Cloud is not just a trend or even a hype, is something real and we cannot view it as a threat, but as a huge opportunity to develop new business. Learn how to find out new opportunities based on cloud models (IaaS, SaaS...) and... how to make money with them!

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1Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Cloud for Service Providers:
A Winning Combination
Manuel Daza
Channel Development Specialist EMEA – IBM SoftLayer
@dabarsm
April 2015

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Platform Benefits
• Deploy in one of SoftLayer’s 22 Datacenters
• Open & Flexible Deployment
l
Microsoft, Linux, Citrix, VMware
• Carrier Grade Global Network & Partnerships
• Unlimited Support 24x7
Acquired by IBM in July 2013
SoftLayer: Global IaaS Leader

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India
China
Hong Kong
Singapore
Melbourne
Sydney
Tokyo
Seattle
San Jose
Los Angeles
Mexico City
Houston
Denver
Dallas
Miami
Atlanta
Washington D.C.
Montreal
Toronto
Chicago
London
Frankfurt
Paris
Amsterdam
Brazil
New York City
Data Centre and Network Point of Presence
Network Point of Presence
Key design elements
 Control and transparency
 High performance
 Data sovereignty
 Security
Localized capabilities
 IPv4/IPv6 dual stack
 Global DNS
 Global DDOS mitigation
 Global internet exchanges and
peerings
Global expansion
 40 data centers worldwide in 15
countries and five continents
globally, including North America,
South America, Europe, Asia and
Australia.
 Latest data centers to launch are
Melbourne, Paris, Mexico City, Tokyo,
Frankfurt
 IBM will open 15 new centers
worldwide adding to the existing
global footprint of 13 global data
centers from SoftLayer and 12 from
IBM.
Global footprint

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SoftLayer enables enterprise-grade,
best-in-class performance and reliability
Web Mobile
Data Centre Pod
Triple Network Architecture
API
Common User Interface and APIs
Data Centre Pod Data Centre Pod
Infrastructure Management System
Bare Metal
Servers
Virtual Server
Instances
Private
Clouds
Web Application
 2.7x faster
 46% lower price
 4.9x better price
performance
1
Results are based on an IBM internal study of a basic web application workload. Results obtained under laboratory conditions, not in an actual
customer environment. IBM's internal workload studies are not benchmark applications, nor are they based on any benchmark standard. Customer
applications, differences in the stack deployed, and other systems variations or testing conditions may produce different results and may vary based
on actual configuration, applications, specific queries and other variables in a production environment. Pricing based on published US list prices
available as of 3/10/2014.
Deep Analytics
 11% faster
 2.6x lower price
 2.9x better price
performance
Message Delivery
 13x better
performance
 11.5x better price
performance
Across essential workloads, SoftLayer stands apart1
:
Control
Performance
Flexibility
24x7 support
Full visibility
Simple, powerful
management
Easily scalable
Fully customizable
Superior throughput
Redundant, high
capacity networks
High security
Differentiation: Unique capabilities and design:

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Next Gen enterprise appsBorn on the web
Moving to the cloud
SoftLayer services born on the web customers and
meets the cloud demands of businesses across the
spectrum
SoftLayer works for organizations

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Global Cloud Platform
• Only infrastructure solution with a common management interface and API across
a unified architecture
• Customers mix and match bare metal servers, virtual server instances and turnkey
private clouds and manage them from a single control pane or API
• All deployed on-demand and provisioned automatically in real-time

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To Configure Workloads on SoftLayer
Specifications of your Server
− Number of Cores/Processor?
− How much RAM?
− How much Storage?
− Operating System Type?

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Workloads Running on SoftLayer

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Workloads Running in the cloud
• Active Directory & Exchange
• File Servers
• App and Database Servers
• Web Servers
• Private and Hybrid Clouds
• Backup / DR / BC
• Test & Development
• “Born in the Cloud”
• PSA/RMM Tools

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When to Use What?

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Custom Server Configurations from

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To….

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…And anywhere in between

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Bare Metal Monthly

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…Or Hourly

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How It All Fits Together
Data Center & Pods
• Standardized, modular hardware configs
• Lower inventory carrying costs
• Maximize asset utilization & profitability
• Increase provisioning flexibility
• Globally consistent service portfolio
Triple Network
• Proprietary network architecture
• Pod design allows customers grow to across
multiple racks or rows in the same layer 2/3
domain as needed.
SoftLayer Infrastructure Management System
• Bare metal & virtual server provisioning
• Integrated BSS/OSS
• Comprehensive network management

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SoftLayer Differentiators

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78GB@$0.12/GB
per month1
7% of
contract2
Standard Medium
2 EC2 Compute
Units, 3.75GB
RAM, 410GB
storage CentOS
6 64bit
2 core – 4GB RAM
400GB storage
103
102
Effective pricexx
Storage and bandwidth are included
in SoftLayer base price
Key takeaways:
• Competitors may
appear to have
lower prices, but in
reality you can end
up paying the
same or more
• SL’s price includes
many features that
customers are
otherwise forced to
pay extra for
• Including substantial
bandwidth in our
price allows
customers to
predict billing
totals
25/03/1525/03/15
25/03/15
SL’s price transparency makes it easy for
customers to know what they are getting
List price Bandwidth Support
SOURCE: Amazon website; SoftLayer
1 Based on observed average customer bandwidth consumption for comparable configurations
2 Actual cost may range from 7-10% of total contract

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Benefits to Partners
• Deploy any x86 Software or Hypervisor
• Free Traffic between every DC (Backup, DR and HA)
• Predictable Costs
− Support: Unlimited Chat, Ticket and Phone Support
− Bandwidth Allocation
• Best Price for Performance
− Dedicated Compute
− All inclusive prices

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Separation of Responsibilities

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The Value of Cloud Computing
Agility
Instant access to the
computing power
and scale that you
need
Utility
You pay for
what you
consume
It’s accessible anywhere …for anyone …
at anytime
Ubiquity

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23Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
SoftLayer Opportunities for CSPs/MSPs

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Channel Involvement in the Cloud
• Cloud is not a threat, it is an opportunity
• Ovum: use different platforms for various
workloads
"Partners need to have some kind of migration
skills not just re-packaging a product."

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MSP Role with SoftLayer
• Manage your customer’s entire
infrastructure
• Operate, Manage, Monitor, Support
• Optimize technology and financial
obligations

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Resellers Role with SoftLayer
• Translate your offerings to include cloud
attributes
• Provide Recommendations
• Understand the options
• Provide dual quotes on HW purchases
• Must provide “value”
− Pro Services
− BUNDLE
Plan
Partner
Execute

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Professional Services
• Assessment
• Architecture / Design
• Deployment
• Migration
• Integration
• Monitor
• Management

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Bundled Solutions
• Horizontal or Vertical
• Disaster Recovery
• IBM Hosted Solutions
• Microsoft Solutions
• Turn into PaaS

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Choosing the Right IaaS Platform
Understand IaaS options
• Look for:
• Transparency
• Flexibility
• Agility
• Efficiency
• Cost
• Security
• Be considerate of the hypervisor

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• Emphasize Business Outcomes
• Look for:
− New Projects/Apps/Initiatives
− “Disposable IT”
− HW Refresh
− Research and Development
• Build:
− Redundancy
− Vertical Solutions
− Storage/Backup
− Collaboration
• Provide Vision
Target the Right Opportunities

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Discount Schedule
Level Monthly Total Discount
Tier 1 $1,500 - $3,000 5%
Tier 2 $3,000 - $4,999 8%
Tier 3 $5,000 - $14,999 10%
Tier 4 $15,000 – 24,999 15%
Tier 5 $25,000 - $99,999 17.5%
Tier 6 $100,000+ 20%

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Call to Action
• Sign up as an IBM SoftLayer reseller
− http://www.softlayer.com/reseller-program/apply
• Educate your sales and technical teams
− http://softlayer.com/training
• Begin transferring internal workloads to SoftLayer

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Questions?
Manuel Daza
manuel.daza@ie.ibm.com
@dabarsm
ibm.biz/manueldaza
www.SoftLayer.com
www.IBM.com/PartnerWorld/Cloud
www.IBM.com/Cloud

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34Proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
@dabarsm