1. PARTNER-TO-PARTNER PARTNERING:
HOW CAN YOU GET INTO THE
BUSINESS?
No NOC, No Problem
Lauren Robinette, Analyst

2. • As more business move to invest in virtualized offers
managed service providers must respond
• VARs and system Integrators offer reach to customers that
require new ways of thinking
• What is your strategy to increase your reach to business
customers?
• How do you partner to increase capabilities in your target
go-to-market?
• How do you address your professional service consulting to
offer cloud based assessments and services?
The Next Big Thing?
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3. • Consistent revenue stream
• No upfront costs
• Increase in customer loyalty
• Reduces administration costs
• Improves cash flow
• Increases revenue opportunities
• Enhances margins
• Adds renewals into the mix
Why Partners Want to Add Services
to Their Portfolios
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4. INTRODUCING: PRESIDIO NETWORKS

5. Key Practice in Selection of Partners
“Programs from manufacturers typically incent product
sales versus services sales. However, it’s the services that
tend to be more profitable and will also support the
enterprise transition to the cloud.”
-Kevin Mulloy
President, Presidio Managed Networks &
EVP Operational Strategy Presidio Networked Solutions
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Successful partnerships work when selecting a partner to provide:
1.A strategic relationship versus a master and subcontractor relationship
2.NOC and trouble call integration for customer satisfaction
3.A seamless experience for the customer

6. Managed Services
• Presidio realized the reoccurring revenue of managed services could be a stand
alone business unit
• Creation of Presidio Managed Networks is a business proposition 4 to 5 times the
profitability of reselling product business
• Presidio Managed Networks business consists of two businesses: 1) Managed
Services is 75% of the business, $30M with 40% profitability contribution and 2)
Telecom Solutions Consulting at 25%, 50% growth and 50% profitability
contribution with revenues of $10M
• Offers include managed security, collaboration with Webex and UC migration
• Selected as Level 3’s white label partner to go to market: Out-tasking of IT
functions including for routers, firewalls and WAN optimization. The service is
marketed by Level 3, powered by Presidio
Presidio Networked Solutions
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7. INTRODUCING:
FRANCE TELECOM/ORANGE BUSINESS
SERVICES

8. 2006 EcoCenter Program Launch
 Server availability reduced from weeks to
hours
 IT rationalization
 New asset available capable to generate
revenue
France Telecom EcoCenter Initiative
2006 France Télécom
 17,000 servers w/20% annual growth
 160K employees
 5K apps
2009 France Télécom
# 1 integrator of virtualization solutions in
France
#5 in Europe
# 10 worldwide
30% reduction of energy
Virtualized 11K servers
Reduced application by 4 times
2009 Orange Business Services Launches
Flexible Computing Services
 Shared & Hosted Infrastructure
 Cloud Services
 Professional Services:
• Audit, Design & Consultancy
• Integration & Deployment
• Facilities Management & Staff Delegation
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9. Cloud Migration Keys to Success
Marketing
• Find partners and create services
• Consider professional services as a way
to go to market to target enterprise
• Change footprint to add managed
services or reach new customers
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Implementation
• Educate employees
 Information media
 Guides to methodology
 Events
 Information sessions
 Goal: demonstrate that virtualization does
not imply loss of control over systems or
reduced performance
• Show new dimensions to jobs

10. Key Points: What Are Your Next Steps?
1. Develop a managed services plan to take advantage
of cloud migration
2. Identify partners to augment your capabilities
3. Partner and focus your resources to capitalize on
multidigit growth of services and renewals for
annuity
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11. Questions?
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