Intégrez des Services Cloud Publics [IaaS, PaaS et/ou SaaS]  dans votre Offre et devenez   Cloud Services  Solution Provid...
 
Pour moi, vendre des services Cloud oblige à …  [1 seule réponse, 1 phrase, 7 mots maximum]
 
http://clubcloud.blogspot.com
 
Cloud Services Solution Provider: Position sur le Marché Cloud Enterprise Private ($36B) Hosted Private ($16B) Private Pub...
Cloud Application Providers + Cloud Services Solution Providers Cloud   Builders Cloud   Infrastructure Providers Cloud Te...
[Experts   Métiers] [Experts BizDev] Cloud Application Providers + Cloud Services Solution Providers Cloud   Builders Clou...
[Experts   Métiers] [Experts BizDev] Cloud Services  Solution Providers Aspaway Best’Ware Marketor Lemon Operations. On Ch...
How Cloud Services Solution Providers make money ? <ul><li>Resell multiple public cloud services and earn margin  </li></u...
Usage du SaaS à ce jour
Examples of Value-add Services for Cloud Workloads General Assessment Targeted Assessment Special Projects Business Case A...
Au delà des Nuages… Smarter Commerce Business Analytics Social Business Cloud Business
 
Rejoindre le bon Ecosystème pour prendre son pied, la tête au dessus des nuages !
Clients Cloud Services Solution Providers [BPaaS, SaaS – IaaS, PaaS] Cloud Application Providers [BPaaS, SaaS] Cloud Build...
Projets de Cloud Computing lancés avec succès en 2010 2,000 Private cloud Hybrid Public cloud Machines virtuelles managées...
IBM a des produits, services et solutions dans tous les domaines du Cloud Enterprise Data Center Private Cloud Managed Pri...
An infrastructure and platform as a service designed for enterprise-class service delivery  An integrated set of private c...
Le catalogue d’offres d’IBM évolue en permanence… SmartCloud Enterprise
Services Solution Providers:  What To Sell <ul><li>1 :  IBM  SmartCloud   Enterprise </li></ul><ul><ul><ul><li>An agile cl...
Additional Business Partner services that support and complement the IBM SmartCloud Enterprise services. Cloud Strategy Se...
Smarter Commerce Social Business Business Analytics & Optimization IBM is defining new segments and driving new value for ...
 
Pour vous aider <ul><li>Loic Simon [GBP] </li></ul><ul><ul><li>Cloud Builders [T1/T2 Infra] </li></ul></ul><ul><ul><li>Clo...
Accompagnement Business de l’Activité Cloud d’un Partenaire Majeur <ul><li>Intégration du Partenaire dans le Plan de Marke...
Cloud Fast Track Workshop Agenda – 5h mini NOTE:  The Agenda can be adapted to address specific topics with deeper dives o...
Aide au développement du « Social Marketing » pour visibilité, crédibilité… <ul><li>Intégration du Partenaire dans les pro...
 
Veille, curation, documents : clubcloud.blogspot.com ibmcloudcatalog.blogspot.com leblogducluballiances.blogspot.com forum...
 
Ce que je retiens de cette session, c’est … [une seule réponse, 1 phrase, 7 mots maximum]
MERCI ! Infos : Loic Simon -  [email_address]  +33 6 76 75 40 71
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2011.11.22 - Cloud Services Solution Provider - 8ème Forum du Club Cloud des Partenaires - Loic Simon

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  • {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 Partenaire 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 &amp; 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&apos;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.
  • There are a number of key areas where we&apos;re actually defining entirely new markets. We&apos;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&apos;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 (&amp;quot;IDC North American Cloud Survey&amp;quot; - Robert Mahowald, January 2011), &apos;After email, with 58% saying they&apos;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&apos;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&apos;s take a closer look at one of these spaces and the cloud-enabled services.
  • 2011.11.22 - Cloud Services Solution Provider - 8ème Forum du Club Cloud des Partenaires - Loic Simon

    1. 1. Intégrez des Services Cloud Publics [IaaS, PaaS et/ou SaaS] dans votre Offre et devenez Cloud Services Solution Provider Loic Simon - [email_address] +33 6 76 75 40 71
    2. 3. Pour moi, vendre des services Cloud oblige à … [1 seule réponse, 1 phrase, 7 mots maximum]
    3. 5. http://clubcloud.blogspot.com
    4. 7. 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)
    5. 8. Cloud Application Providers + Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers
    6. 9. [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 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
    7. 10. [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 <ul><li>Qui ? </li></ul><ul><ul><li>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…. </li></ul></ul><ul><ul><li>Distributeurs, Intégrateurs, Revendeurs, Infogéreurs, Hébergeurs… </li></ul></ul><ul><li>Revenu ? </li></ul><ul><ul><li>Revente de Services Cloud d’IBM associée à leurs propres services et produits </li></ul></ul><ul><li>Besoins ? </li></ul><ul><ul><li>Portefeuille de services cloud [public] , Programmes de Business Development, Formation et Support </li></ul></ul><ul><li>Support IBM ? </li></ul><ul><ul><li>Services Cloud IBM “Partner enabled”, Bénéfices de la Cloud Specialty </li></ul></ul>
    8. 11. How Cloud Services Solution Providers make money ? <ul><li>Resell multiple public cloud services and earn margin </li></ul><ul><li>Generate additional revenue offering their own complementary value add services to cloud opportunities: </li></ul><ul><ul><li>Consulting </li></ul></ul><ul><ul><li>Helpdesk </li></ul></ul><ul><ul><li>Solution design </li></ul></ul><ul><ul><li>Training and integration </li></ul></ul>
    9. 12. Usage du SaaS à ce jour
    10. 13. 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 Development and Test Storage Desktop Management
    11. 14. Au delà des Nuages… Smarter Commerce Business Analytics Social Business Cloud Business
    12. 16. Rejoindre le bon Ecosystème pour prendre son pied, la tête au dessus des nuages !
    13. 17. 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
    14. 18. Projets de Cloud Computing lancés avec succès en 2010 2,000 Private cloud Hybrid Public cloud Machines virtuelles managées en mode privé Machines virtuelles managées en mode public 1 M 20M IBM et le Cloud Computing : les faits
    15. 19. IBM a des produits, services et solutions dans tous les domaines du Cloud Enterprise Data Center Private Cloud Managed Private Cloud Hosted Private Cloud Shared Cloud Services Public Cloud Services Enterprise Data Center Enterprise Enterprises Users
    16. 20. An infrastructure and platform as a service designed for enterprise-class service delivery An integrated set of private cloud enablement technologies New business and industry software as a service solutions Smarter Cities Social Business Smarter Commerce Business Analytics and Optimization services solutions foundation Deploy Design Business Process as a Service Software as a Service Platform as a Service Infrastructure as a Service Consume
    17. 21. Le catalogue d’offres d’IBM évolue en permanence… SmartCloud Enterprise
    18. 22. Services Solution Providers: What To Sell <ul><li>1 : IBM SmartCloud Enterprise </li></ul><ul><ul><ul><li>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 </li></ul></ul></ul>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. <ul><li>2: IBM SmartCloud Managed Backup </li></ul><ul><ul><ul><li>Provide end-to-end, cloud-based solutions to help your clients protect their business data, regardless of where it's stored </li></ul></ul></ul><ul><li>3 : LotusLive </li></ul><ul><ul><ul><li>Award-winning online collaboration tools, e-mail and social networking services that work together </li></ul></ul></ul>
    19. 23. 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
    20. 24. 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
    21. 26. Pour vous aider <ul><li>Loic Simon [GBP] </li></ul><ul><ul><li>Cloud Builders [T1/T2 Infra] </li></ul></ul><ul><ul><li>Cloud Services Solution Providers [Revendeurs] </li></ul></ul><ul><ul><li>[Cloud Fast Track Workshops] </li></ul></ul><ul><li>Patrice Fontaine [IDR] </li></ul><ul><ul><li>Cloud Application Providers [ISV] </li></ul></ul><ul><li>Florence Marcel [MM] </li></ul><ul><ul><li>Cloud Infrastructure Providers [MSP, focus MM] </li></ul></ul>
    22. 27. Accompagnement Business de l’Activité Cloud d’un Partenaire Majeur <ul><li>Intégration du Partenaire dans le Plan de Marketing/Communication Cloud d’IBM </li></ul><ul><ul><li>Participation à des manifestations Cloud IBM, Témoignage Partenaire et clients, etc… </li></ul></ul><ul><ul><li>Communication par IBM d’opportunités clients détectées. </li></ul></ul><ul><li>IBM Cloud Computing Specialty </li></ul><ul><li>Participation du Partenaire au Club Cloud des Partenaires </li></ul><ul><ul><li>Promotion du Partenaire en tant que Cloud Services Solution Provider [ou autre] auprès de l’Ecosystème Cloud IBM </li></ul></ul><ul><li>Co-Financement d’opérations Marketing </li></ul><ul><ul><li>Eg Co-marketing sur le marché des PME/PMI et, si pertinent, auprès des éditeurs SaaS . </li></ul></ul><ul><li>Assistance Commerciale et Transfert de Compétences </li></ul><ul><ul><li>Aide à la vente de projets de Cloud Privés par l’équipe Cloud Privé d’IBM </li></ul></ul><ul><ul><li>Formation des équipes marketing & commerciales du Partenaire par des Experts IBM </li></ul></ul><ul><li>Aide au développement du « Social Marketing » Partenaire / IBM </li></ul><ul><ul><li>Curation & Syndication de Contenu Cloud pour exploitation par le Partenaire </li></ul></ul><ul><ul><li>Formation et assistance à l’exploitation des médias et réseaux sociaux [pilote] </li></ul></ul>
    23. 28. Cloud Fast Track Workshop Agenda – 5h mini NOTE: The Agenda can be adapted to address specific topics with deeper dives on specific IBM Cloud solutions depending on BP’s interests. Break 10:00 – 10:15 IBM Cloud SME Cloud Computing – The IBM Point of View 08:45 – 09:15 IBM/BP Sponsors Summarize workshop outcomes and next steps 12.30 – 13.00 Agenda Item Time IBM Cloud SME Workshop attendees Develop a Fast Start Action Plan and ongoing Management Process for converting the Cloud Plan into new business opportunities 11:30 – 12:30 BP Cloud Advocate BP’s Business Overview – Historical business mix, current Cloud activities, future Cloud plans (if defined) 08:15 – 08:45 IBM/BP Sponsors Workshop Objectives & Introductions 08:00 – 08:15 IBM Cloud SME Workshop attendees Develop the Cloud Computing Strategic Business Plan for the BP for the current year 11:00 – 11:30 IBM Cloud SME/IBM Brand Representatives IBM Cloud Offerings portfolio review and prioritization 10:15 – 11:00 IBM Cloud SME/Attendees Cloud Business Model review and selection 09:15 – 10:00
    24. 29. Aide au développement du « Social Marketing » pour visibilité, crédibilité… <ul><li>Intégration du Partenaire dans les programmes IBM d’exploitation des Réseaux et Médias Sociaux </li></ul><ul><li>Capitalisation de l’expérience d’IBM et du Club Alliances [et désormais du Club Cloud des Partenaires pour partage d’expertise et transfert de compétence vers le Partenaire </li></ul><ul><li>Curation et Syndication de Contenus Cloud pour exploitation par le Partenaire </li></ul>
    25. 31. Veille, curation, documents : clubcloud.blogspot.com ibmcloudcatalog.blogspot.com leblogducluballiances.blogspot.com forumcloudibm.com
    26. 33. Ce que je retiens de cette session, c’est … [une seule réponse, 1 phrase, 7 mots maximum]
    27. 34. MERCI ! Infos : Loic Simon - [email_address] +33 6 76 75 40 71
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