Today’s most successful MSPs differentiate themselves from huge market players by bundling services together in unique ways, and tailoring their offers to the particular needs of their customers. This session addresses how a modular approach to popular managed and cloud services enables MSPs to grow their business at attractive margins. For more information, visit: http://www.nimsoft.com.

1. Driving Revenue with a
Three Pronged Approach
To Cloud and Managed
Services
Wendy Petty
June 5, 2012
#IMCloud2012
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2. Agenda
■ Introduction to CA Technologies
■ How cloud & managed services address your customers’
challenges
■ What other service providers are doing
■ Building margin – top line and bottom line considerations
■ CA’s Cloud and Managed Services Solution
■ Customer case studies
■ You’re not alone – how CA helps you get to market
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3. Who is CA Technologies
#1 Management Software Vendor
CA Technologies helps
$4.5 billion annual revenue
accelerate IT so you can leverage
new technologies and the cloud
Customers in virtually every country,
to drive innovation. including majority of Forbes Global 2000
We help transform IT to simplify 35+ years in business managing
35+
complexity and free up resources complex heterogeneous environments
to focus on service quality
instead of infrastructure. Ranked among top 50 Greenest
US companies
We help secure IT to reduce risk
Global Partner Program
of improper access and fraud.
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111104_3

4. CA Technologies – Powerful Partner
Eco-system
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5. Customers are Turning to Cloud & Managed Services
to Help Them Deal with the “New Normal”
BUSINESS DEMAND
FOR INNOVATION
Cloud and
Managed
Services can
help
customers
fill this gap
IT CAPACITY FOR INNOVATION
CAPACITY FOR INNOVATION
IT NEEDS YOUR HELP TO TRANSFORM FROM
MAINTAINING TECHNOLOGY TO DELIVERING SOLUTIONS
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6. Popular MSP Service Offerings Address
“Chore” Functions that IT will Out-task
TOP MANAGED SERVICES OFFERED (in percent)
Source: MSPmentor 100 Global Report, February 2012, all qualified survey participants
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7. To Differentiate Their Solutions, MSPs Must
Move Higher on the Maturity Model
IT Perceived as a Cost IT Perceived as an Investment
MSP
MATURITY
AUTOMATED SOLUTIONS
Customer
Deliver Higher
Value Services
PROACTIVE HELP ME – Cloud,
MSP WITH…
WITH… consulting, etc
Process Provide High
Adoption (ITIL) Availability &
RESPONSIVE SOLUTIONS
Service Desk Disaster
Customer Recovery
Remote
Monitoring Remote
Management Monitoring Process
REACTIVE Management Improvement
FIX THIS!
Data Protection
Health Check
Planning
Service Offering Perception
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8. MSPs Must Evolve Their Businesses to the Cloud
(Like Every Other Type of Service Provider)
Strategic Direction of Key Vendor Segments MSPs’
BPOs ADVANTAGES:
BPaaS
‒ Robust SLAs
SaaS Experts Enterprise
SW
SaaS ‒ Enterprise
relationships
SIs / IT
PaaS Outsourcers & trust
‒ Operational expertise
IaaS Web
Giants ‒ Flexibility and agility
in rolling out new
Network
Telcos services
consumer SMB large ecosystems
enterprise ‒ Experience in flexible
billing plans
Source: Boston Consulting Group analysis, ETIS pr
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9. Stating the Obvious – Moving up the Stack by Developing
New Offerings Must be Done at a Profit
RAISE REVENUE LOWER OPERATIONS COST
■ Deploy new services faster ■ Reduce staff time to deliver services
■ Provision customers’ services ■ Reduce tool administration and
faster maintenance
■ Respond to customer requirements ■ Reduce manual errors
more nimbly
■ Reduce implementation & integration
■ Raise differentiation relative to time
competition
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111104_9

10. CA’s Cloud & and
Managed Services
Solutions
#IMCloud2012
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11. CA’s Cloud and Managed Service Solution –
Your Key to Profitable New Service Growth
Users Service Portal Users
ITIL based, pre‐built
Public, private, and Broad range of data service management
hybrid cloud services protecNon services workflows.
that span the cloud for on/off site and End‐to‐end views
stack cloud performance and
availability
IT Infrastructure Library is a registered trademark of the Central Computer and Telecommunications Agency which is now part of the Office of Government Commerce. ITIL is a registered trademark, and a registered community
trademark of the Office of Government Commerce, and is registered in the U.S. Patent and Trademark Office.
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111104_11

12. CA AppLogic Cloud Platform
®
RAISE REVENUE
 Offer services spanning the cloud
stack
 Scale resources up and down
based on customer demand
 Differentiate based on content &
pay as you go billing schemes
LOWER OPERATIONS
COST
 Virtualize the entire infrastructure
 Manage the application &
underlying infrastructure as 1
entity
 Copy & paste application &
infrastructure from 1 data center
to another
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13. CA ARCserve ®
CA ARCserve® CA ARCserve®
RAISE REVENUE
Backup High Availability
 Broad range of back-up & HA
solutions – on/off-site, cloud
 Differentiate based on ability CA ARCserve®
to protect SLAs Central Applications
 Drive additional assessment &
consulting services CA ARCserve®
LOWER OPERATIONS CA ARCserve®
D2D Replication
COST
 Unified architecture &
centralized management
 Easy integration with web
services
 Modular design makes it easy to
add additional data protection
capabilities
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14. Nimsoft
RAISE REVENUE
 Offer complete range of monitoring
services and IT service management
 Reduce churn with “sticky” services
 Differentiate based on ability to back
robust SLAs
LOWER OPERATIONS
COST
 Unified monitoring architecture
 Single workflow for broad
range of ITIL processes
 Easy to add additional
monitoring or management
capabilities
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15. Benefits of CA’s Cloud & Managed Service
Solution
Roll out services spanning the cloud
ROLL OUT CLOUD stack – from IaaS, to PaaS and SaaS,
SERVICES FAST and virtual private cloud
Provide comprehensive data protection
PROTECT BUSINESS services, ranging from back-up and
DATA recovery to replication and high
availability
Offer multi-tenant monitoring and IT
MANAGE SERVICE Service Management, from the
PERFORMANCE datacenter to the cloud
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16. Combine Offerings to Further Differentiate
Your Service and Drive Additional Revenue
• Nimsoft helps assure • Nimsoft monitors your
the reliability of your cloud stack to back up
data protection your SLAs, allowing
infrastructure you to compete on
quality
• ARCserve backs up • Add Monitoring and
critical data and Service Desk as a
applications in your Service to your cloud
Monitoring & Service offering to differentiate
Desk Service your service
• Combine Backup and Recovery • Use your own AppLogic cloud
with your cloud offering to platform as a destination for
differentiate your service cloud-based back-up services
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17. Address The Top Service Offerings With
CA’s Cloud and Managed Services Solution
TOP MANAGED SERVICES OFFERED (in percent)
Source: MSPmentor 100 Global Report, February 2012, all qualified survey participants
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18. ScaleMatrix Case Study
ScaleMatrix builds, deploys, and manages a broad
range of cloud and managed services in its 12 US
based data centers, and those of its customers.
ScaleMatrix also offers data security and compliance
services as value added services to its customers.
Challenge SoluNon Results
■ Fast Nme to market and  Deployed CA AppLogic for  Rapid growth in cloud
instant scalability of a IaaS, PaaS, and Virtual services and
broad range of cloud Private Data Center consulNng revenue
services  Offer CA ARCserve for full
■ DifferenNate service range of off‐site and  Built‐in scalability,
from larger compeNtors cloud based data high availability and
based on value added protecNon services disaster recovery
services  Offer NimsoX as part of
Compliance as a Service
 Broad range of
■ Provide robust data remote managed service differenNaNng
security among services
dispersed data centers
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19. Computacenter Case Study
Computacenter is Europe's leading independent
provider of IT infrastructure services. The company
delivers on-site networking and collaboration solutions
in 60 countries and supplies IT hardware and software
to customers in more than 100 countries.
Challenge SoluNon Results
■ Provide monitoring to  Leverage NimsoX for
support launch of IaaS‐ infrastructure  Supported launch of
based Exchange offering monitoring of Exchange, new Exchange
■ A single monitoring EMC, VMware and Cisco offering
plaZorm to support many  Deliver mulN‐tenant
unique technology and
monitoring visibility  Enhanced service
client requirements
 Provide flexible, levels and offerings
■ Wanted to meet current
service commitments and subscripNon‐based  Streamlined
growth objecNves pricing
 Fast, easy deployment monitoring
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administraNon 111104_19

20. CA Technologies
Cloud AcceleraNon Market
Program (CAMP)
Collapsing Service Provider Time to Revenue
3 Proven Steps to Managed Services Success
#IMCloud2012
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21. CA CAMP Addresses Key Service Provider Challenges
Effective product solutions are table stakes. CA’s Center of Excellence
enables our service provider customers to get to market fast
Business/ • Business strategy workshops & deep dives
Consulting • Business model alignment
Support • Market intelligence
Tech • Technical training and best practices
Support • Reference architecture / migration strategies
Sales & • Sales & marketing in-a-box collateral,
execution plans and strategies
Marketing
• Online access to tools & resources
Support • Alignment of technical and GTM deployment
activities
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111104_21

22. CA CAMP – 3 Proven Steps to Successful
Managed Services
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23. A Range of Delivery Models, Depending
on Customer Needs & Level of Investment
½ to 2 day on site workshops
with key staff members
2-4 hour working session
on select topics, by phone
and web conferencing
Access to content
via partner portal,
with phone support
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24. Launch Plan Development
■ Define the launch and execution plan
Launch
■ Repeatable best practices leveraged
Marketing Launch
Sales Launch  Installed
 Sales leads Base Mktg
Soft Launch  Event
required
 Sales and  Lead execution
Kick Off Product  PR Execution
nurturing
training  PR Plan  Social Media
 Collateral
 Launch  Reference  Collateral Execution
 Friends list
Planning Program  Sales tools  Early wins
 Marketing  Sign up and
 Incentives converted to
spend conversion
 Value Prop promo references
3-6 month timeframe
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25. LeadGen recommended Strategies & Tactics
CA Marketing Tools for Service Providers
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26. Legal
Copyright © 2012 CA. All rights reserved. IT Infrastructure Library is a registered
trademark of the Central Computer and Telecommunications Agency which is now part of
the Office of Government Commerce. ITIL is a registered trademark, and a registered
community trademark of the Office of Government Commerce, and is registered in the
U.S. Patent and Trademark Office. All trademarks, trade names, service marks and logos
referenced herein belong to their respective companies.
THIS PRESENTATION IS FOR YOUR INFORMATIONAL PURPOSES ONLY. CA
Technologies assumes no responsibility for the accuracy or completeness of the
information. TO THE EXTENT PERMITTED BY APPLICABLE LAW, CA TECHNOLOGIES
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
Technologies 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 Technologies is expressly advised of the
possibility of such damages.
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 111104_26

27. #IMCloud2012
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