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

Cloud Services Solution ProviderLoic Simon - [email protected] +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

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 Channel Capabilities Model

Focus AreasLevel OneLevel TwoLevel ThreeLevel FourLevel FiveSelect Cloud Target Market SegmentsEnterprise Private Cloud (Resell)Public Services (Resell)Enterprise Private Cloud (Implement), Cloud Services ProviderManaged Private, Hosted PrivateAll segmentsSelect Your Business Model StrategyTechnology ProviderCloud Services Solution Provider, Cloud Aggregator/MarketplaceCloud Builder, Cloud Application ProviderCloud Infrastructure ProviderCloud InnovatorTypical Channel FirmsVADs, VARs, Solution ProvidersVADs, VARs, MSPs, SIs, BPOs, OffshoreSIs, Solution Providers, ISVsMSPs, VARs, Solution Providers, Data CentersCloud-based StartupsEstablish Financial Goals (1, 2-3 years)Product Resale Revenue, Volume PlayServices Resale, SaaS, IaaS Volume PlayXx # of Private Cloud & IT Services Projects, Design/Build/Pilot Play# of Clients/Clouds under management, Managed Services PlayCloud Revenue = 100%, Hyper-growth PlayDefine Your Customer Acquisition Strategy Resell to current customersExisting Mgd Services Clients, New Prospects Specific Apps/Wk-LoadsExisting Virtualization ClientsMove customers towards outsourcing relationshipSmall Businesses, ISVs, Industry Verticals, Early Adopter CountriesOrganize Your TeamExisting Sales TeamDedicated Sales TeamNew Practice Area or expansion of Virtualization TeamDedicated Cloud Infrastructure (NOC) Management TeamCloud Industry Teams, Professional Services, Sales, NOC, R&DSelect Vendor Offerings and/or Develop Your Own Client OfferingsCloud AssessmentsVirtualization HW & SW, Systems SW, Service Management SW, Tools, Maintenance ServicesCloud AssessmentsBPaaS/SaaS/PaaS/IaaS vendor services across high demand workloadsCloud AssessmentsCloud Consulting, IT Strategy, Solutions Design, Installation Deployment, IntegrationCloud AssessmentsPerformance Monitoring, Disaster Recovery, Hosting, Help Desk, Data MigrationCloud AssessmentsBusiness Consulting, IT Services, Outsourcing, App. Development, own BPaaS/SaaS/PaaS/IaaSDevelop Cloud Skills in Your FirmKnowledge of Cloud Technology and Vendor Products/SolutionsManaged Services SellersBusiness & IT ConsultingCloud Architecture & Design TechnicalSelling Managed Services, Annuity Contracts, Tiger TeamsA to Z Cloud SkillsStrategic Alliances with Cloud Vendors/ProvidersDelivery CapabilitiesResale Contracts, Product Installs, etc.Resale Contracts, APIs with Vendor Systems, Provisioning, BillingCloud Infrastructure, Cloud Sandbox, Demonstration CenterData Center, Provisioning, BillingAll Prior LevelsDevelop Marketing PlansOffering Announcements Vendor Co-marketingOffering Announcements Advertising, Vendor Co-marketingIT Seminars/Webinars, Client Education, Vendor Co-marketingC-level Seminars, IT Webinars, AdvertisingPress Releases, Advertising, Conferences Industry Events

Portefeuille doffres Cloud IBMSmartCloud Enterprise

Services Solution Providers: What To Sell1: IBM SmartCloud EnterpriseAn 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 BackupProvide end-to-end, cloud-based solutions to help your clients protect their business data, regardless of where it's stored3: LotusLive Award-winning online collaboration tools, e-mail and social networking services that work togetherClick here for a more complete view of service offerings

IBM Smart Cloud - Foundation for Value-Add Services and ApplicationsIBM Delivered Services ISVsISVsPlatform ISVsApplication, ISV other partner ecosystems Common Cloud Management PlatformCloud Reference Architecture

IBM SmartCloud Enterprise Enterprise-class IT infrastructure Offering control, reliability, data security and massive scalability in performance and capacityIBM owned and managed Multi-tenant shared infrastructureHighly virtualizedMultiple IBM delivery centers Preconfigured software imagesEnhanced securitySecured access through the InternetVirtual private network optionBased on IBM security standardsUsage based model-useVirtualized IT development and test resources delivered on a usage-based billing modelEnterprise-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

Additional Business Partner services that support and complement the IBM SmartCloud Enterprise services.Cloud Strategy ServicesFormulate the cloud strategy for the business PlanBuild Deliver* Indicates additional opportunity for Business Partners to resell GTS channel-enabled cloud services.

Exemples de Services DU Partenaire autour de Smart Business Cloud - EnterpriseManaged Cloud Services - Infogrance de Services Cloud

*Smart Business Cloud Enterprise agreement and attachments.Premium Services Order FormBusiness Partner Order Form + Standard base agreementLets your client order a selection of premium services: Reserved capacity packageOn-boarding servicePremium 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.

IBM SmartCloud Managed Backup Remote Data ProtectionDesigned to:Protect data automatically and around the clock with nonintrusive, scalable backups Facilitate compliance management with comprehensive encryption standardsDeliver bandwidth efficiency with data de-duplication technologyProtect your critical data with no up-front investmentProvide usage-based, predictable monthly billingLocal area network (LAN)/wide area network (WAN)24x7 global help deskHosted, managed cloud-based data protection for servers, personal computers and laptopsSubscription service that backs up your customers information on an IBM platformLearn More

Page * IPS Managed Backup Cloud Remote Data Protection Business Partner Benefit Example Remarketing ModelContract:3 year contract with customerEstimated data usage year 1: 2 servers: 1,550 GB totalRetention schedule 8 days, 5 weeks, 4 monthsAssume 25% data growth per year Financials:Partner receives 20% off from IBMPartner prices to customer at 20% above price from IBMPartner utilzes a sales resource to close deal in year onePartner incurs monthly billing expense to bill customerNo capital expenditures required by Partner or customerGrowth annuity stream for 3 years with one sales touch point

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

IBMs 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 ConferencingCollaborationeMailDramatically simplify and improve the way companies interact with their customers and partnerswww.LotusLive.comLotusLive on the IBM Cloud

*Building an Annuity Stream of Revenues and Integration ServicesOfferings are available in monthly, 1-year, 2-year and 3-year commitmentsAll offerings are in PassportAdvantage and Software Value Incentive, working on VAP eligibilityBusiness Partners can resell / earn margin, paid annually. LotusLivePassport Advantage Partners

*Document and Run Processes in the CloudIBM Blueworks LiveIncrease agility by documenting and refining processes in a tool that keeps everyone informed of important changesMake 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.

Whats new in our Spring release?Ensure consistency of terms across processes by managing definitions in a GlossaryBetter communicate and present process flows to others by defining and playing back pathsGain insight into the performance of automated process for individuals and across an accountWe now have tools to map out, study and improve all of our processes. They are user friendly and logical. Im excited that weve embraced the BPM technology and culture that supports the way we want to manage our business.

- LaTeca Fields, Business Analyst at Lincoln Trust

Smarter CommerceBusinessAnalyticsSocial BusinessCloud BusinessAu del des Nuages

*Smarter CommerceSocial Business

Business Analytics & Optimization

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

Marketing Selling FulfillmentCross-channel campaign & interaction managementEmail executionOperations & resource management Response attribution & performance analysis Web analyticsOnline customer segmentationProduct recommendationsOnline ad optimizationCross-Channel Order Capture, Cart, CatalogCustomer-centric Shopping ExperienceB2C/B2B StorefrontsPrecision MarketingCross Channel Order MgmtConfigure, Price, QuoteMulti-vendor CatalogB2B Partner NetworkLogistics & WarehousingSupply Chain Visibility Network OptimizationTransportation OptimizationProduct OptimizationInventory OptimizationSupported by IBM Analytics and IBM Application Infrastructure, Database & Integration Middleware

Cast IronFor more information, see the Cast Iron Sales Kit

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 numbersCloud Services from GTS and SWG have offering codesSTG Normal Product Distribution ordering systemsSWG Passport Advantage, AAS, ASLGTS Statement of Work, eConfig

Rejoindre le bon Ecosystme pour prendre son pied, la tte au dessus des nuages !

Cloud Application ProvidersCloud Services Solution Providers

Cloud BuildersCloud Infrastructure Providers

Cloud Technology ProvidersClub Cloud des Partenaires[Experts Mtiers][Experts BizDev]

ClientsCloud Services Solution Providers [BPaaS, SaaS IaaS, PaaS]Cloud Application Providers [BPaaS, SaaS]Cloud Builders [Projets Cloud]Cloud Infrastructure Providers [IaaS, PaaS]Cloud Technology Providers

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

Cloud Infrastructure Providers [IaaS, PaaS]Cloud Builders [Projets Cloud Privs/Publics]Technologies Cloud

IBM Cloud CentersHanoiVietnamSilicon ValleyCaliforniaDublinIrelandSo PauloBrazilJohannesburgSouth AfricaBangaloreIndiaTokyoJapanIBM Cloud LabsSeoulS. KoreaIBM SmartCloud EntepriseSingaporeBeijingChinaRaleighNCCloud ResearchEhningenGermanyBoulderCOToronto, ON CanadaIBM Managed Backup Cloud IPS (not all listed)MLVFranceMadrid SpainLondonEnglandCapetownSouth AfricaHong KongSydneyAustralia 7 Cloud Data Centers11 Cloud Labs57 Global Delivery Centers54 Global Command Centers

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

Increased revenueAccess to IBM expertise on cloudFlexible pricing optionsCo-marketing opportunitiesLinkage to other partners in IBMs cloud

IBM helps you find your place in the Cloud with our comprehensive Cloud Specialty Program Benefit to partnersBuilt on Partner NeedsDemonstrate skills, revenue, and clients+=Cloud SpecialtyOne program for all Cloud partnersPick a path

Quel Rle allez-vous Jouer?Partners who build and resellPartners who deliverTechnology ProvidersDeliver 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 cloudsProvide 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

Cloud Services Solution ProvidersIBM 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.

*

Cloud Computing Specialty and Software Value Plus (SVP) Capability Authorization Cloud Computing are aligned and complementaryPick 1 path to achieve SpecialtyCloud Application ProviderCloud BuilderCloud Infrastructure ProviderCloud Services Solution ProviderCloud Technology ProviderSpecialty RequirementsSkillsCloud SpecialtySVP CloudAuthorizationRevenueReferencesSVP Cloud Authorization is expected to satisfy Business PartnersIBM Software skills required for the Cloud Computing SpecialtyHow the Specialty leverages Software Authorization

Cloud Services Solution Providers*

Use of the PartnerWorld Cloud Specialty MarkTo promote your partnership with IBMIBM Confidential updates on IBMs Cloud strategy and roadmapInsights into planned new cloud capabilitiesInternal use of LotusLiveExpanded usage benefits for Specialty PartnersNetworking OpportunitiesInvitation 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 salesSkillsIBM Cloud Reference architecture skillsCloud computing sales certificationIBM Cloud technical certificationFor IBM Software as a Service solutionsVerified 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 solutionsTwo verified solutions, each using at least one of the eligible on the IBM Cloud servicesRevenue 4 Revenue points from either Services or Software (as low as $240K)Client referencesPartners must provide at least two verified client references running on the IBM Cloud

Qualification requirementsBenefits

IBM Certified Solution Advisor Cloud ComputingCertification Topics Cloud Computing Concepts and Benefits Cloud Computing Design PrinciplesIBM Software Cloud ArchitectureAudience: Technical Sales Solution architects, system integrators, technical sales peopleTest Availability: Authorized Prometric testing centers worldwide Key areas of competency demonstrated by this certification include an ability to: Explain cloud computing concepts Describe how the customer can realize the benefits of cloud computing within their environment Identify cloud computing architecture and design principles Map customer requirements to the IBM Software Cloud Computing offeringsHow to prepare for and take the certificationRead the Test preparation/Training resources posted at... http://www-03.ibm.com/certify/tests/edu032.shtmlTake the Sample Test at...http://www-03.ibm.com/certify/tests/sam032.shtmlTake the Assessment Test ($30 charge)http://www-03.ibm.com/certify/tests/sam032.shtmlTake the Certification Exam ($200 charge). Available Now!http://www-03.ibm.com/certify/certs/50001101.shtmlIs your business partner / trusted advisor Cloud certified?

Technical sales certificationIBM Certified Solution Advisor - Cloud Computing ArchitectureCertification Topics Cloud Computing Concepts and Benefits Cloud Computing Design PrinciplesIBM Software Cloud Architecture

Audience: Technical Sales (i.e., architects, system integrators, technical sales people, application developers)

Test AvailabilityAuthorized 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

Cloud Services Solution ProvidersSkills - Dtails

Cloud Services Solution ProvidersCertifications

Cloud Services Solution ProvidersCertifications Cloud Computing

Cloud Services Solution ProvidersCertifications IBM Software

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 publicRevenue Revenue in each selected brand Assess yourSkills Use PartnerWorld Profile Sys (PPS)Select Brands for Certifications & Revenue Hardware brand Software brandSubmit Nomination Access Global Solution Directory (GBS) Describe your firms cloud capabilities http://www-304.ibm.com/partnerworld/gsd/homepage.doBuild Plan to Acquire Needed Skills IBM Cloud sales & tech certifications Addl brand certifications as needed

Services Solution Provider Skills and EducationBecome recognized as a cloud computing expert:Build your skills and gain access to enhanced benefits with the IBM Cloud Computing Specialty

Develop your skills on IBMs services offerings

Basic RequirementsCloud Computing BasicsConsultative SellingCloud Sales Certification (Test 000-032)Cloud Technical Certification (Test 000-280)

+ Additional Offering-Specific RequirementsServices Solution Provider Skills You Will NeedWhere to get Education

Where to get Services Solution Provider Education

Cloud SkillsDurationEducation Resource LinksBasicsCloud Computing Basics1 Hour10 Min1 HourBP PresentationQuick Reference GuideKnow Your IBMCloud Sales Guide for Business Partners30 minSales GuideConsultative Selling1 Hour1 HourWhite boardingSales SimulatorCloud Technical Certification75 MinOverview & PreparationCloud Sales Certification75 MinOverview & prep test (Course id 2992, free for BPs)ExtendedIBM SmartCloud Enterprise45 MinVariousAnnouncement WebinarBusiness Partner Sales KitIBM SmartCloud Managed Backup13 MinVariousVariousInformation Protection Services PodcastRemote Data Protection Sales KitManaged Backup Cloud Sales KitLotusLive75 MinVariousVariousIBM LotusLive Technical Sales MasteryNo-charge demonstration accountSales KitBrand Global Technology Services (GTS)VariousServices CollegeBrand Software (SWG)1 DayVariousCool Cash Cloud WorkshopsSoftware College

Who are the primary contacts for Business Partners for assistance on Cloud Computing Opportunities?IBM Partner Relationship Representatives (CRBP, TBPR)Regional Cloud Channel Development ExecutiveLoic Simon Jean-Franois MerySEI Private Cloud Integrated Sales TeamBrand Specialists for Cloud Computing STG, SWG, GTSIBM Cloud Labs and Solution Centers

Des SME* Cloud Pour vous aiderLoic Simon [GBP] Patrice Fontaine [IDR]Lionel Maugey [SEI]Florence Marcel [Mkg] Et les autres SME* Cloud runis autour de Philippe Verien.

[*Subject Matter Experts]

Nos PropositionsInformation/Engagement/FormationWebinaire/Sminaire de dcouverte du Cloud Cloud Fast Track Workshop [stratgie/action]Formation des Equipes Ventes/BizDev la carteFormation TechniquePlan Marketing Individuel ou SyndiquProjets/Deep-DiveMise en relation avec les bons SME IBM et Partenaires pour Projets Clients et/ou Deep Dive [Produits & Services, Architecture, Technique, BizModel]Cloud SpecialtyWebinaire/Sminaire de prsentationPlan daccs la Cloud Computing Specialty

Club Cloud des Partenaires [intgrant le Club Alliances]Forum Cloud et sites/blogs associs.

Basic Fast Track Workshop Agenda 5 to 7 hoursNOTE: The Agenda can be adapted to address specific topics with deeper dives on specific IBM Cloud solutions depending on BPs interests.

TimeAgenda Item08:00 08:15Workshop Objectives & IntroductionsIBM/BP Sponsors08:15 08:45BPs Business Overview Historical business mix, current Cloud activities, future Cloud plans (if defined)BP Cloud Advocate08:45 09:15Cloud Computing The IBM Point of ViewIBM Cloud SME09:15 10:00Cloud Business Model review and selectionIBM Cloud SME/Attendees10:00 10:15Break10:15 11:00IBM Cloud Offerings portfolio review and prioritizationIBM Cloud SME/IBM Brand Representatives11:00 11:30Develop the Cloud Computing Strategic Business Plan for BP for the current yearIBM Cloud SME Workshop attendees11:30 12:30Develop a Fast Start Action Plan and ongoing Management Process for converting the Cloud Plan into new business opportunitiesIBM Cloud SME Workshop attendees12.30 13.00Summarize workshop outcomes and next stepsIBM/BP Sponsors

Cloud Application ProvidersCloud Services Solution Providers

Cloud BuildersCloud Infrastructure Providers

Cloud Technology ProvidersClub Cloud des Partenaires[Experts Mtiers][Experts BizDev]

www.club-cloud.com

clubcloud.blogspot.comBlog du Club Cloudibmcloudcatalog.blogspot.comOffre Cloud IBM pour PartenairesLinkedIn, Viadeo, Facebook, Twitter, Slideshare, YoutubeSites et Blogs de PartenairesSites IBM pourPartenairesforumcloudibm.comSite du Forum du Club Cloudclub-cloud.comSite du Club Cloudleblogducluballiances.blogspot.comBlog du Club AlliancesLinkedIn, Viadeo, Facebook, Twitter, Slideshare, YoutubeSites et Blogs de PartenairesSites IBM pourClientscluballiances.comSite du Club AlliancesBlogs des Clubs MtierSites des Clubs Mtier

ContenuElabor/Indit Livre blanc Etude Guides VidoSocial Marketing

Actualits/Issu de veille Billets humeurs Traduction Revue de presseOutilsde publicationBlogSite Web ou Site SolutionEMAILINGPHONINGPersonnes physiques

Continuons aussi le 7 juillet, Culture Cloud, avec les CLIENTS

MERCI [email protected]

*******************This slide always gets the attention of the Business Partners since it describes some common use cases and customer deal types for various IBM Cloud Solutions.

The table is really split into two major sections the top set of rows apply to typical Private Cloud opportunities while the bottom rows refer to IBM Cloud Services deals of various types.

For maximum effect with this slide, you should emphasize the range of deal sizes, contract duration and average margins that the Partner can expect by selling and delivering the solution to their clients.

Another major point of emphasis is that it is very common for IBM Business Partners to generate a number of follow-on or starburst opportunities that are driven by the initial cloud deal with customers. In this respect, Cloud has become a very popular reason for call with customers and can generate significant revenue and profit growth for IBM Business Partners.**The purpose of this slide is to introduce the Partner to the three most common Cloud Computing business models that IBMs traditional Business Partners have selected: Cloud Builder, Cloud Services Solution Provider and Cloud Infrastructure Provider.

Cloud Application Provider is also another common model that is most relevant for ISV Business Partners but is not described in the table.

Depending on which model(s) were selected as top priorities by the Partner earlier in the workshop, you can read the appropriate columns to stimulate a conversation on ways the Partner can get started in developing their Cloud Business.

Citing the Revenue Sources, Solution Examples, Deal Sizes, Profit Margins, Buyers and Skills Requirements has proven to be an effective lead in to the development of the joint IBM and Partner Cloud Strategic Plan which follows.***Based on the Cloud Income models that we have described previously, IBM has developed this Channel Capabilities Model for Cloud Computing.

The purpose of this framework is to help IBM Business Partners understand the basic foundation capabilities that are required to successfully establish Cloud businesses across each of these five LEVELS.

A suggested approach for using this slide during the workshop is to focus on the columns (LEVELS) that are most closely aligned to the Business Partners preferences and read the contents of the various rows so that all in attendance gain a greater understanding of the requirements described by the model.****The IBM Smart Cloud platform focuses on how optimally enable this type of transformation. One of the strengths of IBM Smart Cloud is its underpinnings. It is build on a Cloud Reference Architecture and Common Cloud Management Platforms that embody the collective strength and expertise of IBM Technology Software and Hardware, along with the unique IBM know-how and expertise garnered from 1) implementing thousands of Cloud infrastructures world-wide and 2) managing IT environments for some of the most demanding companies around the world for decades.

Its a combination that no other vendor can match.

The IBM Smart Cloud becomes a platform that spans deployment options from Private, to Public, to Hybrid. Its a platform that we use to deliver other services, along with applications that come from IBM (Software Group), Industry solutions meant to address specific challenges across a broad array of industries. Additionally it is a platform for Eco-systems to exploit and leverage whether as a solution platform in the case of integrators or as a platform for ISVs.

Additionally ISVs can integrate at the platform level providing their value-add to applications and solutions on top*The shared cloud services model inherent to the IBM Smart Business Development and Test on the IBM Cloud product is illustrated. On the left, a diagram illustrating that customers, using their own equipment, access cloud computing resources residing in one or more IBM delivery centers, over the Internet. On the right, the key features of the cloud: IBM has built the service to fit the requirements of enterprise clients.It builds on years of IBM experience in delivering infrastructure to clients and the latest cloud technology.IBM has designed this offering to make this a security-rich cloud implementation.And with these features, IBM has still retained competitive pay-per-use pricing.

**{DESCRIPTION}Cloud Strategy ServicesFormulate the cloud strategy for the business Cloud Migration ConsultancyOnly applications that can be virtualized can be hosted on a cloud, so help your client identify and virtualize selected applicationsReadiness reviewFollowing on from your cloud migration consultancy, you perform if going to the cloud is the right path forwardBP Assessment Review Subject matter experts to undertake an assessment review to design a roadmap and help the client build their own cloud business case Cloud Migration Implementation ServicesProject management, transitional and implementation services, education, disposal of legacy assets NetworkingIBM is supplying the dial tone so you can supply the networking servicesCustomer Administration SupportAssist the client with help and support to administer the Cloud accountSoftware LicensingOffer your client the right software licenses for the virtualized environmentInstance & Image ManagementManage the virtualized access and the instances and images (Private and Enterprise community)Security*Establish client security and access policiesBusiness Continuity*Enable business and IT availability and continuity, for both normal day-to-day and unusual/crisis operations.

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

{TRANSCRIPT}This is a slide that I really like to try and use to get my business partners excited about this offering. As infrastructures a service, you can imagine that theres quite a bit of services and or additional things that can be tacked on top of this offering. If you think about it in laymen's terms, think about your laptop. If you simply had the hardware and didnt have anything else on top of it, what opportunities could you do with that particular infrastructure? You could install Microsoft office on it and create your Power Point slides, you could put Lotus Notes on it and collaborate with your team mates. Theres also all sorts of services that you could execute with that infrastructure. We talked about some of the use cases and things like that.

But from a business partners perspective, lets look at the types of services that they could offer to their customers who are interested in using this service. So weve got the straight up resale offering that we like to position as a great competitive advantage over some of our competition but weve also got additional services that we can resell on top of it. In the left hand side of the slide weve got some stars next to business continuity, while were talking about backup and resiliency. Weve got security services that we can tack on top of and encourage those services to be resold at the partner level.

But we also like to really encourage the business partners to really start building their own services offerings around this platform. So strategy services, migration, whether or not they are ready, their application is ready for cloud environment, assessments, implementation of actual migration networking, software licensing, management and instant image management. Those are some of those things that in addition to having residual income at the resell level we like to encourage these customers and business partners to look at this as building their own recurring and/or one time services built on top of the infrastructure.****{DESCRIPTION}This slide contains the topics that are covered by the narration written in the transcription of this slide.

{TRANSCRIPT}So now well take a moment and talk about the IBM agreement for the Smart Cloud Enterprise offering. This offering does have agreements that are a little different than what you may be accustomed to, so its important to understand that when your business partner sells this offering, theyre going to want to present to the customer 2 sets of documents. Theyll want to present their own documents, their own contracts which will outline their pricing, terms and conditions for the resale of the offering. But in addition to that they will need to present one or two IBM agreements which are necessary to ensure that the client has our service termed as well as our acceptable use policies.

So the first agreement that will be required from IBM for every order is the Smart Cloud Base Agreement. That base agreement provides your client with access to the cloud portal and enables them to help themselves or provision resources on the IBM Cloud and your customers does not have to make sort of monthly commitment to IBM. So they would just basically just sign on at their leisure, they would use whatever they use, and the business partner would in turn bill them for whatever theyre usage was of the Cloud.

The second option is that reserved capacity option or there are additional premium services that we have that do carry a monthly charge and do require an additional commitment from the client. So the agreement depicted at right is the premium services where I additional services order form. This is what lets the client sign up for those additional offerings that do carry a fixed monthly charge, although that charge will be determined by their business partner.

So one or both of those agreements are going to be required on every transaction and thats in addition to any of the agreements that your business partner needs to put in place with the customer to cover their own prices and terms.*Our solution is designed to be convenient for your users, and to help them stay productive:

Automated, scheduled data backup runs in the background, freeing users from the burden of implementing time-consuming, unreliable do-it-yourself solutions.With the inclusion of encryption standards, the customer is in a better position to manage security compliance regulationsData de-duplication ensures that network bandwidth is optimized as only changed data-bits are sent to the remote data vault.**{DESCRIPTION}This slide contains a table that is covered by the narration written in the transcription of this slide.

{TRANSCRIPT}So on this chart weve got an example of a customer with a 1000GB, retention policy of 8-5-4 on a 3 year term. So we know from the previous table the price for GB per month. Now lets exam how this impacts you as BP in terms of pricing, revenue, profitability and contracting.

So you can see on this table the year 1, year 2, year 3 costs and revenue based on a typical growth rate of 25% which is not unusual. So year 1 the BP costs from IBM would be over $40,000 dollars, the price to the end customer will be over $50,000 dollars with a $10,000 dollar margin of 20%.

Given that there could be some internal operations to take off that network profit should be around $8,000.00 dollars. But as you continue to sell this service as the usage for the customer end user grows in year 2 and 3 you can see very quickly how much the actual net profit for this client grows and you see over 3 year period a $35,000 dollar net profit for such a customer.

In terms of contracting, a 3 year contract with the end customer data usage volumes are as required and indeed typically grow on a retention schedule as we mentioned of 8-5-4 with an assumption of 25% data growth. Of course the 25% data growth is not necessarily contracted with the client, this will happen naturally through normal growth of data within the customer.

Financially this is an attractive package we believe for you as BP the revenue continues to grow as the customer continues to grow their data usage and it gives a leverage to go back to that client and indeed expand the coverage of their data even further.***File Name Here.pptMain Point: The new release of Blueworks Live continues enhancing the capabilities of organizations to quickly document and automate processes without the need for IT involvement By giving the community access to the thought leaders from both IBM and BPM community at large, Blueworks Live customers have the ability to continuously learn from the best of the best while they scale up their own internal competencies In lowering the barrier of entry via an extremely affordable (as low as $10/month/user) browser based easy to use and intuitive tool, Blueworks Live aims to increase the participation of every member of an organization in process improvement initiatives

Customer success stories:Aviva: External business areas view and maintain their own processes within a centralized repositoryReduced resources to manage and administer process repository from 14 to 2Reduce changes requests from 8 weeks to 2 minutesPRC: Document and standardize processes across 14 domestic and 5 international call centersThe ability to centralized core workforce management functions due to large part of standardized processFAA:Document and provide standard process across 8 regional officesSimple processes from travel requests to complex like new traffic control tower setup

File Name Here.ppt***There are a number of key areas where we're actually defining entirely new markets. We're investing in our cloud portfolio in these key areas to take our clients to the next level. These includes the cloud enabled services that make up our Smarter Commerce and Social Business solutions, as well as emerging opportunities in analytics enabled by the cloud. Briefly define each space:Smarter Commerce: Is about improving the processes associated in commerce- buying, selling, marketing, services- by acting on insights generated through mobile and social commerce. It is about helping clients become more efficient and effective, improving margins, and creating new revenue streams.Social Business: The way people work is changing. Collaboration within and outside of your organization is no longer a nice-to-have, it's a necessity. Cloud technology makes it possible for users to collabrate within and across company firewalls, and simplifies and improves daily business interactions. According to an IDC Survey ("IDC North American Cloud Survey" - Robert Mahowald, January 2011), 'After email, with 58% saying they'd be using a cloud solution of some type in the next 24 months, overall collaboration was the second most important workload, with 48% saying they'd be looking to build out an internal cloud, or use a public solution.BAO: Analytics is the key to making both of these- and many other spaces- work. BAO is the process that enables our clients to turn oceans of data into predictive models and actionable decisions.These cloud-enabled capabilities allow our clients to optimize the people and processes within their organizations, use insights to drive smarter decisions, and instrument and maximize their assets.Were also defining new industry solutions cloud services, which enable industry-specific outcomes for our clients. A great example there is around Smarter Cities, which Ill talk about shortly.Let's take a closer look at one of these spaces and the cloud-enabled services.

****Steve Mills09/15/10100915 MILLS WebSphere eCommerce Forum Toronto.ppt**********IBM is a global business.

IBM is a global business that truly understand global business and IBM Smart Cloud and our expanding list of products and services are delivered from a constantly growing number of centers around the world.

IBM Smart Cloud delivers what companies are looking for and demanding. A view of cloud computing:

that covers all deployment optionsThat provides not just the technology, but also the managed servicesThat allow a customer to move forward with cloud computing with confidenceTo drive business transformation, drive innovation and ultimately drive top line growth.

Thank you***********This slide describes the IBM Cloud Certification that was introduced in the Spring of 2010.

We should strongly encourage Partners to designate one of more individuals with a Cloud mission on their team to take the course and exam (available at the url listed) to obtain the IBM Cloud Certification.*IBM is the first to announce and make available cloud computing architecture certification. A pre-test assessment is available now at the Prometric IBM website. Taking the pre-exam assessment is a great way to know youre ready to take the proctored exam, as the assessment uses the same bank of questions as the actual exam.

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