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Cloud Specialty programmeSteve HeeneyBPO Cloud leader                            © 2011 IBM United Kingdom Limited
Cloud computing presents new business opportunities forexisting and emerging Business Partners         Private Cloud      ...
We are seeing new cloud partner types emerge that blur thetraditional partner definitions and models      Private Cloud   ...
IBM helps you find your place in the cloud with our comprehensive    Cloud Specialty             One program for all cloud...
Cloud Application Providers    Who are they?     – Companies that offer horizontal or vertical business applications via a...
Cloud Specialty: Cloud Application Providers                     Qualification requirements                               ...
Cloud Application Providers:How IBM Can Help you     (developerWorks, IBM Innovation Centers)                             ...
Cloud Builders    Who are they?    Cloud Builders      – Companies that help clients to design, build, manage their       ...
Cloud Specialty: Cloud Builders               Qualification requirements                                         Benefits ...
Cloud Builders – what IBM can provide     What IBM can provide?                                       •   Flexibility     ...
Cloud Infrastructure Providers     Who are they?      – Companies that offer Infrastructure and/or Platform as a Service  ...
Cloud Specialty: Cloud Infrastructure Providers                Qualification requirements                                 ...
Cloud Infrastructure Providers:How can IBM help you            CREATE                   MANAGE                         MON...
Cloud Services Solution Providers     Who are they?      – Companies that resell multiple public cloud services and offer ...
Cloud Specialty: Cloud Services Solution Providers                    Qualification requirements                          ...
Cloud Services Solution Providers:How IBM can help you A Smart Cloud Enterprise use on the IBM Cloud Use Case Business Par...
Cloud Technology Providers     Who are they?      – Companies that offer technology that adds value to a clients cloud exp...
Cloud Specialty: Cloud Technology Providers                Qualification requirements                                     ...
IBM cloud solution update               Private Cloud                                             Infrastructure &        ...
Getting Started          1       Identify the partner model(s) that best meet your                  business objectives   ...
What is the Solution Specialty Advisor? Designed for the Business Partner (with THEIR input!) Web based application Step-b...
© 2010 IBM Corporation
© 2010 IBM Corporation
© 2010 IBM Corporation
Thank You!                                            ibm.com/cloud/partner                                               ...
Obviously you can skip step 1. What is a little confusing is that the term "solution" is used in two different ways in ste...
Cloud Builder Skills You Will Need - SalesBasic Firm Cloud Capabilities   Consultative solution selling   Infrastructure s...
Where to get Sales Education         Cloud Sales Skills                        Duration    Education Resource Links       ...
Tivoli Service ManagementBP Sales Enablement  Cloud Overview         Tivoli and the SEI Private Cloud Initiative          ...
STG Cloud Education Resources             Cloud Computing Roadmap                                         Cloud Computing ...
Cloud Builder Skills You Will Need -Technical Basic Firm Cloud Capabilities      Solution design      Infrastructure techn...
Where to get Technical Education                                              Duratio   Education Resource         Cloud T...
© 2010 IBM Corporation
IBM PartnerWorld Cloud Portalwww.ibm.com/partnerworld/cloudStarting point for all Cloud resources for IBM  Business Partne...
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  1. 1. Cloud Specialty programmeSteve HeeneyBPO Cloud leader © 2011 IBM United Kingdom Limited
  2. 2. Cloud computing presents new business opportunities forexisting and emerging Business Partners Private Cloud Infrastructure & Business Solutions Implementation Platform Services Opportunity: $23B Opportunity: $16B Opportunity: $22B growing to $67B growing to $55B growing to $67B “I want to help my clients to design, build, manage their private cloud” “I want to build and operate a public cloud infrastructure (IaaS and PaaS)” “I want to deliver my application or asset as a cloud service” “I want to resell a portfolio of public cloud services” © 2010 IBM Corporation “I want to extend and add value to other providers’ clouds”2
  3. 3. We are seeing new cloud partner types emerge that blur thetraditional partner definitions and models Private Cloud Infrastructure & Business Solutions Implementation Platform Services Cloud Builders Cloud Infrastructure Providers Cloud Application Providers Cloud Services Solution Providers © 2010 IBM Corporation Cloud Technology Providers3
  4. 4. IBM helps you find your place in the cloud with our comprehensive Cloud Specialty One program for all cloud partners Built on Partner Needs Pick a path(s) Demonstrate skills, Cloud revenue, and Specialty clients + = Show your clients the Cloud value you bring Benefits to Access to the IBM ecosystem for cloud IBM Increased revenue Business Access to IBM expertise on cloud2010 IBM Corporation © Partners Flexible pricing options Co-marketing opportunities4
  5. 5. Cloud Application Providers Who are they? – Companies that offer horizontal or vertical business applications via a subscription model on the cloud – ISVs, Start-ups, System Integrators, Solution Providers, Enterprises How do they make money? – Selling subscription services What do they need? – Reliable, secure and scalable infrastructure – Support to develop new cloud applications or migrate existing offerings – Go to Market support to reach new clients and new markets – Value added functionality to extend their applications How can IBM help? – Flexible deployment & pricing options © 2010 IBM Corporation – Analytics, Collaboration and Integration – Cloud Specialty benefits5
  6. 6. Cloud Specialty: Cloud Application Providers Qualification requirements Benefits Skills Access to named IBM alliance manager –Verified Cloud Application must use qualifying Business Development Workshop products or services –Demonstrated Skills in IBM technology Use of the PartnerWorld Cloud Specialty Mark Revenue IBM confidential updates on IBM’s cloud strategy Attainment from selected brandsa ( 3 points total, and roadmap as low as $180K) Internal use of LotusLive Client References Networking Opportunities –Two verified cloud client references within last Business Development Funds 24 months © 2010 IBM Corporation Notes: a. See specific revenue requirements by IBM brand6
  7. 7. Cloud Application Providers:How IBM Can Help you (developerWorks, IBM Innovation Centers) Integration Analytics Collaboration (Cloud Specialty marketing benefits) Go to Market Support Enablement Support Your Application Platform Services (Application Virtualization, Pattern-based Middleware, Elastic Data Management) Infrastructure Services (Hardware Virtualization, Network Management, Storage Management) © 2010 IBM Corporation7
  8. 8. Cloud Builders Who are they? Cloud Builders – Companies that help clients to design, build, manage their private clouds needs, typically integrating with existing infrastructure and public/hybrid clouds. – System Integrators, Solution Providers, Dynamic Infrastructure Specialty Business Partners How do they make money? – Solution Selling & Influencer Models What do they need? – Cloud solution architecture skills – Progression path & roadmap to guide the client conversation – A portfolio of proven cloud technologies including integration solutions How can IBM help? – Cloud Solution Certifications © 2010 IBM Corporation – Cloud Whiteboard on IBM PartnerWorld – Cloud Specialty benefits8
  9. 9. Cloud Specialty: Cloud Builders Qualification requirements Benefits Skills PartnerWorld Cloud Specialty mark –IBM Cloud Reference architecture skills Business development funds • Cloud sales certification • Cloud technical certification Internal use of LotusLive –Brand Skillsa • SW, HW, Services Networking Opportunities Revenue IBM confidential updates on IBM’s cloud strategy and roadmap –Attainment from selected brandsb (4 points total, as low as $280K) Access to IBM assessment tools Client References IBM Lab Services mentoring –Two verified cloud client references within last 24 months © 2010 IBM Corporation9
  10. 10. Cloud Builders – what IBM can provide What IBM can provide? • Flexibility • Time to Results • Install Base • Workload • Skillset Reference architectures on single BOM for channel Configured solutions – XS, S, M, L, XL… Fast Start services for configured solutions Cloud – Cloud – on-premise integration © 2010 IBM Corporation Education/ enablement/ strategy workshops and partner paths Financing options10
  11. 11. Cloud Infrastructure Providers Who are they? – Companies that offer Infrastructure and/or Platform as a Service capabilities via their own public cloud – Hosters, Telcos, VADs, System Integrators, ISVs How do they make money? – Selling subscription services What do they need? – Proven, carrier class cloud management platform – Scalable infrastructure options – Ecosystem support to extend, market, enable and sell their cloud services How can IBM help? – Workload Optimized Systems © 2010 IBM Corporation – Service Management Platform – Cloud Specialty benefits11
  12. 12. Cloud Specialty: Cloud Infrastructure Providers Qualification requirements Benefits Skills Access to named IBM alliance manager –Must use qualifying products or services in their Business Development Workshop Cloud Infrastructure –Demonstrated skills in IBM technology Use of the PartnerWorld Cloud Specialty Mark Revenue IBM confidential updates on IBM’s cloud strategy –Minimum $300K per year and roadmap Internal use of LotusLive Client References –Two verified cloud client references within last Networking Opportunities 24 months Business Development Funds © 2010 IBM Corporation12
  13. 13. Cloud Infrastructure Providers:How can IBM help you CREATE MANAGE MONETIZE Rapidly Launch Partner Exploit Advanced Leverage Intelligence Enabled Apps/Services Automation for Differentiation Market White Labeled Deliver Highly Secure, Optimize Self-Service IBM Cloud Services Quality Assured Services Web Portals © 2010 IBM Corporation13
  14. 14. Cloud Services Solution Providers Who are they? – Companies that resell multiple public cloud services and offer complementary value add service skills such as consulting, helpdesk, solution design, training and integration. – Solution Providers, System Integrators, Resellers, MSPs, CSPs How do they make money? – Reselling solutions based on IBM Cloud Services with your value added capabilities What do they need? – A portfolio of public cloud services – Business Development Programs – Education and support How can IBM help? – Partner enabled IBM Cloud Services – LotusLive reseller options – Cloud Solution Certifications © 2010 IBM Corporation – Cloud Whiteboard – Cloud Workshops14
  15. 15. Cloud Specialty: Cloud Services Solution Providers Qualification requirements Benefits Skills Use of the PartnerWorld Cloud Specialty Mark – IBM Cloud Reference architecture skills IBM confidential updates on IBM’s cloud strategy – IBM Cloud skills and roadmap – Verified Solution using qualifying IBM Cloud services Internal use of LotusLive – Demonstrated IBM technology skills Networking Opportunities Revenue Cloud Services Assessment Tools – Attainment from selected brandsa (4 points total, as low as $240K) Business Development Funds Client References – Two verified cloud client references within last 24 months © 2010 IBM Corporation Notes: a. See specific revenue requirements by IBM brand15
  16. 16. Cloud Services Solution Providers:How IBM can help you A Smart Cloud Enterprise use on the IBM Cloud Use Case Business Partner Incentives Additional Services Starburst Potential Leverage expanding offerings Builds solutions and Complete the Solution like the IBM Cloud and its adds expertise (i.e.: across Cloud and channel incentives Web Application non-Cloud Environments hosting) Base Pay as You Go discount • Backup and Recovery • Instance Management Services Additional discount on Reserved Capacity with Deal Registration • Image Management • Cognos Analytics Annuity Revenue Stream • Software licensing • Cast Iron Integration © 2010 IBM Corporation Tier 1 available now, Tier 2 • Networking • 60+ SWG & ISV Images on coming soon the IBM Cloud • Cloud Migration Services16 + +
  17. 17. Cloud Technology Providers Who are they? – Companies that offer technology that adds value to a clients cloud experience. Includes operation and business support services. – Development, Enablement, automation, integration tools and technologies. How do they make money? – Adding your technology to public and private clouds… What do they need? – Industry standards – Market reach – cloud agnostic – Access to developer communities and sales teams How can IBM help? – Cloud Manifesto / Open API – IBM Development & Test on the IBM Cloud © 2010 IBM Corporation – IBM developerWorks Communities – Cloud Specialty benefits17
  18. 18. Cloud Specialty: Cloud Technology Providers Qualification requirements Benefits Skills Use of the PartnerWorld Cloud Specialty Mark – Validated Solution on the IBM Cloud IBM confidential updates on IBM’s cloud strategy – Demonstrated skills in IBM technology and roadmap – Create a Sales Enablement Package Internal use of LotusLive Revenue – Waived for 2011 Networking Opportunities Client References Case Study Creation – Two verified cloud client references within last 24 months Promotion through developerWorks Cloud Zone © 2010 IBM Corporation18
  19. 19. IBM cloud solution update Private Cloud Infrastructure & Business Solutions Implementation Platform Services Opportunity: $23B Opportunity: $16B Opportunity: $22B growing to $67B growing to $55B growing to $67B •CloudBurst/ •SCE •Lotus Live ISDM •Desktop •Cognos/ •Cast Iron analytics •Tivoli Live •Sterling •Workload Commerce Deployer © 2010 IBM Corporation IBM source data is based on analysis done by the IBM Market Intelligence and is provided for illustrative purposes and is not intended to be a guarantee of market opportunity.19
  20. 20. Getting Started 1 Identify the partner model(s) that best meet your business objectives 2 Visit ibm.com/cloud/partner for program details including key products, services and skills requirements 3 Contact your IBM representative or send an email to saas@us.ibm.com to©getIBM Corporation 2010 started20
  21. 21. What is the Solution Specialty Advisor? Designed for the Business Partner (with THEIR input!) Web based application Step-by-step guidance on becoming a specialty Business Partner that offers: Smarter Planet Overview (flash file) Steps required Customized Gap Analysis © 2010 IBM Corporation
  22. 22. © 2010 IBM Corporation
  23. 23. © 2010 IBM Corporation
  24. 24. © 2010 IBM Corporation
  25. 25. Thank You! ibm.com/cloud/partner © 2010 IBM Corporation © 2011 IBM, the IBM logo, ibm.com, Smarter Planet, the Smarter Planet icon, Cognos and LotusLive are trademarks of IBM Corp. registered in many jurisdictions worldwide. A current list of IBM trademarks is available on the Web at "Copyright and trademark information” at ibm.com/legal/copytrade.shtml25
  26. 26. Obviously you can skip step 1. What is a little confusing is that the term "solution" is used in two different ways in step 3, the Specialty nomination. The first use of "solution" is the description of your firms capabilities, ie, the info you enter in the Global "Solution" Directory at step 2. The second use of the term "solution" in step 3 is really asking you to select which cloud "path" or cloud business model best fits your firm. Here you want to select Cloud Builder path as the Cloud "Solution" Area. 1. Join PartnerWorld. http://www.ibm.com/partnerworld/pwhome.nsf/weblook/pub_join_allBPs.html 2. At the IBM Global Solutions Directory (GSD) create a solution entry describing your firms cloud capabilities and / or cloud computing solution. (http://www- 304.ibm.com/partnerworld/gsd/homepage.do) 3. Nominate your firm for the Cloud Specialty as follows: o From the GSD web page, select “Nominate your solution for an IBM Industry Framework, technical validation or Specialty" o Sign in, select your cloud solution, and select the Cloud Computing Specialty o Select your Cloud Solution area and complete the additional questions asked 4. Your nomination will require that your firm: o Complete the certification requirements. In general, you must achieve and maintain in your firm approved certifications: · Cloud sales and technical certifications · Brand sales and technical certifications o Submit client references. The references must: · be based on the IBM cloud computing solution area · meet the criteria for and earn PartnerWorld points 5. Submit your nomination. You will receive a confirmation note from PartnerWorld Contact Services that your nomination is in process. Here is a clip of the Global Solution Directory web page with step 2 and step 3 highlighted... © 2010 IBM Corporation26
  27. 27. Cloud Builder Skills You Will Need - SalesBasic Firm Cloud Capabilities Consultative solution selling Infrastructure skills (Infrastructure Specialties)Cloud Sales Skills SEI Training Cloud Computing Basics IBM Cloud Reference Architecture (High-level) Cloud Sales certification (cert # 50001101)Brand Skills for Cloud Private cloud infrastructure Virtualization & Platform Management Service Management WebSphere © 2010 IBM Corporation Cast Iron
  28. 28. Where to get Sales Education Cloud Sales Skills Duration Education Resource Links Cost 1 Hour BP Presentation Free Cloud Computing Basics 10 Min Quick Reference Guide Free 1 Hour Know Your IBM Free Recorded WebcastBasics IBM Cloud Reference Architecture 1 Hour Free Cloud Sales Guide for Business Partners 30 min Sales Guide Free Prep class Cloud Sales Certification 1.5 Hours Free (Course id 2992, free for BP) 1 Hour White boarding Free Consultative Selling 1 Hour Sales Simulator Free 1 Day SEI Private Cloud Boot camps Travel Tivoli Service Management 2 Days SEE NEXT PAGE Free WebSphere Cloudburst Appliance 1 Hour Capturing the Cloud FreeBrand Cast Iron 3.5 Hrs Virtual Road Show Free 3 Days Top Gun Classes (see slide 22) Free* Brand – Systems & Storage (STG) © 2010 IBM Corporation Various Systems College (see slide 22) Free* 1 Day Cool Cash Cloud Workshops Travel Brand – Software (SWG) Various Software College Free* * Education is free but class room course may require travel
  29. 29. Tivoli Service ManagementBP Sales Enablement Cloud Overview Tivoli and the SEI Private Cloud Initiative https://www- 304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_SMOR- 8E7HEA/lc=en_US Sales Kits Review TPM and ISDM/TSAM Sales Kits https://www- 304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N707891W9248 4P06 https://www- 304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D062852O31637 V07 Tivoli Virtual Sales IBM Service Automation Manager (ISDM) Academy IBM Tivoli Provisioning Manager IBM Service Delivery Manager http://tvsa.bluehost.ibm.com/bp_index.html © 2010 IBM Corporation
  30. 30. STG Cloud Education Resources Cloud Computing Roadmap Cloud Computing Top Gun Class This face-to-face class will provide a solid foundation for participants to broaden their understanding and sales skills around cloud computing emphasizingWithin System College, select Smarter Planet Solutions, then team cooperative selling approaches across brands. Through lectures, hands on exercises and interactive class discussions, participants will leave click on the Roadmaps tab, and then Cloud Computing this class with the skills to close business using IBMs cloud computing offerings. >> LINK << >> LINK << © 2010 IBM Corporation
  31. 31. Cloud Builder Skills You Will Need -Technical Basic Firm Cloud Capabilities Solution design Infrastructure technical skills (Infrastructure Specialties) Cloud Technical Skills SEI Training Cloud Computing Basics IBM Cloud Reference Architecture (Details) Cloud Technical certification (cert # 50001201) Brand Skills for Cloud Virtualization & Platform Management IBM Director Network, Storage Manager VMWare Tivoli Service Management Tivoli ISDM: IBM Service Delivery Automation Manager Provisioning Manager Usage & Accounting Manager WebSphere Applications in the Cloud Websphere Cloudburst Appliance © 2010 IBM Corporation Cloud Integration Cast Iron
  32. 32. Where to get Technical Education Duratio Education Resource Cloud Technical Skills n Cost Links IBM Cloud Reference Architecture 1 Hour Recorded Webcast FreeBasics IBM System Architect Handbook Varies Redbook Free Building Private Clouds 3 Day SEI Technical cloud boot camps Travel Tivoli Integrated Service Delivery 3 SEE NEXT PAGE Travel Manager Weeks Education Assistant Self-paced Websphere Cloudburst Appliance 2 Hours FreeBrand Training Brand – Systems & Storage (STG) Various Systems College (see slide 22) Free* Brand – Software (SWG) Various Software College Free* Brand – Global Technology Services Various Services College Corporation Free* (GTS) © 2010 IBM * Education is free but class room course may require travel
  33. 33. © 2010 IBM Corporation
  34. 34. IBM PartnerWorld Cloud Portalwww.ibm.com/partnerworld/cloudStarting point for all Cloud resources for IBM Business PartnersFeatured announcements, tools, offerings, educationSolutions for application developers, cloud builders, and IBM Cloud services resellersLinks to additional essential resourcesUpdated regularly © 2010 IBM Corporation
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