FUJITSU WORLD TOUR2014

Financing New Technology in Service Contracts. Understanding and Reducing Complexity

Frederik DE BREUCK, Pre-Sales Director Belgium & Luxemburg - FUJITSU

Sylvain DAL VECCHIO, Finance Director Belgium & Luxemburg - FUJITSU

1// From different perspectives to common solutions

2// Solutioning your Worksplaces aaS: Benefits and Practical Case

3// Solutioning your Datacenter aaS: Benefits and Practical Case

4// Solutioning your IT Evolution

5// Conclusion

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Different perspectives – One common solution

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My CIO would like:

To always have up-to-date technology

To be sure I can do the most with my constrained budget

Not to spend my daily life on Infra but on supporting the Business

Multiple sides of the same coin

What if there was an option to match both drivers ?

My CEO is requesting:

To ensure smooth operations, raise end user productivity

To enable our staff to focus on more valuable tasks

To respond quickly and effectively to ever changing business needs

=> Bundling HW, Services and upgrades into a Financed Solution to meet both operational efficiency and financial improvement

My CFO is requesting:

To control the OPEX

To allocate CASH to business and not to utilities

To stabilize forecasts

What’s holding you back?

Meeting the needs of your business can be a fine balance...

Enable flexible working

Deliver standardization

Manage costly legacy

Stay in control

Refresh again and again

Keep data safe

Maximize productivity and satisfaction+

Allow information access everywhere+

Support diverse workforce needs+

Enable innovation+

Embrace IT consumerization & BYOD+

Always future proof and up to date+© FUJITSU 20145

What is happening today in a lot of organisations?

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Internal approvals to buy new HW

Purchase orders to get HWOrder SW licenses

Renewals of SW licenses Out of warranty and order an extension

Install HW OS Imaging

Example my current Workplaces

Roll-out SW

Update and upgrade the legacy Roll-out new application

New employee

Operate the network

Manage compliancy

Manage Incidents

Change Control

Escalations

Maintenance servicesPartner ManagementManage data migration

InventoryProject and RunCMDB

Data cleaning

Manage Crisis

No more time for the strategic planning and business support

Workplace aaS: Operational Solution

Product & Family concept SCL / HCL* Windows image Definition user profile Software packaging Software scripting Client build Client customization Client virtualization

Refurbishment & Re-Marketing Data deletion Disposal Redemption Remarketing

IT Sourcing / Optimization Workplace assessment Infrastructure consulting & design Migration design & implementation

Service Pack / Contract HW / Managed Maintenance IMAC/D services HW/SW break & fix VIP services

DeskView Load Customizing@factory OS distribution Software deployment Virtual client personalization

SW packaging & operation SW & Patch management Driver management User management Asset management Security management Anti virus management

Portal & Basket Hardware configuration Software licenses Financing

Virtual Client Services Classic Client Services Mobile Services Unified Communications & Collaboration Services+ + +

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Virtual Client Services

Classic Client Services

Mobile Services

Unified Communications & Collaboration Services+ + +

Worksplace aaS: Benefits of the Solution

Operational Benefits Financial Benefits End users services are fast, reliable, flexible,

predictable and affordable Keeping pace with new technology, free IT

resources and skills to drive innovation Support for standardizations and best practices Clearly defined and fully measureable SLAs Hybrid delivery model (onsite-onshore-

nearshore-offshore)

Turn CAPEX into OPEX Fix price, per seat, always, everywhere

including in multiple countries No footprint on your Balance sheet Benefit of “Services” for cross border approach.

Impact on importation and VAT Predictable budgetting

Worksplace as a Service: Worksplace acquisition + installation + Management + Retirement + Governance + Assets Management in a SERVICE BUNDLE, for a unique Price Per Seat

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PRACTICAL CASE – WORKPLACE aaS

Customer Situation Financial Benefits Some central SLA for IT Catalogue of HW available to Affiliates Difficult organization of Services / Small sites,

exotic countries Assets Management unclear / No centralization Different levels of IT Several leasing agreements. Sometime on-

balance, sometimes off-balance.

A Central to Central aaS mode for Workplace Encompassing HW, SW, and supporting services

including logistics A Unique point of contact Harmonized SLAs Harmonized installed base Embedded into a Solution mode (No balance

sheet footprint anymore) A unique Price Per Seat, whatever location,

logistics, size of the site, importation rules and local taxes

International Utility Company operating in more than 50 countries

Existing Service Customer

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Cloud building blocks for flexible cloud service provisioning or more agile and efficient data center operations

Server Network Storage

Cloud Infrastructure Management

Physical Servers Virtual Servers

Delivery Options

Design/Deployment/Integration Services

Maintenance Services

Lifecycle Management and Managed Services

Financial Services

Core

bui

ldin

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ocks

Opt

ions

A la carte – bespoke projects

ServerView Resource Orchestrator Cloud EditionVMware vCloud Suite

Reference architectures

Dynamic Infrastructures for VMware vCloud

Integrated Systems

Integrated System Cloud Ready Blocks

My datacenter as a Service: Operational View

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My datacenter as a Service: Financial View

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Customer Situation Financial Benefits End user services, end to end Collaboration & unified communication High compliancy requirements End user assets not included but the

underpinning Datacenter infrastructure needed for the service is

All to be included in the service fee

Same baseline as for Workplace as a Service: (per VM, per Seat, per mailbox, etc)

Most important: no footprint on balance sheet for large CAPEX

Flattening of peaks

International Company operating globally

Existing Service Customer

PRACTICAL CASE – Datacenter aaS

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Tech Refresh for Datacenter and Workplace is a burden

=> Acquisition mode: refreshing before end of amortization = write off

=> Leasing mode: terminating leasing before end of term = payment of remaining monthly terms

But in HaaS mode: Tech refresh becomes an opportunity to allow IT evolution and remain cost-competitive

012345678

Y1 Y2 Y3 Y4

HW ValueService Cost

Tech RefreshFor You: - No fear to remain stuck in your long term aaS contract- As you do not have to bear the service cost increase- You always pay you Datacenter Price Per XX and your

Workplace Price Per Seat. Same price

For Fujitsu:- Interest to help you making your IT evolve

- To help you be up-to-date- To limit service cost

How to ensure my IT evolution ?

Conclusion

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The solution and the Business Case are in your organization “as a Service” impacts your IT strategy “as a Service” impacts your internal governance:

Different type of TCO/ROI Allocation of budgets is shifting

“as a Service” transforms your organisation “as a Service” allows reconciliation of CFOs and CIOs Time to talk to your CFO to create the business case? Solution Design:

Frederik de Breuck frederik.debreuck@ts.fujitsu.com

Financing design: Sylvain dal VecchioSylvain.dalvecchio@ts.fujitsu.com

Thank you for listening