lenovo - copaco cloud event 2015 (break-out 1 en 3)
TRANSCRIPT
Samen naar de cloud
Raymond Wigmore; 8 oktober 2015
Sales Director Enterprise Business Solutions Benelux @raymondwigmore
2015 Lenovo Kickoff. All rights reserved.
Introductie Lenovo
32015 Lenovo Internal. All rights
reserved.
LENOVO IS…
A GLOBAL TECHNOLOGY LEADER WITH
$46B IN SALES, 60,000 PEOPLE,
AND CUSTOMERS IN 160+ COUNTRIES.
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42015 Lenovo Internal. All rights
reserved.
Our Unique Heritage
2015 Lenovo Kickoff. All rights reserved. 52015 Lenovo Internal. All rights
reserved.
Triple PLUS Strategic Roadmap
TOTAL DEVICEPORTFOLIO
SMART CONNECTED DEVICES
THE LENOVOEXPERIENCE
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Acquisition Brought Best Of Breed Companies Together
COMPLETE PRODUCT PORTFOLIO
Full x86 Server portfolio
Strategic alliance for storage, services
WORLD CLASS ENGINEERING
Multiple R&D labs and manufacturing facilities
HUGE CUSTOMER BASE
9% Worldwide Market Share
COMPLEMENTARY PORTFOLIO
Leadership tower, entry rack servers
OPERATIONAL EXCELLENCE
Operational and supply chain strengths
reduce cost, improve profitability
STRENGTH IN CHINA
Respected Lenovo brand
Server growth is strong
#3 GLOBAL ENTERPRISE PLAYER
“The Lenovo Enterprise business could become a very lethal combination of the best of IBM and the best of Lenovo.”
Analyst Patrick Moorhead
A GLOBAL OPERATIONS
• Dual headquarters and research centers in Morrisville, NC and Beijing, China
• Lenovo manufacturing in U.S., Mexico, Brazil, Hungary, China
• Enterprise Briefing Centers in USA, China, Germany
• Service and Support in 160 countries and 35 languages
ACQUIRED IBM’s x86 BUSINESS in 2014
• Global expertise and intellectual property
• Partnerships with leading innovators in industry
• OEM agreements with IBM for storage + organic storage
offerings
AN E2E TRANSFORMATION
• Rapid integration of operations
• Optimization of supply chain
• Focus on client experience
• Gaining efficiencies to increase market
competitiveness
TODAY’S LENOVO ENTERPRISE GROUP
2015 Lenovo. All rights reserved.
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Customer Value Proposition
Best Total
Value
Price leadership with
innovation that matters
Open and
Flexible
Broad partnerships with
focus on easy integration
Easy to Do
Business With
Tailored, fast and responsive
customer engagement
2015 Lenovo Kickoff. All rights reserved.
Cloud solutionsVerschillende types van Cloud Providers & MSPs hebbenverschillende behoeftes
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Customer Value Proposition
Best Total
Value
Price leadership with
innovation that matters
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Lenovo's Server Portfolio & Partnerships
Easily managed
integration of
compute,
storage and
networking
High End
System x X6
Blades / Converged
Flex System
Dense
NeXtScale
General Purpose
System x
ThinkServer
Space optimized
with extreme
performance and
energy efficiency
Most common
rack & tower
servers suitable
for majority of
workloads
For scale-up
applications with
the largest
workloads
2015 LENOVO. ALL RIGHTS
RESERVED.
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End-to-End Portfolio of Storage Products
NAS
Maximize shared
storage with
Microsoft Storage
Spaces and
clusters
Lenovo Storage N4610
Lenovo Storage N3310
DAS
Budget-friendly
capacity
expansion for
greater
performance on
demanding
applications
ThinkServer SA120
SAN
Experience
simplified data
management for
data center
applications for
any sized
business
Lenovo Storage S2200
Lenovo Storage S3200
IBM Storwize
EMC Resell
Archive
Low cost, long
term, and ultra
secure archive for
mission critical
data
IBM Tape Drives and
Library
Wide Range of Storage Products
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Lenovo's Networking Portfolio
G7000 family
G8000 family
Top of Rack
RackSwitch
Edge
connectivity in a
rack
Embedded
Converged or
blade system
solutions
Flex System
Interconnect Fabric
Embedded
2015 LENOVO. ALL RIGHTS
RESERVED.
Fiber Channel
SAN Storage
Purpose
Enterprise
Workloads
Server and Storage
connectivity
OEM
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Customer Value Proposition
Open and
Flexible
Broad partnerships with
focus on easy integration
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3) HW Platforms available
2) What Cloud SW Mgmt Tools are you using for:
- Compute- Storage- Network
1) What are your key applications
Others to come
Public Cloud
Analytics
HPC / GridHadoop
(Big Data)
Virtualization(Consolidation)
Private Cloud
Virtual Desktop (VD)
Email, File & Print
Web Serving
Database
Business Applications Management Tools Applications
RMM
SecurityHuman Resources
(SaaS+BPaaS)Storage(IaaS)
ERP(SaaS+BPaas)
Finance & Acct(SaaS+BPaaS)
CRM / SFA(SaaS)
Industry Specific Application(SaaS)
What System x Cloud Product/Solution is right for your business?
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Solutions – Cloud referentie architecturen
Cloud
System x Solution for IBM Cloud
Manager with OpenStack
Flex System Solution for Microsoft
Hyper-V
PureFlex Solution for SmartCloud
Orchestrator
PureFlex Solution for VMware
vCloud Suite
System x Solution for Microsoft
Hyper-V with NetApp storage
System x Solution for VMware
vCloud Suite on X6
System x Solution for Microsoft
Hyper-V on X6
PureFlex & Flex System Solutions for
MSPs
PureFlex Solution for Parallels –
MSP
EMC VSPEX for Flex System Private
Cloud Reference Architecture
2015 LENOVO. ALL RIGHTS
RESERVED.
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Solutions – Virtualization and Infrastructure
Virtualization & Infrastructure
System x Solution for Desktop
Virtualization with Atlantis ILIO
Smart Cloud Desktop
Infrastructure for VMware View
SmartCloud Desktop Infrastructure
for Citrix XenDesktop
SmartCloud Desktop Infrastructure
for MS Win Server 2012
Polycom RealPresence Cloud on
Flex
EMC VSPEX by Flex System for
VDI Reference Architecture
System x Solution for VMware
Virtual SAN Ready Nodes
System x Solution for SIEM
Security on Flex
System x Reliability Solution for
Stratus everRun Enterprise
PureFlex Solution for Cloud
Backup and Recovery
Actifio Copy Solution (Arrow)
2015 LENOVO. ALL RIGHTS
RESERVED.
2015 Lenovo Kickoff. All rights reserved.
MSP ProgrammaLenovo Service Provider Program
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Customer Value Proposition
Easy to Do
Business With
Tailored, fast and responsive
customer engagement
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Waarom een dedicated programma voor MSPs
Uit diverse interviews met MSPs in Nederland en Noord Europa is gebleken:
• Er is meer behoefte aan een partnership, dan aan een klant-leverancier relatie; gezamenlijke business development en marketing activiteiten
• Er veel verschillende vormen van MSPs / Cloud providers zijn, met allemaal specifieke behoeftes: verschillende financieringsmogelijkheden, marketing ondersteuning, technisch inhoudelijke kennis van cloudoplossingen, snelle onverwachte uitrol
• Generieke partnerprogramma’s niet faciliteren in al die specifieke behoeftes
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Lenovo Service Provider Program
‒ Dedicated Account Team die MSP business modellen begrijpt
‒ Diverse financierings modellen
‒ Specifieke prijsstelingen voor MSPs
‒ Producten met een hogebeschikbaarheid in de markt
‒ Co-Marketing & rebate programma’stbv business development
Highlights
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Business Development & Co-marketing Funds
• Samen met onze partner Intel, hebben we een specifiek marketingprogramma opgesteld voor MSPs. Deze kan worden ingezet voor verschillende activiteiten zoals evenement ondersteuning, advertenties en andere demand generationactiviteiten in combinatie met Lenovo en Intel branding.
• 1% rebate additioneel over de inkoopwaarde die u bij ons in een kwartaal heeft gedaan als additioneel budget voor business development. Hier hoeft u niets voor te doen, deze wordt aan het eind van ieder kwartaal aan u over gemaakt
Investeren in partnerships, inkomsten en nieuwe klanten
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Verschillende financieringsmodellen:
• Traditionele lease mogelijkhedenmaandelijkse leasetermijnen, CAPEX -> OPEX
• Trade in programma’sMarktconforme inruilprijzen voor niet gebruikte infrastructuur waarmee u investering (deels) kunt financieren.
• Kick Start Deferral - 120 dagen “uitgestelde betaling”Investering uitstellen tot dat het platform in productie is genomen en inkomsten genereert
• Rent & Grow – Lenovo’s pay as you grow concept36 maanden huurconstructie, eerste 25% aan vCores in huur bedrag, daarna per core per maand
Investeren in partnerships, cashflow en winstgevendheid
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MSP Commerciële voordelen
• Prijzen die voorspelbaar zijn, minimaal vastgelegd per kalender kwartaal
• Rechtstreeks inkopen bij de distributeur van zowel diensten als producten, middels een generiek volume contract beschikbaar voor MSPs
• TopSeller producten: producten volgens bepaalde standaard configuraties tegen zeer aantrekkelijke prijzen, met hoge beschikbaarheid bij uw distributeur
• Rechtstreeks aanspreekpunt dmv dedicated account team binnen Lenovo met MSP markt expertise en technische expertise
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Hoe meld ik me aan ?1. Aanmelden als business partner op onze PartnerWorld Website en een partner
profiel creëren. http://www.partnerinfo.lenovo.com/partners/nl/index.shtml
2. Het “Lenovo Service Provider Program Application” formulier inzenden en retourneren naar: [email protected]
3. Binnen 48 uur wordt uw inschrijving beoordeeld en zal er contact met u worden opgenomen
Aanmelden kan natuurlijk ook samen metuw distributeur, of met ons MSP team([email protected]) zij kunnen u helpen om u te registreren via onze
partnerportal en uw inschrijving bij ons aanmelden
Note: Program subject to $50k minimum annual hosting revenue requirement. Some benefits may not be available in certain
countries. All financing and leasing programs subject to eligibility. Hardware used for service provision, no onward sale.
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Customer Value Proposition
Best Total
Value
Price leadership with
innovation that matters
Open and
Flexible
Broad partnerships with
focus on easy integration
Easy to Do
Business With
Tailored, fast and responsive
customer engagement
2015 Lenovo Kickoff. All rights reserved. 2727
Samen naar de Cloud
• Lenovo is een “Global Technology Leader”, wereldwijd aanwezig in meer dan 160 landen en meer dan 60.000 werknemers.
• We hebben een breed x86 server, storage & networking portfolio, voor de verschillende behoeftes van klanten (private cloud) en MSPs
• Door strategische partnerships en open standaarden helpen wij onze klanten naar de cloud, middels “best in breed” oplossingen.
• Wij hebben een aantrekkelijk, specifiek partnerprogramma waarmee we investeren in de toekomst van onze MSPs.
2015 Lenovo Internal. All rights reserved.
THANK YOU