Cloud & Smarter Infrastructure SaaS 201 - for Partners

© 2014 IBM Corporation

Cloud & Smarter Infrastructure

SaaS 201 - for Partners

© 2014 IBM Corporation2

SaaS Refresher What is SaaS How does SaaS help?

SaaS Sales Process

Partner Programs

Compensation & Measurements

Legal, Data Privacy, and Security

Where to Start

Tools and other resources

Agenda


What is Software as a Service (SaaS)?

Software as a Service (SaaS) is a software delivery model in which software and associated data are centrally hosted in the cloud. SaaS is typically accessed via a web browser. Payment for the service is through a subscription model.

You are using SaaS today if you access applications like Facebook, Twitter, or gmail.

See the last page in this deck for additional resources on SaaS, Cloud, and utility-based computingSee the last page in this deck for additional resources on SaaS, Cloud, and utility-based computing


How can SaaS help?

Improved TCO due to lower infrastructure cost

Flexible subscription pricing

Minimal upfront investment

Continuous delivery of new capabilities allows rapid innovation and access to immediate code fixes

Lower risk with try & buy approach

Accelerates evaluations and decision making


SaaS Refresher

SaaS Sales Process – see the Channel SaaS Program Tool guide on the SaaS CoC

Partner Programs



Where to Start


Agenda


SaaS Refresher

SaaS Sales Process

Partner Programs Software Value Plus - SVP SaaS Referral SaaS Service Provider – SSP Generate a partner URL to track leads Using credit cards with Service Engage



Where to Start


Agenda


I resell hardware or softwareI want to resell access to IBM hosted SaaS.

IBM Software Value Plus (SVP) SaaS

I sell solutions, manage accounts & provide supportI want to sell access to IBM hosted SaaS with my solutions and own the customer relationship IBM Software as a Service So

lution Provider

Solutions for different types of SaaS Business Models

I consult, refer, and resell softwareI want to refer IBM hosted SaaS IBM Referral Incentive for Saa

S and Software

Note: General guidelines. One size does not fit all. Could be a blended use.


IBMdelivered

SaaS

MSP VAD VAR GSIASP

IBM Software

Value Plus (SVP) - ResellLeverage

standard two tier distribution

channel

Business Relationship: −IBM hosts, supports (L1, L2) SaaS solution, bill VAD−VAD takes the order and bills BP −VAR takes order from customer, takes invoice, and resells

customer−Customer is end user of solution

Demand Gen: Co-marketing, Web Content Syndication, VAD/ VAR campaign & events, Ready-to-Execute materials, PW Plays & collaterals, IBM demand gen

Sales Tool: VAD uses Partner Guided Selling Tool to quote and sell

Financial Incentive: −Standard VAD/ VAR model -> VAR is interface to client−Channel and Direct IBM reps are incented

Business Partner role in SaaS Business Model - SVP

IBMIBM

Config

Data

HelpDesk

Partner Resellers sell SaaS

VAD ClientClient

Contract

End Users

VADs sell an product in the IBM price bookCriteria for VARs: 1. Join PW program2. Create partner plan3. Enroll in VAP or SVI (product and sales

certifications in SVI)4. Apply for IBM reseller authorization and

select a VAD

VAR


Operational Model on Engage: IBM Software Value Plus Program

IT Practitioner

Business Partner

Sandbox

Accesses Live Demo

Trial Environment

Partner Specific URL to Trial Access

Leads

Lead$

IBM Hosted Trial Environment

Unica

Request to purchase through Business Partner

Requests support through

Engage

Paid Standard VAD/ VAR model

Forum, L1, L2, L3

IBM’s Partner Guided Selling Tool

APM

WA

SCCD

MAM


IBM SaaS Referral Incentive

Leverage IBM SaaS Offerings

to enhance solutions

IBMdelivered

SaaSBusiness Relationship:

−IBM provides support, invoice, billing, hosted solution−BP identifies opportunity, Co-Sell with IBM−Customer is end user of the solution


Sales Tool: Partner uses SaaS Referral Incentive PortalFinancial Incentive:

−BP earn 15% fees on Annual Contract Value−Multi-year contracts are payable each year of service−With active BP engagement, BP earns 5% fee for renewals; 15% on any extended cost of contract

IBMIBM ClientClient

Config

Data

Contract

End UsersHelp Desk

Partners Referring SaaS

MSP VAD VAR GSIASP

Business Partner role in SaaS Business Model – SaaS Referral

Get Started: Partner has sales mastery in Product Group Complete Referral Incentive BP Profile Accept SaaS Referral agreement www.saasincentive.com

Register opportunities Claim when sale is done


Operational Model on Engage: IBM SaaS Referral Incentive Program

IT Practitioner

Business Partner

Sandbox

Accesses Live Demo

Trial Environment Request to purchase through

EngagePartner Specific URL to Trial Access

Leads

Lead$


Unica

Requests support through

Engage

Paid 15% ofAnnual

Contract Value

Deliver

Forum, L1, L2, L3

APM

WA

SCCD

MAM


IBMIBM

IBM SaaS

Solution Provider

(SSP)

BP’s expertise with IBM SaaS

IBMdelivered

SaaSBusiness Relationship: − IBM hosts, provides partner L2 and L3, invoice

and deliver solution to partner− SSP sells, invoice, delivers solution, L1 support

to customer, single interface to the customer, provides value add services or code


Sales Tool: IBM Rep uses SQO to get quote and sell to SSP

Financial Incentives: − SSP prices solution independently Earn 25% on

subscription parts, for life of contract (single-customer)

− Earn up to 35% off tier price point for life of contract (multi-customer)

ClientClientSPSP

Config

Data

Contract

User User

User User

Customer

Customer

Customer

Multi-User

Single-Customer

MSP VAD VAR GSIASP

End UsersHelp Desk

Partners as a SaaS Service Provider

SSP BP Storefront

Business Partner role in SaaS Business Model - SSP

Criteria: Demonstrate required Sales,

Technical, and Support Criteria Complete Support Plan Template Accept Reseller Agreement Provide Support Desk Demonstrated SaaS Value

C&SI is doingSingle customer as 1st phase


IBM’s Software Quote and Order Tool

Operational Model on Engage: IBM SaaS Solution Provider Program

IT Practitioner

Business Partner

Sandbox

Accesses Live Demo

Trial Environment Request to purchase through

partner portal

Partner Portal

Partner Specific URL to Trial Access

Leads

Lead$


Unica

Partner Value add

Code

Requests support through partner

portal

Deliver

Earn 25% on subscription

APM

WA

SCCD

MAM


How do I maintain my leads?

BP provides their unique IBM Service Engage url to client

BP provides their unique IBM Service Engage url to client

SaaS DSRSaaS DSR

SaaS DSR qualifies the client & informs BP that client has started trial

SaaS DSR qualifies the client & informs BP that client has started trial

BPBP

ClientClient

SaaS Direct Sales Rep receives client response associated with BP and matches to trial list

SaaS Direct Sales Rep receives client response associated with BP and matches to trial list

Client registersClient registers Client receives free trialClient receives free trial

11

22 33

44Trial listTrial list

55

SupportLearn Explore Try Use / Buy Extend


e-Commerce Support in 26 countries & Passport Advantage


SaaS Refresher

SaaS Sales Process

Partner Programs



Where to Start


Agenda


How is Revenue realized with SaaS?

ACV – Annual Contract Value of the Subscription Agreement

TCV – Total Contract Value of a Multi-year Subscription Agreement

Bookings – The Total dollar value of all new contracts signed. Usually Billings are an annualized number even for different contract durations. Billings are not always helpful in understanding the state of SaaS business.

MRR – Monthly Recurring Revenue at the end of each month (like rent). MRR is the sum of the prior contracts + new contracts signed this month – expired contracts.

Churning MRR – Lost MRR from lost customers

Margin – the total discount off list price Business Partner can expect to receive


SaaS Subscription ExamplesMargins

Scenario Term (months)

Quantity Metric Monthly Subscription

TCV ACV SVP1 SaaS Referral

SSP

Scenario 1:

Subscription signed for 1 year covering 40 VMs

12 40Virtual servers

$25 each $12,000 $12,000

$1200- $2400/yr

---

$120-$240/mo

$1800/ yr$3000/ yr

---

$300/mon

Scenario 2:

Subscription signed for 3 years covering 100 users

36 100Auth users

$99 each

All 3 years

$356,400

$118,800

All 3 yrs

$11880- $23760/yr

---

$990-$1980/mo

All 3 yrs

$17820/yr

Claimed All 3 yrs

$29700/yr---

$2475/mo

All 3 yrs

Scenario 3:

50 new users added to scenario 2 in Year 2

36

24

Yr 1: 100

Yr 2: 150

Yr 3: 150Auth users

$99 each

All 3 years

Contract 1: $356,400



Contract 2:

$59,400

$11880- $23760/yr

$990-$1980/mo

All 3 yrs

--plus--

$5940 – $11800/yr

$594 - $990/mo

Yrs 2 & 3

$17820/yr

Claimed All 3 yrs

--plus—

$8910/yr

Yrs 2 & 3

$29700/yr---

$2475/mo

All 3 yrs

--plus—

$14850/yr

$1237/mo

Yrs 2 & 3

Note that for Scenario 3, the total TCV and ACV would be the sum of Contracts 1 & 2 Note that for Scenario 3, the total TCV and ACV would be the sum of Contracts 1 & 2


On-premise to SaaS Conversion Example – SCCD Acme Co. has 100 SmartCloud Control Desk on-premise 100 authorized user licenses. Acme wants to move 40 users to SaaS so they subscribe to 40 SmartCloud Control Desk (SaaS) authorized users. Acme wants to protect their investment and reserve the option to move back to on-premise if needed.

The chart below shows the Acme current yearly costs for on-premise licenses/S&S and then compares the cost between using the Conversion program vs No conversion (SaaS at list).

6% annual savings* over no conversion cost

6% annual savings* over no conversion cost

*Savings does not reflect infrastructure and labor costs transferred to IBM*Savings does not reflect infrastructure and labor costs transferred to IBM

Price Metric Quantity

License Cost (One Time Charge)

Annual Subscription S&S

Yearly Costs (License/ Subscription and S&S)

Current

On_prem $2,390 Authorized User 100 $239,000 $47,800 $47,800

ConversionOn-Prem 60 $0 $28,680SaaS Step-up $49 per month/ Authorized User 40 $23,520 $19,120

$23,520 $47,800 $71,320

No ConversionOn-Prem 60 $28,680SaaS $99 per month/ Authorized User 40 $47,520 $0

$47,520 $28,680 $76,200


SaaS Refresher

SaaS Sales Process

Partner Programs



Where to Start What C&SI SaaS offerings can you sell now? Land & Expand


Agenda


What SaaS Offerings can you sell NOW?

IBM Monitoring (SaaS)$25/month per Average Managed Virtual Server (aMVS)

IBM Application Diagnostics (SaaS)$120/month per Average Managed Virtual Server (aMVS)

IBM Monitoring (SaaS)$25/month per Average Managed Virtual Server (aMVS)

IBM Application Diagnostics (SaaS)$120/month per Average Managed Virtual Server (aMVS)

IBM SmartCloud Control Desk (SaaS)$99/month per Authorized User

$297/month per Concurrent User

IBM SmartCloud Control Desk (SaaS)$99/month per Authorized User

$297/month per Concurrent User

IBM Workload Automation (SaaS)Starts at $70 per 1000 executed jobs per month

IBM Workload Automation (SaaS)Starts at $70 per 1000 executed jobs per month

h

From 251k to 1,000k, each pack of 1k is priced at $35/month

From 26k to 250k, each pack of 1k is priced at $56/month

From 1k to 25k monthly executed jobs, each pack of 1k is priced at $70/month

>1000k jobs, each 1K job pack is priced at $21 per month

Maximo Asset Management (SaaS)$159/month per Authorized User$477/month per Concurrent User

Maximo Asset Management (SaaS) Scheduler (pre-req Maximo AM (SaaS)

$40/month per Authorized User

Maximo Asset Management (SaaS)$159/month per Authorized User$477/month per Concurrent User

Maximo Asset Management (SaaS) Scheduler (pre-req Maximo AM (SaaS)

$40/month per Authorized User


Tremendous opportunities to up-sell and cross-sell It is a huge differentiator that other vendors cannot match!

If your customer has this Sell them this Scenario

SmartCloud Control Desk (SaaS) IBM Monitoring (SaaS) Detect an issue, automatically open a ticket

Netcool OMNIbus Generate alerts when monitored KPI exceeded

Business Service Management Improve MTTR for monitored business processes

SmartCloud Analytics Predict and prevent problems with insight into patterns and trends present in log files

Workload Automation Quickly and easily identify system and application problems that are impacting your workload

Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling Connect Direct

Workload Automation (SaaS)

Integrate scheduling needs of business applications like Cognos, Datastage, Netezza,etc.

Netcool OMNIbus Create alerts for workload problems

SmartCloud Control Desk (SaaS) Open incidents for workload failures

IBM Endpoint Manager SmartCloud Control Desk (SaaS)

Trigger automatic provisioning of a desktop

Netcool Omnibus Generate tickets based on selected events

Tivoli Application Dependency Discovery Manager (TADDM)

Use Configuration Information (CI) and relationship data to manage unplanned change

Note that all of the offerings in the middle column have on-premise versionsChoice is something only IBM can offer.

Note that all of the offerings in the middle column have on-premise versionsChoice is something only IBM can offer.


Tremendous opportunities to up-sell and cross-sell – part 2

If your customer has this Sell them this Scenario

Netcool Omnibus Maximo Asset Management (SaaS)

Generate tickets based on selected events

Maximo Inventory Insights Optimized inventory levels through analytics

Smarter Cities Link assets to municipal operations

Maximo Asset Management Maximo Inventory Insights (SaaS)

Leverage Pre-configured inventory decision support system to generate optimal reorder management and obtain insight on “stagnant” inventory


How to Farm SaaS Deals – IBM Monitoring (SaaS) Starting point: The customer bought a small installation of IBM Monitoring (SaaS) for applications and infrastructure

Grow the existing footprint to other users Who has a similar job to yours? Will you introduce me to them, or to someone who makes tool decisions for you and your

peers? Grow use of IBM Monitoring

Grow the existing footprint by adding additional applications What other applications are considered critical by your company, and need to be monitored? Since you were successful with this application, can we explore the next one? Who owns that application? What happens

to your company if it goes down or is slow? Grow use of IBM Monitoring

Grow the existing footprint by adding analytics* APM customers can use their dashboard to search log files on servers configured for access by log analytics, speeding

the time it takes to find out what’s really causing a problem. Expand with SmartCloud Log Analytics

Grow the existing footprint by adding network or storage management* Now that you have an idea of your application performance would you like to grow your insight into your network and/or

storage use? Expand with Tivoli Network Manager and Tivoli Storage Manager

Grow the existing foot print by adding event management* So APM is working well and you have other tools monitoring your IT infrastructure, we often find customer's struggle

understanding the holistic view of their environment, and frequently invest resources in chasing and correcting the symptom rather than root cause. When issues occur that span tools, could you use a tool to help eliminate symptoms and to quickly identify the root cause of the problem? Expand with Netcool OMNIbus

Leverage this SaaS experience to sell an expanded on-premises deployment The SaaS offering helped you understand the technology and see the benefit of monitoring, but your organization prefers

an on-premises deployment for security, performance or other reasons. Get full-spectrum on-premises infrastructure and application monitoring with SmartCloud APM

Grow the existing footprint by Control Desk* APM customers can have their solution integrated with a help desk to speed and organize the process of tracking and

resolving problems in their environment. Expand with SmartCloud Control Desk

*Solution integrations are being developed and tested continuously. Initially, the SaaS offering will be integrated with on-premise deployments of complementary products, with a SaaS-to-SaaS offering when both products are available .

The Extend tab on Service Engage will provide you with the latest information on the available integrations

Steve – page is being reworked per 3/10 call


How to Farm SaaS Deals – IBM Workload Automation (SaaS) Starting point: The customer bought a small installation of IBM WA (SaaS)

Grow the existing footprint with additional packs of jobs Are you ready to react to unexpected conditions and keep the actions in sequence and still optimized ? Would you like to control your heterogeneous workloads from a single point, and with a single skill-set ? Grow use of IBM Workload Automation

Grow the existing footprint by integrating new business workloads Is it important to your business to have a predictable long-term vision of your plans and business objectives ? Are missing SLA costly to your organization? Have you consider integrating your ERP & BI workloads to lower the costs of non-integrated solutions and eliminates

causes of human errors ? Grow by integration with Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling

Connect Direct

Grow the existing footprint by adding additional solutions Netcool Omnibus can provides a single central consolidated view of all events across multiple products and solutions.

Integrate the events from the workload automation solution into the event management system Expand with Netcool Omnibus.

The workload automation customers can have their solution integrated with a help desk to speed and organize the process of tracking and resolving problems in their environment Expand with SmartCloud Control Desk.



How to Farm SaaS Deals – IBM SmartCloud Control Desk (SaaS) Starting point: the customer is doing a trial or pilot of Control Desk (SaaS)

Background: Most customers will already have a service desk, but it will often be backlevel, missing needed function (e.g. service catalog, IT Asset Management), they lack skills to manage the system, and they face a potentially expensive upgrade if they need to improve function

Message: “Control Desk (SaaS) will provide the modern function you need, have low up front costs, reduce your skill and support costs and requirements, and provide a low, flat, predictable cost structure. It is the best way out of the situation you are in.”

Grow the existing footprint to other processes and user groups Background: If the client starts use of Control Desk with base processes like incident and service request, they will

usually naturally look to expand into areas like problem and knowledge management, service catalog, change management, and IT asset management as they mature. Alternatively, if they start use of Control Desk with change management for instance, IBM can look to displace the service desk operation (incident, service request)

Message: “If you consolidate on Control Desk, it will save you training, support costs, and provide better service.” “If you add integrated change management through Control Desk, you can reduce incidents and outages related to change by 70%.”

Grow the existing footprint by adding additional applications:1. Expand with IBM OMNIbus:

Background: Event storms can overwhelm service desk support staff and drive up costs Message: “If you integrate Omnibus, your support team can focus on the common cause of issues and

tickets and use automation to fix frequent, recurring problems”2. Expand with IBM Endpoint Manager

Background: Many organizations suffer from having disconnected, time-consuming, error-prone processes to request, deploy and manage software assets

Message: “You can integrate with IEM to provide an online app store to customers and then automate the accounting, approval, and deployment, saving time and reducing errors.”

3. Expand with IBM TADDM Background: without automated tools, discovery is time consuming, and chronically inaccurate, impacting cost and service Message: “TADDM can save time and money though automating discovery. It provides a near real time view

of your infrastructure and services so your IT group can see and manage the configurations that impact services. This can help proactively avoid issues and greatly reduce time to problem resolution.”



How to Farm SaaS Deals – Maximo Asset Management (SaaS)

Steve – need MAM


SaaS Refresher

SaaS Sales Process

Partner Programs


Legal, Data Privacy, and Security Legal – Compliance Overview, Key Terms Data Privacy – What you need to know, EU Safe Harbor, Solution Hosting Security – Security Practices

Where to Start


Agenda


Legal - Compliance Overview

Compliance = Softlayer Compliance + C&SI SaaS Compliance

Unless both are compliant we can’t claim compliance.

Payment Card Industry Data Security Standard (PCI DSS) - Compliant Set of requirements designed to ensure that ALL companies that process, store or

transmit credit card information maintain a secure environment. C&SI processes credit card information through IBM Payment Systems which is PCI

compliant

Federal Risk and Authorization Management Program (FedRAMP) - Not Compliant (in progress) Government-wide program that provides a standardized approach to security

assessment, authorization, and continuous monitoring for cloud products and services. One of the key requirements is Federal Information Security Management Act of 2002

(FISMA)

EU Safe Harbor (See EU Safe Harbor section) – Certification in process


Legal - C&SI SaaS Contract Options

IBM International Passport Advantage Agreement (IPAA) – includes SaaS terms regarding ownership, customer’s right to use, subscription to SaaS, SaaS technical support, content and termination of SaaS

Passport Advantage customers using direct or e-Commerce to purchase Terms of Use (TOU) B – standard terms of use for IBM SaaS offerings. This is in addition

to IBM or IBM IPPA Express Agreement TOU A – terms of use specific to a SaaS offering (e.g charge metrics, renewal) Service Level Agreement (SLA) – specific to a SaaS offering

Note: A SaaS Solution Provider may require additional agreements for approval


Legal - Key Terms

Automatic renewal – contract is automatically renewed unless customer cancels. Example: Customer purchases a 12 month term with monthly billing and on month 15

decides they no longer need the service they DO NOT have the option to terminate and will be responsible for the remaining 9 months of coverage (the full 12 month term).

Indemnity - Customer agrees to hold IBM harmless against any third party claim arising out of or relating to: 1) violation of the IBM Acceptable Use Policy by Customer or any of Customer’s IBM SaaS Users; or 2) Content made available to the IBM SaaS.

Non-disclosure of Customer Content – TOU B indicates that IBM will not use client data for any reason but to operate SaaS and will be kept confidential

Applies to IBM Software Value Plus


Legal - Service Level AgreementsOne per CSI SaaS Offering (no charge)

“Availability” percentage is calculated as: (a) the total number of minutes in a Contracted Month, minus (b) the total number of minutes of Downtime in a Contracted Month, divided by (c) the total number of minutes in a Contracted Month, with the resulting fraction expressed as a percentage.

Example: 432 minutes total Downtime during Contracted Month

Availability during a Contracted Month

Availability Credit(% of Monthly Subscription Fee for Contracted Month which is the subject of a

Claim)

Less than 99.8% 2%

Less than 98.8% 5%

Less than 95.0% 10%

43,200 total minutes in a 30 day Contracted Month

- 432 minutes Downtime = 42,768 minutes

________________________

43,200 total minutes in a 30 day Contracted Month

= 2% Availability Credit for 99.0%

availability during the Contracted Month

Terms found in TOU A or Cloud Services Agreement Services Description


Data Privacy - What you need to know

Personal data generally includes information relating to an individual -think business card (e.g. names, email addresses, home address) In some countries, also includes information about identified partnerships, associations, or corporations. IBM is a data processor, entity that processes personal data on behalf of the data controller, who would be the client responsible for entering the data.

In most cases, Passport Advantage agreement covers data privacy for personal data.

EU and Switzerland have additional data privacy regulations but have established the ability to create a framework with the U.S for accessing personal data.

C&SI SaaS is in the process of obtaining EU Safe Harbor certification. This requires a risk assessment after we Go Live. In the meantime, we have security measures in place to restrict access to EU client data and for IBM non-U.S. employee access to Amsterdam hosting center in order to comply.

IBM has an Online Privacy Statement which is another EU Safe Harbor requirement


Data Privacy - EU Safe Harbor Certification

EU and Switzerland have specific data privacy regulations and have established the ability to create a framework with the U.S for accessing personal data called EU Safe Harbor. to prevent accidental information disclosure or loss

C&SI SaaS is in the process of obtaining EU Safe Harbor certification

Benefits: Ability to assert Safe Harbor to clients and prospects. Facilitates selling in the EU and Switzerland. Makes us competitive in selling situations.


Where are the C&SI SaaS solutions hosted?

Active Data Centers - SoftLayer

Singapore

Dallas

Amsterdam

All C&SI SaaS offerings are currently hosted in SoftLayer data centers.

In 2014, additional data centers will be provided (SoftLayer or partner), based on business needs.


Security - C&SI SaaS Security Practices Data Security – each offering has a Security Practices document

Security Policy – states that IBM has published privacy and security policies and that employees are trained in security

Access Control Only authorized employees can access client data Support staff for the Cloud Offering use multi-factor authentication and encrypted channels

when accessing client data Data transfers are logged

Service Integrity & Availability Change Management process governs changes to O/S, application s/w and firewall Data center resources are monitored 24x7 Internal and external vulnerability scanning and malware detection Information delivery protocols for transmission of data over public networks (e.g HTTPS, VPN)

Physical Security Designed to restrict unauthorized physical access to data center resources. Entry and removal of equipment is logged

Compliance Assessments and audits are conducted regularly by IBM’s team to confirm compliance with its

information security policies. Conduct workforce security education and awareness training

Note: The Security Practices are also included in the Cloud Service Agreement Service Description for each offering.


Security – ITCS104 & Industry Standards Certifications

C&SI SaaS offerings adhere to the rigorous standards of ITCS104 security

There are many industry standards that require certification. C&SI is evaluating the priority order based on client demand

Health Insurance Portability and Accountability Act (HIPAA) – Not Certified Requires certification through HIPAA Program Office (HPO)

Data Centers do not get certified in HIPPA – SoftLayer Internal HIPPA whitepaper

SSAE 16 - Not Certified SOC2 Type II Compliance - Not Certified Cloud Security Alliance STAR Self Assessment - Not Certified EU Safe Harbor (See EU Safe Harbor section) – Certification in process


SaaS Refresher

SaaS Sales Process

Partner Programs



Where to Start

Tools and other resources Center of Competency Resources & Tools

Agenda


Service Engage Sales Center of CompetencyThe Center of Competency (CoC) serves as a war room to provide resources for sellers to help close SaaS deals.

The CoC web site provides the following general information:

Overviews FAQs Terms & Conditions Privacy SaaS vs on-premise Competition Pricing ELAs & SaaS Sample User Scenarios Typical sales cycle for a

SaaS deal Links to payload info

The CoC web site provides the following information for each SaaS payload:

Offering Capabilities Scalability & Security issues References FAQs SaaS versus On-premise Dealing with competition Typical Sales Cycle for this

payload Pricing, entitlements,

trade-ups Terms & Conditions TCO calculators Integrations & Extensions Doing evaluations

For IBM Sellers: https://ibm.biz/salescoc For Partners: www.ibm.com/csicenter/partners For IBM Sellers: https://ibm.biz/salescoc For Partners: www.ibm.com/csicenter/partners


Resources used by C&SI partners

Tools: IBM Service Engage is the landing page for C&SI SaaS offerings. Customers can learn,

explore, demo, set up a trial, and purchase offerings. Software Value Plus program uses Partner Guided Selling (PGS) Tool to process all Tier 2

SaaS Offering Quotes by the VAD SaaS Solution Provider program uses Software Quote & Order (SQO) Tool for all SaaS

Solution Provider Quotes entered by an IBM Rep SaaS Referral Program uses SaaSIncentive.com Tool to process SaaS opportunities and

claims entered by Business Partners

Other resources for sellers: C&SI SaaS Sales Kit & Center of Competence on Partner World

To learn more about the technologies: Cloud, Cloud computing SaaS: WWW, YouTube


What should I do next?

Go to Service Engage, learn about it, provide feedback

Learn about SaaS and C&SI’s 1H 2014 SaaS offerings.

Approach your top 5 customers with these questions: Does the overwhelming cost of maintaining their

infrastructure hinder developing new services that could bring in additional revenue?

Do they need to gain access to new capabilities quicker to innovate faster and stay ahead of their competitors?

Do they want to lower their Total Cost of Ownership (TCO) ?

Determine where your customer wants to be, and how they should get there.

Encourage them to test drive Service Engage today

Look for opportunities to up / cross-sell

Make a SaaS proposal.

Go to Service Engage, learn about it, provide feedback

Learn about SaaS and C&SI’s 1H 2014 SaaS offerings.

Approach your top 5 customers with these questions: Does the overwhelming cost of maintaining their

infrastructure hinder developing new services that could bring in additional revenue?

Do they need to gain access to new capabilities quicker to innovate faster and stay ahead of their competitors?

Do they want to lower their Total Cost of Ownership (TCO) ?

Determine where your customer wants to be, and how they should get there.

Encourage them to test drive Service Engage today

Look for opportunities to up / cross-sell

Make a SaaS proposal.

C&SI Strengths: Customer choice: On-

premise, SaaS, integrated experience

Integration with broader Service Management capabilities

Accelerate sales velocity with Service Engage

Unsurpassed breath of capabilities

C&SI Strengths: Customer choice: On-

premise, SaaS, integrated experience

Integration with broader Service Management capabilities

Accelerate sales velocity with Service Engage

Unsurpassed breath of capabilities

Cloud & Smarter Infrastructure SaaS 201 - for Partners

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