Hybrid IT

IngramMicro

November 20, 2019

Peter MuzziHPE GreenLake Flex Capacity

Category Manager

John Tonthat Ingram Micro Enterprise

Accounts Executive Director

Karl ConnollyIngram Micro Enterprise

Accounts Chief Technologist

Discussing HPE GreenLake, Hybrid

Cloud made simple. Consume,

manage, and control all of your cloud

services from a single client portal,

Discussing Ingram Micro Hybrid

Solutions, and secure hosted private

cloud, offering security and

predictability in cloud spend.

Your host for this session

Andrew Harris CenturyLink Senior

IT Solutions Director

Discussing the current threat

landscape and how CenturyLink's vast

network reach enables global visibility

to cyber security threats

Our PanelistsTechnology Track #1 – Hybrid IT

HPE GreenLake

Peter Muzzi

HPE GREENLAKE– THE “BEST OF BOTH WORLDS”A public cloud-like experience in the privacy of your own data center

What’s in it for Customers?

• HPE Infrastructure on site or a co-lo of your choice

• Pay only for what you use1

• Add capacity in minutes; not months

• Always have capacity ahead of demand

• Aligns costs with monthly usage via advanced metering

• Keeps workloads that should stay under your control

ON PREM

• Enterprise Quality Service & Support

41subject to a minimum commitment for hardware and software

Rebate and Margin Structure

Through DistributionTier 2

Rebate(On initial and change

order booking)17%

Margin(Expected markup on consumption annuity)

1% Low & 10% High

Total margin(Year 1-4) 18-27%

What’s in it for Partners?• Move your customer to consumption based IT before someone else does

• Lock out the competition and continue to be a leader with IT Consumption

• Upfront 17% Rebate and Monthly Annuity to help retire your quota

HPE CONSUMPTION ANALYTICS PORTAL…THE NEW METERING TOOLSingle pane of glass for consumption-based IT

“The Secret Sauce”

5

Visibility

Provides detailed visibility into usage and costs with personalized

dashboards and self-service reporting

Control

Helps manage costs and usage via budgets, alerts,

and customizable Insights

Capacity Planning

Ensures you always have the capacity you need for

your workloads

Optimization

Delivers Insights to optimize usage and costs

based on rules-based thresholds

HPE GREENLAKE QUICK QUOTE – DRIVING ACCELERATION

GLQQ AND WORKLOADS

• Disconnected from infrastructure – size by workloads

• Purchased via the unit of measure

• HPE GreenLake specifies how workload is delivered

(reference architectures)

• Sales growth happens organically by workload

• Generates the next project ...& the next

FOR HPE AND CHANNEL PARTNER INTERNAL USE ONLY 7

WORKLOAD FOCUSED

Storage as a Service Database Private CloudVirtualization Compute as a Service

Best fit to support the size and number of VMs provided as input.

Best fit for enterprise storage based on

criticality, performance and cost

specifications.

Best fit to support SQL or XXX database based on performance and sizing

specifications.

Best fit for the type, scale, performance and cost

specifications.

Best fit for Microsoft Azure Stack using the Microsoft-validated

platform and the specifications

input

Price and Proposal

FOR HPE AND CHANNEL PARTNER INTERNAL USE ONLY

8

HPE GREENLAKE PROPOSAL IN AS LITTLE AS 8 CLICKS

HPE GreenLake QuickQuoteaccess via HPE or Partner Portal

Customer Value Drivers

Utilization %

❑ 40%✓ 50% (default)❑ 60%❑ 100%❑ other

Time to Market

❑ 60✓ 90 (default)❑ 120❑ other

Purchase cycle

❑ Monthly✓ Quarterly (default)❑ Semi-annually❑ Annually

Business impact of workload

❑ High✓ Medium (default)❑ Low

Select Workload

Choose workload❑ High level categories✓ Virtualization

Key workload characteristics

❑ Sizing✓ Number of VMs❑ ….

Performance

❑ Cost-optimized✓ Balanced (default)❑ Performance-optimized

Service Options

Contract term❑ 36 months✓ 48 months (default)❑ 60 monthsVariable capacity

❑ 10%✓ 20% (default)❑ 30%❑ 40%

SFDC ID & Customer name✓ SFDC ID✓ Customer name❑ Opportunity name❑ Delivery address❑ Billing address

1 2 3

9

Brian KochSr. Market Developmentbrian.koch@ingrammicro.com(716) 633-3600 ext. 66051

Alex LogelMarket Development Specialist IIAlexandra.Logel@ingrammicro.com(716) 633-3600 ext. 66156

Courtney SaundersMarket Development SpecialistCourtney.Saunders@Ingrammicro.com(716) 633-3600 ext. 66414

Kelly MurphySr. Vendor Business ManagerKelly.Murphy@ingrammicro.com(716) 633-3600 ext. 67646

INGRAM MICRO HPE POINTNEXT SUPPORT SERVICES TEAM

Direct Phone LineExtension 77637

HPE Day 1 ContractHPEDayOne@ingrammicro.com

HPE Support ServicesHPESupportServices@ingrammicro.com

Direct End-User/Partner Support(800) 633-3600

Partner Portal Linkhttps://partner.hpe.com

Support Services Centralhttp://ssc.hpe.com/portal/site/ssc

HPE Channel Services Network (CSN)https://csn.hpe.com

Ingram Micro Private Cloud

John Tonthat

AWS tends to be a beachhead that enterprises adopt before they

embrace a multicloud, however, the vast majority of organizations are

embracing hybrid as the cloud deployment of choice to avoid vendor lock

in, pricing concerns and security needs and hosted private cloud has

become a critical piece of the strategy.

84

10

3 3

Multi Cloud Single Public Single Private No Plans

Hybrid in 201984% of Enterprises have a multicloud strategy

Multiple

private

Multiple

public

Hybrid

cloud

9% 17% 58%

Source : RightScale State of Cloud

Hosted Private Cloud has become increasingly important for

those verticals that are heavily regulated , such as healthcare

and finance.

CenturyLink Private CloudHosted Private Cloud on VMware Cloud Foundation

Build Infrastructure, install virtual stack,

responsible for patching and physical

infrastructure monitoring and management.

Issues access and provides IaaS support.

Manages the environment on behalf of their

tenant (s). Provides services to their end

customer, managing above the hypervisor,

adds service portfolio

Prebought 16 instances and markets the

solution. Provides sell with support to partners.

Provides tools, collateral and strategy.

(Security, Compliance, Multi-tenant)

CenturyLink IngramMicro Partner IngramMicro

40TB SSD usable

1TB RAM

112 cores CPU Intel Skylake

Secure Private Cloud IngramMicro Security & Compliance Ecosystem

Flexibility Scalability Single Tenant Compliance Performance Consolidation Repatriation Predictability Hybrid

Private Cloud Datacenter Locations

4 instances at each CenturyLink Datacenter

California : Irvine and Santa ClaraTexas : DallasVirginia : Sterling (Washington DC)

4

4

4

4

CenturyLink Security

Andrew Harris

© 2019 CenturyLink. All Rights Reserved.

The CenturyLink Advantage

17

Connected Security

Adaptive Networking

Agile IT

© 2019 CenturyLink. All Rights Reserved.

Customer Challenges

18

Compliance & Regulatory

Protection against lawsuits

PCI/HIPAA Compliance

Raw log storage for future

access

Advanced Threat Detection

Real Time Threat Intelligence

Fewer False Positives

24/7/365 SOC Monitoring

Scalable Solutions

Migrating to the Cloud

Growing Organization

Changing Environment

© 2019 CenturyLink. All Rights Reserved.

See More.

• CenturyLink has one of the largest &

most deeply peered network edge in

the world….

• …giving us expansive visibility into

real-time threats

Stop More:

• This visibility transforms the network

into an active defense platform…

• …blocking malicious traffic before it

impacts our customers’ environment

Seeing more allows us to stop more…

➢ Monitor 139B NetFlow sessions and

~1.2 million threats per day

➢ We keep tabs on bad actors,

actively monitoring ~18,000 C2s per

day.

➢ We act on what we see, identifying

680+ & removing ~63 new C2s per

month.

➢ Block upstream threats: Mitigate

~120 customer DDoS attacks per

day

© 2019 CenturyLink. All Rights Reserved.

Cloud Security Monitoring

20

COMPLIANCE

Confirm best practice

security configuration is

set (and stays) on

enterprise cloud services.

RESPONSE

Raise awareness and initiate

response actions; integrated

with existing security solutions.

ANALYTICS

Confirm cloud services are

accessed and administered

appropriately using

advanced machine

learning.

© 2019 CenturyLink. All Rights Reserved.

CenturyLink®

Adaptive Threat

Intelligence

CenturyLink®

Security Log

Monitoring

CenturyLink® DDoS

Mitigation Service

CenturyLink®

Adaptive Network

Security

CenturyLink® Professional Security Services

The CenturyLink Network

8 Global Security Operations Centers

CenturyLink® Black Lotus Labs

See More. Stop More.

Network-integrated. Cloud-delivered.

© 2019 CenturyLink. All Rights Reserved. © 2019 CenturyLink. All Rights Reserved.

• See More. Analyze Better. Stop More.

Leverage one of the world’s largest threat sensing

networks, exceptional threat intel expertise, relationships,

and analytics to proactively remediate at the customer

edge.

• Embed. Simplify. Differentiate. Design security

platforms that are easy to use with data that is intuitive,

adaptive to customer environments, and create a

differentiated customer experience based on operational

excellence.

• Innovate. Partner. Deliver robust security portfolio by

continuing to innovate CenturyLink services and partner

with best of breed capabilities.

• Expand Global Capabilities. Deliver consistent high

quality security services around the globe.

• Increase Market Share and Awareness. Continue to

target large customer base with security upsell, add new

logos especially in mid-market and SMB, and

aggressively market security as a strategic pillar of the

company.

Our Security StrategyWe aspire to lead a world where enterprises rely on service providers to

ensure the network is innately secure.

22

Calling and

Collaboration

On-Premises

Data Center

Remote

Users

Hybrid Cloud

Private /

Public

Data and

Applications

Partner

Solutions

Online

Presence

Branch

Offices

IoT

Questions Audience Q&A

Hybrid IT

Thank You

November 20, 2019