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IBM Integrated Multivendor Support David Messina, Global BLE, MTSS-MVS

May 2014. IBM Integrated Multivendor Support David Messina, Global BLE, MTSS-MVS. IMS key messages – ALL EXTERNAL. IMS Value prop:

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IBM Integrated Multivendor Support David Messina, Global BLE, MTSS-MVS

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  1. May 2014 IBM Integrated Multivendor SupportDavid Messina, Global BLE, MTSS-MVS

  2. IMS key messages – ALL EXTERNAL • IMS Value prop: • IBM & IBM Business Partners have the experience to advise our customers on the best time to move to storage, server and networking products from OEM Warranty to IBM Maintenance and when to replace storage, server and network devices • IBM SPOC • IMS Features: • A simplified pre-priced hardware maintenance offering for select models of leading IT Vendors • For example: EMC, HP, Dell, Oracle-Sun, Brocade, Cisco, HDS • IMS provides support for x86 servers & Unix Servers, Storage devices and Networking devices • Simplification: no configurations, simple terms, very good price1 • Service Level Objective of 24 x 7 x 4 at a NBD price2 • IBM as a TPM, no IP3 • Positioning: IMS is one offering within our MVS portfolio4 • IMS Benefits to clients: • Extends the effective product life of installed IT products • IMS exploits maintenance lifecycle management strategy down to the detail of box by box • IBM has been doing maintenance lifecycle analysis for years. As analytics becomes mature, IBM is using our own analytics tools to leverage years of IBM experience – institutional memory and intelligence • TSS uses IBM Watson to assist in customer support calls • IBM has automated the process – analytics – captured institutional knowledge in analytics • Speed to pricing with a quotable price – not an estimate, the real deal • TSS Sales provide the advice to clients on RYG; quality of RYG advice is from global IBM experience base Our strategy presentations use this sequence to tell the story: 1) Maintenance lifecycle, 2) MVS, 3) IMS

  3. Notes • 1No Configurations: When selling maintenance, it is normal to price the maintenance agreement based on the configuration of the device. If the device is a server, the CPU, amount of memory, internal storage, I/O adapters, etc. are required. With storage, it’s what type of disk drives (technology of SATA, SCSI, etc.), capacity in terabytes as well as special options of cache or solid state memory. Saying “no configuration data required” may be a little over-stated as we would require the model #, S/N and physical location of each device. • 2SLO of 24x7x4 at NBD price. The IMS Service Level Objective of 24 hours a day, 7 days a week with 4 hour response. Our objective is to price this same day level of maintenance at Next Business Day prices. • 3IBM as a TPM, no IP. IMS is a maintenance model where IBM performs maintenance as a Third Party Maintenance provider. • Manufacturer’s support: Includes equipment built and maintained by the equipment manufacturer. All intellectual property is included. • Original Equipment Manufacturer (OEM): Includes any equipment either re-branded and maintained by IBM or re-branded by another company and maintained with the help of the manufacturer by IBM. All intellectual property is included. • Third Party Maintenance support (TPM): Includes any equipment maintained by IBM without the support of the manufacturer. No intellectual property is included.

  4. 4Multi Vendor Support (MVS) vs Integrated Multivendor Support (IMS) MVS (Multi Vendor Support) - any equipment maintained by IBM without the support of the manufacturer. No Intellectual property included. IMS (Integrated Multivendor Support) - An MVS offering from IBM that covers selected non IBM equipment and is characterized by: Pricing – T’s & C’s: No Special Bid required to get pricing Standard ISAT-CHIS BP discounting Pre-priced and available for quoting via ISAT Single, competitive price point per serial number Ordering & Delivery: No Special Bid required to get pricing IBM SSR provides the labor Does not require machine configuration detail to price No special SOW. Can be added to existing CHIS contract Early removal from contract when removed from use Currently includes: selected Models of EMC, HP, and Dell (more to come) 4 4

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