Fujitsu World Tour Belgium Financing new technology in service contracts
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Transcript of Fujitsu World Tour Belgium Financing new technology in service contracts
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
© FUJITSU 20143
Different perspectives – One common solution
© FUJITSU 20144
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?
© FUJITSU 20146
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+ + +
© FUJITSU 20147
© FUJITSU 20148
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
© FUJITSU 20149
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
© FUJITSU 201410
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
g bl
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
© FUJITSU 201413
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 [email protected]
Financing design: Sylvain dal [email protected]
Thank you for listening