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2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon
 

2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

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Deck exploité lors du Forum des Partenaires du Cloud IBM - Atelier "Cloud Services Solution Provider" - Loic Simon [Club Cloud des Partenaires, Club Alliances, Cloud Channel Development]

Deck exploité lors du Forum des Partenaires du Cloud IBM - Atelier "Cloud Services Solution Provider" - Loic Simon [Club Cloud des Partenaires, Club Alliances, Cloud Channel Development]

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  • This slide always gets the attention of the Business Partners since it describes some common use cases and customer deal types for various IBM Cloud Solutions. The table is really split into two major sections the top set of rows apply to typical Private Cloud opportunities while the bottom rows refer to IBM Cloud Services deals of various types. For maximum effect with this slide, you should emphasize the range of deal sizes, contract duration and average margins that the Partner can expect by selling and delivering the solution to their clients. Another major point of emphasis is that it is very common for IBM Business Partners to generate a number of follow-on or ‘starburst’ opportunities that are driven by the initial cloud deal with customers. In this respect, Cloud has become a very popular “reason for call” with customers and can generate significant revenue and profit growth for IBM Business Partners.
  • The purpose of this slide is to introduce the Partner to the three most common Cloud Computing business models that IBM’s traditional Business Partners have selected: Cloud Builder, Cloud Services Solution Provider and Cloud Infrastructure Provider. Cloud Application Provider is also another common model that is most relevant for ISV Business Partners – but is not described in the table. Depending on which model(s) were selected as top priorities by the Partner earlier in the workshop, you can read the appropriate columns to stimulate a conversation on ways the Partner can get started in developing their Cloud Business. Citing the Revenue Sources, Solution Examples, Deal Sizes, Profit Margins, Buyers and Skills Requirements has proven to be an effective “lead in” to the development of the joint IBM and Partner Cloud Strategic Plan which follows.
  • Based on the Cloud Income models that we have described previously, IBM has developed this Channel Capabilities Model for Cloud Computing. The purpose of this framework is to help IBM Business Partners understand the basic foundation capabilities that are required to successfully establish Cloud businesses across each of these five LEVELS. A suggested approach for using this slide during the workshop is to focus on the columns (LEVELS) that are most closely aligned to the Business Partners preferences and read the contents of the various rows so that all in attendance gain a greater understanding of the requirements described by the model.
  • The IBM Smart Cloud platform focuses on how optimally enable this type of transformation. One of the strengths of IBM Smart Cloud is it’s underpinnings. It is build on a Cloud Reference Architecture and Common Cloud Management Platforms that embody the collective strength and expertise of IBM Technology – Software and Hardware, along with the unique IBM know-how and expertise garnered from 1) implementing thousands of Cloud infrastructures world-wide and 2) managing IT environments for some of the most demanding companies around the world for decades. It’s a combination that no other vendor can match. The IBM Smart Cloud becomes a platform that spans deployment options from Private, to Public, to Hybrid. It’s a platform that we use to deliver other services, along with applications that come from IBM (Software Group), Industry solutions meant to address specific challenges across a broad array of industries. Additionally it is a platform for Eco-systems to exploit and leverage – whether as a solution platform in the case of integrators or as a platform for ISVs. Additionally ISVs can integrate at the platform level – providing their value-add to applications and solutions on top
  • The shared cloud services model inherent to the IBM Smart Business Development and Test on the IBM Cloud product is illustrated. On the left, a diagram illustrating that customers, using their own equipment, access cloud computing resources residing in one or more IBM delivery centers, over the Internet. On the right, the key features of the cloud: IBM has built the service to fit the requirements of enterprise clients. It builds on years of IBM experience in delivering infrastructure to clients and the latest cloud technology. IBM has designed this offering to make this a security-rich cloud implementation. And with these features, IBM has still retained competitive pay-per-use pricing.
  • {DESCRIPTION} Cloud Strategy Services Formulate the cloud strategy for the business Cloud Migration Consultancy Only applications that can be virtualized can be hosted on a cloud, so help your client identify and virtualize selected applications Readiness review Following on from your cloud migration consultancy, you perform if going to the cloud is the right path forward BP Assessment Review Subject matter experts to undertake an assessment review to design a roadmap and help the client build their own cloud business case Cloud Migration Implementation Services Project management, transitional and implementation services, education, disposal of legacy assets Networking IBM is “supplying the dial tone” so you can supply the networking services Customer Administration Support Assist the client with help and support to administer the Cloud account Software Licensing Offer your client the right software licenses for the virtualized environment Instance & Image Management Manage the virtualized access and the instances and images (Private and Enterprise community) Security* Establish client security and access policies Business Continuity* Enable business and IT availability and continuity, for both normal day-to-day and unusual/crisis operations. * Indicates additional opportunity for Business Partners to resell GTS channel-enabled cloud services. {TRANSCRIPT} This is a slide that I really like to try and use to get my business partners excited about this offering. As infrastructures a service, you can imagine that there’s quite a bit of services and or additional things that can be tacked on top of this offering. If you think about it in laymen's terms, think about your laptop. If you simply had the hardware and didn’t have anything else on top of it, what opportunities could you do with that particular infrastructure? You could install Microsoft office on it and create your Power Point slides, you could put Lotus Notes on it and collaborate with your team mates. There’s also all sorts of services that you could execute with that infrastructure. We talked about some of the use cases and things like that. But from a business partners perspective, let’s look at the types of services that they could offer to their customers who are interested in using this service. So we’ve got the straight up resale offering that we like to position as a great competitive advantage over some of our competition but we’ve also got additional services that we can resell on top of it. In the left hand side of the slide we’ve got some stars next to business continuity, while we’re talking about backup and resiliency. We’ve got security services that we can tack on top of and encourage those services to be resold at the partner level. But we also like to really encourage the business partners to really start building their own services offerings around this platform. So strategy services, migration, whether or not they are ready, their application is ready for cloud environment, assessments, implementation of actual migration networking, software licensing, management and instant image management. Those are some of those things that in addition to having residual income at the resell level we like to encourage these customers and business partners to look at this as building their own recurring and/or one time services built on top of the infrastructure.
  • {DESCRIPTION} This slide contains the topics that are covered by the narration written in the transcription of this slide. {TRANSCRIPT} So now we’ll take a moment and talk about the IBM agreement for the Smart Cloud Enterprise offering. This offering does have agreements that are a little different than what you may be accustomed to, so it’s important to understand that when your business partner sells this offering, they’re going to want to present to the customer 2 sets of documents. They’ll want to present their own documents, their own contracts which will outline their pricing, terms and conditions for the resale of the offering. But in addition to that they will need to present one or two IBM agreements which are necessary to ensure that the client has our service termed as well as our acceptable use policies. So the first agreement that will be required from IBM for every order is the Smart Cloud Base Agreement. That base agreement provides your client with access to the cloud portal and enables them to help themselves or provision resources on the IBM Cloud and your customers does not have to make sort of monthly commitment to IBM. So they would just basically just sign on at their leisure, they would use whatever they use, and the business partner would in turn bill them for whatever they’re usage was of the Cloud. The second option is that reserved capacity option or there are additional premium services that we have that do carry a monthly charge and do require an additional commitment from the client. So the agreement depicted at right is the premium services where I additional services order form. This is what lets the client sign up for those additional offerings that do carry a fixed monthly charge, although that charge will be determined by their business partner. So one or both of those agreements are going to be required on every transaction and that’s in addition to any of the agreements that your business partner needs to put in place with the customer to cover their own prices and terms.
  • Our solution is designed to be convenient for your users, and to help them stay productive: Automated, scheduled data backup runs “in the background,” freeing users from the burden of implementing time-consuming, unreliable “do-it-yourself” solutions. With the inclusion of encryption standards, the customer is in a better position to manage security compliance regulations Data de-duplication ensures that network bandwidth is optimized as only changed data-bits are sent to the remote data vault.
  • {DESCRIPTION} This slide contains a table that is covered by the narration written in the transcription of this slide. {TRANSCRIPT} So on this chart we’ve got an example of a customer with a 1000GB, retention policy of 8-5-4 on a 3 year term. So we know from the previous table the price for GB per month. Now lets exam how this impacts you as BP in terms of pricing, revenue, profitability and contracting. So you can see on this table the year 1, year 2, year 3 costs and revenue based on a typical growth rate of 25% which is not unusual. So year 1 the BP costs from IBM would be over $40,000 dollars, the price to the end customer will be over $50,000 dollars with a $10,000 dollar margin of 20%. Given that there could be some internal operations to take off that network profit should be around $8,000.00 dollars. But as you continue to sell this service as the usage for the customer end user grows in year 2 and 3 you can see very quickly how much the actual net profit for this client grows and you see over 3 year period a $35,000 dollar net profit for such a customer. In terms of contracting, a 3 year contract with the end customer data usage volumes are as required and indeed typically grow on a retention schedule as we mentioned of 8-5-4 with an assumption of 25% data growth. Of course the 25% data growth is not necessarily contracted with the client, this will happen naturally through normal growth of data within the customer. Financially this is an attractive package we believe for you as BP the revenue continues to grow as the customer continues to grow their data usage and it gives a leverage to go back to that client and indeed expand the coverage of their data even further.
  • File Name Here.ppt Main Point: The new release of Blueworks Live continues enhancing the capabilities of organizations to quickly document and automate processes without the need for IT involvement By giving the community access to the thought leaders from both IBM and BPM community at large, Blueworks Live customers have the ability to continuously learn from the best of the best while they scale up their own internal competencies In lowering the barrier of entry via an extremely affordable (as low as $10/month/user) browser based easy to use and intuitive tool, Blueworks Live aims to increase the participation of every member of an organization in process improvement initiatives Customer success stories: Aviva: External business areas view and maintain their own processes within a centralized repository Reduced resources to manage and administer process repository from 14 to 2 Reduce changes requests from 8 weeks to 2 minutes PRC: Document and standardize processes across 14 domestic and 5 international call centers The ability to centralized core workforce management functions due to large part of standardized process FAA: Document and provide standard process across 8 regional offices Simple processes from travel requests to complex like new traffic control tower setup File Name Here.ppt
  • There are a number of key areas where we're actually defining entirely new markets. We're investing in our cloud portfolio in these key areas to take our clients to the next level. These includes the cloud enabled services that make up our Smarter Commerce and Social Business solutions, as well as emerging opportunities in analytics enabled by the cloud. Briefly define each space: Smarter Commerce: Is about improving the processes associated in commerce- buying, selling, marketing, services- by acting on insights generated through mobile and social commerce. It is about helping clients become more efficient and effective, improving margins, and creating new revenue streams. Social Business: The way people work is changing. Collaboration within and outside of your organization is no longer a nice-to-have, it's a necessity. Cloud technology makes it possible for users to collabrate within and across company firewalls, and simplifies and improves daily business interactions. According to an IDC Survey ("IDC North American Cloud Survey" - Robert Mahowald, January 2011), 'After email, with 58% saying they'd be using a cloud solution of some type in the next 24 months, overall collaboration was the second most important workload, with 48% saying they'd be looking to build out an internal cloud, or use a public solution.‘ BAO: Analytics is the key to making both of these- and many other spaces- work. BAO is the process that enables our clients to turn oceans of data into predictive models and actionable decisions. These cloud-enabled capabilities allow our clients to optimize the people and processes within their organizations, use insights to drive smarter decisions, and instrument and maximize their assets. We’re also defining new industry solutions cloud services, which enable industry-specific outcomes for our clients. A great example there is around Smarter Cities, which I’ll talk about shortly. Let's take a closer look at one of these spaces and the cloud-enabled services.
  • Steve Mills 09/15/10 100915 MILLS WebSphere eCommerce Forum Toronto.ppt
  • IBM is a global business. IBM is a global business that truly understand global business and IBM Smart Cloud and our expanding list of products and services are delivered from a constantly growing number of centers around the world. IBM Smart Cloud delivers what companies are looking for and demanding. A view of cloud computing: that covers all deployment options That provides – not just the technology, but also the managed services That allow a customer to move forward with cloud computing with confidence To drive business transformation, drive innovation and ultimately drive top line growth. Thank you
  • This slide describes the IBM Cloud Certification that was introduced in the Spring of 2010. We should strongly encourage Partners to designate one of more individuals with a Cloud “mission” on their team to take the course and exam (available at the url listed) to obtain the IBM Cloud Certification.
  • IBM is the first to announce and make available cloud computing architecture certification. A pre-test assessment is available now at the Prometric IBM website. Taking the pre-exam assessment is a great way to know you’re ready to take the proctored exam, as the assessment uses the same bank of questions as the actual exam.

2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon 2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon Presentation Transcript

  • Cloud Services Solution Provider Loic Simon - [email_address] +33 6 76 75 40 71
  •  
    • Marché et Besoins adressés
    • Modèle de Business
      • Proposition de valeur
      • Modèle Financier
      • Modèles de Business complémentaires
    • Facteurs Clés de Succès
    • IBM et les Cloud Services Solution Providers
      • Offres Cloud Majeures et Services Cloud complémentaires
      • Ecosystème de Partenaires, accompagnement au Changement
      • Formation et Support Technique, Commercial et Marketing
      • IBM Cloud Computing Specialty
    • Plan de démarrage et d’accélération
    Cloud Services Solution Provider
  • Cloud Services Solution Provider: Position sur le Marché 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)
  • Deux types de Services Cloud revendables / intégrables : IaaS/PaaS et SaaS/BPaaS Source: “Right Cloud, Right Way” CSC Presentation, Cloud Leadership Forum, June 13-15, 2010
  • Usage du SaaS à ce jour
  • Les Partenaires IBM et le Cloud La séduction réciproque!
  • Transformation de l’écosystème sous l’impact du SaaS Source / Vision IDC
  • Cloud Application Providers + Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers
  • [Experts Métiers] [Experts BizDev] Cloud Services Solution Providers Aspaway Best’Ware Marketor Lemon Operations. On Channel Sogeti Value360 Arrow ECS PAD SaaS-Guru ESDI Frame OBS Trekk Aforsys CPS Novaliance a-SYS Celadin CollabSYS Cumulus Damaris e-doceo Fremont Hostorg H-Urban ABW Master Performance Alphatec Orateam Synergie Informatique Adelys Atos Origin Basyca Burette CCO Ceriel Comitem Compubase Coreye Cristal Edifixio Ediges Finovia JDC NSIT Perensys Techdata T-Systems IBM GBS GBS Metrologie Infotel Ilta Umanis PureChannelApps ACK Atonis Oceanet LSI Sud Citi Informatique InternationalBoost Acciod Exl Hardis
    • Qui ?
      • Sociétés qui revendent de multiples services proposés par des cloud publics et qui offrent des compétences et des services à valeur ajoutée complémentaires tels que la formation, l’intégration….
      • Distributeurs, Intégrateurs, Revendeurs, Infogéreurs, Hébergeurs…
    • Revenu ?
      • Revente de Services Cloud d’IBM associée à leurs propres services et produits
    • Besoins ?
      • Portefeuille de services cloud [public] , Programmes de Business Development, Formation et Support
    • Support IBM ?
      • Services Cloud IBM “Partner enabled”, Bénéfices de la Cloud Specialty
  • [Experts Métiers] [Experts BizDev] Cloud Application Providers + Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Aspaway Midrange D-FI Best’Ware Marketor Lemon Operations. On Channel Sogeti Value360 Arrow ECS PAD Infor Evea Jamespot SaaS-Guru ESDI Frame OBS Ocealis Trekk Aforsys CPS Novaliance a-SYS Blueway Celadin Certeurope CollabSYS Collectiv-IT Cumulus Damaris Dassault Systèmes Datalog Novapost Diademys e-doceo Fremont Hostorg H-Urban Ip-label ABW Iridis LYaTiss Master Performance Alphatec MyERP Orateam Panduit QosGuard Servoy STS Synergie Informatique Adelys Atos Origin Basyca Blu Age Burette CCO Ceriel Comitem Compubase Computacenter Coreye Cristal Divalto Edifixio Ediges Fidgi Finovia France Brevets Gamma Soft JDC MEDDTL Owi NSIT Perensys Site Alpha QualyCloud Precodata Techdata Unilink T-Systems IBM GTS IBM GBS IBM SWG/STG IBM GBP IBM IDR IBM MM IBM SWG GBS Avenue SW SCC Jaguar Network Metrologie Infotel Ilta Umanis SAB Hypersoft PureChannelApps ACK Atonis ACMI Oceanet SAP LSI Sud Citi Informatique InternationalBoost Acciod Intrinsecc Asplenium Exl Hardis
  • Position sur le Gartner Cloud Hype Cycle de 2010
  • Quelques Attributs Clés d’un Service Cloud
    • Partagé, Standard, Packagé
    • Self-service, Immédiat
    • Elastique
    • Payé à l’usage, mesuré
    • Accessible par Internet, de n’importe où
    • Connectable, Disposant d’API publiés
    • On-demand self-service
    • Broad network access
    • Resource pooling
    • Rapid elasticity
    • Measured Service.
    • Définition NIST
  •  
  • Cloud Services Solution Provider
    • Marché et Besoins adressés
    • Modèle de Business
      • Proposition de valeur
      • Modèle Financier
      • Modèles de Business
      • complémentaires
    • Facteurs Clés de Succès
    • IBM et les Cloud Services Solution Providers
      • Offres Cloud Majeures et Services Cloud complémentaires
      • Ecosystème de Partenaires, accompagnement au Changement
      • Formation et Support Technique, Commercial et Marketing
      • IBM Cloud Computing Specialty
    • Plan de démarrage et d’accélération
  • How Cloud Services Solution Providers make money ?
    • Resell multiple public cloud services and earn margin
    • Generate additional revenue offering their own complementary value add services to cloud opportunities:
      • Consulting
      • Helpdesk
      • Solution design
      • Training and integration
  • Cloud Enables Global Industry Transformations Source: “The Cloud Roadmap – Delivering Innovation and Efficiency” IBM Presentation, Cloud Leadership Forum, June 13-15, 2010
  • Sample Cloud Deals for IBM Business Partners Cloud Deal Types/ Customer Use Cases IBM Solution Elements Average Deal Size Contract Terms BP Gross Profit Follow On Opportunities for Partners (Examples) Target Customers Cloud Assessment & Consulting Project GBS/GTS Methods & Tools $25-50k 1-2 weeks 30-40% Private Cloud Pilot, Security project, Public Cloud vendor selection Any size client, Virtualization clients Cloud Components Sale – IBM Service Delivery Manager (Software) Tivoli – TSAM, TUAM, Monitoring $100k License transaction 20% IT Architecture Road Mapping, Integration Services, Any size client IBM Cloudburst Appliance Solution Blade, Tivoli, ITS Installation $200k-$1M Purchase transaction 20% Assessments, Help Desk, Maintenance Services Mid-market, Large Private Cloud Pilot Project IBM HW/SW, Consulting, Application Development, System Integration $200k-400k 4-6 weeks 30-40% Assessments, Networking, Off Premise Cloud Services from IBM Mid-market, Large IBM SaaS Service Contract – LotusLive LotusLive – Collaboration, Conferencing, e-mail $10k-$1M, varies 1, 2, 3 years 15-40% Application Integration Any size client IBM IaaS Service Contract – Smart Business Storage (Private Cloud) IBM SONAS hardware, GTS Mgd Service $1M-$3M, varies Flexible 15% Assessments, Maintenance Services, Help Desk, Data Migration Large IBM IaaS Service Contract – Smart Business Desktop Cloud Hosted desktop subscription service $200k-$1M, varies Flexible 20-35% Help Desk, Security, Networking Large IBM IaaS Service Contract – SmartCloud Enteprise Virtual servers and SW develop. tools $2k-$50k per month Annual contract 15-30% Expand into other IBM Compute Cloud services Mid-market, Large IBM IaaS Service Contract – Information Protection and Security Managed security service $350k 3 years 20% Business Continuity, Image Management Mid-market, Large
  • Examples of Value-add Services for Cloud Workloads General Assessment Targeted Assessment Special Projects Business Case Assist Level 1 Help Desk /Admin Software Licensing Image / Instance Management Security Networking Business Continuity Hardware Provisioning Solution Deployment Data Migration Plan Build Deliver Desktop Management Storage Development and Test
  • Business Modèles Adjacents Cloud Builder Cloud Services Solution Provider Cloud Infrastructure Provider Partner Revenue Sources IBM Solutions to Sell Fast Start Activities Average Deal Size Selling Skills Technical Skills Partner Gross Profit Target Buyers Most Common Cloud Business Models Product Resale – HW, SW, Networking Brokerage Fees and Renewals Hosted/Managed Services (Private Cloud) Consulting, Integration Services Assessment, Integration, Help Desk Consulting, Integration Services Security, Networking, Data Migration Data Integration, Outsourcing Private Cloud Custom Development Projects IBM Private Cloud Reference Configurations BPaaS – Blueworks Live, Expense Reporting SaaS – LotusLive, RationalAppscan, Unica, Sterling Commerce, Cognos IBM Cloud Service Provider Platform, IPS, Managed Security, Compute, Storage, Virtual Desktop IBM Service Delivery Manager, Tivoli Products, WebSphere Clouburst, Cast Iron PaaS – Rational, WebSphere, Lotus, Information Management IaaS – IBM Compute Cloud, Security, Storage, Desktop, Backup/Recovery Industry Clouds – Federal Community, Municipal Government, Medical Imaging, Clinical Development, Collaborative Care, Banking, Education, Telco $100k to $1M+, Average = $400k $2k/mth up to $3m/3 years, Average = $500k/yr Wide variation of deal sizes and contractual relationships 30-40% 15-40% 30-50% IT Department – CIO, IT Director Line of Business, IT Department CEO, CFO, CIO, CTO Consultative Solutions Selling Term Contract Selling, Solutions Relationship Selling, Outsourcing Workload Assessment/ROI Tools Workload Assessment/ROI Tools TCO Analysis, Lease vs Buy IBM Cloud Architecture, Virtualization, Platform Management, Service Management Cloud Provider Evaluations Provisioning, Billing Data Center Management, Cloud Services Provisioning, Help Desk Tivoli Certification, WebSphere, Rational, DB2, Cast Iron Help Desk On premise/off premise data integration IBM Product Evaluations/Installs, Cloud Certification, Dedicated Cloud Technical Team Cloud Certification, Managed Services Contract IBM Cloud Services Provider Platform, IBM Cloud Hosting Provider Startup Kit
  •  
    • Marché et Besoins adressés
    • Modèle de Business
      • Proposition de valeur
      • Modèle Financier
      • Modèles de Business complémentaires
    • Facteurs Clés de Succès
    • IBM et les Cloud Services Solution Providers
      • Offres Cloud Majeures et Services Cloud complémentaires
      • Ecosystème de Partenaires, accompagnement au Changement
      • Formation et Support Technique, Commercial et Marketing
      • IBM Cloud Computing Specialty
    • Plan de démarrage et d’accélération
    Cloud Services Solution Provider
  • Cloud Channel Capabilities Model Focus Areas Level One Level Two Level Three Level Four Level Five Select Cloud Target Market Segments Enterprise Private Cloud (Resell) Public Services (Resell) Enterprise Private Cloud (Implement), Cloud Services Provider Managed Private, Hosted Private All segments Select Your Business Model Strategy Technology Provider Cloud Services Solution Provider, Cloud Aggregator/Marketplace Cloud Builder , Cloud Application Provider Cloud Infrastructure Provider Cloud Innovator Typical Channel Firms VADs, VARs, Solution Providers VADs, VARs, MSPs, SIs, BPOs, Offshore SI’s, Solution Providers , ISV’s MSP’s, VARs, Solution Providers, Data Centers Cloud-based Startups Establish Financial Goals (1, 2-3 years) Product Resale Revenue, Volume Play Services Resale, SaaS, IaaS Volume Play Xx # of Private Cloud & IT Services Projects, Design/Build/Pilot Play # of Clients/Clouds under management, Managed Services Play Cloud Revenue = 100%, Hyper-growth Play Define Your Customer Acquisition Strategy Resell to current customers Existing Mgd Services Clients, New Prospects Specific Apps/Wk-Loads Existing Virtualization Clients Move customers towards outsourcing relationship Small Businesses, ISV’s, Industry Verticals, “Early Adopter” Countries Organize Your Team Existing Sales Team Dedicated Sales Team New Practice Area or expansion of Virtualization Team Dedicated Cloud Infrastructure (NOC) Management Team Cloud Industry Teams, Professional Services, Sales, NOC, R&D Select Vendor Offerings and/or Develop Your Own Client Offerings Cloud Assessments Virtualization HW & SW, Systems SW, Service Management SW, Tools, Maintenance Services Cloud Assessments BPaaS/SaaS/PaaS/IaaS vendor services across high demand workloads Cloud Assessments Cloud Consulting, IT Strategy, Solutions Design, Installation Deployment, Integration Cloud Assessments Performance Monitoring, Disaster Recovery, Hosting, Help Desk, Data Migration Cloud Assessments Business Consulting, IT Services, Outsourcing, App. Development, own BPaaS/SaaS/PaaS/IaaS Develop Cloud Skills in Your Firm Knowledge of Cloud Technology and Vendor Products/Solutions Managed Services Sellers Business & IT Consulting Cloud Architecture & Design Technical Selling Managed Services, Annuity Contracts, Tiger Teams A to Z Cloud Skills Strategic Alliances with Cloud Vendors/Providers Delivery Capabilities Resale Contracts, Product Installs, etc. Resale Contracts, API’s with Vendor Systems, Provisioning, Billing Cloud Infrastructure, Cloud Sandbox, Demonstration Center Data Center, Provisioning, Billing All Prior Levels Develop Marketing Plans Offering Announcements Vendor Co-marketing Offering Announcements Advertising, Vendor Co-marketing IT Seminars/Webinars, Client Education, Vendor Co-marketing C-level Seminars, IT Webinars, Advertising Press Releases, Advertising, Conferences Industry Events
    • Marché et Besoins adressés
    • Modèle de Business
      • Proposition de valeur
      • Modèle Financier
      • Modèles de Business complémentaires
    • Facteurs Clés de Succès
    • IBM et les Cloud Services Solution Providers
      • Offres Cloud Majeures et Services Cloud complémentaires
      • Ecosystème de Partenaires, accompagnement au Changement
      • Formation et Support Technique, Commercial et Marketing
      • IBM Cloud Computing Specialty
    • Plan de démarrage et d’accélération
    Cloud Services Solution Provider
  • Portefeuille d’offres Cloud IBM SmartCloud Enterprise
  • Services Solution Providers: What To Sell
    • 1 : IBM SmartCloud Enterprise
        • An agile cloud infrastructure as a service (IaaS) designed to provide rapid access to security-rich, enterprise-class virtual server environments, well suited for development and test activities and other dynamic workloads
    IBM has a comprehensive portfolio of cloud services that IBM Business Partners can resell, however IBM Business Partners can start with the offerings listed here.
    • 2: IBM SmartCloud Managed Backup
        • Provide end-to-end, cloud-based solutions to help your clients protect their business data, regardless of where it's stored
    • 3 : LotusLive
        • Award-winning online collaboration tools, e-mail and social networking services that work together
    Click here for a more complete view of service offerings
  • IBM Smart Cloud - Foundation for Value-Add Services and Applications IBM Delivered Services ISVs ISVs Platform ISVs Application, ISV other partner ecosystems Common Cloud Management Platform Cloud Reference Architecture Ecosystem Enablers Other IBM / ISV Plats Anchor SaaS Industry Solutions
  • IBM SmartCloud Enterprise
    • Enterprise-class IT infrastructure
      • Offering control, reliability, data security and massive scalability in performance and capacity
    • IBM owned and managed
      • Multi-tenant shared infrastructure
      • Highly virtualized
      • Multiple IBM delivery centers
      • Preconfigured software images
    • Enhanced security
      • Secured access through the Internet
      • Virtual private network option
      • Based on IBM security standards
    • Usage based model-use
      • Virtualized IT development and test resources delivered on a usage-based billing model
    Enterprise-class cloud environment for production and development / test workloads
    • Production site: http://www.ibm.com/cloud/enterprise
    • More information on the offering landing page
    • http://www.ibm.com/services/us/igs/cloud-development
    • BP sales kit
    Learn More IBM delivery centers Your servers and PCs Internet Your firewall IBM unique security and authentication model IBM firewall
  • Additional Business Partner services that support and complement the IBM SmartCloud Enterprise services. Cloud Strategy Services Formulate the cloud strategy for the business Plan Build Deliver * Indicates additional opportunity for Business Partners to resell GTS channel-enabled cloud services. Only applications that can be virtualized can be hosted on a cloud, so help your client identify and virtualize selected applications Cloud Migration Consultancy Manage the virtualized access and the instances and images (Private and Enterprise community) Instance & Image Management Offer your client the right software licenses for the virtualized environment Software Licensing Establish client security and access policies Security* Assist the client with help and support to administer the cloud account Customer Administration Support Subject matter experts to undertake an assessment review to design a roadmap and help the client build their own cloud business case BP Assessment Review Following on from your cloud migration consultancy, you perform if going to the cloud is the right path forward Readiness review Networking IBM is “supplying the dial tone” so you can supply the networking services Enable business and IT availability and continuity, for both normal day-to-day and unusual/crisis operations. Business Continuity* Cloud Migration Implementation Services Project management, transitional and implementation services, education, disposal of legacy assets
  • Exemples de Services DU Partenaire autour de Smart Business Cloud - Enterprise « Managed Cloud Services » - Infogérance de Services Cloud Image Management Level 1 helpdesk Persistent Storage Readiness review Networking Business Continuity
  • Smart Business Cloud Enterprise agreement and attachments. Premium Services Order Form Business Partner Order Form + Standard base agreement
    • Lets your client order a selection of ’premium’ services:
    • Reserved capacity package
    • On-boarding service
    • Premium support (24*7 phone & OS)
    • Virtual Private Network
    • May be ordered up front or later.
    • Your client gets an account and access to the Cloud Portal so they can provision resources on the IBM Cloud.
    • No commitment to buy anything.
  • IBM SmartCloud Managed Backup Remote Data Protection
    • Designed to:
    • Protect data automatically and around the clock with nonintrusive, scalable backups
    • Facilitate compliance management with comprehensive encryption standards
    • Deliver bandwidth efficiency with data de-duplication technology
    • Protect your critical data with no up-front investment
    • Provide usage-based, predictable monthly billing
    Local area network (LAN)/wide area network (WAN) 24x7 global help desk
    • Hosted, managed cloud-based data protection for servers, personal computers and laptops
    • Subscription service that backs up your customers’ information on an IBM platform
    Learn More Remote data protection service platforms from IBM Customer personal computers and servers
  • IPS Managed Backup Cloud – Remote Data Protection Business Partner Benefit Example – Remarketing Model Page
    • Contract:
    • 3 year contract with customer
    • Estimated data usage year 1: 2 servers: 1,550 GB total
    • Retention schedule – 8 days, 5 weeks, 4 months
    • Assume 25% data growth per year
    • Financials:
    • Partner receives 20% off from IBM
    • Partner prices to customer at 20% above price from IBM
    • Partner utilzes a sales resource to close deal in year one
    • Partner incurs monthly billing expense to bill customer
    • No capital expenditures required by Partner or customer
    Growth annuity stream for 3 years with one sales touch point
  • LotusLive on the IBM Cloud LotusLive Meetings LotusLive Meetings is a full-featured online meeting service that integrates Web, audio and video conferencing . LotusLive Events LotusLive Events is an online event management service, helping you create, host and manage your next online conference. LotusLive Connections LotusLive Connections integrates business network with file sharing, instant messaging and social networking in one place, accessible from anywhere. LotusLive Notes IBM’s most widely used software, Lotus Notes is now available as an managed online client service . LotusLive Engage LotusLive Engage combines file sharing, Web conferencing, instant messaging, social networking, and project management together in one place, accessible from anywhere.
    • LotusLive iNotes
      • Secure, web-based service for email, calendaring and contact management starting at $3 per user, per month.
    Web Conferencing Collaboration eMail Dramatically simplify and improve the way companies interact with their customers and partners www.LotusLive.com COLLABORATION SUITE
  • Building an Annuity Stream of Revenues and Integration Services Offerings are available in monthly, 1-year, 2-year and 3-year commitments All offerings are in PassportAdvantage and Software Value Incentive, working on VAP eligibility Business Partners can resell / earn margin, paid annually. LotusLive Passport Advantage Partners
  • Document and Run Processes in the Cloud IBM Blueworks Live
    • Increase agility by documenting and refining processes in a tool that keeps everyone informed of important changes
    • Make your organization more efficient by automating simple processes that run today over email - in as little as 90 seconds!
    • Improve the way you work by seamlessly collaborating across roles, teams and locations . Sign up now for a free 30 day trial.
    • What’s new in our Spring release?
      • Ensure consistency of terms across processes by managing definitions in a Glossary
      • Better communicate and present process flows to others by defining and playing back paths
      • Gain insight into the performance of automated process for individuals and across an account
      • “ We now have tools to map out, study and improve all of our processes. They are user friendly and logical. I ’ m excited that we ’ ve embraced the BPM technology and culture that supports the way we want to manage our business. ”
      • - LaTeca Fields, Business Analyst at Lincoln Trust
  • Au delà des Nuages… Smarter Commerce Business Analytics Social Business Cloud Business
  • Smarter Commerce Social Business Business Analytics & Optimization IBM is defining new segments and driving new value for our clients Cloud-enabled capabilities allow clients to optimize people, processes, decisions, and assets Smarter Cities
  • Marketing Selling Fulfillment
    • Cross-channel campaign & interaction management
    • Email execution
    • Operations & resource management
    • Response attribution & performance analysis
    • Web analytics
    • Online customer segmentation
    • Product recommendations
    • Online ad optimization
    • Cross-Channel Order Capture, Cart, Catalog
    • Customer-centric Shopping Experience
    • B2C/B2B Storefronts
    • Precision Marketing
    • Cross Channel Order Mgmt
    • Configure, Price, Quote
    • Multi-vendor Catalog
    • B2B Partner Network
    • Logistics & Warehousing
    • Supply Chain Visibility
    • Network Optimization
    • Transportation Optimization
    • Product Optimization
    • Inventory Optimization
    Supported by IBM Analytics and IBM Application Infrastructure, Database & Integration Middleware
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  • Cast Iron For more information, see the Cast Iron Sales Kit Complete Flexibility IBM Cast Iron Cloud Virtual Appliances Physical Appliances Total Connectivity Complete Reusability TIP Exchange TIP Development Kit TIP Community For All Types of Projects UI Mashups Process Integration Data Migration
  • As an IBM Business Partner, how can I order Cloud products, services and solutions for my clients?
    • STG/SWG Cloud products and solutions have part numbers
    • Cloud Services from GTS and SWG have offering codes
    • STG – Normal Product Distribution ordering systems
    • SWG – Passport Advantage, AAS, ASL
    • GTS – Statement of Work, eConfig
  • Rejoindre le bon Ecosystème pour prendre son pied, la tête au dessus des nuages !
  • Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Club Cloud des Partenaires [Experts Métiers] [Experts BizDev]
  • Clients Cloud Services Solution Providers [BPaaS, SaaS – IaaS, PaaS] Cloud Application Providers [BPaaS, SaaS] Cloud Builders [Projets Cloud] Cloud Infrastructure Providers [IaaS, PaaS] Cloud Technology Providers
  • Client Finaux Cloud Services Solution Providers & Cloud Application Providers [BPaaS, SaaS] Cloud Infrastructure Providers [IaaS, PaaS] Cloud Builders [Projets Cloud Privés/Publics] Technologies Cloud
  • IBM Cloud Centers Hanoi Vietnam Silicon Valley California Dublin Ireland São Paulo Brazil Johannesburg South Africa Bangalore India Tokyo Japan IBM Cloud Labs Seoul S. Korea IBM SmartCloud Enteprise Singapore Beijing China Raleigh NC Cloud Research Ehningen Germany Boulder CO Toronto, ON Canada IBM Managed Backup Cloud – IPS (not all listed) MLV France Madrid Spain London England Capetown South Africa Hong Kong Sydney Australia 7 Cloud Data Centers 11 Cloud Labs 57 Global Delivery Centers 54 Global Command Centers
  •  
  • http://www.ibm.com/cloud/partner
    • Increased revenue
    • Access to IBM expertise on cloud
    • Flexible pricing options
    • Co-marketing opportunities
    • Linkage to other partners in IBM’s cloud
    IBM helps you find your place in the Cloud with our comprehensive Cloud Specialty Program Benefit to partners Built on Partner Needs Demonstrate skills, revenue, and clients + = Cloud Specialty One program for all Cloud partners Pick a path
  • Quel Rôle allez-vous Jouer? Partners who build and resell… Partners who deliver… Technology Providers 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 Cloud Builders Application Providers Services Solution Providers Infrastructure Providers Technology Providers
  • Cloud Services Solution Providers
    • IBM Business Partners in the cloud services solution providers solution area have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients.
  • Cloud Computing Specialty and Software Value Plus (SVP) Capability Authorization Cloud Computing are aligned and complementary
    • Pick 1 path to achieve Specialty
      • Cloud Application Provider
      • Cloud Builder
      • Cloud Infrastructure Provider
      • Cloud Services Solution Provider
      • Cloud Technology Provider
    Specialty Requirements Skills Cloud Specialty SVP Cloud Authorization Revenue References SVP “Cloud Authorization” is expected to satisfy Business Partner’s IBM Software skills required for the Cloud Computing Specialty How the Specialty leverages Software Authorization
  • Cloud Services Solution Providers
    • Use of the PartnerWorld Cloud Specialty Mark
      • To promote your partnership with IBM
    • IBM Confidential updates on IBM’s Cloud strategy and roadmap
      • Insights into planned new cloud capabilities
    • Internal use of LotusLive
      • Expanded usage benefits for Specialty Partners
    • Networking Opportunities
      • Invitation to Cloud Specialty reception day(s) built around other IBM and industry conferences.
    • Cloud services assessment tools
    • Business Development Funds
      • $25,000 to generate demand for your cloud solutions (available only once for first path selected)
      • Requires agreed-to PartnerPlan, w/ IMT cloud lead and channel sales
    • Skills
      • IBM Cloud Reference architecture skills
        • Cloud computing sales certification
        • IBM Cloud technical certification
      • For IBM Software as a Service solutions
        • Verified Solution using from at least one of the eligible software on the IBM cloud offerings*
        • Appropriate Cloud Authorization plus certified software skills
      • For IBM Services solutions
        • Two verified solutions, each using at least one of the eligible on the IBM Cloud services
    • Revenue
      • 4 Revenue points from either Services or Software (as low as $240K)
    • Client references
      • Partners must provide at least two verified client references running on the IBM Cloud
    Qualification requirements Benefits
  • IBM Certified Solution Advisor – Cloud Computing
    • Certification Topics
    • Cloud Computing Concepts and Benefits
    • Cloud Computing Design Principles
    • IBM Software Cloud Architecture
    • Audience: Technical Sales
    • Solution architects, system integrators, technical sales people
    • Test Availability:
    • Authorized Prometric testing centers worldwide
    • Key areas of competency demonstrated by this certification include an ability to:
    • Explain cloud computing concepts
    • Describe how the customer can realize the benefits of cloud computing within their environment
    • Identify cloud computing architecture and design principles
    • Map customer requirements to the IBM Software Cloud Computing offerings
    • How to prepare for and take the certification
    • Read the Test preparation/Training resources posted at...
      • http://www-03.ibm.com/certify/tests/edu032.shtml
    • Take the Sample Test at...
      • http://www-03.ibm.com/certify/tests/sam032.shtml
    • Take the Assessment Test ($30 charge)
      • http://www-03.ibm.com/certify/tests/sam032.shtml
    • Take the Certification Exam ($200 charge).
    Available Now! http://www-03.ibm.com/certify/certs/50001101.shtml Is your business partner / trusted advisor Cloud certified?
  • Technical sales certification IBM Certified Solution Advisor - Cloud Computing Architecture
    • Certification Topics
      • Cloud Computing Concepts and Benefits
      • Cloud Computing Design Principles
      • IBM Software Cloud Architecture
    • Audience: Technical Sales
    • (i.e., architects, system integrators, technical sales people, application developers)
    • Test Availability
      • Authorized Prometric testing centers worldwide
    Available Now! *IBM Certified Solution Advisor – Cloud Computing Architecture V1 http://www-03.ibm.com/certify/certs/50001101.shtml Showcase your advanced skills for a competitive advantage
  • Cloud Services Solution Providers
  • Cloud Services Solution Providers Skills - Détails
  • Cloud Services Solution Providers Certifications
  • Cloud Services Solution Providers Certifications – Cloud Computing
  • Cloud Services Solution Providers Certifications – IBM Software
  • Cloud Services Solution Providers
  • Cloud Services Solution Provider : How to Get Started Pick a Path Cloud Services Solution Provider (Best fits your business model)
    • References
    • Two clients last 24 months
    • Need not to be made public
    • Revenue
    • Revenue in each selected brand
    • Assess your
    • Skills
    • Use PartnerWorld Profile Sys (PPS)
    • Select Brands for
    • Certifications & Revenue
    • Hardware brand
    • Software brand
    • Submit Nomination
    • Access Global Solution Directory (GBS)
    • Describe your firm’s cloud capabilities
    • http://www-304.ibm.com/partnerworld/gsd/homepage.do
    • Build Plan to Acquire Needed Skills
    • IBM Cloud sales & tech certifications
    • Add’l brand certifications as needed
    Achieve Accreditation & Leverage Benefits to Sell Cloud Computing
  • Services Solution Provider Skills and Education
    • Become recognized as a cloud computing expert:
      • Build your skills and gain access to enhanced benefits with the IBM Cloud Computing Specialty
    • Develop your skills on IBM’s services offerings
    • Basic Requirements
      • Cloud Computing Basics
      • Consultative Selling
      • Cloud Sales Certification (Test 000-032)
      • Cloud Technical Certification (Test 000-280)
    • + Additional Offering-Specific Requirements
    Services Solution Provider Skills You Will Need Where to get Education
  • Where to get Services Solution Provider Education Cloud Skills Duration Education Resource Links Basics Cloud Computing Basics 1 Hour 10 Min 1 Hour BP Presentation Quick Reference Guide Know Your IBM Cloud Sales Guide for Business Partners 30 min Sales Guide Consultative Selling 1 Hour 1 Hour White boarding Sales Simulator Cloud Technical Certification 75 Min Overview & Preparation Cloud Sales Certification 75 Min Overview & prep test (Course id 2992, free for BPs) Extended IBM SmartCloud Enterprise 45 Min Various Announcement Webinar Business Partner Sales Kit IBM SmartCloud Managed Backup 13 Min Various Various Information Protection Services Podcast Remote Data Protection Sales Kit Managed Backup Cloud Sales Kit LotusLive 75 Min Various Various IBM LotusLive Technical Sales Mastery No-charge demonstration account Sales Kit Brand – Global Technology Services (GTS) Various Services College Brand – Software (SWG) 1 Day Various Cool Cash Cloud Workshops Software College
    • Marché et Besoins adressés
    • Modèle de Business
      • Proposition de valeur
      • Modèle Financier
      • Modèles de Business complémentaires
    • Facteurs Clés de Succès
    • IBM et les Cloud Services Solution Providers
      • Offres Cloud Majeures et Services Cloud complémentaires
      • Ecosystème de Partenaires, accompagnement au Changement
      • Formation et Support Technique, Commercial et Marketing
      • IBM Cloud Computing Specialty
    • Plan de démarrage et d’accélération
    Cloud Services Solution Provider
  • Who are the primary contacts for Business Partners for assistance on Cloud Computing Opportunities?
    • IBM Partner Relationship Representatives (CRBP, TBPR)
    • Regional Cloud Channel Development Executive
      • Loic Simon
      • Jean-François Mery
    • SEI Private Cloud Integrated Sales Team
    • Brand Specialists for Cloud Computing – STG, SWG, GTS
    • IBM Cloud Labs and Solution Centers
  • Des SME* Cloud Pour vous aider
      • Loic Simon [GBP]
      • Patrice Fontaine [IDR]
      • Lionel Maugey [SEI]
      • Florence Marcel [Mkg]
      • Et les autres SME* Cloud réunis autour de Philippe Verien.
    [*Subject Matter Experts]
  • Nos Propositions
    • Information/Engagement/Formation
      • Webinaire/Séminaire de découverte du Cloud
      • Cloud Fast Track Workshop [stratégie/action]
      • Formation des Equipes Ventes/BizDev « à la carte »
      • Formation Technique
      • Plan Marketing Individuel ou Syndiqué
    • Projets/Deep-Dive
      • Mise en relation avec les bons SME IBM et Partenaires pour Projets Clients et/ou « Deep Dive » [Produits & Services, Architecture, Technique, BizModel…]
    • Cloud Specialty
      • Webinaire/Séminaire de présentation
      • Plan d’accès à la Cloud Computing Specialty
    • Club Cloud des Partenaires [intégrant le Club Alliances]
      • Forum Cloud et sites/blogs associés.
  • Basic Fast Track Workshop Agenda 5 to 7 hours NOTE: The Agenda can be adapted to address specific topics with deeper dives on specific IBM Cloud solutions depending on BP’s interests. 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
  • Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Club Cloud des Partenaires [Experts Métiers] [Experts BizDev]
  •  
  • www.club-cloud.com
  • clubcloud.blogspot.com Blog du Club Cloud ibmcloudcatalog.blogspot.com Offre Cloud IBM pour Partenaires LinkedIn, Viadeo, Facebook, Twitter, Slideshare, Youtube… Sites et Blogs de Partenaires Sites IBM pour Partenaires forumcloudibm.com Site du Forum du Club Cloud club-cloud.com Site du Club Cloud leblogducluballiances.blogspot.com Blog du Club Alliances LinkedIn, Viadeo, Facebook, Twitter, Slideshare, Youtube… Sites et Blogs de Partenaires Sites IBM pour Clients cluballiances.com Site du Club Alliances Blogs des Clubs Métier Sites des Clubs Métier
  •  
  • Contenu
    • Elaboré/Inédit
    • Livre blanc
    • Etude
    • Guides
    • Vidéo
    Social Marketing
    • Actualités/Issu de veille
    • Billets humeurs
    • Traduction
    • Revue de presse
    Outils de publication Blog Site Web ou Site Solution EMAILING PHONING Personnes physiques
  •  
  •  
  • Continuons aussi le 7 juillet, à « Culture Cloud », avec les CLIENTS
  •  
  •  
  • MERCI ! [email_address]