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Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services
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Cloud Summit 2012: Driving Revenue with a Three Pronged Approach To Cloud and Managed Services

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Today’s most successful MSPs differentiate themselves from huge market players by bundling services together in unique ways, and tailoring their offers to the particular needs of their customers. This …

Today’s most successful MSPs differentiate themselves from huge market players by bundling services together in unique ways, and tailoring their offers to the particular needs of their customers. This session addresses how a modular approach to popular managed and cloud services enables MSPs to grow their business at attractive margins.

For more information, visit: http://www.nimsoft.com.

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  • 1. Driving Revenue with aThree Pronged Approach To Cloud and Managed Services Wendy Petty June 5, 2012 #IMCloud2012 111104_ 1
  • 2. Agenda ■ Introduction to CA Technologies ■ How cloud & managed services address your customers’ challenges ■ What other service providers are doing ■ Building margin – top line and bottom line considerations ■ CA’s Cloud and Managed Services Solution ■ Customer case studies ■ You’re not alone – how CA helps you get to marketConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_2
  • 3. Who is CA Technologies #1 Management Software Vendor CA Technologies helps $4.5 billion annual revenue accelerate IT so you can leverage new technologies and the cloud Customers in virtually every country, to drive innovation. including majority of Forbes Global 2000 We help transform IT to simplify 35+ years in business managing 35+ complexity and free up resources complex heterogeneous environments to focus on service quality instead of infrastructure. Ranked among top 50 Greenest US companies We help secure IT to reduce risk Global Partner Program of improper access and fraud.Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_3
  • 4. CA Technologies – Powerful PartnerEco-systemConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_4
  • 5. Customers
are
Turning
to
Cloud
&
Managed
Services to
Help
Them
Deal
with
the
“New
Normal” BUSINESS
DEMAND FOR
INNOVATION Cloud
and Managed Services
can help customers fill
this
gap IT
CAPACITY
FOR
INNOVATION CAPACITY
FOR
INNOVATION IT
NEEDS
YOUR
HELP
TO
TRANSFORM
FROM MAINTAINING
TECHNOLOGY
TO
DELIVERING
SOLUTIONSConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_5
  • 6. Popular MSP Service Offerings Address “Chore” Functions that IT will Out-task TOP MANAGED SERVICES OFFERED (in percent) Source: MSPmentor 100 Global Report, February 2012, all qualified survey participantsConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_6
  • 7. To Differentiate Their Solutions, MSPs Must Move Higher on the Maturity Model IT Perceived as a Cost IT Perceived as an Investment MSP MATURITY AUTOMATED SOLUTIONS Customer Deliver Higher Value Services PROACTIVE HELP ME – Cloud, MSP WITH… WITH… consulting, etc Process Provide High Adoption (ITIL) Availability & RESPONSIVE SOLUTIONS Service Desk Disaster Customer Recovery Remote Monitoring Remote Management Monitoring Process REACTIVE Management Improvement FIX THIS! Data Protection Health Check Planning Service Offering PerceptionConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_7
  • 8. MSPs Must Evolve Their Businesses to the Cloud (Like Every Other Type of Service Provider) Strategic Direction of Key Vendor Segments MSPs’ BPOs ADVANTAGES: BPaaS ‒ Robust SLAs SaaS Experts Enterprise SW SaaS ‒ Enterprise relationships SIs / IT PaaS Outsourcers & trust ‒ Operational expertise IaaS Web Giants ‒ Flexibility and agility in rolling out new Network Telcos services consumer SMB large ecosystems enterprise ‒ Experience in flexible billing plans Source: Boston Consulting Group analysis, ETIS prConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_8
  • 9. Stating the Obvious – Moving up the Stack by Developing New Offerings Must be Done at a Profit RAISE
REVENUE LOWER
OPERATIONS
COST ■ Deploy new services faster ■ Reduce staff time to deliver services ■ Provision customers’ services ■ Reduce tool administration and faster maintenance ■ Respond to customer requirements ■ Reduce manual errors more nimbly ■ Reduce implementation & integration ■ Raise differentiation relative to time competitionConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_9
  • 10. CA’s Cloud & andManaged Services Solutions #IMCloud2012 111104_ 10
  • 11. CA’s Cloud and Managed Service Solution – Your Key to Profitable New Service Growth Users Service Portal Users ITIL
based,
pre‐built Public,
private,
and Broad
range
of
data service
management hybrid
cloud
services protecNon
services workflows. that
span
the
cloud for
on/off
site
and End‐to‐end
views stack cloud performance
and availability IT Infrastructure Library is a registered trademark of the Central Computer and Telecommunications Agency which is now part of the Office of Government Commerce. ITIL is a registered trademark, and a registered community trademark of the Office of Government Commerce, and is registered in the U.S. Patent and Trademark Office.Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_11
  • 12. CA AppLogic Cloud Platform ® RAISE
REVENUE  Offer services spanning the cloud stack  Scale resources up and down based on customer demand  Differentiate based on content & pay as you go billing schemes LOWER
OPERATIONS COST  Virtualize the entire infrastructure  Manage the application & underlying infrastructure as 1 entity  Copy & paste application & infrastructure from 1 data center to anotherConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_12
  • 13. CA ARCserve ® CA ARCserve® CA ARCserve® RAISE
REVENUE Backup High Availability  Broad range of back-up & HA solutions – on/off-site, cloud  Differentiate based on ability CA ARCserve® to protect SLAs Central Applications  Drive additional assessment & consulting services CA ARCserve® LOWER
OPERATIONS CA ARCserve® D2D Replication COST Unified architecture & centralized management Easy integration with web services Modular design makes it easy to add additional data protection capabilitiesConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_13
  • 14. Nimsoft RAISE
REVENUE Offer complete range of monitoring services and IT service management Reduce churn with “sticky” services Differentiate based on ability to back robust SLAs LOWER
OPERATIONS COST  Unified monitoring architecture  Single workflow for broad range of ITIL processes  Easy to add additional monitoring or management capabilitiesConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_14
  • 15. Benefits of CA’s Cloud & Managed Service Solution Roll out services spanning the cloud ROLL OUT CLOUD stack – from IaaS, to PaaS and SaaS, SERVICES FAST and virtual private cloud Provide comprehensive data protection PROTECT BUSINESS services, ranging from back-up and DATA recovery to replication and high availability Offer multi-tenant monitoring and IT MANAGE SERVICE Service Management, from the PERFORMANCE datacenter to the cloudConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_15
  • 16. Combine Offerings to Further Differentiate Your Service and Drive Additional Revenue • Nimsoft helps assure • Nimsoft monitors your the reliability of your cloud stack to back up data protection your SLAs, allowing infrastructure you to compete on quality • ARCserve backs up • Add Monitoring and critical data and Service Desk as a applications in your Service to your cloud Monitoring & Service offering to differentiate Desk Service your service • Combine Backup and Recovery • Use your own AppLogic cloud with your cloud offering to platform as a destination for differentiate your service cloud-based back-up servicesConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_16
  • 17. Address The Top Service Offerings With CA’s Cloud and Managed Services Solution TOP MANAGED SERVICES OFFERED (in percent) Source: MSPmentor 100 Global Report, February 2012, all qualified survey participantsConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_17
  • 18. ScaleMatrix Case Study ScaleMatrix builds, deploys, and manages a broad range of cloud and managed services in its 12 US based data centers, and those of its customers. ScaleMatrix also offers data security and compliance services as value added services to its customers. Challenge SoluNon Results ■ Fast
Nme
to
market
and  Deployed
CA
AppLogic
for  Rapid
growth
in
cloud instant
scalability
of
a IaaS,
PaaS,
and
Virtual services
and broad
range
of
cloud Private
Data
Center consulNng
revenue services  Offer
CA
ARCserve
for
full ■ DifferenNate
service range
of
off‐site
and  Built‐in
scalability, from
larger
compeNtors cloud

based
data high
availability
and based
on
value
added protecNon
services disaster
recovery services  Offer
NimsoX
as
part
of Compliance
as
a
Service  Broad
range
of ■ Provide
robust
data remote
managed
service differenNaNng security
among services dispersed
data
centersConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_18
  • 19. Computacenter Case Study Computacenter is Europes leading independent provider of IT infrastructure services. The company delivers on-site networking and collaboration solutions in 60 countries and supplies IT hardware and software to customers in more than 100 countries. Challenge SoluNon Results ■ Provide
monitoring
to  Leverage
NimsoX
for support
launch
of
IaaS‐ infrastructure  Supported
launch
of based
Exchange
offering monitoring
of
Exchange, new
Exchange ■ A
single
monitoring EMC,
VMware
and
Cisco offering plaZorm
to
support
many  Deliver
mulN‐tenant unique
technology
and monitoring
visibility  Enhanced
service client
requirements  Provide
flexible, levels
and
offerings ■ Wanted
to
meet
current service
commitments
and subscripNon‐based  Streamlined growth
objecNves pricing  Fast,
easy
deployment monitoringConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. administraNon 111104_19
  • 20. CA
Technologies Cloud
AcceleraNon
Market Program
(CAMP)Collapsing Service Provider Time to Revenue3 Proven Steps to Managed Services Success #IMCloud2012 111104_ 20
  • 21. CA
CAMP
Addresses
Key
Service
Provider
Challenges Effective product solutions are table stakes. CA’s Center of Excellence enables our service provider customers to get to market fast Business/ • Business strategy workshops & deep dives Consulting • Business model alignment Support • Market intelligence Tech • Technical training and best practices Support • Reference architecture / migration strategies Sales & • Sales & marketing in-a-box collateral, execution plans and strategies Marketing • Online access to tools & resources Support • Alignment of technical and GTM deployment activitiesConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_21
  • 22. CA CAMP – 3 Proven Steps to Successful Managed ServicesConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_22
  • 23. A Range of Delivery Models, Depending on Customer Needs & Level of Investment ½ to 2 day on site workshops with key staff members 2-4 hour working session on select topics, by phone and web conferencing Access to content via partner portal, with phone supportConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_23
  • 24. Launch Plan Development ■ Define the launch and execution plan Launch ■ Repeatable best practices leveraged Marketing Launch Sales Launch  Installed  Sales leads Base Mktg Soft Launch  Event required  Sales and  Lead execution Kick Off Product  PR Execution nurturing training  PR Plan  Social Media  Collateral  Launch  Reference  Collateral Execution  Friends list Planning Program  Sales tools  Early wins  Marketing  Sign up and  Incentives converted to spend conversion  Value Prop promo references 3-6 month timeframeConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_24
  • 25. LeadGen recommended Strategies & Tactics CA Marketing Tools for Service ProvidersConfidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_25
  • 26. Legal Copyright © 2012 CA. All rights reserved. IT Infrastructure Library is a registered trademark of the Central Computer and Telecommunications Agency which is now part of the Office of Government Commerce. ITIL is a registered trademark, and a registered community trademark of the Office of Government Commerce, and is registered in the U.S. Patent and Trademark Office. All trademarks, trade names, service marks and logos referenced herein belong to their respective companies. THIS PRESENTATION IS FOR YOUR INFORMATIONAL PURPOSES ONLY. CA Technologies assumes no responsibility for the accuracy or completeness of the information. TO THE EXTENT PERMITTED BY APPLICABLE LAW, CA TECHNOLOGIES PROVIDES THIS DOCUMENT “AS IS” WITHOUT WARRANTY OF ANY KIND, INCLUDING, WITHOUT LIMITATION, ANY IMPLIED WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, OR NONINFRINGEMENT. In no event will CA Technologies be liable for any loss or damage, direct or indirect, in connection with this presentation, including, without limitation, lost profits, lost investment, business interruption, goodwill, or lost data, even if CA Technologies is expressly advised of the possibility of such damages.Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micros express written permission. 111104_26
  • 27. #IMCloud2012 111104_ 27

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