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P ARTNER FOR I MPACT Build Your Business with IT Management Partner Marketing 1 Copyright © 2012 CA. All rights reserved. CA confidential and proprietary.

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Presentation on theme: "P ARTNER FOR I MPACT Build Your Business with IT Management Partner Marketing 1 Copyright © 2012 CA. All rights reserved. CA confidential and proprietary."— Presentation transcript:

1 P ARTNER FOR I MPACT Build Your Business with IT Management Partner Marketing 1 Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

2 2Copyright © 2012 CA. All rights reserved. Objective Helping You Build Your Business IT Management is the KEY to Developing a Recurring, Profitable, Revenue Stream SUCCESS is Measured by the GROWTH of our Partner’s BUSINESS Requires a different approach to Industry research Where are the 3 rd Party Provider Revenue Opportunities ? Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

3 3Copyright © 2012 CA. All rights reserved. Challenges Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

4 4Copyright © 2012 CA. All rights reserved. Tech Buyer Research: IT Management Approaches & Evaluation Criteria Conducted on behalf of CA Technologies IT Management The Greatest Opportunity for Partners International Data Group (IDG) Industry leading independent consulting firm dives deep into IT Management Trends 850 CIOs from large Enterprise Interviewed. All verticals, all GEOs. Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

5 80% of Enterprise IT CIOs will use SIs/SPs/MSPs for IT Mgt 33% of Enterprise IT Budgets will be spent on IT Mgt. 77% of Enterprise CIOs see “Gaps” with IT Mgt. Providers 59% of Enterprise CIOs call IT Mgt. an “Architectural Choice” IT Management is the KEY to Developing a Recurring, Profitable, Revenue Stream CA Technologies Internal Use Only. Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

6 6Copyright © 2012 CA. All rights reserved. Customer IT Budgets Are Shifting Hybrid Approach Driving 80% of CIOs to 3 rd Party Providers Enterprise IT is Shifting Budgets to Innovation Identifying ways to consolidate & free-up resources for innovation Migrating More Infrastructure Off Premise Driving More New Services: Pervasive Across all Enterprise Verticals & Sizes Requires 3 rd Party Provider EXPERTISE Migration to a “Hybrid” World (On-premise / Off-Premise) A Need to Optimize Environment with a Custom View: “Dashboard” Concept. 3 rd Party Revenue Opportunities CA Technologies Internal Use Only. Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed. CA Technologies Internal Use Only.

7 7Copyright © 2012 CA. All rights reserved. Migration to a Hybrid World Analysts Predict 2013 to be “Tipping Point” for Hybrid Cloud Hybrid Cloud Interest Hybrid Cloud Interest Reaches Peak with Enterprise CIOs – Over 97% Have or Are Considering a Hybrid Cloud Approach Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed Year of the Hybrid Cloud article used with permission from Network World.

8 8Copyright © 2012 CA. All rights reserved. 850 Industry leading CIOs Interviewed Tenured & Knowledgeable Q: How long have you been employed in your current position at this organization? Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed. CA Technologies Internal Use Only.

9 9Copyright © 2012 CA. All rights reserved. Response from Enterprise CIOs Large Enterprise (Over $2B) Mid-Size Enterprise ($750M to $2B) Now2015Now2015 IT Mgt is “a cohesive architectural choice” 49%59%52%58% IT Mgt. is “using best tools with new functionality” 50%42%51%52% IT Mgt. is “an extension of my past purchases” 34%28%38%22% IT Mgt. is “an integrated element of a converged infrastructure” 25%19%29%16% IT Mgt. is “just an attachment to an individual IT service”19%12%23%8% Customer View of IT Mgt. is Evolving 3 rd Party Providers Need to Focus on a “Cohesive Approach” Proof is in the % of IT Budgets Spent on ITM WorldNAEMEAAPJLA 33%29%33%37%40% Are 3 rd Party Providers presenting IT Mgt. As A Cohesive Architectural Choice? ___________________________ That’s How Enterprise CIOs Want to See it Presented Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

10 10Copyright © 2012 CA. All rights reserved. CIOs Want To Leverage 3 rd Party Expertise But... Need More Confidence In 3 rd Party Providers 77% of Enterprise CIOs see Skill Set “Gaps” with IT Mgt. _________________________________ More Business is Going 3 rd Party, But to Whom...? The #’s Are Consistent Between “Size of Customer” & Regional Market CA Technologies Internal Use Only. Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

11 11Copyright © 2012 CA. All rights reserved. Key IT Mgt. Revenue Opportunities CIOs Need Help Across the Spectrum 53% of Enterprise IT CIOs will Expect 3 rd Party Providers to Help Them With IT Mgt. Strategy & Formulation 4 out of 10 Customers are looking for MSPs for Mission Critical Business Apps CA Technologies Internal Use Only. Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed. CA Technologies Internal Use Only.

12 12Copyright © 2012 CA. All rights reserved. CUSTOMIZE SERVICE You Can MONETIZE What You Can MEASURE! There is NO Single Dashboard that Can Work for EVERY Enterprise Creating the “Custom View” for an Enterprise DRIVES Services REVENUE Infrastructure COMPLEXITY Drives Services REVENUE! Provide Services SURROUNDING Integration & Implementation s Offer Post Sales SUPPORT & Management The Services Opportunity Complexity Drives Reoccurring, Profitable, Revenue CA Technologies Internal Use Only. Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

13 Partner Success Examples Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

14 14Copyright © 2012 CA. All rights reserved. ■ Unique Cloud Based Security-as-a-Service ■ Web Security Assessment ■ IT Mgt. Strategy & Assessments ■ IT Mgt. Design & implementations New Services Offered ■ CA Identity & Access Management Portfolio ■ CA Arcot ■ CA Infrastructure Management Portfolio Product Leveraged ■ Attracted “Up- market” Customers in New Areas: Public Sector & Utilities ■ Fast Time-to-Value for Security Customers ■ Reoccurring Revenues from “Security-as-a- Service” New Revenues Mycroft Inc. has over 230 experienced professionals delivering leading private cloud-based solutions, managed security services & IT Management Services MyCroft Drives Revenues with Security-As-A-Service CA Technologies Internal Use Only. Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

15 15Copyright © 2012 CA. All rights reserved. New Services Offered Products Leveraged New Revenues ■ CAS – Critical Application Sites ■ Application Setup, Configuration ■ IT Performance Enhancement, Platform Performance Optimization Rackspace Delivering Performance for Critical Apps & Website s. s CA Technologies Internal Use Only. Rackspace is the service leader in cloud computing. They deliver enterprise level hosting services around the world based on their Fanatical Support © Methodology ■ CA eHealth ■ CA Spectrum ■ CA Nimsoft Monitor ■ CA Cloud Monitor ■ Reviewing New IM 2.o portfolio to establish an upgrade path for eHealth & Spectrum ■ New Service Launch Driving New Revenues ■ Upsell Existing Customers to New Revenue Stream ■ Gain Net New Customers Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed. CA Technologies Internal Use Only.

16 16Copyright © 2012 CA. All rights reserved. New Services Offered ■ CA Infrastructure Mgt Portfolio ■ CA Service Virtualization ■ CA Service Assurance ■ CA Auto Suite for Clouds ■ CA Lisa (In Progress) Product Leveraged ■ Combines CA Service Assurance Solution with “Best Practice” Consulting Services ■ Offers a full spectrum of services from initial assessment to implementation support New Revenues ■ Infrastructure Mgt ■ End-to-End App. Performance Mgmt. ■ Service Operations Mgt. ■ Auto Suite for Cloud ■ Service Virtualization Protiviti is the 6 th largest risk consulting firm serving over 35% of the Fortune 1000 with 2,500+ consultants and 70+ offices globally Protiviti Combining IT Mgt. Solutions with New Consulting Services CA Technologies Internal Use Only. Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

17 Thank you Copyright © 2012 CA. All rights reserved. CA confidential and proprietary information for CA or CA Partner Internal Use Only. No unauthorized copying or distribution permitted. Data used with permission from An IDG Enterprise Custom Global Survey: ITM Approaches & Evaluation Criteria. Conducted on behalf of CA Technologies. August IDG Enterprise Custom Global Survey: Tech Buyer Research: IT Management Approaches & Evaluation Criteria 850 CIO Respondents Surveyed.

18 18Copyright © 2012 CA. All rights reserved. Legal notice © Copyright CA All rights reserved. All trademarks, trade names, service marks and logos referenced herein belong to their respective companies. No unauthorized use, copying or distribution permitted. THIS PRESENTATION IS FOR YOUR INFORMATIONAL PURPOSES ONLY. CA assumes no responsibility for the accuracy or completeness of the information. TO THE EXTENT PERMITTED BY APPLICABLE LAW, CA PROVIDES THIS DOCUMENT “AS IS” WITHOUT WARRANTY OF ANY KIND, INCLUDING, WITHOUT LIMITATION, ANY IMPLIED WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, OR NONINFRINGEMENT. In no event will CA be liable for any loss or damage, direct or indirect, in connection with this presentation, including, without limitation, lost profits, lost investment, business interruption, goodwill, or lost data, even if CA is expressly advised of the possibility of such damages. Certain information in this presentation may outline CA’s general product direction. This presentation shall not serve to (i) affect the rights and/or obligations of CA or its licensees under any existing or future written license agreement or services agreement relating to any CA software product; or (ii) amend any product documentation or specifications for any CA software product. The development, release and timing of any features or functionality described in this presentation remain at CA’s sole discretion. Notwithstanding anything in this presentation to the contrary, upon the general availability of any future CA product release referenced in this presentation, CA may make such release available (i) for sale to new licensees of such product; and (ii) in the form of a regularly scheduled major product release. Such releases may be made available to current licensees of such product who are current subscribers to CA maintenance and support on a when and if-available basis.


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