2011.04.04. les partenaires ibm et le cloud business - loic simon
DESCRIPTION
Deck sur les Partenaires IBM et le Cloud Business préparé par Loic Simon à l'occasion de sessions de Formation délivrées aux responsables de la relation partenaires chez IBM.TRANSCRIPT
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Les Partenaires IBM et le Cloud
Loic Simon - [email protected] +33 6 76 75 40 71
Patrice Fontaine – [email protected] + 33 6 30 07 92 58
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Cloud Computing - NIST* Definition (*National Institute of Standards and
Technology)Cloud computing is a model for enabling convenient,
on-demand network access to a shared pool of configurable computing resources (e.g., networks,
servers, storage, applications, and services) that can be rapidly provisioned and released with minimal
management effort or service provider interaction.
but ….. this is atechnology centric definition
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Cloud Computing – A Business Value
Cloud computing is a model for enabling cost effective business outcomes through the use of shared application and computing services. The
value …. if possible …. is better economics in the execution of business processes.
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Eff
icie
ncy
Eff
icie
ncy
Tran
sform
ation
Tran
sform
ation
Economics of Computing are ChangingEconomics of Computing are Changing
Cloud computing allows companies to rethink IT and reinvent the way they do business
Rethink IT
Reinvent Business
Improve speed and dexterityImprove speed and dexterity
Deliver IT without boundaries Deliver IT without boundaries
Capture new business value Capture new business value
Ensure integrity and security Ensure integrity and security
Delivery higher value products and services fasterDelivery higher value products and services faster
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Quelques Attributs Clés d’un Service Cloud
• Partagé, Standard, Packagé
• Self-service, Immédiat
• Elastique
• Payé à l’usage, mesuré
• Accessible par Internet, de n’importe où
• Connectable, Disposant d’API publiés
•On-demand self-service
•Broad network access •Resource pooling
•Rapid elasticity
•Measured Service.
Définition NIST
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Cloud Computing – Primary Characteristics
On-demand self-service
Ubiquitous network access
Location independent resource pooling
Request driven provisioning and scheduling
Measured service / Pay-per-use
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… Pour mieux répondre aux enjeux Business
Diminuer les RisquesGarantir de bons niveaux de sécurité et une résilience maximale
Accroître la FlexibilitéCapter de nouvelles opportunités avec une plus grande agilité
Améliorer la Qualité de ServiceAméliorer la qualité et créer de nouveaux services pour mieux servir le business
Faire plus avec moinsRéduire les investissements et les frais opérationnels
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Le nouveau visage de la DSI
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Cloud IT - Cloud Business La Révolution
IndustrielleInformatique
Pourquoi l’informatique continuerait-elle à utiliser
des « cols bleus logiciels » ?
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Enterprises desire the benefits of cloud – but are not willing to compromise on their requirements
44%are concerned with the lack of or limited ability for customization of public clouds
56%believe that service level agreements are not detailed enough
50%concerned about the loss of control over IT activities/ business processes
Management and support and from virtual machines up through the
application
Varying degrees of Security and
Isolation
Availability and performance tuned to
workloads
Technology platform choices built on
standards
Flexible payment and billing options
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13
Usage du SaaS à ce jour
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Cloud is both a transformational IT trend and a key growth priority for IBM
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Smarter Commerce
BusinessAnalytics
Social Business
Cloud Computing
Au delà des Nuages…
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La vraie valeur du Cloud : Permettre de transformer le Business !
Social Business
Business Analytics
Mobility
Smart Commerce
…
Managed Cloud
Services
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The Cloud Value Proposition is Around Operational Efficiency and Business Transformation
INNOVATVE BUSINESS MODELS
IMPROVED OPERATIONS
Business leaders, in particular, believe that cloud-based delivery models will radically change service provision and drive spending on cloud investments
55% believe cloud enables them to focus on transforming their business and make their processes leaner, faster and more agile
Source: "Cloud will Transform Business as We Know It: The Secret’s in the Source”, Hfs Research, and the London School of Economics, December, 2010
65% believe cloud will drive down the cost of running business applications
Infrastructure, testing, and SaaS are expected to cost much less than traditional outsourced services by at least 30% to 60%
60% of business executives also expect cloud service delivery cycles to speed up application implementation
Cloud Market Trends 2011 : “To What Extent Do the Following Aspects of the Cloud Value Proposition Appeal”?
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Virtualized Infrastructure
Cloud Management Platform
Cloud Services
Private PublicHybrid
CONSOLIDATE
CLOUD
VIRTUALIZE
STANDARDIZE
AUTOMATE
SHARED RESOURCES
Traditional IT
Infrastructure as a Service (IaaS)Hardware, VMs, Storage
Platform as a Service (PaaS)APIs, Pre-Built Containers…
Software as a Service (SaaS)Applications, Business Logic…
Business Process as a Service (BPaaS)Aggregated Applications and Process
Operational Support SystemWorkflow, Provisioning, Monitoring and Metering
Business Support SystemFinancial, Customer & Contract Management
SecurityPeople & Identity, Data & Information, Application & Process, Network, server & endpoint, Physical Infrastructure
Manage
Commercialize
Access to
Services Applications
Business processes
Plan Develop Publish
Integrate
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• Le Cloud Washing lave tout plus blanc
• Les Me Too prolifèrent• Le Canada Dry coule à
flot
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IBM et le Cloud
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Management,support anddeployment
Security and isolation
Availability andperformance
Technology platform
Payment andbilling
Unifiedcommunications
Backup
Desktop
SecurityCompute &
Storage
The IBM SmartCloud delivers a robust set of services from IBM and an ecosystem of partners to deploy along side your own services
SAP
Enterprise data center
Hosted private cloudManaged private cloud
Enterprise
Shared cloud services
A
Enterprise
B
Client Defined Services
Partner Services
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IBM Smart Cloud - Foundation for Value-Add Services and Applications
IBM Delivered Services
ISVs ISVs
Platform ISVs
Ecosystem Enablers
Other IBM / ISV Plats
Anchor SaaS
Industry Solutions
Application, ISV other partner ecosystems
Common Cloud Management Platform
Cloud Reference Architecture
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Deploy ConsumeDesign
Business Process as a Service
Platform as a Service
Infrastructure as a Service
IBM SmartCloudwww.ibm.com/smartcloud
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IBM continues to deliver innovations across the reference model to help clients build, deploy, and manage clouds
Business Process as a Service
Infrastructure as a Service
Business Application Services Industry Solutions
Platform as a ServiceApplication
ServicesCollaboration Analytics
ApplicationLifecycle Developer & Tester Collaboration Development Automation Life-cycle Traceability
Integration ProcessIntegration
IdentityIntegration
ManagementIntegration
Spillover/FailoverServices
Optimization Heterogeneous Platform Management
Optimized Workload Placement
Virtualized Compute, Network, Storage
WorkloadAcceleration
PowerManagement
Security SecurityManagement
Identity Management
Intrusion Detection
Tenant Isolation
Data Protection
OSS Service QualityManagement
ServiceOperations Mgmt
ServiceAutomation Management
Workload Services
Multi-tenantApplications
Workload & Data MobilityContinuously
Available AppsApp Health Mgmt
& Self-Healing
Dynamic WorkloadManagement
Elastic application runtimes
Fine-grained SLA Enforcement
Elastic Application Resources
Process Management
Application & DataIntegration
Workload & Topology Patterns
Service Asset Management ImageManagement
Open Standards
Impl
emen
tatio
n an
d C
onsu
lting
Ser
vice
s
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Cloud Computing Reference Architecture
Governance
Security, Resiliency, Performance & Consumability
Cloud ServiceCreator
Cloud ServiceConsumer
Cloud Service Provider
Common CloudManagement Platform (CCMP)
Operational Support Services
(OSS)
Cloud Services
Inf rastructure-as-a-Service
Platform-as-a-Service
Software-as-a-Service
Business-Process-as-a-Service
Business Support Services
(BSS)
Cloud Service
IntegrationTools
ConsumerIn-house IT
Service Creation
Tools
Inf rastructure
Existing & 3rd party services, Partner
Ecosystems
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IBM propose la même architecture Cloud, quelque soit le mode de déploiement choisi.
Systèmes sur mesure “on premise”
Systèmes pré-intégrés “appliances”
Services Cloud “as a service”Smart Business Services
Smart Business Systems
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End-State Vision for SAP ManagementConsolidated View & Management
• Usage accounting• Auditing and controls
• Provisioning• Cloning• Refreshing.
• VM Provisioning• Image Management• Service Management
• Information security mgmt.• Access management
... delivering service management in private, public & third party environments
... delivering service management in private, public & third party environments
Enterprise needs met...
Enterprise needs met...
... through a single window with full management capabilities...
... through a single window with full management capabilities...
• Self service portal• Dashboards• Reporting• Services Catalog• Provisioning• Decommissioning
Dedicated Private Cloud
Hosted by IBM
On Premise
IBM Cloudburst
IBM Tivoli
SecurityUsers
Finance & AccountingUsers
SAP Users
BusinessUsers
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IBM provides operating system and tool licenses
Fully managed
The IBM enterprise-class service delivery platform will offer two tiers – optimizing delivery requirements and economics
Rapid access, multi-tenant solution scaled and priced based on usage.
Robust multi-tenant solution, including managed production services.
Workloads
Operating system
Management level
Availability
Security
Software usage
Pricing
Ideal for developing and deploying new application designs
Ideal for migration of traditional and higher availability applications
Linux, Windows Windows, Linux, AIX
Self Service with advanced premium support
99.5% 99.9%
Virtual and some physical isolation Multiple levels of isolation
Bring your own / pay as you go / free developer use
Hourly usage-based with reserved options Monthly usage-based and fixed contract
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Unprecedented choice and control translate into capabilitiescustomized to your needs and priorities.
Management,Support andDeployment
Securityand Isolation
Availability andPerformance
TechnologyPlatform
Payment andBilling
Hardware Hypervisor OperatingSystem
Middleware Application Process
SecurityPoliciesand Services
Logicaland PhysicalIsolation
IntegratedBackupand Recovery
Dedicated ClientConnectionfrom Data Center
LocationDexterity
RapidProvisioningTime
High-EndScalability
SLA99.5%
SLA99.9%
x86 TieredStorage
Power Linux Windows AIX VMWare KVM
Pay asYou Go:Hourly
Pay asYou Go:Monthly
Managed ServiceOptions
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IBM Smart Business Cloud - Enterprise
More at: ibm.com/cloud/solutions/enterprise
Agile Infrastructure for Myriad of Workloads
• Choice of nine virtual (Intel) server configurations • Choice of pre-configured IBM and third party software
images from which to build private image libraries– Linux® operating systems; Red Hat and Novell SUSE– Windows Server® 2003 and 2008– IBM Lotus®, WebSphere®, DB2® and Informix® stacks– IBM Rational® Application Lifecycle Management – Tivoli® Monitoring software
• Virtual Private Network (VPN/VLAN) services
• Enterprise level Support Options.
• Choice of world-wide centers: Raleigh (US), Boulder(US) & Ehningen (Germany), Toronto (Canada), Makuhar (Japan), Singapore
Payment options:• Pay-as-you-go, Bring-Your-Own-License, Developer-
Use-Only, Pre-Release• Reserved Capacity Options
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ISDM [IBM Service Delivery Manager]
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?
Connectivité dans un monde Hybride [avec CastIron…]
Intégrer moyens internes et « cloud »1 des 3 préoccupations majeures des clients
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Dynamically Manage Middleware in Private Clouds
IBM Workload Deployer V3
Efficiently deploy and manage new, innovative applications and services in a private cloud
Dynamically manage elastic, scalable workloads leveraging your existing virtualization environment
Optimized for production application workloads, featuring policy driven management of application qualities of service
Rapid deployment of middleware with pre-configured, easy to use virtual images and workload patterns
Create private cloud middleware services using a physically secure hardware appliance
Deploy middleware images and patterns across existing x86, Power and zVM virtual environments
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Take advantage of cloud qualities of service when building and deploying applications
Workloads &Patterns
Workloads &Patterns Collect and Dispense
Deployed and ManagedWorkloads
Deployed and ManagedWorkloads
Value Realized• Reduce set up time for WebSphere environments from weeks to minutes• 13x – 15x faster time to market
Web App
Database
Workload and Topology Patterns• Build and deploy apps that scale• Machine independent• Optimized for container managed services
IBM Workload Deployer
ImagesImages
WAS
DB2
Portal
MQ
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Business value drives LotusLive client momentum
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Smarter Commerce
BusinessAnalytics
Social Business
Cloud Business
Au delà des Nuages…
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Smarter Commerce
Social Business
Business Analytics & Optimization
IBM is defining new segments and driving new value for clientsCloud-enabled capabilities allow clients to optimize people, processes, decisions, and assets
Smarter Cities
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Marketing Selling Fulfillment
Cross-channel campaign & interaction management
Email execution Operations & resource
management Response
attribution & performanceanalysis
Cross-channel campaign & interaction management
Email execution Operations & resource
management Response
attribution & performanceanalysis Web analytics
Online customer segmentation
Product recommendations
Online ad optimization
Web analytics Online customer
segmentation Product
recommendations Online ad optimization
Cross-Channel Order Capture, Cart, Catalog
Customer-centric Shopping Experience
B2C/B2B Storefronts Precision Marketing
Cross Channel Order Mgmt Configure, Price, Quote Multi-vendor Catalog B2B Partner Network Logistics & Warehousing Supply Chain Visibility
Cross Channel Order Mgmt Configure, Price, Quote Multi-vendor Catalog B2B Partner Network Logistics & Warehousing Supply Chain Visibility
Network Optimization
Transportation Optimization
Product Optimization
Inventory Optimization
Network Optimization
Transportation Optimization
Product Optimization
Inventory Optimization
Supported by IBM Analytics and IBM Application Infrastructure, Database & Integration Middleware
Supported by IBM Analytics and IBM Application Infrastructure, Database & Integration Middleware
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Les Partenaires IBM et le Cloud
choisir, planifier, démarrer ?
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Combattre le Cloud ?
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Refuser le Cloud ?
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Les Partenaires
IBM et
le Cloud La
séduction réciproque!
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Transformation de l’écosystème sous l’impact du SaaS
Source / Vision IDC
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Rejoindre le bon
Ecosystème pour prendre son pied, la
tête au dessus des nuages !
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Sources de Revenu Actuelles
Capital Expense
Operational Expense
On Premise
Off PremiseShared
Clie
nt
Del
iver
y M
od
el
Mixed
Off Premise
Dedicated
Private CloudTraditional IT
Transact.
Partn
er Deal S
tructu
re
Managed ops
Client Financial Model
ManagedServices
$/%
PublicServices$88.5B
HostedPrivate$14.1B
ManagedPrivate$19B
EnterprisePrivate$35.8B
ServicesProvider$23.7B
Annuity
Public Cloud
Product& Services
Resale$/%
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Le Cloud : Nouvelles Sources de Revenu pour les Partenaires.
Capital Expense
Operational Expense
On Premise
Off PremiseShared
Clie
nt
Del
iver
y M
od
el
Mixed
Off Premise
Dedicated
Public Cloud
Private CloudTraditional IT
Transact.
Annuity
Partn
er Deal S
tructu
re
Managed ops
Cloud Consultant
Cloud Services Reseller
CloudComponent
Supplier
Cloud Builder
Cloud Operator
Client Financial Model
Cloud Marketplace
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Cloud Application Providers+
Cloud Services Solution Providers
Cloud BuildersCloud Infrastructure
Providers
Cloud Technology Providers
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[Experts Métiers]
[Experts BizDev]
Cloud Application Providers+
Cloud Services Solution Providers
Cloud BuildersCloud Infrastructure Providers
Cloud Technology Providers
HardisAspaway
Asplenium Midrange
LotusSABLefebvre
Tivoli
IBM GTS
CastIron
D-FI
Best’Ware
Marketor
Lemon Op.
Coremetrics
IBM SWG
IBM GBS
ACMI
IBM STG
On Channel
Arago
Sogeti
Cegid
Value360
Cylande
Prodware
Cognos
Sterling Commerce
SPSS
UnicaAddenda
Medasys
IBM Mkg
Arrow ECS
Exceo
SCC
PAD
IBM BPO
IBM MM
Coheris
Infor
Update
SAP
Evea
Generix
Primobox Bodet
Racine JamespotVermeg
SirhisSaaS-Guru
ESDI
Opase
IBM GB
IBM IDR
Proginov
Frame
Xaga
OBS
Sage
ASI
Oceanet
Coaxis Ocealis
Trekk
Intrinsec
ABW
Eliadis
Jaguar N.
Aquitem
IBO
AZ.N
Pictime
Sigma
CPS
Internet fr
Sopra
Steria
APX
Logica
Atos GFI
Softway
KerensenRevevol
A&O
Open
KPMG
E&Y
Eurosys
Novaliance
Bgfi
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Cloud Builders
Hardis
MidrangeIBM GTS
D-FI
Best’Ware
IBM GBS
ACMI
SogetiProdware
Arrow ECS
SCC Evea
Frame
Qui ? Intégrateurs d’Infrastructures, CSI, Revendeurs à valeur ajoutée… qui aident les clients à concevoir, construire et gérer leurs clouds privés: Revenu? : Revente & Influence.Besoins ? Compétences en architecture de solution CloudEtapes de progression & roadmap pour mener la conversation avec le clientPortefeuille de technologies cloud éprouvées, dont solutions d’intégration. Support IBM ? Certification Cloud, Bénéfice de la Cloud Computing Specialty
Oceanet
Overlap
CPS APX
Logica
AtosSteria
GFI
A&O
OpenEurosys
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Cloud Builder Bootcamp – 14 avril9h30 à 17h30 - IBM Forum de Bois-Colombes.
Pour équipes dirigeantes et commerciales des Partenaires IBM • revendeurs • intégrateurs d'infrastructure • infogéreurs
qui développent ou souhaitent développer une activité de conseil et de mise en oeuvre de clouds privés [et publics] pour leurs clients.
Au programme :• - compréhension des besoins des clients • - description de l'architecture de référence cloud • - présentation du portefeuille d'offres cloud IBM• - démarches commerciales et outils• - modèle d'engagement avec IBM
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IBM BladeCenter Foundation for Cloud
A pre-integrated, virtualized solution that allows businesses to rapidly deploy compute, network & storage capacity that is ready for cloud. Accelerate workload deployment via an easy to deploy, integrated offering
Where to winTarget Workloads: Virtualization and InfrastructureTarget Applications:, Stateless production apps (Web infrastructure, Collaboration, Citrix Xen App, File/Print) Target Industries: GB LE & Midmarket, including Finance and Public SectorTarget Customers: Customers requiring a single integrated stack for fast workload deployment
Key Features Customer BenefitsSingle priced, packaged, hardware, software, network & storage
Preloaded and integrated
• Purchase process is streamlined for client• Single number to call for support
• Deployment time is cut from weeks to days• Reduces complexity and risk of human error
Built on BladeCenter with its best in class RAS and scalability
• Highly resilient infrastructure with no single point of failure versus HP and Cisco offerings
• Much greater bandwidth capability (important for VM mobility) than Cisco
• Easy to expand to a cloud without rip and replace
Seller resources:
Sales Resource Kit
External link
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Cloud Infrastructure Providers
HardisAspaway
Asplenium Midrange IBM GTS
Best’Ware
ACMI
Sogeti
Cegid
Prodware
Arrow ECS
SCC
SAP
Evea
Generix
ESDIProginov
Frame
Qui ? Hébergeurs, Telcos, Intégrateurs, Editeurs… qui offrent des services d’IaaS ou de PaaS au travers de leur propre cloud public.Revenu ? Services d’abonnement [souscription]Besoins ?Plateforme de gestion de services cloud éprouvée, “carrier grade”Solutions et options d’infrastructure évolutives, “scalable”Ecosystème pour étendre, marketer, mettre en oeuvre et vendre leurs services cloud.Support IBM ?Workload Optimized Systems, Service Management Platform, Cloud Specialty benefits
OBS OceanetOverlap
Coaxis Ocealis
Trekk
Intrinsec
Jaguar N.
Aquitem
IBO
AZ.N
Sigma
CPS
Internet fr
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Cloud Infrastructure Providers – How can IBM help
CREATE MANAGE MONETIZE
Exploit AdvancedAutomation
Rapidly Launch PartnerEnabled Apps/Services
Market White LabeledIBM Cloud Services
Leverage Intelligencefor Differentiation
Optimize Self-ServiceWeb Portals
Deliver Highly Secure,Quality Assured Services
Fast start Cloud Infrastructure Provider bundle
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Cloud Application Providers
HardisAspaway
Lotus
SABLefebvre
Coremetrics
IBM GBS
Sogeti
Cegid
Cylande
Prodware
Cognos
Sterling Commerce
SPSS
UnicaAddenda
Medasys
Exceo
PAD
Coheris
Infor
Update
SAPGenerix
Primobox Bodet
JamespotVermeg
ESDI
Opase
Proginov
Xaga
Qui ? Editeurs, Start-ups, Intégrateurs fonctionnels, intégrateurs de solutions applicatives, Entreprises qui proposent des applications d’entreprise horizontales ou verticales au travers d’un modèle de souscription dans le CloudRevenu ? Vente de Services d’AbonnementBesoins ?
Infrastructure performante, sûre, sécurisée et évolutiveSupport au développement de nouvelles applications cloud ou à lmigration d’offres existentesSupport “Go to Market” pour toucher de nouveaux clients et de nouveaux marchésFonctionnalités supplémentaires pour étendre leurs applications.
Support IBM ?Options de déploiement et de pricing flexibles, Business Analytics, Collaboration, Integration, Bénéfices de la Cloud Computing Specialty
Sage
Oceanet
Aquitem
AZ.N
Pictime
Sigma
Sopra
Logica
SteriaAtos GFI
Softway
Eurosys
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Cloud Application Providers – Offres et Support IBM & Partenaires
En
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Infrastructure Services(Hardware Virtualization, Network Management, Storage Management)
Your Application
Integration Analytics Collaboration
Platform Services (Application Virtualization, Pattern-based Middleware, Elastic Data Management)
Go
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Cloud Services Solution Providers
AspawayIBM GBS
Arago
SogetiProdware
Exceo
PAD ESDI
[Experts Métiers]
[Experts BizDev]
Marketor
Value360Exceo
Racine
Sirhis
Lemon Op.
On Channel
Qui ?Sociétés qui revendent de multiples services proposés par des cloud publics et qui offrent des compétences et des services à valeur ajoutée complémentaires tels que la formation, l’intégratoin… public cloud services and offer complementary value add skills such as training and integration.Distributeurs, Intégrateurs, Revendeurs, Infogéreurs, Hébergeurs…
Revenu ?Revente de Services Cloud d’IBM associée à leurs propres services et produits
Besoins ?Portefeuille de services cloud [public] , Programmes de Business Development, Formation et Support
Support IBM ?Services Cloud IBM “Partner enabled”, LotusLive reseller options, Bénéfice de la Cloud Specialty
OBS
ASI
Trekk
ABWEliadis
Aquitem
AZ.N
Sopra
Logica
SteriaAtos GFI
KerensenRevevol
Best’Ware
Arrow ECS
Frame
KPMG
E&Y
Eurosys
Novaliance
Bgfi
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Exemples de Services DU Partenaire autour de Smart Business Cloud - Enterprise
Image ManagementImage Management
Level 1 helpdeskLevel 1 helpdesk
PersistentStorage
PersistentStorage Readiness reviewReadiness review
NetworkingNetworking
Business ContinuityBusiness Continuity
« Managed Cloud Services » - Infogérance de Services Cloud
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63
Building an Annuity Stream of Revenues and Integration ServicesOfferings are available in monthly, 1-year, 2-year and 3-year commitments
All offerings are in PassportAdvantage and Software Value Incentive, working on VAP eligibility
Business Partners can resell / earn margin, paid annually.
Partner Incentives
(ap ply to new licenses o nly)
Partner R evenues
Resale m arg in
SVI
VAP
Revenue Fu ll RecurringSaaS R evenue
Fu ll R ecurringS aaS Revenue
N ew Incr S aaSR evenue
New Incr SaaSRevenue
Resale marg in
SV I
V AP
Resale marg in
S VI
V AP
SaaSIn tegration S ervices
SaaSIn tegration Services
S aaSIn tegration S ervicesP artner
S o lu tions Revenue
P artnerSo lutions Revenue
PartnerS olu tions R evenue
Year 1 Year 2 Y ear 3
LotusLivePassport Advantage Partners
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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.
• How do they make money…– 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 them…– Cloud Manifesto / Open API
– IBM Development & Test on the IBM Cloud
– myDeveloperWorks Communities
– Cloud Specialty Benefits
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Cloud Computing Specialty - Five Business Partners models supported
Cloud application providers
They deliver applications through the cloud, such as with Software as a Service (SaaS)
Cloud builders
They engage in consultative and solution selling of multiple IBM offerings, and want to more fully participate in cloud opportunities to win higher value, higher margin deals
Cloud infrastructure providers
They provide a public cloud service on which application vendors and companies can host their solution
Cloud services solution providers
They have an established practice, leveraging one or more IBM Cloud offerings and providing end-to-end cloud solutions to their clients
Cloud technology providers
They provide the tools, services and technologies that help other IBM Business Partners and enterprise clients use the cloud more effectively
Skills
ReferencesRevenue
IBM PartnerWorld
Cloud Specialty
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Résumé pour chaque “Solution area”
BenefitUse of PartnerWorld Cloud Specialty Mark (Mark Generator) X X X X X
IBM Confidential updates on IBM’s Cloud strategy and roadmap X X X X X
Use of LotusLive X X X X X
Networking Opportunities within the specialty ecosystem X X X X X
Business Development Workshop X X
Business Development Funds (PartnerPlan) 25K$/year 25K$/year 25K$/year 25K$/year
IBM relationship manager X X X
Marketing of Partner Sales Enablement Kit X
Cloud assessment tools X X
Cloud mentoring vouchers X
Requirement Cloud
Builder
Services Solution Provider
Infrastr.
Provider
App.
Provider
Tech.
Provider
GSD x x x x x
Skills
IBM Cloud Technical Certification X X X X X
IBM Cloud Sales Certification X X X X X
Validated solution that includes 2 or more IBM Brands (GSD) X X X
Skills in two brands spanning two categories X X
Develop sales enablement kit X
Relevant Technical Certifications X X X X X
Revenue X X X X
Client references X X X X X
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Pour vous aider !
– Loic Simon [GBP] – Patrice Fontaine
[IDR]– Et les autres SME*
Cloud IBM
[*Subject Matter Experts]
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Notre proposition
• Information/Engagement/Formation– Webinaire/Séminaire de découverte du Cloud pour les N…
ouveaux [teasing] et/ou pour les DG de Partenaires– Cloud Executive Workshop [stratégie/action]– Formation des Equipes Ventes/BizDev « à la carte »
• Projets/Deep-Dive– Mise en relation avec les bons SME IBM et Externes pour
« Deep Dive » [Produits & Services, Architecture, Technique, BizModel…]
• Specialty– Webinaire/Séminaire de présentation– Plan d’accès à la Cloud Computing Specialty
• Forum SaaS et Cloud IBM et sites/blogs associés.• Projet de Club Cloud [intégrant le Club Alliances]
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http://ibmcloudcatalog.blogspot.com
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http://www.ibm.com/partnerworld/page/swg_com_sfw_cloud_computing
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Documents et Veille Marché :
www.forumcloudibm.com
www.saas-guru.com
http://leblogducluballiances.blogspot.com
http://ibmcloudcatalog.blogspot.com