Enter the world of the IBM Cloud Marketplace

IBM Cloud: Think it. Build it. Tap into it.

IBM Cloud marketplace Business Partner Program Overview

Reach New Markets

&

Grow Your Business

To join: https://www.marketplace.ibmcloud.com/joinnow

© 2015 IBM Corporation2 V050115

Think it.Strategize how to use cloud to drive

revenue growth and efficiencies

Build it.Build and run your private or hybrid cloud

Tap into it.Utilize cloud services delivered from IBM Cloud

$2B

$1.2B

$7B+

$1B

100+

40,000+

Acquisition

investment

Data center

expansion

SoftLayer

acquisition

PaaS/developer-

focused investment

SaaS

offerings

Experts

IBM can be a growth engine for your business

Multi Tiered Sales Force

Covering the widest portfolio


� Marketplace is IBM’s digital channel for all

things cloud

- 400+ IBM and business partners and

Services

- Delivers a self-service experience

- Guides users to discover, learn, try and buy

� Strategic access is IBM’s competitive

advantage

- IBM and partner services in a single user

experience

- Trusted, Enterprise-grade SaaS, PaaS, IaaS

- IBM expertise focusing on solutions so

customers can innovate quickly and easily

- Multiple integration and capabilities –

SoftLayer, patterns, Bluemix.

Extend your reach through the IBM Cloud marketplaceCloud customer buying behaviors are evolving, and we’re evolving the way we sell as a result

ibm.com/marketplace

Paving New Avenues of Growth

New Markets + New Buyers = Growth


Partners integrated and running on SoftLayer, Bluemix, and our IBM SaaS partners

Data Stores Development Tools Security Operations Support

Messaging Mobile Analytics Business Support

Cupenya

Formula/400 Kft.KangoGift

UStream

DreamFactory

CloudAMQP PubNub

IBM Cloud marketplace chooses over 100 leading enterprise cloud innovators


Business Partners are qualified to participate in IBM Cloud marketplace

Services:

- run on or be deployable to SoftLayer, or integrate with an IBM premium platform service,* or

integrate with or extend our SaaS offerings*

- are enterprise class, in production and supporting paying customers

- are single or multi-tenant, as-a-service cloud applications; or virtual machine images; or add-on,

plug-in or extension to a virtual machine environment; or virtual configured IT environment that

includes application code and is deployed on the cloud (e.g. Patterns, or private cloud

deployment)

- align to IBM strategic imperatives

And are offered by Business Partners who:

- are based in any country (business partners without a U.S. affiliate must run their offerings in data

centers outside of the US for tax purposes)

- offer at least one priced edition

- offer a 30 day trial, or a perpetual free tier.**

- integrate into the IBM Cloud marketplace APIs within 90 days of signing the agreement

*Will require additional IBM review, as services for IBM premium platform services must meet specific criteria which

could include additional technical integration and/or certification.

**Offerings in IBM Bluemix must have free tier, which can have limited capability.


Bluemix Third Party Service Evaluation Criteria

• Service must be integrated to marketplace APIs for billing and provisioning: Once integrated to

marketplace, service will be enabled for chargeback and revenue collection. This includes third-party

maintenance of detailed usage data per end user to support evidence of charged consumption.

• Service is useful within the context of an application running in Bluemix, and with other Bluemix services:

Partner can clearly describe multiple scenarios of how their service will be useful to cloud users of Bluemix,

and how it will use other services in Bluemix.

• Service is cloud enabled and fits the Bluemix service model: Service must be cloud-native and dynamically

provisionable. Third-party must respond to provisioning endpoint requests, create a service instance, and

dynamically provide credentials back to the provisioning request. Provisioning time should be <10 seconds.

Third-party must manage all service instances. Proprietary/specific development tools should require

download or configuration only when necessary/appropriate.

• Service supports composable business pattern: Exposed, public APIs that can be invoked from within a

application running on Bluemix is the most common deployment pattern. Another is having the ability to

attach to a service, without direct integration, e.g. load testing services. Exceptions to this criterion will be

considered.

• Service scales: Service back end must seamlessly handle volume changes, or must provide appropriate

warnings and actions to users.

• Website includes English version

• Perpetual free tier is required.

Once the service is approved and then integrated to Bluemix, there will be an additional review to ensure it

meets the quality criteria for an enterprise-class Bluemix environment. See Bluemix quality criteria in backup.


IBM Cloud marketplace Business Partner Program Overview

PR & digital demand gen

IBM drives traffic to the marketplace through PR, ad buys, paid

search, paid social media placements, contextual targeting (e.g.,

site referrals)

Merchandising

Systematic merchandising program to promote your service within the marketplace, including premium home

page placement of selected services, keyword tagging, and inclusion in appropriate solution scenarios

Promotion with IBM services

IBM product owners behind over 200 marketplace properties,

including 100+ IBM SaaS offerings, drive traffic through their own

programs

Co-Marketing

Use of IBM press release template, “IBM Cloud marketplace”

program marks, and linkage to other IBM co-marketing

opportunities, including extensible IBM PartnerWorld program

benefits. Inclusion in IBM Conferences and other activities.

Dashboard and MyServices

Marketplace administration and support portal, and self-service sales performance dashboard

Sales force enablement

IBM Cloud Service sellers trained and rewarded on customer marketplace usage; sellers get credit

against revenue target

Commerce Support

Commerce support, including price management, rating, billing, payment, royalty management and bundling.

Bill via IBM invoicing to accelerate clearance thru enterprise procurement


IBM Cloud marketplace Multi Tiered Sales and Digital Marketing

Global Events

IBM global and local, developer, 3rd party and analyst events

IBM Brand Collaboration

Cloud Sales Plays, Enablement, Internal Communities, Internal Blogs/Forums

IBM Digital Sales

LDR’s, Inside Sales

IBM Cloud Service Direct Sales

Sales & Distribution (face-to-face)

IBM Brand Sales

IBM Customer

CXOs LOBs Developers

marketplace banner ads – designs not yet final

Digital and Social Outreach

Paid media ads/banners, search, TV, marketplace carousel/banners, IBM and 3rd party social blogs/forums


The business model is straightforward and simple

IBM responsibilities:

• Operate the IBM Cloud marketplace

• Take care of check-out, including invoicing the customer and collecting payment

• Dispense payment to partners and retain a royalty

• Provide different options for metering and billing, including support for complex metering

Business Partner responsibilities:

• Give IBM permission to offer its services

• Offer free trial and prices services

• Cover costs of delivery, including infrastructure if delivered in a SaaS model

• Provide metering information for complex metered products

• Maintain direct relationships with customers

• Ensure services meet production SLAs with production level support

Transaction support:

• Marketplace supports US transactions with credit cards supported. In May 2015, will expand purchase

options to include purchase order / invoice transactions (excluding Bluemix).

• Bluemix supports credit card transactions for multiple non-US currencies. Partner determines the price for all

non-US currencies (including $0).

• Additional functionality will be provided in successive upgrades, including support for non-US transactions.

• US federal government requirements for payment by federal users are not currently supported.


How do Business Partners participate in IBM Cloud marketplace?

4. Integrate and price your service to marketplace (3 weeks)

Within 90 days of signing the IBM Cloud Marketplace Business Partner agreement, you must

integrate your service to the IBM Cloud marketplace APIs. Services designed for Bluemix must

support an additional call, and integration and quality review for Bluemix may take several

additional weeks. Details in the Business Partner Guide here >

https://developer.ibm.com/marketplace/docs/vendor-guide/

5. Qualify for integration to premium options (e.g. Bluemix) - Can be in parallel with above

Prospective Bluemix, PureApplication Service on SoftLayer, or HPC Analytics services must meet

certain additional criteria.

1. Apply to Become a Business Partner

Complete and submit the nomination form https://www.marketplace.ibmcloud.com/joinnow/

to be considered for partnership in the IBM Cloud marketplace.

2. Qualify for the IBM Cloud marketplace

We will review your form and reply as quickly as possible to discuss your service and next

steps. Some replies take up to two weeks, depending on your service. To qualify for premium

programs (e.g. Bluemix), services must meet additional criteria.

3. Accept the terms and conditions

Once you are invited to include your service, you will need to a) register for marketplace and

b) accept the IBM Cloud Marketplace Business Partner terms >

https://developer.ibm.com/marketplace/docs/vendor-guide/business-partner-agreements/

6. Promote and merchandise your offering

Once published, reference the IBM Cloud marketplace marketing kit to see how you can

promote your offering with IBM > https://developer.ibm.com/marketplace/docs/marketing-kit/


Join IBM Cloud marketplace today!

To join: https://www.marketplace.ibmcloud.com/joinnow

Questions?

[email protected]


Additional information


We are investing $1.2 billion to expand our cloud footprintand capabilities

$7 billioninvested to date to build cloud capabilities

1,500 +cloud patents

5.5 millionclient transactions processed daily through IBM’s public cloud

5,000+Private and hybrid cloud engagements in more then 100 countries included IBM Systems in 2013

15new data centers in 2014

40

15acquired companies, including SoftLayer,for cloud infrastructure

2,000SoftLayer APIs

to provide a view of the client’s environment

100 +industry-leading Software as a Service (SaaS) offerings total cloud data

centers acrossfive continents

…and IBM built the world’s most complete cloud portfolio, delivering our clients technology and business processes as digital services

80%Of Fortune 500 companies use IBM’s cloud capabilities

The emergence of cloud is transforming IT and business processes into digital services…

72%

of developers already report that cloud-based services or APIs are part of the applications they’re designing

85%

of new software is now being built for the cloud

1/4of the world’s applications will be available in the cloud by 2016


IBM Cloud marketplace offers premium platform services

Participate in Which is… The benefits are …

IBM Bluemix

www.bluemix.net

IBM’s Cloud Foundry-based PaaS for rapid application development and deployment

� Additional opportunity to market your service in a purpose-built environment

� Special experience designed for composable service development

� Integrated behind the scenes with marketplace – one place to manage your service listing

PureApplicationService on SoftLayer, Patterns

Manages write-once, run anywhere patterns that are the pre-defined architecture of an application in a deployable form.

Deployed on-premise, on SoftLayer, and in hybrid cloud environments, with multiple pattern platforms for public and private clouds: PureApplication Service on SoftLayer, Rapid Deployment Service for SoftLayer, IBM Cloud Orchestrator on SoftLayer, Private Modular Cloud (PMC)

� Supports interoperability between IBM public cloud and private cloud

� Embeds manageability of services and applications

� Deploy your pattern from marketplace

� These heterogeneous environments are supported by a rich variety of IBM and partner patterns in the IBM Cloud marketplace catalog.

High performance analytics capabilities

IBM’s optimization for Hadoop and real time analytics workloads running on SoftLayer

'Analytics Optimized' clusters

Choice of leading enterprise analytics and Big Data platform tools

� Performance optimization means faster analytics at less cost to you

� You or your customers can manage deployment directly from marketplace


In order for users to find and try your service in Bluemix, they must be able to quickly understand: 1) what is the business value of the service; 2) how that value is amplified by being integrated to (available on) Bluemix, and; 3) how to get started using the service specifically with Bluemix. Below are some quality criteria that your service must meet before publication in the Bluemix catalog in order to it creates an optimal user experience. These elements are in addition to the steps required for a sound technical integration.

• The service description should explain the business value of the service, and how being in Bluemix enhances that value. A Bluemixuser should be able to assess business and technical value within 5 minutes. See Cloudant as an example.

• The service listing should include documentation linked to the Docs button that provides information on how to get started using theservice, specifically with Bluemix. The first docs page a user hits should be Bluemix-specific. From there, you can link off to your standard docs.

• The service listing includes resources that help users understand how to use the service within Bluemix specifically. Required: 1) Easily-discoverable starter app that can be deployed in 15 minutes and tweaked/redeployed in 30 minutes and 2) documented build-from-scratch example. Optional / Suggested: 1) Starter app that uses Deploy to Bluemix button (documentation and more on this coming 2015Q2); 2) demos/videos to illustrate the end-to-end usage; 3) Provisionable with a ready-to-use starter configuration; 4) Ready-to-use (cut-and-paste) code snippets; 5) Publicly-hosted GitHub starter app project.

• Your service dashboard is easy to understand and use with Bluemix. For example, 1) the link to the dashboard appears within Bluemixafter service is added to space; 2) the user is provided with all the information necessary for first time use; 3) the user is self-sufficient in using the dashboard page; 4) commonly repeated actions are clearly accessible in the dashboard and intuitive (IBM working on html dashboard template.)

• Service must provision/bind/unbind/unprovision successfully, and should be provisioned in Bluemix within 3 minutes.

• The service listing includes clear product support information. Ideally public or private support forum is offered, in addition to other contact options.

• The service is highly available with zero downtime for maintenance.

• The Terms of Usage is linked to Terms button.

• The service supports SSO between Bluemix and the service site.

• The service has been integrated in accordance with all appropriate technical requirements.

IBM Bluemix Quality Criteria


� Editions: Each marketplace service can have one or more editions (or pricing plans)

• One time services are charged upon checkout. Any download service (e.g., pattern, image) must be set up as a One time service.

• Recurring services can be charged per day or per month. Partial day or partial month usage counts as a full day or month, respectively.

• Tiered services can combine multiple one time and recurring charges.

� Metered services (e.g., “$/user”) provide the most flexibility. Your service provides the usage data, and IBM Cloud marketplace performs the calculations and billing. Most common units of measurement are supported.

� All business partners must offer at least one priced edition with a 30 day trial period.

� All priced plans can have a setup fee.

A flexible suite of editions and pricing options are available

Choose one or more pricing plans, add a free trial, and you’re ready to start.


Screen shot of usage data in IBM cloud marketplace dashboard*

� Developer dashboard provides info about

products, orders, revenue, customers,

billing/invoicing, and payouts

� Dynamic reporting available on-line & source

data available via csv downloads

� Filters, drill down detail, & metrics

Order data

Customer

data

* This dashboard shows marketplace only, and does not contain usage data in Bluemix.* This dashboard shows marketplace only, and does not contain usage data in Bluemix.


Getting started with SoftLayer

� To Sign up for the free trial, please visit:

http://www.softlayer.com/info/free-cloud

� To sign up to become referral partners, please visit:

http://www.softlayer.com/referral-program

� If you’d like to become part of the Solution & Services Provider Program

(AKA Reseller Program). Please contact: Stella Clary at [email protected]

Enter the world of the IBM Cloud Marketplace

Technology

Transcript of Enter the world of the IBM Cloud Marketplace