2011.06.24. - cloud services solution provider - forum des partenaires du cloud ibm - loic simon

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Deck exploité lors du Forum des Partenaires du Cloud IBM - Atelier "Cloud Services Solution Provider" - Loic Simon [Club Cloud des Partenaires, Club Alliances, Cloud Channel Development]

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  • Cloud Services Solution ProviderLoic Simon - Loic_simon@fr.ibm.com +33 6 76 75 40 71

  • Cloud Services Solution ProviderMarch et Besoins adresssModle de BusinessProposition de valeurModle FinancierModles de Business complmentairesFacteurs Cls de SuccsIBM et les Cloud Services Solution ProvidersOffres Cloud Majeures et Services Cloud complmentaires Ecosystme de Partenaires, accompagnement au ChangementFormation et Support Technique, Commercial et MarketingIBM Cloud Computing SpecialtyPlan de dmarrage et dacclration

  • Cloud Services Solution Provider: Position sur le March CloudEnterprise Private ($36B)Hosted Private ($16B)PrivatePublicIncome SourcesTechnology ProviderCloud BuilderAggregator/ MarketplaceApplication ProviderInfrastructure ProviderManaged Private ($19B)Cloud Services Provider ($24B)Public Services ($104B)Services Solution ProviderConsulting ServicesIntegration ServicesCloud OperatorHW/SW Resale, Upgrades, Maintenance, EducationConsulting, IT Services, HW/SW Resale, Upgrades, MaintenanceHosting, Managed Services, Business Process OutsourcingSaaS, BPaaS Annuity StreamsIaaS, PaaS Fees & RenewalsOff premise Services Contracts, Vendor Management ($US 2015 WW Cloud market size forecast)

  • Deux types de Services Cloud revendables / intgrables : IaaS/PaaS et SaaS/BPaaSSource: Right Cloud, Right Way CSC Presentation, Cloud Leadership Forum, June 13-15, 2010

  • *Usage du SaaS ce jour

  • Les PartenairesIBM et le Cloud

    La sduction rciproque!

  • Transformation de lcosystme sous limpact du SaaSSource / Vision IDC

  • Cloud Application Providers+Cloud Services Solution ProvidersCloud Builders

    Cloud Infrastructure ProvidersCloud Technology Providers

  • [Experts Mtiers][Experts BizDev]

    Cloud Services Solution Providers

    AspawayBestWareMarketorLemon Operations.On ChannelSogetiValue360Arrow ECSPADSaaS-GuruESDIFrameOBSTrekkAforsysCPSNovaliancea-SYSCeladinCollabSYSCumulusDamarise-doceoFremontHostorgH-UrbanABWMaster PerformanceAlphatecOrateamSynergie InformatiqueAdelysAtos OriginBasycaBuretteCCOCerielComitemCompubaseCoreyeCristalEdifixioEdigesFinoviaJDCNSITPerensysTechdataT-SystemsIBM GBSGBSMetrologieInfotelIltaUmanisPureChannelAppsACKAtonisOceanetLSI SudCiti InformatiqueInternationalBoostAcciodExlHardisQui ?Socits qui revendent de multiples services proposs par des cloud publics et qui offrent des comptences et des services valeur ajoute complmentaires tels que la formation, lintgration.Distributeurs, Intgrateurs, Revendeurs, Infogreurs, HbergeursRevenu ?Revente de Services Cloud dIBM associe leurs propres services et produitsBesoins ?Portefeuille de services cloud [public] , Programmes de Business Development, Formation et SupportSupport IBM ?Services Cloud IBM Partner enabled, Bnfices de la Cloud Specialty

  • [Experts Mtiers][Experts BizDev]

    Cloud Application Providers+Cloud Services Solution ProvidersCloud BuildersCloud Infrastructure ProvidersCloud Technology Providers

    AspawayMidrangeD-FIBestWareMarketorLemon Operations.On ChannelSogetiValue360Arrow ECSPADInforEveaJamespotSaaS-GuruESDIFrameOBSOcealisTrekkAforsysCPSNovaliancea-SYSBluewayCeladinCerteuropeCollabSYSCollectiv-ITCumulusDamarisDassault SystmesDatalogNovapostDiademyse-doceoFremontHostorgH-UrbanIp-labelABWIridisLYaTissMaster PerformanceAlphatecMyERPOrateamPanduitQosGuardServoySTSSynergie InformatiqueAdelysAtos OriginBasycaBlu AgeBuretteCCOCerielComitemCompubaseComputacenterCoreyeCristalDivaltoEdifixioEdigesFidgiFinoviaFrance BrevetsGamma SoftJDCMEDDTLOwiNSITPerensysSite AlphaQualyCloudPrecodataTechdataUnilinkT-SystemsIBM GTSIBM GBSIBM SWG/STGIBM GBPIBM IDRIBM MMIBM SWGGBSAvenue SWSCCJaguar NetworkMetrologieInfotelIltaUmanisSABHypersoftPureChannelAppsACKAtonisACMIOceanetSAPLSI SudCiti InformatiqueInternationalBoostAcciodIntrinseccAspleniumExlHardis

  • Position sur le Gartner Cloud Hype Cycle de 2010

  • Quelques Attributs Cls dun Service CloudPartag, Standard, Packag

    Self-service, Immdiat

    Elastique

    Pay lusage, mesur

    Accessible par Internet, de nimporte o

    Connectable, Disposant dAPI publis

    On-demand self-service

    Broad network access Resource pooling

    Rapid elasticity

    Measured Service.

    Dfinition NIST

  • Cloud Services Solution ProviderMarch et Besoins adresssModle de BusinessProposition de valeurModle FinancierModles de Business complmentairesFacteurs Cls de SuccsIBM et les Cloud Services Solution ProvidersOffres Cloud Majeures et Services Cloud complmentaires Ecosystme de Partenaires, accompagnement au ChangementFormation et Support Technique, Commercial et MarketingIBM Cloud Computing SpecialtyPlan de dmarrage et dacclration

  • How Cloud Services Solution Providers make money ? Resell multiple public cloud services and earn margin

    Generate additional revenue offering their own complementary value add services to cloud opportunities:ConsultingHelpdeskSolution designTraining and integration

  • Source: The Cloud Roadmap Delivering Innovation and Efficiency IBM Presentation, Cloud Leadership Forum, June 13-15, 2010Cloud Enables Global Industry Transformations

  • Sample Cloud Deals for IBM Business Partners

    Cloud Deal Types/ Customer Use CasesIBM Solution ElementsAverage Deal SizeContract TermsBP Gross ProfitFollow On Opportunities for Partners (Examples)Target CustomersCloud Assessment & Consulting ProjectGBS/GTS Methods & Tools$25-50k1-2 weeks30-40%Private Cloud Pilot, Security project, Public Cloud vendor selectionAny size client, Virtualization clientsCloud Components Sale IBM Service Delivery Manager (Software)Tivoli TSAM, TUAM, Monitoring$100kLicense transaction20%IT Architecture Road Mapping, Integration Services, Any size clientIBM Cloudburst Appliance SolutionBlade, Tivoli, ITS Installation$200k-$1MPurchase transaction20%Assessments, Help Desk, Maintenance ServicesMid-market, LargePrivate Cloud Pilot ProjectIBM HW/SW, Consulting, Application Development, System Integration$200k-400k4-6 weeks30-40%Assessments, Networking, Off Premise Cloud Services from IBMMid-market, LargeIBM SaaS Service Contract LotusLiveLotusLive Collaboration, Conferencing, e-mail$10k-$1M, varies1, 2, 3 years15-40%Application IntegrationAny size clientIBM IaaS Service Contract Smart Business Storage (Private Cloud)IBM SONAS hardware, GTS Mgd Service$1M-$3M, variesFlexible15%Assessments, Maintenance Services, Help Desk, Data MigrationLargeIBM IaaS Service Contract Smart Business Desktop CloudHosted desktop subscription service$200k-$1M, variesFlexible20-35%Help Desk, Security, NetworkingLargeIBM IaaS Service Contract SmartCloud EntepriseVirtual servers and SW develop. tools$2k-$50k per monthAnnual contract15-30%Expand into other IBM Compute Cloud servicesMid-market, LargeIBM IaaS Service Contract Information Protection and SecurityManaged security service$350k3 years20%Business Continuity, Image ManagementMid-market, Large

  • Examples of Value-add Services for Cloud WorkloadsGeneral AssessmentTargeted AssessmentSpecial ProjectsBusiness Case AssistLevel 1 Help Desk /AdminSoftware LicensingImage / Instance ManagementSecurityNetworkingBusiness ContinuityHardware ProvisioningSolution DeploymentData MigrationPlanBuild Deliver

    Desktop ManagementStorageDevelopment and Test

  • Business Modles AdjacentsCloudBuilderCloud ServicesSolution ProviderCloudInfrastructureProviderPartner Revenue SourcesIBM Solutions to SellFast Start ActivitiesAverage Deal SizeSelling SkillsTechnical SkillsPartner Gross ProfitTarget BuyersMost Common Cloud Business Models

    Product Resale HW, SW, NetworkingBrokerage Fees and RenewalsHosted/Managed Services (Private Cloud)Consulting, Integration ServicesAssessment, Integration, Help DeskConsulting, Integration ServicesSecurity, Networking, Data MigrationData Integration, OutsourcingPrivate Cloud Custom Development ProjectsIBM Private Cloud Reference ConfigurationsBPaaS Blueworks Live, Expense ReportingSaaS LotusLive, RationalAppscan, Unica, Sterling Commerce, CognosIBM Cloud Service Provider Platform, IPS, Managed Security, Compute, Storage, Virtual DesktopIBM Service Delivery Manager, Tivoli Products, WebSphere Clouburst, Cast IronPaaS Rational, WebSphere, Lotus, Information ManagementIaaS IBM Compute Cloud, Security, Storage, Desktop, Backup/RecoveryIndustry Clouds Federal Community, Municipal Government, Medical Imaging, Clinical Development, Collaborative Care, Banking, Education, Telco$100k to $1M+, Average = $400k$2k/mth up to $3m/3 years, Average = $500k/yrWide variation of deal sizes and contractual relationships30-40%15-40%30-50%IT Department CIO, IT DirectorLine of Business, IT DepartmentCEO, CFO, CIO, CTOConsultative Solutions SellingTerm Contract Selling, SolutionsRelationship Selling, OutsourcingWorkload Assessment/ROI ToolsWorkload Assessment/ROI ToolsTCO Analysis, Lease vs BuyIBM Cloud Architecture, Virtualization, Platform Management, Service ManagementCloud Provider EvaluationsProvisioning, BillingData Center Management, Cloud Services Provisioning, Help DeskTivoli Certification, WebSphere, Rational, DB2, Cast IronHelp DeskOn premise/off premise data integrationIBM Product Evaluations/Installs, Cloud Certification, Dedicated Cloud Technical TeamCloud Certification, Managed Services ContractIBM Cloud Services Provider Platform, IBM Cloud Hosting Provider Startup Kit

  • Cloud Services Solution ProviderMarch et Besoins adresssModle de BusinessProposition de valeurModle FinancierModles de Business complmentairesFacteurs Cls de SuccsIBM et les Cloud Services Solution ProvidersOffres Cloud Majeures et Services Cloud complmentaires Ecosystme de Pa