2011.10.19 - Cloud Partner Day - Reseller Breakout

© 2011 IBM Corporation

Delivering on the Promise of Cloud Computing with IBM---

Breakout session for Business Partners who sell IBM technology

Loic Simon – Business Development Executive – Partenaires [email protected] – 06 76 75 40 71

© 2011 IBM Corporation2

DeployDesign

Business Process as a Service

Software as a Service

Platform as a Service

Infrastructure as a Service

Consume

An infrastructure and platform as a service designed for enterprise-class

service delivery

An infrastructure and platform as a service designed for enterprise-class

service delivery

An integrated set of private cloud enablement

technologies

An integrated set of private cloud enablement

technologies

New business and industry software as a service

solutions

New business and industry software as a service

solutions

Smarter Cities

Social Business

Smarter Commerce

Business Analytics and Optimization

servicesservices solutionssolutionsfoundationfoundation


New !

• IBM Coremetrics Digital Marketing Optimization Suite

• IBM Sterling Configure, Price, Quote on cloud

• IBM Intelligent Operations Center for Cloud

• BAO Strategic IP Insight Platform

• IBM SmartCloud Social Collaboration for Government

• IBM SmartCloud Entry

• IBM SmartCloud Provisioning

• IBM SmartCloud Monitoring

• IBM SmartCloud Application Services (Beta)

• IBM SmartCloud for SAP Application

• IBM SmartCloud Enterprise+

• IBM SmartCloud Enterprise

• Rational Solution Collaborative Lifecycle Management on IBM SmartCloud Enterprise

• New ecosystem partners including ISVs and technology providers

ServicesServices SolutionsSolutionsFoundationFoundation

New Industry and Business solutions to accelerate business impact and grow revenues by up to 20%

IBM SmartCloud Application Services a secure and scalable cloud platform for deploying applications in minutes versus weeks

IBM SmartCloud Foundation new technologies to deploy an application 35x faster -- new capabilities for image management and rapid provisioning.


IaaS Technologies

Automation and Administration

Availability and Performance

Security Usage and Accounting

IBM SmartCloud Foundation: Building and rapidly scaling private cloud environments with unparalleled time-to-market, integration and management

• Resilient to the velocity of changing business needs

• Choice and flexibility in hybrid environments

• Enterprise-class, workload aware infrastructures

• Built-in analytics for improved insight and decision making

• Resilient to the velocity of changing business needs

• Choice and flexibility in hybrid environments

• Enterprise-class, workload aware infrastructures

• Built-in analytics for improved insight and decision making


Business Partner Private Cloud Solutions: Multiple starting points

Industrial strength virtualization coupled with automated resource balancing & virtual image management

Integrated service management platform with automated IT service deployment, full lifecycle management, metering & chargeback

Basic cloud functions including simple self service interface and infrastructure along with automated provisioning

Cloud Capabilities

Del

iver

IT

with

out

Bou

nda

ries

Virtualization Foundation

Entry Cloud

Advanced Cloud

Base Virtualization OfferingsE.g. Blade Foundation Building Blocks Base Virtualization OfferingsE.g. Blade Foundation Building Blocks

SmartCloud EntryCloud functions for IBM Systems

SmartCloud EntryCloud functions for IBM Systems

CloudBurst CloudBurst

Cus

tom

Inte

grat

ed

IBM Cloud Computing Reference Architecture

*Future announcement Midmarket Offerings Midmarket Offerings

Starter Systems for Cloud* Starter Systems for Cloud*

Custom Cloud: ISDMIBM Service Delivery ManagerCustom Cloud: ISDM

IBM Service Delivery Manager

Common Reference Configurations, Bill of Materials, Implementation Guides

IBM BladeCenter Foundation for Cloud

IBM BladeCenter Foundation for Cloud

SmartCloud ProvisioningCloud function at high scale

Workload Deployer Deploy and manage middleware apps & workload

patterns

Workload Deployer Deploy and manage middleware apps & workload

patterns


Configurations HW de démarrage pour le Cloud [x86]

4UPack Ready Pack 3vPack

BladeCenter FoundationFor Cloud

Investissement

40 VMs 50 VMs 300VMs 100 to 1000 VMs100 VMs


[Annonce France] “Ready Pack for Cloud”

7

Shared infrastructure for wide range of environments and applications

Low-risk standardized shared infrastructure supporting a wide range of environments

Highest possible data center efficiency

IT flexibility, providing business agility

Complete data center in a single rack

Performance-matched stack

Step-by-step deployment guides

Solutions guide for multiple environments

Centralized management: IBM Starter Pack for Cloud

SmartCloud EntrySmartCloud Entry


Caractéristiques

Avantages

Une suite logicielle intégrée pour le Cloud

• Transforme un parc de serveurs IBM System x ou BladeCenter en une infrastructure de cloud évolutive.

• Qualité de service et rapidité de déploiement• Apporte des fonctions automatisées pour le

provisioning et l’administration d’un cloud privé.

Portal intuitif en libre-service pour les utilisateurs de cloud

• Self-service de Cloud automatisé• Sélection et provisioning plus simples et

intuitifs.• Les utilisateurs démarrent, dupliquent et

gèrent eux-memes les charges de travail

Mesures de consommation de ressources

• Facturation de services au jour le jour• Mesures complètes des charges de travail

virtualisées pour analyse de la consommation réelle.

Solution de cloud privé simple et rapide

IBM HX5

Product RFA: Oct 11, 2011, GA: Nov. 18, 2011

IBM SmartCloud Entry – x86 Edition

SmartCloud Entry

Serveurs, Stockage, Networking

Virtualisation

Platform Mgmt

Self service Mesures/Facturation, Automatisées

BladeCenter Foundation for Cloud


In October, IBM is announcing a new offering to provide your clients with an on-ramp to cloud. Designed to provide a simplified way to implement basic cloud capabilities in a virtualized environment, Starter Kit for Cloud will greatly expand cloud implementation opportunities for IBM Business Partners.

For more information, a pre-briefing replay is available at this link:http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu35334

This no-charge 2-day workshop is for technical implementation personnel and will include both lecture and hands-on labs, covering the process to install the infrastructure software, hardware and Starter Kit for Cloud on Power.

IBM Starter Kit for Cloud on Power

Business Partner Enablement Workshop

Agenda:Unit 1 - Cloud Overview and Journey to Cloud on Power SystemsUnit 2 - Requirements and Planning SKC on Power & ExerciseUnit 3 - Storwise v7000 Configuration for SKC & LabUnit 4 - IBM Systems Director Storage Control & LabUnit 5 - Storage Copy Services & LabUnit 6 - VMControl Enterprise & LabUnit 7 - Starter Kit for Cloud on Power Architecture and Implementation & Lab

20 et 21 octobre à Paris, 21 et 22 novembre à Milan !

Recommended Skill Pre-Reqs

Power Systems, Storage, NetworkingIBM Director 6.2 or laterVMControl 2.3 or later

AIXVirtual I/O Server

SmartCloud Entry [Power]SmartCloud Entry [Power]


0% 12 month financing for qualified IBM Business Partner clients SmartCloud Entry and all other cloud software offerings

Purchase price divided by 12….

Reduce your total cost of operation with exceptionally low rates, flexible payment plans, fast approvals, and a single periodic payment.

About 0% software financing from IBM Global Financing: • No interest for 12 months on software financing • Simple and fast — just divide the purchase price by 12 to

calculate your low monthly payment• Our financing solutions can help you stay within budget by

turning up-front costs into affordable monthly payments

Additional terms and conditions may apply. IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and government clients. Rates for credit-qualified clients and are based on a client's credit rating, financing terms, offering type, equipment type and options, and may vary by country. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice. Software financing is for one-time charge items only and is provided by means of a loan.

Contact Lena Stark for more information: [email protected]

Put 0% Software

Financing to work for you

today!


IBM SmartCloud Provisioning

Key benefits:

Rapid scalable deployment designed to meet business growth with near-instant deployment of 100s of virtual machines

Reliable, non-stop cloud capable of automatically tolerating and recovering from software and hardware failures

Save IT labor resources at scale by enabling self-service request and highly automated operations

Reduce complexity through ease of use and improve time to value

Reduce cost and provide a highly scalable, rapid-deployment environment with near- zero downtime and automated recovery across heterogeneous platforms


Beyond VirtualizationConsider needs to choose entry points

Virtualized hardware

Basic cloud capabilities

Initialize a cloud infrastructure with

IBM systems

Scale quickly to 1000s of VMs or

manage heterogeneous x86 platforms

Advanced provisioning,

management and orchestration

across heterogeneous

resources

Deploy and manage templated workload patterns

IBM SmartCloud Entry

IBM SmartCloud Provisioning

IBM Service Delivery Manager

IBM CloudBurst

IBM Workload Deployer

Self-serve user interface

Image build, convert, manage

Virtual machine

deployment


New IBM offerings highly automate and standardize the deployment of applications onto optimized infrastructures

Rational Solution for Collaborative Lifecycle Management on IBM SmartCloud EnterpriseIntegrated, team-based development and deployment process

IBM WebSphere Cast Iron IntegrationCloud to on-premise application integration delivered through multiple form factors

IBM Workload DeployerSelf-service capabilities to create and deploy production cloud applications on a workload aware, optimized platform

Reduction in application admin

Reduction in application admin

10xImprove application

integration time from months to hours

Improve application integration time from

months to hours

Improve time to deploy web applications from weeks to minutes

Improve time to deploy web applications from weeks to minutes


• What’s New in 2.0? (Planned Q4 Availability)– Support for white labeling for channel to launch branded IaaS based on IBM

SmartCloud Enterprise– Import/Export capabilities to streamline migration to cloud– New storage options to build new applications with new storage option ideally

suited for storing unstructured data and efficiently managing objects accessed across distributed locations.

– Increase storage to handle higher order applications. – Etc.

What Is IBM SmartCloud Enterprise ?

Client Benefits– Reduce IT costs related with development and test as well as infrastructure – Shift capital expense to operating expense freeing budget for

transformational projects– Have complete view of cloud usage through service portal– Improve cycle times and reduce time-to-market

Features/Business Value– Choice of nine virtual server configurations – Choice of Microsoft® Windows® Server and Linux®

operating systems– Option to add multiple blocks of persistent storage– Network isolation options (e.g. VPN/VLAN) – Premium support options as a supplement to forums

Key Use Cases• Develop and Test• Web Workloads• Batch Processing

Key Use Cases• Develop and Test• Web Workloads• Batch Processing

An agile cloud infrastructure designed to provide rapid access to security-rich, enterprise-class virtual servers, operating systems middleware and other services, ideally suited for development and test activities and other dynamic workloads.


Other Public Clouds

Other Public Clouds

IBM Cloud Services position you to quickly add value for clients while growing revenue and margin by selling your services around the cloud

Deploy Private CloudsHelp clients build a

private cloud solution

Deploy Private CloudsHelp clients build a

private cloud solution

Private CloudPrivate Cloud

IBM CloudIBM Cloud

SecureSecurity and information

protection are critical to a cloud deployment. Add these service

offerings to your line card

SecureSecurity and information

protection are critical to a cloud deployment. Add these service

offerings to your line card

Deliver GTS Cloud ServicesSell solutions on the IBM Cloud and gain ongoing

annuity revenues

Deliver GTS Cloud ServicesSell solutions on the IBM Cloud and gain ongoing

annuity revenues

PlanHelp clients assess cloud

readiness, develop adoption strategies and identify business entry points

PlanHelp clients assess cloud

readiness, develop adoption strategies and identify business entry points

Deliver

Plan

Build

Business Partner

Assessment Services

Desktop Image Management

Software Licensing

Helpdesk

Networking

Project Management

Assessment Services

Desktop Image Management

Software Licensing

Helpdesk

Networking

Project Management

Cloud Services: Help clients position their business for innovation


http://ibmcloudcatalog.blogspot.com


Accompagnement Business de votre Activité Cloud

Intégration dans le Plan de Marketing/Communication Cloud d’IBM• Participation à des manifestations Cloud IBM, Témoignage BP et clients, etc…

Communication par IBM d’opportunités clients détectées. IBM Cloud Computing Specialty Participation au Club Cloud des Partenaires

• Promotion du BP en tant que Cloud Builder [ou autre] auprès de l’Ecosystème Cloud IBM

Co-Financement d’opérations Marketing• Exemple : Co-marketing sur le marché des PME/PMI et, si pertinent, auprès

des éditeurs SaaS. Assistance Commerciale et Transfert de Compétences

• Aide à la vente de projets de Cloud Privés par l’équipe Cloud Privé d’IBM• Formation des équipes marketing & commerciales par des Experts IBM

Aide au développement du « Social Marketing » • Curation & Syndication de Contenu Cloud pour exploitation par le BP• Formation et assistance à l’exploitation des médias et réseaux sociaux [pilote]

Possibilité de détachement d’un BDM Cloud par IBM chez le BP


Business development funds [25K$]• Mise à disposition [annuellement] de l’équivalent de 25K$ US que le BP peut utiliser

pour investir en marketing ou autres activités de business development.

Cloud mentoring vouchers [6]

• Accès aux IBM Lab Services pour du mentoring Cloud. Les Education Vouchers peuvent être utilisés pour planifier plusieurs sessions d’une journée chacune afin d’exploiter les IBM Lab Services comme mentors sur les nouvelles technologies ou comme assistance à la mise en œuvre de premiers projets cloud.

IBM confidential updates on the IBM cloud strategy and roadmap • Invitations à des MAJ confidentielles sur les plans Cloud d’IBM pour vous aider à établir

vos plans pour promouvoir le BP et ses solutions fondées sur les offres Cloud IBM

IBM Cloud Computing Specialty mark• Outil de visibilité et de démonstration de compétence

Principaux bénéfices de la Cloud Computing Specialty – eg Rôle de Cloud Builder :


Cloud Fast Track Workshop Agenda – 5h mini

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.


Expanded BP Cloud Technology Access

Cloud Technology Access at IIC for BPs 6 IBM Innovation Centers with ready cloud skills

–Bangalore, Hursley, Paris, Waltham, San Mateo, Shanghai

Complements STG Centers Cloud configured STG hardware and software


Pour vous aider

Loic Simon [GBP]• Cloud Builders• Cloud Services Solution Providers

[Revendeurs]• [Cloud Fast Track Workshops]

•[email protected]

•+33 6 76 75 40 71

Patrice Fontaine [IDR]• Cloud Application Providers [ISV]

Florence Marcel [MM]• Cloud Infrastructure Providers [MSP,

focus MM]


22 novembre – Forum du Club Cloud des Partenaires

RV majeur de l’Ecosystème Cloud pour • Partage d’expérience et d’expertise • Recherche de partenaires et Networking• Présentation des offres Cloud d’IBM

Ce 8ème Forum sera hébergé par « Partner VIP »


Veille, curation, documents :

clubcloud.blogspot.com

ibmcloudcatalog.blogspot.com

leblogducluballiances.blogspot.com

forumcloudibm.com


ibm.com/partner/cloud


Legal Disclaimer

• © IBM Corporation 2011. All Rights Reserved.• The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained

in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software.

• References in this presentation to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth or other results.

• If the text contains performance statistics or references to benchmarks, insert the following language; otherwise delete:Performance is based on measurements and projections using standard IBM benchmarks in a controlled environment. The actual throughput or performance that any user will experience will vary depending upon many factors, including considerations such as the amount of multiprogramming in the user's job stream, the I/O configuration, the storage configuration, and the workload processed. Therefore, no assurance can be given that an individual user will achieve results similar to those stated here.

• If the text includes any customer examples, please confirm we have prior written approval from such customer and insert the following language; otherwise delete:All customer examples described are presented as illustrations of how those customers have used IBM products and the results they may have achieved. Actual environmental costs and performance characteristics may vary by customer.

• Please review text for proper trademark attribution of IBM products. At first use, each product name must be the full name and include appropriate trademark symbols (e.g., IBM Lotus® Sametime® Unyte™). Subsequent references can drop “IBM” but should include the proper branding (e.g., Lotus Sametime Gateway, or WebSphere Application Server). Please refer to http://www.ibm.com/legal/copytrade.shtml for guidance on which trademarks require the ® or ™ symbol. Do not use abbreviations for IBM product names in your presentation. All product names must be used as adjectives rather than nouns. Please list all of the trademarks that you use in your presentation as follows; delete any not included in your presentation. IBM, the IBM logo, Lotus, Lotus Notes, Notes, Domino, Quickr, Sametime, WebSphere, UC2, PartnerWorld and Lotusphere are trademarks of International Business Machines Corporation in the United States, other countries, or both. Unyte is a trademark of WebDialogs, Inc., in the United States, other countries, or both.

• If you reference Adobe® in the text, please mark the first use and include the following; otherwise delete:Adobe, the Adobe logo, PostScript, and the PostScript logo are either registered trademarks or trademarks of Adobe Systems Incorporated in the United States, and/or other countries.

• If you reference Java™ in the text, please mark the first use and include the following; otherwise delete:Java and all Java-based trademarks are trademarks of Sun Microsystems, Inc. in the United States, other countries, or both.

• If you reference Microsoft® and/or Windows® in the text, please mark the first use and include the following, as applicable; otherwise delete:Microsoft and Windows are trademarks of Microsoft Corporation in the United States, other countries, or both.

• If you reference Intel® and/or any of the following Intel products in the text, please mark the first use and include those that you use as follows; otherwise delete:Intel, Intel Centrino, Celeron, Intel Xeon, Intel SpeedStep, Itanium, and Pentium are trademarks or registered trademarks of Intel Corporation or its subsidiaries in the United States and other countries.

• If you reference UNIX® in the text, please mark the first use and include the following; otherwise delete:UNIX is a registered trademark of The Open Group in the United States and other countries.

• If you reference Linux® in your presentation, please mark the first use and include the following; otherwise delete:Linux is a registered trademark of Linus Torvalds in the United States, other countries, or both. Other company, product, or service names may be trademarks or service marks of others.

• If the text/graphics include screenshots, no actual IBM employee names may be used (even your own), if your screenshots include fictitious company names (e.g., Renovations, Zeta Bank, Acme) please update and insert the following; otherwise delete: All references to [insert fictitious company name] refer to a fictitious company and are used for illustration purposes only.


Optional Slides & Additional Details


Cloud enabled data center

Cloud platform services

Business and IT as a service

Integrated stack of middleware optimized for automated deployment and management of heterogeneous workloads that dynamically adjusts

Integrated service management, automation, provisioning, and self service

Capabilities provided to consumers for using a provider’s applications running on a cloud infrastructure

SOLUTION PROVIDERCloud Services

SOLUTION PROVIDERCloud Services

SOLUTION PROVIDER, SICloud Builder




Advanced, reliable, highly secure and scalable platform for creating, managing, and monetizing cloud services

ISV, MSPCloud Infrastructure ProviderCloud Application ProviderCloud Technology Provider

ISV, MSPCloud Infrastructure ProviderCloud Application ProviderCloud Technology Provider

Cloud service provider

There are four major Client Cloud adoption patterns emerging: this session will focus primarily on Cloud Builders and Services Resellers


Partners extend clients’ options for evolving – or leapfrogging – business transformation, enabled by Cloud Computing

CLOUDDynamic provisioning for workloads

CLOUDDynamic provisioning for workloads

AUTOMATEFlexible delivery & Self Service

AUTOMATEFlexible delivery & Self Service

SHARED RESOURCESCommon workload profiles

SHARED RESOURCESCommon workload profiles

Integrate with

existin

g

infrastr

ucture

Traditional IT

Clients will make workload-driven trade offs among functions such as security, degree of customization, control and economics

Advanced Cloud•Service orchestration & integration

Entry Cloud•Self service admin, VM provisioning

Virtualization Foundation•Platform management

•Server, storage, networkingCONSOLIDATEPhysical Infrastructure

VIRTUALIZEIncrease Utilization

STANDARDIZEOperational Efficiency


What’s new for Cloud Builder Channel Partners?

Private Cloud Solutions• New entry-level cloud and advanced-level cloud offerings• Custom Cloud solutions (with reference configurations &

implementation guides) and integrated solutionsSmartCloud Entry [Starter Kit for Cloud] (entry/custom)SmartCloud Provisioning (entry/custom)

Public Cloud Solutions• Enhancements to SmartCloud Enterprise, e.g.:

White label option• New security offerings

Hybrid Cloud Solutions• Hybrid Cloud Solution for the Enterprise• WebSphere Cast Iron Express

Business Partner Enablement • Cloud Opportunity Support for BP

New Sales tools and enablement• Free Implementation Education 4Q11/1Q12


IBM SmartCloud Entry

30

Clients need to quickly extend their new and existing infrastructure to the cloud while lowering capital costs and risk.

• Simplified Cloud administration with intuitive interface lowers administrative overhead

• Improved operations productivity with easy self-service User Interface

• Open and extensible for easy customization to changing business needs

• Standardization of virtual machines and images reduces management costs and accelerates responsiveness to changing business needs

• Improved utilization of infrastructure by highly optimized IBM systems, simpler consolidation / management

• Simplified Cloud administration with intuitive interface lowers administrative overhead

• Improved operations productivity with easy self-service User Interface

• Open and extensible for easy customization to changing business needs

• Standardization of virtual machines and images reduces management costs and accelerates responsiveness to changing business needs

• Improved utilization of infrastructure by highly optimized IBM systems, simpler consolidation / management

• Accelerate Time to Market Demonstrated 35x time to market improvement fornew applications

• Integrated Management Approvals, metering, billing, users and projects through a single pane of glass

• Flexible, modular design: Small Footprint -- simple, quick install on systems w/ VMControl, Extensible via REST API lets partners easily customize the UI

© 2011 IBM Corporation31 MM Offerings (c) = MM Cert * Official Name Begins with: IBM Professional Security Services Cloud Computing

Managed Backup Cloud Services

Remote Data Protection (c) FastProtect Online (c) eMail Management Express (c)Data Protection Analysis

Remote Data Protection (c) FastProtect Online (c) eMail Management Express (c)Data Protection Analysis

Private Storage Cloud Services

IBM Smart Business Storage Cloud

IBM Smart Business Storage Cloud

Managed & Professional Security Cloud Services

IBM X-Force Threat AnalysisExpress managed web security (c) Express managed e-mail security (c) IBM Vulnerability Management Service (c) IBM Security Event and Log Management

ServicesCloud security consulting – cloud security

assessment *Cloud security consulting – cloud security

strategy roadmap *IBM Managed Security Services (Cloud

Computing) - hosted mobile device security management

IBM Managed Security Services (Cloud Computing) - hosted application security management

IBM X-Force Threat AnalysisExpress managed web security (c) Express managed e-mail security (c) IBM Vulnerability Management Service (c) IBM Security Event and Log Management

ServicesCloud security consulting – cloud security

assessment *Cloud security consulting – cloud security

strategy roadmap *IBM Managed Security Services (Cloud

Computing) - hosted mobile device security management

IBM Managed Security Services (Cloud Computing) - hosted application security management

BlueWorks Live LotusLive (c)Rational AppScanWebSphere Cast Iron Live

BlueWorks Live LotusLive (c)Rational AppScanWebSphere Cast Iron Live

Software as a Service

Monitoring Cloud Services

Tivoli Live – monitoring services (c) – application and device monitoring

Tivoli Live – monitoring services (c) – application and device monitoring

IBM SmartCloud Enterprise (c) Smart Business Desktop on the

IBM Cloud (c)

IBM SmartCloud Enterprise (c) Smart Business Desktop on the

IBM Cloud (c)

Infrastructure Cloud Services

Enhanced

Software as a Service - Influencer Pilot(Earn fees for influence, rather than resell)Learn More For Pilot details, contact Mark Holmes: [email protected]

• Coremetrics Digital Marketing Optimization Suite• Unica on Demand• Sterling Business Integration Suite

IBM Public Cloud offerings for Cloud Services Solution ProvidersOver 20 partner-enabled cloud services offerings… with additional cloud services in development.


What Are the Future Enhancements for Public Cloud?

SmartCloud Enterprise Release 2.0 / Features– Support for white labeling for channel (T1) to launch

branded IaaS based on IBM SmartCloud Enterprise – Import/Export capabilities to streamline migration to cloud– New storage options to build new applications ideally suited for

storing unstructured data and efficient management of objectsaccessed across distributed locations

– Increased storage to handle higher order applications– Network Enhancements (Multiple VPN tunnels/VLANs)

Learn more ibm.com/smartcloud/solutions/enterprise

NEW IBM Managed Security Services – Hosted Mobile Device Security

– Helps ensure security & compliance of mobile devices

– Hosted Application Security Management – helps ensure the security & compliance of

web appsthroughout the software development lifecycle

– Provides visibility to vulnerabilities that could be exploitedby hackers

– Scans & detects embedded Malware in web properties

Future Cloud Capabilities– Delivering standardized, multi-tenant, private

access, secure, hosted infrastructure in an IBM Data Center or isolated environment for a single customer in another IBM, customer, or even 3rd party site

– Virtual server, storage, network and security infrastructure and managed services

– Standard and high availability options to meet different production workload requirements

– High SLA up to 99.9%– Enhanced resiliency and performance expected

of production environments


Mobile security for mobile devices delivered through the cloud

IBM Managed Security Services (Cloud Computing) - hosted mobile device security management

Providing a mobile security client and a management platform for popular mobile devices• What’s New

– Mobile security expertise in the form of best practices guides, ongoing mobile threat analysis, policy recommendations, monthly analysis of the customer’s mobile population to identify potential issues with detailed steps to take to address the issues.

– A mobile security client for a broad range of devices on the major platforms (Apple, Android, Blackberry, Windows Mobile, and Symbian).

– Mobile device security app provides the broadest range of functionality (Anti-virus, personal firewall, lost/theft protection, backup/restore, anti-spam (voice/sms), user monitoring, VPN client).

Features/Business Value– Manage rising costs … Predictable cost structure– Manage business growth … Handles future growth by maintaining business

flexibility– Hire, train and retain … Provides 24x7 support & on shore / off shore labor

models– Manage increasing complexity … Highly experienced team; robust service

management processes already in place– Project rollout … Eliminates costs and risks associated with architecture

design and planning– Capacity planning … Able to provide proactive technical leadership– Audit compliance … SOP playbook established; SAS70 and various other

certifications in place

Client Benefits– Reduce complexity– Regulatory compliance– Total cost of ownership

Companies need to protect personally identifiable information, financial

information, and confidential information regardless of how it is being accessed. The company’s policies and controls to protect

corporate data cannot be relaxed just because the data is being

accessed from a device owned by the employee.


Ensure the security of Web applications throughout the software development lifecycle

IBM Managed Security Services (cloud computing) – hosted application security management

Helps ensure the security and compliance of Web applications throughout the software development lifecycle by providing visibility to vulnerabilities that could be exploited by hackers. • What’s New

– Highly effective, cloud based solution to identify and prioritize Web application security risks in applications that are in pre-production or production environments

– Tests for common Web application vulnerabilities including Cross-Site Scripting, Buffer Overflow, and new flash/flex application and Web 2.0 exposure scans

– Scans and detects embedded Malware in web properties providing further protection against cyber-attacks

Features/Business Value– Helps improve application security and compliance management with a

comprehensive cloud-based solution– Facilitates reduced downtime and improved productivity with advanced

security features and techniques– Leverages IBM’s highly skilled experts to enable your resources to focus on

their core activities

Client Benefits– Expert application security advice and assessment– Reliable monthly cost that can be anticipated and planned for– Control the cost of applications they are purchasing– Minimize the cost of labor to provide the IT infrastructure required for

running the business– Ensure their applications are free from costly security flaws

A highly effective, cloud based solution designed for the broadest

range of users — from non-security professionals to advanced power

users.


New Sales Enablement Tools

Comprehensive set of Cloud-related enablement assets

•Alinean ROI tool with STG cloud template

•3 Selling Scenarios (Virtualization Foundation, Entry Cloud, Advanced Cloud)

•Seller assets for each scenarioAt-A-GlanceConversation StartersSales Engagement Resources Guide

“How to Sell” module•Quick Proposals for Starter Kits•All reference configuration info on PartnerWorld Techline page

•Private Cloud Master Sales Kit

Assets for 3 scenarios: Virtualization Foundation, Entry Cloud & Advanced Cloud


Alinean ROI Tool with STG Cloud template

Tool for Business Partners to accelerate sales

• Easy-to-use tool based on tool piloted by IBM Japan

• Projects both ROI/TCO benefits out several years

• Use client’s data to gain credibility quickly

• Helps qualify the sale - Gauge client’s interest in proceeding

sample datasample data


Private Cloud Training Roadmap

Cloud Basics

Foundational Understanding of Cloud Concepts

AssetsBP Presentation

WhitepapersFlash demos

BP Economics IBM Cloud Arch

KYI

PreSales Skills

First Call / Qualification / Pre-

sales Solution Architecting

Enablement SEI Sales Bootcamp SEI Tech Bootcamp

Educ assets: whiteboarding, sales

simulator, BP sales guide

Implementation Skills

Offering specific install/config/

integrate/support

Education Systems College

Tivoli Cloud BootcampNew implementation skill

transfer

Specialty Achievement

Proven Cloud Builder Expertise

Criteria: Skills

• Cloud sales & tech certs

• Sales & tech certs in 1 hdwr & 1 sftwr brand

Revenue References

SmartCloud Entry [Starter Kit for Cloud] Implementation Classes

In-person / hands-on labs No-charge to Business PartnersPower and System xTarget Cities:

SmartCloud Entry [Starter Kit for Cloud] Implementation Classes

In-person / hands-on labs No-charge to Business PartnersPower and System xTarget Cities:

London, Paris, Milan, Ehningen, Chicago, Waltham, Sydney, Tokyo, Bangalore, and more


Private Cloud Opportunity Support for Business Partners

How to Engage(Starting in Oct)

1. Go to the PW Cloud 2. Complete Cloud

Opportunity Support template

3. Nomination reviewed by BPO IOT cloud leader

4. Participate in discovery call

5. Outcome of call - tailored plan for sales situation

Business Partner Support•Additional support to drive key opportunities to closure • Tailored to specific opportunity / client situation•Examples of support capabilities:

• Leverages STG WW Centers (17) & technical expertise

• Loaner• Virtual loaner• Briefings• Workshops• Benchmarks • Full proof of concept

• Try & Buy• Competitive support• Technical Consulting• Demos• Proof of technology

Examples of Key Opportunities to Nominate for Support• Significant competitive cloud opportunity• Large cloud revenue opportunity• Strategic account cloud sale (e.g., large follow-on business,

competitive take-out)


Next Steps Learn more about today’s announcements

Visit www.ibm.com/partner/cloud and www.ibm.com/cloud Ask questions at the networking event later today

Build your Entry Cloud skills Move from virtualization to entry cloud: Learn as you earn! Understand pre-reqs for SmartCloud Entry; plan education to

address gaps Watch for SmartCloud Entry implementation classes to be

scheduled in select cities around the world

Join the IBM Cloud Specialty To get started, visit www.ibm.com/cloud/partner

Build your cloud pipeline Use new sales support tools and assets Take advantage of the Cloud Opportunity Support process to drive

deals to closure


Why IBM ? The Leader in Cloud Computing

– Skill from thousands of cloud engagements around the world

– Codified in IBM Cloud Computing Reference Architecture

Industry-leading, open technologies The most complete portfolio of offerings

– Prepare the infrastructure entry cloud advanced cloud

– Customizable or pre-integrated offerings Unmatched support for channel partners

– Cloud Computing Specialty – Extensive enablement

Award winning* PartnerWorld Partner Program and go-to-market support

*2011 CRN Five Star Winner Award

2011.10.19 - Cloud Partner Day - Reseller Breakout

Business

Transcript of 2011.10.19 - Cloud Partner Day - Reseller Breakout