2011.11.22 - cloud services solution provider - 8ème forum du club cloud des partenaires - loic...
DESCRIPTION
8ème Forum dTRANSCRIPT
Intégrez des Services Cloud Publics [IaaS, PaaS et/ou SaaS]
dans votre Offre et devenez
Cloud Services Solution Provider
Loic Simon - [email protected] +33 6 76 75 40 71
Pour moi, vendre des
services Cloud oblige à …
[1 seule réponse, 1 phrase, 7 mots
maximum]
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)
Cloud Application Providers+
Cloud Services Solution Providers
Cloud BuildersCloud Infrastructure
Providers
Cloud Technology Providers
[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
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
[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
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
12
Usage du SaaS à ce jour
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
Smarter Commerce
BusinessAnalytics
Social Business
Cloud Business
Au delà des Nuages…
Rejoindre le bon
Ecosystème pour prendre son pied, la
tête au dessus des nuages !
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
Projets de Cloud Computing lancés avec succès en 2010
2,000
Private cloud Hybrid Public cloud
Machines virtuelles managées en mode privé
Machines virtuelles managées en mode public
1 M 20MIBM et le Cloud Computing : les faits
18
EnterpriseData Center
Private Cloud
ManagedPrivate Cloud
HostedPrivate Cloud
SharedCloud Services
PublicCloud Services
EnterpriseData Center
Enterprise Enterprises Users
IBM a des produits, services et solutions dans tous les domaines du Cloud
DeployDesign
Business Process as a Service
Software as a Service
Platform as a Service
Infrastructure as a Service
Consume
An infrastructure and platform as a service designed for enterprise-class
service delivery
An infrastructure and platform as a service designed for enterprise-class
service delivery
An integrated set of private cloud enablement
technologies
An integrated set of private cloud enablement
technologies
New business and industry software as a service
solutions
New business and industry software as a service
solutions
Smarter Cities
Social Business
Smarter Commerce
Business Analytics and Optimization
servicesservices solutionssolutionsfoundationfoundation
Le catalogue d’offres d’IBM évolue en permanence…
SmartCloud Enterprise
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
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.
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
Pour vous aider
• Loic Simon [GBP]– Cloud Builders [T1/T2 Infra]– Cloud Services Solution
Providers [Revendeurs]– [Cloud Fast Track Workshops]
• Patrice Fontaine [IDR]– Cloud Application Providers [ISV]
• Florence Marcel [MM]– Cloud Infrastructure Providers
[MSP, focus MM]
Accompagnement Business de l’Activité Cloud d’un Partenaire Majeur
• Intégration du Partenaire dans le Plan de Marketing/Communication Cloud d’IBM
– Participation à des manifestations Cloud IBM, Témoignage Partenaire et clients, etc…
– Communication par IBM d’opportunités clients détectées.• IBM Cloud Computing Specialty• Participation du Partenaire au Club Cloud des Partenaires
– Promotion du Partenaire en tant que Cloud Services Solution Provider [ou autre] auprès de l’Ecosystème Cloud IBM
• Co-Financement d’opérations Marketing– Eg Co-marketing sur le marché des PME/PMI et, si pertinent, auprès des éditeurs
SaaS.• Assistance Commerciale et Transfert de Compétences
– Aide à la vente de projets de Cloud Privés par l’équipe Cloud Privé d’IBM– Formation des équipes marketing & commerciales du Partenaire par des Experts IBM
• Aide au développement du « Social Marketing » Partenaire / IBM– Curation & Syndication de Contenu Cloud pour exploitation par le Partenaire– Formation et assistance à l’exploitation des médias et réseaux sociaux [pilote]
Cloud Fast Track Workshop Agenda – 5h miniTime 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 the 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.
Aide au développement du « Social Marketing » pour visibilité, crédibilité…
• Intégration du Partenaire dans les programmes IBM d’exploitation des Réseaux et Médias Sociaux
• Capitalisation de l’expérience d’IBM et du Club Alliances [et désormais du Club Cloud des Partenaires pour partage d’expertise et transfert de compétence vers le Partenaire
• Curation et Syndication de Contenus Cloud pour exploitation par le Partenaire
Veille, curation, documents :
clubcloud.blogspot.com
ibmcloudcatalog.blogspot.com
leblogducluballiances.blogspot.com
forumcloudibm.com
Ce que je retiens de cette session,
c’est…[une seule
réponse, 1 phrase, 7 mots maximum]
