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@simonlport er Accelerating Success in Managed Services with IBM Twitter: @simonlporter #IBMsmb Simon Porter | Vice President, Midmarket Europe

Cloud Changed The Way Technology is Consumed

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Clients increasingly buy solutions as a service, to grow their businesses, innovate and optimize their cost structures. Clients look to service providers to run (their) applications in the cloud and reduce the day-to-day responsibility of keeping their IT infrastructures up and running. As a result, traditional IT-partners’ skills and service delivery capabilities must transform. This session will provide real insights and examples of how you can capture the cloud opportunity - one that is expected to be worth $75 billion by 2015. [Presenter: Simon Porter, IBM]

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@simonlporter

Accelerating Success in Managed Services with IBMTwitter: @simonlporter

#IBMsmb

Simon Porter | Vice President, Midmarket Europe

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@simonlporter

Midsized Customer Needs

2

Business Needs Cost reduction/improved efficiencies Improving customer service Increasing employee productivity

IT Priorities Security management ERP/CRM Business analytics/intelligence Information management

Purchase Criteria Ease of implementation Local trusted Business Partners New delivery models

Need for new kinds of

integratedsolutions

Midsized firms use IT to address business issues but have limited resources and skills to execute

Source: IBM Midmarket IT Trends 2012

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The technology landscape is evolving, offering mid-sized businesses unprecedented new opportunities

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Only 1 in 5

organizations allocate more than 50% of IT budget to new

projects

68% of IT

operating costs in 2013 will be for management and administration

68%

* 2012 IBM Global Data Center Study

For most business, in-house IT is expensive and current budgets are spent on upkeep, not on new growth initiatives

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40% of Enterprises will spend more than one-third of their

IT budget on Managed Services and Cloud in 2013

MSP’s will be the new IT department for midsized companies

A tidal shift is occurring in IT spend where Enterprise and midsizedbusinesses are shifting their spend

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Managed ITServices

IaaS*

ServerServer

StorageStorage

DesktopDesktop

ApplicationProvider

SaaS

ApplicationApplication

ApplicationApplication

Growth AreasGrowth Areas

ApplicationApplication

SecuritySecurity

Network/Facilities

NetworkNetwork

SecuritySecurity

Voice/WiFiVoice/WiFi

MarketingMarketing GamblingGambling

SurveillanceSurveillance LegalLegal

PharmaPharma BankingBanking

Web HotelsWeb Hotels

Co-locationCo-location

*Also “On-premises”

Sources: Forrester, IBM UKI, IBM DK, MD&I. Note that many MSP business models often are a hybrid of the above business model segments

MSP segmentation will be based on the most distinct business models

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IBM is helping MSPs drive higher value, differentiated services

Remote Monitoring

Help Desk

Patch Management

ArchiveBackup

MobileIndustry

Applications

ERP, HR

Hosted Email

Big Data

Storage Clouds

Compute

Information

MSP Mentor Survey: Top 100 MSPs grew at 28% over last year

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Evolve existing infrastructure

to Cloud

Accelerate adoption with

expert integrated systems

Immediate access to a managed

platform

Flexible deployment options to enable your cloud platform

Pay as you GrowIBM Global Financing

Master hybrid cloud environmentIBM Cast Iron

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Patterns Of ExpertiseOver 320 solutions from 275 leading ISVs IBM PureSystems Centre IBM developerWorks

IBM PureSystems: a broad open eco-system

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Challenge An infrastructure platform not based on expected turn over,

but based on ability to support future business development

Solution A holistic approach with focus on efficiency and TCO, based

upon IBM Flex System, including FSM, Storage and Network

Benefits IT infrastructure and platform as a service Attractive pricing Scalable, flexible, secure

Example: IBM infrastructure for Athena datacentre

Big Data Analytics

SmarterCommerce

SocialBusiness

MobileEnterprise

SmarterComputing

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Challenge Cloud services provider Ipeer wanted to meet its objective

of doubling its revenue by 2015 by delivering even higher levels of performance, reliability and availability to win new clients and increase retention.

Solution Ipeer deployed an IBM Flex SystemTM platform and V7000 disk

systems migrating almost 1,000 of its clients’ cloud environments to this new environment.

Benefits shorter response times for their cloud services Increased client retention Cuts TCO by as much as 50 percent on storage costs Achieved objectives of increasing performance and

ensuring high availability for its hosted services – strengthening its value proposition for current and prospective clients.

Example: IBM FlexSystem for new IT environment at Ipeer

Big Data Analytics

SmarterCommerce

SocialBusiness

MobileEnterprise

SmarterComputing

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SoftLayer provides you fast, reliable and cost efficient cloud hosting

Leverage Integrate

Focus on core business versus building and managing the

infrastructure

Able to pay by the hour or the month for a truly variable IT

operations model

Provides unified integration & control panel for multiple cloud

architectures

Exploits advanced automation

Faster access to broad range of solutions: hardware, operating

systems and network

Rapidly launch partner-enabled applications with robust API support

Supports high I/O intensity workloads for managing large databases or high

performance computing

Deliver additional value add from cloud services (hosted email, storage) or managed services

(security, database)

Integrated platform allows for easy integration across dedicated, virtualized and cloud servers

Sell as-is

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Security Intelligence withIBM EndPoint Manager Security

IntelligenceFull range of threat, enforcement and security management capabilities

Full range of threat, enforcement and security management capabilities

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Big Data Analytics

SmarterCommerce

SocialBusiness

MobileEnterprise

IBM Software enables you to move up the value chain

According to Gartner IBM is the leader in mobile with its MobileFirst app development platform http://bit.ly/1dxj4MI

According to capioIT IBM is the leader in Business Intelligence and Analytics http://ibm.co/14IlWzqAccording to IDC IBM is the leader in Social with its enterprise social software http://bit.ly/14Imsxt

According to both Forrester and Gartner IBM is a leader in e-Commerce appearing on the Forrester Wave for B2C Commerce Suites and in the Gartner Magic Quadrant for e-Commerce http://ibm.co/15mNY45

#1

#1

#1

#1

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Our MSP Program delivers you:

Full set ofOfferings

PureSystems, SmartCloud,CastIron and

SoftLayer

DedicatedResourcesCenters of Excellence,Business Development Representatives and Technical Architects

Leveraging theIBM Brand

Managed ServiceProvider achievementmark, IBM co-branding

Leveraging IBMFinancingIBM Global Financing,

Pay as you Grow

EnhancedMarketing

Marketing Planning,Brand Building,

Demand Generationand Marketing Funding

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Grow yourBusiness

Supported by marketing and demand generation

Increase your profitability

Even in toughmarket conditions

Drive higher value solutions

Leveraging IBMsportfolio and eco-system

Why work with IBM?

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@simonlporterSIMONLPORTER LINKEDIN.COM/IN/SIMONLPORTER

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© Copyright International Business Machines Corporation 2013

Printed in the European UnionOctober 2013

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Other company, product, and service names may be trademarks or service marks of others. All information contained in this document is subject to change without notice. The products described in this document are NOT intended for use in implantation, life support, space, nuclear, or military applications where malfunction may result in injury or death to persons. The information contained in this document does not affect or change IBM product specifications or warranties. Nothing in this document shall operate as an express or implied license or indemnity under the intellectual property rights of IBM or third parties. All information contained in this document was obtained in specific environments, and is presented as an illustration. The results obtained in other operating environments may vary. THE INFORMATION CONTAINED IN THIS DOCUMENT IS PROVIDED ON AN “AS IS” BASIS. In no event will IBM be liable for damages arising directly or indirectly from any use of the information contained in this document.

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