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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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Page 1: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Provider

Loic Simon - [email protected] +33 6 76 75 40 71

Page 2: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon
Page 3: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Provider• Marché et Besoins adressés• Modèle de Business

– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires

• Facteurs Clés de Succès• IBM et les Cloud Services Solution

Providers– Offres Cloud Majeures et Services Cloud

complémentaires – Ecosystème de Partenaires, accompagnement

au Changement– Formation et Support Technique, Commercial

et Marketing– IBM Cloud Computing Specialty

• Plan de démarrage et d’accélération

Page 4: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Provider: Position sur le Marché Cloud

Enterprise Private ($36B)

Hosted Private ($16B)

Private Public

Income Sources

Technology Provider

Cloud Builder

Aggregator/ Marketplac

e

Application Provider

Infrastructure Provider

Managed Private ($19B)

Cloud Services Provider ($24B)

Public Services ($104B)

Services Solution Provider

Consulting Services

Integration Services

Cloud Operator

HW/SW Resale, Upgrades, Maintenance, Education

Consulting, IT Services, HW/SW Resale, Upgrades, Maintenance

Hosting, Managed Services, Business Process Outsourcing

SaaS, BPaaS Annuity Streams

IaaS, PaaS Fees & Renewals

Off premise Services Contracts, Vendor Management

($US 2015 WW Cloud market size forecast)

Page 5: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Deux types de Services Cloud revendables / intégrables : IaaS/PaaS et SaaS/BPaaS

Source: “Right Cloud, Right Way” CSC Presentation, Cloud Leadership Forum, June 13-15, 2010

Page 6: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

6

Usage du SaaS à ce jour

Page 7: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Les Partenaires

IBM et

le Cloud La

séduction réciproque!

Page 8: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Transformation de l’écosystème sous l’impact du SaaS

Source / Vision IDC

Page 9: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Application Providers+

Cloud Services Solution Providers

Cloud BuildersCloud Infrastructure

Providers

Cloud Technology Providers

Page 10: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

[Experts Métiers]

[Experts BizDev]

Cloud Services Solution Providers

Aspaway Best’Ware

Marketor

Lemon Operations.On Channel Sogeti

Value360

Arrow ECSPAD

SaaS-Guru

ESDI

FrameOBSTrekk

Aforsys

CPS

Novaliance

a-SYS

Celadin

CollabSYS

Cumulus

Damaris

e-doceo

Fremont

Hostorg

H-Urban

ABW

Master Performance

Alphatec

Orateam

Synergie Informatique

Adelys

Atos Origin

Basyca

Burette

CCO

Ceriel

Comitem

CompubaseCoreye

Cristal

Edifixio

Ediges

Finovia

JDC NSIT

Perensys

Techdata

T-SystemsIBM GBS

GBS

Metrologie

Infotel

Ilta

Umanis

PureChannelApps

ACK Atonis

Oceanet

LSI SudCiti Informatique

InternationalBoost

AcciodExl

Hardis

Qui ?Sociétés qui revendent de multiples services proposés par des cloud publics et qui offrent des compétences et des services à valeur ajoutée complémentaires tels que la formation, l’intégration….Distributeurs, Intégrateurs, Revendeurs, Infogéreurs, Hébergeurs…

Revenu ?Revente de Services Cloud d’IBM associée à leurs propres services et produits

Besoins ?Portefeuille de services cloud [public] , Programmes de Business Development, Formation et Support

Support IBM ?Services Cloud IBM “Partner enabled”, Bénéfices de la Cloud Specialty

Page 11: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

[Experts Métiers]

[Experts BizDev]

Cloud Application Providers+

Cloud Services Solution Providers

Cloud BuildersCloud Infrastructure Providers

Cloud Technology Providers

Aspaway

Midrange

D-FI

Best’Ware

Marketor

Lemon Operations.On Channel Sogeti

Value360

Arrow ECS

PAD

Infor

Evea

Jamespot

SaaS-Guru

ESDI

Frame

OBS

Ocealis

Trekk

Aforsys

CPS

Novaliance

a-SYS

Blueway

Celadin

Certeurope

CollabSYS

Collectiv-IT

Cumulus

Damaris

Dassault Systèmes

Datalog

Novapost

Diademys

e-doceo

Fremont

Hostorg

H-Urban

Ip-label

ABW

Iridis

LYaTiss

Master Performance

Alphatec

MyERP

Orateam

Panduit

QosGuard

ServoySTS

Synergie Informatique

Adelys

Atos Origin

Basyca

Blu Age

Burette

CCO

Ceriel

Comitem

Compubase

Computacenter

Coreye

Cristal

Divalto

Edifixio

Ediges

Fidgi

Finovia

France Brevets

Gamma Soft

JDC

MEDDTL

Owi

NSIT

Perensys

Site Alpha

QualyCloud

Precodata

Techdata

Unilink

T-Systems

IBM GTS

IBM GBS

IBM SWG/STG

IBM GBP

IBM IDR

IBM MM

IBM SWG

GBS

Avenue SW

SCC

Jaguar Network

Metrologie

Infotel

Ilta

Umanis

SAB

Hypersoft

PureChannelApps

ACK Atonis

ACMI

Oceanet

SAP LSI SudCiti Informatique

InternationalBoost

Acciod

Intrinsecc

Asplenium

Exl

Hardis

Page 12: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Position sur le Gartner Cloud Hype Cycle de 2010

Page 13: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Quelques Attributs Clés d’un Service Cloud

• Partagé, Standard, Packagé

• Self-service, Immédiat

• Elastique

• Payé à l’usage, mesuré

• Accessible par Internet, de n’importe où

• Connectable, Disposant d’API publiés

•On-demand self-service

•Broad network access •Resource pooling

•Rapid elasticity

•Measured Service.

Définition NIST

Page 14: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon
Page 15: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Provider

• Marché et Besoins adressés

• Modèle de Business– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires

• Facteurs Clés de Succès• IBM et les Cloud Services Solution Providers

– Offres Cloud Majeures et Services Cloud complémentaires

– Ecosystème de Partenaires, accompagnement au Changement

– Formation et Support Technique, Commercial et Marketing

– IBM Cloud Computing Specialty• Plan de démarrage et d’accélération

Page 16: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

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:Consulting

Helpdesk

Solution design

Training and integration

Page 17: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Source: “The Cloud Roadmap – Delivering Innovation and Efficiency” IBM Presentation, Cloud Leadership Forum, June 13-15, 2010

Cloud Enables Global Industry Transformations

Page 18: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Sample Cloud Deals for IBM Business PartnersCloud Deal Types/ Customer Use Cases

IBM Solution Elements

Average Deal Size

Contract Terms

BP Gross Profit

Follow On Opportunities for Partners (Examples)

Target Customers

Cloud Assessment & Consulting Project

GBS/GTS Methods & Tools

$25-50k 1-2 weeks 30-40% Private Cloud Pilot, Security project, Public Cloud vendor selection

Any size client, Virtualization clients

Cloud Components Sale – IBM Service Delivery Manager (Software)

Tivoli – TSAM, TUAM, Monitoring

$100k License transaction

20% IT Architecture Road Mapping, Integration Services,

Any size client

IBM Cloudburst Appliance Solution Blade, Tivoli, ITS Installation

$200k-$1M Purchase transaction

20% Assessments, Help Desk, Maintenance Services

Mid-market, Large

Private Cloud Pilot Project IBM HW/SW, Consulting, Application Development, System Integration

$200k-400k 4-6 weeks 30-40% Assessments, Networking, Off Premise Cloud Services from IBM

Mid-market, Large

IBM SaaS Service Contract – LotusLive

LotusLive – Collaboration, Conferencing, e-mail

$10k-$1M, varies

1, 2, 3 years

15-40% Application Integration Any size client

IBM IaaS Service Contract – Smart Business Storage (Private Cloud)

IBM SONAS hardware, GTS Mgd Service

$1M-$3M, varies

Flexible 15% Assessments, Maintenance Services, Help Desk, Data Migration

Large

IBM IaaS Service Contract – Smart Business Desktop Cloud

Hosted desktop subscription service

$200k-$1M, varies

Flexible 20-35% Help Desk, Security, Networking

Large

IBM IaaS Service Contract – SmartCloud Enteprise

Virtual servers and SW develop. tools

$2k-$50k per month

Annual contract

15-30% Expand into other IBM Compute Cloud services

Mid-market, Large

IBM IaaS Service Contract – Information Protection and Security

Managed security service

$350k 3 years 20% Business Continuity, Image Management

Mid-market, Large

Page 19: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Examples of Value-add Services for Cloud Workloads

Gen

eral

Ass

essm

ent

Targ

eted

Ass

essm

ent

Spec

ial P

roje

cts

Bus

ines

s Cas

e A

ssis

t

Leve

l 1 H

elp

Des

k /A

dmin

Softw

are

Lice

nsin

g

Imag

e / I

nsta

nce

Man

agem

ent

Secur

ity

Net

wor

king

Busin

ess

Contin

uity

Har

dwar

e Pro

visi

onin

g

Solut

ion

Dep

loym

ent

Desktop Management

Storage

Development and Test

Dat

a M

igra

tion

Plan Build Deliver

Page 20: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Business Modèles Adjacents

CloudBuilder

Cloud ServicesSolution Provider

CloudInfrastructure

Provider

Partner Revenue Sources

IBM Solutions to Sell

Fast Start Activities

Product Resale – HW, SW, Networking

Brokerage Fees and Renewals Hosted/Managed Services (Private Cloud)

Consulting, Integration Services Assessment, Integration, Help Desk Consulting, Integration Services

Security, Networking, Data Migration Data Integration, Outsourcing

Private Cloud Custom Development Projects

IBM Private Cloud Reference Configurations

BPaaS – Blueworks Live, Expense Reporting

SaaS – LotusLive, RationalAppscan, Unica, Sterling Commerce, Cognos

IBM Cloud Service Provider Platform, IPS, Managed Security, Compute, Storage, Virtual Desktop

IBM Service Delivery Manager, Tivoli Products, WebSphere Clouburst, Cast Iron

PaaS – Rational, WebSphere, Lotus, Information Management

IaaS – IBM Compute Cloud, Security, Storage, Desktop, Backup/Recovery

Industry 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/yr

Wide variation of deal sizes and contractual relationships

30-40% 15-40% 30-50%

IT Department – CIO, IT Director Line of Business, IT Department CEO, CFO, CIO, CTO

Consultative Solutions Selling Term Contract Selling, Solutions Relationship Selling, Outsourcing

Workload Assessment/ROI Tools Workload Assessment/ROI Tools TCO Analysis, Lease vs Buy

IBM Cloud Architecture, Virtualization, Platform Management, Service Management

Cloud Provider Evaluations

Provisioning, Billing

Data Center Management, Cloud Services Provisioning, Help Desk

Tivoli Certification, WebSphere, Rational, DB2, Cast Iron

Help Desk On premise/off premise data integration

IBM Product Evaluations/Installs, Cloud Certification, Dedicated Cloud Technical Team

Cloud Certification, Managed Services Contract

IBM Cloud Services Provider Platform, IBM Cloud Hosting Provider Startup Kit

Average Deal Size

Selling Skills

Technical Skills

Partner Gross ProfitTarget Buyers

Most Common Cloud Business Models

Page 21: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon
Page 22: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Provider

• Marché et Besoins adressés• Modèle de Business

– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires

• Facteurs Clés de Succès• IBM et les Cloud Services Solution

Providers– Offres Cloud Majeures et Services Cloud

complémentaires – Ecosystème de Partenaires, accompagnement

au Changement– Formation et Support Technique, Commercial

et Marketing– IBM Cloud Computing Specialty

• Plan de démarrage et d’accélération

Page 23: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Channel Capabilities ModelFocus Areas Level One Level Two Level Three Level Four Level Five

Select Cloud Target Market Segments

Enterprise Private Cloud (Resell)

Public Services (Resell) Enterprise Private Cloud (Implement), Cloud Services Provider

Managed Private, Hosted Private

All segments

Select Your Business Model Strategy

Technology Provider Cloud Services Solution Provider, Cloud Aggregator/Marketplace

Cloud Builder, Cloud Application Provider

Cloud Infrastructure Provider

Cloud Innovator

Typical Channel Firms

VADs, VARs, Solution Providers

VADs, VARs, MSPs, SIs, BPOs, Offshore

SI’s, Solution Providers, ISV’s MSP’s, VARs, Solution Providers, Data Centers

Cloud-based Startups

Establish Financial Goals (1, 2-3 years)

Product Resale Revenue, Volume Play

Services Resale, SaaS, IaaS Volume Play

Xx # of Private Cloud & IT Services Projects, Design/Build/Pilot Play

# of Clients/Clouds under management, Managed Services Play

Cloud Revenue = 100%, Hyper-growth Play

Define Your Customer Acquisition Strategy

Resell to current customers

Existing Mgd Services Clients, New Prospects Specific Apps/Wk-Loads

Existing Virtualization Clients

Move customers towards outsourcing relationship

Small Businesses, ISV’s, Industry Verticals, “Early Adopter” Countries

Organize Your Team Existing Sales Team Dedicated Sales Team New Practice Area or expansion of Virtualization Team

Dedicated Cloud Infrastructure (NOC) Management Team

Cloud Industry Teams, Professional Services, Sales, NOC, R&D

Select Vendor Offerings and/or Develop Your Own Client Offerings

Cloud Assessments

Virtualization HW & SW, Systems SW, Service Management SW, Tools, Maintenance Services

Cloud Assessments

BPaaS/SaaS/PaaS/IaaS vendor services across high demand workloads

Cloud Assessments

Cloud Consulting, IT Strategy, Solutions Design, Installation Deployment, Integration

Cloud Assessments

Performance Monitoring, Disaster Recovery, Hosting, Help Desk, Data Migration

Cloud Assessments

Business Consulting, IT Services, Outsourcing, App. Development, own BPaaS/SaaS/PaaS/IaaS

Develop Cloud Skills in Your Firm

Knowledge of Cloud Technology and Vendor Products/Solutions

Managed Services Sellers

Business & IT Consulting

Cloud Architecture & Design Technical

Selling Managed Services, Annuity Contracts, Tiger Teams

A to Z Cloud Skills

Strategic Alliances with Cloud Vendors/Providers

Delivery Capabilities Resale Contracts, Product Installs, etc.

Resale Contracts, API’s with Vendor Systems, Provisioning, Billing

Cloud Infrastructure, Cloud Sandbox, Demonstration Center

Data Center, Provisioning, Billing

All Prior Levels

Develop Marketing Plans

Offering Announcements Vendor Co-marketing

Offering Announcements Advertising, Vendor Co-marketing

IT Seminars/Webinars, Client Education, Vendor Co-marketing

C-level Seminars, IT Webinars, Advertising

Press Releases, Advertising, Conferences Industry Events

Page 24: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Provider• Marché et Besoins adressés• Modèle de Business

– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires

• Facteurs Clés de Succès• IBM et les Cloud Services Solution

Providers– Offres Cloud Majeures et Services Cloud

complémentaires – Ecosystème de Partenaires, accompagnement

au Changement– Formation et Support Technique, Commercial et

Marketing– IBM Cloud Computing Specialty

• Plan de démarrage et d’accélération

Page 25: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Portefeuille d’offres Cloud IBM

SmartCloud Enterprise

Page 26: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Services Solution Providers: What To Sell

1: IBM SmartCloud Enterprise•An agile cloud infrastructure as a service (IaaS) designed to provide rapid access to security-rich, enterprise-class virtual server environments, well suited for development and test activities and other dynamic workloads

IBM has a comprehensive portfolio of cloud services that IBM Business Partners can resell, however IBM Business Partners can start with the offerings listed here.

2: IBM SmartCloud Managed Backup• Provide end-to-end, cloud-based solutions to help your clients protect

their business data, regardless of where it's stored

3: LotusLive • Award-winning online collaboration tools, e-mail and social networking

services that work together

Click here for a more complete view of service offerings

Page 27: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

IBM Smart Cloud - Foundation for Value-Add Services and Applications

IBM Delivered Services

ISVs ISVs

Platform ISVs

Ecosystem Enablers

Other IBM / ISV Plats

Anchor SaaS

Industry Solutions

Application, ISV other partner ecosystems

Common Cloud Management Platform

Cloud Reference Architecture

Page 28: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

IBM SmartCloud Enterprise

IBM delivery centers

Your servers and PCs

Internet

Your firewall

IBM unique security and authentication model

IBM firewall

Enterprise-class IT infrastructure – Offering control, reliability, data security and

massive scalability in performance and capacity

IBM owned and managed – Multi-tenant shared infrastructure– Highly virtualized– Multiple IBM delivery centers – Preconfigured software images

Enhanced security– Secured access through the Internet– Virtual private network option– Based on IBM security standards

Usage based model-use– Virtualized IT development and test resources

delivered on a usage-based billing model

Enterprise-class cloud environment for production and development / test workloads

Production site: http://www.ibm.com/cloud/enterprise

More information on the offering landing page http://www.ibm.com/services/us/igs/cloud-development

BP sales kit

Learn More

Page 29: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Additional Business Partner services that support and complement the IBM SmartCloud Enterprise services.

Only applications that can be virtualized can be hosted on a cloud, so help your client identify and virtualize selected applications

Cloud Migration Consultancy

Cloud Migration Consultancy

Manage the virtualized access and the instances and images (Private and Enterprise community)

Instance & Image Management

Instance & Image Management

Offer your client the right software licenses for the virtualized environment

Software LicensingSoftware Licensing

Establish client security and access policies

Security*Security*

Assist the client with help and support to administer the cloud account

Customer Administration

Support

Customer Administration

Support

Subject matter experts to undertake an assessment review to design a roadmap and help the client build their own cloud business case

BP Assessment Review

BP Assessment Review

Following on from your cloud migration consultancy, you perform if going to the cloud is the right path forward

Readiness reviewReadiness review

NetworkingNetworking

IBM is “supplying the dial tone” so you can supply the networking services

Enable business and IT availability and continuity, for both normal day-to-day and unusual/crisis operations.

Business Continuity*Business

Continuity* Cloud Migration Implementation

Services

Cloud Migration Implementation

Services

Project management, transitional and implementation services, education, disposal of legacy assets

Cloud Strategy Services

Cloud Strategy Services

Formulate the cloud strategy for the business

Plan

Build

Deliver

* Indicates additional opportunity for Business Partners to resell GTS channel-enabled cloud services.

Page 30: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Exemples de Services DU Partenaire autour de Smart Business Cloud - Enterprise

Image ManagementImage Management

Level 1 helpdeskLevel 1 helpdesk

PersistentStorage

PersistentStorage Readiness reviewReadiness review

NetworkingNetworking

Business ContinuityBusiness Continuity

« Managed Cloud Services » - Infogérance de Services Cloud

Page 31: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

31

Smart Business Cloud Enterprise agreement and attachments.

Premium Services Order FormBusiness Partner Order Form + Standard base agreement

Lets your client order a selection of ’premium’ services:

•Reserved capacity package•On-boarding service•Premium support (24*7 phone & OS)•Virtual Private NetworkMay be ordered up front or later.

•Your client gets an account and access to the Cloud Portal so they can provision resources on the IBM Cloud.

•No commitment to buy anything.

Page 32: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

IBM SmartCloud Managed BackupRemote Data Protection

Designed to:

Protect data automatically and around the clock with nonintrusive, scalable backups

Facilitate compliance management with comprehensive encryption standards

Deliver bandwidth efficiency with data de-duplication technology

Protect your critical data with no up-front investment

Provide usage-based, predictable monthly billing

Remote data protection

service platforms from IBM

Customer personal

computers and servers

Local area network

(LAN)/wide area network (WAN)

24x7 global help desk24x7 global help desk

• Hosted, managed cloud-based data protection for servers, personal computers and laptops

• Subscription service that backs up your customers’ information on an IBM platform

Learn More

Page 33: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Page 33

IPS Managed Backup Cloud – Remote Data Protection

Business Partner Benefit Example – Remarketing Model

Contract: 3 year contract with customer Estimated data usage year 1: 2 servers: 1,550 GB total Retention schedule – 8 days, 5 weeks, 4 months Assume 25% data growth per year Financials: Partner receives 20% off from IBM Partner prices to customer at 20% above price from IBM Partner utilzes a sales resource to close deal in year one Partner incurs monthly billing expense to bill customer No capital expenditures required by Partner or customer

Growth annuity

stream for 3 years with one sales

touch point

1000 GB (8-5-4) 3 Year Term Year 1 Year 2 Year 3

Total 3 Years

25% data growth 25% data growth

BP Cost from IBM $40,325 $50,406 $63,008 $153,738BP Price to Customer $50,406 $63,008 $78,759 $192,173Margin $ $10,081 $12,602 $15,752 $38,435Margin % 20% 20% 20% 20%BP Internal Sales $1,512 $0 $0 $1,512BP Internal Operations $504 $504 $504 $1,512PTI $ $8,065 $12,097 $15,248 $35,410PTI % 16% 19% 19% 18%

RDP Servers

Page 34: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

LotusLive Meetings

LotusLive Meetings is a full-featured online meeting service that integrates Web, audio and

video conferencing.

LotusLive Events

LotusLive Events is an online event management service, helping you create, host and

manage your next online conference.

LotusLive Connections

LotusLive Connections integrates business network with file sharing,

instant messaging and social networking in one place, accessible

from anywhere.

LotusLive Notes

IBM’s most widely used software, Lotus Notes is now available as an managed online client service.

LotusLive Engage

LotusLive Engage combines file sharing, Web conferencing, instant messaging, social networking, and project management together in one

place, accessible from anywhere.

LotusLive iNotes

Secure, web-based service for email, calendaring and contact management starting at $3 per user, per month.

Web Conferencing Collaboration eMail

Dramatically simplify and improve the way companies interact with their customers and partners

www.LotusLive.com

LotusLive on the IBM Cloud

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35

Building an Annuity Stream of Revenues and Integration ServicesOfferings are available in monthly, 1-year, 2-year and 3-year commitments

All offerings are in PassportAdvantage and Software Value Incentive, working on VAP eligibility

Business Partners can resell / earn margin, paid annually.

Partner Incentives

(ap ply to new licenses o nly)

Partner R evenues

Resale m arg in

SVI

VAP

Revenue Fu ll RecurringSaaS R evenue

Fu ll R ecurringS aaS Revenue

N ew Incr S aaSR evenue

New Incr SaaSRevenue

Resale marg in

SV I

V AP

Resale marg in

S VI

V AP

SaaSIn tegration S ervices

SaaSIn tegration Services

S aaSIn tegration S ervicesP artner

S o lu tions Revenue

P artnerSo lutions Revenue

PartnerS olu tions R evenue

Year 1 Year 2 Y ear 3

LotusLivePassport Advantage Partners

Page 36: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

36

Document and Run Processes in the CloudIBM Blueworks Live

Increase agility by documenting and refining processes in a tool that keeps everyone informed of important changes

Make your organization more efficient by automating simple processes that run today over email - in as little as 90 seconds!

Improve the way you work by seamlessly collaborating across roles, teams and locations. Sign up now for a free 30 day trial.

What’s new in our Spring release?

– Ensure consistency of terms across processes by managing definitions in a Glossary

– Better communicate and present process flows to others by defining and playing back paths

– Gain insight into the performance of automated process for individuals and across an account

“We now have tools to map out, study and improve all of our processes. They

are user friendly and logical. I’m excited that we’ve embraced the BPM

technology and culture that supports the way we want to manage our

business.”

- LaTeca Fields, Business Analyst at Lincoln Trust

Page 37: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Smarter Commerce

BusinessAnalytics

Social Business

Cloud Business

Au delà des Nuages…

Page 38: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

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Smarter Commerce

Social Business

Business Analytics & Optimization

IBM is defining new segments and driving new value for our clientsCloud-enabled capabilities allow clients to optimize people, processes, decisions, and assets

Smarter Cities

Page 39: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Marketing Selling Fulfillment

Cross-channel campaign & interaction management

Email execution Operations & resource

management Response

attribution & performanceanalysis

Cross-channel campaign & interaction management

Email execution Operations & resource

management Response

attribution & performanceanalysis Web analytics

Online customer segmentation

Product recommendations

Online ad optimization

Web analytics Online customer

segmentation Product

recommendations Online ad optimization

Cross-Channel Order Capture, Cart, Catalog

Customer-centric Shopping Experience

B2C/B2B Storefronts Precision Marketing

Cross Channel Order Mgmt Configure, Price, Quote Multi-vendor Catalog B2B Partner Network Logistics & Warehousing Supply Chain Visibility

Cross Channel Order Mgmt Configure, Price, Quote Multi-vendor Catalog B2B Partner Network Logistics & Warehousing Supply Chain Visibility

Network Optimization

Transportation Optimization

Product Optimization

Inventory Optimization

Network Optimization

Transportation Optimization

Product Optimization

Inventory Optimization

Supported by IBM Analytics and IBM Application Infrastructure, Database & Integration Middleware

Supported by IBM Analytics and IBM Application Infrastructure, Database & Integration Middleware

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Page 41: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cast Iron

Complete Flexibility

IBM Cast Iron Cloud

Virtual Appliances

Physical Appliances

Total Connectivity Complete Reusability

TIP Exchange

TIP Development Kit

TIP Community

For All Types of Projects

UI Mashups

Process Integration

Data Migration

For more information, see the Cast Iron Sales Kit

Page 42: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

As an IBM Business Partner, how can I order Cloud products, services and solutions for my clients?

• STG/SWG Cloud products and solutions have part numbers

• Cloud Services from GTS and SWG have offering codes

• STG – Normal Product Distribution ordering systems

• SWG – Passport Advantage, AAS, ASL

• GTS – Statement of Work, eConfig

Page 43: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Rejoindre le bon

Ecosystème pour prendre son pied, la

tête au dessus des nuages !

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Cloud Application ProvidersCloud Services Solution Providers

Cloud BuildersCloud Infrastructure

Providers

Cloud Technology Providers

Club Cloud des Partenaires

[Experts Métiers]

[Experts BizDev]

Page 45: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Clients

Cloud Services Solution Providers [BPaaS, SaaS – IaaS, PaaS]

Cloud Application Providers [BPaaS, SaaS]

Cloud Builders [Projets Cloud]

Cloud Infrastructure Providers [IaaS, PaaS]

Cloud Technology Providers

Page 46: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Client Finaux

Cloud Services Solution Providers &Cloud Application Providers [BPaaS, SaaS]

Cloud Infrastructure Providers [IaaS, PaaS]

Cloud Builders [Projets Cloud Privés/Publics]

Technologies Cloud

Page 47: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

IBM Cloud Centers

HanoiHanoiVietnamVietnam

Silicon ValleySilicon ValleyCaliforniaCalifornia

DublinDublinIrelandIreland

São São PauloPauloBrazilBrazil

JohannesburgJohannesburgSouth AfricaSouth Africa

BangaloreBangaloreIndiaIndia

TokyoTokyoJapanJapan

IBM Cloud LabsIBM Cloud Labs

SeoulSeoulS. KoreaS. Korea

IBM SmartCloud EntepriseIBM SmartCloud Enteprise

SingaporeSingapore

BeijingChina

RaleighRaleighNCNC

Cloud Cloud ResearchResearch

EhningenEhningenGermanyGermanyBoulderBoulder

COCO

Toronto, Toronto, ON ON

CanadaCanada

IBM Managed Backup Cloud – IPS (not all listed)IBM Managed Backup Cloud – IPS (not all listed)

MLVMLVFranceFrance

MadriMadrid d

SpainSpain

LondonLondonEnglandEngland

CapetownCapetownSouth AfricaSouth Africa

Hong Kong

SydneySydneyAustraliaAustralia

7 Cloud Data Centers11 Cloud Labs57 Global Delivery Centers54 Global Command Centers

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Page 49: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

http://www.ibm.com/cloud/partner

Page 50: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Increased revenue Access to IBM expertise on cloud Flexible pricing options Co-marketing opportunities Linkage to other partners in IBM’s cloud

Increased revenue Access to IBM expertise on cloud Flexible pricing options Co-marketing opportunities Linkage to other partners in IBM’s cloud

IBM helps you find your place in the Cloud with our comprehensive Cloud Specialty Program

Benefit topartners

Benefit topartners

Built on Partner NeedsBuilt on Partner Needs

Demonstrate skills, revenue,

and clients

Demonstrate skills, revenue,

and clients

+ =

Cloud Specialty

One program for all Cloud partners

Pick a pathPick a path

Page 51: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Quel Rôle allez-vous Jouer?Partners who build and resell… Partners who deliver…

Technology Providers

Cloud Builders Application Providers

Services SolutionProviders

InfrastructureProviders

Technology Providers

Deliver applications through the cloud, such as with Software as a Service (SaaS).

Win higher value, higher margin deals through consultative and solution selling of multiple IBM offerings to build private clouds

Provide a public cloud service on which application vendors and companies can host their solution.

Have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients.

Provide the tools, services, and technologies that help other IBM Business Partners and enterprise clients use the cloud more effectively

Page 52: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Providers

• IBM Business Partners in the cloud services solution providers solution area have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients.

Page 53: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

53

Cloud Computing Specialty and Software Value Plus (SVP) Capability Authorization Cloud Computing are aligned and complementary

Pick 1 path to achieve Specialty

Cloud Application Provider

Cloud Builder

Cloud Infrastructure Provider

Cloud Services Solution Provider

Cloud Technology Provider

Specialty Requirements

Skills

Cloud Specialty

SVP CloudAuthorization

Revenue

References

SVP “Cloud Authorization” is expected to satisfy Business Partner’sIBM Software skills

required for the Cloud Computing Specialty

How the Specialty leverages Software

Authorization

Page 54: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Providers

54

Use of the PartnerWorld Cloud Specialty Mark– To promote your partnership with IBM

IBM Confidential updates on IBM’s Cloud strategy and roadmap– Insights into planned new cloud

capabilities Internal use of LotusLive

– Expanded usage benefits for Specialty Partners

Networking Opportunities– Invitation to Cloud Specialty reception

day(s) built around other IBM and industry conferences.

Cloud services assessment tools Business Development Funds

– $25,000 to generate demand for your cloud solutions (available only once for first path selected)

– Requires agreed-to PartnerPlan, w/ IMT cloud lead and channel sales

Skills– IBM Cloud Reference architecture skills

• Cloud computing sales certification• IBM Cloud technical certification

– For IBM Software as a Service solutions

• Verified Solution using from at least one of the eligible software on the IBM cloud offerings*

• Appropriate Cloud Authorization plus certified software skills

– For IBM Services solutions• Two verified solutions, each using at least

one of the eligible on the IBM Cloud services

Revenue – 4 Revenue points from either Services or

Software (as low as $240K)

Client references– Partners must provide at least two verified

client references running on the IBM Cloud

Qualification requirements Benefits

Page 55: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Technical sales certificationIBM Certified Solution Advisor - Cloud Computing

Architecture

• Certification Topics – Cloud Computing Concepts and Benefits – Cloud Computing Design Principles– IBM Software Cloud Architecture

• Audience: Technical Sales

(i.e., architects, system integrators, technical sales people, application developers)

• Test Availability– Authorized Prometric testing centers worldwide

Available Now!

*IBM Certified Solution Advisor – Cloud Computing Architecture V1

http://www-03.ibm.com/certify/certs/50001101.shtml

Showcase your advanced skills for a competitive advantage

Page 56: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Providers

Page 57: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution ProvidersSkills - Détails

Page 58: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution ProvidersCertifications

Page 59: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution ProvidersCertifications – Cloud Computing

Page 60: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution ProvidersCertifications – IBM Software

Page 61: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Providers

Page 62: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Provider : How to Get Started

Pick a PathCloud Services

Solution Provider(Best fits your business model)

References• Two clients last 24 months• Need not to be made public

Revenue• Revenue in each selected brand

Assess yourSkills• Use PartnerWorld Profile Sys (PPS)

Select Brands for Certifications & Revenue• Hardware brand• Software brand

Submit Nomination• Access Global Solution Directory (GBS)• Describe your firm’s cloud capabilities• http://www-304.ibm.com/partnerworld/gsd/homepage.do

Build Plan to Acquire Needed Skills• IBM Cloud sales & tech certifications• Add’l brand certifications as needed

Achieve Accreditation &Leverage Benefits to Sell

Cloud Computing

Page 63: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Services Solution Provider Skills and Education

1.Become recognized as a cloud computing expert: Build your skills and gain access to enhanced benefits

with the IBM Cloud Computing Specialty

2.Develop your skills on IBM’s services offerings

Page 64: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Basic Requirements–Cloud Computing Basics–Consultative Selling–Cloud Sales Certification (Test 000-032)

–Cloud Technical Certification (Test 000-280)

+ Additional Offering-Specific Requirements

Services Solution Provider Skills You Will Need

Where to get Education

Page 65: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Where to get Services Solution Provider Education

Cloud Skills Duration Education Resource Links

Basics

Cloud Computing Basics

1 Hour

10 Min

1 Hour

BP Presentation

Quick Reference Guide

Know Your IBM

Cloud Sales Guide for Business Partners 30 min Sales Guide

Consultative Selling1 Hour

1 Hour

White boarding

Sales Simulator

Cloud Technical Certification 75 Min Overview & Preparation

Cloud Sales Certification 75 Min Overview & prep test (Course id 2992, free for BPs)

Exten

ded

IBM SmartCloud Enterprise45 Min

Various

Announcement Webinar

Business Partner Sales Kit

IBM SmartCloud Managed Backup

13 Min

Various

Various

Information Protection Services Podcast

Remote Data Protection Sales Kit

Managed Backup Cloud Sales Kit

LotusLive

75 Min

Various

Various

IBM LotusLive Technical Sales Mastery

No-charge demonstration account

Sales Kit

Brand – Global Technology Services (GTS) Various Services College

Brand – Software (SWG)1 Day

Various

Cool Cash Cloud Workshops

Software College

Page 66: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Services Solution Provider• Marché et Besoins adressés• Modèle de Business

– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires

• Facteurs Clés de Succès• IBM et les Cloud Services Solution Providers

– Offres Cloud Majeures et Services Cloud complémentaires

– Ecosystème de Partenaires, accompagnement au Changement

– Formation et Support Technique, Commercial et Marketing

– IBM Cloud Computing Specialty

• Plan de démarrage et d’accélération

Page 67: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Who are the primary contacts for Business Partners for assistance on Cloud Computing

Opportunities?

1. IBM Partner Relationship Representatives (CRBP, TBPR)

2. Regional Cloud Channel Development Executive1. Loic Simon

2. Jean-François Mery

3. SEI Private Cloud Integrated Sales Team

4. Brand Specialists for Cloud Computing – STG, SWG, GTS

5. IBM Cloud Labs and Solution Centers

Page 68: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Des SME* Cloud Pour vous aider

– Loic Simon [GBP] – Patrice Fontaine [IDR]– Lionel Maugey [SEI]– Florence Marcel [Mkg] – Et les autres SME*

Cloud réunis autour de Philippe Verien.

[*Subject Matter Experts]

Page 69: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Nos Propositions• Information/Engagement/Formation

– Webinaire/Séminaire de découverte du Cloud

– Cloud Fast Track Workshop [stratégie/action]

– Formation des Equipes Ventes/BizDev « à la carte »

– Formation Technique– Plan Marketing Individuel ou Syndiqué

• Projets/Deep-Dive– Mise en relation avec les bons SME IBM et

Partenaires pour Projets Clients et/ou « Deep Dive » [Produits & Services, Architecture, Technique, BizModel…]

• Cloud Specialty– Webinaire/Séminaire de présentation– Plan d’accès à la Cloud Computing

Specialty

• Club Cloud des Partenaires [intégrant le Club Alliances]

– Forum Cloud et sites/blogs associés.

Page 70: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Basic Fast Track Workshop Agenda 5 to 7 hours

Time Agenda Item

08:00 – 08:15 Workshop Objectives & Introductions IBM/BP Sponsors

08:15 – 08:45 BP’s Business Overview – Historical business mix, current Cloud activities, future Cloud plans (if defined)

BP Cloud Advocate

08:45 – 09:15 Cloud Computing – The IBM Point of View IBM Cloud SME

09:15 – 10:00 Cloud Business Model review and selection IBM Cloud SME/Attendees

10:00 – 10:15 Break

10:15 – 11:00 IBM Cloud Offerings portfolio review and prioritization

IBM Cloud SME/IBM Brand Representatives

11:00 – 11:30 Develop the Cloud Computing Strategic Business Plan for BP for the current year

IBM Cloud SME Workshop attendees

11:30 – 12:30 Develop a Fast Start Action Plan and ongoing Management Process for converting the Cloud Plan into new business opportunities

IBM Cloud SME Workshop attendees

12.30 – 13.00 Summarize workshop outcomes and next steps IBM/BP Sponsors

NOTE: The Agenda can be adapted to address specific topics with deeper dives on specific IBM Cloud solutions depending on BP’s interests.

Page 71: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Cloud Application ProvidersCloud Services Solution Providers

Cloud BuildersCloud Infrastructure

Providers

Cloud Technology Providers

Club Cloud des Partenaires

[Experts Métiers]

[Experts BizDev]

Page 72: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon
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www.club-cloud.com

Page 74: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

clubcloud.blogspot.comBlog du Club Cloud

ibmcloudcatalog.blogspot.comOffre Cloud IBM pour Partenaires

LinkedIn, Viadeo, Facebook, Twitter, Slideshare, Youtube…

Sites et Blogs de Partenaires

Sites IBM pourPartenaires

forumcloudibm.comSite du Forum du Club Cloud

club-cloud.comSite du Club Cloud

leblogducluballiances.blogspot.comBlog du Club Alliances

LinkedIn, Viadeo, Facebook, Twitter, Slideshare, Youtube…

Sites et Blogs de Partenaires

Sites IBM pourClients

cluballiances.comSite du Club Alliances

Blogs des Clubs Métier

Sites des Clubs Métier

Page 75: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon
Page 76: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

ContenuContenu

Elaboré/Inédit- Livre blanc- Etude- Guides- Vidéo

Social Social MarketingMarketing

Actualités/Issu de veille- Billets humeurs- Traduction- Revue de presse

OutilsOutils

de publicationde publication

BlogBlog

Site Web ou Site SolutionSite Web ou Site Solution

EMAILINGEMAILING PHONINGPHONING

Personnes Personnes physiquesphysiques

Page 77: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon
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Page 79: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

Continuons aussi le 7 juillet, à « Culture Cloud », avec les CLIENTS

Page 80: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon
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Page 82: 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

MERCI !

[email protected]