2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier MSP

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  • 1. IBM et les MSP : pourquoi ? Stéphane Vancolen MSP – ISV Sales Manager France Twitter: @svancolen
  • 2. © 2013 International Business Machines Corporation 2 Agenda • Le marché du cloud – Marché – Tendances – Les attentes clients • Les MSP, le socle technologique du cloud • Les programmes MSP – Marketing – Famille Pure – PAYG
  • 3. © 2013 International Business Machines Corporation 3 Marché du cloud computing Défis, enjeux et nouveaux marchés Faits de consommation d’Internet • 38,000 Google searches per second • 100 milliards Total Facebook connections • 72 Hours of video posted to YouTube every minute • 175 million Tweets per day • 88% of B2B decisions that involve a search engine • 3 milliards YouTube video views per day • 40% of smart phone users who have comparison shopped in-store • 20% of Facebook users over age 55 • 18% of Facebook users under age 24
  • 4. © 2013 International Business Machines Corporation 4 Cloud computing Un sujet encore inconnu Évolution des recherches cloud Ce que pensent les internautes Des recherches exploratoires visant à comprendre le phénomène Des recherches plus pointues visant à comprendre le champ d‟application
  • 5. © 2013 International Business Machines Corporation 5 Cloud computing Chiffres et marché Utilisation du cloud selon la taille Utilisations du cloud Principales utilisation du cloud : •RH •Applications métier •Bureautique •CRM Gains recherchés •Flexibilité •Baisse des coûts
  • 6. © 2013 International Business Machines Corporation 6 Évolution du cloud Évolution du SaaS Cloud computing Chiffres et marché
  • 7. © 2013 International Business Machines Corporation 7 Source: AMI Channel partner survey Dec. 2011 0% 20% 40% 60% MSP VAR All Other 29% 31% Source: Forrester Channel partner survey 2011 Dynamique réseau Canaux de commercialisation Cloud computing Tendance : le marché « attend » des offres d’externalisation
  • 8. © 2013 International Business Machines Corporation 88 Source: Q1 “What are the most important external forces that will impact your organization over the next 3 to 5 years?” (Midmarket n=226) External forces that will impact the organization 2008 2010 2012 Technology factors People skills Market factors Macro-economic factors Regulatory concerns Globalization Les préoccupations des DG restent : •le marché •la technologie •les compétences de leurs équipes Cloud computing Vision utilisateur final
  • 9. © 2013 International Business Machines Corporation 9 9 Source: IBM Midmarket IT Trends 2012 Business  Réduire les coûts / améliorer la compétitivité  Améliorer le service client  Améliorer la productivité IT  Sécurité  ERP/CRM  Business analytics/ Data analytics  Information management Critères d’achat  Facilité / rapidité de déploiement  Partenaire de confiance et de proximité  Nouveau mode de consommation (cloud) Solutions Intégrées Se concentrer sur les besoins de leurs marchés avec des ressources compétences contraintes Cloud computing Vision utilisateur final
  • 10. © 2013 International Business Machines Corporation 10 IBM CEO Study: Midmarket CEOs want to understand individual customers better and respond faster Change required to meet customer expectations (3 to 5 years) Improve understanding of individual customer needs Improve response time to market needs Harmonize customer experiences across channels Increase transparency and corporate accountability Include customers / citizens across product / service life cycle Increase social and environmental responsibility 71% 71% 48% 48% 41% 33% Midmarket CEOs: • Let “big data” reveal the customer you never knew – Look outside to complete the view – Connect pieces into profiles – Empower staff with predictive analysis • Listen lavishly, respond with focus – Listen at an individual level – Capture what employees see and hear – Respond with relevance and speed • Be where your customers expect you to be – Leverage the fact that mobile “changes everything” – Blend the physical and digital worlds – Offer value that stands out Big Data isn’t just for Big Firms: All firms “need to understand individual customers better and respond faster”
  • 11. © 2013 International Business Machines Corporation 1111 Source: Q8 “What are the three most important mechanisms your organization will use with customers over the next 3 to 5 years?” (Midmarket n=226) *Face-to-face / sales force / institutional representatives 69% 35% 28% 32% 14% 25% 23% 42% 45% 15% 50% 53% 59% Mechanisms to engage customers Today In 3 to 5 years 83% IBM CEO Study: To connect individually, Midmarket CEOs plan a step-change from traditional to social media, while continuing face-to-face engagement Face-to-face* Call centers Traditional media Advisory groups Channel partners WebsitesSocial media Social Media is the fastest growing customer engagement mechanism for midsize firms
  • 12. © 2013 International Business Machines Corporation 12 Shift of IT responsibilities from within to outside of the enterprise Growing acceptance of standardized IT solutions in place of in-house developed Increased spending on external service providers while internal budgets remain flat or declining …creating an opportunity to complement your solutions with services delivered by IBM Clients are looking for external service providers to deliver their IT solutions, accelerated by cloud computing
  • 13. © 2013 International Business Machines Corporation 13 Similar IBM Value Proposition, Coverage Managed IT IaaS PaaS SaaS Networking Storage Servers Virtualiza on O/S Middleware Run me Data Applica ons Networking Storage Servers Virtualiza on O/S Middleware Runtime Data Applications Networking Storage Servers Virtualiza on O/S Middleware Runtime Data Applications Networking Storage Servers Virtualiza on O/S Middleware Runtime Data Applications BPaaS Networking Storage Servers Virtualiza on O/S Middleware Runtime Data Applications People CLIENT MSP • Patch management and Provisioning • Managed storage & BC/DR • Hosted applications • Security services • Mobile app development • Dev/test environment • Analytics/data-base services • Broad range of SaaS • Partner with ISV • Finance/Account • Travel/ Expense • Marketing • Human Resources • Document Mgt. Evolving solution portfolio Les MSP Une activité échelonnée / évolutive
  • 14. © 2013 International Business Machines Corporation 14 Les MSP Le client partenaire IaaS PaaS SaaS MSP Partnership Optimize Financials Offerings Technical Support Business Models Portfolio Demand Gen Branding IBM accompagne et complète les offres des MSPs Business Development IaaS PaaS SaaS MSP
  • 15. © 2013 International Business Machines Corporation 15 • Ouverture à la négociation de nouveaux clients – Passer de la DSI aux différentes directions • Négocier directement avec les métiers : mkg, RH… Les MSP Ouverture à de nouveaux interlocuteurs ?
  • 16. © 2013 International Business Machines Corporation 16 Les MSP Partenaire idéal des éditeurs
  • 17. © 2013 International Business Machines Corporation 17 • Schéma MSP + IBM + Environnement ? Les MSP Création d’un environnement • Infrastructures • Software • Marketing • Conseils • Financement • Software • Conseils • Financement MSP’s PME ETI Gds comp tes ISV ISV IBM Services à valeur ajoutée ISV SSII SSII SSII
  • 18. © 2013 International Business Machines Corporation 18 IBM pour les MSP
  • 19. © 2013 International Business Machines Corporation 19 Software Group : modèle „marque blanche‟ & ASL Global Technology Services : modèle „marque blanche‟ System & Technology Group : iOEM et ISI/ISR program 12 mois de financement 0%pour les nouveaux MSPs (après validation IGF) « Pay as you Grow » programme STG 19 IBM pour les MSP Les solutions dédiés aux MSP
  • 20. © 2013 International Business Machines Corporation 20 Points forts • Dédié à la croissance du business MSP • Plan Marketing complet : stratégie et campagnes opérationnelles • Accès via partnerworld • Support local (France) IBM pour les MSP Le programme marketing
  • 21. © 2013 International Business Machines Corporation 21 Communication : logo MSP IBM • Logo dédié aux MSPs 21
  • 22. © 2013 International Business Machines Corporation 22 Remote Monitoring Help Desk Patch Management ArchiveBackup Mobile Industry Applications ERP, HR Hosted Email Big Data Storage Clouds Compute Information IBM pour les MSP Accompagnement dans la création de solutions à valeur ajoutée
  • 23. © 2013 International Business Machines Corporation 23 IaaS PaaS/Saas/BPaaS/Big Data/Analytics Data Platform Delivering Big Data Platform Services Infrastructure Delivering Cloud Infrastructure Services Application Platform Delivering Cloud Application Platform Services New Analytics Model POWER“Mini” Financial Terms for MSPs – Pay-As-You-Grow (PAYG)
  • 24. © 2013 International Business Machines Corporation 24 Speed  System up and running in a few days, not our usual weeks  Accelerated deployment of new customers  Quickly adapt to client workload changes without over buying Simple  No hardware assembly & rack cabling  Easy to manage using Flex System Manager  Easy to maintain, especially firmware patching Optimized infrastructure  Higher density – less space & energy  Reduce planned and unplanned outages  Single management interface – efficient & flexible Operational control  Automation of system management tasks  Flexibility to add capacity in compute, storage & networking  Cloud made easy! Pourquoi Capgemini a intégré le PureFlex ?
  • 25. © 2013 International Business Machines Corporation 25 IaaS: Cut IT expense, reduce risk and complexity through a cloud enabled data center PaaS: Accelerate time to market with cloud platform services SaaS: Gain immediate access with business solutions on cloud Innovate business models by becoming a cloud service provider Cloud Enabled Datacenter Database licensingcost by 68% Tax revenueincrease by USD$1.4m in 3 months Cloud Platform Services New software rollout from weeks to 14 minutes driving more consistentquality Business Solutions on Cloud Boost online rev 2,500 % and conversion to sale by 1,700 %. Cloud Service Provider 6x increasein Rev while holdingoperational costsflat. Time to provision 200 VMs reduced 90% Our experience with over 9,000 Cloud engagements tells us that client are adopting Cloud computing in four basic ways
  • 26. © 2013 International Business Machines Corporation 26 Less cost Improved service levels Faster deployment to new customers Fast scaling, better performance Manage with less effort & lower skill requirements New services, faster Business problems for a Service Provider
  • 27. © 2013 International Business Machines Corporation 27 En résumé….. 27 Marketing et Business Development  Rayonnement de votre marque, “Demand Generation” et “co-marketing funding” MSP : un nouveau canal majeur pour IBM vers le marché :  PureSystems, SmartCloud Management Suite, Analytics Ressources dédiées, programmes spécifiques  “Business Development Representatives” et Architectes techniques Profitez du logo IBM sur votre marché  Avec le logo “IBM Managed Service Provider”, qui est un label de qualité certifié par IBM Faites correspondre votre business à vos investissements  IBM Global Financing, Pay as you Grow
  • 28. © 2013 International Business Machines Corporation 28 Set the pace ISVs et MSPs sont très importants aux yeux d’IBM Pour y arriver, nous devons… How do we work together on a common goal? Have a more targeted approach Develop expertise and new models
  • 29. © 2013 International Business Machines Corporation 29 Patrick Bouillaud pbouillaud@fr.ibm.com Florence Marcel Florence_marcel@fr.ibm.com Joëlle Goupil Joelle.goupil@fr.ibm.com Idf Cécile Arnaud Cecile_arnaud@fr.ibm.com Sud-est Patrick Bouillaud pbouillaud@fr.ibm.com Sud-ouest Dominique Guibert Dominique_guibert@fr.ibm.com Nord Normandie Est
  • 30. © 2013 International Business Machines Corporation 30 Nous contacter Province • Nord Normandie Est Dominique Guibert Dominique_guibert@fr.ibm.com • Sud-Est Cécile Arnaud Cecile_arnaud@fr.ibm.com • Sud-Ouest Patrick Bouillaud pbouillaud@fr.ibm.com Ile de France Florence Marcel Florence_marcel@fr.ibm.com Joëlle Goupil Joelle.goupil@fr.ibm.com Patrick Bouillaud pbouillaud@fr.ibm.com
  • 31. © 2013 International Business Machines Corporation 31 Stéphane VANCOLEN MSP ISV Sales Manager GB Midmarket Mobile +33 6 08 75 44 99 Stephane_vancolen@fr.ibm.com