Presentation cloud specialty programme

© 2011 IBM United Kingdom Limited
Cloud Specialty programme
Steve Heeney
BPO Cloud leader

© 2010 IBM Corporation
Cloud computing presents new business opportunities for
existing and emerging Business Partners
2
Private Cloud
Implementation
Infrastructure &
Platform Services
Business Solutions
“I want to help my clients to
design, build, manage their
private cloud”
“I want to build and operate a public cloud
infrastructure (IaaS and PaaS)”
“I want to deliver my application or asset as a cloud service”
“I want to resell a
portfolio of public cloud
services”
“I want to extend and add value to
other providers’ clouds”
Opportunity: $23B
growing to $67B
Opportunity: $16B
growing to $55B
Opportunity: $22B
growing to $67B

We are seeing new cloud partner types emerge that blur the
traditional partner definitions and models
3
Private Cloud
Implementation
Infrastructure &
Platform Services
Business Solutions
Cloud Builders
Cloud Infrastructure Providers
Cloud Application Providers
Cloud Services
Solution Providers
Cloud Technology Providers

4
Show your clients the Cloud value you bring
Access to the IBM ecosystem for cloud
Increased revenue
Access to IBM expertise on cloud
Flexible pricing options
Co-marketing opportunities
IBM helps you find your place in the cloud with our comprehensive
Cloud Specialty
Built on Partner Needs
Demonstrate skills,
revenue, and
clients
+ =
One program for all cloud partners
Pick a path(s)
Benefits to
IBM
Business
Partners
Cloud
Specialty

5
Cloud Application Providers
Who are they?
– Companies that offer horizontal or vertical business applications via a
subscription model on the cloud
– ISVs, Start-ups, System Integrators, Solution Providers, Enterprises
How do they make money?
– Selling subscription services
What do they need?
– Reliable, secure and scalable infrastructure
– Support to develop new cloud applications or migrate existing offerings
– Go to Market support to reach new clients and new markets
– Value added functionality to extend their applications
How can IBM help?
– Flexible deployment & pricing options
– Analytics, Collaboration and Integration
– Cloud Specialty benefits

66
Cloud Specialty: Cloud Application Providers
Qualification requirements Benefits
Skills
–Verified Cloud Application must use qualifying
products or services
–Demonstrated Skills in IBM technology
Revenue
Attainment from selected brandsa ( 3 points total,
as low as $180K)
Client References
–Two verified cloud client references within last
24 months
Access to named IBM alliance manager
Business Development Workshop
Use of the PartnerWorld Cloud Specialty Mark
IBM confidential updates on IBM’s cloud strategy
and roadmap
Internal use of LotusLive
Networking Opportunities
Business Development Funds
Notes: a. See specific revenue requirements by IBM brand

7
Cloud Application Providers:
How IBM Can Help you
EnablementSupport
(developerWorks,IBMInnovationCenters)
Infrastructure Services
(Hardware Virtualization, Network Management, Storage Management)
Your Application
Integration Analytics Collaboration
Platform Services
(Application Virtualization, Pattern-based Middleware, Elastic Data Management)
GotoMarketSupport
(CloudSpecialtymarketingbenefits)

Cloud Builders
Who are they?
– Companies that help clients to design, build, manage their
private clouds needs, typically integrating with existing
infrastructure and public/hybrid clouds.
– System Integrators, Solution Providers, Dynamic Infrastructure
Specialty Business Partners
– Solution Selling & Influencer Models
What do they need?
– Cloud solution architecture skills
– Progression path & roadmap to guide the client conversation
– A portfolio of proven cloud technologies including integration
solutions
How can IBM help?
– Cloud Solution Certifications
– Cloud Whiteboard on IBM PartnerWorld
Cloud Builders
8

99
Cloud Specialty: Cloud Builders
Skills
–IBM Cloud Reference architecture skills
• Cloud sales certification
• Cloud technical certification
–Brand Skillsa
• SW, HW, Services
Revenue
–Attainment from selected brandsb (4 points
total, as low as $280K)
Client References
24 months
PartnerWorld Cloud Specialty mark
Business development funds
and roadmap
Access to IBM assessment tools
IBM Lab Services mentoring

Cloud Builders – what IBM can provide
What IBM can provide?
Reference architectures on single BOM for channel
Configured solutions – XS, S, M, L, XL…
Fast Start services for configured solutions
Cloud – Cloud – on-premise integration
Education/ enablement/ strategy workshops and partner paths
Financing options
10
• Flexibility
• Time to Results
• Install Base
• Workload
• Skillset

Cloud Infrastructure Providers
Who are they?
– Companies that offer Infrastructure and/or Platform as a Service
capabilities via their own public cloud
– Hosters, Telcos, VADs, System Integrators, ISVs
– Selling subscription services
What do they need?
– Proven, carrier class cloud management platform
– Scalable infrastructure options
– Ecosystem support to extend, market, enable and sell their cloud
services
How can IBM help?
– Workload Optimized Systems
– Service Management Platform
11

1212
Cloud Specialty: Cloud Infrastructure Providers
Skills
–Must use qualifying products or services in their
Cloud Infrastructure
–Demonstrated skills in IBM technology
Revenue
–Minimum $300K per year
Client References
24 months
Access to named IBM alliance manager
Business Development Workshop
and roadmap

13
Cloud Infrastructure Providers:
How can IBM help you
CREATE MANAGE MONETIZE
Exploit Advanced
Automation
Rapidly Launch Partner
Enabled Apps/Services
Market White Labeled
IBM Cloud Services
Leverage Intelligence
for Differentiation
Optimize Self-Service
Web Portals
Deliver Highly Secure,
Quality Assured Services

Cloud Services Solution Providers
Who are they?
– Companies that resell multiple public cloud services and offer complementary value add
service skills such as consulting, helpdesk, solution design, training and integration.
– Solution Providers, System Integrators, Resellers, MSPs, CSPs
– Reselling solutions based on IBM Cloud Services with your value added capabilities
What do they need?
– A portfolio of public cloud services
– Business Development Programs
– Education and support
How can IBM help?
– Partner enabled IBM Cloud Services
– LotusLive reseller options
– Cloud Solution Certifications
– Cloud Whiteboard
– Cloud Workshops
14

1515
Cloud Specialty: Cloud Services Solution Providers
Skills
– IBM Cloud Reference architecture skills
– IBM Cloud skills
– Verified Solution using qualifying IBM Cloud
services
– Demonstrated IBM technology skills
Revenue
– Attainment from selected brandsa (4 points
total, as low as $240K)
Client References
– Two verified cloud client references within last
24 months
and roadmap
Cloud Services Assessment Tools
Notes: a. See specific revenue requirements by IBM brand

16
Cloud Services Solution Providers:
How IBM can help you
Leverage expanding offerings
like the IBM Cloud and its
channel incentives
Base Pay as You Go discount
Additional discount on Reserved
Capacity with Deal Registration
Annuity Revenue Stream
Tier 1 available now, Tier 2
coming soon
Additional ServicesBusiness Partner Incentives Starburst Potential
Builds solutions and
adds expertise (i.e.:
Web Application
hosting)
• Instance Management
• Image Management
• Software licensing
• Networking
• Cloud Migration Services
Complete the Solution
across Cloud and
non-Cloud Environments
• Backup and Recovery
Services
• Cognos Analytics
• Cast Iron Integration
• 60+ SWG & ISV Images on
the IBM Cloud
+ +
A Smart Cloud Enterprise use on the IBM Cloud Use Case

Cloud Technology Providers
Who are they?
– Companies that offer technology that adds value to a clients cloud experience.
Includes operation and business support services.
– Development, Enablement, automation, integration tools and technologies.
– Adding your technology to public and private clouds…
What do they need?
– Industry standards
– Market reach – cloud agnostic
– Access to developer communities and sales teams
How can IBM help?
– Cloud Manifesto / Open API
– IBM Development & Test on the IBM Cloud
– IBM developerWorks Communities
17

1818
Cloud Specialty: Cloud Technology Providers
Skills
– Validated Solution on the IBM Cloud
– Demonstrated skills in IBM technology
– Create a Sales Enablement Package
Revenue
– Waived for 2011
Client References
– Two verified cloud client references within last
24 months
and roadmap
Case Study Creation
Promotion through developerWorks Cloud Zone

IBM cloud solution update
19
Private Cloud
Implementation
Infrastructure &
Platform Services
Business Solutions
Opportunity: $23B
growing to $67B
Opportunity: $16B
growing to $55B
Opportunity: $22B
growing to $67B
IBM source data is based on analysis done by the IBM Market Intelligence and is provided for illustrative purposes and is not intended to be a
guarantee of market opportunity.
•CloudBurst/
ISDM
•Cast Iron
•Workload
Deployer
•SCE
•Desktop
•Tivoli Live
•Lotus Live
•Cognos/
analytics
•Sterling
Commerce

20
Getting Started
1 Identify the partner model(s) that best meet your
business objectives
2 Visit ibm.com/cloud/partner for program details
including key products, services and skills
requirements
3 Contact your IBM representative or send an email
to saas@us.ibm.com to get started

What is the Solution Specialty Advisor?
Designed for the Business Partner (with THEIR input!)
Web based application
Step-by-step guidance on becoming a specialty Business Partner that offers:
Smarter Planet Overview (flash file)
Steps required
Customized Gap Analysis

25
© 2011 IBM, the IBM logo, ibm.com, Smarter Planet, the Smarter Planet icon, Cognos and LotusLive are trademarks of IBM
Corp. registered in many jurisdictions worldwide. A current list of IBM trademarks is available on the Web at "Copyright and
trademark information” at ibm.com/legal/copytrade.shtml
Thank You!
ibm.com/cloud/partner

26
Obviously you can skip step 1. What is a little confusing is that the term "solution" is used in two different ways in step 3, the Specialty nomination. The first use of "solution" is the
description of your firm's capabilities, ie, the info you enter in the Global "Solution" Directory at step 2. The second use of the term "solution" in step 3 is really asking you to select which
cloud "path" or cloud business model best fits your firm. Here you want to select Cloud Builder path as the Cloud "Solution" Area.
1. Join PartnerWorld. http://www.ibm.com/partnerworld/pwhome.nsf/weblook/pub_join_allBPs.html
2. At the IBM Global Solutions Directory (GSD) create a solution entry describing your firm's cloud capabilities and / or cloud computing solution. (http://www-
304.ibm.com/partnerworld/gsd/homepage.do)
3. Nominate your firm for the Cloud Specialty as follows:
o From the GSD web page, select “Nominate your solution for an IBM Industry Framework, technical validation or Specialty"
o Sign in, select your cloud solution, and select the Cloud Computing Specialty
o Select your Cloud Solution area and complete the additional questions asked
4. Your nomination will require that your firm:
o Complete the certification requirements. In general, you must achieve and maintain in your firm approved certifications:
· Cloud sales and technical certifications
· Brand sales and technical certifications
o Submit client references. The references must:
· be based on the IBM cloud computing solution area
· meet the criteria for and earn PartnerWorld points
5. Submit your nomination. You will receive a confirmation note from PartnerWorld Contact Services that your nomination is in process.
Here is a clip of the Global Solution Directory web page with step 2 and step 3 highlighted...

Basic Firm Cloud Capabilities
Consultative solution selling
Infrastructure skills (Infrastructure Specialties)
Cloud Sales Skills
SEI Training
Cloud Computing Basics
IBM Cloud Reference Architecture (High-level)
Cloud Sales certification (cert # 50001101)
Brand Skills for Cloud
Private cloud infrastructure
Virtualization & Platform Management
Service Management
WebSphere
Cast Iron
Cloud Builder Skills You Will Need - Sales

Where to get Sales Education
Travel
Free*
Free*
Free*
Free
Free
Free
Free
Free
Travel
Free
Free
Free
Free
Free
Free
Cost
Sales Guide30 minCloud Sales Guide for Business Partners
Prep class
(Course id 2992, free for BP)
1.5 HoursCloud Sales Certification
Capturing the Cloud1 HourWebSphere Cloudburst Appliance
1 Day
Various
3 Days
Various
3.5 Hrs
2 Days
1 Hour
1 Hour
1 Day
1 Hour
1 Hour
10 Min
1 Hour
Duration
BrandBasics
SEE NEXT PAGETivoli Service Management
Virtual Road ShowCast Iron
White boarding
Sales Simulator
SEI Private Cloud Boot camps
Consultative Selling
Cool Cash Cloud Workshops
Software College
Brand – Software (SWG)
Top Gun Classes (see slide 22)
Systems College (see slide 22)
Brand – Systems & Storage (STG)
Recorded WebcastIBM Cloud Reference Architecture
BP Presentation
Quick Reference Guide
Know Your IBM
Education Resource LinksCloud Sales Skills
* Education is free but class room course may require travel

Tivoli Service Management
BP Sales Enablement
IBM Service Automation Manager (ISDM)
IBM Tivoli Provisioning Manager
IBM Service Delivery Manager http://tvsa.bluehost.ibm.com/bp_index.html
Tivoli Virtual Sales
Academy
Review TPM and ISDM/TSAM Sales Kits
https://www-
304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N707891W9248
4P06
https://www-
304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D062852O31637
V07
Sales Kits
Tivoli and the SEI Private Cloud Initiative
https://www-
304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_SMOR-
8E7HEA/lc=en_US
Cloud Overview

STG Cloud Education Resources
Cloud Computing Roadmap
Within System College, select Smarter Planet Solutions, then
click on the Roadmaps tab, and then Cloud Computing
>> LINK <<
Cloud Computing Top Gun Class
This face-to-face class will provide a solid foundation for participants to broaden
their understanding and sales skills around cloud computing emphasizing
team cooperative selling approaches across brands. Through lectures,
hands on exercises and interactive class discussions, participants will leave
this class with the skills to close business using IBM's cloud computing
offerings.
>> LINK <<

Basic Firm Cloud Capabilities
Solution design
Infrastructure technical skills (Infrastructure Specialties)
Cloud Technical Skills
SEI Training
IBM Cloud Reference Architecture (Details)
Cloud Technical certification (cert # 50001201)
Brand Skills for Cloud
Virtualization & Platform Management
IBM Director
Network, Storage Manager
VMWare
Tivoli Service Management
Tivoli ISDM: IBM Service Delivery Automation Manager
Provisioning Manager
Usage & Accounting Manager
WebSphere Applications in the Cloud
Websphere Cloudburst Appliance
Cloud Integration
Cast Iron
Cloud Builder Skills You Will Need -
Technical

Where to get Technical Education
Free*
Free*
Free*
Free
Travel
Travel
Free
Free
Cost
SEI Technical cloud boot camps3 DayBuilding Private Clouds
RedbookVariesIBM System Architect Handbook
Various
Various
Various
2 Hours
3
Weeks
1 Hour
Duratio
n
Education Assistant Self-paced
Training
Websphere Cloudburst Appliance
BrandBasics
SEE NEXT PAGE
Tivoli Integrated Service Delivery
Manager
Services College
Brand – Global Technology Services
(GTS)
Software CollegeBrand – Software (SWG)
Systems College (see slide 22)Brand – Systems & Storage (STG)
Recorded WebcastIBM Cloud Reference Architecture
Education Resource
Links
Cloud Technical Skills
* Education is free but class room course may require travel

IBM PartnerWorld Cloud Portal
www.ibm.com/partnerworld/cloud
Starting point for all Cloud resources for IBM
Business Partners
Featured announcements, tools, offerings,
education
Solutions for application developers, cloud builders,
and IBM Cloud services resellers
Links to additional essential resources
Updated regularly

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