Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources

IBM Handbook
for Managed
Service Providers
(MSPs)
Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
1 of 4
About the IBM Handbook for MSPs

This handbook
is designed
to introduce MSPs
to IBM, our partner programs
and our
offerings portfolio.

For more information about how IBM can help,

please visit ibm.com/partnerworld/msp

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
2 of 4
About IBM

Winner of
$107B 205 45K hundreds $2B
revenue countries ISV of channel investment
partners and in IBM
industry Business
awards Partners

Sources: 2011 IBM Annual Report; www.ibm.com/partnerworld; IBM PartnerWorld System

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
3 of 4
IBM has a comprehensive solutions portfolio

Systems Software Services Financing

Server & O/S Cloud management Data Center 12 mth 0% loans for
IBM Servers, Storage
Storage & Networking Security Security
and Software*
Energy Backup / recovery Public cloud
IBM Certified Pre-
Security App development Business continuity owned servers /
Availability Collaboration / resiliency storage*
Virtualization Analytics Mobility Buyback program*

* IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial
and government customers. Minimum transaction size $5,000, rates are based on a customer's credit rating, financing terms, offering type, equipment type and options,
and may vary by country. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice.
© 2012 IBM Corporation
Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
4 of 4
Why IBM for MSPs

 Marketing support for demand generation

Grow your  IBM brand recognition and pull
revenue  World-class offerings to enable new higher value services
 Vast ecosystem of ISV partners across many industries and solution areas

 Incentives and promotions

Improve
 Flexible terms and conditions (Pay as you go, Application-specific licensing)
profitability
 Financing for eligible MSPs
and cash flow
 Built-in automation for increased productivity and lower operational costs

Access  Broad portfolio of industry-leading hardware, software and services

leadership  Proven, reliable, highly available and scalable solutions
technology and  Open standards and architectures (CSCC, TOSCA, OSLC, OpenStack)
expertise  Deep technical skills across many disciplines

 Technology education and training

Develop  Marketing and sales training and support
skills  Specialties and certifications (cloud, analytics)
 Technical support – Center of Excellence, Techline

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
1 of 3
IBM PartnerWorld Program

IBM PartnerWorld® is an award-winning,

global program designed to help IBM Business
Partners increase demand, grow their businesses
and improve profitability.

Marketing Selling Technical Training Collaboration

Access trend Create proposals, Access tools Build skills, Use forums,
data, build access valuable for product access social media,
plans and incentives, development certifications network with
campaigns, improve close and support. and webcasts, other Business
generate rates, publicize workshops and Partners and
demand. success. discounts. IBM.

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
2 of 3
PartnerWorld for MSPs

Greater engagement and success leads to greater benefits.

 Assigned IBM Business

Development Executive
Premier

 Use of IBM Business  Loaner program

Partner Emblem  MSP Showcase
Advanced  MSP Achievement Mark  Co-Marketing Center
 Access to demo  Marketing Launch Pad
equipment

 MSP Center of Excellence

 MSP Virtual Briefing Center
Member  MSP Business Partner Locator
 Marketing support – MSP Concierge
 Education and training

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
3 of 3
Marketing launch pad for MSPs

Comprehensive
set of services
MSP
to help build the
Concierge
MSP’s brand
Marketing
and generate plans
MSP Mark
demand for their development
services.

Promotion
of MSP Marketing Marketing
assets and
through
IBM’s BP launch pad funding
directory

Social
media/ Marketing
marketing execution
education services
Analytics
and insight

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
1 of 6
MSP Solution Framework – enabling service delivery

Managed / hosted services Cloud service delivery

Monitoring and Hosted IaaS PaaS SaaS
Management IT Services
Services Managed Application
storage integration
Managed
Application Backup /
storage
Application server E-mail
recovery
Backup /
Device
recovery
Patch
Development / test Analytics
management
Storage Security

Patch Help desk Mobile development ERP/SCM/CRM

Server
management
Network / storage Business
Network Help desk Database
/ computing applications

Service enablement platform

Infrastructure management Provisioning Monitoring Virtualization Accounting

Core infrastructure Data Center Network Server Storage

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
2 of 6
Solutions for delivering managed or hosted services

Today

Managed / hosted services

Key offerings
Monitoring and Hosted
 IBM Tivoli® Monitoring
management IT services
services  IBM Endpoint Manager for Mobile Devices
Managed  IBM Tivoli Storage Productivity Center
Application
storage
 IBM Tivoli Storage Manager
Backup /
Device  IBM Managed Security Services
recovery
 IBM SmartCloud Patch Management
Storage Security
 IBM SmartCloud Control Desk
Patch
Server
management

Network Help desk

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
3 of 6
Solutions for delivering cloud services

Growth opportunity
Cloud service delivery

IaaS PaaS SaaS Key Offerings

 IBM SmartCloud® Managed Backup
Managed Application Services
storage integration  IBM SmartCloud Enterprise
 IBM SmartCloud Engage
Backup / Application
Email  IBM Security Strategy Roadmap for
recovery server
Cloud Computing
Patch Development /  IBM WebSphere Cast Iron Cloud
Analytics Integration Hypervisor
management test
 IBM WebSphere® Application Server
Help desk
Mobile  IBM DB2® Workgroup Server Edition
ERP/SCM/CRM
development  IBM Worklight Consumer Edition
Network /
Business
storage / Database
computing applications

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
4 of 6
Solutions for enabling service delivery

Service Enablement

Infrastructure management Provisioning Monitoring Virtualization Accounting

Core infrastructure Data Center Network Server Storage

Key offerings
 IBM Site and Facility Services  IBM PureFlex™ / IBM Flex System™
 IBM Data Center Planning, Design &  IBM System x®
Construction Services  IBM Power Systems™
 IBM Network Optimization & Integration Services  IBM Storwize® V7000
 IBM Server Optimization & Integration Services
 IBM SmartCloud Monitoring
 IBM SmartCloud Provisioning
 IBM SmartCloud Cost Management

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
5 of 6
Wide range of offerings to help MSPs drive revenue

MSP service offering IBM Offering – build your own IBM service offering
Server monitoring & management IBM Tivoli Monitoring IBM Tivoli Live Monitoring
IBM SmartCloud Monitoring
Network monitoring & management IBM Netcool Network Management
Mobile device management IBM Endpoint Manager for Mobile Devices IBM Hosted Mobile Device Security
Management
Application management IBM Application Performance Management
Managed storage IBM Tivoli Storage Productivity Center
IBM Storwize V7000
Data backup and recovery IBM Tivoli Storage Manager Suite for Unified IBM SmartCloud Managed Backup
Recovery Services
IBM Storwize V7000 IBM Virtual Server Recovery
Help desk IBM SmartCloud Control Desk
Patch management IBM SmartCloud Patch Management
Security management IBM QRadar SEIM, Risk Manager, Log IBM Smart Cloud Managed Security
Manager Services
Cloud delivery platform and IBM SmartCloud Monitoring IBM SmartCloud Enterprise
infrastructure as a service (IaaS) IBM SmartCloud Provisioning
IBM SmartCloud Cost Management
IBM PureFlex System
Cloud services: platform as a IBM WebSphere Application Server
service (PaaS) IBM DB2 Workgroup Server Edition
IBM Worklight
Cloud services: software as a IBM SmartCloud Enterprise IBM SmartCloud Engage
service (SaaS) IBM WebSphere Cast Iron Integration

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
6 of 6
Foundational offerings to support service delivery

MSP Infrastructure needs IBM Offering

Data center design & build IBM Data Center Design Services
IBM Scalable Modular Data Center
IBM Data Center Strategy & Planning
IBM Data Center Consolidation & Relocation
IBM Site and Facility Services
Highly available, secure, scalable systems IBM PureFlex System
IBM Power System
IBM System x
IBM Storwize V7000
Optimized IT infrastructure IBM Server Optimization Services
IBM Storage Optimization Services
IBM Server Managed Services
IBM Storage and Data Product Services
IBM Tivoli Storage Productivity Center
System monitoring IBM Tivoli Monitoring
IBM SmartCloud Monitoring
Provisioning of resources IBM SmartCloud Provisioning
Resource utilization and billing IBM SmartCloud Cost Management
Access to capital IBM Global Financing

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
1 of 12
Managed storage, backup, and data protection

Business needs
 Use minimal amounts of storage capacity
 Provide fast restore
 Maintain support for a wide range of systems
and applications

IBM solution
 IBM Tivoli Storage Manager Suite for Unified
Recovery
 IBM Storwize V7000

Business value*
 Can provide over 90 percent reduction in data
storage footprint with data de-duplication and
hierarchy of storage
 Allows for over 30 percent improvement in storage
tier usage
 Enables up to 300 percent faster restores

* Results from previous client engagements; individual client results will vary

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
2 of 12
Patch Management

Business needs
 Rapid patching, configuration and policy
deployment
 Minimal security risks for dormant virtual machines
 Minimal labor required for patching

IBM solution
 IBM SmartCloud Patch Management

Business value*
 Reduce security risk by slashing remediation
cycles from weeks to as little as days or hours
 Enables over 98 percent patch compliance success
rate on first pass
 Can provide over 50 percent reduction in labor
required to patch systems

* Results from previous client engagements; individual client results will vary

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
3 of 12
Help desk

Business needs
 Need to reduce down time, mean time to repair
 Ability to meet service level agreement (SLA) levels
 Self-service help desk capability

IBM solution
 IBM SmartCloud Control Desk ?
Business value*
 Up to 60 percent increase in responsiveness to
problems and user issues
 Can deliver 98 percent improvement in SLA
levels
 Up to 90 percent reduction in average time for
root cause analysis (estimated)

* Results from previous client engagements; individual client results will vary

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
4 of 12
Security services

Business needs
 Prevent threats and address compliance regulations without
increasing capital expenses, inhibiting traffic flow or
data availability
 Prepare for the unexpected data breach, outage or disaster
 Enable a geographically distributed workforce

IBM solution IBM

Managed
 IBM IT Security Services
Security
 IBM Managed Security Services Services

Business value*
 Reduce TCO and management complexity on average by
up to 55 percent in the first year
 Save up to 80 percent in costs related to identity and
access
 Reduce IT security costs for configuration changes, vendor
management, and troubleshooting by up to 50 percent

* Results from previous client engagements; individual client results will vary

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
5 of 12
Cloud service delivery – IaaS

Business needs
 Fast deployment of IaaS services
 Ability to optimize performance and virtualize
resources
 Visibility into service usage and IT costs for setting
rates and billing clients
 Control and ownership of cloud infrastructure
IBM solution
 IBM SmartCloud Provisioning
 IBM SmartCloud Monitoring
 IBM SmartCloud Cost Management
 IBM PureFlex System
Business value*
 Hundreds of new virtual machines (VMs) deployed in
less than five minutes
 Reduced VM resource consumption by up to 50
percent with capacity planning
 Up to 25 percent labor cost reduction with
SmartCloud Cost Management

* Results from previous client engagements; individual client results will vary

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
6 of 12
Cloud service delivery with IBM SmartCloud Enterprise

Business needs
 Procure, set up and maintain an IT infrastructure for
quick development and delivery of new services
 Reduced up-front capital expenses and operational costs
 Reduced quality exposures resulting from manual MSP
configuration and deployment of server environments Optionally
Integrates app,
 Support flexibility, security, reliability and control runtime environment
requirements with an enterprise-class infrastructure End Customer buys and services.
from and has
IBM solution relationship with
MSP App Provider
 IBM SmartCloud Enterprise (option to white label)
Business value*
 Helps reduce costs by providing an alternative to owning
and maintaining physical server, storage, and network
infrastructures with extensive supporting software
 Provides a flexible, feature-rich virtual IT infrastructure IBM
on which enterprises and their partners can rethink their Technical Support

IT solutions
 Helps reduce the lead time and economic risk
associated with launching new business applications

* Results from previous client engagements; individual client results will vary

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
7 of 12
Cloud Service Delivery – PaaS

Business needs
 Flexible, open standards based Java application server
 Availability and scalability to meet SLAs
 Light weight, fast runtime profile for web
application deployment
 Minimized server resource utilization
IBM solution
 IBM WebSphere Application Server
 IBM DB2 Workgroup Server Edition
 IBM InfoSphere® Guardium Activity Monitor
Business value*
 Up to 10 times and greater cost savings with
|optimizing resource usage
 Up to 44 percent return on investment (ROI)
improvement compared to developing with an open
source environment
 Pay-as-you-go, no upfront cost

* Results from previous client engagements; individual client results will vary

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
8 of 12
Mobile Application Development and Management

Business needs
 Maximize code reuse between mobile environments
 Provide client central management console for the
entire portfolio of mobile apps
 Make use of the growing ecosystem of HTML-based
third-party tools, libraries and frameworks
IBM solution
 IBM Worklight Consumer Edition
Business value*
 Up to 25 percent labor savings in initial mobile
application development versus native development
 Up to 220 percent increase in reuse for additional
devices versus native development

* Results from previous client engagements; individual client results will vary

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
9 of 12
Continuous Delivery

Business needs
 Automated end-to-end software delivery lifecycle
to accelerate delivery
 Rapid scalable deployment of applications for dev/test
 Ability to integrate with client’s existing
development and operations processes
IBM solution
 IBM SmartCloud Continuous Delivery
Business value*
 Software delivery cycle time reduced from
three weeks to as little as a few hours
 Dev/test environments delivered up to three
times faster
 Enables test environments to be setup 90 percent faster

* Results from previous client engagements; individual client results will vary

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
10 of 12
Hybrid cloud integration

Business needs
 Integrate applications and data without a lengthy,
costly, and complex project cycle
 No specialized skills required for integration
and maintenance
 Scale to high client volumes with high reliability
planning
IBM solution
 IBM WebSphere Cast Iron® Cloud Integration
Hypervisor
Business value*
 Up to 80 percent cost savings compared to developing
and maintaining custom code
 Up to 100 percent reduction of data errors with
synchronization between application and
business system

* Results from previous client engagements; individual client results will vary
© 2012 IBM Corporation
Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
11 of 12
Core Infrastructure

Business needs
 Tightly integrated management and security
 Ability to scale rapidly
 Built in virtualization of servers and storage with choice
of hypervisors and operating systems
IBM solution
 IBM PureFlex System
 IBM Storwize V7000 Storage
 IBM Flex System Manager
 Kernel Virtual Machine (KVM), IBM PowerVM®,
VMWare
Business value*
 Up to 50% improvement in administrator productivity
 Preset security settings improve defenses and saves
admin time
 Up to 53% lower management costs
 Up to 67% faster setup time
 Up to 71% systems and OPEX savings

* Results from previous client engagements; individual client results will vary
© 2012 IBM Corporation
Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
12 of 12
Data Center Services

Business needs
 Improved utilization of servers and storage to get
more life from existing data center
 Restructure a number of existing data centers to
improve operational efficiencies
 Design new data center to be cost effective and
flexible over 10-20 years
 Desire to start small and grow
IBM solution
 IBM Data Center Planning, Design & Construction
Services
 IBM Scaleable Modular Data Center Services
Business value*
 Significantly reduce the risk of unplanned downtime
 Accelerate consolidation and relocation through
consistent, proven methods
 Help meet capacity and resiliency objectives
 “Pay as you grow” model allows the business to
build capacity as needed

* Results from previous client engagements; individual client results will vary
© 2012 IBM Corporation
Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
1 of 2

IBM PartnerWorld Program for MSPs

ibm.com/partnerworld/msp

MSP Marketing Launch Pad

ibm.com/partnerworld/wps/servlet/ContentHandler/p
w_av_msp_marketing

MSP Virtual Briefing Center

https://engage.vevent.com/index.jsp?seid=42172&eid
=556

© 2012 IBM Corporation

Introduction to IBM Partnering with IBM IBM Solutions Solution Use Cases Resources
2 of 2

Copyright and trademark information

IBM, the IBM logo, ibm.com, Cast Iron, DB2, developerWorks, IBM Flex System, IBM
SmartCloud, InfoSphere, PartnerWorld, Power Systems, PowerVM, PureFlex, Rational,
Rational Team Concert, Storwize, System x, Tivoli and WebSphere are trademarks or
registered trademarks of International Business Machines Corporation in the United States,
other countries, or both. If these and other IBM trademarked terms are marked on their first
occurrence in this information with a trademark symbol (® or ™), these symbols indicate U.S.
registered or common law trademarks owned by IBM at the time this information was
published. Such trademarks may also be registered or common law trademarks in other
countries. A current list of IBM trademarks is available on the Web at “Copyright and trademark
information” at www.ibm.com/legal/copytrade.shtml

Other company, product and service names may be trademarks or service marks of others.

© 2012 IBM Corporation