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2011.06.24. Cloud builder - Forum des Partenaires du Cloud IBM - Loic Simon

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Deck exploité au cours de l'atelier "Cloud Builder" du Forum des Partenaires du Cloud IBM - 24 juin 2011.

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2011.06.24. Cloud builder - Forum des Partenaires du Cloud IBM - Loic Simon

  1. 1. Cloud Builder Jean-François Mery, Robin Regnaud, Lionel Maugey
  2. 2. <ul><li>Marché et Besoins adressés </li></ul><ul><li>Modèle de Business </li></ul><ul><ul><li>Proposition de valeur </li></ul></ul><ul><ul><li>Modèle Financier </li></ul></ul><ul><ul><li>Modèles de Business complémentaires </li></ul></ul><ul><li>Facteurs Clés de Succès </li></ul><ul><li>IBM et les Cloud Builders </li></ul><ul><ul><li>Offres Cloud Majeures et Services Cloud complémentaires </li></ul></ul><ul><ul><li>Ecosystème de Partenaires, accompagnement au Changement </li></ul></ul><ul><ul><li>Formation et Support Technique, Commercial et Marketing </li></ul></ul><ul><ul><li>IBM Cloud Computing Specialty </li></ul></ul><ul><li>Plan de démarrage et d’accélération </li></ul>Cloud Builder
  3. 3. Cloud Builder: 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)
  4. 4. Cloud Application Providers + Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers
  5. 5. Cloud Builders Best’Ware Arrow ECS Frame BP Perensys Techdata IBM SWG/STG Metrologie Qui ? Intégrateurs d’Infrastructures, CSI, Revendeurs à valeur ajoutée… qui a ident les clients à concevoir, construire et gérer leurs clouds privés Revenu? : Projets, Revente Besoins ? Compétences en architecture de solution Cloud Etapes de progression & roadmap pour engager les clients Portefeuille de technologies cloud éprouvées, configurations de référence, solutions d’intégration… Support IBM ? Accompagnement technique, commercial et marketing, Certification Cloud, Bénéfices de la Cloud Computing Specialty Midrange D-FI Sogeti Evea CPS Diademys Atos Origin BP Computacenter Cristal Perensys T-Systems IBM GTS IBM GBS SCC Infotel Umanis ACMI Oceanet
  6. 6. [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 BP 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. 7. <ul><li>Application strategy and assessment </li></ul><ul><li>Infrastructure strategy and design </li></ul><ul><li>Security assessments and readiness </li></ul><ul><li>Cloud rapid assessment </li></ul><ul><li>Network design and build </li></ul><ul><li>Infrastructure virtualization, implementation and migration </li></ul><ul><li>Image provisioning </li></ul><ul><li>Infrastructure as a service </li></ul><ul><li>Service Management </li></ul><ul><li>Deployed infrastructure services </li></ul><ul><li>Application design </li></ul><ul><li>Application development or migration </li></ul><ul><li>Application testing </li></ul><ul><li>Private application hosting </li></ul>Help me get started. Help me define my cloud strategy. Help me prepare my infrastructure for cloud. Help me build, test and deploy workloads to a private cloud. Situations Clients Typiques.
  8. 8. Clients are seeking advice from outside providers for planning and implementing Private Cloud deployments Source: Market Assessment Panel, Cloud Computing Study Question 17: You previously indicated that you have implemented, plan to implement, or would consider implementing services using the Internal delivery method. For which phase(s), if any, have you acquired or would you consider acquiring outside provider help? Base: 847. Percent Selecting Note: Respondents could select multiple phases Use Of Outside Provider By Lifecycle Phase For Private Cloud <ul><li>Decision-makers scoring high on the Private Cloud Index* are significantly more likely to utilize external providers for assessment and education </li></ul><ul><li>Those currently using traditional outsourcing are more likely to consider the use of external provider services for the management and maintenance of their companies’ IT infrastructure in a Private Cloud initiative </li></ul>
  9. 9. Besoins Clients : Mettre à disposition de l’entreprise des Services qui ont les mêmes caractéristiques que les Services « aaS » proposés par des Clouds Publics <ul><li>Partagés, Standards, Packagés </li></ul><ul><li>Self-service, Immédiats </li></ul><ul><li>Elastiques, Extensibles </li></ul><ul><li>Payés à l’usage, mesurés </li></ul><ul><li>Accessibles par Internet, de n’importe où </li></ul><ul><li>Connectables, Disposant d’API publiés </li></ul><ul><li>On-demand self-service </li></ul><ul><li>Broad network access </li></ul><ul><li>Resource pooling </li></ul><ul><li>Rapid elasticity </li></ul><ul><li>Measured Service. </li></ul><ul><li>Définition NIST </li></ul>
  10. 11. Cloud Builder <ul><li>Marché et Besoins adressés </li></ul><ul><li>Modèle de Business </li></ul><ul><ul><li>Proposition de valeur </li></ul></ul><ul><ul><li>Modèle Financier </li></ul></ul><ul><ul><li>Modèles de Business </li></ul></ul><ul><ul><li>complémentaires </li></ul></ul><ul><li>Facteurs Clés de Succès </li></ul><ul><li>IBM et les Cloud Builders </li></ul><ul><ul><li>Offres Cloud Majeures et Services Cloud complémentaires </li></ul></ul><ul><ul><li>Ecosystème de Partenaires, accompagnement au Changement </li></ul></ul><ul><ul><li>Formation et Support Technique, Commercial et Marketing </li></ul></ul><ul><ul><li>IBM Cloud Computing Specialty </li></ul></ul><ul><li>Plan de démarrage et d’accélération </li></ul>
  11. 12. Accompagner sur le chemin de l’évolution vers le Cloud CONSOLIDATE Physical Infrastructure Public CLOUD (B) Dynamic provisioning for workloads VIRTUALIZE Increase Utilization STANDARDIZE Operational Efficiency AUTOMATE Flexible delivery & Self Service SHARED RESOURCES Common workload profiles Ready the Infrastructure Integrate with existing infrastructure Traditional IT (A) Private CLOUD Dynamic provisioning for workloads <ul><li>- Conseil &prescription </li></ul><ul><li>Intégration (Cast iron) </li></ul><ul><li>- Gérer A vers B </li></ul><ul><li>- Gérer A et B </li></ul>Partenaire IT traditionnel SWG PaaS + Services
  12. 13. Cloud Computing Reference Architecture CCMP drill-down, important topics <ul><li>CCMP defines all management functions commonly needed for the automated delivery & management of any cloud service </li></ul><ul><li>Components are grouped in two major categories: Operational Support Services (OSS) and Business Support Services (BSS) </li></ul><ul><ul><li>OSS: Responsible for managing the runtime components of cloud services </li></ul></ul><ul><ul><li>BSS: Responsible for all business / finance related aspects of cloud services </li></ul></ul><ul><li>Economies of scale can be achieved by managing multiple cloud services with the same set of mgmt components (see architectural principles) </li></ul><ul><li>Image Management </li></ul><ul><li>Design, build and manage images for cloud services </li></ul><ul><li>Security </li></ul><ul><li>Design for Multi-Tenancy </li></ul><ul><li>Protect assets through Isolation, integrity, image- risk and compliance management </li></ul><ul><li>Usage Metering and Accounting </li></ul><ul><li>Flexible support of delivery models </li></ul><ul><li>Virtualized Resource Management </li></ul><ul><li>Deploy cloud services on virtualized resources </li></ul><ul><li>Manage virtual resources </li></ul><ul><li>Service Automation Management </li></ul><ul><li>Interpret and Execute Build- and Management Plans </li></ul><ul><li>Orchestrate Management Componentry </li></ul>
  13. 14. … en répondant à leurs préoccupations majeures / Cloud Intégration au système d'information existant Sécurité Qualité de service et engagements associés - IBM Security Framework - Managed Backup Cloud - Cast Iron - Architecture Commune - Localisation des données - Réversibilité - Niveau de service Infrastructures physiques Réseau, Serveur et Terminal Données et informations Personnes et identité Applications et process
  14. 16. Workload Deployment Models are evolving Integrated Middleware Platform & Image Management Virtualized Applications Individual Deployment Middleware Application Hardware Consolidation & Virtualization Standardization & Automation Operating System Shared Hardware MW MW App App OS OS Shared Hardware Shared Infrastructure MW App OS MW App OS MW App OS <ul><li>Benefits </li></ul><ul><li>Increased utilization of infrastructure </li></ul><ul><li>Location independent deployment </li></ul><ul><li>Benefits </li></ul><ul><li>Standardized middleware </li></ul><ul><li>Increased utilization of software </li></ul><ul><li>Improved deployment speed </li></ul><ul><li>Simplified applications management </li></ul>Shared Infrastructure Integrated Middleware Platform App App App App Image Management <ul><li>Challenges </li></ul><ul><li>Low hardware utilization </li></ul><ul><li>Heavily customized infrastructure </li></ul><ul><li>Challenges </li></ul><ul><li>Building images </li></ul><ul><li>Image proliferation </li></ul><ul><li>Governance of changes </li></ul><ul><li>Creation of composite applications </li></ul><ul><li>Connectivity to legacy and off premises applications </li></ul>
  15. 17. Key capabilities fundamental to private clouds Application and Data Integration Workload and Topology Patterns Service Automation Management Image Management Security
  16. 18. Apporter une Méthodologie… 1) Définir une stratégie et une feuille de route 2) Préparer l'infrastructure existante au Cloud 3) Démarrer en ciblant des domaines d'application spécifiques Comprendre la stratégie Analyser les workloads Choisir le modèle de delivery Analyser les gaps Determiner le ROI Élaborer la feuille de route - Virtualiser et automatiser les systèmes existants - Mettre en place les technologies & services nécessaires au Cloud - S’assurer que le Service Management est en place (catalogue de Services, Outils de provisioning, etc…) - Choisir un type d’activité à faible risque tel que le test et développement - Standardiser les applications et les systèmes
  17. 19. <ul><li>Consulting services revenue from helping clients with their cloud strategy and plan </li></ul><ul><li>Resell of hardware & software components to build private clouds (margins & incentives) </li></ul><ul><li>Value-add services: client solution design, integration, implementation </li></ul><ul><li>Annuity revenue from ongoing managed services </li></ul>How Cloud Builders make money ?
  18. 20. Profit Zones for Cloud Builders Cloud Services (XaaS) Arms Supply Enterprise Private ($36B) Cloud Services Provider ($24B) Managed Private ($19B) Hosted Private ($16B) Public Services ($104B) Specialty Services High Margin Enterprise User A User B User C User D User E Cloud Public Services Ent A Ent B Ent C Standardized Services Private Cloud, behind a firewall Commodity - MIPS for Rent Point Products High Volume Low Margin Sell to Low Volume High $$ size High Volume Med Margin Complex Competitive Sell thru High Volume Low Margin Solutions -Low Volume High Value High Margin Highest Moderate Low Lowest IBM Margin Potential Enterprise Data Center Private Cloud Enterprise Data Center Service Provider Operated Managed Private Cloud Service Provider Operated Hosted Private Cloud - Dedicated Service Provider Operated Hosted Private Cloud - Shared
  19. 21. Sample Cloud Deals for IBM Business Partners Cloud Deal Types/ Customer Use Cases IBM Solution Elements Average Deal Size Contract Terms BP Gross Profit Follow On Opportunities for Partners (Examples) Target Customers Cloud Assessment & Consulting Project GBS/GTS Methods & Tools $25-50k 1-2 weeks 30-40% Private Cloud Pilot, Security project, Public Cloud vendor selection Any size client, Virtualization clients Cloud Components Sale – IBM Service Delivery Manager (Software) Tivoli – TSAM, TUAM, Monitoring $100k License transaction 20% IT Architecture Road Mapping, Integration Services, Any size client IBM Cloudburst Appliance Solution Blade, Tivoli, ITS Installation $200k-$1M Purchase transaction 20% Assessments, Help Desk, Maintenance Services Mid-market, Large Private Cloud Pilot Project IBM HW/SW, Consulting, Application Development, System Integration $200k-400k 4-6 weeks 30-40% Assessments, Networking, Off Premise Cloud Services from IBM Mid-market, Large IBM SaaS Service Contract – LotusLive LotusLive – Collaboration, Conferencing, e-mail $10k-$1M, varies 1, 2, 3 years 15-40% Application Integration Any size client IBM IaaS Service Contract – Smart Business Storage (Private Cloud) IBM SONAS hardware, GTS Mgd Service $1M-$3M, varies Flexible 15% Assessments, Maintenance Services, Help Desk, Data Migration Large IBM IaaS Service Contract – Smart Business Desktop Cloud Hosted desktop subscription service $200k-$1M, varies Flexible 20-35% Help Desk, Security, Networking Large IBM IaaS Service Contract – SmartCloud Enteprise Virtual servers and SW develop. tools $2k-$50k per month Annual contract 15-30% Expand into other IBM Compute Cloud services Mid-market, Large IBM IaaS Service Contract – Information Protection and Security Managed security service $350k 3 years 20% Business Continuity, Image Management Mid-market, Large
  20. 22. Modèles de Business Complémentaires Cloud Builder Cloud Services Solution Provider Cloud Infrastructure Provider Partner Revenue Sources IBM Solutions to Sell Fast Start Activities Average Deal Size Selling Skills Technical Skills Partner Gross Profit Target Buyers Most Common Cloud Business Models Product Resale – HW, SW, Networking Brokerage Fees and Renewals Hosted/Managed Services (Private Cloud) Consulting, Integration Services Assessment, Integration, Help Desk Consulting, Integration Services Security, Networking, Data Migration Data Integration, Outsourcing Private Cloud Custom Development Projects IBM Private Cloud Reference Configurations BPaaS – Blueworks Live, Expense Reporting SaaS – LotusLive, RationalAppscan, Unica, Sterling Commerce, Cognos IBM Cloud Service Provider Platform, IPS, Managed Security, Compute, Storage, Virtual Desktop IBM Service Delivery Manager, Tivoli Products, WebSphere Clouburst, Cast Iron PaaS – Rational, WebSphere, Lotus, Information Management IaaS – IBM Compute Cloud, Security, Storage, Desktop, Backup/Recovery Industry Clouds – Federal Community, Municipal Government, Medical Imaging, Clinical Development, Collaborative Care, Banking, Education, Telco $100k to $1M+, Average = $400k $2k/mth up to $3m/3 years, Average = $500k/yr Wide variation of deal sizes and contractual relationships 30-40% 15-40% 30-50% IT Department – CIO, IT Director Line of Business, IT Department CEO, CFO, CIO, CTO Consultative Solutions Selling Term Contract Selling, Solutions Relationship Selling, Outsourcing Workload Assessment/ROI Tools Workload Assessment/ROI Tools TCO Analysis, Lease vs Buy IBM Cloud Architecture, Virtualization, Platform Management, Service Management Cloud Provider Evaluations Provisioning, Billing Data Center Management, Cloud Services Provisioning, Help Desk Tivoli Certification, WebSphere, Rational, DB2, Cast Iron Help Desk On premise/off premise data integration IBM Product Evaluations/Installs, Cloud Certification, Dedicated Cloud Technical Team Cloud Certification, Managed Services Contract IBM Cloud Services Provider Platform, IBM Cloud Hosting Provider Startup Kit
  21. 23. <ul><li>Marché et Besoins adressés </li></ul><ul><li>Modèle de Business </li></ul><ul><ul><li>Proposition de valeur </li></ul></ul><ul><ul><li>Modèle Financier </li></ul></ul><ul><ul><li>Modèles de Business complémentaires </li></ul></ul><ul><li>Facteurs Clés de Succès </li></ul><ul><li>IBM et les Cloud Builders </li></ul><ul><ul><li>Offres Cloud Majeures et Services Cloud complémentaires </li></ul></ul><ul><ul><li>Ecosystème de Partenaires, accompagnement au Changement </li></ul></ul><ul><ul><li>Formation et Support Technique, Commercial et Marketing </li></ul></ul><ul><ul><li>IBM Cloud Computing Specialty </li></ul></ul><ul><li>Plan de démarrage et d’accélération </li></ul>Cloud Builder
  22. 24. Cloud Channel Capabilities Model Focus Areas Level One Level Two Level Three Level Four Level Five Select Cloud Target Market Segments Enterprise Private Cloud (Resell) Public Services (Resell) Enterprise Private Cloud (Implement), Cloud Services Provider Managed Private, Hosted Private All segments Select Your Business Model Strategy Technology Provider Cloud Services Solution Provider, Cloud Aggregator/Marketplace Cloud Builder , Cloud Application Provider Cloud Infrastructure Provider Cloud Innovator Typical Channel Firms VADs, VARs, Solution Providers VADs, VARs, MSPs, SIs, BPOs, Offshore SI’s, Solution Providers , ISV’s MSP’s, VARs, Solution Providers, Data Centers Cloud-based Startups Establish Financial Goals (1, 2-3 years) Product Resale Revenue, Volume Play Services Resale, SaaS, IaaS Volume Play Xx # of Private Cloud & IT Services Projects, Design/Build/Pilot Play # of Clients/Clouds under management, Managed Services Play Cloud Revenue = 100%, Hyper-growth Play Define Your Customer Acquisition Strategy Resell to current customers Existing Mgd Services Clients, New Prospects Specific Apps/Wk-Loads Existing Virtualization Clients Move customers towards outsourcing relationship Small Businesses, ISV’s, Industry Verticals, “Early Adopter” Countries Organize Your Team Existing Sales Team Dedicated Sales Team New Practice Area or expansion of Virtualization Team Dedicated Cloud Infrastructure (NOC) Management Team Cloud Industry Teams, Professional Services, Sales, NOC, R&D Select Vendor Offerings and/or Develop Your Own Client Offerings Cloud Assessments Virtualization HW & SW, Systems SW, Service Management SW, Tools, Maintenance Services Cloud Assessments BPaaS/SaaS/PaaS/IaaS vendor services across high demand workloads Cloud Assessments Cloud Consulting, IT Strategy, Solutions Design, Installation Deployment, Integration Cloud Assessments Performance Monitoring, Disaster Recovery, Hosting, Help Desk, Data Migration Cloud Assessments Business Consulting, IT Services, Outsourcing, App. Development, own BPaaS/SaaS/PaaS/IaaS Develop Cloud Skills in Your Firm Knowledge of Cloud Technology and Vendor Products/Solutions Managed Services Sellers Business & IT Consulting Cloud Architecture & Design Technical Selling Managed Services, Annuity Contracts, Tiger Teams A to Z Cloud Skills Strategic Alliances with Cloud Vendors/Providers Delivery Capabilities Resale Contracts, Product Installs, etc. Resale Contracts, API’s with Vendor Systems, Provisioning, Billing Cloud Infrastructure, Cloud Sandbox, Demonstration Center Data Center, Provisioning, Billing All Prior Levels Develop Marketing Plans Offering Announcements Vendor Co-marketing Offering Announcements Advertising, Vendor Co-marketing IT Seminars/Webinars, Client Education, Vendor Co-marketing C-level Seminars, IT Webinars, Advertising Press Releases, Advertising, Conferences Industry Events
  23. 25. What are Successful Partners Doing right now and how does it impact their business <ul><li>Developing Private Cloud solutions with existing customers </li></ul><ul><li>Being proactive and fully embracing the advantages and value that Private Cloud provides. </li></ul><ul><li>Disruptive nature of Cloud becomes an advantage in competitive win-back . </li></ul><ul><li>Developing a strong relationship strategy with both customers and vendors. </li></ul><ul><li>Ecosystem relationships will be critical success factor. </li></ul>Speed to Market New Opportunities Faster Sales Cycle More Powerful Relationships
  24. 26. <ul><li>Marché et Besoins adressés </li></ul><ul><li>Modèle de Business </li></ul><ul><ul><li>Proposition de valeur </li></ul></ul><ul><ul><li>Modèle Financier </li></ul></ul><ul><ul><li>Modèles de Business complémentaires </li></ul></ul><ul><li>Facteurs Clés de Succès </li></ul><ul><li>IBM et les Cloud Builders </li></ul><ul><ul><li>Offres Cloud Majeures et Services Cloud complémentaires </li></ul></ul><ul><ul><li>Ecosystème de Partenaires, accompagnement au Changement </li></ul></ul><ul><ul><li>Formation et Support Technique, Commercial et Marketing </li></ul></ul><ul><ul><li>IBM Cloud Computing Specialty </li></ul></ul><ul><li>Plan de démarrage et d’accélération </li></ul>Cloud Builder
  25. 27. Cloud Builders: What To Sell <ul><li>1 : Custom Private Cloud Infrastructure </li></ul><ul><ul><ul><li>Build your private cloud platform with starting points for </li></ul></ul></ul><ul><ul><ul><li>Virtualization & Platform Management </li></ul></ul></ul><ul><ul><ul><li>Service Management with Tivoli ISDM </li></ul></ul></ul>IBM has a comprehensive portfolio of offerings for building private clouds, however IBM Business Partners can start with the priority offerings listed here. <ul><li>2: IBM Workload Deployer </li></ul><ul><ul><ul><li>Securely deploy, manage, and maintain virtual images and patterns in a private cloud </li></ul></ul></ul><ul><li>3 : Cast Iron </li></ul><ul><ul><ul><li>Integrate public clouds with private clouds & existing IT infrastructure </li></ul></ul></ul>Click here for a more complete view of cloud builder offerings
  26. 28. Cloud Building Blocks Advanced Cloud ISDM Superior Cloud Function Server, Storage, Networking Virtualization Platform Mgt Cloud Preparedness through Virtualization Reference HW Configs Virtualization Platform Mgt Custom Advanced Cloud Reference Configurations ISDM Superior Cloud Function Partners can grow skills over time to move to the right = Components available to the channel now Cloud Entry Standardization & Automation Advanced Cloud Orchestration & Integration Basic Cloud Provisioning and Automation Server, Storage, Networking Server, Storage, Networking Virtualization Platform Mgt Virtualization Platform Mgt Note: Includes future offering plans that are subject to change Virtualization Entry Cloud
  27. 29. Cloud Building Blocks DOCUMENTS DETAILLANT LES OFFRES DE SYSTEMES INTEGRES ET DE CONFIGURATIONS DE REFERENCE DISPONIBLES SUR DEMANDE [A USAGE INTERNE IBM et PARTENAIRES]
  28. 30. Simplify access and improve management to achieve quicker Service Delivery Wait time for self service reduced by 98% Build dev / test envts: 1 week to 1 hour Reduce provisioning time by 51% Deploy services in less than 30 mins <ul><li>Service Automation Management </li></ul><ul><li>Automated provisioning and de-provisioning </li></ul><ul><li>Simplified access to computer, storage, and networking resources </li></ul><ul><li>Standardization and automation for faster dev, test, pre-production, and production systems </li></ul><ul><li>Value Realized </li></ul><ul><li>Wait time for self service reduced by 98% </li></ul><ul><li>Build dev / test envts: 1 week to 1 hour </li></ul><ul><li>Reduce provisioning time by 51% </li></ul><ul><li>Deploy services in less than 30 mins </li></ul>IBM Tivoli Service Automation Manager <ul><li>Service Subscription </li></ul><ul><li>Request a service </li></ul><ul><li>“ Sign“ contract </li></ul><ul><li>Service Creation </li></ul><ul><li>Scope of service </li></ul><ul><li>SLAs </li></ul><ul><li>Service Termination </li></ul><ul><li>Controlled clean-up </li></ul><ul><li>Deploy Service </li></ul><ul><li>Request-driven provisioning </li></ul><ul><li>Self-service interface </li></ul><ul><li>Manage Service Ops </li></ul><ul><li>Control ops and changes </li></ul><ul><li>Automate changes </li></ul><ul><li>Offer Service </li></ul><ul><li>Register services, resources </li></ul><ul><li>Add to service catalog </li></ul>Developer Architect IT Ops
  29. 31. Reduce image sprawl and operational costs with Image Management <ul><li>Image Management </li></ul><ul><li>Build and deploy images from master patterns </li></ul><ul><li>Federate an image inventory across your environment </li></ul><ul><li>Templatize complex app patterns into images </li></ul><ul><li>Shift the management to master images vs instances </li></ul><ul><li>Enable offline analytics and maintenance operations </li></ul><ul><li>Value Realized </li></ul><ul><li>Reduce labor costs by 40% - 80% by increasing server image/ admin ratio </li></ul><ul><li>Over 50% lower TCO </li></ul><ul><li>Improve compliance </li></ul>Instantiate images onto virtual servers, enabling high speed topology composition and provisioning Versioned image library enabling backup, monitoring, patching, securing and analyzing Design and generate semantically rich images IBM Tivoli Provisioning Manager Build Deploy Manage
  30. 32. IBM Service Delivery Manager Software Bundle to Ease Private Cloud Deployment See announcement letter 210-214. Features Advantages Benefits Pre-configured software stack delivered via virtual images <ul><li>Greatly simplify and accelerate installation, configuration and integration of the solution. </li></ul><ul><li>Achieve both rapid time-to-value and greater return-on-investment. </li></ul><ul><li>Reduce or minimize capital expenditures by reusing existing hardware resources. </li></ul>Secure user centric self-service portal, automation engine & catalog <ul><li>Single portal interface delivers ease of use to admin & service requestors </li></ul><ul><li>Users can request the services they need, when they need them, for the time they need them. </li></ul><ul><li>Admin can easily get visibility & control of all requests of cloud resources. </li></ul><ul><li>Eliminates manual processes for requesting resources. </li></ul><ul><li>Minimizes system outages caused by human intervention/errors. </li></ul>Automated provisioning & de-provisioning <ul><li>Allow greater automation & standardization of service delivery. </li></ul><ul><li>Provisioned in multiple virtual networks for multi-tenancy. </li></ul><ul><li>Resources quickly returned to pool instead of idling </li></ul><ul><li>Resources are provisioned consistently every time. </li></ul><ul><li>Resources can be provisioned in minutes versus weeks. </li></ul><ul><li>Dynamically manage virtual workloads to optimize resource usage. </li></ul>Metering, usage, accounting & monitoring <ul><li>Collect, analyze & bill based on usage and costs of shared assets. </li></ul><ul><li>Deliver detailed information and reports about the intricate use of shared resources. </li></ul><ul><li>Understand costs, track, allocate & invoice by department, user, etc </li></ul><ul><li>Help system admin recover system operating expenses. </li></ul><ul><li>Monitoring for ongoing managing of the service. </li></ul>Virtualization management <ul><li>Understand physical and virtual resource usage and their associations. </li></ul><ul><li>Enables IT to automatically migrate virtual machines across systems to improve service levels & reduce downtime. </li></ul>Prepackaged templates for key services <ul><li>Allows IT workers to set up systems quickly. </li></ul><ul><li>Minimizes skill level required to deploy & manage a cloud. </li></ul><ul><li>Allows higher skilled users to focus on higher value, new business tasks. </li></ul>
  31. 33. Deploy and Dynamically Manage Middleware in Private Clouds IBM Workload Deployer V3 Efficiently deploy and manage new, innovative applications and services in a private cloud <ul><li>Dynamically manage elastic, scalable workloads leveraging your existing virtualization environment </li></ul><ul><li>Optimize for production application workloads , featuring policy driven management of application qualities of service </li></ul><ul><li>Rapidly deploy middleware with pre-configured, easy to use virtual images and workload patterns </li></ul><ul><li>Create private cloud middleware services using a physically secure hardware appliance </li></ul><ul><li>Deploy middleware images and patterns across existing x86, Power and zVM virtual environments </li></ul>Cloud Standards Customer Council http://www.cloudcustomercouncil.org Join your colleagues to drive user requirements into standards development process. Learn More
  32. 34. Take advantage of cloud qualities of service when building and deploying applications Workloads & Patterns Collect and Dispense Deployed and Managed Workloads <ul><li>Value Realized </li></ul><ul><li>Reduce set up time for WebSphere environments from weeks to minutes </li></ul><ul><li>13x – 15x faster time to market </li></ul>Web App Database <ul><li>Workload and Topology Patterns </li></ul><ul><li>Build and deploy apps that scale </li></ul><ul><li>Machine independent </li></ul><ul><li>Optimized for container managed services </li></ul>IBM Workload Deployer Images WAS DB2 Portal MQ
  33. 35. Maximize the value of investments with hybrid cloud integration <ul><li>Data and Application Integration </li></ul><ul><li>Pre-built templates for most common cloud integration scenarios </li></ul><ul><li>Simple configuration, not coding approach </li></ul><ul><li>Deployed as an appliance, virtual appliance, or integration as a service </li></ul><ul><li>Value Realized </li></ul><ul><li>Connect over 40 SaaS apps with each other and with 100’s on-premise applications in days </li></ul><ul><li>Gain real time visibility of business information in the cloud </li></ul><ul><li>Save as much as 80% vs. custom code </li></ul>Cloud Applications IBM WebSphere Cast Iron Integration On-premise
  34. 36. Cast Iron For more information, see the Cast Iron Sales Kit Complete Flexibility IBM Cast Iron Cloud Virtual Appliances Physical Appliances Total Connectivity Complete Reusability TIP Exchange TIP Development Kit TIP Community For All Types of Projects UI Mashups Process Integration Data Migration
  35. 37. 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
  36. 38. Enterprise <ul><ul><li>- Dépenses d’investissement et coûts opérationnels réduits </li></ul></ul><ul><ul><li>- Réactivité accrue </li></ul></ul><ul><ul><li>- Portail web self-service et catalogue de services </li></ul></ul><ul><ul><li>- Facturation adaptée : « pay as you go » avec ou sans réservation </li></ul></ul><ul><ul><li>- Accès sécurisé </li></ul></ul><ul><ul><li>- Aucun engagement </li></ul></ul><ul><ul><li>- Qualité de service (99,5% de SLA) </li></ul></ul>Machines virtuelles Configurations 32-bit Configurations 64-bit Copper Bronze Silver Gold Copper Bronze Silver Gold Platinum Virtual CPU’s with 1.25GHz 1 1 2 4 2 2 4 8 16 Virtual Memory (Gigabytes) 2 2 4 4 4 4 8 16 16 Instance Storage ( Gigabytes) 60 175 350 350 60 850 1024 1024 2048 Prix par heure d’utilisation (sans aucun engagement, hors coûts réseau) Avec Redhat Linux OS € 0.169 € 0.186 € 0.275 € 0.408 € 0.355 € 0.444 € 0.541 € 0.834 € 1.633 Avec Novell SUSE Linux OS € 0.184 € 0.102 € 0.235 € 0.364 € 0.311 € 0.399 € 0.479 € 0.692 € 1.367 Avec Windows Server € 0.089 € 0.107 € 0.213 € 0.328 € 0.302 € 0.355 € 0.444 € 0.852 € 1.766
  37. 39. 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
  38. 40. As an IBM Business Partner, how can I order Cloud products, services and solutions for my clients? <ul><li>STG/SWG Cloud products and solutions have part numbers </li></ul><ul><li>Cloud Services from GTS and SWG have offering codes </li></ul><ul><li>STG – Normal Product Distribution ordering systems </li></ul><ul><li>SWG – Passport Advantage, AAS, ASL </li></ul><ul><li>GTS – Statement of Work, eConfig </li></ul>
  39. 41. Rejoindre le bon Ecosystème pour prendre son pied, la tête au dessus des nuages !
  40. 42. Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Club Cloud des Partenaires [Experts Métiers] [Experts BizDev]
  41. 43. 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
  42. 44. Client Finaux Cloud Services Solution Providers & Cloud Application Providers [BPaaS, SaaS] Cloud Infrastructure Providers [IaaS, PaaS] Cloud Builders [Projets Cloud Privés/Publics] Technologies Cloud
  43. 45. 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
  44. 46. IBM Innovation Centers provide support to Cloud Partners <ul><li>EUROPE </li></ul><ul><li>Amsterdam </li></ul><ul><li>Barcelona </li></ul><ul><li>Dublin </li></ul><ul><li>Ehningen </li></ul><ul><li>Hursley </li></ul><ul><li>La Gaude </li></ul><ul><li>Milan </li></ul><ul><li>Paris </li></ul><ul><li>South Bank </li></ul><ul><li>Stockholm </li></ul><ul><li>Tel Aviv </li></ul><ul><li>Zurich </li></ul><ul><li>ASIA </li></ul><ul><li>Bangalore </li></ul><ul><li>Ho Chi Minh City </li></ul><ul><li>Kuala Lumpur </li></ul><ul><li>Manila </li></ul><ul><li>Seoul </li></ul><ul><li>Shanghai </li></ul><ul><li>Sydney </li></ul><ul><li>Tokyo </li></ul><ul><li>NORTH AMERICA </li></ul><ul><li>Austin </li></ul><ul><li>Chicago </li></ul><ul><li>Dallas </li></ul><ul><li>San Mateo </li></ul><ul><li>Toronto </li></ul><ul><li>Waltham </li></ul><ul><li>LATIN AMERICA </li></ul><ul><li>Sao Paulo </li></ul><ul><li>CEEMEA </li></ul><ul><li>Bratislava </li></ul><ul><li>Bucharest </li></ul><ul><li>Budapest </li></ul><ul><li>Cape Town </li></ul><ul><li>Casablanca </li></ul><ul><li>Istanbul </li></ul><ul><li>Johannesburg </li></ul><ul><li>Kiev </li></ul><ul><li>Moscow </li></ul><ul><li>Prague </li></ul><ul><li>Warsaw </li></ul>Technical Enablement Go-to-Market Support Linkage to Value Net Partners
  45. 47. Wondering how to finance Cloud sales? IBM Global Financing cloud financing portfolio can Increase Your Value! <ul><li>Value for Clients </li></ul><ul><li>Rates as low as 0% for IBM software for 12 month terms (in most countries) </li></ul><ul><li>Customize payment structures & deferrals </li></ul><ul><li>Conserve cash & accelerate ROI </li></ul><ul><li>Turn upfront costs into affordable payments </li></ul><ul><li>Value for Business Partners </li></ul><ul><li>Alternate source of working capital </li></ul><ul><li>Improve cash flow, return on working capital, profitability and sales efficiency. </li></ul><ul><li>Improve win rates, reduce need for deep discounting & stimulate repeat business </li></ul>Use the Profit Optimizer Tool: Read Accelerate Growth with Financing white paper to u nderstand how IBM Global Financing can help improve your profitability and obtain a customized report for your firm to show the effects of financing on your bottom line. For more information : www.ibm.com/financing/partner Sample output contact your IBM Global Financing rep
  46. 49. <ul><li>Increased revenue </li></ul><ul><li>Access to IBM expertise on cloud </li></ul><ul><li>Flexible pricing options </li></ul><ul><li>Co-marketing opportunities </li></ul><ul><li>Linkage to other partners in IBM’s cloud </li></ul>IBM helps you find your place in the Cloud with our comprehensive Cloud Specialty Program Benefit to partners Built on Partner Needs Demonstrate skills, revenue, and clients + = Cloud Specialty One program for all Cloud partners Pick a path
  47. 50. Quel Rôle allez-vous Jouer? Partners who build and resell… Partners who deliver… Technology Providers Deliver applications through the cloud, such as with Software as a Service (SaaS). Win higher value, higher margin deals through consultative and solution selling of multiple IBM offerings to build private clouds Provide a public cloud service on which application vendors and companies can host their solution. Have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients. Provide the tools, services, and technologies that help other IBM Business Partners and enterprise clients use the cloud more effectively Cloud Builders Application Providers Services Solution Providers Infrastructure Providers Technology Providers
  48. 51. Cloud Computing Specialty and Software Value Plus (SVP) Capability Authorization Cloud Computing are aligned and complementary <ul><li>Pick 1 path to achieve Specialty </li></ul><ul><ul><li>Cloud Application Provider </li></ul></ul><ul><ul><li>Cloud Builder </li></ul></ul><ul><ul><li>Cloud Infrastructure Provider </li></ul></ul><ul><ul><li>Cloud Services Solution Provider </li></ul></ul><ul><ul><li>Cloud Technology Provider </li></ul></ul>Specialty Requirements Skills Cloud Specialty SVP Cloud Authorization Revenue References SVP “Cloud Authorization” is expected to satisfy Business Partner’s IBM Software skills required for the Cloud Computing Specialty How the Specialty leverages Software Authorization
  49. 52. http://www.ibm.com/cloud/partner
  50. 53. Cloud Builder: How to Get Started Pick a Path Cloud Builder (Best fits your business model) <ul><li>References </li></ul><ul><li>Two clients last 24 months </li></ul><ul><li>Need not to be made public </li></ul><ul><li>Revenue </li></ul><ul><li>Revenue in each selected brand </li></ul><ul><li>Assess your </li></ul><ul><li>Skills </li></ul><ul><li>Use PartnerWorld Profile Sys (PPS) </li></ul><ul><li>Select Brands for </li></ul><ul><li>Certifications & Revenue </li></ul><ul><li>Hardware brand </li></ul><ul><li>Software brand </li></ul><ul><li>Submit Nomination </li></ul><ul><li>Access Global Solution Directory (GBS) </li></ul><ul><li>Describe your firm’s cloud capabilities </li></ul><ul><li>http://www-304.ibm.com/partnerworld/gsd/homepage.do </li></ul><ul><li>Build Plan to Acquire Needed Skills </li></ul><ul><li>IBM Cloud sales & tech certifications </li></ul><ul><li>Add’l brand certifications as needed </li></ul>Achieve Accreditation & Leverage Benefits to Sell Cloud Computing
  51. 54. Cloud Specialty: Requirements & Benefits for Cloud Builders <ul><li>PartnerWorld Cloud Specialty mark </li></ul><ul><li>Business development funds </li></ul><ul><ul><li>Agreed-to PartnerPlan, w/ IMT cloud lead and channel sales </li></ul></ul><ul><ul><li>$25K for marketing & business development (available only for first path selected) </li></ul></ul><ul><li>Lead management consideration </li></ul><ul><ul><li>Priority consideration for cloud opportunities in IBM’s lead management process </li></ul></ul><ul><li>Internal use of LotusLive </li></ul><ul><li>Networking Opportunities </li></ul><ul><ul><li>Invitation to Cloud Specialty reception day(s) built around other IBM and industry conferences. </li></ul></ul><ul><li>Business development workshop </li></ul><ul><ul><li>Cloud go to market & execution plan facilitated by a Cloud Business Development Manager </li></ul></ul><ul><li>IBM confidential updates on IBM’s cloud strategy and roadmap </li></ul><ul><li>Access to IBM assessment tools </li></ul><ul><ul><li>Pre-sales tools for consultative, value-add selling </li></ul></ul><ul><li>IBM Lab Services mentoring </li></ul><ul><ul><li>IBM Lab resources available as mentors (e.g., mentor new technologies or first implementations) </li></ul></ul><ul><li>Skills </li></ul><ul><ul><li>IBM Cloud Reference architecture skills </li></ul></ul><ul><ul><ul><li>IBM Cloud solution advisor certification </li></ul></ul></ul><ul><ul><ul><li>IBM Cloud technical certification </li></ul></ul></ul><ul><ul><li>Brand Skills </li></ul></ul><ul><ul><ul><li>SW Cloud Authorization plus certified skills in either </li></ul></ul></ul><ul><ul><ul><ul><ul><li>IBM Server & Storage Technology </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>IBM Global Technology Services** </li></ul></ul></ul></ul></ul><ul><ul><ul><li>**OR** </li></ul></ul></ul><ul><ul><ul><li>Brand skills in 2 brands selected from 2 different categories*: </li></ul></ul></ul><ul><ul><ul><ul><ul><li>IBM Software </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>IBM Server & Storage Technology </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>IBM Global Technology Services** </li></ul></ul></ul></ul></ul><ul><li>Revenue </li></ul><ul><ul><li>Attainment from selected brands*** </li></ul></ul><ul><li>Client References </li></ul><ul><ul><li>Two verified cloud client references within last calendar year </li></ul></ul>Qualification Requirements Benefits Notes: * Firm must be authorized to resell in brands selected ** Dependent on GTS deployment of certifications *** See specific revenue requirements by IBM brand
  52. 55. Cloud Builder – Sales Skill Criteria
  53. 56. IBM Certified Solution Advisor – Cloud Computing <ul><li>Certification Topics </li></ul><ul><li>Cloud Computing Concepts and Benefits </li></ul><ul><li>Cloud Computing Design Principles </li></ul><ul><li>IBM Software Cloud Architecture </li></ul><ul><li>Audience: Technical Sales </li></ul><ul><li>Solution architects, system integrators, technical sales people </li></ul><ul><li>Test Availability: </li></ul><ul><li>Authorized Prometric testing centers worldwide </li></ul><ul><li>Key areas of competency demonstrated by this certification include an ability to: </li></ul><ul><li>Explain cloud computing concepts </li></ul><ul><li>Describe how the customer can realize the benefits of cloud computing within their environment </li></ul><ul><li>Identify cloud computing architecture and design principles </li></ul><ul><li>Map customer requirements to the IBM Software Cloud Computing offerings </li></ul><ul><li>How to prepare for and take the certification </li></ul><ul><li>Read the Test preparation/Training resources posted at... </li></ul><ul><ul><li>http://www-03.ibm.com/certify/tests/edu032.shtml </li></ul></ul><ul><li>Take the Sample Test at... </li></ul><ul><ul><li>http://www-03.ibm.com/certify/tests/sam032.shtml </li></ul></ul><ul><li>Take the Assessment Test ($30 charge) </li></ul><ul><ul><li>http://www-03.ibm.com/certify/tests/sam032.shtml </li></ul></ul><ul><li>Take the Certification Exam ($200 charge). </li></ul>Available Now! http://www-03.ibm.com/certify/certs/50001101.shtml Is your business partner / trusted advisor Cloud certified?
  54. 57. Cloud Builder Technical Skill Criteria
  55. 58. Technical sales certification IBM Certified Solution Advisor - Cloud Computing Architecture <ul><li>Certification Topics </li></ul><ul><ul><li>Cloud Computing Concepts and Benefits </li></ul></ul><ul><ul><li>Cloud Computing Design Principles </li></ul></ul><ul><ul><li>IBM Software Cloud Architecture </li></ul></ul><ul><li>Audience: Technical Sales </li></ul><ul><li>(i.e., architects, system integrators, technical sales people, application developers) </li></ul><ul><li>Test Availability </li></ul><ul><ul><li>Authorized Prometric testing centers worldwide </li></ul></ul>Available Now! *IBM Certified Solution Advisor – Cloud Computing Architecture V1 http://www-03.ibm.com/certify/certs/50001101.shtml Showcase your advanced skills for a competitive advantage
  56. 59. Cloud Builder Skills and Education <ul><li>Become recognized as a cloud computing expert: </li></ul><ul><ul><li>Build your skills and gain access to enhanced benefits with the IBM Cloud Computing Specialty </li></ul></ul><ul><li>Develop your skills on IBM’s cloud builder offerings: </li></ul><ul><ul><li>Sales Skills & Training </li></ul></ul><ul><ul><li>Technical Skills & Training </li></ul></ul>
  57. 60. <ul><li>Basic Requirements </li></ul><ul><ul><li>Cloud Computing Basics </li></ul></ul><ul><ul><li>Infrastructure Skills </li></ul></ul><ul><ul><li>Consultative Selling </li></ul></ul><ul><ul><li>Cloud Sales Certification (Test 000-032) </li></ul></ul><ul><li>Additional Offering-Specific Requirements </li></ul><ul><ul><li>Private Cloud Infrastructure Reference Configurations </li></ul></ul><ul><ul><ul><li>Virtualization & Platform Management </li></ul></ul></ul><ul><ul><ul><li>Service Management </li></ul></ul></ul><ul><ul><li>IBM Workload Deployer </li></ul></ul><ul><ul><li>Cast Iron </li></ul></ul>Cloud Builder Skills You Will Need - Sales Where to get Sales Education
  58. 61. Where to get Sales Education Cloud Sales Skills Duration Education Resource Links Basics Cloud Computing Basics 1 Hour 10 Min 1 Hour BP Presentation Quick Reference Guide Know Your IBM IBM Cloud Reference Architecture 1 Hour Recorded Webcast Cloud Sales Guide for Business Partners 30 min Sales Guide Consultative Selling 1 Hour 1 Hour 1 Day White boarding Sales Simulator IBM Private Cloud Boot camps Cloud Sales Certification 75 Min Overview & prep test (Course id 2992, free for BPs) Extended Tivoli Integrated Service Delivery Manager 2 Days SEE NEXT PAGE IBM Workload Deployer 1 Hour Various Capturing the Cloud developerWorks article Sales Kit Cast Iron 3.5 Hours Various Virtual Road Show Sales Kit Brand – Systems & Storage (STG) 3 Days Various Top Gun Classes Systems College Brand – Software (SWG) 1 Day Various Cool Cash Cloud Workshops Software College
  59. 62. Service Management (ISDM) Partner Sales Enablement Cloud Overview Tivoli and the 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/N707891W92484P06 https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D062852O31637V07 Tivoli Virtual Sales Academy IBM Service Automation Manager (ISDM) IBM Tivoli Provisioning Manager IBM Service Delivery Manager http://tvsa.bluehost.ibm.com/bp_index.html
  60. 63. <ul><li>Basic Requirements </li></ul><ul><ul><li>Solution Design </li></ul></ul><ul><ul><li>Infrastructure Technical Skills </li></ul></ul><ul><ul><li>IBM Cloud Computing Reference Architecture </li></ul></ul><ul><ul><li>Cloud Technical Certification (Test 000-280) </li></ul></ul><ul><li>Additional Offering-Specific Requirements </li></ul><ul><ul><li>Virtualization & Platform Management </li></ul></ul><ul><ul><ul><li>IBM Director </li></ul></ul></ul><ul><ul><ul><li>Network, Storage Manager </li></ul></ul></ul><ul><ul><ul><li>VMWare </li></ul></ul></ul><ul><ul><li>Service Management </li></ul></ul><ul><ul><ul><li>Tivoli ISDM: Service Automation Manager, Provisioning Manager, Usage & Accounting Manager </li></ul></ul></ul><ul><ul><li>Deploy workload patterns in the Cloud </li></ul></ul><ul><ul><ul><li>IBM Workload Deployer </li></ul></ul></ul><ul><ul><li>Cloud Integration </li></ul></ul><ul><ul><ul><li>Cast Iron </li></ul></ul></ul>Cloud Builder Skills You Will Need - Technical Where to get Technical Education
  61. 64. Where to get Technical Education Cloud Technical Skills Duration Education Resource Links Basic IBM Cloud Reference Architecture 1 Hour Recorded Webcast IBM System Architect Handbook Varies Redbook Building Private Clouds 3 Day IBM Technical Cloud Bootcamps Cloud Technical Certification 75 Min Overview & Preparation Offering-Specific IBM Systems Software Systems College- Software Tivoli Integrated Service Delivery Manager 2 Months SEE NEXT PAGE IBM Workload Deployer 2 Hours Education Assistant Self-paced Training Cast Iron 90 Min IBM WebSphere Cast Iron Technical Sales Mastery Brand – Systems & Storage (STG) Various Systems College Brand – Software (SWG) Various Software College
  62. 65. ISDM Partner Technical Enablement Contact your Tivoli Channel Rep or partner1@us.ibm.com for more information on technical enablement offerings. * The Tivoli Cloud Foundations Workshop includes the Cloud specific components of TPAE and TPM amongst other materials. Architecture Cloud Architecture IBM & Tivoli Cloud Reference Architecture Collateral http://tvsa.bluehost.ibm.com/bp_index.html Technical Skills Enablement (curriculum available March 2011) Recommended Roadmap: Cloud Implementer Roadmap: Courses: Tivoli Cloud Foundations Workshop* (5 Day ILO)   Tivoli Cloud Bootcamp (TSAM & ISDM curriculum elements) (10 days) Apprenticeship 30(?) Days Implementation Experience
  63. 66. STG Cloud Education Resources Cloud Computing Roadmap Within System College, select Smarter Planet Solutions , then click on the Roadmaps tab, and then Cloud Computing >> LINK << 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 emphasizing team cooperative selling approaches across brands. Through lectures, hands on exercises and interactive class discussions, participants will leave this class with the skills to close business using IBM's cloud computing offerings. >> LINK <<
  64. 67. <ul><li>Marché et Besoins adressés </li></ul><ul><li>Modèle de Business </li></ul><ul><ul><li>Proposition de valeur </li></ul></ul><ul><ul><li>Modèle Financier </li></ul></ul><ul><ul><li>Modèles de Business complémentaires </li></ul></ul><ul><li>Facteurs Clés de Succès </li></ul><ul><li>IBM et les Cloud Builders </li></ul><ul><ul><li>Offres Cloud Majeures et Services Cloud complémentaires </li></ul></ul><ul><ul><li>Ecosystème de Partenaires, accompagnement au Changement </li></ul></ul><ul><ul><li>Formation et Support Technique, Commercial et Marketing </li></ul></ul><ul><ul><li>IBM Cloud Computing Specialty </li></ul></ul><ul><li>Plan de démarrage et d’accélération </li></ul>Cloud Builder
  65. 68. Who are the primary contacts for Business Partners for assistance on Cloud Computing Opportunities? <ul><li>IBM Partner Relationship Representatives (CRBP, TBPR) </li></ul><ul><li>Regional Cloud Channel Development Executive </li></ul><ul><ul><li>Loic Simon </li></ul></ul><ul><ul><li>Jean-François Mery </li></ul></ul><ul><li>SEI Private Cloud Integrated Sales Team </li></ul><ul><li>Brand Specialists for Cloud Computing – STG, SWG, GTS </li></ul><ul><li>IBM Cloud Labs and Solution Centers </li></ul>
  66. 69. Des SME* Cloud Pour vous aider <ul><ul><li>Loic Simon [GBP] </li></ul></ul><ul><ul><li>Patrice Fontaine [IDR] </li></ul></ul><ul><ul><li>Lionel Maugey [SEI] </li></ul></ul><ul><ul><li>Florence Marcel [Mkg] </li></ul></ul><ul><ul><li>Et les autres SME* Cloud réunis autour de Philippe Verien. </li></ul></ul>[*Subject Matter Experts]
  67. 70. Nos Propositions <ul><li>Information/Engagement/Formation </li></ul><ul><ul><li>Webinaire/Séminaire de découverte du Cloud </li></ul></ul><ul><ul><li>Cloud Fast Track Workshop [stratégie/action] </li></ul></ul><ul><ul><li>Formation des Equipes Ventes/BizDev « à la carte » </li></ul></ul><ul><ul><li>Formation Technique </li></ul></ul><ul><ul><li>Plan Marketing Individuel ou Syndiqué </li></ul></ul><ul><li>Projets/Deep-Dive </li></ul><ul><ul><li>Mise en relation avec les bons SME IBM et Partenaires pour Projets Clients et/ou « Deep Dive » [Produits & Services, Architecture, Technique, BizModel…] </li></ul></ul><ul><li>Cloud Specialty </li></ul><ul><ul><li>Webinaire/Séminaire de présentation </li></ul></ul><ul><ul><li>Plan d’accès à la Cloud Computing Specialty </li></ul></ul><ul><li>Club Cloud des Partenaires [intégrant le Club Alliances] </li></ul><ul><ul><li>Forum Cloud et sites/blogs associés. </li></ul></ul>
  68. 71. Basic Fast Track Workshop Agenda 5 to 7 hours NOTE: The Agenda can be adapted to address specific topics with deeper dives on specific IBM Cloud solutions depending on BP’s interests. Time Agenda Item 08:00 – 08:15 Workshop Objectives & Introductions IBM/BP Sponsors 08:15 – 08:45 BP’s Business Overview – Historical business mix, current Cloud activities, future Cloud plans (if defined) BP Cloud Advocate 08:45 – 09:15 Cloud Computing – The IBM Point of View IBM Cloud SME 09:15 – 10:00 Cloud Business Model review and selection IBM Cloud SME/Attendees 10:00 – 10:15 Break 10:15 – 11:00 IBM Cloud Offerings portfolio review and prioritization IBM Cloud SME/IBM Brand Representatives 11:00 – 11:30 Develop the Cloud Computing Strategic Business Plan for BP for the current year IBM Cloud SME Workshop attendees 11:30 – 12:30 Develop a Fast Start Action Plan and ongoing Management Process for converting the Cloud Plan into new business opportunities IBM Cloud SME Workshop attendees 12.30 – 13.00 Summarize workshop outcomes and next steps IBM/BP Sponsors
  69. 72. Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Club Cloud des Partenaires [Experts Métiers] [Experts BizDev]
  70. 74. 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
  71. 75. Contenu <ul><li>Elaboré/Inédit </li></ul><ul><li>Livre blanc </li></ul><ul><li>Etude </li></ul><ul><li>Guides </li></ul><ul><li>Vidéo </li></ul>Social Marketing <ul><li>Actualités/Issu de veille </li></ul><ul><li>Billets humeurs </li></ul><ul><li>Traduction </li></ul><ul><li>Revue de presse </li></ul>Outils de publication Blog Site Web ou Site Solution EMAILING PHONING Personnes physiques
  72. 78. Continuons aussi le 7 juillet, à « Culture Cloud », avec les CLIENTS
  73. 79. MERCI ! Infos : Loic Simon - [email_address] +33 6 76 75 40 71

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