cloud summit 2012: driving revenue with a three pronged approach to cloud and managed services
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111104_1
#IMCloud2012
Driving Revenue with aThree Pronged Approach
To Cloud and ManagedServices
Wendy PettyJune 5, 2012
111104_2Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
■ 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 market
Agenda
111104_3Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Who is CA Technologies
CA Technologies helpsCA Technologies helpsaccelerate IT accelerate IT so you can leverageso you can leveragenew technologies and the cloudnew technologies and the cloudto drive innovation.to drive innovation.
We help We help transform ITtransform IT to simplifyto simplifycomplexity and free up resourcescomplexity and free up resourcesto focus on service qualityto focus on service qualityinstead of infrastructure.instead of infrastructure.
We help We help secure IT secure IT to reduce riskto reduce riskof improper access and fraud.of improper access and fraud.
#1 Management Software #1 Management Software VendorVendor
$4.5 $4.5 billion annual revenuebillion annual revenue
Customers in virtually every country,Customers in virtually every country,including including majority of majority of Forbes Global 2000Forbes Global 2000
3535+ years in business managing+ years in business managingcomplex heterogeneous environmentscomplex heterogeneous environments
Ranked among top 50 Ranked among top 50 GreenestGreenestUS US companiescompanies
Global Global Partner ProgramPartner Program
111104_4Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
CA Technologies – Powerful PartnerEco-system
111104_5Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
CustomersareTurningtoCloud&ManagedServicestoHelpThemDealwiththe“NewNormal”
BUSINESSDEMANDBUSINESSDEMANDFORINNOVATIONFORINNOVATION
ITCAPACITYFORINNOVATIONCAPACITYFORINNOVATION
CloudandCloudandManagedManaged
ServicescanServicescanhelphelp
customerscustomersfillthisgapfillthisgap
ITNEEDSYOURHELPTOTRANSFORMFROMITNEEDSYOURHELPTOTRANSFORMFROM
MAINTAININGTECHNOLOGYMAINTAININGTECHNOLOGYTODELIVERINGTODELIVERINGSOLUTIONSSOLUTIONS
111104_6Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Popular MSP Service Offerings Address“Chore” Functions that IT will Out-task
TOP MANAGED SERVICES OFFERED TOP MANAGED SERVICES OFFERED (in percent)(in percent)
Source: MSPmentor 100 Global Report, February 2012, all qualified survey participantsSource: MSPmentor 100 Global Report, February 2012, all qualified survey participants
111104_7Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
To Differentiate Their Solutions, MSPs MustMove Higher on the Maturity Model
Service Offering PerceptionService Offering Perception
AUTOMATEDAUTOMATED
PROACTIVEPROACTIVE
RESPONSIVERESPONSIVE
REACTIVEREACTIVE
MATURITYMATURITY
RemoteRemoteMonitoringMonitoringManagementManagement
Data Data ProtectionProtection
Health CheckHealth CheckPlanningPlanning
ProcessProcessAdoption (ITIL)Adoption (ITIL)
Service DeskService Desk
RemoteRemoteMonitoringMonitoringManagementManagement
Deliver Deliver HigherHigherValue Value ServicesServices–– Cloud, Cloud,consulting, consulting, etcetc
Provide HighProvide HighAvailability &Availability &DisasterDisasterRecoveryRecovery
ProcessProcessImprovementImprovement
IT Perceived as a CostIT Perceived as a Cost IT Perceived as an InvestmentIT Perceived as an Investment
SOLUTIONSSOLUTIONS
FIX THIS!FIX THIS!
HELP MEHELP MEWITHWITH……
SOLUTIONSSOLUTIONS
CustomerCustomer
CustomerCustomer
MSPMSP
MSPMSP
111104_8Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
MSPs Must Evolve Their Businesses to the Cloud(Like Every Other Type of Service Provider)
Source: Boston Consulting Group analysis, ETIS pr
MSPsMSPs’’ADVANTAGES:ADVANTAGES:
Strategic Direction of Key Vendor SegmentsStrategic Direction of Key Vendor Segments
BPaaSBPaaS
SaaSSaaS
PaaSPaaS
IaaSIaaS
NetworkNetwork
consumerconsumer SMBSMB largelargeenterpriseenterprise
ecosystemsecosystems
BPOsBPOs
SaaSSaaS Experts Experts EnterpriseEnterpriseSWSW
WebWebGiantsGiants
SIs / ITSIs / ITOutsourcersOutsourcers
TelcosTelcos
‒ Robust SLAs
‒ Enterpriserelationships& trust
‒ Operational expertise
‒ Flexibility and agilityin rolling out newservices
‒ Experience in flexiblebilling plans
111104_9Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
LOWEROPERATIONSCOSTLOWEROPERATIONSCOSTRAISEREVENUERAISEREVENUE
Stating the Obvious – Moving up the Stack by DevelopingNew Offerings Must be Done at a Profit
■ Reduce staff time to deliver services■ Reduce tool administration and
maintenance■ Reduce manual errors■ Reduce implementation & integration
time
■ Deploy new services faster■ Provision customers’ services
faster■ Respond to customer requirements
more nimbly■ Raise differentiation relative to
competition
111104_10
#IMCloud2012
CA’s Cloud & andManaged Services
Solutions
111104_11Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
CA’s Cloud and Managed Service Solution –Your Key to Profitable New Service Growth
BroadrangeofdataprotecNonservicesforon/offsiteand
cloud
ITILbased,pre‐builtservicemanagement
workflows.End‐to‐endviewsperformanceand
availability
Public,private,andhybridcloudservicesthatspanthecloud
stack
UsersUsers UsersUsersService PortalService PortalService Portal
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 communitytrademark of the Office of Government Commerce, and is registered in the U.S. Patent and Trademark Office.
111104_12Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
CA AppLogic Cloud PlatformRAISEREVENUERAISEREVENUE
LOWEROPERATIONSLOWEROPERATIONSCOSTCOST
Offer services spanning the cloudstack
Scale resources up and downbased on customer demand
Differentiate based on content &pay as you go billing schemes
Virtualize the entire infrastructure Manage the application &
underlying infrastructure as 1entity
Copy & paste application &infrastructure from 1 data centerto another
®
111104_13Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
CA ARCserveRAISEREVENUERAISEREVENUE
LOWEROPERATIONSLOWEROPERATIONSCOSTCOST
Unified architecture ¢ralized management
Easy integration with webservices
Modular design makes it easy toadd additional data protectioncapabilities
Broad range of back-up & HAsolutions – on/off-site, cloud
Differentiate based on abilityto protect SLAs
Drive additional assessment &consulting services
CA CA ARCserveARCserve®®
High High AvailabilityAvailability
CA CA ARCserveARCserve®®
ReplicationReplication
CA CA ARCserveARCserve®®
BackupBackup
CA CA ARCserveARCserve®®
D2DD2D
CA CA ARCserveARCserve®®
Central ApplicationsCentral Applications
®
111104_14Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
NimsoftRAISEREVENUERAISEREVENUE
LOWEROPERATIONSLOWEROPERATIONSCOSTCOST
Offer complete range of monitoringservices and IT service management
Reduce churn with “sticky” services Differentiate based on ability to back
robust SLAs
Unified monitoring architecture Single workflow for broad
range of ITIL processes Easy to add additional
monitoring or managementcapabilities
111104_15Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Offer multi-tenant Offer multi-tenant monitoring and monitoring and ITITService Management, from Service Management, from thethedatacenter to the clouddatacenter to the cloud
Provide comprehensive data protectionProvide comprehensive data protectionservices, ranging from back-up andservices, ranging from back-up andrecovery to replication and highrecovery to replication and highavailabilityavailability
Roll out services spanning the cloudRoll out services spanning the cloudstack stack –– from from IaaSIaaS, to , to PaaSPaaS and and SaaSSaaS,,and virtual private cloudand virtual private cloud
Benefits of CA’s Cloud & Managed ServiceSolution
MANAGE SERVICEMANAGE SERVICEPERFORMANCEPERFORMANCE
PROTECT BUSINESSPROTECT BUSINESSDATADATA
ROLL OUT CLOUDROLL OUT CLOUDSERVICES FASTSERVICES FAST
111104_16Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Combine Offerings to Further DifferentiateYour Service and Drive Additional Revenue
• Nimsoft monitors yourcloud stack to back upyour SLAs, allowingyou to compete onquality
• Add Monitoring andService Desk as aService to your cloudoffering to differentiateyour service
• Combine Backup and Recoverywith your cloud offering todifferentiate your service
• Use your own AppLogic cloudplatform as a destination forcloud-based back-up services
• Nimsoft helps assurethe reliability of yourdata protectioninfrastructure
• ARCserve backs upcritical data andapplications in yourMonitoring & ServiceDesk Service
111104_17Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Address The Top Service Offerings WithCA’s Cloud and Managed Services Solution
TOP MANAGED SERVICES OFFERED TOP MANAGED SERVICES OFFERED (in percent)(in percent)
Source: MSPmentor 100 Global Report, February 2012, all qualified survey participantsSource: MSPmentor 100 Global Report, February 2012, all qualified survey participants
111104_18Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
ScaleMatrix Case StudyScaleMatrix builds, deploys, and manages a broadrange of cloud and managed services in its 12 USbased data centers, and those of its customers.ScaleMatrix also offers data security and complianceservices as value added services to its customers.
Challenge■ FastNmetomarketand
instantscalabilityofabroadrangeofcloudservices
■ DifferenNateservicefromlargercompeNtorsbasedonvalueaddedservices
■ Providerobustdatasecurityamongdisperseddatacenters
Results Rapidgrowthincloud
servicesandconsulNngrevenue
Built‐inscalability,highavailabilityanddisasterrecovery
BroadrangeofdifferenNaNngservices
SoluNon DeployedCAAppLogicfor
IaaS,PaaS,andVirtualPrivateDataCenter
OfferCAARCserveforfullrangeofoff‐siteandcloudbaseddataprotecNonservices
OfferNimsoXaspartofComplianceasaServiceremotemanagedservice
111104_19Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Computacenter Case StudyComputacenter is Europe's leading independentprovider of IT infrastructure services. The companydelivers on-site networking and collaboration solutionsin 60 countries and supplies IT hardware and softwareto customers in more than 100 countries.
Challenge■ Providemonitoringto
supportlaunchofIaaS‐basedExchangeoffering
■ AsinglemonitoringplaZormtosupportmanyuniquetechnologyandclientrequirements
■ WantedtomeetcurrentservicecommitmentsandgrowthobjecNves
ResultsResults SupportedlaunchofSupportedlaunchof
newExchangenewExchangeofferingoffering
EnhancedserviceEnhancedservicelevelsandofferingslevelsandofferings
StreamlinedStreamlinedmonitoringmonitoringadministraNonadministraNon
SoluNon LeverageNimsoXfor
infrastructuremonitoringofExchange,EMC,VMwareandCisco
DelivermulN‐tenantmonitoringvisibility
Provideflexible,subscripNon‐basedpricing
Fast,easydeployment
111104_20
#IMCloud2012
CATechnologiesCloudAcceleraNonMarket
Program(CAMP)Collapsing Service Provider Time to Revenue3 Proven Steps to Managed Services Success
111104_21Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
CACAMPAddressesKeyServiceProviderChallengesEffective product solutions are table stakes. Effective product solutions are table stakes. CACA’’s Center of Excellences Center of Excellenceenables our service provider customers to get to enables our service provider customers to get to mmarket fastarket fast
• Technical training and best practices• Reference architecture / migration strategies
TechTechSupportSupport
Business/Business/ConsultingConsulting
SupportSupport
• Business strategy workshops & deep dives• Business model alignment• Market intelligence
Sales &Sales &MarketingMarketingSupportSupport
• Sales & marketing in-a-box collateral,execution plans and strategies
• Online access to tools & resources• Alignment of technical and GTM deployment
activities
111104_22Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
CA CAMP – 3 Proven Steps to SuccessfulManaged Services
111104_23Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
A Range of Delivery Models, Dependingon Customer Needs & Level of Investment
Access to contentvia partner portal,with phone support
2-4 hour working sessionon select topics, by phoneand web conferencing
½ to 2 day on site workshopswith key staff members
111104_24Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
■ Define the launch and execution plan
■ Repeatable best practices leveraged
Launch Plan Development
Kick Off Kick Off
LaunchLaunch
Soft LaunchSoft Launch
Sales Launch Sales Launch
Marketing LaunchMarketing Launch
3-6 month timeframe3-6 month timeframe
Sales leadsrequired
Leadnurturing
PR Plan Collateral Sales tools
Sales andProducttraining
ReferenceProgram
Incentives
Collateral Friends list Sign up and
conversionpromo
InstalledBase Mktg
Eventexecution
PR Execution Social Media
Execution Early wins
converted toreferences
LaunchPlanning
Marketingspend
Value Prop
111104_25Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
LeadGen recommended Strategies & TacticsCA Marketing Tools for Service Providers
111104_26Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Legal
Copyright © 2012 CA. All rights reserved. IT Infrastructure Library is a registeredtrademark of the Central Computer and Telecommunications Agency which is now part ofthe Office of Government Commerce. ITIL is a registered trademark, and a registeredcommunity trademark of the Office of Government Commerce, and is registered in theU.S. Patent and Trademark Office. All trademarks, trade names, service marks and logosreferenced herein belong to their respective companies.THIS PRESENTATION IS FOR YOUR INFORMATIONAL PURPOSES ONLY. CATechnologies assumes no responsibility for the accuracy or completeness of theinformation. TO THE EXTENT PERMITTED BY APPLICABLE LAW, CA TECHNOLOGIESPROVIDES THIS DOCUMENT “AS IS” WITHOUT WARRANTY OF ANY KIND, INCLUDING,WITHOUT LIMITATION, ANY IMPLIED WARRANTIES OF MERCHANTABILITY, FITNESSFOR A PARTICULAR PURPOSE, OR NONINFRINGEMENT. In no event will CATechnologies be liable for any loss or damage, direct or indirect, in connection with thispresentation, including, without limitation, lost profits, lost investment, businessinterruption, goodwill, or lost data, even if CA Technologies is expressly advised of thepossibility of such damages.
111104_27#IMCloud2012
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