SugarCON partner presentation by IBM

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Presentation given at the SugarCRM conference by IBM for business partners.

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SugarCON partner presentation by IBM

  1. 1. Making Money with IBMBeverly DeWitt, IBM Software GroupGreg Hurlebaus, IBM Systems & Technology Group
  2. 2. Agenda● The Journey to Cloud ComputingBuilding the Refrigerator●Filling the Refrigerator●Profiting from Cloud●Call to Action and Summary●
  3. 3. Traditional On Premise Vendors: One-time charge model Booked as transactional revenue “Sell it and forget it” Customers: Upfront CAPEX Rising and fluctuating OPEX Better control, but more costly to integrate, manage, meter, scale, analyze, reportCloud is a game-changer
  4. 4. Cloud Vendors:Annuity revenue stream Earn renewal Customers: No CAPEX Predictable OPEXLower switching costs
  5. 5. Cloud Business DriversDo more with lessReduce capital and operational expensesReduce riskEnsure right levels of security andresiliencyHigher quality servicesImprove quality and deliver new servicesBusiness agilityExpand or contract based on businessneeds and implement Social Business
  6. 6. Deployment Options for Cloud ComputingPrivate Public IT capabilities are provided “as a IT activities / functions are service,” over an intranet, within the provided “as a service,” over enterprise and behind the firewall the Internet Internal and external service delivery Hybrid methods are integrated 7
  7. 7. Workloads that offer favorable entry points for clouddelivery models Top public workloads Top private workloads Email Data mining, text mining, or other analytics Audio/video/Web conferencing Security CRM Data warehouses or data marts Service help desk Business continuity and disaster recovery Infrastructure for training and demonstration Test environment infrastructure WAN capacity and VoIP infrastructure Long-term data archiving/preservation Desktop Transactional databases Test environment infrastructure Industry-specific applications Storage and server ERP applications Data center network capacity Infrastructure and Database, application and collaboration workloads infrastructure workloads emerge as most appropriate emerge as most appropriate Source: IBM Market Insights, Cloud Computing Research, July 2009. n=1,090
  8. 8. Building the Refrigerator
  9. 9. Building the Refrigerator...Why IBM Hardware for Cloud InfrastructureComplete private cloud infrastructure optimized for missioncritical workloads • Top reasons why IBM STG is a leader in Cloud Infrastructure: – IBM Enterprise Quality of Service capabilities – IBM Enterprise level security with zero reported Common Vulnerability Exposures ensures data security to support multi- tenancy. – IBM is the only vendor who designs the virtualized environment from bare metal through the hypervisor, eliminating bypass of security controls and assuring a rock-solid audit trail to confirms conformance. – Highest available infrastructure: Extensive, above industry- average RAS in eX5, POWER7 and mainframe. 10
  10. 10. IBM Hardware Offerings for the Cloud ● IBM Cloudburst for Power and System x ● IBM System z Solution Edition for Cloud Computing ● Smart Analytics Cloud for IBM System z and Power ● IBM Systems Director, VMControl and Active Energy Manager ● IBM Scale Out Network Attached Storage 11
  11. 11. Why Power for Cloud...Power is Cloud OptimizedSelf-service portal with automatic provisioning of resources for improvedcustomer service & reduced IT labor hours by up to 67%Automatically optimize workload performance and capacity based on demandLeadership virtualization capability provides enterprise QOS with higherperformance, more scalability, and driving systems up to 90% utilizationEnterprise level security for mission critical workloadsComplete resource control with integrated server, virtualization, network andstorage managementCharge for IT services based on the usage and accounting data + Workload-Optimizing Systems 12
  12. 12. IBM CloudBurst on Power SystemsIntegrated cloud solution for the fastest private clouddeployment Completely integrated service management platform with network, servers, storage, software and quickstart services that enable the fastest time to value  Deliver services faster via a self service portal by offering a standardized service catalog and automatically provisioning requested resources  Reduce complexity and risk through standardization and automation which help to reduce human errors  Lower IT costs by leveraging automation workflows to provision assets based on business approved policies  Decrease capital expenses by ensuring optimal utilization of all resources  Scales to the enterprise with the ability to expand the solution to manage additional platforms and workloads  Enterprise quality of service by leveraging the Power systems hardware, virtualization and software componentsAll statements regarding IBMs future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only. Some features require the purchase ofadditional software components. Please see Disclaimer slide 13
  13. 13. Why should customers run SugarCRM on IBM i● IBM i offers the unique ability to offer architecture/platform that best fits enterprise customer requirements/environments.● IBM i is workload optimized and designed for scalable virtualization.● POWER7 systems enable massive workload consolidation to drive maximum system utilization and cost efficiency.● IBM is the only provider offering the highest qualities of service available with choice of System z mainframe, Power, or System x.● IBM provides ‘breadth’ of offerings – Services, Financing, Storage, Software. 14
  14. 14. IBM i Solution Edition for Target Market • IBM Power customers looking to improve customer retention and satisfaction with a CRM solution Configurations for 50, 150 and 500 Users Advantage over the competition • Lead with IBM Power Systems tuned for Power your CRM solution with IBM systems high performance with SugarCRM - a comprehensive solution • Robust solution price competitive with Intel Affordable low-end servers with outstanding platform performance, energy efficiency and reliability Special offers / Price point Simplicity and integration with IBM i  Up to 40% discount off IBM i server Software as a Service solutions with many  Sugar Enterprise Edition for the ISVs price of Sugar Professional Edition 15
  15. 15. IBM System x business partner solution for…… Small Med Large Target Market (50 users)1 (100-150 users) 1 (150-250 users)1 • Midsized business requiring better integration between sales and marketing • Intel Install base with no desire to move Advantage over the competition 7944E4U + 7944E5U + cpu/memory cpu/memory 79446U + • IBM Express is EASY 4 core 2 Xeon E5607/2.26GHz, cpu/memory • Easy to configure 4x2GB 6 core 2 Xeon E5649/2.53GHz, 6 core -2 Xeon • 4x2GB X5650/2.66GHz, 3x4GB Aggressively priced • Stocked in channel • Your key to rapid sales execution IBM Express models immediately • Access to IBM Install base available through IBM distribution • IBM BP Benefits help you reach new opportunities + and deliver higher value • Add the benefits of IBM PW Membership Special offers / Price point • Co-Marketing w/ IBM 3:1 • IBM Express models often represent savings 5 - • Marketing Support ( MSV) 20% vs. standard models • Recommend 3 Express x3550 M3 models…one each for • Become a Smarter Planet reference small, medium and large environments16 Simplicity. Growth. Profitability. 1 Estimate based on info supplied to IBM, contact IBM for requirements > 250 users/server
  16. 16. Stocking the RefrigeratorIBM SaaS Offerings 17
  17. 17. IBM Service Delivery Manager Cloud Service Cloud Service Provider Cloud Service Consumer Developer Business-Process-as-a-Service User Interface Software-as-a-Service Consumer Cloud API End user Services Platform-as-as-Service Infrastructure-as-a-Service Developer Virtualized Infrastructure – Server, Storage, Network, Facilities Partner Clouds Common Cloud Management Platform BSS Offering Mgmt Customer Mgmt Pricing & Rating Business Support Order Mgmt Entitlements Subscriber Mgmt System Service Development Consumer Accounting & Billing Invoicing Peering & Settlement Tools Service Development Portal Business SLA Service Offering Service Delivery Portal Contract Mgmt Reporting Catalog Manager Metering, Analytics & Reporting Service Definition Tools API OSS Service Delivery Catalog Operational Customer Support Service Templates Service Automation Management Image Creation Tools System In-house IT Service Request Management Configuration Mgmt Image Lifecycle Management Provisioning Incident, Problem & IT Service Level Management Change Management Image publish Tools Monitoring & IT Asset & License Management Capacity & Event Management Performance Management Virtualization Mgmt Consumer Administrator Service Provider Portal Service Business Manager Service Transition Manager Service Operations Manager Security & Resiliency Service Security Manager ©2011 SugarCRM Inc. All rights reserved. 18
  18. 18. Cloud Application Integration ● Cast Iron is a simple and widely used solution for rapidly integrating Cloud solutions with on-premises enterprise applications ● Connectors for cloud apps (SugarCRM, NetSuite, etc) and on- premises apps (SAP, JD Edwards) ● Hundreds of pre-built templates – reduces custom coding ● Fixed term and perpetual license for Cloud and On-Premise App Endpoints
  19. 19. Social Business in the CloudLotusLive is a social business platform that delivers cloud-basedcollaboration tools and social networking servicesSugarCRM for LotusLive places social business capabilities into thehands of SugarCRM users● Simplify and improve business interactions inside and outside the enterprise● Expand the enterprise perimeter to the cloud 20 20
  20. 20. My Network Communities Activities Files Meetings Events Chat eMail Charts Survey FormsIntegrated Applications
  21. 21. Resources to Help you Sell Marketing, sales, and technical resources Business Partner Demo accounts ● One year no-charge subscription ● Engage, Meetings, iNotes ● Notes hybrid planned Business Partner Managed Client Trials ● Unique Trial URLS ● You own the opportunity!
  22. 22. Cloud Business Process Management● Discover, design, automate, and manage business processes● Document processes to create Blueprints● Configure simple Process Apps in 90 seconds● Engage your team to collaborate effectively● Leverage expert communities
  23. 23. Blueworks Love: Simple for Novices, Rich Enough for Experts 24
  24. 24. IBM PartnerWorld Put the Power of IBM Behind your Business Education Compensation Executive level sponsorshipMarketing and lead generation Tactical Investments Install & demonstrate to customers
  25. 25. Business Opportunities with IBM Cloud Consulting Selling Managing● Planning for Cloud adoption ● Cloud platform ● User administration ● Define desired-state IT architecture after Integration with on- cloud adoption ● Software as a Service ● premises systems ● Which business processes would benefit ● Cloud components from cloud? ● Level 1 Support/Help ● Data, directory, network, security Desk ● Managing private clouds ● Meter, analyze ● Reporting, billing ©2011 SugarCRM Inc. All rights reserved. 26
  26. 26. CompensationRewarding Business Partners for Skills and Results Base margin for resale up to 40% Software Value Incentive margin on General Business Rebates software Cloud Specialty Certification Leverage all the pieces of the IBM Software Value Plus Program to maximize profits
  27. 27. SummaryNext Steps for Business Partners Visit PartnerWorld and join www.ibm.com/partnerworld Grow your Business by Selling IBM and SugarCRM Together Enjoy SugarCon and visit Booth #100
  28. 28. Thank Youwww.ibm.com/partnerworld/cloud
  29. 29. 04/01/11 ©2010 SugarCRM Inc. All rights reserved. 30
  30. 30. 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. 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 users 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. 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. 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. Microsoft and Windows are trademarks of Microsoft Corporation in the United States, other countries, or both. UNIX is a registered trademark of The Open Group in the United States and other countries. 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. 31

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