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2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
2011.02.14  Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
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2011.02.14 Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM

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Présentation de l'offre IBM de VDI : Smart Business Desktop on the IBM Cloud for Business Partners

Présentation de l'offre IBM de VDI : Smart Business Desktop on the IBM Cloud for Business Partners

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  • 1. IBM Smart Business Desktop on the IBM Cloud for theBusiness Partner ChannelAnnouncement date: February 8, 2011Availability date may vary by countryPlease contact your IBM Business Partner Representative or Distributor for details February 8, 2011 For IBM and IBM Business Partner internal use only © 2010 IBM Corporation
  • 2. Table of contentsTable of contentsIntroduction IBM Smart Business Desktop on the IBM Cloud overview Value Propositions: End Customer, BP-Reseller, BP Prime Bidder Pre-requisites to become Reseller or Prime Bidder BP for IBM Smart Business Desktop on the IBM CloudHow to To Do list to become a successful IBM Smart Business Desktop on the IBM Cloud BP Key steps for the Business Partner to process the deal and to get the end customer using the serviceContracts Contract Models and Links to the International English versions in the C&N databaseTrade Marks and NotesBack Up – Billing Model – Contract Model: Resell – Contract Model: Prime Bidder – E2E Opportunity to Cash Flow – Welcome Kit content – SBDIC Customer Pre-requisites – Assessment – Links for the Business Partners © 2010 IBM Corporation
  • 3. Introduction: Offering OverviewA comprehensive end-to-end client solution that leveragesvirtualization technology to support distributed end users 1) End users log on to the Internet (or intranet), gain authorized https access to the corporate network, and are authenticated before being intercepted by a connection broker. Partners Suppliers 3 2 Rich 1 clients Person ` ` ` ` 3) Processing and storage are all done in Transaction workers Group of names ` a centralized, highly secure, efficient, and Developers green data center environment enabling significant IT resource optimization and Group of unique names sharing, plus much improved end user IT 2) Connection broker facilitates secure access management, higher availability, and only to personal images, authorized applications, potentially improved TCO. and data needed to do user work. © 2010 IBM Corporation
  • 4. Introduction: Offering OverviewIBM Smart Business Desktop on the IBM Cloud (SBDIC) Providing the benefits of virtual desktops within a prepriced, prepackaged subscription service  A subscription service for office workers, task workers, Customer benefits variable workforces, and alternative workspaces, such as  Improve end-user productivity virtual call centers  Reduce end-user support  Predesigned and prebuilt, providing the highest levels of costs quality, reliability, and security for your virtual desktops  Green, energy savings  No capital or one-time  Differentiation in service management and security, with expense separation of controls for end user access based on  Highly secure hosting model enterprise security policies  Fast provisioning  Hosted at a secure IBM facility, leveraging a shared multitenant infrastructure  Assessment and planning services, leveraging IBM’s unique tools and experience with complex implementations, helping you choose the service that is the “right fit” for your use cases Providing virtual clients via an on-demand, utility service © 2010 IBM Corporation
  • 5. Introduction: Offering OverviewIBM Smart Business Desktop on the IBM Cloud Environment Data always resides with and is controlled by the customer. IBM utilizes a shared infrastructure, but customers have PRIVATE access to the cloud. – Access from the customer network. – Virtual desktops reside on the Apps E-mail customer network. – IBM does not access customer systems (Active Directory, data) Allows enterprise IT staff to leverage Remote existing tools and practices for desktop office management – OS and application deployment – Active Directory – Help Desk Access – Security policies Fabric Role-level views for – Desktop administrators Active Thin clients & Directory – End users User Repurposed PCs Work-at- data home © 2010 IBM Corporation
  • 6. Introduction: End User Value PropositionSBDIC End User Customer Value PropositionFor organisations that need to provide security-rich access to information,simplify IT complexity and reduce energy consumption, IBM offerssubscription-based, hosted desktop virtualisation using cloud computing.This solution can centralise distributed desktops, enhance data andapplication security and increase business flexibility. It helps reduce costsassociated with upgrading, maintaining and supporting the desktopenvironment.IBM has been a leader in virtualisation and cloud computing for decadesand a trusted provider of end-user services to more than 4,000 companiesworldwide. By making this offering available also from our BusinessPartners the customers may acquire the solution from their existing IBMBusiness Partner. © 2010 IBM Corporation
  • 7. Introduction: Business Partner Value PropositionBusiness Partner Value Proposition: Resell modelFor Solution Providers and Resellers, who want to help their clients tocentralise distributed desktops, enhance data and application security andincrease business flexibility while reducing costs, IBM offers the IBM SmartBusiness Desktop on the IBM Cloud with interesting resell margin andannuity revenue stream and a possibility to complement the solutionservice by including related additional services.Unlike our competitors IBM offers a scalable pre-packaged and pre-pricedsubscription service without a need to invest upfront to the deliveryinfrastructure. Instead there are plenty of additional services opportunitiesto complement the base service offering ranging from helpdesk toimplementation services. © 2010 IBM Corporation
  • 8. Introduction: Business Partner Value PropositionBusiness Partner Value Proposition: Prime Bidder modelFor Solution Providers and Resellers, who want to help their clients tocentralise distributed desktops, enhance data and application security andincrease business flexibility while reducing costs, IBM offers the IBM SmartBusiness Desktop on the IBM Cloud to you as a subcontractor tocomplement your solution with interesting margin and annuity revenuestream.Unlike our competitors IBM offers a scalable pre-packaged and pre-pricedsubscription service without any need for you to invest upfront to thedelivery infrastructure. Instead there are plenty of additional servicesopportunities for you to complement the base service offering rangingfrom helpdesk to implementation services. © 2010 IBM Corporation
  • 9. Introduction: Business Partner Value PropositionThere are plenty of other potential additional services opportunities surrounding theIBM Smart Business Desktop on the IBM Cloud for a Business Partners to resell ordeliver by themselves…. Desktop “Decoupling” Virtualization Readiness review Consulting Consultancy Only applications that can Following on from your Project to decouple the be virtualized can be hosted desktop virtualization relationships between desktop on a cloud, so help your consultancy, you perform if and servers in order to enable IBM Assessment Hardware virtualization and cloud client identify and virtualizes going to the cloud is the deployment Review * selected applications right path forward Supply the hardware, from IBM subject matter experts to thin clients to the cabling undertake an assessment review to design a roadmap and help the client build their own business case Business Continuity Solution Deployment Enable business and IT availability and continuity, for Project management, transitional both normal day-to-day and and implementation services, unusual/crisis operations education, disposal of legacy assets using IBM’s BCRS services Networking Level 1 helpdeskIBM is “supplying the dialtone” Image Software Assist the client with help and Securityso you can supply the Management Licensing support challenges with anetworking services chargeable level 1 helpdesk Establish client security Manage the virtualized Offer your client the right and access policies access and the images software licenses for the virtualized environment © 2010 IBM Corporation
  • 10. Introduction: Pre-requisitesThe prerequisites to become reseller of IBM Smart Business Desktop onthe IBM Cloud are fairly simple and straight forward: You have signed aBPA with IBM and belong to one of the below listed Business Partnercategories… Business Partner Agreement (BPA) signed The offering is for following Business Partners types: – IBM Business Partner - Resellers – IBM Business Partner - Resellers who acquire products or services from a Distributor – IBM Business Partner - Distributors – IBM Business Partner - Solution Providers – IBM Business Partner - Solution Providers who acquire products or services from a Distributor – IBM Business Partner - Services GTS Services are in open distribution, unless stated otherwise in the BP Exhibit The are no certification requirements at the moment © 2010 IBM Corporation
  • 11. How to: To Do list The To Do list to become a successful IBM Smart Business Desktop on the IBM Cloud reseller is a typical one…  Decide your operation model for this offering: Resell or Prime Bidder  Get the IBM contracts from your IBM BP Representative  Get the latest IBM Business Partner Exhibit effective in February 2011 or later https://www-304.ibm.com/partnerworld/mem/bpal/emea/exhibit/globalservices.html  Get the IBM Smart Business Desktop on the IBM Cloud announcement letter https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EN303006USEN  Availability date may vary by country. Please contact your Business Partner Representative or Distributor for details  Develop your own End Customer contract and price list  The Statement of Work (SOW) is always the same (INTC-8399) for all types of BP transactions  The required Schedule(s) can be seen in the Contract Models table (later in the presentation)  Get the latest presentations and collaterals at PartnerWorld https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler?cmsId=CF_8131GBEN&selectedTab=4  Train your sales team about IBM Smart Business Desktop on the IBM Cloud leveraging – PartnerWorld • IBM Smart Business Desktop for Opportunity Identifiers (OIs) and IBM Business Partners • https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/ltu32917 • IBM Smart Business Desktop for IBM Opportunity Owners (OOs) and IBM Business Partners • https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/ltu32916 – Local IBM events  Select your target customers or target markets  Sell and close the deals  Invoice your customers according to your terms & conditions and prices © 2010 IBM CorporationHotlinks available in slide show mode
  • 12. How to: Deal ProcessingKey steps for the Business Partner to process the deal and to get the endcustomer using the service include the assessment of the customer’senvironment, returning the signed contract to IBM with the BoardingQuestionnaire. Then the boarding services may begin… Assessment and Planning – Conduct the assessment of the customer environment or resell the assessment provided by IBM to ensure, the SBDIC is a good solution to the need of the customer – Fill in the Boarding Questionnaire (this need to be submitted with the signed contracts) Get the contracts signed (both End Customer and IBM) and return IBM contracts and the Boarding Questionnaire to IBM – Please ensure all the required customer details are included like the Boarding Questionnaire file, because they are needed to fill-in the Account Activation form for the Cloud Business Office (CBO) Sales Transaction Hub will register the contract and will inform CBO about a new customer by filling in the Account Activation form. The contracts and the Boarding Questionnaire will be attached to the form. CBO will inform IBM Delivery Manager about the new customer, who then authorises the boarding services Boarding services will start by delivering the welcome kit to the customer IBM invoices the Business Partner monthly 30 days in advance The Business Partner invoices the End Customer according to their own contract © 2010 IBM Corporation
  • 13. Contracts: BP Contract Models Each Business Partner transaction will include two or three documents: Statement of Work (SOW), which is always the same and one Schedule for the Prime Bidder model. Two Schedules are needed for the Resell model…Contract Model OI OO Statement of Work and Schedule Who signs IBM IBM bills Level 1 support billing INTC-8400 the delivery version Schedule(s) have as SOW is always their INTC-8399 customerSingle tier, BP BP Between IBM and Services (BP) BP Services BP Services Recipient orremarketer Recipient for each recipient BP engagement. Billing schedule to BP for each client (Remarketer) End customerSingle tier, BP BP SOW between IBM and BP (BP as BP BP BP Business Partner for each engagement Prime)BP as prime (IBM will take L2 Individual schedule for each support calls from BP client for billing purposes only, BP required to offer services )Two tier, BP or Between IBM and Services (BP) Distributor Services Distributor Services Recipient, orDistributor acts in Distributor Recipient for each Recipient BP or Distributorremarketer model engagement.BP acts inremarketer model (Remarketer) End Customer Billing Schedule to Distributor for each clientTwo tier, BP or BP or SOW between IBM and (BP as Distributor Distributor Distributor Distributor or BPDistributor acts in Distributor Distributor Distributor for each Prime) (IBM will take L2as Prime engagement support calls fromBP acts as prime Distributor only,or in remarketer (Distributor required to Billing schedule tomodel offer BP and/or Distributor for each client services recipient(distributor as appropriate level of L1customer whatever support))the second tiermodel used) © 2010 IBM Corporation
  • 14. Contracts: List & links to get them There are two types of contracts: Normal for three to five years and Trial versions for three months (for a fee) Normal Contracts (common SOW and selected Schedule)  IBM Smart Business Desktop on the IBM Cloud SOW INTC-8399-04 – IBM Smart Business Desktop on the IBM Cloud (BP) Schedule INTC-8400-02(BP) – IBM Smart Business Desktop on the IBM Cloud (BP as Prime) Schedule INTC-8400-02(BP as Prime) – IBM Smart Business Desktop on the IBM Cloud (Remarketer) Schedule INTC-8400-02(Remarketer) Trial Contracts (common SOW and selected Schedule)  IBM Smart Business Desktop on the IBM Cloud (Trial) SOW INTC-8588-04 – IBM Smart Business Desktop on the IBM Cloud (Trial) (BP) Schedule INTC-8589-02(BP) – IBM Smart Business Desktop on the IBM Cloud (Trial) (BP as Prime) Schedule INTC-8589-02(BP as Prime) – IBM Smart Business Desktop on the IBM Cloud (Trial) (Remarketer) Schedule INTC-8589- 02(Remarketer) These are W3 links to C&N database and those files are International English versions to be localised by the C&N in each country. Always use the localised C&N approved contract versions.Hotlinks available in slide show mode, but work only in the IBM Intranet © 2010 IBM Corporation
  • 15. End of the main presentation: Trademarks and notesTrademarks and notesIBM Corporation 2010 IBM, the IBM logo, ibm.com, DB2, Informix, Build Forge, Tivoli, Lotus, Rational, WebSphere, System x, iDataPlex and Information Management are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with the appropriate symbol (® or ™), these symbols indicate US registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the Web at “Copyright and trademark information” at www.ibm.com/legal/copytrade.shtml Adobe, the Adobe logo, PostScript, the PostScript logo, Cell Broadband Engine, Intel, the Intel logo, Intel Inside, the Intel Inside logo, Intel Centrino, the Intel Centrino logo, Celeron, Intel Xeon, Intel SpeedStep, Itanium, IT Infrastructure Library, ITIL, Java and all Java-based trademarks, Linux, Microsoft, Windows, Windows NT, the Windows logo, and UNIX are trademarks or service marks of others as described under “Special attributions” at: http://www.ibm.com/legal/copytrade.shtml#section-special Other company, product and service names may be trademarks or service marks of others. References in this publication to IBM products or services do not imply that IBM intends to make them available in all countries in which IBM operates. Links work in slide show mode. © 2010 IBM Corporation
  • 16. Back up: Table of contentsThe back up section contains … Billing Model Contract Model: Prime Bidder Contract Model: Resell Welcome Kit content SBDIC Customer Pre-requisites Assessment Links for the Business Partners © 2010 IBM Corporation
  • 17. Back up: Billing ModelSBDIC Billing Model Single Invoice at desired frequency – Single Monthly in advance, monthly, Invoice – 30 days in advance Distributor qtrly, etc. Tier 2 based on terms of contract Billing Detail file by BP BP Customer Invoice at desired Monthly Detail frequency – in Billing file advance, monthly, qtrly, etc. IBM Customer Single Monthly Invoice – 30 days in advance based on terms Tier 1 Invoice at desired of contract frequency – in BP advance, monthly, qtrly, etc. Monthly Detail Billing file © 2010 IBM Corporation
  • 18. Back up: Contract ModelSBDIC Contract model: Prime Bidder Contract: Distributor’s own contract and prices Tier 2 BP will sign the Distributor contract Distributor Tier 2 SOW: INTC-8399 Schedule: INTC-8400 BP as Prime BP Both for each engagement Contract: T2 BP’s own Distributor will sign the schedule contract and prices Customer will sign the Tier 2 BP contract IBM CustomerSOW: INTC-8399 Tier 1 Contract: T1 BP’s own contract and pricesSchedule: INTC-8400 BP as Prime BP Customer will sign the Tier 1 BP contractBoth for each engagementTier 1 BP will sign the schedule © 2010 IBM Corporation
  • 19. Back up: Contract ModelSBDIC Contract model: Resell Contract: Distributor’s own contract and prices Tier 2 BP will sign the Distributor contract Distributor Tier 2 SOW: INTC-8399 Schedule: INTC-8400 BP BP Both for each engagement Contract: T2 BP’s own Distributor will sign the schedule contract and prices Customer will sign the Tier 2 BP contract Contract: Schedule INTC-8400 Remarketer Customer will sign the Schedule IBM This Schedule doesn’t include IBM prices CustomerSOW: INTC-8399 Tier 1 Contract: T1 BP’s own contract and pricesSchedule: INTC-8400 BP BP Customer will sign the Tier 1 BP contractBoth for each engagementTier 1 BP will sign the schedule © 2010 IBM Corporation
  • 20. Back up: Welcome KitThe Service Recipient will receive a welcome kit containing following:SBDIC Welcome Package should be given to a client soon after the signing ofthe contract. It contains a high-level overview of the approach that will be used inimplementing the solution, as well as the roles and responsibilities for teams from bothIBM and the customer. It can also be used as a resource for key information during thedeployment and post-deployment running of the clients infrastructure. Please note thatthere a few places in the document that will need to input content that is specific to theimplementation/customer. They are highlighted in red. IBM Smart Business Desktop on the IBM Cloud Welcome Package IBM Smart Business Desktop on the IBM Cloud Boarding Plan IBM Smart Business Desktop on the IBM Cloud Image Preparation Guide IBM Smart Business Desktop on the IBM Cloud Boarding Questionnaire IBM Smart Business Desktop on the IBM Cloud Boarding Planning Guide IBM Smart Business Desktop on the IBM Cloud Personal Computer Re-purpose Guide The below link takes you to the GTS SalesOne, which is accessible in the IBM Intranet only. All document links are available there. IBM Intranet ID is required. https://w3-03.sso.ibm.com/services/salesone/sosf/dyno.wss?oid=51011&loc=Global&roleid=1&langcd=en- US&rp=&tid=tabdiv1%3A1&saveCk=Y&collateralparams=5-5-5&ftCheck=ftcf&changeLang=en- US&changeLoc=Global&changeForm=1#5 © 2010 IBM Corporation
  • 21. Back up: Pre-requisitesSBDIC Customer Pre-requisites Pre-requisite Why? Microsoft Active Directory Virtual desktops are part of the customer’s network and authenticate against the customers Active Directory Dynamic Host Configuration Protocol (DHCP) Desktops sit on customer network and dynamically use customer IP addresses Domain Name Services (DNS) Desktops resolve to customers DNS in order to access resources on customer network End-User Helpdesk Customers first call their internal help desk or the IBM Business Partner Held Desk and if/when problems are determined to be with the hosted service, calls should be routed to IBM Level 2 Help Desk Provided by IBM to the designated IBM Business partner contact or customer contact depending on the type of contract Client desktop image Customer uploads a cloneable desktop image to the IBM portal for use by multiple end users © 2010 IBM Corporation
  • 22. Back up: AssessmentGetting Started: We always recommend a brief “Assessment and Planning”phase to establish solid approach to production design and deployment. Discovery Analysis Reporting• The assessment uses a straight forward 3-phased approach• Assessment is conducted through the gathering of data via automation, questionnaires, interviews, and onsite customer workshop.*• Allows IBM, IBM Business Partners and the customer to better understand critical issues and opportunities to improve desktop technology process and management using industry-leading practices.*Not all assessments require an onsite customer workshop. © 2010 IBM Corporation
  • 23. Back up: Assessment Assessment goals The goal of an assessment is to identify critical customer issues, analyze and assess the environment, and make recommendations to the customer.Assessment should include a review of: Complete design of the end user environment Security procedures of the end user environment Imaging process and application environment Systems management processes including patch managment, asset management, reporting, change management, and training requirements Business drivers and goals to include cost reduction, process improvement, and enhanced data security © 2010 IBM Corporation
  • 24. Back up: Training and Collateral LinksLinks for the Business Partners SBDIC at PartnerWorld https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/CF_8131USEN Current collateral content as of February 8, 2011 • IBM Smart Business Desktop on the IBM Cloud – Overview • IBM Smart Business Desktop on the IBM Cloud – Client Presentation • IBM Smart Business Desktop on the IBM Cloud • Cloud computing for a virtual desktop environment • BM Smart Business Desktop on the IBM Cloud – Proposal Insert • IBM Smart Business Desktop on the IBM Cloud – Quickview • IBM Smart Business Desktop on the IBM Cloud – Data Sheet Current training content as of February 8, 2011 • IBM Smart Business Desktop for Opportunity Identifiers (OIs) and IBM Business Partners • https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/ltu32917 • IBM Smart Business Desktop for IBM Opportunity Owners (OOs) and IBM Business Partners • https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/ltu32916 © 2010 IBM Corporation

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