sugarcon partner presentation by ibm
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Beverly DeWitt, IBM Software GroupGreg Hurlebaus, IBM Systems & Technology Group
Making Money with IBM Making Money with IBM
Agenda● The Journey to Cloud Computing
●Building the Refrigerator
●Filling the Refrigerator
●Profiting from Cloud
●Call to Action and Summary
Traditional On Premise
Vendors:One-time charge model
Booked as transactional revenue“Sell it and forget it”
Customers:Upfront CAPEX
Rising and fluctuating OPEXBetter control, but more costly to integrate, manage, meter, scale,
analyze, report
Cloud is a game-changer
Cloud
Vendors:Annuity revenue stream
Earn renewal
Customers:No CAPEX
Predictable OPEXLower switching costs
Cloud Business Drivers
Do more with lessReduce capital and operational expenses
Reduce riskEnsure right levels of security and resiliency
Higher quality servicesImprove quality and deliver new services
Business agilityExpand or contract based on business needs and implement Social Business
7
Deployment Options for Cloud Computing
Private Public
Hybrid
IT capabilities are provided “as a service,” over an intranet, within the enterprise and behind the firewall
Internal and external service delivery methods are integrated
IT activities / functions are provided “as a service,” over
the Internet
Workloads that offer favorable entry points for cloud delivery models
Top public workloadsEmail
Audio/video/Web conferencing
CRM
Service help desk
Infrastructure for training and demonstration
WAN capacity and VoIP infrastructure
Desktop
Test environment infrastructure
Storage and server
Data center network capacity
Infrastructure and collaboration workloads emerge as most appropriate
Top private workloadsData mining, text mining, or other analytics
Security
Data warehouses or data marts
Business continuity and disaster recovery
Test environment infrastructure
Long-term data archiving/preservation
Transactional databases
Industry-specific applications
ERP applications
Database, application and infrastructure workloads emerge as most appropriate
Source: IBM Market Insights, Cloud Computing Research, July 2009. n=1,090
Building the Refrigerator
10
• 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.
Building the Refrigerator...Why IBM Hardware for Cloud InfrastructureComplete private cloud infrastructure optimized for mission critical workloads
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● 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
IBM Hardware Offerings for the Cloud
12
Why Power for Cloud...Power is Cloud Optimized
Workload-Optimizing Systems
+
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 demandLeadership virtualization capability provides enterprise QOS with higher performance, more scalability, and driving systems up to 90% utilizationEnterprise level security for mission critical workloadsComplete resource control with integrated server, virtualization, network and storage managementCharge for IT services based on the usage and accounting data
13
IBM CloudBurst on Power SystemsIntegrated cloud solution for the fastest private cloud deployment
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
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
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.
15
Power your CRM solution with IBM systems - a comprehensive solution
Affordable low-end servers with outstanding performance, energy efficiency and reliability
Simplicity and integration with IBM i
Software as a Service solutions with many ISVs
Special offers / Price point Up to 40% discount off IBM i server Sugar Enterprise Edition for the
price of Sugar Professional Edition
Advantage over the competition• Lead with IBM Power Systems tuned for
high performance with SugarCRM• Robust solution price competitive with Intel
platform
• IBM Power customers looking to improve customer retention and satisfaction with a CRM solution
Target Market
IBM i Solution Edition for
Configurations for 50, 150 and 500 Users
16 Simplicity. Growth. Profitability.
IBM Express models immediately available through IBM distribution
Special offers / Price point• IBM Express models often represent savings 5 -
20% vs. standard models• Recommend 3 Express x3550 M3 models…one each for
small, medium and large environments
Advantage over the competition
• IBM Express is EASY• Easy to configure• Aggressively priced• Stocked in channel• Your key to rapid sales execution
• Access to IBM Install base• IBM BP Benefits help you reach new opportunities
and deliver higher value
• Midsized business requiring better integration between sales and marketing
• Intel Install base with no desire to move
Target Market
IBM System x business partner solution for……
Small
(50 users)1
Med
(100-150 users)1
Large
(150-250 users)1
7944E4U + cpu/memory4 core 2 Xeon E5607/2.26GHz, 4x2GB
7944E5U + cpu/memory 6 core 2 Xeon E5649/2.53GHz, 4x2GB
79446U + cpu/memory6 core -2 Xeon X5650/2.66GHz, 3x4GB
+• Add the benefits of IBM PW
Membership• Co-Marketing w/ IBM 3:1• Marketing Support ( MSV)• Become a Smarter Planet reference
1 Estimate based on info supplied to IBM, contact IBM for requirements > 250 users/server
17
Stocking the Refrigerator
IBM SaaS Offerings
Stocking the Refrigerator
IBM SaaS Offerings
18©2011 SugarCRM Inc. All rights reserved.
Cloud ServiceDeveloper
Cloud Service Provider
Common Cloud Management Platform
Virtualized Infrastructure – Server, Storage, Network, Facilities
Cloud ServiceConsumer
Partner Clouds
Customer In-house IT
Consumer Administrator
Consumer Business
Manager
Developer
Service Business Manager Service Operations Manager
Cloud Services
User Interface
Consumer End user
AP
I
Software-as-a-Service
Platform-as-as-Service
Infrastructure-as-a-Service
Business-Process-as-a-Service
Metering, Analytics & Reporting
Service Provider Portal
Service Development
Tools
Service Definition Tools
Image publish Tools
Configuration Mgmt
Offering Mgmt
Order Mgmt
Accounting & Billing
Customer Mgmt
Entitlements
Contract Mgmt SLAReporting
Pricing & Rating
Peering & Settlement
Subscriber Mgmt
Service OfferingCatalog
Invoicing
Service Automation Management
Virtualization Mgmt
Provisioning
Monitoring &Event Management IT Asset & License Management
Service Request Management
IT Service Level Management
Image Lifecycle Management
Capacity &Performance Management
Incident, Problem &Change Management
BSSBusinessSupportSystem
Service D
evelopment P
ortal
AP
IS
ervice Delivery P
ortal
OSSOperationalSupportSystem
IBM Service Delivery Manager
Service Transition Manager
Service Security Manager Security & Resiliency
Service Delivery Catalog
Service Templates Image Creation Tools
● 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
Cloud Application IntegrationCloud Application Integration
20
LotusLive is a social business platform that delivers cloud-based collaboration tools and social networking servicesSugarCRM 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
2020
Social Business in the Cloud
Files
Meetings Events
Chat
Survey FormsCharts
Communities
Activities
Integrated Applications
My Network
Resources to Help you Sell
Business Partner Demo accounts● One year no-charge subscription● Engage, Meetings, iNotes● Notes hybrid planned
Marketing, sales, and technical resources
Business Partner Managed Client Trials
● Unique Trial URLS● You own the
opportunity!
● 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
Cloud Business Process Management Cloud Business Process Management
24
Blueworks Love: Simple for Novices, Rich Enough for Experts
EducationCompensation
Marketing and lead generation
Install & demonstrate to customers
Executive level sponsorship
IBM PartnerWorldPut the Power of IBM Behind your BusinessIBM PartnerWorldPut the Power of IBM Behind your Business
Tactical Investments
26©2011 SugarCRM Inc. All rights reserved.
Business Opportunities with IBM Cloud
●Planning for Cloud adoption● Define desired-state IT architecture after cloud adoption
● Which business processes would benefit from cloud?
● Data, directory, network, security
●Cloud platform●Software as a Service●Cloud components
SellingConsulting Managing
●User administration●Integration with on-premises systems
●Level 1 Support/Help Desk
●Managing private clouds●Meter, analyze●Reporting, billing
Base margin for resale
Software Value Incentive
General Business Rebates
Cloud Specialty Certification
Leverage all the pieces of the IBM Software Value Plus Program to maximize profits
Compensation
Rewarding Business Partners for Skills and Results
Compensation
Rewarding Business Partners for Skills and Results
up to 40% margin on software
Visit PartnerWorld and joinwww.ibm.com/partnerworld
Grow your Business by Selling IBM and SugarCRM Together
Enjoy SugarCon and visit Booth #100
Summary
Next Steps for Business Partners
Summary
Next Steps for Business Partners
Thank YouThank You
www.ibm.com/partnerworld/cloud www.ibm.com/partnerworld/cloud
04/01/11 ©2010 SugarCRM Inc. All rights reserved. 30
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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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