2012.02.09 Нүүрсний зах зээлийн стратегийн хөгжил, Рандолп Коппа
2012.02.09 - Leveraging the IBM Cloud Partner Ecosystem - Cloud Top Gun - Loic Simon
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Transcript of 2012.02.09 - Leveraging the IBM Cloud Partner Ecosystem - Cloud Top Gun - Loic Simon
Leveraging the IBM Cloud Partner Ecosystem
Loic Simon - [email protected] +33 6 76 75 40 71
Target Audience : IBMers
Brands [Resellers…]
IDR [ISV…]
BPO/GBP [Cloud
Builders…]
Mid Market [MSP…]
& Sectors [CSI…]
Welcome to the Matrix… of IBM Cloud Channel Initiatives !
Cloud GI/SEII’m here !
IBM [BPO] Cloud Channel Leaders
Worldwide• Donald R Cotey/Milwaukee/IBM• Annette Miller/Lincoln/IBM
Europe• Silvia Massetti/Italy/IBM• Alessia Berra/Italy/IBM • Etienne Verbinnen/Belgium/IBM• Juerg Stoll/Switzerland/IBM, • Loic Simon/France/IBM• Martin Atle Strandos/Norway/IBM• Marvin Egerter/Germany/IBM• Mercedes Lucena Vizaira/Spain/IBM• Steven Heeney/UK/IBM@IBMGB
Our Partners, too, need to…
• Canada Dry
• Cloud Washing
• Me Too
…and go beyond…
Partners embrace one or multiple Business Models in the 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)
Partners are driven to Cloud by a wild bunch
of IBM competitors & coopetitors… and need to leverage the
«right» ecosystem(s):
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
DeployDesign
Business Process as a Service
Software as a Service
Platform as a Service
Infrastructure as a Service
Consume
Smarter Cities
Social Business
Smarter Commerce
Business Analytics and Optimization
servicesservices solutionssolutionsfoundationfoundation
Infrastructure Integrators
Managed ServicesProviders
ISVBusiness Integrators
Customer needs • ISV SaaS Solutions• Infrastructure as a Service•Business Process improvement
Partner type per Offering type…
Cloud Builders
Cloud Infrastructure
Providers
Resellers
Cloud Services Solution
Providers
Cloud Applicatio
n Providers
Cloud Services Solution
Providers
Evolving Business Partner Value Creation Models with IBM – Examples
Embedded Software Solutions• Websphere Cast Iron
Integration
• SmartCloud Enterprise(SCE)• Managed Security Services• Tivoli Live
• Websphere Cast Iron Integration
• BladeCenter Foundation for Cloud
• SmartCloud Entry X• SmartCloud Entry P• Websphere Cast Iron
• Cloud Business Service engagements are BP Led
• GBS Cloud Services
Business Services
Traditional Infrastructure
Provider Model
Appliance
Business Solutions• ISV Applications (example
SugarCRM on SCE)• SmartCloud for Social
Business• Smarter Commerce SaaS• ERP
Partners who build / resell Partners who deliver
Technology Providers
Cloud Builder Application Provider
Services SolutionProvider
InfrastructureProvider
Technology Provider
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
Sell Through Sell To
Cloud Specialty Path Partner Objective Channel Firms
Cloud Builder “I want to help my clients to design, build, manage their private cloud”
• Solution Providers• System Integrators• Infrastructure Integrators• VADs
Services Solution Provider
“I want to resell a portfolio of public cloud services”
• Solution Providers• MSPs• Resellers, VARs• Distributors
Infrastructure Provider
“I want to build and operate a public cloud infrastructure (IaaS and
PaaS)”
• Telcos• Hosting Providers, • MSPs• System Integrators
Application Provider
“I want to deliver my application or asset as a cloud service”
• ISVs• Business Integrators• Solution Providers• Start-ups
Technology Provider
“I want to extend and add value to other providers’ clouds”
• Tools providers• Appliance vendors
Business Partner Cloud Computing Roles
Cloud Application ProvidersCloud Services Solution Providers
Cloud BuildersCloud Infrastructure
Providers
Cloud Technology Providers
Cloud Partner Ecosystem
[Business Experts]
[BizDev Experts]
Differentiation through cloud specialty mark Market development funds Increased revenue & higher value margin deals Access to the IBM ecosystem for cloud Access to IBM expertise on cloud Flexible pricing options
IBM Cloud Computing Specialty aligns with Partner target Business Model / Role in the Cloud
Built on Partner NeedsBuilt on Partner Needs
Demonstrate skills, revenue, and references
Demonstrate skills, revenue, and references
+ =
One program for all cloud partners
Pick a pathPick a path
Benefits* to IBM
Business Partners
Cloud Computing Specialty
* May vary by path
• Cloud Application Provider• Cloud Builder• Cloud Infrastructure Provider• Cloud Services Solution Provider• Cloud Technology Provider
Partners bring Solutions for Global Industry Transformations enabled by Cloud
Smarter Commerce
BusinessAnalytics &
Optimization
Social Business
Cloud Enabled Business Solutions
Partners bring Business Solutions that may leverage Cloud
We can also find partners outside the traditional IT Ecosystem… for innovative Cloud Services…
Source: “Bringing Cloud Into the Enterprise…and the Enterprise Into the Cloud” IDC Presentation, Cloud Leadership Forum, June 13-15, 2010
Partners may also contribute to leveraging Social Media Marketing to generate more visibility & credibility
Found a good potential Cloud Partner ? Have them run a Cloud Fast Track Workshop delivered by your Local Cloud Leader / SME…
… and bring them to Montpellier & la Gaude !
Time Agenda Item - Cloud Fast Track Workshop
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
• Depending on their existing and target business model(s), IBM Partners typically choose to play one or more roles in Cloud among those 5 : [1] Cloud Builder, [2] Cloud Infrastructure Provider, [3] Cloud Application Provider, [4] Cloud Services Solution Provider, [5] Cloud Technology Provider.
• These roles have given birth to the IBM Cloud Computing Specialty which a Cloud Partner
can get access to by demonstrating that they have the required skills [certifications], references and revenue with IBM.
• Cloud Builders can typically be found among traditional Infrastructure Integrators/Resellers and CSI. Many of them have also developed an MSP [Managed Service Provider] business and may also become Cloud Infrastructure Providers.
• In 2012, the vast majority of Distributors will deploy 2 activities in the Cloud : [1] Valued Added Distributor of Cloud Technologies for Cloud Builders, [2] Distributor or Aggregator of Cloud Services for Cloud Services Solution Providers Resellers.
• All SmartCloud Foundation technologies [ow SmartCloud Provisioning...], most SmartCloud Services [ow SmartCloud Enteprise...] and Some SmartCloud Solutions [ow SmartCloud For Social Business] are Business Partners "Ready".
• Partnering is key for Cloud success, both for IBM Business Partners and for IBM, both for Private and for Public Cloud opportunities, both for big projects wins and for Mid Market penetration.
Next Steps for IBM Sellers
Query customers and prospects about other companies they already work with… and engage relevant Cloud Partner(s) accordingly…
… through your local BPO Cloud Channel Leader if you are unsure about choosing the right Partner or Partnership model…
Curation,
PoV,
Documents :
clubcloud.blogspot.com
ibmcloudcatalog.blogspot.com