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How to move from a service provider to service integrator in a hybrid world

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The make or buy decision has arrived at the service provider level. With ever increasing competitive pressure and with an abundance of available cloud computing capacity, service providers today need to take decisions where to focus their value creation, where to create own services, procure hardware, and ultimately run own datacenters versus a smooth integration of building blocks. This starts with integrating converged/hyper-converged infrastructures, integrating various XaaS, using colocation providers up to integrating public cloud elements into their offering. We will present examples - among others managing your shared data protection or SAP environment - where FUJITSU can contribute and how we de-risk your profitable growth.
Speaker: Rüdiger Frickenschmidt

Publicado en: Tecnología
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How to move from a service provider to service integrator in a hybrid world

  1. 1. 0 © Copyright 2017 FUJITSU Fujitsu Forum 2017 #FujitsuForum
  2. 2. 1 © Copyright 2017 FUJITSU How to move from a service provider to service integrator in a hybrid world Rudi Frickenschmidt Head of Service Provider Sales, Fujitsu Nordic Region
  3. 3. 2 © Copyright 2017 FUJITSU On premise - soon less than 33% => dramatic shift in our customer landscapes On premise Public cloud xSP 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 2016 2018 2020 2022 2024 On-premise Cloud Off-premise
  4. 4. 3 © Copyright 2017 FUJITSU So what is FUJITSU’s answer for our partners? 1. Focus on end customers & continue hardware sales? 2. Build a services business & own datacenter infra? 3. Resell cloud: Azure, AWS, K5, …? 4. Focus on application layer , IoT,…., and drop HW overall? 5. Offer Hybrid infrastructures? 6. Move from service provider to service integrator  Well: Fast declining market, shrinking 50%  Well: Journey started years ago, still possible to enter, needs differentiation  Ok: Already happening  Yes: Option for many  Yes: All over the place!  Yes: Smart make or buy decisions
  5. 5. 4 © Copyright 2017 FUJITSU Moving from service provider to service integrator, what does that mean in practise?  Apply your business logic to your own services delivery  MAKE OR BUY  Shift Focus  From creating own services & products towards integrating needed components  Move up the value chain  From technical competence to solution & business competence  … and leave the details to the experts
  6. 6. 5 © Copyright 2017 FUJITSU Take cost optimization for granted, what will really impact the value of your company? RISK … and Speed  Customer Business risk sharing in case of service failure  Capacity Risk through market swings/customer consumption  Downtime Risk planned/un-planned downtime  Lock-in Risk because technology changes  Cost Risk through change in of competitive landscapes  Slow and costly Migration through costly overlaps & dependency on customers  Slow time to bill through high complex integrations, non-matching firmware,…  FUJITSU’s “DERISKING YOUR GROWTH” addresses these concerns
  7. 7. 6 © Copyright 2017 FUJITSU Tackle these risks Let’s pick five areas where FUJITSU can help you by de-risking your “Service Integrator Journey” 1. Flexible Procurement - Renting HW/SW with a clever exit clause 2. Offering multi tenant CI/HCI infrastructures - PRIMEFLEX 3. Offering a multi tenant SAP landscape solutions - cloud ready 4. True Partnership - Hybrid cloud Select Expert Partner powered by FUJITSU Enterprise Service Catalog Manager 5. Data Protection – protect your customer data
  8. 8. 7 © Copyright 2017 FUJITSU Flexible Procurement “Renting HW/SW with a clever exit clause”
  9. 9. 8 © Copyright 2017 FUJITSU Flexible Procurement - Renting HW/SW with a clever exit clause  Step one: Cash flow optimization 1. Bill your clients before we bill you 2. Monthly invoicing vs. up front bill  Step two: De-risk your investment  Choose monthly invoicing (typical 36 months)  50% of capacity committed  50% of capacity can be returned to FUJITSU after 12 months  Valid for PRIMERGY, ETERNUS, PRIMEFLEX, CommVault,…
  10. 10. 9 © Copyright 2017 FUJITSU Real life example, simple - but effective  400k€ total REVENUE (in this case PRIMERGY servers only)  Invoicing monthly over 36 months.  Part a - 70%: Service Provider commits on 70% of the equipment for the full three years  Part b - 30%: Service provider has the right to return 30% of the equipment after 12 months  After 36 months: Monthly fees are cut by X%, including the right to buy the equipment.  On Part a: We have a competitive, fixed uplift for handling fee and interest rate impact  On Part b: We have an additional, reasonable uplift for taking over the risk of return  You protect yourself against market swing, customer fluctuation, technology changes, competitive pressures  We can handle the redeployment of equipment most effective  We have a simple model for our sales teams and our channel partners
  11. 11. 10 © Copyright 2017 FUJITSU Offering multi tenant CI/HCI infrastructures - PRIMEFLEX
  12. 12. 11 © Copyright 2017 FUJITSU DIY can be quantified IT organizations spend ~ 25% of their time and resources on pre-deployment. Source: Various studies Is there a way out? 25% 75%
  13. 13. 12 © Copyright 2017 FUJITSU Take the fast track to your DC infrastructure: FUJITSU Integrated System PRIMEFLEX Pre-configured Pre-integrated Pre-tested Reduce complexity, time, risk and cost. Increase operational efficiency. Ready-to-run or Reference Architecture
  14. 14. 13 © Copyright 2017 FUJITSU PRIMEFLEX: Fast track to your DC infrastructure DESIGN - Select from myriad of SW and HW products INTEGRATE - Assemble involving multiple admin domains TEST - Work off complex test matrix DEPLOY Integrate into production environment Do-it-yourself approachTime to production DEPLOY Integrate into production environment Integrated Systems approach DESIGN - Based on best practices INTEGRATE - Pre-integrated single order delivery TEST End-to-end quality assurance Projectstart Solution Development in factory At customer's site
  15. 15. 14 © Copyright 2017 FUJITSU PRIMEFLEX: Own and partner technologies Best-in-class components. Best practices. Project experience. …
  16. 16. 15 © Copyright 2017 FUJITSU PRIMEFLEX: Addressing our customers’ needs PRIMEFLEX for VMware vSAN PRIMEFLEX for Storage Spaces Direct PRIMEFLEX Cluster-in-a-box PRIMEFLEX for OpenStack PRIMEFLEX for SAP Landscapes PRIMEFLEX for Hadoop PRIMEFLEX for HPC Virtualization Private Cloud PRIMEFLEX vShape PRIMEFLEX for VMware Cloud Foundation PRIMEFLEX for SAP HANA SAP Big Data HPC Purpose BuiltGeneral Purpose
  17. 17. 16 © Copyright 2017 FUJITSU PRIMEFLEX - Benefits for service providers  Fast to bill  Minimize risk of delays  Focus on superior services  Freed from pre-deployment  Freed from life cycle management  Increase performance  Fast components  Optimally harmonized  Serve more customers  Make more revenue and margin  Increase service levels  Make operation more efficient  Responsive to new requirements  Satisfy end customers  Improve reputation  Attract more customers  CAPEX and OPEX savings  Space, energy, cooling  Reduced maintenance efforts  Shift CAPEX to OPEX  Tailored to your needs  Reference architecture  Choice across the board  Flexible service options Reduce complexity, time, risk and cost. Increase operational efficiency.
  18. 18. 17 © Copyright 2017 FUJITSU What PRIMEFLEX customers have achieved 80% reduction in provisioning new services 5x faster time to market 5x more services deployed per year Cluster setup within 30 min instead of 3 days 99% reduction in setup time 72x faster to operation 70% reduction in deployment cost 30% reduction of infrastructure cost 35% less annual operation expenses 30% savings on overall IT budget 25% reduction in power and cooling 40% reduction in DC footprint 45% improvement in resource utilization 90% reduction in unplanned downtime 40% less time needed for system maintenance 60% of IT shifted from maintenance to innovation From 0 to VM within 10 min Figures may vary across PRIMEFLEX line-up and projects 2x more productivity and revenue
  19. 19. 18 © Copyright 2017 FUJITSU Co-Creation with  Customer  Innovative IT products and services  Founded in 2000  www.make-it.se  Objective  Tech refresh of DC environment  Solution: PRIMEFLEX for Storage Spaces Direct  First Service Provider world wide => VIDEO https://www.youtube.com/watch?v=kwe5C RtHldE
  20. 20. 19 © Copyright 2017 FUJITSU Offering a multi tenant SAP landscape solutions “cloud ready”
  21. 21. 20 © Copyright 2017 FUJITSU PRIMEFLEX for SAP Landscapes Powered by FlexFrame Orchestrator  Key features  Operation concept for entire SAP landscapes (incl. HANA), SAP awareness  Virtual and physical resource pool  Shared OS image (1 copy to maintain)  Any app on any server  Built-in HA, no SPoF  DR option (SAP certified)  Automation of DC tasks  Multi-tenancy (Cloud Ready)  Any number and size of validated servers  Scalable to 10K’s of users Based on >14 years of experience with the unique FlexFrame for SAP solution. SAP SAP … SAP HANA Network Storage (Shared image, DB) Oracle / DB2 / SAP MaxDB / SAP Sybase ASE & IQ VM VM VM VM Server Server Server Server OS SAP LaMa Virtualization Layer FlexFrameOrchestrator
  22. 22. 21 © Copyright 2017 FUJITSU PRIMEFLEX: Supported by flexible service options for service providers Consulting Design (configuration & sizing) Deployment Integration into production environment Additional services (e.g. migration) Lifecycle management Solution Support including Infra and Capacity Mgt. DC Services (Managed DC, Managed Hosting) Any guidance and support you need. Globally consistent onsite support
  23. 23. 22 © Copyright 2017 FUJITSU SAP Consulting & Solution, Application operation PRIMEFLEX for SAP attracts any service provider Basis Consulting PRIMEFLEX for SAP Landscapes Stack SAP HANA Professional Services: Design/Install Managing environment, Managing capacity Floor space, Network, Power, Cooling, Connectivity, Disaster Recovery,..),..) }Full stack service providers }FUJITSU Infra & attached services offering End Customers BAS MISColocation App Partner Full stack provider PRIMEFLEX for SAP Landscapes Stack SAP HANA Professional Services: Design, Install Managing Env., Managing Capacity
  24. 24. 23 © Copyright 2017 FUJITSU PRIMEFLEX for SAP attracts any service provider  Various SAP service providers on the way  Our focus  Infrastructure  Infrastructure attached services  Rental (new in 2018)  Flexible support options  Hosting services  Managed infrastructure services  Business and app servicesHosting (floor space, NW connection, …) Professional Services (Design, install, manage capacity) PRIMEFLEX for SAP Landscapes PRIMEFLEX for SAP HANA SAP consulting Infrastructure and app operation Customer Co-location partners System integrators Consulting service providers Full stack SAP Service providers
  25. 25. 24 © Copyright 2017 FUJITSU What SAP PRIMEFLEX customers achieved Activating 145M data sets – from several days to 15 min  5.75x faster data delivery,  22.75x faster queries  8x less storage space 10x faster data processing compared with original DW Managing ever growing SAP infrastructure by 2 FTE over >6 years  60% less effort and time for updates  50% less planned downtime  50% more flexibility to adapt services From 6 to 0.5 days per SAP deployment Save >100 days per year (20 deployments)
  26. 26. 25 © Copyright 2017 FUJITSU 1. True Partnership - Hybrid cloud Select Expert Partner powered by FUJITSU Enterprise Service Catalog Manager
  27. 27. 26 © Copyright 2017 FUJITSU Enhancing PRIMEFLEX for Hybrid Cloud Usage On-premises Off-premises Cloud Service Catalog Management Market Place Market Place End user End user End user End user … … … K5
  28. 28. 27 © Copyright 2017 FUJITSU Enterprise Service Catalog Manager (ESCM) Self-service portal for multi-tenants, branded Automated provisioning Flexible billing Characteristics Simplify service consumption Reduce admin efforts and cost Enable fast usage of new cloud services Benefits Keep transparency and control Identify unnecessary consumption Open new revenue streams with own marketplace (Hyper-) converged Infrastructure (Hyper-) converged Infrastructure (Hyper-) converged Infrastructure Users…Admins SaaS Identity, account, subscription Price Modeling Billing, Reporting Automated Provisioning Brand, specific process control Self-service Portal (admin, user) ESCM PaaS IaaS … ESCM closes the gap between Hyper-converged and Cloud.
  29. 29. 28 © Copyright 2017 FUJITSU
  30. 30. 29 © Copyright 2017 FUJITSU Data Protection  Protect your customers data
  31. 31. 30 © Copyright 2017 FUJITSU Complete Storage Solution Professional, managed, cloud services Fujitsu maintenance Fujitsu's partnerships for de-risking Partner Products Business-Centric Storage ETERNUS
  32. 32. 31 © Copyright 2017 FUJITSU Protect with Backup Appliances  Reduce backup and restore time with backup to disk  Reduce costs of capacity by data deduplication  Secure backup IT against failures Objectives  Complexities of point solutions for disk and tape backup  Scalability limits drive migration costs  Silos for backup and archiving Typical Challenges
  33. 33. 32 © Copyright 2017 FUJITSU Backup Appliances from Fujitsu  ETERNUS CS8000 – unified data protection platform  ETERNUS CS800 – backup to disk appliance  ETERNUS CS200c – storage with integrated backup SW Offering  Lead in scalability, automation, all-in-one (CS8000)  Lead in simplicity and deduplication ratio (CS800)  Based on tech leading Commvault software (CS200c) How Fujitsu differentiates+
  34. 34. 33 © Copyright 2017 FUJITSU Disaster Recovery of Backup with Hybrid IT  On-premise backup appliances allow fast data recovery over LAN or FC  A second copy in the cloud enables data recovery after a complete site failure without the need to built an own DR site On-premise site ETERNUS CS200cPrimary Storage Off-premise site for disaster recovery Backup / Reovery replication
  35. 35. 34 © Copyright 2017 FUJITSU Summary
  36. 36. 35 © Copyright 2017 FUJITSU Key Take Away - RISK … and Speed  Customer Business risk sharing in case of service failure  Capacity Risk through market swings/customer consumption  Downtime Risk planned/un-planned downtime  Lock-in Risk because technology changes  Cost Risk through change in of competitive landscapes  Slow and costly Migration through costly overlaps and dependency on customers  Slow time to bill through high complex integrations, non-matching firmware,…  FUJITSU’s “DERISKING YOUR GROWTH” addresses these concerns
  37. 37. 36 © Copyright 2017 FUJITSU Fujitsu Sans Light – abcdefghijklmnopqrstuvwxyz ABCDEFGHIJKLMNOPQRSTUVWXYZ 0123456789 ¬!”£$%^&*()_+-=[]{};’#:@~,./<>?| ©¨~¡¢¤¥¦§¨ª«»¬- ®¯°±²³µ¶·¸¹º¼½¾¿ÀÁÂÃÄÅÇÈÆÉÊËÌÍÎÏÐÑÒÓÔÕÖ×ØÙÚÛÜÝÞßàáâãäåæçèéêëìíîïðñòóôõö÷øùúûüýþ ÿĐıŒœŠšŸŽžƒʼˆˇˉ˙˚˛˜˝·-‒–—―‘’‚“”„†‡•…‰‹›‾⁄⁰⁴⁵⁶⁷⁸⁹₀₁₂₃₄₅₆₇₈₉€™Ω→∂∆∏∑−√∞∫≈≠≤≥⋅■◊fifl Fujitsu Sans – abcdefghijklmnopqrstuvwxyz ABCDEFGHIJKLMNOPQRSTUVWXYZ 0123456789 ¬!”£$%^&*()_+-=[]{};’#:@~,./<>?| ©¨~¡¢¤¥¦§¨ª«»¬- ®¯°±²³µ¶·¸¹º¼½¾¿ÀÁÂÃÄÅÇÈÆÉÊËÌÍÎÏÐÑÒÓÔÕÖ×ØÙÚÛÜÝÞßàáâãäåæçèéêëìíîïðñòóôõö÷øùúûüý þÿĐıŒœŠšŸŽžƒʼˆˇˉ˙˚˛˜˝·-‒–—―‘’‚“”„†‡•…‰‹›‾⁄⁰⁴⁵⁶⁷⁸⁹₀₁₂₃₄₅₆₇₈₉€™Ω→∂∆∏∑−√∞∫≈≠≤≥⋅■◊fifl Fujitsu Sans Medium – abcdefghijklmnopqrstuvwxyz ABCDEFGHIJKLMNOPQRSTUVWXYZ 0123456789 ¬!”£$%^&*()_+-=[]{};’#:@~,./<>?| ©¨~¡¢¤¥¦§¨ª«»¬- ®¯°±²³µ¶·¸¹º¼½¾¿ÀÁÂÃÄÅÇÈÆÉÊËÌÍÎÏÐÑÒÓÔÕÖ×ØÙÚÛÜÝÞßàáâãäåæçèéêëìíîïðñòóôõö÷øùúû üýþÿĐıŒœŠšŸŽžƒʼˆˇˉ˙˚˛˜˝·-‒–—―‘’‚“”„†‡•…‰‹›‾⁄⁰⁴⁵⁶⁷⁸⁹₀₁₂₃₄₅₆₇₈₉€™Ω→∂∆∏∑−√∞∫≈≠≤≥⋅■◊fifl

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