HE Futures Technology Event
17th November 2022
Antony Mellor, Sales Director, HE, FE and Public Sector
Antony Mellor, Sales Director, HE, FE and Public Sector
About Stone Group
• Originally founded in 1991 as an Original Equipment Manufacturer, building our own Stone branded Laptops, PCs and Servers for the Education sector
• Stone are the only UK based IT manufacturer with its own in-house recycling facility, ADISA and Government-approved
• 500+ Employees
• Recently became part of the Converge Group
www.stonegroup.co.uk
Fast Facts • £150m OEM Manufacturer & Value-Added Reseller • One of the UK’s fastest-growing VARs & HPs fastest-growing HE partner • OEM system builder – Stone-branded product – 175,000 devices per year • 500-staff single site operation • Customer Service ethos • Market-Leading Value Added Proposition – ‘managed device ‘ – 80% of all shipments to HE • Multi-award winning Reseller, and ITAD provider • Staffordshire Business Of The Year & CRN Best Company To Work For 2021 (£101m-plus) • Strong, robust partnerships with key vendors (e.g. HP, Dynabook, Microsoft, Cisco Meraki) • In-house Support Desks – break-fix, expertise, consultancy • Positioned on most main Edu & Public Sector Frameworks incl NDNA for Higher Education • Y-O-Y growth in HE – revenues have doubled since 2019
Key HE Frameworks • NDNA – National Desktop & Notebook Agreement (2022) - Stone are First-Ranked Supplier on Lot 1 (Desktops) - HP are First-Ranked Supplier on Lot 2 (Notebooks) - Stone are First Ranked Supplier on Lot 3 (One-Stop Shop) partnered with HP & Dynabook - Stone’s aim is to double our current £33m NDNA business • JISC – Network Equipment Framework - Partnered with Cisco • HENSS – Higher Education Networking Supply & Services - 2x Lots – Equipment Only & Projects up to £1m • Link3:IT – Digital Workplace Hardware - Mainly used for non-NDNA device business
Pre-delivery Services overview • Experience of 30 years OEM Manufacturing & attached services • We have mirrored that OEM capability onto our Branded Hardware options (eg HP, Dynabook for HE) • Most value added-services are either FOC or low-cost • All done in-house by our Operations Team • Lean manufacturing processes keep efficiency high, and costs down • Configuration Centre enables us to get ‘inside the box’ and modify/upgrade even Vendor kit • Branded Centre takes care of bespoke Customer Requirements (imaging, SCCM, Autopilot, Etching etc) • Bespoke e-Commerce portals available (self-service, catalogue, agreed products etc) • Full Punch Out capability supporting multiple platforms (currently live on the legacy e -Comm platform, Phase 2 of development of the new e-Comm platform) • Ability to pick up legacy Warranty provision for previously-supplied HP, Dynabook, Acer, Lenovo kiteither supported direct by Stone Engineer, or we’ll ‘front-end’ existing Vendor-direct arrangements
Example services • Imaging – pre-shipment imaging of End User Hardware HDD Imaging services, SCCM Imaging, InTune/Autopilot pre-provisioning • BIOS Configuration, Asset Tagging, Security Etching, Laser Etching Password set, boot order priority, Asset labelling (customer or Stone supplied tags) • Bonded Storage and Call Off FOC Secure, insured, warehousing of customer kit – using our space, not yours – quick call-off process • Gold Stock provision Combat lead-time delays by holding stock on the shelf at Stone (no PO required) • Managed Logistics Own vehicles, bookable slots, fixed days, multi-site drops, trackable delivery to end-users direct is available • Sustainable supply options Re-packaging into multipack cartons (less waste, smaller footprint), collection upon delivery etc – conflict-free packaging solutions
www.stonegroup.co.uk The Stone Pillars NETWORKING INFRASTRUCTURE Server and Storage Solutions Enterprise LAN and Wi Fi COMMUNICATION Connectivity and Telephony SECURITY Enterprise and Physical Security SOFTWARE Collaboration and Productivity AUDIO VISUAL Teaching and meeting spaces Professional and Managed Services
What’s coming next? • New NDNA Framework Continuing to grow our HE business & onboard new Universities through our proposition • Release of Windows 11 and the effect on device estates With W11 & the lack of support for pre-8th Gen devices, some customers have a challenge • Sustainability, green agenda and tackling waste More organisations looking at their own impact upon the environment & supply chains • InTune/Autopilot adoption will increase As customers seek more efficiency, we’re expecting more to take the next step towards automation • New Stone e-Commerce engine Enabling easier transactions, bespoke buying portals, one-stop shop
Sustainability and E - Waste: Our Journey Craig
Campion
IT Asset Disposal – A Global Challenge
• Unwanted or surplus PCs, printers, networking, communications and telecoms equipment plus other electronic devices is collectively known as e - waste.
• In 2019, the Global E - Waste Monitor reported that out of 53.6m metric tonnes of e - waste produced worldwide, 82% of it was sent to landfill, incinerated or illegally traded.
• The world collectively is increasing the total e-waste figure by approximately 4% every single year.
www.stonegroup.co.uk
www.stonegroup.co.uk IT Asset Disposal – UK e - Waste Facts & Value 1.5 tonnes of WATER 21kg of CHEMICALS 240kg of FOSSIL FUELS The production of a single computer and monitor uses at least…
www.stonegroup.co.uk IT Asset Disposal – A National Challenge 23.9kg of e - waste Per Person £370m lost each year in valuable raw materials 500,000 tonnes unaccounted e - waste 31m laptops currently hoarded Global Waste Monitor Report Lancaster University Anthesis Report & Lancaster University Lancaster University
Protect The Planet and… PROTECT OUR CHILDREN AND OUR ENVIRONMENT
Choosing the Right E - Waste Partner Free Collections Fully Accredited Secure Data Destruction Complete Traceability Cash Rebates Peace of Mind Own Onsite Facility
Stone 360 Demo
Craig Campion
Stone 360
Stone 360 Statistics Since Launch 10,000 downloads (both iOS/Android) 4,100 registered users (200 per month) 4 million head count from registered customers 940,000 units collected 5,000 trees planted (est. 60 tonnes of CO2 reduced). 88% ITAD conversion for registered customers
Constant Innovation 1. New Partnership - Ecologi 2. Major UI/UX enhancements (Woodland seasons, dark mode) 3. Edit a collection feature 4. In-App Messaging 5. Site location enhancements (Geo-location) 6. Driver location tracking 7. Welcome screen & on-boarding 8. In-App documentation & signatures
Making a Digital Difference
Stone Group Sustainability Framework
Sheryl Moore Head of Sustainability
What does Sustainability mean to ensuring a responsible business?
Resilient balance sheet and responsible business Resilient communities (Employees, Supply chain and Customers) Resilient environment
Sustainability is a mindset that seeks to create a resilient, responsible and purpose driven business by safeguarding three vital features no business can operate successfully without:
What
Sustainability mean to ensuring a responsible business? Sustainability is a mindset that seeks to create a resilient, responsible and purpose driven business by safeguarding three vital features no business can operate successfully without: Resilient environment Resilient communities Resilient balance sheet and Responsible business Includes environmental factors such as: • Resource use • Waste • Carbon • Biodiversity • Pollution (land, air and water) Includes social factors such as: • Employment of local labour • Equality and Diversity • Supporting charities through giving and volunteering • Inclusivity • Spend with social enterprises • Employee engagement and wellbeing • Training and development • Tackling social deprivation • Local supply chain Includes commercial and ethical factors such as: • Margins • Cashflow • Operational costs including lean • ROI • Risk Management • Purpose • Ethics • Responsibility
does
Framework Structure
The “Making a digital difference” framework is split across the two focus areas of Environmental Sustainability and Social Sustainability with ten areas of activity
Environmental Circular Economy (SDG 12, Responsible Consumption/Pillar infrastructure/Repair/Reuse/Warranty) Sustainable Procurement (SDG 11, Sustainable Cities/Pillar Partnerhubs) Net Carbon/GHG Zero (SDG 13, Climate Action/ Target Net Zero 2030) Environmental Protection & biodiversity (SDG 14/15 Land and Sea) Zero Waste (SDG 15, Life on Land)
Framework Structure
The
Sustainable Solutions (SDG 9, Innovation, Pillar Networking)
Social Value (SDG 10, Reduce Inequalities)
Wellbeing and Engagement (SDG3, Good Health)
Protecting Human Rights (SDG8, Good Jobs/economic growth/security)
Closing the Digital Gap (SDG4, Quality Education)
“Making a digital difference” framework is split across the two focus areas of Environmental Sustainability and Social Sustainability with ten areas of activity Social Sustainability
Sustainability Pillars Circular Economy Carbon Reduction Sustainable Procurement Environment Protection & Biodiversity Zero Avoidable Waste We will achieve net zero carbon by 2030 We will continue with Zero to Landfill and be single use plastic free Our operations will ensure a healthy environment and increase biodiversity We deliver a circular IT Solution at every stage of Asset lifecycle We will always drive sustainability with our Supply Chain
Environmental
Social Sustainability Pillars
Sustainable Solutions
Closing the Digital Gap
Working with partners to reduce digital poverty through hardware and reduce digital divide through learning and development
Embracing innovation and providing sustainable solutions to all stakeholders
Social Value
Wellbeing and Engagement
Protecting Human Rights
Delivering Social Responsibility through our actions Measure, monitoring and delivering social value
Supporting employees and embracing inclusion and diversity
Supporting communities and individuals to ensure equality of opportunity and access
Sustainability Stages – 3 year programme Stage 1 Integrity and Inform Stage 2 Innovate and Engage Stage 3 Inspire and Lead
Stage 1 Integrity and Inform
To understand what we need to measure and where we are up to
Stage 2 – Innovate and Engage
Deliver on targets, enhance digital and sustainable offering to support all stakeholders
Stage 3 – Inspire and Lead
Provide leading solutions to support our customer’s sustainable ambitions through sustainable solutions, reducing environmental impact and increasing social value
Progress Divided across the Three Stages
Circular Economy Sustainable Solutions Carbon Reduction Social Value Sustainable Procurement Closing the Digital Gap Environment Protection & Biodiversity Protecting Human Rights
Zero Avoidable Waste Wellbeing and Engagement
Framework Principles
Stone’s Making a digital difference framework sets a common direction of travel and is made up of two parts: Environmental Sustainability and Social Sustainability. The framework is flexible and will be adapted as our business progresses through the stages and as the sustainability landscape changes and evolves. The framework is a 3 year programme with each stage required to be completed in turn Each business vertical will support the framework.
Framework governance will be managed through the Sustainability Leadership Forum
Framework KPIs How successfully we are progressing the actions Making a Digital Difference framework will be measured through a series of social value, cost and volume centred KPIs Each business vertical is to report on progress to Group SLF on a centrally held dashboard Environmental KPIS Social KPIS Net Zero Carbon – Scope 1,2,3 Social Value Generated by Client and Business Vertical (Thrive System) Zero Avoidable Waste – ITAD volume and Zero Waste to Landfill accreditation Charity donations and volunteering Cost and Volume of Water Learning and Development Environmental Incidents Employee Engagement
Stone Group Vision & Values
Our Vision
To empower our customers to improve the education, health and quality of life of people in the UK or to transform their businesses creating greater productivity and value.
Our Values
Social Value Linked to PPN06/20 Representative of Stone’s commitment to being a responsible business contributing to the wellbeing, inclusion and engagement of communities Specific to your needs Social Value Return and data Reduce (Repair)– Reuse (ITAD) Stone Refurb – Recycle – Zero to Landfill Diversion from Landfill/Carbon Saved/Units recycled/Water Impact/Plastic saved/Precious Metals/Energy Saved Employment/training/work experience/community projects/ T Levels/ school Engagement Green spaces/mental health first aiders/volunteering/ apprentices
Social Calculator Timeline 34 By Customer by Business Vertical • Edit Master text styles • Second level • Third level • Fourth level • Fifth level
What We Do: IT Asset Lifecyle
Customers can come to us at any point in the life of technology and we can offer a solution to all needs.
Our Circular IT strategy allows us to be at the forefront of technology by providing proactive, innovative and safe ways of working.
Stone HE Technology Day
Thursday 17th November 2022
Alana Price Higher Education North FSR
Alex Brazill Higher Education South FSR
HP Higher Education Team 37
NWE
Sales
Public Sector District Manager Alana Price HE North Field Sales Alex Brazill HE South Field Sales Allan McGraw HE Inside Sales Lynn Duffy Framework Manager Nathan Rumble Workstation Specialist Phil Mellor Pre-Sales Consultant David Farimond Security Specialist Deon Williams HP Anywhere Sonia Mangat Sustainability Lead UK&I
Zoe Westwood
& UKI
Director Neil Duffy
Strategic Partnerships
38
Committed to forming meaningful tailored partnerships that benefit everybody involved
HP Events and Technology Days 39 • Future Technology • Security • Sustainability • Manageability • Classroom of the Future • Workplace of the Future
Esports
Sports Team
–
Technology Partnership 40
E-Sports shifting from becoming a student enrichment experience to bona fide curriculum content
HP offer a blend of commercial workstation with consumer peripherals – OMEN ad Hyper X • Funding and sponsorship available to help with the cost of kitting out gaming labs • Linkage with other universities – gaming leagues
•
•
Thank you
Elson –17th November 2022 Stone HQ - HE Day Server, Storage & HPW Product Management Team • Meet the Stone Team • Vendor Special Guests – NVIDIA & PNY • See us at our stand on the Mezz
Rob
Team..
The
Workstations
Server, Workstations
Storage
Workstation
GPU/
Rob
Elson – Servers &
Product Manager, STONE Will Baskeyfield –
&
Specialist, STONE Andy McLean – Server,
&
Ai Specialist, STONE
Sales
Simon Horton – NVIDIA DGX
Lead EMEA & AI Sales Specialist - PNY
Supercomputing, Higher
Mark Rothwell -
Education & Research - NVIDIA
Denis Batistella – Higher Education & Research - NVIDIA
Courteney Peter – Partner Business Manager - NVIDIA
What we do… Your ‘unofficial research partner’
• Esports Workstations, Professional Workstations.
• Data Science Workstations, Scalable GPU Servers and AI clusters.
• Customizable on-site warranty with deliver to desk/ rack
• Autopilot deployment service.
• A friendly and knowledgeable approach to managing your project.
• ISV Software Compatibility assured.
• Deliver ‘the right tool for the job’.
How we do it…
Relationships.
•
By aligning the right partners.
• By using knowledge & skills appropriately & effectively.
• By maximising vendor support pre and post sale.
•
By always providing that little bit extra.
IT Works…
Collaborate, Demystify, Deliver.
Aberystwyth University – AI cluster comprising of 16x NVIDIA A100 NVLINK cards.
Growth in demand for AI/ HPC workflow based tasks across multiple faculties required a consolidation of compute power to save power consumption as well as space.
We designed and delivered two identical rackmount appliances
• 8x NVIDIA A100 80GB cards in NVLink - 60% faster.
• Less does more – The power of multiple systems in one box
• A formidable, yet compact, solution capable of devouring the existing demand with ample headroom to cater for further demand.
Demystify, Deliver.
vendors
worked with the
to design and build
full tower solution within the
bandwidth requirements
project:
AMD Threadripper Pro 64 core CPU
ASUS WRX80 motherboard
4 microscope interface cards, GPU, RAID cards and NICS
IT Works… Collaborate,
“A complex workstation for a university advanced microscopy project that traditional tier 1
couldn’t produce.” We
university
a bespoke
extreme data
of the
•
•
•
• Server stability, incredible performance.
IT Works…
Collaborate, Demystify, Deliver.
New Esports suite for local college.
“A brand new course offering required a brand new classroom to successfully attract enrolments with cutting edge systems.”
Stone delivered a full solution including:
• Dual purpose systems for Esports & development work.
• Monitors, security brackets, keyboards, mice, headphones & gaming chairs.
• Customer’s own bespoke aesthetic.
• All wrapped up in our industry leading next business day warranty.
More…
not the completion of a sale…it’s the start of a relationship.
Bespoke Manufacturing – Direct Procurement
Presales qualification, workflow, ROI
vPro available • Upgrade Path protects investment
Vendor hardware & software demo’s for POC qualification
NVIDIA Launchpad - Access to trial/ free software and training • Tier 1 Brand solutions – Lenovo, HP, Dell • Bespoke mechanical security solutions at each desk • Complete solutions including racking, network, storage, UPS and back up • Industry leading NBD support with a 97% fix rate
There’s
It’s
•
•
•
•
•
can we help with your next project? 30+ years of experience, available for you today! We have some of the best in the industry here all day for you to interrogate! Please use us! QR Code: Quick Form Opp Share Demo kit on our stand on the Mezzanine.
How
Software Review Meetings
Software Licensing Team 17th Nov 22
Overview
Software Review Meetings
Purpose- Give you the customer to ask those questions about licensing, product and agreement programs such as CSP,
Open & Enterprise Agreements
Identify the most cost effective licensing solutions available while maintaining license compliance
Help you review your current products and identify alternative options
Line of Business- Review you current products usage for client and server environments
Back Up- Review your current solution and identify alternatives available to help improve functionality and cost
Security- Review your current solution and identify alternatives available to help improve functionality and cost
Line of Business Microsoft M365 A3 M365 A5 Office365 A1 Office365 A3 EMS A3 Azure Active Directory Plan 1 Intune Autopilot Pre Provisioning
Office365 A3 / A5 Office365 A1 Office365 A1 Devices Office365 A3 Office365 A5 Step-up
Microsoft365 A3 / A5 Cloud Suite Office365 A3 & A5 Enterprise Mobility & Security Suite with Azure AD and Intune Windows Operating System with Windows Autopilot Defender for Endpoint Plan 1 & 2 Microsoft Defender for Office 365 Plan 1 & 2 Minecraft Education Specific M365 A5 functionality for Compliance and Security
Backup Microsoft do NOT Back up your data Cloud to Cloud / On-Prem BackUp Vendors : Barracuda Redstor Veeam Azure BackUp Many More
Security Microsoft Defender for Endpoints / O365 Device & Data Vendors: Watchguard Sophos Sonicwall McAfee Many More
Thank You.
Stone IT Scale
Device as a Service
Andrew Baxter & Paul Flack - 16th November 2022
Typical procurement models
DaaS – what is it
Stone IT Scale •
•
• Questions
Models of procurement
61 Capital Purchase Leasing and finance An opportunity to create a new procurement and delivery model
Stone IT Scale
What it is
• No ownership – subscription service.
• Warranty included for the length of the subscription.
• 6 or 12 month minimum contract.
• Scale up / Scale down / hand them all back.
• Stone MDM Included
• Weekly utilisation reporting.
What it is isn’t
• Leasing
• No ownership
• Warranty included as per the unit BOM.
• No flexibility.
• No MDM / Reporting.
Benefits of Stone IT Scale An affordable model Lower TCO Predictable payments Flexible terms A move from Capex to Opex Reduction in support costs Sustainable model