HTML Injection Attacks: Impact and Mitigation Strategies
Msp introduction short
1. IBM partnering with
Managed Service Providers
Miroslav Černík, CEE MSP Leader
Welcome
1 IBM Global MSP Announcement September 2012
2. Cloud computing and virtualization is becoming the new
normal
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.
Welcome to the Decade of
Smart
IBM Global MSP Announcement September 2012
3. Clients shifting rapidly to Managed Services
Channel 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 applications
3 IBM Global MSP Announcement September 2012
4. What Ser vices do MSP sell to their
clients?
A Managed Service Provider (MSP) is a third party company, hired by customers to perform
certain IT functions, on an ongoing basis, for a fee as defined in a service level agreement.
IBM Global MSP Announcement September 2012
5. Today’s Challenges for Managed Service Providers drive
specific needs…
Profit growth / Cash Flow Pricing Models, Financing,
Flexible Terms
Clients looking for more from a Complete set of Offerings
single source Service Provider
Cloud Technology/Mgt Leverage IBM Brand, Vendor
Tools/Designed for MSP as Partner
Access to Skilled Resource Training & Technical Support
Increasing number of Service Providers Marketing, Branding and
Competitive
Differentiation IBM Global MSP Announcement September 2012
6. MSPs paths in IBM’s PartnerWorld program
Services 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
7. MSP Initiative offers Managed Service
Providers:
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
8. MSP Marketing Launch Pad: A comprehensive set of services to help
MSPs build their brand and generate demand
IBM Global MSP Announcement September 2012
9. New Virtual Knowledge Center for
MSPs
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
10. 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 Expansion
10 IBM Global MSP Announcement September 2012
11. We've listened and understand MSPs have specific IT requirements
Multi tenant
Re- usable
Flexible
Mission critical
Scalable
Economical
11 IBM Global MSP Announcement September 2012
12. 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 delivery
12 IBM Global MSP Announcement September 2012
13. 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 delivery
13 IBM Global MSP Announcement September 2012
14. Wrap Up…..
Full set of Offerings
PureSystems, SmartCloud Management Suite, Technical Services
Dedicated Resources, Centers of Excellence
Business Development Representatives and Technical Architects
Marketing and Business Development
Marketing Planning support, Brand building, Demand
Generation and marketing funding
Leveraging the IBM Brand in the marketplace
Managed Service Provider achievement mark
Financing - how MSPs deliver services to Clients
IBM Global Financing, Pay as you Grow
14 IBM Global MSP Announcement September 2012
15. Thank You
The Industry’s most complete MSP
Program
www.ibm.com/partnerworld/msp
Miroslav Černík, CEE Midmarket
Cell: +420 737 264 041
E-mail: miroslav_cernik@cz.ibm.com
15 IBM Global MSP Announcement September 2012
Editor's Notes
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
