Presentation given at the SugarCRM conference by IBM for business partners.

2. Making Money with IBM
Beverly DeWitt, IBM Software Group
Greg Hurlebaus, IBM Systems & Technology Group

3. Agenda
●
The Journey to Cloud Computing
Building the Refrigerator
●
Filling the Refrigerator
●
Profiting from Cloud
●
Call to Action and Summary
●

4. Traditional On Premise
Vendors:
One-time charge model
Booked as transactional revenue
“Sell it and forget it”
Customers:
Upfront CAPEX
Rising and fluctuating OPEX
Better control, but more costly to
integrate, manage, meter, scale,
analyze, report
Cloud is a game-changer

5. Cloud
Vendors:
Annuity revenue stream
Earn renewal
Customers:
No CAPEX
Predictable OPEX
Lower switching costs

6. Cloud Business Drivers
Do more with less
Reduce capital and operational expenses
Reduce risk
Ensure right levels of security and
resiliency
Higher quality services
Improve quality and deliver new services
Business agility
Expand or contract based on business
needs and implement Social Business

7. Deployment Options for Cloud Computing
Private Public
IT capabilities are provided “as a IT activities / functions are
service,” over an intranet, within the provided “as a service,” over
enterprise and behind the firewall the Internet
Internal and external service delivery
Hybrid methods are integrated
7

8. Workloads that offer favorable entry points for cloud
delivery models
Top public workloads Top private workloads
Email Data mining, text mining, or other analytics
Audio/video/Web conferencing Security
CRM Data warehouses or data marts
Service help desk Business continuity and disaster recovery
Infrastructure for training and demonstration Test environment infrastructure
WAN capacity and VoIP infrastructure Long-term data archiving/preservation
Desktop Transactional databases
Test environment infrastructure Industry-specific applications
Storage and server ERP applications
Data center network capacity
Infrastructure and Database, application and
collaboration workloads infrastructure workloads
emerge as most appropriate emerge as most appropriate
Source: IBM Market Insights, Cloud Computing Research, July 2009. n=1,090

9. Building the Refrigerator

10. Building the Refrigerator...
Why IBM Hardware for Cloud Infrastructure
Complete private cloud infrastructure optimized for mission
critical workloads
• Top reasons why IBM STG is a leader in Cloud Infrastructure:
– IBM Enterprise Quality of Service capabilities
– IBM Enterprise level security with zero reported Common
Vulnerability Exposures ensures data security to support multi-
tenancy.
– IBM is the only vendor who designs the virtualized environment
from bare metal through the hypervisor, eliminating bypass of
security controls and assuring a rock-solid audit trail to confirms
conformance.
– Highest available infrastructure: Extensive, above industry-
average RAS in eX5, POWER7 and mainframe.
10

11. IBM Hardware Offerings for the Cloud
● IBM Cloudburst for Power and System x
● IBM System z Solution Edition for Cloud Computing
● Smart Analytics Cloud for IBM System z and Power
● IBM Systems Director, VMControl and Active Energy
Manager
● IBM Scale Out Network Attached Storage
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12. Why Power for Cloud...
Power is Cloud Optimized
Self-service portal with automatic provisioning of resources for improved
customer service & reduced IT labor hours by up to 67%
Automatically optimize workload performance and capacity based on demand
Leadership virtualization capability provides enterprise QOS with higher
performance, more scalability, and driving systems up to 90% utilization
Enterprise level security for mission critical workloads
Complete resource control with integrated server, virtualization, network and
storage management
Charge for IT services based on the usage and accounting data
+
Workload-Optimizing Systems
12

13. IBM CloudBurst on Power Systems
Integrated cloud solution for the fastest private cloud
deployment
Completely integrated service management platform
with network, servers, storage, software and quickstart
services that enable the fastest time to value
 Deliver services faster via a self service portal by offering a
standardized service catalog and automatically provisioning
requested resources
 Reduce complexity and risk through standardization and
automation which help to reduce human errors
 Lower IT costs by leveraging automation workflows to provision
assets based on business approved policies
 Decrease capital expenses by ensuring optimal utilization of all
resources
 Scales to the enterprise with the ability to expand the solution
to manage additional platforms and workloads
 Enterprise quality of service by leveraging the Power systems
hardware, virtualization and software components
All statements regarding IBM's future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only. Some features require the purchase of
additional software components. Please see Disclaimer slide
13

14. Why should customers run SugarCRM on IBM i
● IBM i offers the unique ability to offer architecture/platform
that best fits enterprise customer
requirements/environments.
● IBM i is workload optimized and designed for scalable
virtualization.
● POWER7 systems enable massive workload consolidation
to drive maximum system utilization and cost efficiency.
● IBM is the only provider offering the highest qualities of
service available with choice of System z mainframe,
Power, or System x.
● IBM provides ‘breadth’ of offerings – Services, Financing,
Storage, Software.
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15. IBM i Solution Edition for
Target Market
• IBM Power customers looking to improve
customer retention and satisfaction with a
CRM solution
Configurations for 50, 150 and 500 Users Advantage over the competition
• Lead with IBM Power Systems tuned for
 Power your CRM solution with IBM systems high performance with SugarCRM
- a comprehensive solution • Robust solution price competitive with Intel
 Affordable low-end servers with outstanding platform
performance, energy efficiency and reliability
Special offers / Price point
 Simplicity and integration with IBM i  Up to 40% discount off IBM i server
 Software as a Service solutions with many  Sugar Enterprise Edition for the
ISVs price of Sugar Professional Edition
15

16. IBM System x business partner
solution for……
Small Med Large
Target Market
(50 users)1 (100-150 users) 1
(150-250 users)1
• Midsized business requiring better integration
between sales and marketing
• Intel Install base with no desire to move
Advantage over the competition
7944E4U + 7944E5U +
cpu/memory cpu/memory
79446U + • IBM Express is EASY
4 core 2 Xeon E5607/2.26GHz,
cpu/memory • Easy to configure
4x2GB 6 core 2 Xeon E5649/2.53GHz,
6 core -2 Xeon •
4x2GB
X5650/2.66GHz, 3x4GB
Aggressively priced
• Stocked in channel
• Your key to rapid sales execution
 IBM Express models immediately • Access to IBM Install base
available through IBM distribution • IBM BP Benefits help you reach new opportunities
+ and deliver higher value
• Add the benefits of IBM PW
Membership Special offers / Price point
• Co-Marketing w/ IBM 3:1 • IBM Express models often represent savings 5 -
• Marketing Support ( MSV) 20% vs. standard models
• Recommend 3 Express x3550 M3 models…one each for
• Become a Smarter Planet reference small, medium and large environments
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Simplicity. Growth. Profitability.
1
Estimate based on info supplied to IBM, contact IBM for requirements > 250 users/server

17. Stocking the Refrigerator
IBM SaaS Offerings
17

18. IBM Service Delivery Manager
Cloud Service Cloud Service Provider Cloud Service
Consumer Developer
Business-Process-as-a-Service
User Interface
Software-as-a-Service
Consumer Cloud
API
End user Services Platform-as-as-Service
Infrastructure-as-a-Service
Developer
Virtualized Infrastructure – Server, Storage, Network, Facilities
Partner Clouds
Common Cloud Management Platform
BSS Offering Mgmt Customer Mgmt Pricing & Rating
Business
Support
Order Mgmt Entitlements Subscriber Mgmt
System Service
Development
Consumer Accounting & Billing Invoicing Peering & Settlement
Tools
Service Development Portal
Business SLA Service Offering
Service Delivery Portal
Contract Mgmt Reporting Catalog
Manager
Metering, Analytics & Reporting Service Definition
Tools
API
OSS Service Delivery Catalog
Operational
Customer Support
Service Templates Service Automation Management Image Creation Tools
System
In-house IT
Service Request Management Configuration Mgmt Image Lifecycle Management
Provisioning Incident, Problem & IT Service Level Management
Change Management Image publish Tools
Monitoring & IT Asset & License Management Capacity &
Event Management Performance Management
Virtualization Mgmt
Consumer
Administrator Service Provider Portal
Service Business Manager Service Transition Manager Service Operations Manager
Security & Resiliency Service Security Manager
©2011 SugarCRM Inc. All rights reserved. 18

19. Cloud Application Integration
● Cast Iron is a simple and widely used solution for rapidly integrating
Cloud solutions with on-premises enterprise applications
● Connectors for cloud apps (SugarCRM, NetSuite, etc) and on-
premises apps (SAP, JD Edwards)
● Hundreds of pre-built templates – reduces custom coding
● Fixed term and perpetual license for Cloud and On-Premise App
Endpoints

20. Social Business in the Cloud
LotusLive is a social business platform that delivers cloud-based
collaboration tools and social networking services
SugarCRM for LotusLive places social business capabilities into the
hands of SugarCRM users
●
Simplify and improve business interactions inside and outside the
enterprise
●
Expand the enterprise perimeter to the cloud
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21. My Network Communities
Activities Files
Meetings Events
Chat eMail
Charts Survey Forms
Integrated Applications

22. Resources to Help you Sell
Marketing, sales, and
technical resources
Business Partner Demo accounts
●
One year no-charge subscription
●
Engage, Meetings, iNotes
●
Notes hybrid planned
Business Partner
Managed Client Trials
● Unique Trial URLS
● You own the
opportunity!

23. Cloud Business Process Management
● Discover, design, automate, and manage business processes
● Document processes to create Blueprints
● Configure simple Process Apps in 90 seconds
● Engage your team to collaborate effectively
● Leverage expert communities

24. Blueworks Love: Simple for Novices, Rich Enough for Experts
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25. IBM PartnerWorld
Put the Power of IBM Behind your Business
Education
Compensation
Executive level
sponsorship
Marketing and lead generation Tactical Investments
Install & demonstrate to customers

26. Business Opportunities with IBM Cloud
Consulting Selling Managing
● Planning for Cloud adoption ● Cloud platform ● User administration
● Define desired-state IT architecture after Integration with on-
cloud adoption
● Software as a Service ●
premises systems
● Which business processes would benefit ● Cloud components
from cloud? ● Level 1 Support/Help
● Data, directory, network, security
Desk
● Managing private clouds
● Meter, analyze
● Reporting, billing
©2011 SugarCRM Inc. All rights reserved. 26

27. Compensation
Rewarding Business Partners for Skills and Results
Base margin for resale
up to
40%
Software Value Incentive margin
on
General Business Rebates software
Cloud Specialty Certification
Leverage all the pieces of the IBM Software Value Plus
Program to maximize profits

28. Summary
Next Steps for Business Partners
Visit PartnerWorld and join
www.ibm.com/partnerworld
Grow your Business by Selling IBM and
SugarCRM Together
Enjoy SugarCon and visit Booth #100

29. Thank You
www.ibm.com/partnerworld/cloud

30. 04/01/11 ©2010 SugarCRM Inc. All rights reserved. 30

31. Legal Disclaimer
© IBM Corporation 2011. All Rights Reserved.
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.
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.
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.
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.
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.
Microsoft and Windows are trademarks of Microsoft Corporation in the United States, other countries, or both.
UNIX is a registered trademark of The Open Group in the United States and other countries.
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.
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