2011.11.22 - Comment Développer un Business Cloud... avec IBM - 8ème Forum du Club Cloud des Partenaires - Philippe Sajhau

© 2010 IBM Corporation

Comment développer concrètement un business Cloud …avec IBM

Philippe SAJHAU,

Vice Président, Division PME et Partenaires, IBM France

22 November 2011

© 2010 IBM Corporation2 November 2011

21%24%55%

Software

IBM…Services Systems and

finance

… re-invented itself for capturing market growth and bring value to customers


IBM’s 2015 Roadmap : Key initiatives for driving the growth

Smarter PlanetGrows to ~ $10B business by 2015

1000 client engagements

Growth MarketsApproaches 30% of IBM’s

geographic revenue by 2015

Will Contribute to ~ 50% of IBM’s growth

Business Analytics

Grows to ~ $16B business by 2015

Will Contribute to ~ 20% of IBM’s growth

CloudGrows to ~ $7B business by 2015, of

which ~$3B is incremental


BP vs Total IBM Growth

-10%

-5%

0%

5%

10%

1Q'09 2Q'09 3Q'09 4Q'09 1Q'10 2Q'10 3Q'10 4Q'10 1Q'11 2Q'11

YtY

% G

row

th

BPO

IBM

BP vs Total IBM Growth

-10%

-5%

0%

5%

10%

1Q'09 2Q'09 3Q'09 4Q'09 1Q'10 2Q'10 3Q'10 4Q'10 1Q'11 2Q'11

YtY

% G

row

th

BPO

IBM

Note: Revenue excludes currency impacts

IBM sales to Business Partners outpaced Total IBM sales every quarter since 4Q09

IBM sales to Business Partners delivered growth for six consecutive quarters


Defining the Future Vision of our Channel Business

• Services drives BP mix

• Converging channel roles

• Multi-party alliances

• Annuity stream business

• Offshore resources

• Shift in the nature of services provided

• Channel consolidation

• Software

Channel Trends

Competitor Strategies

Vendors compete for BPs

IBM Corporate Expectations – 2015 Road Map

Growth Markets~$17B

Smarter Planet~$7B

BAO~$6B

Cloud Computing~$3B

• Hardware and Software commoditization

• Complex technology solutions

• Alternative IT delivery models

• GMU market growth

• Emerging Technologies

Market Predictions

Explosion of Cloud Providers

Services Capabilities Integrated Infrastructure

Software War

• Client demand for cost savings

• Vendor independence

• Consultants• Buy from

Influencers• Solution

consumption• Smaller

transactions -longer contracts

Buyer Preferences

Social Marketing

GMU Channel Development & Expansion

IBM Strategic Growth

Initiatives

Mid MarketGrowth

Initiatives

Channel Services & Software

Expansion


CIOs are looking to invest in new technologies that will help them work smarter

Which visionary plans do you have to increase competitiveness over the next 3 to 5 years?

Business intelligence and analytics

Virtualization

Business process management

Self-service portals

Risk management and compliance

Cloud computing

Mobility solutions

Collaboration and Social NetworkingGlobal sample

Midmarket

Source: 2011 Global CIO Study, April 2011


Continue the growth with our partners

Continue to focus and grow our base business while aligning the channel to take advantage of

IBM’s 2015 strategic priorities:

Smarter Planet

Business Analytics

Cloud Computing

and a fourth priority for the channel:

Midmarket


Distributors

Start-ups

CSPs

SW Resellers

HW Resellers

System Integrators

ISVs

Direct Response Centers

Enterprises

Hosters / MSPs

Solution Providers

“Je veux aider mes clients en les conseillant

et en leur fournissant des briques pour qu’ils construisent un Cloud

Privé d’entreprise

“Je veux apporter de la valeur à d’autres fournisseurs de solutions Cloud”

“Je veux revendre un bouquet d’offres de

Cloud Public”“ Je veux construire et

opérer une infrastructure Cloud

(IaaS and PaaS)”

“Je veux délivrer mon asset comme un Service en mode

Cloud”

“Je veux agréger un ensemble d’offres de

Cloud pour mes clients ou revendeurs

Cloud is driving a strong change in partners landscape, shifting business model and creating new ones


What is your personal Cloud roadmap ?Why does IBM bring Value to you ?

1/ Which Business model

What are you doing now ?What will you become tomorrow ?

2/ Choose right offerings and right partner

Private – Public – Hybrid …. Partner perenity, reliability and opportunity for your growth

3/ Use a provider to help you

CertificationsTrainingHelp in image, marketing and sales


IBM defined ‘speciaties’ following your business


IBM Cloud offerings structures propose you NEW CAPABILITIES

ServicesServices SolutionsSolutionsFoundationFoundation

Commitment to open standards and a broad ecosystem

Easily build and rapidly scale private cloud environments with

unparalleled time-to-market, integration and management

Easily build and rapidly scale private cloud environments with

unparalleled time-to-market, integration and management

Unprecedented choice, security and portability of applications on

IBM’s SmartCloud service delivery platform

Unprecedented choice, security and portability of applications on

IBM’s SmartCloud service delivery platform

Software as a service coupled with deep industry insights, business process

skills and analytics

Software as a service coupled with deep industry insights, business process

skills and analytics

Smarter Cities

Social Business

Smarter Commerce

Business Analytics and Optimization

Business Process as a ServiceSoftware as a Service


Business Partner Private Cloud Solutions: multiple starting points

Industrial strength virtualization coupled with automated resource balancing & virtual image management

Integrated service management platform with automated IT service deployment, full lifecycle management, metering & chargeback

Basic cloud functions including simple self service interface and infrastructure along with automated provisioning

Cloud Capabilities

Del

iver

IT

with

out

Bou

nda

ries

Virtualization Foundation

Entry Cloud

Advanced Cloud

Base Virtualization Offerings

Base Virtualization Offerings

Starter Kit for Cloud Starter Kit for Cloud

Cus

tom

Inte

grat

ed

IBM Cloud Computing Reference Architecture

*Future announcement Midmarket Offerings Midmarket Offerings

Systems for Cloud* Systems for Cloud*

ISDMIBM Service Delivery Manager

ISDMIBM Service Delivery Manager

Common Reference Configurations, Bill of Materials, Implementation Guides

IBM BladeCenter Foundation for Cloud IBM BladeCenter Foundation for Cloud

Workload Deployer Deploy and manage middleware

apps & workload patterns

Workload Deployer Deploy and manage middleware

apps & workload patterns

IBM Ready pack for Cloud IBM Ready pack for Cloud


IBM’s SmartCloud service delivery platform is a platform for business innovation and growth

A broad ecosystem of ISVs leveraging the IBM SmartCloud as a platform for running their business

And Integrators Business partner forAdding their own services

A broad ecosystem of ISVs leveraging the IBM SmartCloud as a platform for running their business

And Integrators Business partner forAdding their own services

Enterprise data center

Hosted private cloudManaged private cloud

Enterprise

Shared cloud services

A

Enterprise

B

Management and support

Security Availability and performance

Infrastructure platform

Payment and billing

ApplicationResources

Application Environments

Application Management

Integration

Application Services

ApplicationLifecycle

Client Defined Services

IBM Services

Partner Services

A robust set of business solutions that leverage IBM’s deep industry and process skills

A robust set of business solutions that leverage IBM’s deep industry and process skills

The choice and control

to enable clients to develop,

deploy and manage custom

services

The choice and control

to enable clients to develop,

deploy and manage custom

services

A growing set of infrastructure servicesA growing set of infrastructure services


Leading organizations are leveraging cloud to transform business processes

Social Business on CloudIntegrate the collective knowledge of people-centric networks to accelerate decision-making, strengthen business processes, and increase innovation

Smarter Cities

Social Business

Smarter Commerce

Business Analytics and Optimization

Business Process as a ServiceSoftware as a Service

Smarter Commerce on CloudHelping companies accelerate their ability to transform the entire customer experience

Smarter Cities on CloudHelping cities of all sizes leverage information, anticipate problems and coordinate resources to deliver exceptional service to their citizens

Business Analytics and Optimization on CloudHelping companies accelerate their ability to turn information into insights


Your success is IBM’s success

Enabling the channel to participate in IBM’s 2015 growth strategy

Investing approximately $2 billion annually into the Business Partner ecosystem

Deep, long-standing commitment to collaborating

Business Partners are the primary route to midmarket sales


Cloud Specialty mark differentiates the partner’s firm

Market development funds

Increased revenue and higher value margin deals

Access to the IBM ecosystem for cloud

Access to IBM expertise on clou

Take the path !

Built on Business Partner NeedsBuilt on Business Partner Needs

Demonstrate skills, revenue, and references

Demonstrate skills, revenue, and references

+ =

Pick a pathPick a path

Benefits* to IBM Business Partners

Cloud Computing

Specialty• Cloud Application Provider• Cloud Builder• Cloud Infrastructure Provider• Cloud Services Solution

Provider• Cloud Technology Provider


Pour vous aider

8 ateliers aujourd’hui!!

Nos experts:

Patrice Fontaine [email protected]

Camilla Hougaard [email protected]

Florence Marcel [email protected]

Loïc Simon [email protected]