Keynote for Avnet MSP Day

1. The Future is
Now:
The Coming
IT #Revolution
And The Crucial Role
of MSPs.
Pandu Sastrowardoyo
Territory General Manager
Managed Service Providers
spandu@id.ibm.com
+6282122161623

2. Introducing: Pandu Sastrowardoyo
2
Life Before IBM
Enviromatics Engineer,
focusing on Expert Systems
design for Environmental
Impact Assessment.
ASEAN Assistant Brand
Manager at P&G Thailand,
created the Line Extension:
Rejoice Anti-Frizz.
Certified Ethical Hacker
(latest cert: v8, 96% pass).
Business Competitions
winner at: L’Oreal e-Strat
(International), Shell
LiveWire Awards, DANONE
Trust.
Country STG Sales
Country PureFlex Leader,
handling entire country
during PureFlex
introduction.
Was chosen as one of the 12
top worldwide PureFlex
sellers, featured in w3,
worldwide.
Also: Product Manager for
System X, Flex Systems &
Networking
ASEAN STG Tech
Technical Solution Manager for
the WW Migration Factory
handling AP with a focus on all
ASEAN countries
Currently:
Territory General Manager,
MSPs
IBM Indonesia

3. 3

4. Our experience?
One Century
of Making the
Planet Smarter.
(we invented virtualization in 1967.)

5. We are in the business of...
Making Your
World Work
Better.

6. IBM is dedicated to...
The Future of You.

7. 7
What is IBM?
We Are The Place Where The Future Happens FIRST.
And issues get SOLVED.

8. 8
Technologies.
Technologies.
Technologies.
Watson. Softlayer. Bluemix.
The Weather Company. IBM
IX. BigInsights. POWER7.
POWER7+. POWER8.
PowerVM. PowerSC.
PowerVC. PowerKVM.
PowerHA. FlashSystems.
IBMi. Storwize. RTC. External
Virtualization. Technology.
Technology. Technology.
24 Years of Patent
Leadership.

9. 9
We Live In Interesting Times.

10. ©2015 IBM Corporation 10/18/1610
What’s putting the world’s
top executives on edge?
©2015 IBM Corporation10

11. ©2015 IBM Corporation 10/18/1611
“The ‘Uber syndrome’ – where a
competitor with a completely
different business model enters
your industry and flattens you.”
CIO, Transportation, United States
©2015 IBM Corporation11

12. ©2015 IBM Corporation 10/18/1612
“The boundaries of competition are
becoming ambiguous.”
Yong Eum Ban, CFO, JoongAng Media Network, South Korea
“The boundaries of competition are
becoming ambiguous.”
Yong Eum Ban, CFO, JoongAng Media Network, South Korea
©2015 IBM Corporation12

13. ©2015 IBM Corporation 10/18/1613
©2015 IBM Corporation13
“Disruptive technologies could change
the fundamentals of our business.”
Kazuo Hirai, CEO, Sony Corporation, Japan
“Disruptive technologies could change
the fundamentals of our business.”
Kazuo Hirai, CEO, Sony Corporation, Japan

14. World’s Largest Taxi
Company…
Owns No
Vehicles
Disruption is upon us…
World’s Largest
Accommodation
Company……
Owns No Real Estate
hotograph by Andrew Harrer/Bloomberg
World’s Largest
Retailer…
Carries No
Inventory
World’s Biggest Media
Company..
Creates No
Content

15. ©2015 IBM Corporation15
CxOs expect industry convergence to have the
biggest impact on their business
Total CEO CFO CHRO CIO CMO COO
70%
60%
50%
40%
30%
20%
10%
0%
Industry convergence
The “anywhere” workplace
Rising cyber risk
The redistribution of
consumer purchasing power
The sustainability imperative
Alternative finance and
financing mechanisms
The sharing economy
Top trends to impact business (in 3 to 5 years)

16. 16
Let’s Talk About The Future.

17. IBM BusinessConnect 2016
4.5 billion people on the planet have mobile phones
3.5 billion people use a toothbrush

18. 18
A #Revolution is Happening in the Business of IT:
The IT department – is disappearing.
Clients of all sizes are shifting their IT spend to third parties.
18
IT buyers and managers, and
their Business counterparts, will
increasingly demand a mix of
providers and types3
81% of US
companies already use
public cloud services1
Enterprises expect 46%
of their IT services to be
delivered via cloud 3 years
from now1
By 2020, almost 40% of all
servers will be in Service
Providers’ data centers – up
from 13% in 20111
$100B will be spent on
cloud in 2014, 24% more than
a year ago2
85% of new software is
now being built for the cloud2
1 IDC, Worldwide SaaS and Cloud Software, 2013 — Software Will Never Be the Same, December 2013[PB1
2 IDC Predicts 2014
3 Saugatuck Doc#1258SSR 29Aug13

19. The #Revolution is an interaction between the new and
the old.
19
Systems of
Engagement
Knowledge sharing
engagement models
anywhere, anytime
SocialMobile Analytics
CRM
DB
HR
ERP
New products and services that
deliver greater value to clients
Drives the need for more network
bandwidth, more storage, more
processing power, and more burden
on traditional IT infrastructures
Systems of Record
Optimize IT infrastructure,
data and processes
To free funds to continuously
fuel innovation, organizations
must continuously optimize
existing infrastructures to
meet new demand.

20. 20
Let’s Talk About The Future.
Let’s CREATE The Future.

21. These shifts create opportunities
for MSPs to build a competitive
advantage, transform your business
model and engage key audiences with
clients

22. MSPs are responding to this opportunity with various
services delivery models
22
Client Site
Client
data
center
Managed IT
MSP Hosted
MSP
Managed
Client
MSP Shared
Multi-tenant
Client A Client B
MSP Public
A
Users
B
(Source of figure: Gartner)
On Premise Off Premise

23. Successful MSPs are addressing these shifts by building
solutions for the transformation that is underway
23
Putting their business on Cloud
Leveraging
Analytical Insights
Mobile
Management
Building Social “Brand”
Going Green
Business Integration
Focus on Customer
Satisfactioncc
cc

24. The Need Solution The Benefit
• A scalable, utility-based model to
support critical workloads, testing
and disaster recovery needs.
• Implemented SoftLayer bare metal
servers for dev and test, deploying
a managed production
infrastructure, and business
continuity for anticipated growth in
2014.
• Included in the solution is Tivoli
Storage Manager for archiving,
backup and recovery testing
• Predictable cost and time savings,
• Increased management efficiencies,
• Flexible compute usage billing,
validation testing of backups
• Ability to support critical workloads,
testing and disaster recovery needs.
Cloud demands and enables new business models
Tridatum Solutions. Bare metal servers consultants with a focus on
helping clients with cloud, big data, and mobile and social transformation.
24
Note:
Softlayer and other public cloud providers are not yet available as a local hub in
Indonesia, thus there are opportunities for local cloud providers to address data
residency issues by hosting their own server.

25. The Need Solution The Benefit
• Provide a Mobile Platform as a
Service, Infrastructure as a
Service and Software as a
Service to VMS’ partners and
enterprise customers
• Built an effective cloud ecosystem
and mobile services by providing
Mobile Platform as a Service,
Infrastructure as a Service and
Software as a Service to VMS’
partners and enterprise customers.
• Simplify infrastructure
• Ease of management
• A collaboration with IBM, part of a
five-year Information Technology
(IT) strategy, to build cloud
ecosystem and value-added
mobile services by providing
Mobile Platform as a Service,
Infrastructure as a Service and
Software as a Service to VMS’
partners and enterprise customers.
A systematic approach to engagement is now required
Mobifone. Vietnam Mobile Telecom Services Company (VMS)
is the largest 3G provider in Vietnam and has 40m subscribers
25

26. The Need
• As growing appetite for cloud
services opened up new
markets for Vissensa, how
could the company diversify
its offerings to truly meet any
client need, while still keeping
prices competitive?
Solution
• Vissensa seized first-mover
advantage to launch a full
spectrum of IaaS, PaaS and
SaaS offerings, supported by
a hybrid cloud model based
on IBM hardware, software
and SoftLayer® solutions.
Hardware
• IBM® Enterprise Cloud
System
• IBM Flex System®
• IBM Power® System S822
• IBM Storwize® V7000
Software
• IBM Cloud Orchestrator
• SoftLayer®
The Benefit
• Vissensa can match the right
workload to the right platform
to maximize performance for
diverse client environments, at
an attractive price – boosting
client value and gaining a
competitive edge
26
Cornering the MSP market with full spectrum
hybrid cloud services that meet any client need
"IBM understands that hybrid cloud is the future, with
them we can address new parts of a growing market."
—Steve Groom, CEO, Vissensa

27. What does IBM offer
MSPs/CSPs to help
grow your business?

28. The right solutions
matter to build on the Cloud
28
Compute
Enterprise Cloud System.
Power Systems for MSPs.
Store
Spectrum Storage
Cleversafe
Transform
Bluemix Platform as a Service
Orchestrate
IBM Cloud Orchestrator
Performance management
Storage Manager
Implement
and manage
Cloud management software
from IBM
Smartcloud Control Desk
Example cloud solution offerings from IBM

30. 30
Let IBM, Avnet, and Partners Surround You With Value!
30
Accelerating your Differentiation & Value Creation
Your Business Model Your offeringsYour area of expertise Your Process Expertise
Managed Service Providers
Managed IT - Telco & Hosting - Cloud Providers - System Integrators - ISV
Business
Expansion
• Demand
Generation
• Business
Development
• Co-Marketing
• Branding
• Incentives
• Pricing Models
• Demo &
Loaners
Technical
Support
• Global Scale
• Local
• Resources
Software Solutions Systems & Storage Services
EasyScale Options Partner Ecosystem Options Open Standards