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2011.11.22 - Comment Développer un Business Cloud... avec IBM - 8ème Forum du Club Cloud des Partenaires - Philippe Sajhau
 

2011.11.22 - Comment Développer un Business Cloud... avec IBM - 8ème Forum du Club Cloud des Partenaires - Philippe Sajhau

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[8ème Forum du Club Cloud des Partenaires, conduit dans le cadre de l'évènement Partner VIP organisé par Compubase le 22 novembre 2011. ...

[8ème Forum du Club Cloud des Partenaires, conduit dans le cadre de l'évènement Partner VIP organisé par Compubase le 22 novembre 2011.
Présentation exploitée par Philippe Sajhau d'IBM lors de la plénière d'ouverture [voir aussi les présentations de Pierre Bertin [IBM Software Group] et Isabelle Tisserand [IBM Mid Market]

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  • Source des chiffres cités (chiffre d’affaires) : dossier de presse IBM France 2010 IBM s’est adapté pour répondre à l’évolution des besoins de ses clients : Évolution stratégique et réorganisation de son portefeuille en abandonnant les produits de masse comme les PC et les disques durs et en renforçant sa position dans des domaines comme Business Analytics & Optimisation, le Cloud Computing, l’architecture orientée services, l’information à la demande, la virtualisation et l’expertise métier dans de multiples secteurs. Réalisation d’acquisitions – plus de 76 entreprises ces 6 dernières années – pour compléter et enrichir son portefeuille de produits et d’offres (Pricewatershouse Coopers, ILOG, Cognos, Coremetrics, SPSS…). Intensification des processus collaboratifs et développement de relations de partenariat plus étroites avec ses clients.
  • The recent IBM Global CIO Study interviewed 2,500 CIOs worldwide and “Business Analytics” was the number one area of concern for these executives. These executives along with their peers at the senior executive level (CFO, CTO, COO, CEO) recognize that there is a huge opportunity to improve efficiencies in leveraging the data that is captured and turned into information. As you can see on this chart, the dark blue represents a global sample with the teal-colored bar below is a representation from midmarket. Our study shows that midmarket CIOs are looking to invest in new technologies that will help them work smarter both inside and outside of their organization. Visionary plans to increase competitiveness over the next 3-5 years, put business intelligence and analytics at the top of the list. CEOs and CIOs are telling us they need to have a better view of their customers as well as a 360 degree view of their business. As a result, CIOs are looking for ways to do that so top of the list is Business Intelligence and Analytics. It gives you the opportunity to see the buying trends and patterns. Business Analytics is key to enabling our clients to turn oceans of data into predictive models and actionable decisions. Many business leaders are making BAO a top priority. The new path to value show that analytically driven organizations outperform their competitors. Better outcomes have made Business Analytics a prime focus area for all organizations. Virtualization – As a staggering number of transactions and information transmitted around the globe puts increasing demands on IT infrastructures, we see more and more clients embrace virtualization. On this smarter planet, savvy companies have been quick to glean IT efficiencies from virtualization, saving money and space, and reducing energy consumption and complexity, while also achieving business effectiveness. Virtualization is cost efficient and a stepping stone to cloud – you need to virtualize before moving to cloud. Cloud is a very attractive opportunity for Business Partners with good margin potential as suggested by our studies. Based on consultant led Business Partner workshops, our analysis indicates that firms willing to invest can benefit from strong financial returns in cloud computing. Business Partners reported: 30% average gross profit margin - an increase of 12% over typical gross margins 14% average net profit margin - an increase of 7 - 10% over typical infrastructure sales, and Business Partners focused on a consultative go-to-market approach closed cloud deals at 2X the average for technology deals. NOTE: IBM does provide offerings in each of the areas mentioned in the survey – some areas more than others.
  • What is new today is that we are building on existing capabilities and common cloud architecture that we spoke about in April. Foundational software, hardware and services that adhere to the patterns we see in the marketplace which provide the fundamental building blocks for a Smarter Cloud solution. Lets look at each one of these in depth and talk about the enhancements we are announcing today.
  • Customer and partner choice along the spectrum of cloud progression,.so a preparatory step starts with the Virtualization foundation, then entry could, and advanced cloud – and offering both custom offerings – for more services opportunities or integrated offerings based on client needs. The custom cloud offerings now include reference configurations, bill of materials and cookbooks that speed the engagement process by providing pre-tested and suggested starting points that can be customized based on client needs. Custom cloud offerings provide IBM Business Partners with increased margins and more services led opportunities while providing clients the flexibility and customization needed for their own unique environment. The IBM cloud portfolio lays the ground work for a comprehensive set of private cloud infrastructure offerings which IBM Business Partners can take to market to help customers at all stages of their cloud journey. IBM offerings cover the full spectrum from virtualization (preparation for cloud), entry cloud and advanced cloud and include both customizable and integrated offerings. Customizable offerings leverage clients existing infrastructure and use pre-tested, reference configurations to address a broader set of client needs. IBM provides Business Partners with IBM cookbooks and enablement to open the door to higher margin sales and value added services. IBM also provides Business Partners with the ability to resell integrated offerings, as pre-packaged offerings that bring together the hardware, software and services allowing Business Partners to respond quickly and effectively to clients who need rapid implementation of an integrated offering. Workload Deployer Accelerate Deployment and management Service catalog Middleware focused pattern deployment, management Optimized Middleware performance and scaling Differentiator with deployment of IBM middleware applications and workloads ISDM Carrier grade cloud infrastructure with comprehensive management capabilities Cloud services, customizable via service templates Integration of homegrown process tools and applications Enterprise-level service management: monitoring, usage and accounting, security Differentiator with leading performance and infrastructure scale through rich runbook automation and customizable service catalogue
  • So, to close on our service delivery platform, I want to highlight that our basis of differentiation in the cloud marketplace is rooted in our development and deployment of a single IBM-wide platform, which has been name IBM SmartCloud. And on top of the infrastructure and platform layers, we’ll be able to provide a variety of managed services from both IBM and our ecosystem of partners. The SmartCloud platform will host industry solutions that IBM Software Group is building out around Smarter Commerce and Social Business as well as additional Software as a Service capabilities from our acquisition companies. Finally, the beauty of the IBM SmartCloud platform is that it can either be delivered as a managed service or clients can take the architectural design and we can build a private cloud for them.
  • We are seeing leading organizations across governments and businesses leveraging the cloud to respond to these forces, to transform business processes so they can create new business models that reinvent business and new ways of serving their constituents so they can better engage with employees, citizens, customers and extended communities. For example, according to the Public Technology Institute, 45% of local governments are using some form of cloud computing and 19% plan to use cloud computing in 2011. To support the need to rethink IT and reinvent business IBM has created platform as a service solutions and software as a service. And I should take a moment that these are true SaaS solutions: multi-tenant platforms, with a shared application and database layer as will as platform and infrastructure. Smarter Commerce on Cloud Helping companies accelerate their ability to transform the entire customer experience. Smarter Cities on Cloud Helping cities of all sizes get started more quickly to leverage information, anticipate problems and coordinate resources to deliver exceptional service to their citizens Business Analytics and Optimization on Cloud Helping companies accelerate their ability to turn information into insights Social Business on Cloud Integrate the collective knowledge of people-centric networks to accelerate decision-making, strengthen business processes, and increase innovation
  • NOTE: Market development funds = $25K So how do you get started with cloud computing? At IBM we believe that to best leverage cloud computing as a viable delivery model is to lay out a clear path that is grounded in integrating cloud with your overall IT delivery strategy. You can build and deliver cloud services, or you can acquire and deliver cloud services, but both should appropriately start with your planning stage where you align the cloud-based services with your overall strategic direction, you’ve analyzed which workloads are appropriate for cloud delivery, and have at least a preliminary business case to support an implementation. The best way to start a cloud adoption is with a pilot.

2011.11.22 - Comment Développer un Business Cloud... avec IBM - 8ème Forum du Club Cloud des Partenaires - Philippe Sajhau 2011.11.22 - Comment Développer un Business Cloud... avec IBM - 8ème Forum du Club Cloud des Partenaires - Philippe Sajhau Presentation Transcript

  • Comment développer concrètement un business Cloud …avec IBM Philippe SAJHAU, Vice Président, Division PME et Partenaires, IBM France 22 November 2011
  • 21% 24% 55% Software IBM… Services Systems and finance … re-invented itself for capturing market growth and bring value to customers
  • IBM’s 2015 Roadmap : Key initiatives for driving the growth
    • Smarter Planet
    • Grows to ~ $10B business by 2015
    • client engagements
    Growth Markets Approaches 30% of IBM’s geographic revenue by 2015 Will Contribute to ~ 50% of IBM’s growth Business Analytics Grows to ~ $16B business by 2015 Will Contribute to ~ 20% of IBM’s growth Cloud Grows to ~ $7B business by 2015, of which ~$3B is incremental
  • Note: Revenue excludes currency impacts
    • IBM sales to Business Partners outpaced Total IBM sales every quarter since 4Q09
    • IBM sales to Business Partners delivered growth for six consecutive quarters
  • Defining the Future Vision of our Channel Business
    • Services drives BP mix
    • Converging channel roles
    • Multi-party alliances
    • Annuity stream business
    • Offshore resources
    • Shift in the nature of services provided
    • Channel consolidation
    • Software
    Channel Trends Competitor Strategies Vendors compete for BPs IBM Corporate Expectations – 2015 Road Map Growth Markets ~$17B Smarter Planet ~$7B BAO ~$6B Cloud Computing ~$3B
    • Hardware and Software commoditization
    • Complex technology solutions
    • Alternative IT delivery models
    • GMU market growth
    • Emerging Technologies
    Market Predictions Explosion of Cloud Providers Services Capabilities Integrated Infrastructure Software War
    • Client demand for cost savings
    • Vendor independence
    • Consultants
    • Buy from Influencers
    • Solution consumption
    • Smaller transactions -longer contracts
    Buyer Preferences Social Marketing GMU Channel Development & Expansion IBM Strategic Growth Initiatives Mid Market Growth Initiatives Channel Services & Software Expansion
  • CIOs are looking to invest in new technologies that will help them work smarter Which visionary plans do you have to increase competitiveness over the next 3 to 5 years? Business intelligence and analytics Virtualization Business process management Self-service portals Risk management and compliance Cloud computing Mobility solutions Collaboration and Social Networking Global sample Midmarket Source: 2011 Global CIO Study, April 2011
  • Continue the growth with our partners Continue to focus and grow our base business while aligning the channel to take advantage of IBM’s 2015 strategic priorities: Smarter Planet Business Analytics Cloud Computing and a fourth priority for the channel: Midmarket
  • Cloud is driving a strong change in partners landscape, shifting business model and creating new ones “ Je veux aider mes clients en les conseillant et en leur fournissant des briques pour qu’ils construisent un Cloud Privé d’entreprise “ Je veux apporter de la valeur à d’autres fournisseurs de solutions Cloud” “ Je veux revendre un bouquet d’offres de Cloud Public” “ Je veux construire et opérer une infrastructure Cloud (IaaS and PaaS)” “ Je veux délivrer mon asset comme un Service en mode Cloud” “ Je veux agréger un ensemble d’offres de Cloud pour mes clients ou revendeurs Distributors Start-ups CSPs SW Resellers HW Resellers System Integrators ISVs Direct Response Centers Enterprises Hosters / MSPs Solution Providers
  • What is your personal Cloud roadmap ? Why does IBM bring Value to you ?
    • 1/ Which Business model
        • What are you doing now ?
        • What will you become tomorrow ?
    • 2/ Choose right offerings and right partner
        • Private – Public – Hybrid …. Partner perenity, reliability and opportunity for your growth
    • 3/ Use a provider to help you
        • Certifications
        • Training
        • Help in image, marketing and sales
  • IBM defined ‘speciaties’ following your business
  • IBM Cloud offerings structures propose you NEW CAPABILITIES Services Solutions Foundation Commitment to open standards and a broad ecosystem Easily build and rapidly scale private cloud environments with unparalleled time-to-market, integration and management Unprecedented choice, security and portability of applications on IBM’s SmartCloud service delivery platform Software as a service coupled with deep industry insights, business process skills and analytics Smarter Cities Social Business Smarter Commerce Business Analytics and Optimization Business Process as a Service Software as a Service
  • Business Partner Private Cloud Solutions: multiple starting points Industrial strength virtualization coupled with automated resource balancing & virtual image management Integrated service management platform with automated IT service deployment, full lifecycle management, metering & chargeback Basic cloud functions including simple self service interface and infrastructure along with automated provisioning Cloud Capabilities Deliver IT without Boundaries Virtualization Foundation Entry Cloud Advanced Cloud Base Virtualization Offerings Starter Kit for Cloud Custom Integrated IBM Cloud Computing Reference Architecture *Future announcement
    • Midmarket Offerings
    Systems for Cloud* ISDM IBM Service Delivery Manager Common Reference Configurations, Bill of Materials, Implementation Guides IBM BladeCenter Foundation for Cloud Workload Deployer Deploy and manage middleware apps & workload patterns IBM Ready pack for Cloud
  • IBM’s SmartCloud service delivery platform is a platform for business innovation and growth A broad ecosystem of ISVs leveraging the IBM SmartCloud as a platform for running their business And Integrators Business partner for Adding their own services Enterprise data center Hosted private cloud Managed private cloud Enterprise Shared cloud services A Enterprise B Management and support Security Availability and performance Infrastructure platform Payment and billing Application Resources Application Environments Application Management Integration Application Services Application Lifecycle Client Defined Services IBM Services Partner Services A robust set of business solutions that leverage IBM’s deep industry and process skills The choice and control to enable clients to develop, deploy and manage custom services A growing set of infrastructure services
  • Leading organizations are leveraging cloud to transform business processes Social Business on Cloud Integrate the collective knowledge of people-centric networks to accelerate decision-making, strengthen business processes, and increase innovation Smarter Commerce on Cloud Helping companies accelerate their ability to transform the entire customer experience Smarter Cities on Cloud Helping cities of all sizes leverage information, anticipate problems and coordinate resources to deliver exceptional service to their citizens Business Analytics and Optimization on Cloud Helping companies accelerate their ability to turn information into insights
  • Your success is IBM’s success
    • Enabling the channel to participate in IBM’s 2015 growth strategy
    • Investing approximately $2 billion annually into the Business Partner ecosystem
    • Deep, long-standing commitment to collaborating
    • Business Partners are the primary route to midmarket sales
    • Cloud Specialty mark differentiates the partner’s firm
    • Market development funds
    • Increased revenue and higher value margin deals
    • Access to the IBM ecosystem for cloud
    • Access to IBM expertise on clou
    Take the path ! Built on Business Partner Needs Demonstrate skills, revenue, and references + = Pick a path Benefits* to IBM Business Partners Cloud Computing Specialty
    • Cloud Application Provider
    • Cloud Builder
    • Cloud Infrastructure Provider
    • Cloud Services Solution Provider
    • Cloud Technology Provider
  • Pour vous aider 8 ateliers aujourd’hui!!
    • Nos experts:
    • Patrice Fontaine
    • [email_address]
    • Camilla Hougaard
    • [email_address]
    • Florence Marcel
    • [email_address]
    • Loïc Simon
    • [email_address]