This is presentation material I prepared about IBM Cloud Partner Ecosystem. Target audience for the 45 mn session it supports is mostly IBM Sellers from SWG [Software] and STG [Hardware] attending the Cloud Top Gun education.

1. Leveraging the IBM Cloud Partner Ecosystem Loic Simon - [email_address] +33 6 76 75 40 71 Target Audience : IBMers

2. Welcome to the Matrix… of IBM Cloud Channel Initiatives ! Brands [Resellers…] IDR [ISV…] BPO/GBP [Cloud Builders…] Mid Market [MSP…] & Sectors [CSI…] Cloud GI/SEI I’m here !

4. Our Partners, too, need to…

6. Partners embrace one or multiple Business Models in the 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)

7. Partners are driven to Cloud by a wild bunch of IBM competitors & coopetitors… and need to leverage the «right» ecosystem(s):

8. 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

11. Partners who build / 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 Sell Through Sell To Cloud Builder Application Provider Services Solution Provider Infrastructure Provider Technology Provider

13. Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Cloud Partner Ecosystem [Business Experts] [BizDev Experts]

15. Partners bring Solutions for Global Industry Transformations enabled by Cloud

16. Partners bring Business Solutions that may leverage Cloud Smarter Commerce Business Analytics & Optimization Social Business Cloud Enabled Business Solutions

17. We can also find partners outside the traditional IT Ecosystem… for innovative Cloud Services… Source: “Bringing Cloud Into the Enterprise…and the Enterprise Into the Cloud” IDC Presentation, Cloud Leadership Forum, June 13-15, 2010

18. Partners may also contribute to leveraging Social Media Marketing to generate more visibility & credibility

20. Found a good potential Cloud Partner ? Have them run a Cloud Fast Track Workshop delivered by your Local Cloud Leader / SME… … and bring them to Montpellier & la Gaude ! 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 - Cloud Fast Track Workshop 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

23. Curation, PoV, Documents : clubcloud.blogspot.com ibmcloudcatalog.blogspot.com

24. Thanks ! Info : Loic Simon - [email_address] +33 6 76 75 40 71