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Deck exploité lors du Forum des Partenaires du Cloud IBM - Atelier "Cloud Services Solution Provider" - Loic Simon [Club Cloud des Partenaires, Club Alliances, Cloud Channel Development]
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Cloud Services Solution Provider
Loic Simon - Loic_simon@fr.ibm.com +33 6 76 75 40 71
Cloud Services Solution Provider• Marché et Besoins adressés• Modèle de Business
– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Services Solution
Providers– Offres Cloud Majeures et Services Cloud
complémentaires – Ecosystème de Partenaires, accompagnement
au Changement– Formation et Support Technique, Commercial
et Marketing– IBM Cloud Computing Specialty
• Plan de démarrage et d’accélération
Cloud Services Solution Provider: Position sur le Marché Cloud
Enterprise Private ($36B)
Hosted Private ($16B)
Private Public
Income Sources
Technology Provider
Cloud Builder
Aggregator/ Marketplac
e
Application Provider
Infrastructure Provider
Managed Private ($19B)
Cloud Services Provider ($24B)
Public Services ($104B)
Services Solution Provider
Consulting Services
Integration Services
Cloud Operator
HW/SW Resale, Upgrades, Maintenance, Education
Consulting, IT Services, HW/SW Resale, Upgrades, Maintenance
Hosting, Managed Services, Business Process Outsourcing
SaaS, BPaaS Annuity Streams
IaaS, PaaS Fees & Renewals
Off premise Services Contracts, Vendor Management
($US 2015 WW Cloud market size forecast)
Deux types de Services Cloud revendables / intégrables : IaaS/PaaS et SaaS/BPaaS
Source: “Right Cloud, Right Way” CSC Presentation, Cloud Leadership Forum, June 13-15, 2010
6
Usage du SaaS à ce jour
Les Partenaires
IBM et
le Cloud La
séduction réciproque!
Transformation de l’écosystème sous l’impact du SaaS
Source / Vision IDC
Cloud Application Providers+
Cloud Services Solution Providers
Cloud BuildersCloud Infrastructure
Providers
Cloud Technology Providers
[Experts Métiers]
[Experts BizDev]
Cloud Services Solution Providers
Aspaway Best’Ware
Marketor
Lemon Operations.On Channel Sogeti
Value360
Arrow ECSPAD
SaaS-Guru
ESDI
FrameOBSTrekk
Aforsys
CPS
Novaliance
a-SYS
Celadin
CollabSYS
Cumulus
Damaris
e-doceo
Fremont
Hostorg
H-Urban
ABW
Master Performance
Alphatec
Orateam
Synergie Informatique
Adelys
Atos Origin
Basyca
Burette
CCO
Ceriel
Comitem
CompubaseCoreye
Cristal
Edifixio
Ediges
Finovia
JDC NSIT
Perensys
Techdata
T-SystemsIBM GBS
GBS
Metrologie
Infotel
Ilta
Umanis
PureChannelApps
ACK Atonis
Oceanet
LSI SudCiti Informatique
InternationalBoost
AcciodExl
Hardis
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’intégration….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”, Bénéfices de la Cloud Specialty
[Experts Métiers]
[Experts BizDev]
Cloud Application Providers+
Cloud Services Solution Providers
Cloud BuildersCloud Infrastructure Providers
Cloud Technology Providers
Aspaway
Midrange
D-FI
Best’Ware
Marketor
Lemon Operations.On Channel Sogeti
Value360
Arrow ECS
PAD
Infor
Evea
Jamespot
SaaS-Guru
ESDI
Frame
OBS
Ocealis
Trekk
Aforsys
CPS
Novaliance
a-SYS
Blueway
Celadin
Certeurope
CollabSYS
Collectiv-IT
Cumulus
Damaris
Dassault Systèmes
Datalog
Novapost
Diademys
e-doceo
Fremont
Hostorg
H-Urban
Ip-label
ABW
Iridis
LYaTiss
Master Performance
Alphatec
MyERP
Orateam
Panduit
QosGuard
ServoySTS
Synergie Informatique
Adelys
Atos Origin
Basyca
Blu Age
Burette
CCO
Ceriel
Comitem
Compubase
Computacenter
Coreye
Cristal
Divalto
Edifixio
Ediges
Fidgi
Finovia
France Brevets
Gamma Soft
JDC
MEDDTL
Owi
NSIT
Perensys
Site Alpha
QualyCloud
Precodata
Techdata
Unilink
T-Systems
IBM GTS
IBM GBS
IBM SWG/STG
IBM GBP
IBM IDR
IBM MM
IBM SWG
GBS
Avenue SW
SCC
Jaguar Network
Metrologie
Infotel
Ilta
Umanis
SAB
Hypersoft
PureChannelApps
ACK Atonis
ACMI
Oceanet
SAP LSI SudCiti Informatique
InternationalBoost
Acciod
Intrinsecc
Asplenium
Exl
Hardis
Position sur le Gartner Cloud Hype Cycle de 2010
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
Cloud Services Solution Provider
• Marché et Besoins adressés
• Modèle de Business– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Services Solution Providers
– Offres Cloud Majeures et Services Cloud complémentaires
– Ecosystème de Partenaires, accompagnement au Changement
– Formation et Support Technique, Commercial et Marketing
– IBM Cloud Computing Specialty• Plan de démarrage et d’accélération
How Cloud Services Solution Providers make money ?
Resell multiple public cloud services and earn margin
Generate additional revenue offering their own complementary value add services to cloud opportunities:Consulting
Helpdesk
Solution design
Training and integration
Source: “The Cloud Roadmap – Delivering Innovation and Efficiency” IBM Presentation, Cloud Leadership Forum, June 13-15, 2010
Cloud Enables Global Industry Transformations
Sample Cloud Deals for IBM Business PartnersCloud Deal Types/ Customer Use Cases
IBM Solution Elements
Average Deal Size
Contract Terms
BP Gross Profit
Follow On Opportunities for Partners (Examples)
Target Customers
Cloud Assessment & Consulting Project
GBS/GTS Methods & Tools
$25-50k 1-2 weeks 30-40% Private Cloud Pilot, Security project, Public Cloud vendor selection
Any size client, Virtualization clients
Cloud Components Sale – IBM Service Delivery Manager (Software)
Tivoli – TSAM, TUAM, Monitoring
$100k License transaction
20% IT Architecture Road Mapping, Integration Services,
Any size client
IBM Cloudburst Appliance Solution Blade, Tivoli, ITS Installation
$200k-$1M Purchase transaction
20% Assessments, Help Desk, Maintenance Services
Mid-market, Large
Private Cloud Pilot Project IBM HW/SW, Consulting, Application Development, System Integration
$200k-400k 4-6 weeks 30-40% Assessments, Networking, Off Premise Cloud Services from IBM
Mid-market, Large
IBM SaaS Service Contract – LotusLive
LotusLive – Collaboration, Conferencing, e-mail
$10k-$1M, varies
1, 2, 3 years
15-40% Application Integration Any size client
IBM IaaS Service Contract – Smart Business Storage (Private Cloud)
IBM SONAS hardware, GTS Mgd Service
$1M-$3M, varies
Flexible 15% Assessments, Maintenance Services, Help Desk, Data Migration
Large
IBM IaaS Service Contract – Smart Business Desktop Cloud
Hosted desktop subscription service
$200k-$1M, varies
Flexible 20-35% Help Desk, Security, Networking
Large
IBM IaaS Service Contract – SmartCloud Enteprise
Virtual servers and SW develop. tools
$2k-$50k per month
Annual contract
15-30% Expand into other IBM Compute Cloud services
Mid-market, Large
IBM IaaS Service Contract – Information Protection and Security
Managed security service
$350k 3 years 20% Business Continuity, Image Management
Mid-market, Large
Examples of Value-add Services for Cloud Workloads
Gen
eral
Ass
essm
ent
Targ
eted
Ass
essm
ent
Spec
ial P
roje
cts
Bus
ines
s Cas
e A
ssis
t
Leve
l 1 H
elp
Des
k /A
dmin
Softw
are
Lice
nsin
g
Imag
e / I
nsta
nce
Man
agem
ent
Secur
ity
Net
wor
king
Busin
ess
Contin
uity
Har
dwar
e Pro
visi
onin
g
Solut
ion
Dep
loym
ent
Desktop Management
Storage
Development and Test
Dat
a M
igra
tion
Plan Build Deliver
Business Modèles Adjacents
CloudBuilder
Cloud ServicesSolution Provider
CloudInfrastructure
Provider
Partner Revenue Sources
IBM Solutions to Sell
Fast Start Activities
Product Resale – HW, SW, Networking
Brokerage Fees and Renewals Hosted/Managed Services (Private Cloud)
Consulting, Integration Services Assessment, Integration, Help Desk Consulting, Integration Services
Security, Networking, Data Migration Data Integration, Outsourcing
Private Cloud Custom Development Projects
IBM Private Cloud Reference Configurations
BPaaS – Blueworks Live, Expense Reporting
SaaS – LotusLive, RationalAppscan, Unica, Sterling Commerce, Cognos
IBM Cloud Service Provider Platform, IPS, Managed Security, Compute, Storage, Virtual Desktop
IBM Service Delivery Manager, Tivoli Products, WebSphere Clouburst, Cast Iron
PaaS – Rational, WebSphere, Lotus, Information Management
IaaS – IBM Compute Cloud, Security, Storage, Desktop, Backup/Recovery
Industry Clouds – Federal Community, Municipal Government, Medical Imaging, Clinical Development, Collaborative Care, Banking, Education, Telco
$100k to $1M+, Average = $400k $2k/mth up to $3m/3 years, Average = $500k/yr
Wide variation of deal sizes and contractual relationships
30-40% 15-40% 30-50%
IT Department – CIO, IT Director Line of Business, IT Department CEO, CFO, CIO, CTO
Consultative Solutions Selling Term Contract Selling, Solutions Relationship Selling, Outsourcing
Workload Assessment/ROI Tools Workload Assessment/ROI Tools TCO Analysis, Lease vs Buy
IBM Cloud Architecture, Virtualization, Platform Management, Service Management
Cloud Provider Evaluations
Provisioning, Billing
Data Center Management, Cloud Services Provisioning, Help Desk
Tivoli Certification, WebSphere, Rational, DB2, Cast Iron
Help Desk On premise/off premise data integration
IBM Product Evaluations/Installs, Cloud Certification, Dedicated Cloud Technical Team
Cloud Certification, Managed Services Contract
IBM Cloud Services Provider Platform, IBM Cloud Hosting Provider Startup Kit
Average Deal Size
Selling Skills
Technical Skills
Partner Gross ProfitTarget Buyers
Most Common Cloud Business Models
Cloud Services Solution Provider
• Marché et Besoins adressés• Modèle de Business
– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Services Solution
Providers– Offres Cloud Majeures et Services Cloud
complémentaires – Ecosystème de Partenaires, accompagnement
au Changement– Formation et Support Technique, Commercial
et Marketing– IBM Cloud Computing Specialty
• Plan de démarrage et d’accélération
Cloud Channel Capabilities ModelFocus Areas Level One Level Two Level Three Level Four Level Five
Select Cloud Target Market Segments
Enterprise Private Cloud (Resell)
Public Services (Resell) Enterprise Private Cloud (Implement), Cloud Services Provider
Managed Private, Hosted Private
All segments
Select Your Business Model Strategy
Technology Provider Cloud Services Solution Provider, Cloud Aggregator/Marketplace
Cloud Builder, Cloud Application Provider
Cloud Infrastructure Provider
Cloud Innovator
Typical Channel Firms
VADs, VARs, Solution Providers
VADs, VARs, MSPs, SIs, BPOs, Offshore
SI’s, Solution Providers, ISV’s MSP’s, VARs, Solution Providers, Data Centers
Cloud-based Startups
Establish Financial Goals (1, 2-3 years)
Product Resale Revenue, Volume Play
Services Resale, SaaS, IaaS Volume Play
Xx # of Private Cloud & IT Services Projects, Design/Build/Pilot Play
# of Clients/Clouds under management, Managed Services Play
Cloud Revenue = 100%, Hyper-growth Play
Define Your Customer Acquisition Strategy
Resell to current customers
Existing Mgd Services Clients, New Prospects Specific Apps/Wk-Loads
Existing Virtualization Clients
Move customers towards outsourcing relationship
Small Businesses, ISV’s, Industry Verticals, “Early Adopter” Countries
Organize Your Team Existing Sales Team Dedicated Sales Team New Practice Area or expansion of Virtualization Team
Dedicated Cloud Infrastructure (NOC) Management Team
Cloud Industry Teams, Professional Services, Sales, NOC, R&D
Select Vendor Offerings and/or Develop Your Own Client Offerings
Cloud Assessments
Virtualization HW & SW, Systems SW, Service Management SW, Tools, Maintenance Services
Cloud Assessments
BPaaS/SaaS/PaaS/IaaS vendor services across high demand workloads
Cloud Assessments
Cloud Consulting, IT Strategy, Solutions Design, Installation Deployment, Integration
Cloud Assessments
Performance Monitoring, Disaster Recovery, Hosting, Help Desk, Data Migration
Cloud Assessments
Business Consulting, IT Services, Outsourcing, App. Development, own BPaaS/SaaS/PaaS/IaaS
Develop Cloud Skills in Your Firm
Knowledge of Cloud Technology and Vendor Products/Solutions
Managed Services Sellers
Business & IT Consulting
Cloud Architecture & Design Technical
Selling Managed Services, Annuity Contracts, Tiger Teams
A to Z Cloud Skills
Strategic Alliances with Cloud Vendors/Providers
Delivery Capabilities Resale Contracts, Product Installs, etc.
Resale Contracts, API’s with Vendor Systems, Provisioning, Billing
Cloud Infrastructure, Cloud Sandbox, Demonstration Center
Data Center, Provisioning, Billing
All Prior Levels
Develop Marketing Plans
Offering Announcements Vendor Co-marketing
Offering Announcements Advertising, Vendor Co-marketing
IT Seminars/Webinars, Client Education, Vendor Co-marketing
C-level Seminars, IT Webinars, Advertising
Press Releases, Advertising, Conferences Industry Events
Cloud Services Solution Provider• Marché et Besoins adressés• Modèle de Business
– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Services Solution
Providers– Offres Cloud Majeures et Services Cloud
complémentaires – Ecosystème de Partenaires, accompagnement
au Changement– Formation et Support Technique, Commercial et
Marketing– IBM Cloud Computing Specialty
• Plan de démarrage et d’accélération
Portefeuille d’offres Cloud IBM
SmartCloud Enterprise
Services Solution Providers: What To Sell
1: IBM SmartCloud Enterprise•An agile cloud infrastructure as a service (IaaS) designed to provide rapid access to security-rich, enterprise-class virtual server environments, well suited for development and test activities and other dynamic workloads
IBM has a comprehensive portfolio of cloud services that IBM Business Partners can resell, however IBM Business Partners can start with the offerings listed here.
2: IBM SmartCloud Managed Backup• Provide end-to-end, cloud-based solutions to help your clients protect
their business data, regardless of where it's stored
3: LotusLive • Award-winning online collaboration tools, e-mail and social networking
services that work together
Click here for a more complete view of service offerings
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
IBM SmartCloud Enterprise
IBM delivery centers
Your servers and PCs
Internet
Your firewall
IBM unique security and authentication model
IBM firewall
Enterprise-class IT infrastructure – Offering control, reliability, data security and
massive scalability in performance and capacity
IBM owned and managed – Multi-tenant shared infrastructure– Highly virtualized– Multiple IBM delivery centers – Preconfigured software images
Enhanced security– Secured access through the Internet– Virtual private network option– Based on IBM security standards
Usage based model-use– Virtualized IT development and test resources
delivered on a usage-based billing model
Enterprise-class cloud environment for production and development / test workloads
Production site: http://www.ibm.com/cloud/enterprise
More information on the offering landing page http://www.ibm.com/services/us/igs/cloud-development
BP sales kit
Learn More
Additional Business Partner services that support and complement the IBM SmartCloud Enterprise services.
Only applications that can be virtualized can be hosted on a cloud, so help your client identify and virtualize selected applications
Cloud Migration Consultancy
Cloud Migration Consultancy
Manage the virtualized access and the instances and images (Private and Enterprise community)
Instance & Image Management
Instance & Image Management
Offer your client the right software licenses for the virtualized environment
Software LicensingSoftware Licensing
Establish client security and access policies
Security*Security*
Assist the client with help and support to administer the cloud account
Customer Administration
Support
Customer Administration
Support
Subject matter experts to undertake an assessment review to design a roadmap and help the client build their own cloud business case
BP Assessment Review
BP Assessment Review
Following on from your cloud migration consultancy, you perform if going to the cloud is the right path forward
Readiness reviewReadiness review
NetworkingNetworking
IBM is “supplying the dial tone” so you can supply the networking services
Enable business and IT availability and continuity, for both normal day-to-day and unusual/crisis operations.
Business Continuity*Business
Continuity* Cloud Migration Implementation
Services
Cloud Migration Implementation
Services
Project management, transitional and implementation services, education, disposal of legacy assets
Cloud Strategy Services
Cloud Strategy Services
Formulate the cloud strategy for the business
Plan
Build
Deliver
* Indicates additional opportunity for Business Partners to resell GTS channel-enabled cloud services.
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
31
Smart Business Cloud Enterprise agreement and attachments.
Premium Services Order FormBusiness Partner Order Form + Standard base agreement
Lets your client order a selection of ’premium’ services:
•Reserved capacity package•On-boarding service•Premium support (24*7 phone & OS)•Virtual Private NetworkMay be ordered up front or later.
•Your client gets an account and access to the Cloud Portal so they can provision resources on the IBM Cloud.
•No commitment to buy anything.
IBM SmartCloud Managed BackupRemote Data Protection
Designed to:
Protect data automatically and around the clock with nonintrusive, scalable backups
Facilitate compliance management with comprehensive encryption standards
Deliver bandwidth efficiency with data de-duplication technology
Protect your critical data with no up-front investment
Provide usage-based, predictable monthly billing
Remote data protection
service platforms from IBM
Customer personal
computers and servers
Local area network
(LAN)/wide area network (WAN)
24x7 global help desk24x7 global help desk
• Hosted, managed cloud-based data protection for servers, personal computers and laptops
• Subscription service that backs up your customers’ information on an IBM platform
Learn More
Page 33
IPS Managed Backup Cloud – Remote Data Protection
Business Partner Benefit Example – Remarketing Model
Contract: 3 year contract with customer Estimated data usage year 1: 2 servers: 1,550 GB total Retention schedule – 8 days, 5 weeks, 4 months Assume 25% data growth per year Financials: Partner receives 20% off from IBM Partner prices to customer at 20% above price from IBM Partner utilzes a sales resource to close deal in year one Partner incurs monthly billing expense to bill customer No capital expenditures required by Partner or customer
Growth annuity
stream for 3 years with one sales
touch point
1000 GB (8-5-4) 3 Year Term Year 1 Year 2 Year 3
Total 3 Years
25% data growth 25% data growth
BP Cost from IBM $40,325 $50,406 $63,008 $153,738BP Price to Customer $50,406 $63,008 $78,759 $192,173Margin $ $10,081 $12,602 $15,752 $38,435Margin % 20% 20% 20% 20%BP Internal Sales $1,512 $0 $0 $1,512BP Internal Operations $504 $504 $504 $1,512PTI $ $8,065 $12,097 $15,248 $35,410PTI % 16% 19% 19% 18%
RDP Servers
LotusLive Meetings
LotusLive Meetings is a full-featured online meeting service that integrates Web, audio and
video conferencing.
LotusLive Events
LotusLive Events is an online event management service, helping you create, host and
manage your next online conference.
LotusLive Connections
LotusLive Connections integrates business network with file sharing,
instant messaging and social networking in one place, accessible
from anywhere.
LotusLive Notes
IBM’s most widely used software, Lotus Notes is now available as an managed online client service.
LotusLive Engage
LotusLive Engage combines file sharing, Web conferencing, instant messaging, social networking, and project management together in one
place, accessible from anywhere.
LotusLive iNotes
Secure, web-based service for email, calendaring and contact management starting at $3 per user, per month.
Web Conferencing Collaboration eMail
Dramatically simplify and improve the way companies interact with their customers and partners
www.LotusLive.com
LotusLive on the IBM Cloud
35
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
36
Document and Run Processes in the CloudIBM Blueworks Live
Increase agility by documenting and refining processes in a tool that keeps everyone informed of important changes
Make your organization more efficient by automating simple processes that run today over email - in as little as 90 seconds!
Improve the way you work by seamlessly collaborating across roles, teams and locations. Sign up now for a free 30 day trial.
What’s new in our Spring release?
– Ensure consistency of terms across processes by managing definitions in a Glossary
– Better communicate and present process flows to others by defining and playing back paths
– Gain insight into the performance of automated process for individuals and across an account
“We now have tools to map out, study and improve all of our processes. They
are user friendly and logical. I’m excited that we’ve embraced the BPM
technology and culture that supports the way we want to manage our
business.”
- LaTeca Fields, Business Analyst at Lincoln Trust
Smarter Commerce
BusinessAnalytics
Social Business
Cloud Business
Au delà des Nuages…
38
Smarter Commerce
Social Business
Business Analytics & Optimization
IBM is defining new segments and driving new value for our clientsCloud-enabled capabilities allow clients to optimize people, processes, decisions, and assets
Smarter Cities
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
Cast Iron
Complete Flexibility
IBM Cast Iron Cloud
Virtual Appliances
Physical Appliances
Total Connectivity Complete Reusability
TIP Exchange
TIP Development Kit
TIP Community
For All Types of Projects
UI Mashups
Process Integration
Data Migration
For more information, see the Cast Iron Sales Kit
As an IBM Business Partner, how can I order Cloud products, services and solutions for my clients?
• STG/SWG Cloud products and solutions have part numbers
• Cloud Services from GTS and SWG have offering codes
• STG – Normal Product Distribution ordering systems
• SWG – Passport Advantage, AAS, ASL
• GTS – Statement of Work, eConfig
Rejoindre le bon
Ecosystème pour prendre son pied, la
tête au dessus des nuages !
Cloud Application ProvidersCloud Services Solution Providers
Cloud BuildersCloud Infrastructure
Providers
Cloud Technology Providers
Club Cloud des Partenaires
[Experts Métiers]
[Experts BizDev]
Clients
Cloud Services Solution Providers [BPaaS, SaaS – IaaS, PaaS]
Cloud Application Providers [BPaaS, SaaS]
Cloud Builders [Projets Cloud]
Cloud Infrastructure Providers [IaaS, PaaS]
Cloud Technology Providers
Client Finaux
Cloud Services Solution Providers &Cloud Application Providers [BPaaS, SaaS]
Cloud Infrastructure Providers [IaaS, PaaS]
Cloud Builders [Projets Cloud Privés/Publics]
Technologies Cloud
IBM Cloud Centers
HanoiHanoiVietnamVietnam
Silicon ValleySilicon ValleyCaliforniaCalifornia
DublinDublinIrelandIreland
São São PauloPauloBrazilBrazil
JohannesburgJohannesburgSouth AfricaSouth Africa
BangaloreBangaloreIndiaIndia
TokyoTokyoJapanJapan
IBM Cloud LabsIBM Cloud Labs
SeoulSeoulS. KoreaS. Korea
IBM SmartCloud EntepriseIBM SmartCloud Enteprise
SingaporeSingapore
BeijingChina
RaleighRaleighNCNC
Cloud Cloud ResearchResearch
EhningenEhningenGermanyGermanyBoulderBoulder
COCO
Toronto, Toronto, ON ON
CanadaCanada
IBM Managed Backup Cloud – IPS (not all listed)IBM Managed Backup Cloud – IPS (not all listed)
MLVMLVFranceFrance
MadriMadrid d
SpainSpain
LondonLondonEnglandEngland
CapetownCapetownSouth AfricaSouth Africa
Hong Kong
SydneySydneyAustraliaAustralia
7 Cloud Data Centers11 Cloud Labs57 Global Delivery Centers54 Global Command Centers
Increased revenue Access to IBM expertise on cloud Flexible pricing options Co-marketing opportunities Linkage to other partners in IBM’s cloud
Increased revenue Access to IBM expertise on cloud Flexible pricing options Co-marketing opportunities Linkage to other partners in IBM’s cloud
IBM helps you find your place in the Cloud with our comprehensive Cloud Specialty Program
Benefit topartners
Benefit topartners
Built on Partner NeedsBuilt on Partner Needs
Demonstrate skills, revenue,
and clients
Demonstrate skills, revenue,
and clients
+ =
Cloud Specialty
One program for all Cloud partners
Pick a pathPick a path
Quel Rôle allez-vous Jouer?Partners who build and resell… Partners who deliver…
Technology Providers
Cloud Builders Application Providers
Services SolutionProviders
InfrastructureProviders
Technology Providers
Deliver applications through the cloud, such as with Software as a Service (SaaS).
Win higher value, higher margin deals through consultative and solution selling of multiple IBM offerings to build private clouds
Provide a public cloud service on which application vendors and companies can host their solution.
Have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients.
Provide the tools, services, and technologies that help other IBM Business Partners and enterprise clients use the cloud more effectively
Cloud Services Solution Providers
• IBM Business Partners in the cloud services solution providers solution area have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients.
53
Cloud Computing Specialty and Software Value Plus (SVP) Capability Authorization Cloud Computing are aligned and complementary
Pick 1 path to achieve Specialty
Cloud Application Provider
Cloud Builder
Cloud Infrastructure Provider
Cloud Services Solution Provider
Cloud Technology Provider
Specialty Requirements
Skills
Cloud Specialty
SVP CloudAuthorization
Revenue
References
SVP “Cloud Authorization” is expected to satisfy Business Partner’sIBM Software skills
required for the Cloud Computing Specialty
How the Specialty leverages Software
Authorization
Cloud Services Solution Providers
54
Use of the PartnerWorld Cloud Specialty Mark– To promote your partnership with IBM
IBM Confidential updates on IBM’s Cloud strategy and roadmap– Insights into planned new cloud
capabilities Internal use of LotusLive
– Expanded usage benefits for Specialty Partners
Networking Opportunities– Invitation to Cloud Specialty reception
day(s) built around other IBM and industry conferences.
Cloud services assessment tools Business Development Funds
– $25,000 to generate demand for your cloud solutions (available only once for first path selected)
– Requires agreed-to PartnerPlan, w/ IMT cloud lead and channel sales
Skills– IBM Cloud Reference architecture skills
• Cloud computing sales certification• IBM Cloud technical certification
– For IBM Software as a Service solutions
• Verified Solution using from at least one of the eligible software on the IBM cloud offerings*
• Appropriate Cloud Authorization plus certified software skills
– For IBM Services solutions• Two verified solutions, each using at least
one of the eligible on the IBM Cloud services
Revenue – 4 Revenue points from either Services or
Software (as low as $240K)
Client references– Partners must provide at least two verified
client references running on the IBM Cloud
Qualification requirements Benefits
Technical sales certificationIBM Certified Solution Advisor - Cloud Computing
Architecture
• Certification Topics – Cloud Computing Concepts and Benefits – Cloud Computing Design Principles– IBM Software Cloud Architecture
• Audience: Technical Sales
(i.e., architects, system integrators, technical sales people, application developers)
• Test Availability– Authorized Prometric testing centers worldwide
Available Now!
*IBM Certified Solution Advisor – Cloud Computing Architecture V1
http://www-03.ibm.com/certify/certs/50001101.shtml
Showcase your advanced skills for a competitive advantage
Cloud Services Solution Providers
Cloud Services Solution ProvidersSkills - Détails
Cloud Services Solution ProvidersCertifications
Cloud Services Solution ProvidersCertifications – Cloud Computing
Cloud Services Solution ProvidersCertifications – IBM Software
Cloud Services Solution Providers
Cloud Services Solution Provider : How to Get Started
Pick a PathCloud Services
Solution Provider(Best fits your business model)
References• Two clients last 24 months• Need not to be made public
Revenue• Revenue in each selected brand
Assess yourSkills• Use PartnerWorld Profile Sys (PPS)
Select Brands for Certifications & Revenue• Hardware brand• Software brand
Submit Nomination• Access Global Solution Directory (GBS)• Describe your firm’s cloud capabilities• http://www-304.ibm.com/partnerworld/gsd/homepage.do
Build Plan to Acquire Needed Skills• IBM Cloud sales & tech certifications• Add’l brand certifications as needed
Achieve Accreditation &Leverage Benefits to Sell
Cloud Computing
Services Solution Provider Skills and Education
1.Become recognized as a cloud computing expert: Build your skills and gain access to enhanced benefits
with the IBM Cloud Computing Specialty
2.Develop your skills on IBM’s services offerings
Basic Requirements–Cloud Computing Basics–Consultative Selling–Cloud Sales Certification (Test 000-032)
–Cloud Technical Certification (Test 000-280)
+ Additional Offering-Specific Requirements
Services Solution Provider Skills You Will Need
Where to get Education
Where to get Services Solution Provider Education
Cloud Skills Duration Education Resource Links
Basics
Cloud Computing Basics
1 Hour
10 Min
1 Hour
BP Presentation
Quick Reference Guide
Know Your IBM
Cloud Sales Guide for Business Partners 30 min Sales Guide
Consultative Selling1 Hour
1 Hour
White boarding
Sales Simulator
Cloud Technical Certification 75 Min Overview & Preparation
Cloud Sales Certification 75 Min Overview & prep test (Course id 2992, free for BPs)
Exten
ded
IBM SmartCloud Enterprise45 Min
Various
Announcement Webinar
Business Partner Sales Kit
IBM SmartCloud Managed Backup
13 Min
Various
Various
Information Protection Services Podcast
Remote Data Protection Sales Kit
Managed Backup Cloud Sales Kit
LotusLive
75 Min
Various
Various
IBM LotusLive Technical Sales Mastery
No-charge demonstration account
Sales Kit
Brand – Global Technology Services (GTS) Various Services College
Brand – Software (SWG)1 Day
Various
Cool Cash Cloud Workshops
Software College
Cloud Services Solution Provider• Marché et Besoins adressés• Modèle de Business
– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Services Solution Providers
– Offres Cloud Majeures et Services Cloud complémentaires
– Ecosystème de Partenaires, accompagnement au Changement
– Formation et Support Technique, Commercial et Marketing
– IBM Cloud Computing Specialty
• Plan de démarrage et d’accélération
Who are the primary contacts for Business Partners for assistance on Cloud Computing
Opportunities?
1. IBM Partner Relationship Representatives (CRBP, TBPR)
2. Regional Cloud Channel Development Executive1. Loic Simon
2. Jean-François Mery
3. SEI Private Cloud Integrated Sales Team
4. Brand Specialists for Cloud Computing – STG, SWG, GTS
5. IBM Cloud Labs and Solution Centers
Des SME* Cloud Pour vous aider
– Loic Simon [GBP] – Patrice Fontaine [IDR]– Lionel Maugey [SEI]– Florence Marcel [Mkg] – Et les autres SME*
Cloud réunis autour de Philippe Verien.
[*Subject Matter Experts]
Nos Propositions• Information/Engagement/Formation
– Webinaire/Séminaire de découverte du Cloud
– Cloud Fast Track Workshop [stratégie/action]
– Formation des Equipes Ventes/BizDev « à la carte »
– Formation Technique– Plan Marketing Individuel ou Syndiqué
• Projets/Deep-Dive– Mise en relation avec les bons SME IBM et
Partenaires pour Projets Clients et/ou « Deep Dive » [Produits & Services, Architecture, Technique, BizModel…]
• Cloud Specialty– Webinaire/Séminaire de présentation– Plan d’accès à la Cloud Computing
Specialty
• Club Cloud des Partenaires [intégrant le Club Alliances]
– Forum Cloud et sites/blogs associés.
Basic Fast Track Workshop Agenda 5 to 7 hours
Time Agenda Item
08:00 – 08:15 Workshop Objectives & Introductions IBM/BP Sponsors
08:15 – 08:45 BP’s Business Overview – Historical business mix, current Cloud activities, future Cloud plans (if defined)
BP Cloud Advocate
08:45 – 09:15 Cloud Computing – The IBM Point of View IBM Cloud SME
09:15 – 10:00 Cloud Business Model review and selection IBM Cloud SME/Attendees
10:00 – 10:15 Break
10:15 – 11:00 IBM Cloud Offerings portfolio review and prioritization
IBM Cloud SME/IBM Brand Representatives
11:00 – 11:30 Develop the Cloud Computing Strategic Business Plan for BP for the current year
IBM Cloud SME Workshop attendees
11:30 – 12:30 Develop a Fast Start Action Plan and ongoing Management Process for converting the Cloud Plan into new business opportunities
IBM Cloud SME Workshop attendees
12.30 – 13.00 Summarize workshop outcomes and next steps IBM/BP Sponsors
NOTE: The Agenda can be adapted to address specific topics with deeper dives on specific IBM Cloud solutions depending on BP’s interests.
Cloud Application ProvidersCloud Services Solution Providers
Cloud BuildersCloud Infrastructure
Providers
Cloud Technology Providers
Club Cloud des Partenaires
[Experts Métiers]
[Experts BizDev]
www.club-cloud.com
clubcloud.blogspot.comBlog du Club Cloud
ibmcloudcatalog.blogspot.comOffre Cloud IBM pour Partenaires
LinkedIn, Viadeo, Facebook, Twitter, Slideshare, Youtube…
Sites et Blogs de Partenaires
Sites IBM pourPartenaires
forumcloudibm.comSite du Forum du Club Cloud
club-cloud.comSite du Club Cloud
leblogducluballiances.blogspot.comBlog du Club Alliances
LinkedIn, Viadeo, Facebook, Twitter, Slideshare, Youtube…
Sites et Blogs de Partenaires
Sites IBM pourClients
cluballiances.comSite du Club Alliances
Blogs des Clubs Métier
Sites des Clubs Métier
ContenuContenu
Elaboré/Inédit- Livre blanc- Etude- Guides- Vidéo
Social Social MarketingMarketing
Actualités/Issu de veille- Billets humeurs- Traduction- Revue de presse
OutilsOutils
de publicationde publication
BlogBlog
Site Web ou Site SolutionSite Web ou Site Solution
EMAILINGEMAILING PHONINGPHONING
Personnes Personnes physiquesphysiques
Continuons aussi le 7 juillet, à « Culture Cloud », avec les CLIENTS
MERCI !
loic_simon@fr.ibm.com
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