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2011.10.19 - Cloud Partner Day - Reseller Breakout


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Deck de présentation sur les annonces Cloud IBM du 12 octobre, préparé à l'occasion du "Cloud Partner Day" organisé par IBM à la Gaude. Présentation exploitée dans le cadre d'un atelier pour les Cloud Builders et Cloud Services Solution Providers.

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2011.10.19 - Cloud Partner Day - Reseller Breakout

  1. 1. Delivering on the Promise of Cloud Computing with IBM --- Breakout session for Business Partners who sell IBM technology Loic Simon – Business Development Executive – Partenaires Cloud [email_address] – 06 76 75 40 71
  2. 2. An infrastructure and platform as a service designed for enterprise-class service delivery An integrated set of private cloud enablement technologies New business and industry software as a service solutions Smarter Cities Social Business Smarter Commerce Business Analytics and Optimization services solutions foundation Deploy Design Business Process as a Service Software as a Service Platform as a Service Infrastructure as a Service Consume
  3. 3. New ! <ul><li>IBM Coremetrics Digital Marketing Optimization Suite </li></ul><ul><li>IBM Sterling Configure, Price, Quote on cloud </li></ul><ul><li>IBM Intelligent Operations Center for Cloud </li></ul><ul><li>BAO Strategic IP Insight Platform </li></ul><ul><li>IBM SmartCloud Social Collaboration for Government </li></ul><ul><li>IBM SmartCloud Entry </li></ul><ul><li>IBM SmartCloud Provisioning </li></ul><ul><li>IBM SmartCloud Monitoring </li></ul><ul><li>IBM SmartCloud Application Services (Beta) </li></ul><ul><li>IBM SmartCloud for SAP Application </li></ul><ul><li>IBM SmartCloud Enterprise+ </li></ul><ul><li>IBM SmartCloud Enterprise </li></ul><ul><li>Rational Solution Collaborative Lifecycle Management on IBM SmartCloud Enterprise </li></ul><ul><li>New ecosystem partners including ISVs and technology providers </li></ul>Services Solutions Foundation New Industry and Business solutions to accelerate business impact and grow revenues by up to 20% IBM SmartCloud Application Services a secure and scalable cloud platform for deploying applications in minutes versus weeks IBM SmartCloud Foundation new technologies to deploy an application 35x faster -- new capabilities for image management and rapid provisioning.
  4. 4. IaaS Technologies Automation and Administration Availability and Performance Security Usage and Accounting IBM SmartCloud Foundation: Building and rapidly scaling private cloud environments with unparalleled time-to-market, integration and management <ul><li>Resilient to the velocity of changing business needs </li></ul><ul><li>Choice and flexibility in hybrid environments </li></ul><ul><li>Enterprise-class , workload aware infrastructures </li></ul><ul><li>Built-in analytics for improved insight and decision making </li></ul>
  5. 5. Business Partner Private Cloud Solutions: Multiple starting points Industrial strength virtualization coupled with automated resource balancing & virtual image management Integrated service management platform with automated IT service deployment, full lifecycle management, metering & chargeback Basic cloud functions including simple self service interface and infrastructure along with automated provisioning Cloud Capabilities Deliver IT without Boundaries Virtualization Foundation Entry Cloud Advanced Cloud <ul><li>Base Virtualization Offerings </li></ul><ul><li>E.g. Blade Foundation Building Blocks </li></ul><ul><li>SmartCloud Entry </li></ul><ul><li>Cloud functions for IBM Systems </li></ul>CloudBurst Custom Integrated IBM Cloud Computing Reference Architecture *Future announcement <ul><li>Midmarket Offerings </li></ul>Starter Systems for Cloud* Custom Cloud: ISDM IBM Service Delivery Manager Common Reference Configurations, Bill of Materials, Implementation Guides IBM BladeCenter Foundation for Cloud SmartCloud Provisioning Cloud function at high scale Workload Deployer Deploy and manage middleware apps & workload patterns
  6. 6. Configurations HW de démarrage pour le Cloud [x86] 4UPack Ready Pack 3vPack BladeCenter Foundation For Cloud Investissement 40 VMs 50 VMs 300VMs 100 to 1000 VMs 100 VMs
  7. 7. [Annonce France] “Ready Pack for Cloud” <ul><li>Low-risk standardized shared infrastructure supporting a wide range of environments </li></ul><ul><li>Highest possible data center efficiency </li></ul><ul><li>IT flexibility, providing business agility </li></ul><ul><li>Complete data center in a single rack </li></ul><ul><li>Performance-matched stack </li></ul><ul><li>Step-by-step deployment guides </li></ul><ul><li>Solutions guide for multiple environments </li></ul><ul><li>Centralized management: IBM Starter Pack for Cloud </li></ul>Shared infrastructure for wide range of environments and applications SmartCloud Entry
  8. 8. Solution de cloud privé simple et rapide IBM HX5 Product RFA: Oct 11, 2011, GA: Nov. 18, 2011 IBM SmartCloud Entry – x86 Edition SmartCloud Entry Serveurs, Stockage, Networking Virtualisation Platform Mgmt Self service Mesures/Facturation, Automatisées BladeCenter Foundation for Cloud Caractéristiques Avantages Une suite logicielle intégrée pour le Cloud <ul><li>Transforme un parc de serveurs IBM System x ou BladeCenter en une infrastructure de cloud évolutive. </li></ul><ul><li>Qualité de service et rapidité de déploiement </li></ul><ul><li>Apporte des fonctions automatisées pour le provisioning et l’administration d’un cloud privé. </li></ul>Portal intuitif en libre-service pour les utilisateurs de cloud <ul><li>Self-service de Cloud automatisé </li></ul><ul><li>Sélection et provisioning plus simples et intuitifs. </li></ul><ul><li>Les utilisateurs démarrent, dupliquent et gèrent eux-memes les charges de travail </li></ul>Mesures de consommation de ressources <ul><li>Facturation de services au jour le jour </li></ul><ul><li>Mesures complètes des charges de travail virtualisées pour analyse de la consommation réelle. </li></ul>
  9. 9. In October, IBM is announcing a new offering to provide your clients with an on-ramp to cloud. Designed to provide a simplified way to implement basic cloud capabilities in a virtualized environment, Starter Kit for Cloud will greatly expand cloud implementation opportunities for IBM Business Partners. For more information, a pre-briefing replay is available at this link: This no-charge 2-day workshop is for technical implementation personnel and will include both lecture and hands-on labs, covering the process to install the infrastructure software, hardware and Starter Kit for Cloud on Power. IBM Starter Kit for Cloud on Power Business Partner Enablement Workshop Agenda: Unit 1 - Cloud Overview and Journey to Cloud on Power Systems Unit 2 - Requirements and Planning SKC on Power & Exercise Unit 3 - Storwise v7000 Configuration for SKC & Lab Unit 4 - IBM Systems Director Storage Control & Lab Unit 5 - Storage Copy Services & Lab Unit 6 - VMControl Enterprise & Lab Unit 7 - Starter Kit for Cloud on Power Architecture and Implementation & Lab 20 et 21 octobre à Paris, 21 et 22 novembre à Milan ! Recommended Skill Pre-Reqs Power Systems, Storage, Networking IBM Director 6.2 or later VMControl 2.3 or later AIX Virtual I/O Server SmartCloud Entry [Power]
  10. 10. 0% 12 month financing for qualified IBM Business Partner clients SmartCloud Entry and all other cloud software offerings <ul><li>Purchase price divided by 12…. </li></ul><ul><li>Reduce your total cost of operation with exceptionally low rates, flexible payment plans, fast approvals, and a single periodic payment. </li></ul><ul><li>About 0% software financing from IBM Global Financing: </li></ul><ul><ul><li>No interest for 12 months on software financing </li></ul></ul><ul><ul><li>Simple and fast — just divide the purchase price by 12 to calculate your low monthly payment </li></ul></ul><ul><ul><li>Our financing solutions can help you stay within budget by turning up-front costs into affordable monthly payments </li></ul></ul>Additional terms and conditions may apply. IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and government clients. Rates for credit-qualified clients and are based on a client's credit rating, financing terms, offering type, equipment type and options, and may vary by country. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice. Software financing is for one-time charge items only and is provided by means of a loan. Contact Lena Stark for more information : [email_address] Put 0% Software Financing to work for you today!
  11. 11. IBM SmartCloud Provisioning <ul><li>Reduce cost and provide a highly scalable, rapid-deployment environment with near- zero downtime and automated recovery a cross heterogeneous platforms </li></ul><ul><li>Key benefits: </li></ul><ul><li>Rapid scalable deployment designed to meet business growth with near-instant deployment of 100s of virtual machines </li></ul><ul><li>Reliable, non-stop cloud capable of automatically tolerating and recovering from software and hardware failures </li></ul><ul><li>Save IT labor resources at scale by enabling self-service request and highly automated operations </li></ul><ul><li>Reduce complexity through ease of use and improve time to value </li></ul>
  12. 12. Beyond Virtualization Consider needs to choose entry points Virtualized hardware Basic cloud capabilities Initialize a cloud infrastructure with IBM systems Scale quickly to 1000s of VMs or manage heterogeneous x86 platforms Advanced provisioning, management and orchestration across heterogeneous resources Deploy and manage templated workload patterns IBM SmartCloud Entry IBM SmartCloud Provisioning IBM Service Delivery Manager IBM CloudBurst IBM Workload Deployer Self-serve user interface Image build, convert, manage Virtual machine deployment
  13. 13. New IBM offerings highly automate and standardize the deployment of applications onto optimized infrastructures Rational Solution for Collaborative Lifecycle Management on IBM SmartCloud Enterprise Integrated, team-based development and deployment process IBM WebSphere Cast Iron Integration Cloud to on-premise application integration delivered through multiple form factors IBM Workload Deployer Self-service capabilities to create and deploy production cloud applications on a workload aware, optimized platform Improve application integration time from months to hours Improve time to deploy web applications from weeks to minutes Reduction in application admin 10x
  14. 14. What Is IBM SmartCloud Enterprise ? <ul><li>What’s New in 2.0? (Planned Q4 Availability) </li></ul><ul><ul><ul><li>Support for white labeling for channel to launch branded IaaS based on IBM SmartCloud Enterprise </li></ul></ul></ul><ul><ul><ul><li>Import/Export capabilities to streamline migration to cloud </li></ul></ul></ul><ul><ul><ul><li>New storage options to build new applications with new storage option ideally suited for storing unstructured data and efficiently managing objects accessed across distributed locations. </li></ul></ul></ul><ul><ul><ul><li>Increase storage to handle higher order applications. </li></ul></ul></ul><ul><ul><ul><li>Etc. </li></ul></ul></ul><ul><li>Client Benefits </li></ul><ul><ul><li>Reduce IT costs related with development and test as well as infrastructure </li></ul></ul><ul><ul><li>Shift capital expense to operating expense freeing budget for transformational projects </li></ul></ul><ul><ul><li>Have complete view of cloud usage through service portal </li></ul></ul><ul><ul><li>Improve cycle times and reduce time-to-market </li></ul></ul><ul><li>Features/Business Value </li></ul><ul><ul><li>Choice of nine virtual server configurations </li></ul></ul><ul><ul><li>Choice of Microsoft® Windows® Server and Linux® operating systems </li></ul></ul><ul><ul><li>Option to add multiple blocks of persistent storage </li></ul></ul><ul><ul><li>Network isolation options (e.g. VPN/VLAN) </li></ul></ul><ul><ul><li>Premium support options as a supplement to forums </li></ul></ul><ul><li>Key Use Cases </li></ul><ul><li>Develop and Test </li></ul><ul><li>Web Workloads </li></ul><ul><li>Batch Processing </li></ul>An agile cloud infrastructure designed to provide rapid access to security-rich, enterprise-class virtual servers, operating systems middleware and other services, ideally suited for development and test activities and other dynamic workloads.
  15. 15. IBM Cloud Services position you to quickly add value for clients while growing revenue and margin by selling your services around the cloud Other Public Clouds Deploy Private Clouds Help clients build a private cloud solution Private Cloud IBM Cloud Secure Security and information protection are critical to a cloud deployment. Add these service offerings to your line card Deliver GTS Cloud Services Sell solutions on the IBM Cloud and gain ongoing annuity revenues Plan Help clients assess cloud readiness, develop adoption strategies and identify business entry points Deliver Plan Build Business Partner Assessment Services  Desktop Image Management  Software Licensing  Helpdesk  Networking  Project Management Cloud Services: Help clients position their business for innovation
  16. 16.
  17. 17. Accompagnement Business de votre Activité Cloud <ul><li>Intégration dans le Plan de Marketing/Communication Cloud d’IBM </li></ul><ul><ul><li>Participation à des manifestations Cloud IBM, Témoignage BP et clients, etc… </li></ul></ul><ul><li>Communication par IBM d’opportunités clients détectées. </li></ul><ul><li>IBM Cloud Computing Specialty </li></ul><ul><li>Participation au Club Cloud des Partenaires </li></ul><ul><ul><li>Promotion du BP en tant que Cloud Builder [ou autre] auprès de l’Ecosystème Cloud IBM </li></ul></ul><ul><li>Co-Financement d’opérations Marketing </li></ul><ul><ul><li>Exemple : Co-marketing sur le marché des PME/PMI et, si pertinent, auprès des éditeurs SaaS . </li></ul></ul><ul><li>Assistance Commerciale et Transfert de Compétences </li></ul><ul><ul><li>Aide à la vente de projets de Cloud Privés par l’équipe Cloud Privé d’IBM </li></ul></ul><ul><ul><li>Formation des équipes marketing & commerciales par des Experts IBM </li></ul></ul><ul><li>Aide au développement du « Social Marketing » </li></ul><ul><ul><li>Curation & Syndication de Contenu Cloud pour exploitation par le BP </li></ul></ul><ul><ul><li>Formation et assistance à l’exploitation des médias et réseaux sociaux [pilote] </li></ul></ul><ul><li>Possibilité de détachement d’un BDM Cloud par IBM chez le BP </li></ul>
  18. 18. <ul><li>Business development funds [25K$] </li></ul><ul><ul><li>Mise à disposition [annuellement] de l’équivalent de 25K$ US que le BP peut utiliser pour investir en marketing ou autres activités de business development. </li></ul></ul><ul><li>Cloud mentoring vouchers [6] </li></ul><ul><ul><li>Accès aux IBM Lab Services pour du mentoring Cloud. Les Education Vouchers peuvent être utilisés pour planifier plusieurs sessions d’une journée chacune afin d’exploiter les IBM Lab Services comme mentors sur les nouvelles technologies ou comme assistance à la mise en œuvre de premiers projets cloud. </li></ul></ul><ul><li>IBM confidential updates on the IBM cloud strategy and roadmap </li></ul><ul><ul><li>Invitations à des MAJ confidentielles sur les plans Cloud d’IBM pour vous aider à établir vos plans pour promouvoir le BP et ses solutions fondées sur les offres Cloud IBM </li></ul></ul><ul><li>IBM Cloud Computing Specialty mark </li></ul><ul><ul><li>Outil de visibilité et de démonstration de compétence </li></ul></ul>Principaux bénéfices de la Cloud Computing Specialty – eg Rôle de Cloud Builder :
  19. 19. Cloud Fast Track Workshop Agenda – 5h mini NOTE: The Agenda can be adapted to address specific topics with deeper dives on specific IBM Cloud solutions depending on BP’s interests. Break 10:00 – 10:15 IBM Cloud SME Cloud Computing – The IBM Point of View 08:45 – 09:15 IBM/BP Sponsors Summarize workshop outcomes and next steps 12.30 – 13.00 Agenda Item Time IBM Cloud SME Workshop attendees Develop a Fast Start Action Plan and ongoing Management Process for converting the Cloud Plan into new business opportunities 11:30 – 12:30 BP Cloud Advocate BP’s Business Overview – Historical business mix, current Cloud activities, future Cloud plans (if defined) 08:15 – 08:45 IBM/BP Sponsors Workshop Objectives & Introductions 08:00 – 08:15 IBM Cloud SME Workshop attendees Develop the Cloud Computing Strategic Business Plan for BP for the current year 11:00 – 11:30 IBM Cloud SME/IBM Brand Representatives IBM Cloud Offerings portfolio review and prioritization 10:15 – 11:00 IBM Cloud SME/Attendees Cloud Business Model review and selection 09:15 – 10:00
  20. 20. Expanded BP Cloud Technology Access <ul><li>Cloud Technology Access at IIC for BPs </li></ul><ul><li>6 IBM Innovation Centers with ready cloud skills </li></ul><ul><ul><li>Bangalore, Hursley, Paris, Waltham, San Mateo, Shanghai </li></ul></ul><ul><li>Complements STG Centers </li></ul><ul><li>Cloud configured STG hardware and software </li></ul>
  21. 21. Pour vous aider <ul><li>Loic Simon [GBP] </li></ul><ul><ul><li>Cloud Builders </li></ul></ul><ul><ul><li>Cloud Services Solution Providers [Revendeurs] </li></ul></ul><ul><ul><li>[Cloud Fast Track Workshops] </li></ul></ul><ul><ul><ul><li>[email_address] </li></ul></ul></ul><ul><ul><ul><li>+33 6 76 75 40 71 </li></ul></ul></ul><ul><li>Patrice Fontaine [IDR] </li></ul><ul><ul><li>Cloud Application Providers [ISV] </li></ul></ul><ul><li>Florence Marcel [MM] </li></ul><ul><ul><li>Cloud Infrastructure Providers [MSP, focus MM] </li></ul></ul>
  22. 22. 22 novembre – Forum du Club Cloud des Partenaires <ul><li>RV majeur de l’Ecosystème Cloud pour </li></ul><ul><ul><li>Partage d’expérience et d’expertise </li></ul></ul><ul><ul><li>Recherche de partenaires et Networking </li></ul></ul><ul><ul><li>P résentation des offres Cloud d’IBM </li></ul></ul><ul><li>Ce 8 ème Forum sera hébergé par « Partner VIP » </li></ul>
  23. 23. Veille, curation, documents :
  24. 24.
  25. 25. <ul><li>Legal Disclaimer </li></ul><ul><ul><li>© IBM Corporation 2011. All Rights Reserved. </li></ul></ul><ul><ul><li>The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software. </li></ul></ul><ul><ul><li>References in this presentation to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth or other results. </li></ul></ul><ul><ul><li>If the text contains performance statistics or references to benchmarks, insert the following language; otherwise delete: Performance is based on measurements and projections using standard IBM benchmarks in a controlled environment. The actual throughput or performance that any user will experience will vary depending upon many factors, including considerations such as the amount of multiprogramming in the user's job stream, the I/O configuration, the storage configuration, and the workload processed. Therefore, no assurance can be given that an individual user will achieve results similar to those stated here. </li></ul></ul><ul><ul><li>If the text includes any customer examples, please confirm we have prior written approval from such customer and insert the following language; otherwise delete: All customer examples described are presented as illustrations of how those customers have used IBM products and the results they may have achieved. Actual environmental costs and performance characteristics may vary by customer. </li></ul></ul><ul><ul><li>Please review text for proper trademark attribution of IBM products. At first use, each product name must be the full name and include appropriate trademark symbols (e.g., IBM Lotus® Sametime® Unyte™). Subsequent references can drop “IBM” but should include the proper branding (e.g., Lotus Sametime Gateway, or WebSphere Application Server). Please refer to http:// for guidance on which trademarks require the ® or ™ symbol. Do not use abbreviations for IBM product names in your presentation. All product names must be used as adjectives rather than nouns. Please list all of the trademarks that you use in your presentation as follows; delete any not included in your presentation. IBM, the IBM logo, Lotus, Lotus Notes, Notes, Domino, Quickr, Sametime, WebSphere, UC2, PartnerWorld and Lotusphere are trademarks of International Business Machines Corporation in the United States, other countries, or both. Unyte is a trademark of WebDialogs, Inc., in the United States, other countries, or both. </li></ul></ul><ul><ul><li>If you reference Adobe® in the text, please mark the first use and include the following; otherwise delete: Adobe, the Adobe logo, PostScript, and the PostScript logo are either registered trademarks or trademarks of Adobe Systems Incorporated in the United States, and/or other countries. </li></ul></ul><ul><ul><li>If you reference Java™ in the text, please mark the first use and include the following; otherwise delete: Java and all Java-based trademarks are trademarks of Sun Microsystems, Inc. in the United States, other countries, or both. </li></ul></ul><ul><ul><li>If you reference Microsoft® and/or Windows® in the text, please mark the first use and include the following, as applicable; otherwise delete: Microsoft and Windows are trademarks of Microsoft Corporation in the United States, other countries, or both. </li></ul></ul><ul><ul><li>If you reference Intel® and/or any of the following Intel products in the text, please mark the first use and include those that you use as follows; otherwise delete: Intel, Intel Centrino, Celeron, Intel Xeon, Intel SpeedStep, Itanium, and Pentium are trademarks or registered trademarks of Intel Corporation or its subsidiaries in the United States and other countries. </li></ul></ul><ul><ul><li>If you reference UNIX® in the text, please mark the first use and include the following; otherwise delete: UNIX is a registered trademark of The Open Group in the United States and other countries. </li></ul></ul><ul><ul><li>If you reference Linux® in your presentation, please mark the first use and include the following; otherwise delete: Linux is a registered trademark of Linus Torvalds in the United States, other countries, or both. Other company, product, or service names may be trademarks or service marks of others. </li></ul></ul><ul><ul><li>If the text/graphics include screenshots, no actual IBM employee names may be used (even your own), if your screenshots include fictitious company names (e.g., Renovations, Zeta Bank, Acme) please update and insert the following; otherwise delete: All references to [insert fictitious company name] refer to a fictitious company and are used for illustration purposes only. </li></ul></ul>
  26. 26. Optional Slides & Additional Details
  27. 27. Cloud enabled data center Cloud platform services Business and IT as a service Integrated stack of middleware optimized for automated deployment and management of heterogeneous workloads that dynamically adjusts Integrated service management, automation, provisioning, and self service Capabilities provided to consumers for using a provider’s applications running on a cloud infrastructure SOLUTION PROVIDER Cloud Services SOLUTION PROVIDER, SI Cloud Builder SOLUTION PROVIDER, SI Cloud Builder Advanced, reliable, highly secure and scalable platform for creating, managing, and monetizing cloud services ISV, MSP Cloud Infrastructure Provider Cloud Application Provider Cloud Technology Provider Cloud service provider There are four major Client Cloud adoption patterns emerging: this session will focus primarily on Cloud Builders and Services Resellers
  28. 28. Partners extend clients’ options for evolving – or leapfrogging – business transformation, enabled by Cloud Computing CLOUD Dynamic provisioning for workloads AUTOMATE Flexible delivery & Self Service SHARED RESOURCES Common workload profiles Integrate with existing infrastructure Traditional IT Clients will make workload-driven trade offs among functions such as security, degree of customization, control and economics <ul><li>Advanced Cloud </li></ul><ul><li>Service orchestration & integration </li></ul><ul><li>Entry Cloud </li></ul><ul><li>Self service admin, VM provisioning </li></ul><ul><li>Virtualization Foundation </li></ul><ul><li>Platform management </li></ul><ul><li>Server, storage, networking </li></ul>CONSOLIDATE Physical Infrastructure VIRTUALIZE Increase Utilization STANDARDIZE Operational Efficiency
  29. 29. What’s new for Cloud Builder Channel Partners? <ul><li>Private Cloud Solutions </li></ul><ul><ul><li>New entry-level cloud and advanced-level cloud offerings </li></ul></ul><ul><ul><li>Custom Cloud solutions (with reference configurations & implementation guides) and integrated solutions </li></ul></ul><ul><ul><ul><li>SmartCloud Entry [Starter Kit for Cloud] (entry/custom) </li></ul></ul></ul><ul><ul><ul><li>SmartCloud Provisioning (entry/custom) </li></ul></ul></ul><ul><li>Public Cloud Solutions </li></ul><ul><ul><li>Enhancements to SmartCloud Enterprise, e.g.: </li></ul></ul><ul><ul><ul><li>White label option </li></ul></ul></ul><ul><ul><li>New security offerings </li></ul></ul><ul><li>Hybrid Cloud Solutions </li></ul><ul><ul><li>Hybrid Cloud Solution for the Enterprise </li></ul></ul><ul><ul><li>WebSphere Cast Iron Express </li></ul></ul><ul><li>Business Partner Enablement </li></ul><ul><ul><li>Cloud Opportunity Support for BP </li></ul></ul><ul><ul><ul><li>New Sales tools and enablement </li></ul></ul></ul><ul><ul><li>Free Implementation Education 4Q11/1Q12 </li></ul></ul>
  30. 30. IBM SmartCloud Entry Clients need to quickly extend their new and existing infrastructure to the cloud while lowering capital costs and risk. <ul><li>Simplified Cloud administration with intuitive interface lowers administrative overhead </li></ul><ul><li>Improved operations productivity with easy self-service User Interface </li></ul><ul><li>Open and extensible for easy customization to changing business needs </li></ul><ul><li>Standardization of virtual machines and images reduces management costs and accelerates responsiveness to changing business needs </li></ul><ul><li>Improved utilization of infrastructure by highly optimized IBM systems, simpler consolidation / management </li></ul><ul><li>Accelerate Time to Market Demonstrated 35x time to market improvement for new applications </li></ul><ul><li>Integrated Management Approvals, metering, billing, users and projects through a single pane of glass </li></ul><ul><li>Flexible, modular design: Small Footprint -- simple, quick install on systems w/ VMControl, Extensible via REST API lets partners easily customize the UI </li></ul>
  31. 31. <ul><li>MM Offerings (c) = MM Cert * Official Name Begins with: IBM Professional Security Services Cloud Computing </li></ul>Managed & Professional Security Cloud Services <ul><li>IBM X-Force Threat Analysis </li></ul><ul><li>Express managed web security (c) </li></ul><ul><li>Express managed e-mail security (c) </li></ul><ul><li>IBM Vulnerability Management Service (c) </li></ul><ul><li>IBM Security Event and Log Management Services </li></ul><ul><li>Cloud security consulting – cloud security assessment * </li></ul><ul><li>Cloud security consulting – cloud security strategy roadmap * </li></ul><ul><li>IBM Managed Security Services (Cloud Computing) - hosted mobile device security management </li></ul><ul><li>IBM Managed Security Services (Cloud Computing) - hosted application security management </li></ul><ul><li>BlueWorks Live </li></ul><ul><li>LotusLive (c) </li></ul><ul><li>Rational AppScan </li></ul><ul><li>WebSphere Cast Iron Live </li></ul>Software as a Service <ul><li>IBM SmartCloud Enterprise (c) </li></ul><ul><li>Smart Business Desktop on the IBM Cloud (c) </li></ul>Infrastructure Cloud Services <ul><li>Software as a Service - Influencer Pilot </li></ul><ul><li>(Earn fees for influence, rather than resell) </li></ul><ul><li>Learn More </li></ul><ul><li>For Pilot details, contact Mark Holmes: [email_address] </li></ul><ul><li>Coremetrics Digital Marketing Optimization Suite </li></ul><ul><li>Unica on Demand </li></ul><ul><li>Sterling Business Integration Suite </li></ul>IBM Public Cloud offerings for Cloud Services Solution Providers Over 20 partner-enabled cloud services offerings… with additional cloud services in development. Managed Backup Cloud Services <ul><li>Remote Data Protection (c) </li></ul><ul><li>FastProtect Online (c) </li></ul><ul><li>eMail Management Express (c) </li></ul><ul><li>Data Protection Analysis </li></ul>Private Storage Cloud Services <ul><li>IBM Smart Business Storage Cloud </li></ul>Monitoring Cloud Services <ul><li>Tivoli Live – monitoring services (c) – application and device monitoring </li></ul>Enhanced
  32. 32. What Are the Future Enhancements for Public Cloud? <ul><li>SmartCloud Enterprise Release 2.0 / Features </li></ul><ul><ul><li>Support for white labeling for channel (T1) to launch branded IaaS based on IBM SmartCloud Enterprise </li></ul></ul><ul><ul><li>Import/Export capabilities to streamline migration to cloud </li></ul></ul><ul><ul><li>New storage options to build new applications ideally suited for storing unstructured data and efficient management of objects accessed across distributed locations </li></ul></ul><ul><ul><li>Increased storage to handle higher order applications </li></ul></ul><ul><ul><li>Network Enhancements (Multiple VPN tunnels/VLANs) </li></ul></ul>Learn more <ul><li>NEW IBM Managed Security Services </li></ul><ul><ul><li>Hosted Mobile Device Security </li></ul></ul><ul><ul><ul><li>Helps ensure security & compliance of mobile devices </li></ul></ul></ul><ul><ul><li>Hosted Application Security Management </li></ul></ul><ul><ul><ul><li>helps ensure the security & compliance of web apps throughout the software development lifecycle </li></ul></ul></ul><ul><ul><ul><li>Provides visibility to vulnerabilities that could be exploited by hackers </li></ul></ul></ul><ul><ul><ul><li>Scans & detects embedded Malware in web properties </li></ul></ul></ul><ul><li>Future Cloud Capabilities </li></ul><ul><ul><li>Delivering standardized, multi-tenant, private access, secure, hosted infrastructure in an IBM Data Center or isolated environment for a single customer in another IBM, customer, or even 3rd party site </li></ul></ul><ul><ul><li>Virtual server, storage, network and security infrastructure and managed services </li></ul></ul><ul><ul><li>Standard and high availability options to meet different production workload requirements </li></ul></ul><ul><ul><li>High SLA up to 99.9% </li></ul></ul><ul><ul><li>Enhanced resiliency and performance expected of production environments </li></ul></ul>Enhanced Q4 Q4
  33. 33. Mobile security for mobile devices delivered through the cloud IBM Managed Security Services (Cloud Computing) - hosted mobile device security management <ul><li>Providing a mobile security client and a management platform for popular mobile devices </li></ul><ul><li>What’s New </li></ul><ul><ul><li>Mobile security expertise in the form of best practices guides, ongoing mobile threat analysis, policy recommendations, monthly analysis of the customer’s mobile population to identify potential issues with detailed steps to take to address the issues. </li></ul></ul><ul><ul><li>A mobile security client for a broad range of devices on the major platforms (Apple, Android, Blackberry, Windows Mobile, and Symbian). </li></ul></ul><ul><ul><li>Mobile device security app provides the broadest range of functionality (Anti-virus, personal firewall, lost/theft protection, backup/restore, anti-spam (voice/sms), user monitoring, VPN client). </li></ul></ul><ul><li>Features/Business Value </li></ul><ul><ul><li>Manage rising costs … Predictable cost structure </li></ul></ul><ul><ul><li>Manage business growth … Handles future growth by maintaining business flexibility </li></ul></ul><ul><ul><li>Hire, train and retain … Provides 24x7 support & on shore / off shore labor models </li></ul></ul><ul><ul><li>Manage increasing complexity … Highly experienced team; robust service management processes already in place </li></ul></ul><ul><ul><li>Project rollout … Eliminates costs and risks associated with architecture design and planning </li></ul></ul><ul><ul><li>Capacity planning … Able to provide proactive technical leadership </li></ul></ul><ul><ul><li>Audit compliance … SOP playbook established; SAS70 and various other certifications in place </li></ul></ul><ul><li>Client Benefits </li></ul><ul><ul><li>Reduce complexity </li></ul></ul><ul><ul><li>Regulatory compliance </li></ul></ul><ul><ul><li>Total cost of ownership </li></ul></ul>Companies need to protect personally identifiable information, financial information, and confidential information regardless of how it is being accessed. The company’s policies and controls to protect corporate data cannot be relaxed just because the data is being accessed from a device owned by the employee.
  34. 34. Ensure the security of Web applications throughout the software development lifecycle IBM Managed Security Services (cloud computing) – hosted application security management <ul><li>Helps ensure the security and compliance of Web applications throughout the software development lifecycle by providing visibility to vulnerabilities that could be exploited by hackers. </li></ul><ul><li>What’s New </li></ul><ul><ul><li>Highly effective, cloud based solution to identify and prioritize Web application security risks in applications that are in pre-production or production environments </li></ul></ul><ul><ul><li>Tests for common Web application vulnerabilities including Cross-Site Scripting, Buffer Overflow, and new flash/flex application and Web 2.0 exposure scans </li></ul></ul><ul><ul><li>Scans and detects embedded Malware in web properties providing further protection against cyber-attacks </li></ul></ul><ul><li>Features/Business Value </li></ul><ul><ul><li>Helps improve application security and compliance management with a comprehensive cloud-based solution </li></ul></ul><ul><ul><li>Facilitates reduced downtime and improved productivity with advanced security features and techniques </li></ul></ul><ul><ul><li>Leverages IBM’s highly skilled experts to enable your resources to focus on their core activities </li></ul></ul><ul><li>Client Benefits </li></ul><ul><ul><li>Expert application security advice and assessment </li></ul></ul><ul><ul><li>Reliable monthly cost that can be anticipated and planned for </li></ul></ul><ul><ul><li>Control the cost of applications they are purchasing </li></ul></ul><ul><ul><li>Minimize the cost of labor to provide the IT infrastructure required for running the business </li></ul></ul><ul><ul><li>Ensure their applications are free from costly security flaws </li></ul></ul>A highly effective, cloud based solution designed for the broadest range of users — from non-security professionals to advanced power users.
  35. 35. New Sales Enablement Tools <ul><li>Comprehensive set of Cloud-related enablement assets </li></ul><ul><ul><li>Alinean ROI tool with STG cloud template </li></ul></ul><ul><ul><li>3 Selling Scenarios (Virtualization Foundation, Entry Cloud, Advanced Cloud) </li></ul></ul><ul><ul><li>Seller assets for each scenario </li></ul></ul><ul><ul><ul><li>At-A-Glance </li></ul></ul></ul><ul><ul><ul><li>Conversation Starters </li></ul></ul></ul><ul><ul><ul><li>Sales Engagement Resources Guide </li></ul></ul></ul><ul><ul><ul><li>“ How to Sell” module </li></ul></ul></ul><ul><ul><li>Quick Proposals for Starter Kits </li></ul></ul><ul><ul><li>All reference configuration info on PartnerWorld Techline page </li></ul></ul><ul><ul><li>Private Cloud Master Sales Kit </li></ul></ul>Assets for 3 scenarios: Virtualization Foundation, Entry Cloud & Advanced Cloud
  36. 36. Alinean ROI Tool with STG Cloud template <ul><li>Tool for Business Partners to accelerate sales </li></ul><ul><ul><li>Easy-to-use tool based on tool piloted by IBM Japan </li></ul></ul><ul><ul><li>Projects both ROI/TCO benefits out several years </li></ul></ul><ul><ul><li>Use client’s data to gain credibility quickly </li></ul></ul><ul><ul><li>Helps qualify the sale - Gauge client’s interest in proceeding </li></ul></ul>sample data
  37. 37. Private Cloud Training Roadmap <ul><li>Cloud Basics </li></ul><ul><li>Foundational Understanding of Cloud Concepts </li></ul><ul><li>Assets </li></ul><ul><li>BP Presentation </li></ul><ul><li>Whitepapers </li></ul><ul><li>Flash demos </li></ul><ul><li>BP Economics </li></ul><ul><li>IBM Cloud Arch </li></ul><ul><li>KYI </li></ul>PreSales Skills First Call / Qualification / Pre-sales Solution Architecting Enablement SEI Sales Bootcamp SEI Tech Bootcamp Educ assets: whiteboarding, sales simulator, BP sales guide Implementation Skills Offering specific install/config/ integrate/support Education Systems College Tivoli Cloud Bootcamp New implementation skill transfer <ul><li>Specialty Achievement </li></ul><ul><li>Proven Cloud Builder Expertise </li></ul><ul><li>Criteria : </li></ul><ul><li>Skills </li></ul><ul><ul><li>Cloud sales & tech certs </li></ul></ul><ul><ul><li>Sales & tech certs in 1 hdwr & 1 sftwr brand </li></ul></ul><ul><li>Revenue </li></ul><ul><li>References </li></ul>SmartCloud Entry [Starter Kit for Cloud] Implementation Classes In-person / hands-on labs No-charge to Business Partners Power and System x Target Cities: London, Paris, Milan, Ehningen, Chicago, Waltham, Sydney, Tokyo, Bangalore, and more
  38. 38. Private Cloud Opportunity Support for Business Partners <ul><li>How to Engage </li></ul><ul><li>(Starting in Oct) </li></ul><ul><li>Go to the PW Cloud </li></ul><ul><li>Complete Cloud Opportunity Support template </li></ul><ul><li>Nomination reviewed by BPO IOT cloud leader </li></ul><ul><li>Participate in discovery call </li></ul><ul><li>Outcome of call - tailored plan for sales situation </li></ul><ul><li>Business Partner Support </li></ul><ul><li>Additional support to drive key opportunities to closure </li></ul><ul><li>Tailored to specific opportunity / client situation </li></ul><ul><li>Examples of support capabilities: </li></ul><ul><li>Leverages STG WW Centers (17) & technical expertise </li></ul><ul><li>Loaner </li></ul><ul><li>Virtual loaner </li></ul><ul><li>Briefings </li></ul><ul><li>Workshops </li></ul><ul><li>Benchmarks </li></ul><ul><li>Full proof of concept </li></ul><ul><li>Try & Buy </li></ul><ul><li>Competitive support </li></ul><ul><li>Technical Consulting </li></ul><ul><li>Demos </li></ul><ul><li>Proof of technology </li></ul><ul><li>Examples of Key Opportunities to Nominate for Support </li></ul><ul><ul><li>Significant competitive cloud opportunity </li></ul></ul><ul><ul><li>Large cloud revenue opportunity </li></ul></ul><ul><ul><li>Strategic account cloud sale (e.g., large follow-on business, competitive take-out) </li></ul></ul>
  39. 39. Next Steps <ul><li>Learn more about today’s announcements </li></ul><ul><ul><li>Visit /partner/cloud and /cloud </li></ul></ul><ul><ul><li>Ask questions at the networking event later today </li></ul></ul><ul><li>Build your Entry Cloud skills </li></ul><ul><ul><li>Move from virtualization to entry cloud: Learn as you earn! </li></ul></ul><ul><ul><li>Understand pre-reqs for SmartCloud Entry; plan education to address gaps </li></ul></ul><ul><ul><li>Watch for SmartCloud Entry implementation classes to be scheduled in select cities around the world </li></ul></ul><ul><li>Join the IBM Cloud Specialty </li></ul><ul><ul><li>To get started, visit /cloud/partner </li></ul></ul><ul><li>Build your cloud pipeline </li></ul><ul><ul><li>Use new sales support tools and assets </li></ul></ul><ul><ul><li>Take advantage of the Cloud Opportunity Support process to drive deals to closure </li></ul></ul>
  40. 40. Why IBM ? <ul><li>The Leader in Cloud Computing </li></ul><ul><ul><li>Skill from thousands of cloud engagements around the world </li></ul></ul><ul><ul><li>Codified in IBM Cloud Computing Reference Architecture </li></ul></ul><ul><li>Industry-leading, open technologies </li></ul><ul><li>The most complete portfolio of offerings </li></ul><ul><ul><li>Prepare the infrastructure  entry cloud  advanced cloud </li></ul></ul><ul><ul><li>Customizable or pre-integrated offerings </li></ul></ul><ul><li>Unmatched support for channel partners </li></ul><ul><ul><li>Cloud Computing Specialty </li></ul></ul><ul><ul><li>Extensive enablement </li></ul></ul><ul><li>Award winning* PartnerWorld Partner Program and go-to-market support </li></ul>*2011 CRN Five Star Winner Award