order from the MSP perspective: Demand Generation - Leverage the IBM position as one of the worlds top B2B Brands Lead with co-marketing and leads around well defined issues and themes such as security or analytics Leverage IBM ecosystem to provide MSPs with routes to market Enablement – access to skills and knowledge Benefits of an IBM based solution to increase their speed, differentiate their offering, and reduce their costs Commercial flexibility (e.g, Pay as You Grow, ASL etc) Program & Incentives (including contracts where necessary) Specific Brand Offerings, typically leading with PureSystems strategy and Software in adjacent spacesExecution - the MSP market is fragmented – place bets on some core accounts – but its a time critical “numbers game” Use a highly systematic and methodical engagement model regardless of IBM or Distributor or Agency coverage “Package” the IBM approach to show the benefits and mask the complexity of IBM
  • Start Point: They don’t know IBM nor why IBM is interested in talking to them them? At best they have an outdated stereotype of IBM as HW and Enterprise Only Limited Software knowledge, especially acquisitions, suspicious of IBM services as a competitor No knowledge of PureSystems strategy or offerings We have to “Earn the Right” to engage, and to update their positioning of IBM Most Valuable Currency - In priority order from the MSP perspective: Demand Generation - Leverage the IBM position as one of the worlds top B2B Brands Lead with co-marketing and leads around well defined issues and themes such as security or analytics Leverage IBM ecosystem to provide MSPs with routes to market Enablement – access to skills and knowledge Benefits of an IBM based solution to increase their speed, differentiate their offering, and reduce their costs Commercial flexibility (e.g, Pay as You Grow, ASL etc) Program & Incentives (including contracts where necessary) Specific Brand Offerings, typically leading with PureSystems strategy and Software in adjacent spacesExecution - the MSP market is fragmented – place bets on some core accounts – but its a time critical “numbers game” Use a highly systematic and methodical engagement model regardless of IBM or Distributor or Agency coverage “Package” the IBM approach to show the benefits and mask the complexity of IBM
  • Transcript

    • 1. Program konferencji10.15 – 10.45 Program IBM Managed Service Providers – atrakcyjny sposób budowy i rozwojuusługowego biznesu IT10.45 – 11.30 Rozwiązania dla chmury prywatnej i publicznej11.30 – 11.45 Przerwa na kawę11.45 – 12.15 Nowa, zintegrowana platforma świadczenia usług – IBM PureFlex12.15 – 12.45 Niezawodność i bezpieczeństwo świadczonych usług – platforma IBM Power12.45 – 13.15 Wydajne systemy składowania danych dla systemów usługowych13.15 – 13.45 Przerwa na kawę13.45 – 14.15 Platforma System x dla IBM Managed Service Providers14.15 – 14.45 Finansowanie rozwiązań IT w IBM Global Financing14.45 – 15.00 Panel dyskusyjny15.00 Obiad
    • 2. Program konferencji10.15 – 10.45 Program IBM Managed Service Providers – atrakcyjny sposób budowy irozwoju usługowego biznesu IT10.45 – 11.30 Rozwiązania dla chmury prywatnej i publicznej11.30 – 11.45 Przerwa na kawę11.45 – 12.15 Nowa, zintegrowana platforma świadczenia usług – IBM PureFlex12.15 – 12.45 Niezawodność i bezpieczeństwo świadczonych usług – platforma IBM Power12.45 – 13.15 Wydajne systemy składowania danych dla systemów usługowych13.15 – 13.45 Przerwa na kawę13.45 – 14.15 Platforma System x dla IBM Managed Service Providers14.15 – 14.45 Finansowanie rozwiązań IT w IBM Global Financing14.45 – 15.00 Panel dyskusyjny15.00 Obiad
    • 3. Launching New Partnerships – MSP Miroslav Černík, CEE MSP LeaderWelcome3 IBM Global MSP Announcement September 2012
    • 4. Breaking News Sept. 26, 2012 “….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, 20124 IBM Global MSP Announcement September 2012
    • 5. Partnering with IBM maximize MSPs value to their clients 73% of Midmarket clients investing more in technology anticipate revenue to increase in 2012. Cloud computing and virtualization is becoming the new normal Midmarket clients see growth in mobile, BI/Analytics and Collaboration applications 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. 71% of mid size clients are planning to purchase EPR/CRM in the next 12 months Welcome to the Decade of Smart 81 % of midmarket businesses already equip their employees with mobile devices Clients will look to MSPs to strategically support and provide services: cloud, mobile, social and business intelligence and CRM5 IBM Global MSP Announcement September 2012 Source: SMB Group 2012
    • 6. Clients shifting rapidly to Managed ServicesChannel Dynamics Client Buying Dynamics 60% 29% 31% 40% 20% 0% MSP VAR All Other Source: Forrester Channel partner survey 2011 Source: AMI Channel partner survey Dec. 2011  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 applications6 IBM Global MSP Announcement September 2012
    • 7. What Services do MSP sell to their clients?A Managed Service Provider (MSP) is a third party company, hired by customers to performcertain IT functions, on an ongoing basis, for a fee as defined in a service level agreement. IBM Global MSP Announcement September 2012
    • 8. IBM and MSPs forming Partnerships IBM is adjacent and complementary to your business Technical Support SaaS Branding Managed Service Providers Offerings Demand Gen MSP PaaS deliver maximum value to their clients Optimize Financials Portfolio IaaS Partnership Business Models Business Development8 IBM Global MSP Announcement September 2012
    • 9. IBM has been listening…..Complete set of Offerings Technical and Sales supportMarketing and Business DevelopmentLeveraging the IBM Brand in the marketplaceFinancing - how MSPs deliver services to Clients9 IBM Global MSP Announcement September 2012
    • 10. IBM Announces a full program targeting MSPsGrowth paths to higher level of engagementMarketing programsFinancial incentivesSales and Technical supportCommunityExciting offerings for MSPs10 IBM Global MSP Announcement September 2012
    • 11. Services built on IBM Technology MSPs paths in IBM’s PartnerWorld program Key Benefits PREMIER • MSP BP Locator >1400 New Managed Service Providers ADVANCED Services ++ References ++ Skills ++ • • Marketing enablement Sales enablement • MSP Center of Excellence • MSP Virtual Briefing Center Services (2) • Co-Marketing Center MEMBER References (1) • Joint Marketing Services Skills (1) • IBM BP Emblem • Training Sign up in PW • Access to Demo equipment • Loaner Program • MSP Achievement Mark • Assigned IBM Executive PartnerWorld Benefits 11 IBM Global MSP Announcement September 2012
    • 12. Promote your IBM relationship and expertise Introducing the new Managed Service Provider mark12 IBM Global MSP Announcement September 2012
    • 13. MSP Marketing we have been listening……IBM’s new Marketing Launch Pad for MSPs provides a comprehensiveset of services to help You build your brand and generate demand forYour Services. MSP Mark IBM BP MSP PW $30M Directory CONCIERGE Brand Building Marketing and Social Plans Media Analytics Marketing and Insight Assets and Funding Marketing Execution Services 13 IBM Global MSP Announcement September 2012
    • 14. 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 Storage14 IBM Global MSP Announcement September 2012
    • 15. Technical and Sales Support Centers of Excellence Opening four geo-based Centers of Excellence Globally Staffed by architects to help MSPs develop advanced services IBM technology showcases for MSPs Significant investment in Business Development Executives Experts on Managed Services and Business Transformation Your single contact for Business Expansion15 IBM Global MSP Announcement September 2012
    • 16. Weve listened and understand MSPs have specific IT requirements Multi tenant Re- usable Flexible Mission critical Scalable Economical16 IBM Global MSP Announcement September 2012
    • 17. MSP Solution Framework Remote IT Services IaaS PaaS SaaS Monitoring and Management Managed Managed Application Storage Storage Backup / Backup / Device Recovery Runtime E-mail Recovery Storage Security Network Development Analytics Patch Server Compute Mobile dev ERP/SCM/CRM Management Business Network Help desk Storage Database Applications Infrastructure Management Monitoring Provisioning Virtualization Accounting Core Infrastructure Datacenter Network Server Storage Service enablement Hosted service delivery Cloud service delivery17 IBM Global MSP Announcement September 2012
    • 18. MSP Solution Framework Remote IT Services IaaS PaaS SaaS Monitoring and Management Managed Managed Application Storage Storage IBM SmartCloud Enterprise Backup / Backup / • CIoud IBM joins the Board of Directors Runtime Device environment that delivers compute options with virtual IT Recovery Recovery E-mail infrastructure support • Highly Network Development Storage secure way of sharing physical IT resources among many Security Analytics tenants Patch • Dedicated computing environments for Computelevel of protectiondev Server Management an extra Mobile ERP/SCM/CRM • Large catalog of ready-to-use software images Business Network Help desk Storage Database Applications Benefits • Helps reduce capital and operating costs Management Infrastructure • Faster time-to-market Monitoring Provisioning Virtualization Accounting • Supports peak loads with provisioning time drastically reduced Core Infrastructure Datacenter Network Server Storage Service enablement Hosted service delivery Cloud service delivery18 IBM Global MSP Announcement September 2012
    • 19. MSP Solution Framework Remote IT Services IaaS PaaS SaaS Monitoring and Management Managed Managed Application Storage Storage In summary, IBM offers… Backup / Backup / Device Runtime E-mail Recovery Recovery • Full range of hardware, software and services that help Storage MSPsSecurity Network Development Analytics – Optimize their infrastructure and improve their ROI Patch Compute Mobile dev ERP/SCM/CRM Server Management – Create new services to grow revenue streams – Help desk their time to market Accelerate Business Network Storage Database Applications • Support for open standards and architectures Infrastructure Management • Proven reliability, availability, scalable solutions that can Monitoring Provisioning Virtualization Accounting help MSPs successfully attain SLA targets www.ibm.com/partnerworld/msp Core Infrastructure Datacenter Network Server Storage Service enablement Hosted service delivery Cloud service delivery19 IBM Global MSP Announcement September 2012
    • 20. Wrap Up…..Full set of OfferingsPureSystems, SmartCloud Management Suite, Technical ServicesDedicated Resources, Centers of ExcellenceBusiness Development Representatives and Technical ArchitectsMarketing and Business DevelopmentMarketing Planning support, Brand building, DemandGeneration and marketing fundingLeveraging the IBM Brand in the marketplaceManaged Service Provider achievement markFinancing - how MSPs deliver services to ClientsIBM Global Financing, Pay as you Grow20 IBM Global MSP Announcement September 2012
    • 21. Thank You The Industry’s most complete MSP Program www.ibm.com/partnerworld/msp Miroslav Černík Cell: +420 737 264 041 E-mail: miroslav_cernik@cz.ibm.com21 IBM Global MSP Announcement September 2012

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