CA/HCL Making Money on the
Mainframe
Dave Carlson, Atul Sahni
April 13, 2011
Agenda
— Making Money through Mainframe Software Replacements
— CA/HCL Mainframe Solution Offerings
— Set Action Steps and Closing
Partner Teams
CA/HCL Mainframe Sales Support Team
Our Charter:
1. Drive HCL Mainframe Outsourcing Opportunities
2. Drive Mainframe Solution Offerings at existing customers
3. Drive Mainframe Competitive Replacement revenues at existing
customers
4. Connect HCL Account Teams with CA Account Teams to drive revenue
Title
Account
Executive
Location
New York,
New York
Joan Smith
Enterprise
Strategist
Herndon,
Virginia
[email protected]
703 725
9573
US
Ken
Hirabayashi
Enterprise
Architect
Los
Angeles,
CA
[email protected]
562 713
4257
Europe,
Emerging
Ram
Varadarajan
VP, Sales
Bangalore,
[email protected]
India
91 98
4538
0911
Europe,
Emerging
David
Carlson
Enterprise
Strategist
Bangalore,
India
91 98
8082
2441
3
Market
Contact
US
Atul Sahni
US
email
[email protected]
[email protected]
Phone
646 251
5895
Value of Mainframe Competitive Replacement
— Client
− Drive annual software savings
— HCL
− Build competitive advantage in the Mainframe Outsourcing Practice by controlling Software Assets
costs
— CA
− Drive software revenue
Mainframe Pressures for Client
— Lack of new budgets for Mainframe
— Software license pressures
— Sustainability of this Mission Critical Environment
− 70% of business transactions still touch Mainframe
Value of Competitive Replacement for Client
— Free up $ Millions to fund other projects
− Limited conversion risk
− CA offers proven conversion practice to be funded from 20% of Run Rate
— Free training during conversion for Sys Progs and Operators
— Simplify administration through vendor reduction
− Improved integration of solutions from single vendor
Win for HCL
Win for CA
— Challenging the largest players on Major Market — Significant License Revenue
Outsourcing Deals
— Increased stickiness of existing base
— Create competitive advantage in Asset Based
Deals
— Grow footprint at client site
Why HCL and CA?
— HCL is a pure Services Provider
− Manage software assets costs
— CA is a pure Software Provider
− Grow software footprint
CA/HCL Today
— Drive Revenues through HCL
− On-Shore and Off-Shore Technical and Sales Teams
— Current Joint Ventures
− Application Group
• Trialing Mainframe Storage Solution Offerings
− Mainframe Infrastructure Group
• Driving Multi-Million Dollar Competitive Replacement/Outsourcing
− Solutions Practice
• Clarity PPM
Mainframe Opportunities
Why choose CA Technologies as a partner?
— CA Technologies is the world’s leading independent IT management software company
— FY 2009 revenue of $4.5 billion
— 1,350 Software Solutions
— 13,700+ employees in 45+ countries
— 600 patents, 1,900+ pending worldwide
— CA serves 99% of the Fortune® 1000
11
HCL on the Mainframe
— Trusted advisor in 250 Mainframe sites
— Deep knowledge of Application Development area
— Natural choice for management of infrastructure
Function
CA
IBM
Security Management
CA-Top Secret,
CA-ACF2
RACF
Security Compliance
CA-MF
Compliance Mngr.
Performance
Management
BMC
Compu
-ware
ASG
The
CA-Sysview/
Insight for DB2
Omegamon
CA-Tritune
IBM
Automation
CA-OPS MVS
SA/AF Operator
Control O
Batch Scheduling
CA-7, Jobtrac,
ESP
TWS
Control M
Zeke
Tape Management
CA-1
RMM
Control T
Zara
Application Performance
Storage Management
CA-Vantage
Virtual Tape
CA-VTAPE
Storage Allocation
CA-Allocate
Output Management
Print Management
CA-View/Deliver
Mainview
TMON
Tool
Comparison
Key
Best Tool
2 Best Tools
Most Popular
Mainview
SRM
VTS
Stop X37
IBM
Mobius
CA-Spool
LRS/VPS
IBM Testing Tools
CA-Endevor,
Librarian/Panvalet
IBM Change
Management
DB2 Tools
CA-DB2 Tools
IBM DB2 Tools
BMC DB2
Tools
IMS Tools
CA IMS Tools
IBM IMS Tools
BMC IMS
Tools
Network Management
CA-Netmaster
Netview
Session Management
CA-TPX
Supersession
MF Linux Management
CA-VM Manager
VM Tools
Application Change Mgt.
Contenders &
Pretenders!
Strobe
CA-Intertest,
Symdump,
Filemaster
Testing and Debugging
Other
Expeditor
Adendaid,
Fileaid
Serena
Changeman
Function
CA
IBM
Security Management
CA-Top Secret,
CA-ACF2
RACF
Security Compliance
CA-MF
Compliance Mngr.
Performance
Management
CA-Sysview/
Insight for DB2
Omegamon
CA-Tritune
IBM
Automation
CA-OPS MVS
SA/AF Operator
Batch Scheduling
CA-7, Jobtrac,
ESP
TWS
Tape Management
CA-1
RMM
Application Performance
Storage Management
CA-Vantage
Virtual Tape
CA-VTAPE
Storage Allocation
CA-Allocate
Output Management
Print Management
CA-View/Deliver
VTS
IBM
CA-Spool
CA-Intertest,
Symdump,
Filemaster
IBM Testing Tools
CA-Endevor,
Librarian/Panvalet
IBM Change
Management
DB2 Tools
CA-DB2 Tools
IBM DB2 Tools
IMS Tools
CA IMS Tools
IBM IMS Tools
Network Management
CA-Netmaster
Netview
Session Management
CA-TPX
Supersession
MF Linux Management
CA-VM Manager
VM Tools
Testing and Debugging
Application Change Mgt.
The
Consolidators
Tool
Comparison
Key
Best Tool
2 Best Tools
Most Popular
Function
CA
Security Management
CA-Top Secret, CA-ACF2
Security Compliance
CA-MF Compliance Mngr.
Performance Management
Application Performance
Automation
The Consolidation Choice
CA-Sysview/ Insight for
DB2
CA-Tritune
CA-OPS MVS
— Cover every key functional area
— #1 or #2 in all key functional areas
Batch Scheduling
CA-7, Jobtrac, ESP
Tape Management
CA-1
— Mainframe Software Manager
Storage Management
CA-Vantage
− Simplify administration
Virtual Tape
CA-VTAPE
Storage Allocation
CA-Allocate
Output Management
Print Management
— Implemented by Top Global Service Provider
CA-View/Deliver
CA-Spool
Testing and Debugging
CA-Intertest, Symdump,
Filemaster
Application Change Mgt.
CA-Endevor,
Librarian/Panvalet
DB2 Tools
CA-DB2 Tools
IMS Tools
CA IMS Tools
Network Management
CA-Netmaster
Session Management
CA-TPX
MF Linux Management
CA-VM Manager
Tool
Comparison
Key
Best Tool
2 Best Tools
Most Popular
Reduce my Mainframe Annual Run Rate!
Assumptions: Annual Run Rate of Competitive Products=$1,000,000
Year 1
Before Consolidation $1,000,000
After Consolidation
$700,000
Year 2
$1,000,000
$700,000
Year 3
Total
$1,000,000 $3,000,000
$700,000 $2,100,000
Savings
Savings %
Service Dollars Created
Client Saves
HCL Services Created
$900,000
30%
$600,000 20% of Before
$900,000
$600,000
Proposal Conditions
*All proposals are conditional on a full assessment of the current environment
*If CA or HCL considers the competitor’s existing run rate too low to warrant a
conversion, this proposal can no longer be considered valid.
*Our ability to provide significant savings will be contingent on seeing the
competitor’s actual pricing on a line item basis
Next Step
— Determine if client is interested in the value of consolidation
— Determine renewal dates/run rate of existing products
— Jointly develop proposal
− Software Footprint Document
− Assess current use of tools
− Jointly propose an implemented solution
Mainframe Solution Offerings
1) ADSM(Application Development Support and Maintenance)
— Offering Value
− Reduce costs, reduce abends, reduce maintenance backlog
— CA Offering Ideas
− Testing services in the Cloud
• Interest, Filemaster, Symdump
− Code Performance Enhancement
• Tritune
− Cross Platform Application Code Migration
• Endevor/Harvest
19
2) MAMS(Migration and Application Management Support)
— Offering Value
− Migrate languages, DBs , Platforms, Reengineer to save money, simplify support and improve
capabilities
— CA Offering Ideas
− ?? to Easytrieve Migration
• Easytrieve
− Model based code Migration
• CA-Gen
20
3) RAMS(Rehosting and Application Management Support)
— Offering Value
− Migrate to SOA, Web Enable, J2EE
— CA Offering Ideas
− Model based development
• CA-Gen
21
4) Modernization
— Offering Value
− Improve integration with other apps, build reusable components, web-enable
— CA Offering Ideas
− Model Based development
• CA-Gen
22
5) Performance Management
— Offering Value
− Improve response time, reduce bottlenecks, shrink batch window, optimize SQL(typically reviewing
SMF, RMF)bv
— CA Offering Ideas
− Code Performance Improvement
• CA-Tritune
− DB2 Performance Improvement
• CA-Detector, CA-Subsystem Analyzer
− Cross Platform Application Performance Monitoring
• CA-Wily
23
Other Offering Ideas
— Security Compliance Management
− CA-Compliance Manager for z/OS
— Security Cleanup
− CA-Cleanup for RACF, ACF2, Top Secret
— Software Based Virtual Tape
− CA-Vtape
24
Q&A
Descargar

Slide 1