The document outlines IBM's cloud partner ecosystem, emphasizing the variety of roles partners can play, including cloud builders, infrastructure providers, application providers, services solution providers, and technology providers. It highlights the importance of partnership for both IBM and its business partners in leveraging cloud capabilities, driving innovation, and enhancing business value. Additionally, it provides guidance on engaging partners and developing cloud-related business opportunities through structured workshops and strategic planning.

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 !

3. IBM [BPO] Cloud Channel Leaders Worldwide Donald R Cotey/Milwaukee/IBM Annette Miller/Lincoln/IBM Europe Silvia Massetti/Italy/IBM Alessia Berra/Italy/IBM Etienne Verbinnen/Belgium/IBM Juerg Stoll/Switzerland/IBM, Loic Simon/France/IBM Martin Atle Strandos/Norway/IBM Marvin Egerter/Germany/IBM Mercedes Lucena Vizaira/Spain/IBM Steven Heeney/UK/IBM@IBMGB

4. Our Partners, too, need to…

5. Canada Dry Cloud Washing Me Too … and go beyond…

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

9. Deploy Design Business Process as a Service Software as a Service Platform as a Service Infrastructure as a Service Consume Smarter Cities Social Business Smarter Commerce Business Analytics and Optimization services solutions foundation Infrastructure Integrators Managed Services Providers ISV Business Integrators Partner type per Offering type… Cloud Builders Cloud Infrastructure Providers Resellers Cloud Services Solution Providers Cloud Application Providers Cloud Services Solution Providers Customer needs ISV SaaS Solutions Infrastructure as a Service Business Process improvement

10. Evolving Business Partner Value Creation Models with IBM – Examples SmartCloud Enterprise(SCE) Managed Security Services Tivoli Live Websphere Cast Iron Integration BladeCenter Foundation for Cloud SmartCloud Entry X SmartCloud Entry P Websphere Cast Iron Cloud Business Service engagements are BP Led GBS Cloud Services Business Services Traditional Infrastructure Provider Model Appliance Business Solutions ISV Applications (example SugarCRM on SCE) SmartCloud for Social Business Smarter Commerce SaaS ERP Embedded Software Solutions Websphere Cast Iron Integration

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

12. Business Partner Cloud Computing Roles “ I want to extend and add value to other providers’ clouds” “ I want to deliver my application or asset as a cloud service” “ I want to build and operate a public cloud infrastructure (IaaS and PaaS)” “ I want to resell a portfolio of public cloud services” “ I want to help my clients to design, build, manage their private cloud” Partner Objective Cloud Specialty Path Channel Firms Cloud Builder Solution Providers System Integrators Infrastructure Integrators VADs Services Solution Provider Solution Providers MSPs Resellers, VARs Distributors Infrastructure Provider Telcos Hosting Providers, MSPs System Integrators Application Provider ISVs Business Integrators Solution Providers Start-ups Technology Provider Tools providers Appliance vendors

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

14. Differentiation through cloud specialty mark Market development funds Increased revenue & higher value margin deals Access to the IBM ecosystem for cloud Access to IBM expertise on cloud Flexible pricing options IBM Cloud Computing Specialty aligns with Partner target Business Model / Role in the Cloud Built on Partner Needs Demonstrate skills, revenue, and references + = One program for all cloud partners Pick a path Benefits* to IBM Business Partners Cloud Computing Specialty * May vary by path Cloud Application Provider Cloud Builder Cloud Infrastructure Provider Cloud Services Solution Provider Cloud Technology Provider

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

21. Depending on their existing and target business model(s), IBM Partners typically choose to play one or more roles in Cloud among those 5 : [1] Cloud Builder , [2] Cloud Infrastructure Provider , [3] Cloud Application Provider , [4] Cloud Services Solution Provider , [5] Cloud Technology Provider . These roles have given birth to the IBM Cloud Computing Specialty which a Cloud Partner can get access to by demonstrating that they have the required skills [certifications], references and revenue with IBM. Cloud Builders can typically be found among traditional Infrastructure Integrators/Resellers and CSI. Many of them have also developed an MSP [Managed Service Provider] business and may also become Cloud Infrastructure Providers . In 2012, the vast majority of Distributors will deploy 2 activities in the Cloud : [1] Valued Added Distributor of Cloud Technologies for Cloud Builders, [2] Distributor or Aggregator of Cloud Services for Cloud Services Solution Providers Resellers. All SmartCloud Foundation technologies [ow SmartCloud Provisioning...], most SmartCloud Services [ow SmartCloud Enteprise...] and Some SmartCloud Solutions [ow SmartCloud For Social Business] are Business Partners "Ready". Partnering is key for Cloud success, both for IBM Business Partners and for IBM, both for Private and for Public Cloud opportunities, both for big projects wins and for Mid Market penetration.

22. Next Steps for IBM Sellers Query customers and prospects about other companies they already work with… and engage relevant Cloud Partner(s) accordingly… … through your local BPO Cloud Channel Leader if you are unsure about choosing the right Partner or Partnership model…

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

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