Fujitsu On-demand, PPU and SaaS offerings

Our Market is Changing

“The industry is getting closer to the point when cloud deployments will account for the majority of spending on IT infrastructure, which will be a major milestone embracing the benefits of service-centric IT.”

Natalya Yezkhova, Research Director, IDC

Service providers are changing with the Market

Service Providers

Owns and Builds Stacks
Prefers to do it all in-house
Focused on internal enterprise
Differentiates on technical & Platform ability

Service Integrator

Buys and integrates solutions
Decides where they will focus
Focused on partnerships to deliver customer outcome
Mix of technical and business competence

Fujitsu Helps on this Journey

We De-Risk With Excellent:

Infrastructure
Software
Services

Plus innovative cloud-like sourcing models

We co-create with:

Ecosystem of partners to drive micro-alliances to thrive in the “frenemy economy”
Superior design
Collaborative approach

De-Risking the Journey

Capacity Risk

Capacity Risk through market swings/customer consumption

Lock-in Risk

Lock-in Risk because technology changes

Cost Risk

Cost Risk through change in of competitive landscapes

Downtime Risk

Downtime Risk planned/un-planned leading to service failure and customer penalties

Slow & costly Migration

Slow & costly Migration through costly overlaps and skill shortage

Slow time to bill

Slow time to bill through high complex integrations and IT Silos

Our Ecosystem Approach and Offerings

Connect & Create Markets

Cross Industry/ Cross Border
Covering full Value Chain
Complementary / “Frenemy” Approach
Facilitating direct co-operation

Offerings

Fujitsu Nutanix-aaS
Fujitsu Bare Metal-aaS / X-aaS
uSCALE Consumption (PPU)
Storage – aaS

Requirements

Public cloud not meeting all business requirements (Performance, Costs, Control, Compliance)

Constraints

Capacity constraints inhibiting growth or putting projects at risk (datacentre or infrastructure)

Infrastructure Costs

New infrastructure takes too long to deploy

Infrastructure Operations

Need to move to OpEx model and better align infrastructure costs with computing requirements

Scalability

Need to simplify infrastructure operations to become more scalable and cost effective

What We’re Hearing

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1.

CapEx or Lease finance

2.

NX-aaS & X-aaS

3.

uScale PPU

	CapEx	NX-aaS & X-aaS	Fujitsu uScale PPU
Location of equipment:	On-Premise	Co-Located	On-Premise
Lease backed? (eg. on/off balance sheet)	Yes- On Balance Sheet	No- delivered as-a-service	No- delivered as-a-service
Consumption flexibility:	None	Medium	Full
Sales recognition	100% Up-Front	100% Up-Front	Monthly
Sales Complexity	Simple	Simple	Medium

Nutanix & Bare Metal aaS from Fujitsu

Nutanix-aaS from Fujitsu

Choose Bare Metal configurations
Choose your datacentre
Sell full appliance
Recognise the sale of the Nutanix appliance in full
Controlled & Predictable Costs

Bare Metal–aaS from Fujitsu

Choose Bare Metal configurations
Choose your datacentre
Sell full appliance
Recognise the sale of the Nutanix appliance in full
Fast Ramp-up and expansion

uScale PPU

Enterprise Infrastructure on a flexible consumption basis

What is it?

Dedicated, private infrastructure on-demand
No minimum commits or fixed minimum fees
Forecast based (jointly agreed)
Flex Up & Down throughout the term
Benefit from buffer capacity on-demand
Available across the Enterprise portfolio
No credit issues, it’s a Service agreement not Finance

How it Works?

Determine the configuration(s) – standard process
Agree Forecast usage (initial size, growth over term)
Per Unit Per Month price calculated
Discounts applied the more you use
Additional capacity supplied as required
Usage reported automatically or as a declaration

Utilisation based Discount	Discount
Band A – 65% utilisation	4.0%
Band B – 70% utilisation	7.0%
Band C – 75% utilisation	11.0%
Band D – 80% utilisation	16.0%
Band E – 85% utilisation	21.0%
Band F – 90% utilisation	26.0%