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2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

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Deck exploité lors du Forum des Partenaires du Cloud IBM - Atelier "Cloud Services Solution Provider" - Loic Simon [Club Cloud des Partenaires, Club Alliances, Cloud Channel Development]

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2011.06.24. - Cloud Services Solution Provider - Forum des Partenaires du Cloud IBM - Loic Simon

  1. 1. Cloud Services Solution Provider Loic Simon - [email_address] +33 6 76 75 40 71
  2. 3. <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 Services Solution Providers </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 Services Solution Provider
  3. 4. Cloud Services Solution Provider: Position sur le Marché Cloud Enterprise Private ($36B) Hosted Private ($16B) Private Public Income Sources Technology Provider Cloud Builder Aggregator/ Marketplace Application Provider Infrastructure Provider Managed Private ($19B) Cloud Services Provider ($24B) Public Services ($104B) Services Solution Provider Consulting Services Integration Services Cloud Operator HW/SW Resale, Upgrades, Maintenance, Education Consulting, IT Services, HW/SW Resale, Upgrades, Maintenance Hosting, Managed Services, Business Process Outsourcing SaaS, BPaaS Annuity Streams IaaS, PaaS Fees & Renewals Off premise Services Contracts, Vendor Management ($US 2015 WW Cloud market size forecast)
  4. 5. Deux types de Services Cloud revendables / intégrables : IaaS/PaaS et SaaS/BPaaS Source: “Right Cloud, Right Way” CSC Presentation, Cloud Leadership Forum, June 13-15, 2010
  5. 6. Usage du SaaS à ce jour
  6. 7. Les Partenaires IBM et le Cloud La séduction réciproque!
  7. 8. Transformation de l’écosystème sous l’impact du SaaS Source / Vision IDC
  8. 9. Cloud Application Providers + Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers
  9. 10. [Experts Métiers] [Experts BizDev] Cloud Services Solution Providers Aspaway Best’Ware Marketor Lemon Operations. On Channel Sogeti Value360 Arrow ECS PAD SaaS-Guru ESDI Frame OBS Trekk Aforsys CPS Novaliance a-SYS Celadin CollabSYS Cumulus Damaris e-doceo Fremont Hostorg H-Urban ABW Master Performance Alphatec Orateam Synergie Informatique Adelys Atos Origin Basyca Burette CCO Ceriel Comitem Compubase Coreye Cristal Edifixio Ediges Finovia JDC NSIT Perensys Techdata T-Systems IBM GBS GBS Metrologie Infotel Ilta Umanis PureChannelApps ACK Atonis Oceanet LSI Sud Citi Informatique InternationalBoost Acciod Exl Hardis <ul><li>Qui ? </li></ul><ul><ul><li>Sociétés qui revendent de multiples services proposés par des cloud publics et qui offrent des compétences et des services à valeur ajoutée complémentaires tels que la formation, l’intégration…. </li></ul></ul><ul><ul><li>Distributeurs, Intégrateurs, Revendeurs, Infogéreurs, Hébergeurs… </li></ul></ul><ul><li>Revenu ? </li></ul><ul><ul><li>Revente de Services Cloud d’IBM associée à leurs propres services et produits </li></ul></ul><ul><li>Besoins ? </li></ul><ul><ul><li>Portefeuille de services cloud [public] , Programmes de Business Development, Formation et Support </li></ul></ul><ul><li>Support IBM ? </li></ul><ul><ul><li>Services Cloud IBM “Partner enabled”, Bénéfices de la Cloud Specialty </li></ul></ul>
  10. 11. [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 Ceriel 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 SAP LSI Sud Citi Informatique InternationalBoost Acciod Intrinsecc Asplenium Exl Hardis
  11. 12. Position sur le Gartner Cloud Hype Cycle de 2010
  12. 13. Quelques Attributs Clés d’un Service Cloud <ul><li>Partagé, Standard, Packagé </li></ul><ul><li>Self-service, Immédiat </li></ul><ul><li>Elastique </li></ul><ul><li>Payé à l’usage, mesuré </li></ul><ul><li>Accessible par Internet, de n’importe où </li></ul><ul><li>Connectable, 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>
  13. 15. Cloud Services Solution Provider <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 Services Solution Providers </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>
  14. 16. How Cloud Services Solution Providers make money ? <ul><li>Resell multiple public cloud services and earn margin </li></ul><ul><li>Generate additional revenue offering their own complementary value add services to cloud opportunities: </li></ul><ul><ul><li>Consulting </li></ul></ul><ul><ul><li>Helpdesk </li></ul></ul><ul><ul><li>Solution design </li></ul></ul><ul><ul><li>Training and integration </li></ul></ul>
  15. 17. Cloud Enables Global Industry Transformations Source: “The Cloud Roadmap – Delivering Innovation and Efficiency” IBM Presentation, Cloud Leadership Forum, June 13-15, 2010
  16. 18. 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
  17. 19. Examples of Value-add Services for Cloud Workloads General Assessment Targeted Assessment Special Projects Business Case Assist Level 1 Help Desk /Admin Software Licensing Image / Instance Management Security Networking Business Continuity Hardware Provisioning Solution Deployment Data Migration Plan Build Deliver Desktop Management Storage Development and Test
  18. 20. Business Modèles Adjacents 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
  19. 22. <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 Services Solution Providers </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 Services Solution Provider
  20. 23. 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
  21. 24. <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 Services Solution Providers </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 Services Solution Provider
  22. 25. Portefeuille d’offres Cloud IBM SmartCloud Enterprise
  23. 26. Services Solution Providers: What To Sell <ul><li>1 : IBM SmartCloud Enterprise </li></ul><ul><ul><ul><li>An agile cloud infrastructure as a service (IaaS) designed to provide rapid access to security-rich, enterprise-class virtual server environments, well suited for development and test activities and other dynamic workloads </li></ul></ul></ul>IBM has a comprehensive portfolio of cloud services that IBM Business Partners can resell, however IBM Business Partners can start with the offerings listed here. <ul><li>2: IBM SmartCloud Managed Backup </li></ul><ul><ul><ul><li>Provide end-to-end, cloud-based solutions to help your clients protect their business data, regardless of where it's stored </li></ul></ul></ul><ul><li>3 : LotusLive </li></ul><ul><ul><ul><li>Award-winning online collaboration tools, e-mail and social networking services that work together </li></ul></ul></ul>Click here for a more complete view of service offerings
  24. 27. 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
  25. 28. IBM SmartCloud Enterprise <ul><li>Enterprise-class IT infrastructure </li></ul><ul><ul><li>Offering control, reliability, data security and massive scalability in performance and capacity </li></ul></ul><ul><li>IBM owned and managed </li></ul><ul><ul><li>Multi-tenant shared infrastructure </li></ul></ul><ul><ul><li>Highly virtualized </li></ul></ul><ul><ul><li>Multiple IBM delivery centers </li></ul></ul><ul><ul><li>Preconfigured software images </li></ul></ul><ul><li>Enhanced security </li></ul><ul><ul><li>Secured access through the Internet </li></ul></ul><ul><ul><li>Virtual private network option </li></ul></ul><ul><ul><li>Based on IBM security standards </li></ul></ul><ul><li>Usage based model-use </li></ul><ul><ul><li>Virtualized IT development and test resources delivered on a usage-based billing model </li></ul></ul>Enterprise-class cloud environment for production and development / test workloads <ul><li>Production site: http://www.ibm.com/cloud/enterprise </li></ul><ul><li>More information on the offering landing page </li></ul><ul><li>http://www.ibm.com/services/us/igs/cloud-development </li></ul><ul><li>BP sales kit </li></ul>Learn More IBM delivery centers Your servers and PCs Internet Your firewall IBM unique security and authentication model IBM firewall
  26. 29. 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
  27. 30. Exemples de Services DU Partenaire autour de Smart Business Cloud - Enterprise « Managed Cloud Services » - Infogérance de Services Cloud Image Management Level 1 helpdesk Persistent Storage Readiness review Networking Business Continuity
  28. 31. Smart Business Cloud Enterprise agreement and attachments. Premium Services Order Form Business Partner Order Form + Standard base agreement <ul><li>Lets your client order a selection of ’premium’ services: </li></ul><ul><li>Reserved capacity package </li></ul><ul><li>On-boarding service </li></ul><ul><li>Premium support (24*7 phone & OS) </li></ul><ul><li>Virtual Private Network </li></ul><ul><li>May be ordered up front or later. </li></ul><ul><li>Your client gets an account and access to the Cloud Portal so they can provision resources on the IBM Cloud. </li></ul><ul><li>No commitment to buy anything. </li></ul>
  29. 32. IBM SmartCloud Managed Backup Remote Data Protection <ul><li>Designed to: </li></ul><ul><li>Protect data automatically and around the clock with nonintrusive, scalable backups </li></ul><ul><li>Facilitate compliance management with comprehensive encryption standards </li></ul><ul><li>Deliver bandwidth efficiency with data de-duplication technology </li></ul><ul><li>Protect your critical data with no up-front investment </li></ul><ul><li>Provide usage-based, predictable monthly billing </li></ul>Local area network (LAN)/wide area network (WAN) 24x7 global help desk <ul><li>Hosted, managed cloud-based data protection for servers, personal computers and laptops </li></ul><ul><li>Subscription service that backs up your customers’ information on an IBM platform </li></ul>Learn More Remote data protection service platforms from IBM Customer personal computers and servers
  30. 33. IPS Managed Backup Cloud – Remote Data Protection Business Partner Benefit Example – Remarketing Model Page <ul><li>Contract: </li></ul><ul><li>3 year contract with customer </li></ul><ul><li>Estimated data usage year 1: 2 servers: 1,550 GB total </li></ul><ul><li>Retention schedule – 8 days, 5 weeks, 4 months </li></ul><ul><li>Assume 25% data growth per year </li></ul><ul><li>Financials: </li></ul><ul><li>Partner receives 20% off from IBM </li></ul><ul><li>Partner prices to customer at 20% above price from IBM </li></ul><ul><li>Partner utilzes a sales resource to close deal in year one </li></ul><ul><li>Partner incurs monthly billing expense to bill customer </li></ul><ul><li>No capital expenditures required by Partner or customer </li></ul>Growth annuity stream for 3 years with one sales touch point
  31. 34. LotusLive on the IBM Cloud LotusLive Meetings LotusLive Meetings is a full-featured online meeting service that integrates Web, audio and video conferencing . LotusLive Events LotusLive Events is an online event management service, helping you create, host and manage your next online conference. LotusLive Connections LotusLive Connections integrates business network with file sharing, instant messaging and social networking in one place, accessible from anywhere. LotusLive Notes IBM’s most widely used software, Lotus Notes is now available as an managed online client service . LotusLive Engage LotusLive Engage combines file sharing, Web conferencing, instant messaging, social networking, and project management together in one place, accessible from anywhere. <ul><li>LotusLive iNotes </li></ul><ul><ul><li>Secure, web-based service for email, calendaring and contact management starting at $3 per user, per month. </li></ul></ul>Web Conferencing Collaboration eMail Dramatically simplify and improve the way companies interact with their customers and partners www.LotusLive.com COLLABORATION SUITE
  32. 35. Building an Annuity Stream of Revenues and Integration Services Offerings are available in monthly, 1-year, 2-year and 3-year commitments All offerings are in PassportAdvantage and Software Value Incentive, working on VAP eligibility Business Partners can resell / earn margin, paid annually. LotusLive Passport Advantage Partners
  33. 36. Document and Run Processes in the Cloud IBM Blueworks Live <ul><li>Increase agility by documenting and refining processes in a tool that keeps everyone informed of important changes </li></ul><ul><li>Make your organization more efficient by automating simple processes that run today over email - in as little as 90 seconds! </li></ul><ul><li>Improve the way you work by seamlessly collaborating across roles, teams and locations . Sign up now for a free 30 day trial. </li></ul><ul><li>What’s new in our Spring release? </li></ul><ul><ul><li>Ensure consistency of terms across processes by managing definitions in a Glossary </li></ul></ul><ul><ul><li>Better communicate and present process flows to others by defining and playing back paths </li></ul></ul><ul><ul><li>Gain insight into the performance of automated process for individuals and across an account </li></ul></ul><ul><ul><li>“ We now have tools to map out, study and improve all of our processes. They are user friendly and logical. I ’ m excited that we ’ ve embraced the BPM technology and culture that supports the way we want to manage our business. ” </li></ul></ul><ul><ul><li>- LaTeca Fields, Business Analyst at Lincoln Trust </li></ul></ul>
  34. 37. Au delà des Nuages… Smarter Commerce Business Analytics Social Business Cloud Business
  35. 38. Smarter Commerce Social Business Business Analytics & Optimization IBM is defining new segments and driving new value for our clients Cloud-enabled capabilities allow clients to optimize people, processes, decisions, and assets Smarter Cities
  36. 39. Marketing Selling Fulfillment <ul><li>Cross-channel campaign & interaction management </li></ul><ul><li>Email execution </li></ul><ul><li>Operations & resource management </li></ul><ul><li>Response attribution & performance analysis </li></ul><ul><li>Web analytics </li></ul><ul><li>Online customer segmentation </li></ul><ul><li>Product recommendations </li></ul><ul><li>Online ad optimization </li></ul><ul><li>Cross-Channel Order Capture, Cart, Catalog </li></ul><ul><li>Customer-centric Shopping Experience </li></ul><ul><li>B2C/B2B Storefronts </li></ul><ul><li>Precision Marketing </li></ul><ul><li>Cross Channel Order Mgmt </li></ul><ul><li>Configure, Price, Quote </li></ul><ul><li>Multi-vendor Catalog </li></ul><ul><li>B2B Partner Network </li></ul><ul><li>Logistics & Warehousing </li></ul><ul><li>Supply Chain Visibility </li></ul><ul><li>Network Optimization </li></ul><ul><li>Transportation Optimization </li></ul><ul><li>Product Optimization </li></ul><ul><li>Inventory Optimization </li></ul>Supported by IBM Analytics and IBM Application Infrastructure, Database & Integration Middleware
  37. 41. 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
  38. 42. 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. 43. Rejoindre le bon Ecosystème pour prendre son pied, la tête au dessus des nuages !
  40. 44. Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Club Cloud des Partenaires [Experts Métiers] [Experts BizDev]
  41. 45. 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. 46. 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. 47. 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. 49. http://www.ibm.com/cloud/partner
  45. 50. <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
  46. 51. 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
  47. 52. Cloud Services Solution Providers <ul><li>IBM Business Partners in the cloud services solution providers solution area have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients. </li></ul>
  48. 53. 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. 54. Cloud Services Solution Providers <ul><li>Use of the PartnerWorld Cloud Specialty Mark </li></ul><ul><ul><li>To promote your partnership with IBM </li></ul></ul><ul><li>IBM Confidential updates on IBM’s Cloud strategy and roadmap </li></ul><ul><ul><li>Insights into planned new cloud capabilities </li></ul></ul><ul><li>Internal use of LotusLive </li></ul><ul><ul><li>Expanded usage benefits for Specialty Partners </li></ul></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>Cloud services assessment tools </li></ul><ul><li>Business Development Funds </li></ul><ul><ul><li>$25,000 to generate demand for your cloud solutions (available only once for first path selected) </li></ul></ul><ul><ul><li>Requires agreed-to PartnerPlan, w/ IMT cloud lead and channel sales </li></ul></ul><ul><li>Skills </li></ul><ul><ul><li>IBM Cloud Reference architecture skills </li></ul></ul><ul><ul><ul><li>Cloud computing sales certification </li></ul></ul></ul><ul><ul><ul><li>IBM Cloud technical certification </li></ul></ul></ul><ul><ul><li>For IBM Software as a Service solutions </li></ul></ul><ul><ul><ul><li>Verified Solution using from at least one of the eligible software on the IBM cloud offerings* </li></ul></ul></ul><ul><ul><ul><li>Appropriate Cloud Authorization plus certified software skills </li></ul></ul></ul><ul><ul><li>For IBM Services solutions </li></ul></ul><ul><ul><ul><li>Two verified solutions, each using at least one of the eligible on the IBM Cloud services </li></ul></ul></ul><ul><li>Revenue </li></ul><ul><ul><li>4 Revenue points from either Services or Software (as low as $240K) </li></ul></ul><ul><li>Client references </li></ul><ul><ul><li>Partners must provide at least two verified client references running on the IBM Cloud </li></ul></ul>Qualification requirements Benefits
  50. 55. 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?
  51. 56. 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
  52. 57. Cloud Services Solution Providers
  53. 58. Cloud Services Solution Providers Skills - Détails
  54. 59. Cloud Services Solution Providers Certifications
  55. 60. Cloud Services Solution Providers Certifications – Cloud Computing
  56. 61. Cloud Services Solution Providers Certifications – IBM Software
  57. 62. Cloud Services Solution Providers
  58. 63. Cloud Services Solution Provider : How to Get Started Pick a Path Cloud Services Solution Provider (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
  59. 64. Services Solution Provider 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 services offerings </li></ul>
  60. 65. <ul><li>Basic Requirements </li></ul><ul><ul><li>Cloud Computing Basics </li></ul></ul><ul><ul><li>Consultative Selling </li></ul></ul><ul><ul><li>Cloud Sales Certification (Test 000-032) </li></ul></ul><ul><ul><li>Cloud Technical Certification (Test 000-280) </li></ul></ul><ul><li>+ Additional Offering-Specific Requirements </li></ul>Services Solution Provider Skills You Will Need Where to get Education
  61. 66. Where to get Services Solution Provider Education Cloud Skills Duration Education Resource Links Basics Cloud Computing Basics 1 Hour 10 Min 1 Hour BP Presentation Quick Reference Guide Know Your IBM Cloud Sales Guide for Business Partners 30 min Sales Guide Consultative Selling 1 Hour 1 Hour White boarding Sales Simulator Cloud Technical Certification 75 Min Overview & Preparation Cloud Sales Certification 75 Min Overview & prep test (Course id 2992, free for BPs) Extended IBM SmartCloud Enterprise 45 Min Various Announcement Webinar Business Partner Sales Kit IBM SmartCloud Managed Backup 13 Min Various Various Information Protection Services Podcast Remote Data Protection Sales Kit Managed Backup Cloud Sales Kit LotusLive 75 Min Various Various IBM LotusLive Technical Sales Mastery No-charge demonstration account Sales Kit Brand – Global Technology Services (GTS) Various Services College Brand – Software (SWG) 1 Day Various Cool Cash Cloud Workshops Software College
  62. 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 Services Solution Providers </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 Services Solution Provider
  63. 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>
  64. 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]
  65. 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>
  66. 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
  67. 72. Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Club Cloud des Partenaires [Experts Métiers] [Experts BizDev]
  68. 74. www.club-cloud.com
  69. 75. 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
  70. 77. 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
  71. 80. Continuons aussi le 7 juillet, à « Culture Cloud », avec les CLIENTS
  72. 83. MERCI ! [email_address]

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