2011.07.21   SmartCloud Enterprise - infos pour partenaires
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2011.07.21 SmartCloud Enterprise - infos pour partenaires

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  • 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.
  • 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
  • {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.
  • GB – Gigabyte; TB – Terabyte

2011.07.21 SmartCloud Enterprise - infos pour partenaires Presentation Transcript

  • 1. SmartCloud Enterprise Infos Complémentaires pour Partenaires Loic Simon - Loic_simon @ fr.ibm.com +33 6 76 75 40 71
  • 2. Portefeuille d’offres Cloud IBM SmartCloud Enterprise
  • 3. 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
  • 4.  
  • 5. 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
  • 6. 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
  • 7. 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
  • 8. 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
  • 9. 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
  • 10. SmartCloud Enterprise Billing Model (resell) Monthly Invoice – after the month end including the actual usage. Monthly Detail Billing file Invoice at desired frequency – monthly, quarterly, etc. Billing Detail file by Tier 2 BP Customer Invoice at desired frequency – monthly, quarterly, etc. Invoice at desired frequency – monthly, qtrly, etc. Monthly Invoice – after the month end including the actual usage Monthly Detail Billing file How to: Billing IBM Distributor Tier 1 BP Customer Tier 2 BP
  • 11. SmartCloud 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.
  • 12. Customers have the option to reserve pools of computer resources and potentially reduce cost at the same time or they can ‘pay-as-they-go’… Greater incentives available for Business Partners for reserved capacity deals. Look for customers with large stable loads or with a need to assure availability of enough capacity. Introduction: Two pricing models
    • Reserved capacity pool package – ability to freely provision and de-provision any combination of VMs within chosen pool size limits for a 6 or 12 month period
    • Pool consists of CPUs with matching memory and storage. Smallest pool has 64 base processors, 96 GB memory and 9.6 TB storage. Larger pools may be ordered in units of this small package.
    • Discounted VM per hour usage charge within pool
    • No commitment for you to buy fixed amounts of resources
    • Monthly reserved capacity package charge for 6 or 12 months proportional to pool size
    Monthly charge plus Preferred (discounted) per VM hour Pay-as-you-go with reserved capacity
    • No commitment for you to buy fixed amounts of resources
    • IBM will provide capacity as available
    Per virtual machine (VM) hour Pay-as-you-go Package description Pricing model Package
  • 13. Key steps for the Business Partner to process the deal and to get the end customer using the service include the deal registration, selecting the right contracts and filling in the Resale Order request Form, which triggers the delivery of the welcome kit…
    • Ensure you have your Business partner Operations administrator (BPOA) IBM ID registered at www.ibm.com before you sign your first customer to avoid delays in on-boarding
    • Register the Deal at GPP, if Reserved Capacity option is included at https://w3.ibm.com/transform/gpp/emea/gb/gppmanager/start.swe
    • Declare the opportunity won at GPP
    • Send the signed contract Z125-8499 to IBM together with the BP Resale Order Request Form, which includes the important details to set up the service
    • The BP Resale Order Request Form must include the GPP opportunity number, Program Letter number – ZU11-0280 and Tier 2 BP CEID for the additional discount according to the terms & conditions of the IBM SmartCloud Enterprise - Deal Registration program
    • Include Order Form Z125-8502, if Additional Services are required (This form is to be signed by the end customer and returned to IBM)
    • The end customer need to register their ADMIN ID at ibm.com before they can access the service and add users
    • The welcome kit includes the information how to set up the ADMIN ID and other details
    How to: Deal Processing Please see the list of required attachments to the order on the next page.
  • 14. The required documents when placing the SmartCloud Enterprise order are listed below in red. The others need to be added, if additional services are ordered. The Sales Transaction Hub need to attach these to the Cloud Business Office Service Activation form. If any of the documents is missing, there might be a delay getting the services activated…
    • Signed SmartCloud Enterprise Agreement Z125-8499
    • Filled Business Partner Resell Request Form
    • Signed Additional Services Order Form Z125-8502
      • If additional services are required (i.e. VPN, Reserved Capacity option, etc.)
    • Purchase Order
      • If the end customer uses PO for their purchases
    • Standard Enablement Confirmation Form
      • If the customer wants to limit the configurations (i.e. size and type of the Virtual Machines, SW licenses, etc.)
    • PartnerWorld Developer Use Only (DUO) Enablement Confirmation Form
      • i.e. for ISVs use for development and testing of their application
    • VPN Boarding Form
      • If VPN Services were ordered
      • Requires also filled & signed Z125-8502
    How to: Required Attachments
  • 15. 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]
  • 16. 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.
  • 17. Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Club Cloud des Partenaires [Experts Métiers] [Experts BizDev]
  • 18.  
  • 19. 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
  • 20. MERCI ! [email_address]