Profiles in Partner Success, APJ Edition

17 Pages·2017·4.69 MB·English

PROFILES IN PARTNER SUCCESS | JANUARY 2017
CA Unified Infrastructure
Management
Profiles in Partner Success, APJ Edition
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Table of Contents
Executive Summary 3
Introduction: Service Providers Scale Services,
Revenues and Profits with CA UIM 3
CA UIM Powers Premium Hybrid Cloud
Managed Services at Bespin Global 5
Fujitsu Singapore Leverages CA UIM to Deliver
Enterprise-Grade Monitoring Services 10
CA UIM Supports High-Performing Cloud Builder
and Broker Services at Net One Systems 13
Conclusion 17
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Executive Summary
Across the Asia Pacific region and around the world, service providers are more successful because
they’ve implemented CA Unified Infrastructure Management (CA UIM). In this paper, we invite you to
meet some of the providers in Asia Pacific that are profiting from CA UIM. Hear from the firms’
executives and find out why they chose CA UIM—and why they’d do it again.
Introduction: Service Providers Scale Services,
Revenues and Profits with CA UIM
The savvy service provider leader understands that things like meeting service level commitments, delivering innovative new
services, maximising operational efficiency and increasing business agility aren’t just nice to have, they’re critical ingredients for
revenue growth and business success in the application economy. Many of the most successful service providers have chosen
CA UIM because it’s a monitoring platform that works to their advantage as they seek to deliver more services and value, and
expand revenues and profits. Service providers choose CA UIM because it helps them:
• Expand their service catalogue. CA UIM represents a single, unified solution and architecture that can power an extensive set
of monitoring services. CA UIM supports more than 140 technologies and environments, including physical and virtual servers,
networks, storage, databases, applications, user experience, public and private clouds, big data environments, mainframes and
power and cooling infrastructure.
• Scale operations and revenues. CA UIM features an efficient, multitenant architecture that has been proven to scale to support
global deployments and hundreds of thousands of devices with a single instance. It’s a solution that enables service providers
to support more users, devices, transactions, environments and customers.
• Delight customers. Service providers leverage CA UIM to gain a unified view of their clients’ environments, so they can manage
service levels proactively, spot and pre-empt issues and speed repair. Further, they can deliver the sophisticated reporting,
dashboards and portals that provide more value and build more trust with customers.
Figure A
CA UIM delivers
powerful benefits to
service providers.
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• Speed innovation. For today’s enterprise decision makers, speed of adoption is a key factor leading customers to work
with external service providers. However, to accelerate their customers’ businesses, service providers have to speed
their own operations. CA UIM provides the efficiency, sophistication and flexibility that enable service providers to grow
more agile and responsive to dynamic customer requirements.
• Differentiate offerings. For many service provider businesses, competition continues to get more intense, and many
traditional offerings are becoming commoditised. With CA UIM, organisations can deliver compelling, high-value
managed services that help establish differentiation in increasingly crowded markets.
• Enhance margins. With CA UIM, service providers can standardise on an easy-to-use platform that offers
comprehensive coverage. By reducing the cost and complexity of managing multiple point tools, service providers can
boost staff efficiency and improve margins.
On top of all this, CA UIM is backed by CA Technologies, a vendor with a pervasive presence across service provider
markets. CA has a proven track record of truly partnering with its service provider customers, offering not only category-
leading solutions but the enablement resources, flexible pricing, consulting and support that they need to gain
maximum value from their investments and optimal market traction for their CA-powered services.
Many reasons. Many benefits. One solution.
Browse the following pages to see why leading service providers have adopted CA UIM and how they benefitted as a
result. This document features profiles on the following organisations:
Bespin Global. Bespin Global was founded with a strong focus on helping customers
maximise the returns on their cloud investments. The company provides complete
services, from initial solution selection and architecture to ongoing maintenance
and support.
Fujitsu Asia. Building on four decades of experience in the region, Fujitsu Asia delivers
comprehensive, IT-based business solutions that deliver tangible business value and
enable customers to meet the challenges of the new global economy.
Net One Systems. Net One Systems is a recognised leader in helping customers leverage
information and communications technologies, with extensive expertise in network
integration. The company provides differentiated cloud builder and broker services that
help customers successfully integrate and leverage their cloud investments.
In addition, be sure to review our earlier spotlight papers, which feature profiles of service providers from America
and EMEA.
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CA UIM Powers Premium Hybrid Cloud
Managed Services at Bespin Global
COMPANY PROFILE
Bespin Global helps customers most fully capitalise on the flexibility and
scalability of the cloud. The company provides a comprehensive range of
services, assisting with implementation, management, security and support.
Bespin Global was founded by Hostway, an enterprise hosting provider that’s
been in business since 1998.
CONTACT FAST FACTS
Website: www.bespinglobal.com Company Size: 170 employees
Phone: + 82-2-1600-0511 Founded: 2015
Email: [email protected] Location: Gyeonggi-do, Korea
LinkedIn CA UIM Customer Since: 2015
TOP AWARDS AND NEWS
• Bespin Global Receives Rising Star Award from AWS
Q&A with ... What value-added managed services does Bespin Global offer?
Bespin Global provides a complete range of services with a common goal: helping
customers be successful in the cloud. We are focused on delivering expert managed
cloud services to customers in Korea and China. Any business executives that are
thinking about making the move to the cloud—and that’s pretty much everybody
these days—we’re the ones they can call.
We’re big believers in the cloud’s potential, but we’re also very clear that success in
the cloud is anything but assured. We’re committed to delivering the complete set
of services that customers need—before, during and after the move to the cloud.
It is through our comprehensive service offerings that we can help our customers
maximise their chances of success in the cloud, both upfront and over the long
term. We deliver the complete stack of managed services, so we can help clients
take full advantage of all the good stuff the cloud has to offer. Through our services,
John HanJoo Lee, CEO and we can give our customers peace of mind and maximum return on their
Cofounder, Bespin Global cloud investment.
Our services fall into three categories. First, we have consulting services. For many
clients in Korea and China, the cloud represents a new approach, and they’re
looking for help to get started. Through our consulting services, we’ll assess the
client’s environment and business objectives. We’ll also look at how to budget and
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how to comply with government regulations and security log analysis and more. Because we offer a wide range of
policies. We’ll then architect an approach that will help the services, we didn’t want to provide a number of distinct tools
organisation take maximum advantage of the cloud, including and logins that customers would have to use to engage with
determining which type of cloud service or mix of services to our services. With the Bespin Service Platform, customers can
employ. For example, we have a client, a big consumer use a single, cloud-based platform to access all
products company, that wants to build their own, very large- these capabilities.
scale private cloud. We’re helping them strategise and
Bespin Global had its beginnings within Hostway. Hostway has
determine the optimal approach to make this happen.
been in the managed hosting space since 1998, and is
The second group of offerings is focused on implementation operating data centres in 11 countries today. In recent years,
and migration. We have architects and advanced engineers we were seeing that clients wanted to use not only data
that work with the client’s team to make sure the architecture centres, but also hyper-scale cloud environments, so we started
and core requirements are all defined optimally, and then we’ll up a cloud management services division. That division started
handle the actual deployment. We help enterprise clients move growing very rapidly. Ultimately, we decided to spin the
workloads to private clouds or public cloud services, including division off, so we could give the business the focus and
those from Amazon Web Services (AWS) and Microsoft® Azure®. resources it needed. That’s how Bespin Global came to be.
Whether customers are moving workloads from a legacy Why did Bespin Global choose CA UIM?
environment to a cloud service, or from one cloud service to
Bespin Global has sought to deliver an advanced level of
another, we have migration experts who are deployed to help.
services to seize market opportunities amid growing interest in
For example, we helped a client move from an internally
the cloud. Basically, our managed services don’t presuppose a
sourced data centre in Korea to a hybrid environment
single cloud vendor or a single physical server environment.
composed of both a physical data centre and a public cloud
Customer environments can be physical servers in Hostway’s
based in China. We handled migration of database platforms,
data centre, servers in in-house server rooms, on-premises
and were responsible for making sure that all front-end
virtual clouds, public cloud services—and a mix of any and all
applications were effectively aligned with the new
these approaches. To support this diverse range of
back-end infrastructure.
environments, high-quality unified management solutions with
The third set of offerings is in management. It’s not like comprehensive monitoring are absolutely required.
customers can plug in a cloud service and forget it. These
After operating a hosting business for the past 18 years, we
services have to be continually tracked, managed and tuned to
knew that we absolutely needed a unified tool to monitor
ensure customers are gaining the best performance and value.
physical legacy environments and new cloud environments. It’s
Our customers trust us to keep an eye on their services and
not just about monitoring servers anymore. Everyone
make sure they’re performing optimally. Once a new solution
understands that’s foundational. But, with today’s complex
has been implemented, we’ll help ensure deployments are
cloud and hybrid IT environments, a higher level of IT
optimised and stay that way. We have tuning experts that can
monitoring and management is required.
help make sure that any new services or capabilities that get
rolled into production don’t introduce any performance issues. We chose CA UIM because it offered a single architecture that
We help with day-to-day operations, offering 24/7/365 supports not only on-premises infrastructures and private
monitoring and proactive management. cloud environments, but also a wide range of public clouds,
such as AWS and Microsoft Azure. CA UIM probes can be
Our Bespin Service Platform is the heart of our managed
deployed across these disparate environments, while giving us
service offerings. The Bespin Service Platform is a software-as-
an integrated view, which is very important. This unified
a-service (SaaS) solution that offers customers access to
coverage enables us to deliver a common data set for our
infrastructure monitoring, application performance monitoring,
clients, which is essential for effective infrastructure and
service desk and workflow management, asset management,
application management.
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With CA UIM, we can unite management of cloud workloads In order for developers, migration project managers, operators
with customers’ on-premises workloads. As a result, when and others to be able to solve problems, they need to have a
customers make the decision to move a percentage of their IT premium monitoring platform that provides a common,
workloads into the cloud, they don’t lose a holistic perspective. accurate data set that everybody trusts. Otherwise, you can’t
With this perspective, they can make the most-informed respond rapidly when issues arise. That’s why an integrated
decisions in terms of where and when to migrate workloads. monitoring approach is so important. Our focus is on getting all
our operators to get along, sit at the same table and work
CA UIM provides deeper insights across the entire IT ecosystem
together, because they’re working with same set of data. With
with its broad monitoring coverage of heterogeneous
CA UIM, that’s exactly what we can do.
environments. The solution’s automated alerting identifies and
addresses potential threats in critical applications and services, As an infrastructure operator, we know things will go down.
leading to lower costs and better IT and business results. In With CA UIM, when there are problems, everybody gets
addition, it provides fewer false positives, automated together, accesses real-time data, makes decisions and takes
installation and expanded management capabilities. These the actions needed to get things back on track. For us, CA UIM
capabilities provide a huge advantage to a company like ours, is the perfect tool.
which has to operate large-scale, advanced infrastructures.
In order to be an effective MSP, we needed a tool that could
Therefore, we believed that CA UIM would be the best solution
monitor physical legacy environments as well as new cloud
for our business.
and virtualised environments. CA UIM probes are deployed in
We also chose CA UIM because we knew that it was part of a different data centres and cloud services, while enabling us to
full suite of solutions that CA offered. We knew the company establish an aggregated, integrated view of these disparate
also had solutions for application performance management, environments.
DevOps, mobile application monitoring and more. We may not
The solution’s flexible integration and open APIs were also vital
use every single offering, but the breadth of this portfolio gives
in supporting the integration into our Bespin Service Platform,
us tremendous flexibility when we talk to customers. For
which our customers are constantly accessing. CA UIM is the
example, the Bespin Service Platform features an application
heart of this platform. Customers get real-time statistics
performance management module that is powered by
coming from their infrastructure and drill into all the metrics
CA Application Performance Management. Through this
that CA UIM is gathering. Ultimately, with CA UIM, different
offering, we can give customers even deeper visibility into
teams and stakeholders within our client environments can
application responsiveness and throughput.
gain access to the same data, in real time, which is fantastic.
While there are less-expensive solutions out there, CA UIM
CA UIM’s integrated dashboards support not only engineers but
helped us go beyond infrastructure monitoring and start
financial staff and C-level executives, who now have easy
supporting customers in managing their entire digital footprint.
access to monitoring information in real time, which helps
We want to be an MSP that supports digital transformation,
them understand the status of the IT infrastructure and
and CA is helping us achieve our vision.
conduct business in a more predictable fashion. By providing
How is Bespin Global using CA UIM? an accurate, common data set, CA UIM delivers more-effective
intelligence that can help staff from many different areas
We view monitoring as a science, not something you can do
within the client organisation; and it enables us to deliver more
haphazardly. If IT infrastructure monitoring is done
value through our managed services.
haphazardly, with a disjointed collection of tools, people will
have a hard time understanding what the metrics are saying, We also use CA UIM to support the asset management module
and that’s when problems start. That’s when you run the risk of in our Bespin Service Platform. In the cloud, many asset
having operators battling, pointing fingers at each other when management systems don’t work; they aren’t well equipped to
issues arise. We didn’t want that. make the move from the physical to the virtual paradigm.
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“ With this usage However, each one of the virtual machines and instances running are important
assets that need to be tracked and managed. By using CA UIM probes, we can get
visibility, we can
an accurate, real-time picture of all cloud assets.
help our clients
Finally, CA UIM is also integral in supporting the platform’s log analysis module.
ensure they’re being This represents an integral part of the Bespin Service Platform. Once you have an
environment in production, it’s vital to analyse the logs being generated, and
billed accurately,
ultimately deliver the insights gathered back to the people within the
organisation that can make the company’s products or services better—so
and we can help
revenues grow. CA UIM is integral in our ability to deliver these insights. This log
them more analysis capability is vital in helping us establish a common data set that
benefits teams from across the clients’ organisation and our business.
intelligently
What have you been able to do with CA UIM that you couldn’t do before?
optimise their cloud
With our prior tool, we couldn’t monitor virtualised or cloud environments. This
investments.”
was the first challenge CA UIM helped us address. For example, the solution
helped us easily address the challenge of managing Amazon Virtual Private
Clouds in AWS environments.
With CA UIM, we can track our clients’ cloud usage, which is vital. With this usage
visibility, we can help our clients ensure they’re being billed accurately, and we
can help them more intelligently optimise their cloud investments, so they’re
precisely aligned with their evolving workload requirements. As a result, we can
help ensure customers don’t incur unnecessary costs and only pay for what
they use.
Further, CA UIM provides much more opportunities for customisation than our
prior tool, and the solution’s flexibility will be key in supporting our business
moving forward. Over the next year, we expect to develop custom probes for
some highly specialised customer environments, and the solution’s open APIs
and flexible configuration will be instrumental in supporting these efforts.
What ROI did Bespin Global realise from its CA UIM investment?
Investing in CA UIM has produced real results for our customers and our business.
CA UIM represents a single solution that offers unified management without the
need to deploy separate solutions for infrastructures and applications. As a result,
the solution helps us reduce management workload. CA UIM collects and delivers
data necessary for infrastructure management in real time, helping improve the
level of our managed services. CA UIM has helped us improve the quality of our
managed services and we continue to receive increasingly positive feedback from
our customers.
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“ Customers that are Customers have to pay extra for our monitoring services. When customers ask why
they should incur the added cost, our answer is simple: Because it will help you
using our CA UIM-
improve service levels and save you money. When customers work with
powered services CA UIM, they see first hand that the solution enables them to get better service
levels than they can with other monitoring tools.
are generating 50
In today’s hyper-competitive business environments, every little thing matters,
percent more
and big problems can have major ramifications. Our customers’ marketing
departments can run programs and bring 100,000 users to an e-commerce
revenue growth for
environment in a day. If 20,000 users have a poor experience because something
our business.” in the back-end infrastructure is hanging, that can mean not only 20,000 lost
sales, but 20,000 people that will say bad things about the company.
Ultimately, it comes down to the reason for monitoring. Are you doing it so you
don’t get yelled at, or are you looking to ensure you’re delivering an optimised user
experience? If customers are serious about delivering rewarding customer
experiences, they’re open to making the necessary investments in the back end;
they know it will pay off.
While not all our customers employ monitoring services, those that do all see the
significant value. Further, their use of our services grows, because they see their
businesses grow. In fact, on average, customers that are using our CA UIM-
powered services are generating 50-percent more revenue growth for our business.
CA UIM is also assisting us in our sales efforts. Monitoring is the heart of our
offerings, and CA UIM is the heart of our monitoring. When we sell our services, we
can feature our CA UIM-powered dashboards and demonstrate the comprehensive,
unified coverage we can deliver. These dashboards help customers see we really
know what we’re doing and the value we can provide.
Having been in this business for almost two decades, I’ve seen all kinds of tools at
all kinds of price points. While CA UIM isn’t the least expensive, we view it as a
foundational tool. By investing in a premium solution, we get premium results—
and so do our customers. For our business, that means improved service levels and
more value gets delivered to customers. For our customers, that means better
service levels and better return on their investments.
Given the clear benefits of CA UIM, Bespin Global is expanding the solution’s
coverage to support customers using overseas cloud services and other external
services, such as online backup. We are also continuously pursuing service
enhancements by providing more metrics to customers and operators.
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Fujitsu Singapore Leverages CA UIM to Deliver
Enterprise-Grade Monitoring Services
COMPANY PROFILE
Building on Fujitsu’s four decades of experience in the region and with a pool of
highly skilled engineering talent, Fujitsu Asia is dedicated to providing
comprehensive, integrated IT-based business solutions that deliver tangible
business value and enable customers to meet the challenges of the new
global economy.
CONTACT
FAST FACTS
Website: www.fujitsu.com/sg/
Phone: + 65 6512-7555 Company Size: >500 employees
Email: [email protected] Founded: 1973
LinkedIn Location: Singapore
CA UIM Customer Since: 2011
TOP AWARDS AND NEWS
• Fujitsu Again Recognised as a Leader in 2015 Magic Quadrant for Data
Centre Outsourcing and Infrastructure Utility Services, Asia/Pacific
Q&A with ...
What value-added managed services does Fujitsu Singapore offer?
Fujitsu Singapore delivers a comprehensive range of outsourced managed services
to customers. We offer infrastructure-focused managed services as well as end-to-
end, strategic IT services. Our managed services feature four key groups of
offerings: cloud services, managed security services, end user services and data
centre services. Many of our customers look to us to help guide the formulation of
their technology strategies and approaches, so, on top of all our managed service
offerings, we also offer extensive consulting services.
For our customers, we manage workplace and data centre environments and we
provide complete hosting services. We have three data centres in Singapore. Within
our cloud services, we offer both local and global cloud platforms.
Today, cyber security is a key concern for many executives. Our customers rely on
our managed security services to help them comply with local regulations, national
David Chee, Country Head for
rules and industry standards. For example, we help our financial services clients
Managed Services,
comply with the Payment Card Industry Data Security Standard (PCI DSS). Through
Fujitsu Singapore
our security operations centre, we provide anti-virus, next-generation firewalls and
protections against advanced persistent threat (APT) attacks.