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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. 12/04/12
  • 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 At best they have an outdated stereotype of IBM as HW and Enterprise Only Limited Software knowledge, especially acquisitions, suspicious of IBM services as a competitor No knowledge of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 spaces Execution - 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 At best they have an outdated stereotype of IBM as HW and Enterprise Only Limited Software knowledge, especially acquisitions, suspicious of IBM services as a competitor No knowledge of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 spaces Execution - 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

Msp introduction short Msp introduction short Presentation Transcript

  • IBM partnering with Managed Service Providers Miroslav Černík, CEE MSP LeaderWelcome1 IBM Global MSP Announcement September 2012
  • Cloud computing and virtualization is becoming the newnormaldemand for cloud-based solutions is rapidly accelerating. Business application areas that show thebiggest potential for midmarket cloud growth in the next year are marketing automation, businessintelligence/analytics, and collaboration. Welcome to the Decade of Smart IBM Global MSP Announcement September 2012
  • 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 applications3 IBM Global MSP Announcement September 2012
  • What Ser vices 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
  • Today’s Challenges for Managed Service Providers drivespecific needs…Profit growth / Cash Flow Pricing Models, Financing, Flexible TermsClients looking for more from a Complete set of Offeringssingle source Service ProviderCloud Technology/Mgt Leverage IBM Brand, Vendor Tools/Designed for MSP as PartnerAccess to Skilled Resource Training & Technical SupportIncreasing number of Service Providers Marketing, Branding and CompetitiveDifferentiation IBM Global MSP Announcement September 2012
  • MSPs paths in IBM’s PartnerWorld programServices built on IBM Technology Key Benefits PREMIER PREMIER •MSP BP Locator Services ++ Services ++ •Marketing enablement References ++ References ++ •Sales enablement ADVANCED ADVANCED Skills ++ Skills ++ •MSP Center of Excellence •MSP Virtual Briefing Center Services (2) Services (2) • Co-Marketing Center MEMBER References (1) References (1) MEMBER • Joint Marketing Services Skills (1) Skills (1) • IBM BP Emblem • Training Sign up in PW Sign up in PW • Access to Demo equipment • Loaner Program • MSP Achievement Mark • Assigned IBM Executive PartnerWorld Benefits 6 IBM Global MSP Announcement September 2012
  • MSP Initiative offers Managed ServiceProviders: MSP Achievement Mark Cloud Awards Sales and Technical Support Financial Incentives Hosted Partner World Growth paths Marketing Programs Managed IT 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. www.ibm.com/partnerworld/msp 2012 IBM Global MSP Announcement September 7
  • MSP Marketing Launch Pad: A comprehensive set of services to helpMSPs build their brand and generate demand IBM Global MSP Announcement September 2012
  • New Virtual Knowledge Center forMSPs Global Virtual knowledge center- enables MSPs to access programs, offerings and services Specific to MSPs.  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 IBM Global MSP Announcement September 2012
  • 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 Expansion10 IBM Global MSP Announcement September 2012
  • Weve listened and understand MSPs have specific IT requirements  Multi tenant  Re- usable  Flexible  Mission critical  Scalable  Economical11 IBM Global MSP Announcement September 2012
  • 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 delivery12 IBM Global MSP Announcement September 2012
  • MSP Solution Framework Remote IT Services IaaS PaaS SaaS Monitoring and Management Managed Managed Application Storage Storage IBM SmartCloud Enterprise IBM SmartCloud Enterprise Backup / Backup / Device environment IBMdeliverscompute options with virtual IT • • CIoud environmentthat delivers the Board of Directors CIoud that joins compute options with virtual IT Recovery Recovery Runtime E-mail infrastructure support infrastructure support Network Development Storage secure way of sharing physical IT resources among many Security • • Highly secure way of sharing physical IT resources among many Highly Analytics tenants tenants Patch • • Dedicated computing environments for Computelevel of protection Server Mobile dev Dedicated computing environments foran extra level of protection Management an extra ERP/SCM/CRM • • Large catalog of ready-to-use software images Large catalog of ready-to-use software images Business Network Help desk Storage Database Applications Benefits Benefits • • Helps reduce capital and operating costs Management Helps reduce capital and operating costs Infrastructure • • Faster time-to-market Faster time-to-market Provisioning Monitoring Virtualization Accounting • • Supports peak loads with provisioning time drastically reduced Supports peak loads with provisioning time drastically reduced Core Infrastructure Datacenter Network Server Storage Service enablement Hosted service delivery Cloud service delivery13 IBM Global MSP Announcement September 2012
  • 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 Grow14 IBM Global MSP Announcement September 2012
  • Thank You The Industry’s most complete MSP Program www.ibm.com/partnerworld/mspMiroslav Černík, CEE MidmarketCell: +420 737 264 041E-mail: miroslav_cernik@cz.ibm.com15 IBM Global MSP Announcement September 2012