Cloud Builder

Jean-François Mery, Robin Regnaud, Lionel Maugey

Cloud Builder

• Marché et Besoins adressés• Modèle de Business

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

• Facteurs Clés de Succès• IBM et les Cloud Builders

– Offres Cloud Majeures et Services Cloud complémentaires

– Ecosystème de Partenaires, accompagnement au Changement

– Formation et Support Technique, Commercial et Marketing

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

Cloud Builder: Position sur le Marché Cloud

Enterprise Private ($36B)

Hosted Private ($16B)

Private

Public

Income Sources

Technology Provider

Cloud Builder

Aggregator/ Marketplace

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

Cloud Builders

Best’Ware

Arrow ECSFrame

BPPerensys

Techdata

IBM SWG/STG

Metrologie

Qui ? Intégrateurs d’Infrastructures, CSI, Revendeurs à valeur ajoutée… qui aident les clients à concevoir, construire et gérer leurs clouds privés Revenu? : Projets, Revente Besoins ? Compétences en architecture de solution CloudEtapes de progression & roadmap pour engager les clientsPortefeuille de technologies cloud éprouvées, configurations de référence, solutions d’intégration…Support IBM ? Accompagnement technique, commercial et marketing, Certification Cloud, Bénéfices de la Cloud Computing Specialty

Midrange

D-FI

Sogeti

Evea

CPS

Diademys

Atos Origin

BP

Computacenter

CristalPerensys

T-Systems

IBM GTS

IBM GBS

SCC

Infotel

Umanis

ACMI

Oceanet

[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

BP

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

• Application strategy and assessment

• Infrastructure strategy and design

• Security assessments and readiness

• Cloud rapid assessment

• Network design and build• Infrastructure virtualization,

implementation and migration• Image provisioning• Infrastructure as a service• Service Management• Deployed infrastructure

services

• Application design• Application development

or migration • Application testing • Private application hosting

Help me get started. Help me define my

cloud strategy.

Help me prepare my infrastructure for

cloud.

Help me build, test and deploy workloads

to a private cloud.

Situations Clients Typiques.

Source: Market Assessment Panel, Cloud Computing StudyQuestion 17: You previously indicated that you have implemented, plan to implement, or would consider implementing services using the Internal delivery method. For which phase(s), if any, have you acquired or would you consider acquiring outside provider help? Base: 847.

51%

63%

25%

45%

50%

7%

1%

0% 20% 40% 60% 80% 100%

Assessing/Planning

Building/Implementing

Managing/Running

Maintaining/Supporting

Education/Training

None of the above; we would complete all stepsinternally

Don’t knowPercent Selecting

Note: Respondents could select multiple phases

Use Of Outside Provider By Lifecycle Phase For Private Cloud

Clients are seeking advice from outside providers for planning and implementing

Private Cloud deployments

Decision-makers scoring high on the Private Cloud Index* are significantly more likely to utilize external providers for assessment and education

Those currently using traditional outsourcing are more likely to consider the use of external provider services for the management and maintenance of their companies’ IT infrastructure in a Private Cloud initiative

Besoins Clients : Mettre à disposition de l’entreprise des Services qui ont les mêmes caractéristiques que les Services « aaS »

proposés par des Clouds Publics

• Partagés, Standards, Packagés

• Self-service, Immédiats

• Elastiques, Extensibles

• Payés à l’usage, mesurés

• Accessibles par Internet, de n’importe où

• Connectables, Disposant d’API publiés

•On-demand self-service

•Broad network access •Resource pooling

•Rapid elasticity

•Measured Service.

Définition NIST

Cloud Builder• Marché et Besoins adressés

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

• Facteurs Clés de Succès• IBM et les Cloud Builders

– Offres Cloud Majeures et Services Cloud complémentaires

– Ecosystème de Partenaires, accompagnement au Changement

– Formation et Support Technique, Commercial et Marketing

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

CONSOLIDATEPhysical Infrastructure

Public CLOUD (B)Dynamic provisioning for workloads

VIRTUALIZEIncrease Utilization

STANDARDIZEOperational Efficiency

AUTOMATEFlexible delivery & Self Service

SHARED RESOURCESCommon workload profiles

Ready the In

frastru

cture

Inte

grat

e w

ith e

xist

ing

infra

stru

ctur

e

Traditional IT (A)

Private CLOUDDynamic provisioning for workloads

- Conseil &prescription- Intégration (Cast iron)- Gérer A vers B- Gérer A et B

Partenaire ITtraditionnel

SWGPaaS

+ Services

Accompagner sur le chemin de l’évolution vers le Cloud

Governance

Security, Resiliency, Performance & Consumability

Cloud ServiceCreator

Cloud Service ProviderCloud ServiceConsumer

Cloud Services

IaaS

PaaS

SaaS

BPaaS

Common CloudManagement Platform

OSS – Operational Support Services

BSS – Business Support Services

Subscription Management Pricing

Entitlement Management

Metering Rating Billing

Clearing & Settlement

Accounts Payable

Accounts Receivable

Customer Account

Management

Service Offering Catalog

Service Offering

Management

Contracts & Agreement

Management

Service Request

Management

Order Management

TransitionManager

DeploymentArchitect

OperationsManager

Service Provider Portal & API

Inf rastructure

Security &Risk Manager

CustomerCare

ServiceManager

BusinessManager

Service C

onsumer P

ortal & A

PI

Service D

evelopment

Portal &

AP

I

Existing & 3rd party services, Partner

Ecosystems

Service Creation

Tools

Cloud Service

IntegrationTools

ConsumerIn-house IT

ProvisioningIncident & Problem

Management

IT Service Level

Management

Service Automation Management

Service Delivery Catalog

Service Request

Management

Change & Configuration Management

Image Lifecycle

Management

Monitoring & Event

Management

IT Asset & License

Management

Capacity & Performance Management

Platform & Virtualization Management

Cloud Computing Reference Architecture CCMP drill-down, important topics

CCMP defines all management functions commonly needed for the automated delivery & management of any cloud service

Components are grouped in two major categories: Operational Support Services (OSS) and Business Support Services (BSS)

– OSS: Responsible for managing the runtime components of cloud services

– BSS: Responsible for all business / finance related aspects of cloud services

Economies of scale can be achieved by managing multiple cloud services with the same set of mgmt components (see architectural principles)13

Image Management•Design, build and manage images for cloud services

Image Management•Design, build and manage images for cloud services

Security•Design for Multi-Tenancy•Protect assets through Isolation, integrity, image- risk and compliance management

Security•Design for Multi-Tenancy•Protect assets through Isolation, integrity, image- risk and compliance management

Usage Metering and Accounting•Flexible support of delivery models

Usage Metering and Accounting•Flexible support of delivery models

Virtualized Resource Management

•Deploy cloud services on virtualized resources•Manage virtual resources

Virtualized Resource Management

•Deploy cloud services on virtualized resources•Manage virtual resources

Service Automation Management•Interpret and Execute Build- and Management Plans•Orchestrate Management Componentry

Service Automation Management•Interpret and Execute Build- and Management Plans•Orchestrate Management Componentry

Intégration au système

d'information existant

Sécurité Qualité de service et

engagements associés

- IBM Security Framework

- Managed Backup Cloud

- Cast Iron

- Architecture Commune

- Localisation des données

- Réversibilité

- Niveau de serviceInfrastructures physiques

Réseau, Serveur et Terminal

Données et informations

Personnes et identité

Applications et process

… en répondant à leurs préoccupations majeures / Cloud

16

Workload Deployment Models are evolving

Integrated Middleware Platform & Image Management

Virtualized Applications

Individual Deployment

Middleware

Application

Hardware

Consolidation & Virtualization Standardization & Automation

Operating System

Shared Hardware

MW MW

App App

OS OS

Shared Hardware

Shared Infrastructure

MW

App

OS

MW

App

OS

MW

App

OS

Benefits Increased utilization of infrastructure Location independent deployment

Benefits Standardized middleware Increased utilization of software Improved deployment speed Simplified applications

management

Shared Infrastructure

Integrated Middleware Platform

App App App App

Imag

e

Ma

na

gem

en

t

Challenges Low hardware

utilization Heavily

customized infrastructure

Challenges Building images Image proliferation Governance of changes Creation of composite applications Connectivity to legacy and off

premises applications

17

Key capabilities fundamental to private clouds

Application and Data Integration

Workload and Topology Patterns

Service Automation Management

Image Management

Security

18

1) Définir une stratégie et une feuille de route

2) Préparer l'infrastructure existante au Cloud

3) Démarrer en ciblant des domaines d'application spécifiques

Comprendre la stratégie

Analyser les workloads

Choisir le modèle de delivery

Analyser les gaps

Determiner le ROI

Élaborer la feuille de route

- Virtualiser et automatiser les systèmes existants

- Mettre en place les technologies & services nécessaires au Cloud

- S’assurer que le Service Management est en place (catalogue de Services, Outils de provisioning, etc…)

- Choisir un type d’activité à faible risque tel que le test et développement

- Standardiser les applications et les systèmes

Apporter une Méthodologie…

How Cloud Builders make money ?

Consulting services revenue from helping clients with their cloud strategy and plan

Resell of hardware & software components to build private clouds (margins & incentives)

Value-add services: client solution design, integration, implementation

Annuity revenue from ongoing managed services

Profit Zones for Cloud Builders

Cloud Services (XaaS)

Arms SupplyE

nte

rpris

e P

riva

te ($

36

B)

En

terp

rise

Priv

ate

($3

6B

)

Clo

ud

Se

rvic

es

Pro

vid

er

($2

4B

)

Ma

na

ge

d P

riva

te ($

19

B)

Ma

na

ge

d P

riva

te ($

19

B)

Ho

ste

d P

riva

te ($

16

B)

Pu

blic S

ervices ($10

4B)

Specialty Services

High Margin

EnterpriseEnterpriseData Center

Private Cloud

EnterpriseData Center

Service Provider Operated

Managed Private Cloud

Service Provider Operated

Service Provider Operated

Hosted Private Cloud -

Dedicated

User A

User B

User C

User D

User E

Cloud Public Services

Ent A Ent BEnt C

Standardized Services Private Cloud, behind a firewall

Service Provider Operated

Service Provider Operated

Hosted Private Cloud - Shared

Commodity - MIPS for

Rent

Point Products

High Volume

Low Margin

Sell toLow

VolumeHigh $$

size

High Volume

Med Margin

ComplexCompetitive

Sell thru High

VolumeLow

Margin

Solutions -Low Volume High Value

High Margin

Highest

Moderate

Low

Lowest

IBM Margin Potential

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

IBM Solution Elements

Average Deal Size

Contract Terms

BP Gross Profit

Follow On Opportunities for Partners (Examples)

Target Customers

Cloud Assessment & Consulting Project

GBS/GTS Methods & Tools

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

Any size client, Virtualization clients

Cloud Components Sale – IBM Service Delivery Manager (Software)

Tivoli – TSAM, TUAM, Monitoring

$100k License transaction

20% IT Architecture Road Mapping, Integration Services,

Any size client

IBM Cloudburst Appliance Solution Blade, Tivoli, ITS Installation

$200k-$1M Purchase transaction

20% Assessments, Help Desk, Maintenance Services

Mid-market, Large

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

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

Mid-market, Large

IBM SaaS Service Contract – LotusLive

LotusLive – Collaboration, Conferencing, e-mail

$10k-$1M, varies

1, 2, 3 years

15-40% Application Integration Any size client

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

IBM SONAS hardware, GTS Mgd Service

$1M-$3M, varies

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

Large

IBM IaaS Service Contract – Smart Business Desktop Cloud

Hosted desktop subscription service

$200k-$1M, varies

Flexible 20-35% Help Desk, Security, Networking

Large

IBM IaaS Service Contract – SmartCloud Enteprise

Virtual servers and SW develop. tools

$2k-$50k per month

Annual contract

15-30% Expand into other IBM Compute Cloud services

Mid-market, Large

IBM IaaS Service Contract – Information Protection and Security

Managed security service

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

Mid-market, Large

Modèles de Business Complémentaires

CloudBuilder

Cloud ServicesSolution Provider

CloudInfrastructure

Provider

Partner Revenue Sources

IBM Solutions to Sell

Fast Start Activities

Product Resale – HW, SW, Networking

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

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

Security, Networking, Data Migration Data Integration, Outsourcing

Private Cloud Custom Development Projects

IBM Private Cloud Reference Configurations

BPaaS – Blueworks Live, Expense Reporting

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

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

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

PaaS – Rational, WebSphere, Lotus, Information Management

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

Industry Clouds – Federal Community, Municipal Government, Medical Imaging, Clinical Development, Collaborative Care, Banking, Education, Telco

$100k to $1M+, Average = $400k $2k/mth up to $3m/3 years, Average = $500k/yr

Wide variation of deal sizes and contractual relationships

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

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

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

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

IBM Cloud Architecture, Virtualization, Platform Management, Service Management

Cloud Provider Evaluations

Provisioning, Billing

Data Center Management, Cloud Services Provisioning, Help Desk

Tivoli Certification, WebSphere, Rational, DB2, Cast Iron

Help Desk On premise/off premise data integration

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

Cloud Certification, Managed Services Contract

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

Average Deal Size

Selling Skills

Technical Skills

Partner Gross ProfitTarget Buyers

Most Common Cloud Business Models

Cloud Builder• Marché et Besoins adressés• Modèle de Business

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

• Facteurs Clés de Succès• IBM et les Cloud Builders

– Offres Cloud Majeures et Services Cloud complémentaires

– Ecosystème de Partenaires, accompagnement au Changement

– Formation et Support Technique, Commercial et Marketing

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

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

Select Cloud Target Market Segments

Enterprise Private Cloud (Resell)

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

Managed Private, Hosted Private

All segments

Select Your Business Model Strategy

Technology Provider Cloud Services Solution Provider, Cloud Aggregator/Marketplace

Cloud Builder, Cloud Application Provider

Cloud Infrastructure Provider

Cloud Innovator

Typical Channel Firms

VADs, VARs, Solution Providers

VADs, VARs, MSPs, SIs, BPOs, Offshore

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

Cloud-based Startups

Establish Financial Goals (1, 2-3 years)

Product Resale Revenue, Volume Play

Services Resale, SaaS, IaaS Volume Play

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

# of Clients/Clouds under management, Managed Services Play

Cloud Revenue = 100%, Hyper-growth Play

Define Your Customer Acquisition Strategy

Resell to current customers

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

Existing Virtualization Clients Move customers towards outsourcing relationship

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

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

Dedicated Cloud Infrastructure (NOC) Management Team

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

Select Vendor Offerings and/or Develop Your Own Client Offerings

Cloud Assessments

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

Cloud Assessments

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

Cloud Assessments

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

Cloud Assessments

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

Cloud Assessments

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

Develop Cloud Skills in Your Firm

Knowledge of Cloud Technology and Vendor Products/Solutions

Managed Services Sellers

Business & IT Consulting

Cloud Architecture & Design Technical

Selling Managed Services, Annuity Contracts, Tiger Teams

A to Z Cloud Skills

Strategic Alliances with Cloud Vendors/Providers

Delivery Capabilities Resale Contracts, Product Installs, etc.

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

Cloud Infrastructure, Cloud Sandbox, Demonstration Center

Data Center, Provisioning, Billing

All Prior Levels

Develop Marketing Plans

Offering Announcements Vendor Co-marketing

Offering Announcements Advertising, Vendor Co-marketing

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

C-level Seminars, IT Webinars, Advertising

Press Releases, Advertising, Conferences Industry Events

What are Successful Partners Doing right now and how does it impact their business

• Developing Private Cloud solutions with existing customers • Being proactive and fully embracing the advantages and value that

Private Cloud provides.• Disruptive nature of Cloud becomes an advantage in competitive

win-back. • Developing a strong relationship strategy with both customers and

vendors.• Ecosystem relationships will be critical success factor.

25

Speed to Market Speed to Market

New Opportunities New Opportunities

Faster Sales Cycle Faster Sales Cycle

More Powerful Relationships More Powerful Relationships

Cloud Builder• Marché et Besoins adressés• Modèle de Business

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

• Facteurs Clés de Succès• IBM et les Cloud Builders

– Offres Cloud Majeures et Services Cloud complémentaires

– Ecosystème de Partenaires, accompagnement au Changement

– Formation et Support Technique, Commercial et Marketing

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

Cloud Builders: What To Sell

1: Custom Private Cloud Infrastructure• Build your private cloud platform with starting points for 1. Virtualization & Platform Management2. Service Management with Tivoli ISDM

IBM has a comprehensive portfolio of offerings for building private clouds, however IBM Business Partners can start with the priority offerings listed here.

2: IBM Workload Deployer• Securely deploy, manage, and maintain virtual images and patterns in a

private cloud

3: Cast Iron • Integrate public clouds with private clouds & existing IT infrastructure

Click here for a more complete view of

cloud builder offerings

Advanced Cloud

Cloud Building Blocks

ISDM

Superior Cloud Function

Server, Storage, Networking

Virtualization

Platform Mgt

Cloud Preparedness through Virtualization

Cloud Preparedness through Virtualization

Reference HW Configs

Virtualization

Platform Mgt

Custom Advanced Cloud

Reference Configurations

ISDM

Superior Cloud Function

Partners can grow skills over time to move to the right

= Components available to the channel now

Cloud EntryStandardization &

Automation

Cloud EntryStandardization &

Automation

Advanced Cloud Orchestration & Integration

Advanced Cloud Orchestration & Integration

Basic Cloud Provisioning

and Automation

Server, Storage, Networking

Server, Storage, Networking

Virtualization

Platform Mgt

Virtualization

Platform Mgt

Note: Includes future offering plans that are subject to change

Virtualization

Entry Cloud

Cloud Building Blocks

DOCUMENTS DETAILLANT LES OFFRES DE SYSTEMES INTEGRES ET DE

CONFIGURATIONS DE REFERENCE DISPONIBLES SUR DEMANDE [A USAGE

INTERNE IBM et PARTENAIRES]

30

Wait time for self service reduced by 98%

Build dev / test envts: 1 week to 1 hour

Reduce provisioning time by 51%

Deploy services in less than 30 mins

Simplify access and improve management to achieve quicker Service Delivery

Service Subscription Request a service “Sign“ contract

Service Creation Scope of service SLAs

Service Termination Controlled clean-up

Deploy Service Request-driven provisioning Self-service interface

Manage Service Ops Control ops and changes Automate changes

Offer Service Register services, resources Add to service catalog

Developer

Architect

IT Ops

Service Automation Management• Automated provisioning and de-provisioning• Simplified access to computer, storage, and networking resources• Standardization and automation for faster dev, test, pre-production, and production systems

Value Realized• Wait time for self service reduced by 98%• Build dev / test envts: 1 week to 1 hour • Reduce provisioning time by 51%• Deploy services in less than 30 mins

IBM Tivoli Service Automation Manager

31

Reduce image sprawl and operational costs with Image Management

Image Management• Build and deploy images from master patterns• Federate an image inventory across your environment• Templatize complex app patterns into images • Shift the management to master images vs instances• Enable offline analytics and maintenance operations

Value Realized• Reduce labor costs by 40% - 80% by increasing server image/ admin ratio• Over 50% lower TCO• Improve compliance

Instantiate images onto virtual servers, enabling high speed

topology composition and provisioning

Instantiate images onto virtual servers, enabling high speed

topology composition and provisioning

Versioned image library enabling backup, monitoring, patching, securing and analyzing

Versioned image library enabling backup, monitoring, patching, securing and analyzing

Design and generate semantically rich

images

Design and generate semantically rich

images

IBM Tivoli Provisioning Manager

Build

Deploy

Manage

IBM Service Delivery ManagerSoftware Bundle to Ease Private Cloud Deployment

Features Advantages Benefits

Pre-configured software stack delivered via

virtual images

•Greatly simplify and accelerate installation, configuration and integration of the solution.

•Achieve both rapid time-to-value and greater return-on-investment.•Reduce or minimize capital expenditures by reusing existing hardware resources.

Secure user centric self-

service portal, automation

engine & catalog

•Single portal interface delivers ease of use to admin & service requestors•Users can request the services they need, when they need them, for the time they need them.•Admin can easily get visibility & control of all requests of cloud resources.

•Eliminates manual processes for requesting resources.•Minimizes system outages caused by human intervention/errors.

Automated provisioning & de-provisioning

•Allow greater automation & standardization of service delivery.•Provisioned in multiple virtual networks for multi-tenancy. •Resources quickly returned to pool instead of idling

•Resources are provisioned consistently every time.•Resources can be provisioned in minutes versus weeks.•Dynamically manage virtual workloads to optimize resource usage.

Metering, usage, accounting & monitoring

•Collect, analyze & bill based on usage and costs of shared assets.•Deliver detailed information and reports about the intricate use of shared resources.

•Understand costs, track, allocate & invoice by department, user, etc •Help system admin recover system operating expenses.•Monitoring for ongoing managing of the service.

Virtualization management

•Understand physical and virtual resource usage and their associations.

•Enables IT to automatically migrate virtual machines across systems to improve service levels & reduce downtime.

Prepackaged templates for key

services•Allows IT workers to set up systems quickly.

•Minimizes skill level required to deploy & manage a cloud.•Allows higher skilled users to focus on higher value, new business tasks.

See announcement letter 210-214.

Deploy and 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

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

Rapidly deploy 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

Cloud Standards Customer Council

http://www.cloudcustomercouncil.orgJoin your colleagues to drive user requirements

into standards development process.Learn More

34

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

35

Maximize the value of investments with hybrid cloud integration

Data and Application Integration• Pre-built templates for most common cloud

integration scenarios• Simple configuration, not coding approach• Deployed as an appliance, virtual appliance,

or integration as a service

Value Realized• Connect over 40 SaaS apps with each other

and with 100’s on-premise applications in days• Gain real time visibility of business information

in the cloud• Save as much as 80% vs. custom code

Value Realized• Connect over 40 SaaS apps with each other

and with 100’s on-premise applications in days• Gain real time visibility of business information

in the cloud• Save as much as 80% vs. custom code

CloudApplications

IBM WebSphere Cast Iron Integration

On-premise

Cast Iron

Complete Flexibility

IBM Cast Iron Cloud

Virtual Appliances

Physical Appliances

Total Connectivity Complete Reusability

TIP Exchange

TIP Development Kit

TIP Community

For All Types of Projects

UI Mashups

Process Integration

Data Migration

For more information, see the Cast Iron Sales Kit

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

38

Enterprise• - Dépenses d’investissement et coûts opérationnels réduits

• - Réactivité accrue

• - Portail web self-service et catalogue de services

• - Facturation adaptée : « pay as you go » avec ou sans réservation

• - Accès sécurisé

• - Aucun engagement

• - Qualité de service (99,5% de SLA)

Machines virtuellesConfigurations 32-bit Configurations 64-bit

Copper Bronze Silver Gold Copper Bronze Silver Gold Platinum

Virtual CPU’s with 1.25GHz 1 1 2 4 2 2 4 8 16

Virtual Memory (Gigabytes) 2 2 4 4 4 4 8 16 16

Instance Storage (Gigabytes) 60 175 350 350 60 850 1024 1024 2048

Prix par heure d’utilisation (sans aucun engagement, hors coûts réseau)

Avec Redhat Linux OS € 0.169 € 0.186 € 0.275 € 0.408 € 0.355 € 0.444 € 0.541 € 0.834 € 1.633

Avec Novell SUSE Linux OS € 0.184 € 0.102 € 0.235 € 0.364 € 0.311 € 0.399 € 0.479 € 0.692 € 1.367

Avec Windows Server € 0.089 € 0.107 € 0.213 € 0.328 € 0.302 € 0.355 € 0.444 € 0.852 € 1.766

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.

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

• STG/SWG Cloud products and solutions have part numbers

• Cloud Services from GTS and SWG have offering codes

• STG – Normal Product Distribution ordering systems

• SWG – Passport Advantage, AAS, ASL• GTS – Statement of Work, eConfig

Rejoindre le bon

Ecosystème pour prendre son pied, la

tête au dessus des nuages !

Cloud Application ProvidersCloud Services Solution Providers

Cloud BuildersCloud Infrastructure

Providers

Cloud Technology Providers

Club Cloud des Partenaires

[Experts Métiers]

[Experts BizDev]

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

Client Finaux

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

Cloud Infrastructure Providers [IaaS, PaaS]

Cloud Builders [Projets Cloud Privés/Publics]

Technologies Cloud

IBM Cloud Centers

HanoiHanoiVietnamVietnam

Silicon ValleySilicon ValleyCaliforniaCalifornia

DublinDublinIrelandIreland

São São PauloPauloBrazilBrazil

JohannesburgJohannesburgSouth AfricaSouth Africa

BangaloreBangaloreIndiaIndia

TokyoTokyoJapanJapan

IBM Cloud LabsIBM Cloud Labs

SeoulSeoulS. KoreaS. Korea

IBM SmartCloud EntepriseIBM SmartCloud Enteprise

SingaporeSingapore

BeijingChina

RaleighRaleighNCNC

Cloud Cloud ResearchResearch

EhningenEhningenGermanyGermanyBoulderBoulder

COCO

Toronto, Toronto, ON ON

CanadaCanada

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

MLVMLVFranceFrance

MadriMadrid d

SpainSpain

LondonLondonEnglandEngland

CapetownCapetownSouth AfricaSouth Africa

Hong Kong

SydneySydneyAustraliaAustralia

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

EUROPE

Amsterdam Barcelona Dublin Ehningen Hursley La Gaude Milan Paris South Bank Stockholm Tel Aviv Zurich

ASIA

Bangalore Ho Chi Minh City Kuala Lumpur Manila Seoul Shanghai Sydney Tokyo

NORTH AMERICA

Austin Chicago Dallas San Mateo Toronto Waltham

LATIN AMERICA

Sao Paulo

CEEMEA

Bratislava Bucharest Budapest Cape Town Casablanca Istanbul Johannesburg Kiev Moscow Prague Warsaw

IBM Innovation Centers provide support to Cloud Partners

Technical Enablement Go-to-Market Support Linkage to Value Net Partners

Wondering how to finance Cloud sales? IBM Global Financing cloud financing portfolio can Increase Your Value!

Value for Clients• Rates as low as 0% for IBM software for 12

month terms (in most countries) • Customize payment structures & deferrals• Conserve cash & accelerate ROI• Turn upfront costs into affordable payments

Value for Business Partners• Alternate source of working capital • Improve cash flow, return on working

capital, profitability and sales efficiency. • Improve win rates, reduce need for deep

discounting & stimulate repeat business

Use the Profit Optimizer Tool:

Read Accelerate Growth with Financing white paper to understand how IBM Global Financing can help improve your profitability and obtain a customized report for your firm to show the effects of financing on your bottom line.

For more information : www.ibm.com/financing/partner

Net Margin development

0%

2%

4%

6%

8%

10%

12%

14%

Currentmargin

DSOreduced

Salesproductivity

Creditstress relief

Priceresistance

Salescommission

IGF bonus Targetmargin

Sample output

contact your IBM Global Financing rep

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

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

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

Benefit topartners

Benefit topartners

Built on Partner NeedsBuilt on Partner Needs

Demonstrate skills, revenue,

and clients

Demonstrate skills, revenue,

and clients

+ =

Cloud Specialty

One program for all Cloud partners

Pick a pathPick a path

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

Technology Providers

Cloud Builders Application Providers

Services SolutionProviders

InfrastructureProviders

Technology Providers

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

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

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

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

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

51

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

Pick 1 path to achieve Specialty

Cloud Application Provider

Cloud Builder

Cloud Infrastructure Provider

Cloud Services Solution Provider

Cloud Technology Provider

Specialty Requirements

Skills

Cloud Specialty

SVP CloudAuthorization

Revenue

References

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

required for the Cloud Computing Specialty

How the Specialty leverages Software

Authorization

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

Cloud Builder: How to Get Started

Pick a PathCloud Builder

(Best fits your business model)

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

Revenue• Revenue in each selected brand

Assess yourSkills• Use PartnerWorld Profile Sys (PPS)

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

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

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

Achieve Accreditation &Leverage Benefits to Sell

Cloud Computing

Technical sales certificationIBM Certified Solution Advisor - Cloud Computing

Architecture

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

• Audience: Technical Sales

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

• Test Availability– Authorized Prometric testing centers worldwide

Available Now!

*IBM Certified Solution Advisor – Cloud Computing Architecture V1

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

Showcase your advanced skills for a competitive advantage

Cloud Builder Skills and Education

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

IBM Cloud Computing Specialty

2. Develop your skills on IBM’s cloud builder offerings: Sales Skills & Training

Technical Skills & Training

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

Additional Offering-Specific Requirements– Private Cloud Infrastructure Reference Configurations

• Virtualization & Platform Management• Service Management

– IBM Workload Deployer– Cast Iron

Cloud Builder Skills You Will Need - Sales

Where to get Sales Education

Where to get Sales Education

Cloud Sales Skills Duration Education Resource Links

Basics

Cloud Computing Basics

1 Hour

10 Min

1 Hour

BP Presentation

Quick Reference Guide

Know Your IBM

IBM Cloud Reference Architecture 1 Hour Recorded Webcast

Cloud Sales Guide for Business Partners 30 min Sales Guide

Consultative Selling

1 Hour

1 Hour

1 Day

White boarding

Sales Simulator

IBM Private Cloud Boot camps

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

Exten

ded

Tivoli Integrated Service Delivery Manager 2 Days SEE NEXT PAGE

IBM Workload Deployer1 Hour

Various

Capturing the Cloud developerWorks article

Sales Kit

Cast Iron3.5 Hours

Various

Virtual Road Show

Sales Kit

Brand – Systems & Storage (STG)3 Days

Various

Top Gun Classes

Systems College

Brand – Software (SWG)1 Day

Various

Cool Cash Cloud Workshops

Software College

Service Management (ISDM) Partner Sales Enablement

Cloud Overview

Tivoli and the Private Cloud Initiativehttps://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_SMOR-8E7HEA/lc=en_US

Sales Kits Review TPM and ISDM/TSAM Sales Kitshttps://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N707891W92484P06https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D062852O31637V07

Tivoli Virtual Sales Academy

IBM Service Automation Manager (ISDM) IBM Tivoli Provisioning ManagerIBM Service Delivery Managerhttp://tvsa.bluehost.ibm.com/bp_index.html

Basic Requirements– Solution Design– Infrastructure Technical Skills– IBM Cloud Computing Reference Architecture– Cloud Technical Certification (Test 000-280)

Additional Offering-Specific Requirements– Virtualization & Platform Management

• IBM Director• Network, Storage Manager• VMWare

– Service Management• Tivoli ISDM: Service Automation Manager, Provisioning

Manager, Usage & Accounting Manager– Deploy workload patterns in the Cloud

• IBM Workload Deployer– Cloud Integration

• Cast Iron

Cloud Builder Skills You Will Need - Technical

Where to get Technical Education

Where to get Technical Education

Cloud Technical Skills Duration Education Resource Links

Basic

IBM Cloud Reference Architecture 1 Hour Recorded Webcast

IBM System Architect Handbook Varies Redbook

Building Private Clouds 3 Day IBM Technical Cloud Bootcamps

Cloud Technical Certification 75 Min Overview & Preparation

Offerin

g-S

pecific

IBM Systems Software Systems College- Software

Tivoli Integrated Service Delivery Manager

2 Months

SEE NEXT PAGE

IBM Workload Deployer 2 HoursEducation Assistant Self-paced Training

Cast Iron 90 MinIBM WebSphere Cast Iron Technical Sales Mastery

Brand – Systems & Storage (STG) Various Systems College

Brand – Software (SWG) Various Software College

ISDM Partner Technical Enablement

Architecture Cloud Architecture

IBM & Tivoli Cloud Reference Architecture Collateral

http://tvsa.bluehost.ibm.com/bp_index.html

Technical Skills

Enablement(curriculum

available March 2011)

Recommended Roadmap:

Cloud Implementer Roadmap:

Courses: Tivoli Cloud Foundations Workshop*(5 Day ILO)

  Tivoli Cloud Bootcamp(TSAM & ISDM curriculum elements)

(10 days)

Apprenticeship 30(?) Days Implementation Experience

Contact your Tivoli Channel Rep or partner1@us.ibm.com for more information on technical enablement offerings.* The Tivoli Cloud Foundations Workshop includes the Cloud specific components of TPAE and TPM amongst other materials.

STG Cloud Education Resources

Cloud Computing Roadmap

Within System College, select Smarter Planet Solutions, then click on the Roadmaps tab, and then Cloud Computing

>> LINK <<

Cloud Computing Top Gun ClassThis face-to-face class will provide a solid foundation for participants to

broaden their understanding and sales skills around cloud computing emphasizing team cooperative selling approaches across brands.

Through lectures, hands on exercises and interactive class discussions, participants will leave this class with the skills to close business using

IBM's cloud computing offerings. >> LINK <<

Cloud Builder• Marché et Besoins adressés• Modèle de Business

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

• Facteurs Clés de Succès• IBM et les Cloud Builders

– Offres Cloud Majeures et Services Cloud complémentaires

– Ecosystème de Partenaires, accompagnement au Changement

– Formation et Support Technique, Commercial et Marketing

– IBM Cloud Computing Specialty

• Plan de démarrage et d’accélération

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

Opportunities?

1. IBM Partner Relationship Representatives (CRBP, TBPR)

2. Regional Cloud Channel Development Executive1. Loic Simon

2. Jean-François Mery

3. SEI Private Cloud Integrated Sales Team

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

5. IBM Cloud Labs and Solution Centers

Des SME* Cloud Pour vous aider

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

Cloud réunis autour de Philippe Verien.

[*Subject Matter Experts]

Nos Propositions• Information/Engagement/Formation

– Webinaire/Séminaire de découverte du Cloud

– Cloud Fast Track Workshop [stratégie/action]

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

– Formation Technique– Plan Marketing Individuel ou Syndiqué

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

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

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

Specialty

• Club Cloud des Partenaires [intégrant le Club Alliances]

– Forum Cloud et sites/blogs associés.

Basic Fast Track Workshop Agenda 5 to 7 hours

Time Agenda Item

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

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

BP Cloud Advocate

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

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

10:00 – 10:15 Break

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

IBM Cloud SME/IBM Brand Representatives

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

IBM Cloud SME Workshop attendees

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

IBM Cloud SME Workshop attendees

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

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

Cloud Application ProvidersCloud Services Solution Providers

Cloud BuildersCloud Infrastructure

Providers

Cloud Technology Providers

Club Cloud des Partenaires

[Experts Métiers]

[Experts BizDev]

clubcloud.blogspot.comBlog du Club Cloud

ibmcloudcatalog.blogspot.comOffre Cloud IBM pour Partenaires

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

Sites et Blogs de Partenaires

Sites IBM pourPartenaires

forumcloudibm.comSite du Forum du Club Cloud

club-cloud.comSite du Club Cloud

leblogducluballiances.blogspot.comBlog du Club Alliances

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

Sites et Blogs de Partenaires

Sites IBM pourClients

cluballiances.comSite du Club Alliances

Blogs des Clubs Métier

Sites des Clubs Métier

ContenuContenu

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

Social Social MarketingMarketing

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

OutilsOutils

de publicationde publication

BlogBlog

Site Web ou Site SolutionSite Web ou Site Solution

EMAILINGEMAILING PHONINGPHONING

Personnes Personnes physiquesphysiques

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

MERCI !

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