Les Partenaires IBM et le Cloud

Loic Simon - Loic_simon@fr.ibm.com +33 6 76 75 40 71

Patrice Fontaine – patrice.fontaine@fr.ibm.com + 33 6 30 07 92 58

Cloud Computing - NIST* Definition (*National Institute of Standards and

Technology)Cloud computing is a model for enabling convenient,

on-demand network access to a shared pool of configurable computing resources (e.g., networks,

servers, storage, applications, and services) that can be rapidly provisioned and released with minimal

management effort or service provider interaction.

but ….. this is atechnology centric definition

Cloud Computing – A Business Value

Cloud computing is a model for enabling cost effective business outcomes through the use of shared application and computing services. The

value …. if possible …. is better economics in the execution of business processes.

Eff

icie

ncy

Eff

icie

ncy

Tran

sform

ation

Tran

sform

ation

Economics of Computing are ChangingEconomics of Computing are Changing

Cloud computing allows companies to rethink IT and reinvent the way they do business

Rethink IT

Reinvent Business

Improve speed and dexterityImprove speed and dexterity

Deliver IT without boundaries Deliver IT without boundaries

Capture new business value Capture new business value

Ensure integrity and security Ensure integrity and security

Delivery higher value products and services fasterDelivery higher value products and services faster

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

Cloud Computing – Primary Characteristics

On-demand self-service

Ubiquitous network access

Location independent resource pooling

Request driven provisioning and scheduling

Measured service / Pay-per-use

… Pour mieux répondre aux enjeux Business

Diminuer les RisquesGarantir de bons niveaux de sécurité et une résilience maximale

Accroître la FlexibilitéCapter de nouvelles opportunités avec une plus grande agilité

Améliorer la Qualité de ServiceAméliorer la qualité et créer de nouveaux services pour mieux servir le business

Faire plus avec moinsRéduire les investissements et les frais opérationnels

Le nouveau visage de la DSI

Cloud IT - Cloud Business La Révolution

IndustrielleInformatique

Pourquoi l’informatique continuerait-elle à utiliser

des « cols bleus logiciels » ?

Enterprises desire the benefits of cloud – but are not willing to compromise on their requirements

44%are concerned with the lack of or limited ability for customization of public clouds

56%believe that service level agreements are not detailed enough

50%concerned about the loss of control over IT activities/ business processes

Management and support and from virtual machines up through the

application

Varying degrees of Security and

Isolation

Availability and performance tuned to

workloads

Technology platform choices built on

standards

Flexible payment and billing options

13

Usage du SaaS à ce jour

Cloud is both a transformational IT trend and a key growth priority for IBM

Smarter Commerce

BusinessAnalytics

Social Business

Cloud Computing

Au delà des Nuages…

La vraie valeur du Cloud : Permettre de transformer le Business !

Social Business

Business Analytics

Mobility

Smart Commerce

…

Managed Cloud

Services

The Cloud Value Proposition is Around Operational Efficiency and Business Transformation

INNOVATVE BUSINESS MODELS

IMPROVED OPERATIONS

Business leaders, in particular, believe that cloud-based delivery models will radically change service provision and drive spending on cloud investments

55% believe cloud enables them to focus on transforming their business and make their processes leaner, faster and more agile

Source: "Cloud will Transform Business as We Know It: The Secret’s in the Source”, Hfs Research, and the London School of Economics, December, 2010

65% believe cloud will drive down the cost of running business applications

Infrastructure, testing, and SaaS are expected to cost much less than traditional outsourced services by at least 30% to 60%

60% of business executives also expect cloud service delivery cycles to speed up application implementation

Cloud Market Trends 2011 : “To What Extent Do the Following Aspects of the Cloud Value Proposition Appeal”?

Virtualized Infrastructure

Cloud Management Platform

Cloud Services

Private PublicHybrid

CONSOLIDATE

CLOUD

VIRTUALIZE

STANDARDIZE

AUTOMATE

SHARED RESOURCES

Traditional IT

Infrastructure as a Service (IaaS)Hardware, VMs, Storage

Platform as a Service (PaaS)APIs, Pre-Built Containers…

Software as a Service (SaaS)Applications, Business Logic…

Business Process as a Service (BPaaS)Aggregated Applications and Process

Operational Support SystemWorkflow, Provisioning, Monitoring and Metering

Business Support SystemFinancial, Customer & Contract Management

SecurityPeople & Identity, Data & Information, Application & Process, Network, server & endpoint, Physical Infrastructure

Manage

Commercialize

Access to

Services Applications

Business processes

Plan Develop Publish

Integrate

• Le Cloud Washing lave tout plus blanc

• Les Me Too prolifèrent• Le Canada Dry coule à

flot

IBM et le Cloud

Management,support anddeployment

Security and isolation

Availability andperformance

Technology platform

Payment andbilling

Unifiedcommunications

Backup

Desktop

SecurityCompute &

Storage

The IBM SmartCloud delivers a robust set of services from IBM and an ecosystem of partners to deploy along side your own services

SAP

Enterprise data center

Hosted private cloudManaged private cloud

Enterprise

Shared cloud services

A

Enterprise

B

Client Defined Services

Partner Services

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

Deploy ConsumeDesign

Business Process as a Service

Platform as a Service

Infrastructure as a Service

IBM SmartCloudwww.ibm.com/smartcloud

IBM continues to deliver innovations across the reference model to help clients build, deploy, and manage clouds

Business Process as a Service

Infrastructure as a Service

Business Application Services Industry Solutions

Platform as a ServiceApplication

ServicesCollaboration Analytics

ApplicationLifecycle Developer & Tester Collaboration Development Automation Life-cycle Traceability

Integration ProcessIntegration

IdentityIntegration

ManagementIntegration

Spillover/FailoverServices

Optimization Heterogeneous Platform Management

Optimized Workload Placement

Virtualized Compute, Network, Storage

WorkloadAcceleration

PowerManagement

Security SecurityManagement

Identity Management

Intrusion Detection

Tenant Isolation

Data Protection

OSS Service QualityManagement

ServiceOperations Mgmt

ServiceAutomation Management

Workload Services

Multi-tenantApplications

Workload & Data MobilityContinuously

Available AppsApp Health Mgmt

& Self-Healing

Dynamic WorkloadManagement

Elastic application runtimes

Fine-grained SLA Enforcement

Elastic Application Resources

Process Management

Application & DataIntegration

Workload & Topology Patterns

Service Asset Management ImageManagement

Open Standards

Impl

emen

tatio

n an

d C

onsu

lting

Ser

vice

s

Cloud Computing Reference Architecture

Governance

Security, Resiliency, Performance & Consumability

Cloud ServiceCreator

Cloud ServiceConsumer

Cloud Service Provider

Common CloudManagement Platform (CCMP)

Operational Support Services

(OSS)

Cloud Services

Inf rastructure-as-a-Service

Platform-as-a-Service

Software-as-a-Service

Business-Process-as-a-Service

Business Support Services

(BSS)

Cloud Service

IntegrationTools

ConsumerIn-house IT

Service Creation

Tools

Inf rastructure

Existing & 3rd party services, Partner

Ecosystems

IBM propose la même architecture Cloud, quelque soit le mode de déploiement choisi.

Systèmes sur mesure “on premise”

Systèmes pré-intégrés “appliances”

Services Cloud “as a service”Smart Business Services

Smart Business Systems

End-State Vision for SAP ManagementConsolidated View & Management

• Usage accounting• Auditing and controls

• Provisioning• Cloning• Refreshing.

• VM Provisioning• Image Management• Service Management

• Information security mgmt.• Access management

... delivering service management in private, public & third party environments

... delivering service management in private, public & third party environments

Enterprise needs met...

Enterprise needs met...

... through a single window with full management capabilities...

... through a single window with full management capabilities...

• Self service portal• Dashboards• Reporting• Services Catalog• Provisioning• Decommissioning

Dedicated Private Cloud

Hosted by IBM

On Premise

IBM Cloudburst

IBM Tivoli

SecurityUsers

Finance & AccountingUsers

SAP Users

BusinessUsers

31

IBM provides operating system and tool licenses

Fully managed

The IBM enterprise-class service delivery platform will offer two tiers – optimizing delivery requirements and economics

Rapid access, multi-tenant solution scaled and priced based on usage.

Robust multi-tenant solution, including managed production services.

Workloads

Operating system

Management level

Availability

Security

Software usage

Pricing

Ideal for developing and deploying new application designs

Ideal for migration of traditional and higher availability applications

Linux, Windows Windows, Linux, AIX

Self Service with advanced premium support

99.5% 99.9%

Virtual and some physical isolation Multiple levels of isolation

Bring your own / pay as you go / free developer use

Hourly usage-based with reserved options Monthly usage-based and fixed contract

32

Unprecedented choice and control translate into capabilitiescustomized to your needs and priorities.

Management,Support andDeployment

Securityand Isolation

Availability andPerformance

TechnologyPlatform

Payment andBilling

Hardware Hypervisor OperatingSystem

Middleware Application Process

SecurityPoliciesand Services

Logicaland PhysicalIsolation

IntegratedBackupand Recovery

Dedicated ClientConnectionfrom Data Center

LocationDexterity

RapidProvisioningTime

High-EndScalability

SLA99.5%

SLA99.9%

x86 TieredStorage

Power Linux Windows AIX VMWare KVM

Pay asYou Go:Hourly

Pay asYou Go:Monthly

Managed ServiceOptions

IBM Smart Business Cloud - Enterprise

More at: ibm.com/cloud/solutions/enterprise

Agile Infrastructure for Myriad of Workloads

• Choice of nine virtual (Intel) server configurations • Choice of pre-configured IBM and third party software

images from which to build private image libraries– Linux® operating systems; Red Hat and Novell SUSE– Windows Server® 2003 and 2008– IBM Lotus®, WebSphere®, DB2® and Informix® stacks– IBM Rational® Application Lifecycle Management – Tivoli® Monitoring software

• Virtual Private Network (VPN/VLAN) services

• Enterprise level Support Options.

• Choice of world-wide centers: Raleigh (US), Boulder(US) & Ehningen (Germany), Toronto (Canada), Makuhar (Japan), Singapore

Payment options:• Pay-as-you-go, Bring-Your-Own-License, Developer-

Use-Only, Pre-Release• Reserved Capacity Options

ISDM [IBM Service Delivery Manager]

?

Connectivité dans un monde Hybride [avec CastIron…]

Intégrer moyens internes et « cloud »1 des 3 préoccupations majeures des clients

36

Dynamically Manage Middleware in Private Clouds

IBM Workload Deployer V3

Efficiently deploy and manage new, innovative applications and services in a private cloud

Dynamically manage elastic, scalable workloads leveraging your existing virtualization environment

Optimized for production application workloads, featuring policy driven management of application qualities of service

Rapid deployment of middleware with pre-configured, easy to use virtual images and workload patterns

Create private cloud middleware services using a physically secure hardware appliance

Deploy middleware images and patterns across existing x86, Power and zVM virtual environments

37

Take advantage of cloud qualities of service when building and deploying applications

Workloads &Patterns

Workloads &Patterns Collect and Dispense

Deployed and ManagedWorkloads

Deployed and ManagedWorkloads

Value Realized• Reduce set up time for WebSphere environments from weeks to minutes• 13x – 15x faster time to market

Web App

Database

Workload and Topology Patterns• Build and deploy apps that scale• Machine independent• Optimized for container managed services

IBM Workload Deployer

ImagesImages

WAS

DB2

Portal

MQ

Business value drives LotusLive client momentum

Smarter Commerce

BusinessAnalytics

Social Business

Cloud Business

Au delà des Nuages…

40

Smarter Commerce

Social Business

Business Analytics & Optimization

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

Smarter Cities

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

Les Partenaires IBM et le Cloud

choisir, planifier, démarrer ?

Combattre le Cloud ?

Refuser le Cloud ?

Les Partenaires

IBM et

le Cloud La

séduction réciproque!

Transformation de l’écosystème sous l’impact du SaaS

Source / Vision IDC

Rejoindre le bon

Ecosystème pour prendre son pied, la

tête au dessus des nuages !

Sources de Revenu Actuelles

Capital Expense

Operational Expense

On Premise

Off PremiseShared

Clie

nt

Del

iver

y M

od

el

Mixed

Off Premise

Dedicated

Private CloudTraditional IT

Transact.

Partn

er Deal S

tructu

re

Managed ops

Client Financial Model

ManagedServices

$/%

PublicServices$88.5B

HostedPrivate$14.1B

ManagedPrivate$19B

EnterprisePrivate$35.8B

ServicesProvider$23.7B

Annuity

Public Cloud

Product& Services

Resale$/%

Le Cloud : Nouvelles Sources de Revenu pour les Partenaires.

Capital Expense

Operational Expense

On Premise

Off PremiseShared

Clie

nt

Del

iver

y M

od

el

Mixed

Off Premise

Dedicated

Public Cloud

Private CloudTraditional IT

Transact.

Annuity

Partn

er Deal S

tructu

re

Managed ops

Cloud Consultant

Cloud Services Reseller

CloudComponent

Supplier

Cloud Builder

Cloud Operator

Client Financial Model

Cloud Marketplace

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

HardisAspaway

Asplenium Midrange

LotusSABLefebvre

Tivoli

IBM GTS

CastIron

D-FI

Best’Ware

Marketor

Lemon Op.

Coremetrics

IBM SWG

IBM GBS

ACMI

IBM STG

On Channel

Arago

Sogeti

Cegid

Value360

Cylande

Prodware

Cognos

Sterling Commerce

SPSS

UnicaAddenda

Medasys

IBM Mkg

Arrow ECS

Exceo

SCC

PAD

IBM BPO

IBM MM

Coheris

Infor

Update

SAP

Evea

Generix

Primobox Bodet

Racine JamespotVermeg

SirhisSaaS-Guru

ESDI

Opase

IBM GB

IBM IDR

Proginov

Frame

Xaga

OBS

Sage

ASI

Oceanet

Coaxis Ocealis

Trekk

Intrinsec

ABW

Eliadis

Jaguar N.

Aquitem

IBO

AZ.N

Pictime

Sigma

CPS

Internet fr

Sopra

Steria

APX

Logica

Atos GFI

Softway

KerensenRevevol

A&O

Open

KPMG

E&Y

Eurosys

Novaliance

Bgfi

Cloud Builders

Hardis

MidrangeIBM GTS

D-FI

Best’Ware

IBM GBS

ACMI

SogetiProdware

Arrow ECS

SCC Evea

Frame

Qui ? Intégrateurs d’Infrastructures, CSI, Revendeurs à valeur ajoutée… qui aident les clients à concevoir, construire et gérer leurs clouds privés: Revenu? : Revente & Influence.Besoins ? Compétences en architecture de solution CloudEtapes de progression & roadmap pour mener la conversation avec le clientPortefeuille de technologies cloud éprouvées, dont solutions d’intégration. Support IBM ? Certification Cloud, Bénéfice de la Cloud Computing Specialty

Oceanet

Overlap

CPS APX

Logica

AtosSteria

GFI

A&O

OpenEurosys

Cloud Builder Bootcamp – 14 avril9h30 à 17h30 - IBM Forum de Bois-Colombes.

Pour équipes dirigeantes et commerciales des Partenaires IBM • revendeurs • intégrateurs d'infrastructure • infogéreurs

qui développent ou souhaitent développer une activité de conseil et de mise en oeuvre de clouds privés [et publics] pour leurs clients.

Au programme :• - compréhension des besoins des clients • - description de l'architecture de référence cloud • - présentation du portefeuille d'offres cloud IBM• - démarches commerciales et outils• - modèle d'engagement avec IBM

IBM BladeCenter Foundation for Cloud

A pre-integrated, virtualized solution that allows businesses to rapidly deploy compute, network & storage capacity that is ready for cloud. Accelerate workload deployment via an easy to deploy, integrated offering

Where to winTarget Workloads: Virtualization and InfrastructureTarget Applications:, Stateless production apps (Web infrastructure, Collaboration, Citrix Xen App, File/Print) Target Industries: GB LE & Midmarket, including Finance and Public SectorTarget Customers: Customers requiring a single integrated stack for fast workload deployment

Key Features Customer BenefitsSingle priced, packaged, hardware, software, network & storage

Preloaded and integrated

• Purchase process is streamlined for client• Single number to call for support

• Deployment time is cut from weeks to days• Reduces complexity and risk of human error

Built on BladeCenter with its best in class RAS and scalability

• Highly resilient infrastructure with no single point of failure versus HP and Cisco offerings

• Much greater bandwidth capability (important for VM mobility) than Cisco

• Easy to expand to a cloud without rip and replace

Seller resources:

Sales Resource Kit

External link

Cloud Infrastructure Providers

HardisAspaway

Asplenium Midrange IBM GTS

Best’Ware

ACMI

Sogeti

Cegid

Prodware

Arrow ECS

SCC

SAP

Evea

Generix

ESDIProginov

Frame

Qui ? Hébergeurs, Telcos, Intégrateurs, Editeurs… qui offrent des services d’IaaS ou de PaaS au travers de leur propre cloud public.Revenu ? Services d’abonnement [souscription]Besoins ?Plateforme de gestion de services cloud éprouvée, “carrier grade”Solutions et options d’infrastructure évolutives, “scalable”Ecosystème pour étendre, marketer, mettre en oeuvre et vendre leurs services cloud.Support IBM ?Workload Optimized Systems, Service Management Platform, Cloud Specialty benefits

OBS OceanetOverlap

Coaxis Ocealis

Trekk

Intrinsec

Jaguar N.

Aquitem

IBO

AZ.N

Sigma

CPS

Internet fr

Cloud Infrastructure Providers – How can IBM help

CREATE MANAGE MONETIZE

Exploit AdvancedAutomation

Rapidly Launch PartnerEnabled Apps/Services

Market White LabeledIBM Cloud Services

Leverage Intelligencefor Differentiation

Optimize Self-ServiceWeb Portals

Deliver Highly Secure,Quality Assured Services

Fast start Cloud Infrastructure Provider bundle

Cloud Application Providers

HardisAspaway

Lotus

SABLefebvre

Coremetrics

IBM GBS

Sogeti

Cegid

Cylande

Prodware

Cognos

Sterling Commerce

SPSS

UnicaAddenda

Medasys

Exceo

PAD

Coheris

Infor

Update

SAPGenerix

Primobox Bodet

JamespotVermeg

ESDI

Opase

Proginov

Xaga

Qui ? Editeurs, Start-ups, Intégrateurs fonctionnels, intégrateurs de solutions applicatives, Entreprises qui proposent des applications d’entreprise horizontales ou verticales au travers d’un modèle de souscription dans le CloudRevenu ? Vente de Services d’AbonnementBesoins ?

Infrastructure performante, sûre, sécurisée et évolutiveSupport au développement de nouvelles applications cloud ou à lmigration d’offres existentesSupport “Go to Market” pour toucher de nouveaux clients et de nouveaux marchésFonctionnalités supplémentaires pour étendre leurs applications.

Support IBM ?Options de déploiement et de pricing flexibles, Business Analytics, Collaboration, Integration, Bénéfices de la Cloud Computing Specialty

Sage

Oceanet

Aquitem

AZ.N

Pictime

Sigma

Sopra

Logica

SteriaAtos GFI

Softway

Eurosys

Cloud Application Providers – Offres et Support IBM & Partenaires

En

able

men

t S

up

po

rt(d

ev

elo

pe

rWo

rks

, IB

M I

nn

ov

ati

on

Ce

ne

rs)

Infrastructure Services(Hardware Virtualization, Network Management, Storage Management)

Your Application

Integration Analytics Collaboration

Platform Services (Application Virtualization, Pattern-based Middleware, Elastic Data Management)

Go

to M

arket S

up

po

rt(C

lou

d S

pe

cia

lty m

ark

etin

g b

en

efits

)

Cloud Services Solution Providers

AspawayIBM GBS

Arago

SogetiProdware

Exceo

PAD ESDI

[Experts Métiers]

[Experts BizDev]

Marketor

Value360Exceo

Racine

Sirhis

Lemon Op.

On Channel

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’intégratoin… public cloud services and offer complementary value add skills such as training and integration.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”, LotusLive reseller options, Bénéfice de la Cloud Specialty

OBS

ASI

Trekk

ABWEliadis

Aquitem

AZ.N

Sopra

Logica

SteriaAtos GFI

KerensenRevevol

Best’Ware

Arrow ECS

Frame

KPMG

E&Y

Eurosys

Novaliance

Bgfi

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

63

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

64

Cloud Technology Providers• Who are they…

– Companies that offer technology that adds value to a clients cloud experience. Includes operation and business support services.

– Development, Enablement, automation, integration tools and technologies.

• How do they make money…– Adding your technology to public and private clouds…

• What do they need..– Industry standards

– Market reach – cloud agnostic

– Access to developer communities and sales teams

• How can IBM help them…– Cloud Manifesto / Open API

– IBM Development & Test on the IBM Cloud

– myDeveloperWorks Communities

– Cloud Specialty Benefits

Cloud Computing Specialty - Five Business Partners models supported

Cloud application providers

They deliver applications through the cloud, such as with Software as a Service (SaaS)

Cloud builders

They engage in consultative and solution selling of multiple IBM offerings, and want to more fully participate in cloud opportunities to win higher value, higher margin deals

Cloud infrastructure providers

They provide a public cloud service on which application vendors and companies can host their solution

Cloud services solution providers

They have an established practice, leveraging one or more IBM Cloud offerings and providing end-to-end cloud solutions to their clients

Cloud technology providers

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

Skills

ReferencesRevenue

IBM PartnerWorld

Cloud Specialty

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

Résumé pour chaque “Solution area”

BenefitUse of PartnerWorld Cloud Specialty Mark (Mark Generator) X X X X X

IBM Confidential updates on IBM’s Cloud strategy and roadmap X X X X X

Use of LotusLive X X X X X

Networking Opportunities within the specialty ecosystem X X X X X

Business Development Workshop X X

Business Development Funds (PartnerPlan) 25K$/year 25K$/year 25K$/year 25K$/year

IBM relationship manager X X X

Marketing of Partner Sales Enablement Kit X

Cloud assessment tools X X

Cloud mentoring vouchers X

Requirement Cloud

Builder

Services Solution Provider

Infrastr.

Provider

App.

Provider

Tech.

Provider

GSD x x x x x

Skills

IBM Cloud Technical Certification X X X X X

IBM Cloud Sales Certification X X X X X

Validated solution that includes 2 or more IBM Brands (GSD) X X X

Skills in two brands spanning two categories X X

Develop sales enablement kit X

Relevant Technical Certifications X X X X X

Revenue X X X X

Client references X X X X X

Pour vous aider !

– Loic Simon [GBP] – Patrice Fontaine

[IDR]– Et les autres SME*

Cloud IBM

[*Subject Matter Experts]

Notre proposition

• Information/Engagement/Formation– Webinaire/Séminaire de découverte du Cloud pour les N…

ouveaux [teasing] et/ou pour les DG de Partenaires– Cloud Executive Workshop [stratégie/action]– Formation des Equipes Ventes/BizDev « à la carte »

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

« Deep Dive » [Produits & Services, Architecture, Technique, BizModel…]

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

• Forum SaaS et Cloud IBM et sites/blogs associés.• Projet de Club Cloud [intégrant le Club Alliances]

http://ibmcloudcatalog.blogspot.com

http://leblogducluballiances.blogspot.com/

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

http://www.cnetdirectintl.com/direct/fr/2010/ibm/101002_ibm_stg/fr/register.htm

http://www.ibm.com/partnerworld/page/swg_com_sfw_cloud_computing

Portail Cloud – IBM France

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

http://www.theinfoboom.com/articles/saas-et-cloud-tsunami-mes-6-plus-6-predictions-pour-2011/

Documents et Veille Marché :

www.forumcloudibm.com

www.saas-guru.com

http://leblogducluballiances.blogspot.com

http://ibmcloudcatalog.blogspot.com

MERCI !

loic_simon@fr.ibm.com