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  • 1. ISV Cloud Program- der schnelle Weg in die WolkeIng. Peter PloinerManager Channel Business DevelopmentCloud ComputingOCG Arbeitskreis Cloud Computing Wien, 22. Juni 2011 Copyright 2011 FUJITSU
  • 2. Nr. 3 globalenIT-ServicesAnbieter Rang Unternehmen Anteil in % 1. IBM 7,2 % 2. HP 4,5 % 3. Fujitsu 3,1 % 4. Accenture 2,7 % 5. CSC 2,1 % Nettoumsatz GJ08* Mrd. US$ IT-Services 27,6 (54,7 %) Systemplattformen 6,7 (13,3 %) Sonstige Produkte 16,1 (32,0 %) Gesamt 50,5 (100 %) Zusammengefasste Zahlen der Fujitsu Gruppe für das Geschäftsjahr, das am 31. März 2010 endete. US$1 = ¥93,43, €1 = ¥ 125,93 1 Copyright 2011 FUJITSU
  • 3. Fujitsu Cloud Approach Produkte mit Uplink (Hybridcloud) 1 ■ Rechenzentrum in der Box (Primergy BX 400) ■ Erweiterung um Server, Storage, Backup Infrastructure as a Service 2 ■ Server as a Service ■ Storage as a Service ■ Workplace as a Service Business Enablement Services ■ ISV Cloud Programm 3 ■ Vercloudifizierung der Software ohne Eingriff auf Source Code ■ Flexible Abrechnungs- möglichkeiten, Marktplatz 2 Copyright 2011 FUJITSU
  • 4. Situation of the ISV Market There are several 100.000s of ISVs worldwide Over 98% of them have existing applications that are not SaaS ready If Cloud and SaaS becomes as popular as currently assumed, then many of these ISVs will feel pressure to move towards SaaS modelsForecast: Global Public Cloud Market Size, 2011 to 2020The spreadsheet detailing this forecast is available onlineTotal public cloud markets (US$ billions) 180 BPaaS 150 PaaS 120 SaaS 90 IaaS 60 30 0 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 3 Copyright 2011 FUJITSU
  • 5. Why SaaS? – Advantages for ISVsEnter New Markets  Expand awareness & reach via the internet  Additional market offering beyond classical license sale  Participate in online market & branch placesMore Efficient Sales  Integrated online sales & marketing  Integrated online delivery & serviceCost Reduction through Centralized Operating Model  Automated provisioning & reporting  Frequent & incremental upgrades  Easy scalable infrastructure 4 Copyright 2011 FUJITSU
  • 6. Options for ISVs to “go Cloud” with Fujitsu Outlook: Build new cloud applications  New SW development in an environment for free  More options due to development from scratch  Intelligent integration into our Fujitsu Cloud Today: Instant use off existing application  Continue using established Independent Development Environment (IDE) Re-use Existing  No new SW coding necessary  Fast SaaS enablement & time-to-market  No Fujitsu fees for enablement & usage 5 Copyright 2011 FUJITSU
  • 7. The ISV Cloud Program http://ts.fujitsu.com/rl/products/video/ISV_Cloud/flash/player.html 6 Copyright 2011 FUJITSU
  • 8. Our ISV Cloud Program Levels & Offerings PaaS – ISV SW development environment Marketplace Fujitsu ISV Offerings BES - Business BES - Business Strategically ranked Enablement Enablement  BES & Fujitsu Cloud Solution Solution  BES & Fujitsu Cloud & Marketplace / Visit 2011  BES only – for strategic reasons possible IaaS IaaS  PaaS development environment in preparation SaaS Registered SaaS Complete ISV ISV 7 7 Copyright 2011 FUJITSU
  • 9. Key Elements of our Business Enablement SW Account Subscription Identity Brand Management Management Management Management contracts subscriptions of org & user info to Customizable customers to customers / users enforce service & Portal (Color, service providers to services data policies Logo, Text) Event Billing Bill Payment Management accounting & Presentment Collection record & retrieve valuation of producing collecting money events, support subscriptions & invoices to & handling pay- metering billing events customers ment problems Service Tenant Portal Reporting Provisioning Provisioning Web site for cus- various reports registering pro- providing a tomers & users to for customers & ducts, providing product instance buy & administer providers product info to customer subscriptions 8 8 Copyright 2011 FUJITSU
  • 10. Summary of Key Value Propositions Cooperating with Fujitsu Whats in it for the ISV? SaaSification and Cloud use without reprogramming of the application Revenue-share-model that implies no pre-investment No vendor-lock-in from our Business Enablement SW A global marketplace that ensures access to new markets One-stop-shopping and end-to-end support by Fujitsu Our global IaaS-Platform as a solid foundation Fujitsu, your single point of contact for easy, fast and reliable cloud business 9 Copyright 2011 FUJITSU
  • 11. The Fujitsu SaaS Marketplace Complementing the ISV Cloud Program Availability in second half of 2011 10 10 Copyright 2011 FUJITSU
  • 12. BES SaaSification Process < 2 weeks Checklist Implement Demo Evaluation Integration „SaaS Integration Workshop Contract Workshop suitability“ (PoC)initial ready forcontact commercial 30 minutes 1-2 hours offline ½ day < 1 manweek contract business GUI free SW Integration customer model look&feel usage for Guide implements PoC training web service SW integration calls ownership basics Fujitsu details of support technical declaration of web service identify commitment interfaces technical calls work items for PoC services BES Customer mapping to definition of Quote customer„s marketable commitment business services case test with friendly users 11 11 Copyright 2011 FUJITSU
  • 13. Austrian Partner – diperiahttp://www.diperia.com/deDemo EnvironmentGo live scheduled 1.9.2011 12 Copyright 2011 FUJITSU
  • 14. Austrian Partner – Verpura 13 Copyright 2011 FUJITSU
  • 15. Checklist „SaaS suitability“Technical criterias to fit to FUJITSU‘s ISV CLOUD PROGRAM The ISV has to be able to change the code of his software. The R&D of ISV has to be flexible and product management has to briefed in order to establish a second licensing model (SaaS). The software should not be dependent of 3rd party software. If so, the third party software should provide a SaaS licensing model. Deployment of the software doesn‟t require a high degree of customizing. Only little project specific effort should be provided per end user. Web Frontend (i.e. JSP, JSF, PHP, .NET, ASP,.. ) OR software has to be terminal server capable. Software has to use web services (web service capabilities) If software is not using web services, it has to be a java based application in order to use the Fujitsu Java API directly. The API is well documented and can be accessed easily. There are cookbooks and sample applications for a quick ramp up. 14 Copyright 2011 FUJITSU
  • 16. Last but not least – Security & Availability  Data center disaster Tier level 3+ for EU and recovery/continuity equivalent certifications  Synchronized and for the other regions automated archival options Access control utilizing  Interrupt free maintenance visual and biometric  Single point of failures recognition Fujitsus data centers eliminatedSecurity Availability  Saving on operation costs Modularly extendable using innovative facility Expansion space for a technology second "mirrored" data  Power Usage Effectiveness center (PUE) value of 1.45Extensibility Energy efficiency 15 Copyright 2011 FUJITSU
  • 17. Security and Reliability 16 Copyright 2011 FUJITSU
  • 18. Analyst Feedback confirms our Strategy Experton Market Insight Cloud Vendor Benchmark 2011 – Deutschland Cloud Services: IaaS Public 100% Portfolio-Attraktivität Fujitsu 50% 0% 0% 50% 100% Wettbewerbsstärke 17 Copyright 2011 FUJITSU
  • 19. Fujitsu Dynamic CloudYour Gatewayto Success 18 Copyright 2011 FUJITSU
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