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Increasing detail
– Executive summary – Offering review – Offering review – Offering and technology
– Market opportunity – Sales approach and – Functional architecture recap
– Offering overview guidelines overview – Develop solution strategy
– Buying factors and – Sales use cases and – Delivery model and work – Solution design scenarios
competitiveness references placement – Solution cost and price
– Who needs this solution – Pricing and costing – Key takeaways, contacts, approach and
– Initial client conversation strategy and resources methodology
– Key takeaways, – Contract and billing – Deal solution walk-
contacts, and resources information through and tool usage
– Key takeaways contacts, – Key takeaways, contacts,
and resources and resources
Offers in-depth physical and virtual server support; 71,000+ ITO professionals with 38
Expertise service desks for some of the largest enterprise and governments, including 4,000+
Midrange professionals
Trusted experts Supports Windows, RHEL, HPUX, AIX,OEL, SUSE, CentOS OSs, and 24x7 operations
Business need:
Improve speed to market, enable business growth,
and reduce enterprise costs
Americas Outcomes:
Grocery • Incorporate 56 new supermarkets in just 102 days
Chain • Driven down the IT costs per store by 63% over the life
of the contract
• Virtualized servers and storage to provide more capacity
while reducing IT footprint
Options Choices
Security level Industry certifications and reports: HIPAA, SOX, PCI, SOC 1, SOC 2, IL3, FedRAMP
Server types Virtual Machines and Physical Servers (x86 and non-86 infrastructure)
Virtualization VMware
Middleware services Managed Apache, WebSphere, JBOSS servers and Tomcat App server, MS IIS, …
*Ffull list of supported OS types and versions here under midrange section: POR/POI
Use Case Key Business Objectives Why IaaS & Hosting Solutions? Solution Recommendation Integration Red Flags Client Examples
Cost Take Out • Increase virtualization ratio • Utilization of standard tools and • Advisory services • Solution to: Ahold, Alcatel-Lucent,
• Consolidate legacy environments processes • Managed Midrange services CSC -> Legacy CSC midrange Aviva UK
• Eliminate EOL devices which drive • Moving to standardized ES -> Legacy ES Traditional
higher support costs environment hosting
• Maximize productivity via • Effectiveness in consolidation of till offering and delivery merge into
automation legacy environments while one
• Eliminate cost of outages and increasing virtualization ratio • Systems in excess of 20 years
service failures • Utilization of GDN to provide old or proprietary systems
system management based on ITIL
Improve Quality • Automated updates and patches • Midrange solutions provide up to • Advisory services • Systems in excess of 20 years SKF
for all managed hosting date software • Managed Midrange services old or proprietary systems Procter&Gamble
environment • Regular patching and updates
• Minimize service interruptions due • Reduce vulnerability
to security vulnerabilities
Dedicated infrastructure • Workload cannot be hosted on • Midrange offers dedicated hosting • Advisory services • Must consider standard HW SKF
shared environment without limitations of shared • Managed Midrange services vendors, deviation from Procter&Gamble
• Compute intensive workload environment standard partners causes
• Application special requirement • Dedicated HW can be optimized additional effort and time to
for any performance demands beimplemented
On-premise hosting • Workloads needs to be hosted on- • Midrange services can be hosted • Advisory services • Verify if Client’s on-premise SKF
premise (Client DCs, remote sites) and managed in any DCs or • Managed Midrange services locations support Procter&Gamble
remote sites requested/offered SLAs
• For DXC DCs must follow the
standard workload placement
request for DC acceptance
Flexibility • Workloads require more flexibility • Flexible enough to provide certain • Advisory service • Deviate from standard HW SKF
on more complex environment level of customization on HW or • Managed Midrange services catalogue and partner causes Procter&Gamble
• Certain level of customization SW to meet customer additional effort and time to
required requirements implement
• Systems in excess of 20 years
old or proprietary systems
Minimal transformation • Client workloads will be taken over • Able to takeover current client • Advisory services • Avoid not usingSolutioning
standard tools
Key SKF
Contact
without major transformation environment without transformation • Managed Midrange services and processes Name Leila Kariman
• Small ongoing projects • Only standard tools and processes
Phone +1 613 614 0410
can be applied
email leila.kariman@dxc.com
DXC Proprietary and Confidential August 11, 2019 10
Current supported features
Key Patterns for
Managed Midrange Services
Current OS Version Current Hardware Version Tooling
Advisory and Transformational services Deep advisory with knowledge of legacy and modern IT
• Deep knowledge of IT and ability to deliver • New technology, business/delivery models, reference architectures, and industry
hybrid options and transformation to cloud processes
• Transition and transform my IT environment • Match workloads to the infrastructure delivery with clear outcomes (improve TCO,
• Support for early-adopter capabilities ROI ≤ 12 mo., YOY productivity 2% - 5%, compliance)
Manage, optimize, and improve TCO Services to maximize TCO & ROI, optimize workload, and mitigate risk
• Maximize virtualization, innovation, ROI • Services with ability to expand/contract with workload
• Focus IT resources on strategic business • Manage and reduce TCO for current infrastructure estate
Business
objectives, rather than tactical ones • Support for innovation to maximize ROI while reducing risk
need • Improve service levels through best practices, • Migrate infrastructure/app workloads to new technologies delivery models
standardization and automation • Personnel and locations to transition, transform (virtualize), optimize
Support for open source and hybrid delivery Open source technology support and services delivered from multiple locations
Technical • Experience and services that support a mix of • Windows 2003 – 2012, SUSE & RHEL Linux, UNIX: HPUX, Solaris, AIX
technology options
need • Support legacy and innovative device sets • A single vendor able to integrate server management (infrastructure), platform,
(Cloud, analytics, converged/ appliances) with and application management with OPEX-CAPEX options
hybrid options across delivery models • Choice of delivery locations: the client’s site, providers’ site and/or remote
- Implement a standardized platform to − Server Management Services - High service reliability with a 24 hours a
support both the client’s domestic and − Storage Management Services
day, 365 days a year operation
international business - Reduced 10% of their operational costs
− Managed Services for DXC Virtual Private in two years and 20% in five years
- Continue managing complex open Cloud - Created proactive problem management
systems infrastructure to ensure high − Applications Transformation Services environment, lowering failures and
availability of critical systems system downtime by 82%
Services featured
- Reduce operational costs while ensuring - ITIL-compliant operations framework
− 24x365 Data Center Services for ANA’s
high availability of airline’s vital systems - 99.997% availability for mission-critical
complex open systems infrastructure,
systems
ensuring high availability of critical systems
− Established a team of open systems
operations specialists called the Open
Systems Maintenance Center (OMC)
− Deliver quality and reduce outages
“We’re always looking forward to new ideas from HPE (*now DXC) and with service support like this, our goal should be worldwide-leading operational
quality. We want HPE (*now DXC) at our side as we boldly take on challenges that others couldn’t even consider.”
- Pioneer and dominate a new financial − Server Management Services - Enabled aggressive business
market segment transformation, resulting increase in
− Continuity Services
assets from $600 million to $3 billion
- Ensure that all client data is available in − Enterprise Applications Hosting Services - Reduced risk of business disruption from
real time − Storage Management Services issues affecting DR or production
- Reduce infrastructure costs with hosted Services featured - Improved ability to respond to audit
operations requests successfully with minimal
− Set up plan with optimal terms and
- Eliminate data access delays disruption
conditions, and service levels for various
- Reduce risk, and increase security of - Maintained 100% uptime of core banking
services system since implementation
operating environment − Implementation of a three-layer structure - Automated IT solutions eliminate
- Free internal IT staff time to focus on with steering committee to manage contract hardware constraints to architecture
business innovation and value − Develop an “innovation agenda” to track decisions
- Meet data center standards and quality and innovation - Lowered WAN capital costs around 27%
compliance − Deliver quality and reduce outages - Supported effective management of IT
management and security and software
“Partnering with HPE (*now DXC) extends our technology capabilities. We’re able to better harness technology to drive innovation, and less likely to hit
bumps in our technology roadmap.”
- Improve Defense Force Recruiting − Server Management Services - Improved network performance and
(DFR) efficiency reliability to enable end user productivity
− Applications Development Services
support customers, client
- Achieve reduced recruitment times − Applications Management Services - Improved security and DR to ensure
- Provide online advice on the status of − Continuity Services compliance with defense standards, and
individual applications − Managed Security Services protect against risk of outages or security
- Improve communications with applicants breaches that would threaten critical
− Storage Management Services client relationship and revenue
- Refresh IT environment Services featured - Improved ability to be responsive to client
- Improve information sharing via a − Hosting services, network management and recruitment candidates helps protect
SharePoint solution services, end user computing services, business, reputation, and brand
- Modernize key production environments service desk, and disaster recovery services - Enhanced processes and client’s ability
Protect information and communications to demonstrate global leadership and
- − Move client to the DXC Sydney data center opening doors to new business
technology (ICT) assets at DFR sites − Complete refresh on time and on budget opportunities
from unplanned power disruptions
− Deliver quality and reduce outages
“Partnering with a global IT leader—(*now HPE)—ensures our business transformation will succeed.”
- Palfinger (Austria) faced economic − Server Management Services - Implementation of a new structure, new
downturn in its industry with a massive pricing elements, a new model for
− Storage Management Services
reduction of revenue, and needed to cut financing and maintaining assets, and a
− Managed Desktop Services more flexible change request approach
costs while increasing innovation including immediate cost reductions
− Network Management
- DXC was chosen to develop a solution - Reduction of outsourcing costs, which
− Desktop Outsourcing
that would meet current needs as well enable flexibility to adapt to upturns and
as prepare the company for international Services featured downturns in the economy
expansion − and service levels for various services - Client now on a growth path, and has
− Implementation of a three-layer structure engaged DXC as ITO for several new
with steering committee to manage contract locations Europe-wide
- Near term, potential for management of
− Develop an “innovation agenda” to track
Palfinger IT in non-EMEA countries
quality and innovation
- Reduce total cost of ownership - shows progress - Reduce from 23 data centers to 14
- Standardize on infrastructure and - Standardize operating model – - DR/Continuity
software tools infrastructure, tools, and move to cloud - Ensure physical component redundancy
with automatic failover
- lower costs - Help client evaluate thousands of
- Support Disaster Recovery: RTO = 5
- simplify maintenance applications for migration, transformation, or
days; RPO = 1 day
- Ensure up-to-date technology retirement
- Support 2M+ users; any changes must
- Ensure technology refresh without be invisible
- Flexible, scalable infrastructure to
accommodate 30% future growth interruption to operations or migrations
- Use assessment services to evaluate - DXC managed at client’s facilities
hundreds of applications for migration, Services featured
transformation, and retirement - DXC Helion Managed Private Cloud Service
- Support for disaster recovery and - Workload & Cloud Advisory Services
continuity of operations services
− Deliver quality and reduce outages
- Reduce IT costs - Build a solution that would reduce costs over - Reduce costs by 20 to 30% over a five-
a 5-year period and deliver SLAs of 99.9% year period
- Reduce risk inherent in new services
- Point to savings and results achieved at - Migrate 400 users to SAP S/4 in 2016;
- Gain support and expertise for SAP S/4 add 50 new users annually thereafter
HANA parent, Far East Organization
- Simplify business processes; consolidate
- Become flexible in order to scale up and - Use DXC experts in SAP; leverage our financial applications
down as business demands change strong partnership with SAP - Meet SLAs of 99.9%
- Enterprise-class security, including Services featured - Adopt disaster recovery
protection, integrity, and sovereignty of - DXC Helion Managed Virtual Private Cloud
data running from MPC Data Center, Singapore
- SAP S/4 HANA As-a-Service
- Helion Continuity and Helion Storage
Services
Market Pricing Australia, France, Germany, UK, Netherlands, Brazil, Canada and US Yes Varies across Volume 32-35%
Server management:
Pricing strategy Countries Standard Cost Availability Recommended Margin
Database management, middleware and add-on's for server management and facilities:
• Limited external market pricing available
• 37% minimum acceptable margin
– Storage as a Service uses a standard – Storage as a Service are charged to – Account team is responsible for invoicing
price and cost model globally. The accounts based on published rates the customer.
source for initial pricing is the Storage as minus Overhead and Margin (price /
a Service What We Sell Portal. 1.433) – Storage as a Service Billing report will be
provided monthly to account teams and
– No changes should be made to the – Storage as a Service rates are generally should be used as the basis for
Storage as a Service names, prices, or based on Consumed GBs, unless preparing the client invoice on a monthly
discounts. otherwise noted in the standard pricing basis.
– Changes will affect the Storage as a – Bills are generated monthly and – Billing report contains the majority of
Service billing process and make it represent a point-in-time volume. monthly and one-time charges for
challenging to invoice the client. services and reflects discounts as
entered during onboarding.
Following these guidelines in the pursuit stage will enable accurate client invoicing, reduce customer disputes, and
avoid DXC cash-flow issues
1. Storage as a Service uses a standard price 3. Manual adjustments should not be required if
and cost model globally. using standard pricing.
No changes should be made to the Storage as a 4. Once all charges are identified, follow
Service RU names, prices, or discounts standard invoicing process to charge the
This will affect the Storage as a Service billing customer.
process and make it challenging to invoice the client
2. On a monthly basis, account teams should:
Receive a monthly billing report from an
administrator
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