How MSPs, and other IBM Partners - ISVs, TSPs, can thrive in today's open, hybrid, multicloud world.

1. How MSPs can thrive in today’s
open, hybrid, multicloud world
Charles Keatts
Partner and Alliances Manager
IBM Cloud Platform Ecosystem
IBM Cloud / January 2020 / © 2020 IBM Corporation

2. Welcome to Chapter 2:
the next phase of IT
Source: IDC Cloud Forecast
How?With a hybrid, multicloud
strategy
• Use open standards to liberate apps,
workloads, developers
• Leverage open source ecosystems to
speed innovation
• Ensure security, while enabling open
access to data + AI for new insights
In a world where you can innovate anywhere.

3. Low hanging opportunities for
public cloud have already been
exploited by most organizations
“Front-office” applications, such
as client inquiries, social media,
and digital shopping carts, make
up a large portion of what has
gone to public cloud
At the same time, mission-
critical, security-dependent
applications have moved
slowly—or not at all—to public
cloud
This is especially true for highly
regulated industries, where the
highest proportion of processes
are yet to move to the cloud1
Current realities - the global cloud market

4. Recent IBV Study confirms that Fortune 500 companies are
leveraging the cloud for business success
Most successful cloud initiatives
58%
59%
60%
65%
68%
69%
71%
71%
73%
74%
76%
Automated resources provisioning
Facilitated proof of concept development
Provided access to external capabilities and resources
Reduced time to market
Reduced operational costs
Created and supported new business models
Created new revenues
Expanded into product/services portfolio
Increased existing revenue
Improved customer experience
Expanded into new industries
Significantly achieved outcomes
Source: IBM Institute of Business Value Research, “Next- generation hybrid cloud powers next-generation business”

5. 5
80+ percent of enterprise workloads have not yet moved to or
leveraged the cloud
On average enterprises use 5 clouds1
More than 80 percent of new applications will be developed
using containers
The Opportunity

7. And, the number of hybrid use cases continues to grow…
IT
SaaS A
Private
Cloud Scaling Disaster Recovery Extend Legacy
Public
Private
Public or
Private
Public
Public A
Public B
Composite Multicloud Optimization
+ +
IT IT
Public or
Private
IT
SaaS Integration
Edge
IT
Edge Computing
Public
Hybrid DevOps
Private
Public or
Private
Public or
Private
Public or
Private
SaaS B
Public or
Private
IBM Cloud / October 2019 / © 2019 IBM Corporation

8. So, how should MSPs approach this market?
According to Forrester:
• Provide good value for price
• Specialize (by product, function, industry)
• Customer experience – the one you provide to your clients and their
customers
• Continuously evolve your solution by leveraging next-gen technologies
(blockchain, containers,AI)
Source: New Dimensions in Managed Services Delivery And What It Means For Partners, Liz Herbert, November 2019

9. Public Dedicated Bare metal
Private SaaS Managed
Optimize and ContainerizePrioritize
Opportunities for MSPs are varied, and client workload driven
Workload affinityCost/benefit
Retire
Keep
Mig
Mod
Build
Migrate
Modernize
High
Medium
Low
Priority
Retire
Keep

10. Cloud Entry Points for MSPs
10
Advise on
Cloud
Move to
Cloud
Build for
Cloud
Manage on
Cloud
JourneytoCloud
LifeCycle
→ Develop a cloud strategy
MigrateModernize
→ IaaS lift and shift
→ VMWare on Cloud
→ AIX on Cloud
→ Data Storage on Cloud
→ Rearchitect for Cloud
Native
→ Extend to leverage Cloud
Native
→ Modernize Middleware
(Cloud Paks)
→ Managed Infrastructure
→ Managed Resiliency
→ Data Services
→ ……
→ Native Kubernetes,
Cloud Databases, and
other Dev capabilities
→ Include AI, Blockchain,
IoT into your
applications

11. American Airlines:Their journey to cloud
IBM Cloud / 2019 / © 2019 IBM Corporation

12. Recommendations
• Prepare for chapter 2, with an open, hybrid multicloud
strategy
• Understand and leverage secure, containerized
development (Kubernetes, etc)
• Specialize by use case (migration, lift and shift, cloud
native, etc)
• Un-tether yourself from lock-in – join the open
revolution
Join us atThink in May in San
Francisco!
www.ibm.com/garage/adoption
https://ibm.co/2LQkeN

13. IBM Cloud / July 2019 / © 2019 IBM Corporation
THANKYOU

14. 14
Partner Offerings
Infrastructure
Services Offerings & Practices | Reference Architectures| Solutions
Optimize on the best fit
cloud model and vendor
Ensure app & data portability
with no lock in
Build with the latest
tech on any cloud
Improve visibility & control
across hybrid, multicloud
Business
Requirements
Advanced Services AI | Hyper Protect | IoT | Blockchain | Analytics | ML | Quantum
IBM Cloud / October 2019 / © 2019 IBM Corporation
A next generation platform for a multicloud world
Improve ROI and
competitive edge
Innovate faster with
greater agility
Create more
insights from data
Business
Outcomes
World-class public cloud
IaaS & advanced services on IBM’s public
cloud
Hybrid multicloud platform
Consistent stack and management
for multicloud
Capabilities Application | Data | Integration | Automation | Management | Security
Foundation Common Services | RHEL | RH OpenShift | Multi-cluster Management
SystemsIBM Public
Cloud
AWS Azure Google Edge Private
14

15. 1. Purpose-built for the most
demanding workloads and
AI everywhere
2. Agile for a hybrid,
multicloud world
3. Secure for data protection
and compliance
IBM
Storage
IBM Z and
LinuxONE
IBM Cognitive
Systems
Hardware: IBM Systems
Ready for today,
built for tomorrow
IBM Storage SystemsIBM POWER9 IBM z15