IBM Integrated Multivendor Support (IMS) - PowerPoint Presentation

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IBM Integrated Multivendor Support (IMS)Slide2

Customer spend on operations and management has shifted from 20% in 1996 to 50% in 2013.

2015 IMS Target Market Opportunity in the US $1.5 BillionHP and Dell x86 IMS models cover greater than 60% of the x86 server install base of all vendors (units).EMC, HDS and HP storage IMS models cover greater than 50% of the storage install base of all vendors (units).IMS price quote to win rate is 67%IBM’s goal is to be the largest TPM service provider

IMS OpportunitySlide3

What is in it you you?

Grow sales annuities and earn gross profit margins in a high growth $1.5B 2015 opportunity. Earn your way to a greater share of a customer’s shrinking IT budget by establishing yourself as a trusted advisor helping to reduce costs, with better service and getting your client a better return on their IT investment. Implement an easy strategy to acquire, land and expand in a new customer account to fuel future growth opportunities. With the knowledge of a customer’s entire inventory you will solidify and increase account control for tactical replace opportunities and refresh strategies.

3copyright IBM 2015Slide4

IBM Integrated Multivendor Support offers a portfolio of hardware maintenance solutions for non-IBM products for storage, servers and networking.

Integrated Multivendor Support (IMS) can help you:

Benefit from IBM’s use of analytic tools and IBM infrastructure to determine when it is most cost effective for a product to be moved from original equipment manufacturer (OEM) maintenance to third-party maintenance, or replaced.

Extend the life of products by providing maintenance for them at the end of their lifecycle. IBM offers around-the-clock level 1 and 2 hardware support for select multivendor storage, networking and server hardware.Slide5

IMS is a true IBM offering:

With IMS, IBM is the offering ownerIBM plugs SME suppliers in our set offerings and infrastructureEach IMS offering uses IBM SME’s to support the parts, training and technical support (call home)IMS leverages the IBM infrastructure and best praticesfor everything elseEntitlements Dispatch Escalation SalesSales support teams Smart eyes and hands (SSR’s) Contracts Marketing

Pricing – T’s & C’s:

No Special Bid required to get pricingStandard ISAT-CHIS BP discountingPre-priced and available for quoting via ISATSingle, competitive price point per serial number

Ordering & Delivery:

IBM SSR provides the labor

Does not require machine configuration detail to price

SOWs are complete and in CHIS.

Early removal from contract when removed from

useSlide6

What is in it for your customer?

Facilitate reduced costs via pre-priced, budget friendly servicesHelp extend the life of your customers equipment and

boost uptime with around-the-clock level 1 and 2 hardware

Optimize your customers ROI by extending the life of their server, storage, and networking hardwareHelp simplify technical support with a single point of contactLeverage IBM’s world class services organization

, resources, logistics and best practices

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Questions to ask

Are you faced with rising IT maintenance costs?Is your IT budget growing or shrinking?Are your costs to maintain your IT environment increasing?Do you have older servers, storage and networking hardware that should be on maintenanceAre you seeking around-the-clock service and support for your equipment at a fixed price?? Do you want to extend the life of your existing IT equipment to help you get the best value?Are you seeking a more cost effective alternative to original equipment manufacturer support?

Is your current infrastructure more complex to maintain and manage?Do you want to optimize your return on your investment in technology?

Are you seeking around-the-clock service and support for your equipment at a fixed price?Do you want to reduce the number of vendors that are supporting your IT environment? 7copyright IBM 2015Slide8

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Why IBM?

As an industry leader in quality maintenance, IBM has years of experience, a global reach and advanced analytics

. Drawing on our expertise, we can serve as a trusted advisor and share our knowledge of maintenance lifecycle management with you. We have over three decades of experience supporting multivendor equipment and partnerships with leading vendors. IBM has also studied the lifecycle of hundreds of products, model by model. IBM delivers multivendor services using the same systems, methods, resources and contact center that are used for IBM products. This means that the service is:Delivered to the same high standard as other IBM services

Not a subcontracted serviceSlide9

IMS Successes

Telco win with EMC IMS offeringBackground:Installed EMC customer with EMC (NSX) Celerra and EMC CX-240sIBM proposal:In preparing for both sales campaigns, we identified the owners and completed technical meetings with Telco’s operational staff and system administrators. After positioning our capabilities, Telco’s operational owners gave Telco’s Vendor Management team a green light to move forward with IBM support.

The final barrier to entry was delivering a competitive pricing to Telco’s Vendor Management team and was achieved using our IMS offering. After gaining both Telco’s operational staff's approval on our capabilities and financial approvals, Telco awarded IBM the business.

Result: WinBoth wins are entry points into Telco’s EMC environment with growth potential after a period of successful hardware maintenance supportIBM won because we approached the sales process correctly and satisfied both Telco teams with vested interests in supportLand and Expand!Slide10

IMS Successes

Bank win with EMC IMS offeringBackground:Installed EMC customer with EMC ArraysIBM winning proposal:We had to hold a customer meeting with their storage platform team and answer very detailed questions. I t was important to have the right team on that call and in that meeting. If we failed at that meeting then we were not going to win. We had Mike Callaway the CSE and the CDS team on that call. The questions were such that we were required to comeback with the answers to their questions, Which we did and likely satisfactory Single aggressive price point per serial number, not per TerabyteResult: Win

This was the first EMC and MVS deal at State outside of the our networking support that we currently do for Cisco, F5 and Juniper.Won on pricing and our response to their questions with the right and appropriate answers

.Automotive win with Brocade IMS offeringBackground:This lead came in from the field SSR, Greg Lovato, as a result of a conversation he had with the clientIBM proposal:This was an IMS deal for 9 Brocade switches. Result: WinWe added them to their current maintenance contract.Target Revenue win.Slide11

IMS Successes

Retail win with EMC IMS offeringBackground:Installed EMC customer with EMC CX, DMX and VMAXEMC offered to give away 1.5 M USD in 2014 Maintenance if customer upgraded installed EMC to new EMC storage IBM winning proposal:IBM team saved the customer > 50% over the EMC maintenance offering

Included IBM Multi-Vendor (MVS) support for existing EMC equipment during the transition and migration to IBM VSC and XIV storageIBM EMC MVS offering wasSingle aggressive price point per serial number, not per Terabyte

No special SOW or contract needed for CX and DMX equipment TIP credits were used to cover the support costsIncluded drive retention and unit disposalResult: WinIBM team won an all-IBM storage solution and responded to the EMC proposal with a competitively priced, easy-to-sell, easy-to-bid solution that supports the EMC storage during the migrationStarted as Contain and Replace, with STG working Life Cycle ManagementEvolved into Land and Expand!

Still growing!