Cloud Builder
Jean-François Mery, Robin Regnaud, Lionel Maugey
Cloud Builder
• Marché et Besoins adressés• Modèle de Business
– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Builders
– 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 Builder: Position sur le Marché Cloud
Enterprise Private ($36B)
Hosted Private ($16B)
Private
Public
Income Sources
Technology Provider
Cloud Builder
Aggregator/ Marketplace
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)
Cloud Application Providers+
Cloud Services Solution Providers
Cloud BuildersCloud Infrastructure
Providers
Cloud Technology Providers
Cloud Builders
Best’Ware
Arrow ECSFrame
BPPerensys
Techdata
IBM SWG/STG
Metrologie
Qui ? Intégrateurs d’Infrastructures, CSI, Revendeurs à valeur ajoutée… qui aident les clients à concevoir, construire et gérer leurs clouds privés Revenu? : Projets, Revente Besoins ? Compétences en architecture de solution CloudEtapes de progression & roadmap pour engager les clientsPortefeuille de technologies cloud éprouvées, configurations de référence, solutions d’intégration…Support IBM ? Accompagnement technique, commercial et marketing, Certification Cloud, Bénéfices de la Cloud Computing Specialty
Midrange
D-FI
Sogeti
Evea
CPS
Diademys
Atos Origin
BP
Computacenter
CristalPerensys
T-Systems
IBM GTS
IBM GBS
SCC
Infotel
Umanis
ACMI
Oceanet
[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
BP
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
• Application strategy and assessment
• Infrastructure strategy and design
• Security assessments and readiness
• Cloud rapid assessment
• Network design and build• Infrastructure virtualization,
implementation and migration• Image provisioning• Infrastructure as a service• Service Management• Deployed infrastructure
services
• Application design• Application development
or migration • Application testing • Private application hosting
Help me get started. Help me define my
cloud strategy.
Help me prepare my infrastructure for
cloud.
Help me build, test and deploy workloads
to a private cloud.
Situations Clients Typiques.
Source: Market Assessment Panel, Cloud Computing StudyQuestion 17: You previously indicated that you have implemented, plan to implement, or would consider implementing services using the Internal delivery method. For which phase(s), if any, have you acquired or would you consider acquiring outside provider help? Base: 847.
51%
63%
25%
45%
50%
7%
1%
0% 20% 40% 60% 80% 100%
Assessing/Planning
Building/Implementing
Managing/Running
Maintaining/Supporting
Education/Training
None of the above; we would complete all stepsinternally
Don’t knowPercent Selecting
Note: Respondents could select multiple phases
Use Of Outside Provider By Lifecycle Phase For Private Cloud
Clients are seeking advice from outside providers for planning and implementing
Private Cloud deployments
Decision-makers scoring high on the Private Cloud Index* are significantly more likely to utilize external providers for assessment and education
Those currently using traditional outsourcing are more likely to consider the use of external provider services for the management and maintenance of their companies’ IT infrastructure in a Private Cloud initiative
Besoins Clients : Mettre à disposition de l’entreprise des Services qui ont les mêmes caractéristiques que les Services « aaS »
proposés par des Clouds Publics
• Partagés, Standards, Packagés
• Self-service, Immédiats
• Elastiques, Extensibles
• Payés à l’usage, mesurés
• Accessibles par Internet, de n’importe où
• Connectables, Disposant d’API publiés
•On-demand self-service
•Broad network access •Resource pooling
•Rapid elasticity
•Measured Service.
Définition NIST
Cloud Builder• Marché et Besoins adressés
• Modèle de Business– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Builders
– 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
CONSOLIDATEPhysical Infrastructure
Public CLOUD (B)Dynamic provisioning for workloads
VIRTUALIZEIncrease Utilization
STANDARDIZEOperational Efficiency
AUTOMATEFlexible delivery & Self Service
SHARED RESOURCESCommon workload profiles
Ready the In
frastru
cture
Inte
grat
e w
ith e
xist
ing
infra
stru
ctur
e
Traditional IT (A)
Private CLOUDDynamic provisioning for workloads
- Conseil &prescription- Intégration (Cast iron)- Gérer A vers B- Gérer A et B
Partenaire ITtraditionnel
SWGPaaS
+ Services
Accompagner sur le chemin de l’évolution vers le Cloud
Governance
Security, Resiliency, Performance & Consumability
Cloud ServiceCreator
Cloud Service ProviderCloud ServiceConsumer
Cloud Services
IaaS
PaaS
SaaS
BPaaS
Common CloudManagement Platform
OSS – Operational Support Services
BSS – Business Support Services
Subscription Management Pricing
Entitlement Management
Metering Rating Billing
Clearing & Settlement
Accounts Payable
Accounts Receivable
Customer Account
Management
Service Offering Catalog
Service Offering
Management
Contracts & Agreement
Management
Service Request
Management
Order Management
TransitionManager
DeploymentArchitect
OperationsManager
Service Provider Portal & API
Inf rastructure
Security &Risk Manager
CustomerCare
ServiceManager
BusinessManager
Service C
onsumer P
ortal & A
PI
Service D
evelopment
Portal &
AP
I
Existing & 3rd party services, Partner
Ecosystems
Service Creation
Tools
Cloud Service
IntegrationTools
ConsumerIn-house IT
ProvisioningIncident & Problem
Management
IT Service Level
Management
Service Automation Management
Service Delivery Catalog
Service Request
Management
Change & Configuration Management
Image Lifecycle
Management
Monitoring & Event
Management
IT Asset & License
Management
Capacity & Performance Management
Platform & Virtualization Management
Cloud Computing Reference Architecture CCMP drill-down, important topics
CCMP defines all management functions commonly needed for the automated delivery & management of any cloud service
Components are grouped in two major categories: Operational Support Services (OSS) and Business Support Services (BSS)
– OSS: Responsible for managing the runtime components of cloud services
– BSS: Responsible for all business / finance related aspects of cloud services
Economies of scale can be achieved by managing multiple cloud services with the same set of mgmt components (see architectural principles)13
Image Management•Design, build and manage images for cloud services
Image Management•Design, build and manage images for cloud services
Security•Design for Multi-Tenancy•Protect assets through Isolation, integrity, image- risk and compliance management
Security•Design for Multi-Tenancy•Protect assets through Isolation, integrity, image- risk and compliance management
Usage Metering and Accounting•Flexible support of delivery models
Usage Metering and Accounting•Flexible support of delivery models
Virtualized Resource Management
•Deploy cloud services on virtualized resources•Manage virtual resources
Virtualized Resource Management
•Deploy cloud services on virtualized resources•Manage virtual resources
Service Automation Management•Interpret and Execute Build- and Management Plans•Orchestrate Management Componentry
Service Automation Management•Interpret and Execute Build- and Management Plans•Orchestrate Management Componentry
Intégration au système
d'information existant
Sécurité Qualité de service et
engagements associés
- IBM Security Framework
- Managed Backup Cloud
- Cast Iron
- Architecture Commune
- Localisation des données
- Réversibilité
- Niveau de serviceInfrastructures physiques
Réseau, Serveur et Terminal
Données et informations
Personnes et identité
Applications et process
… en répondant à leurs préoccupations majeures / Cloud
16
Workload Deployment Models are evolving
Integrated Middleware Platform & Image Management
Virtualized Applications
Individual Deployment
Middleware
Application
Hardware
Consolidation & Virtualization Standardization & Automation
Operating System
Shared Hardware
MW MW
App App
OS OS
Shared Hardware
Shared Infrastructure
MW
App
OS
MW
App
OS
MW
App
OS
Benefits Increased utilization of infrastructure Location independent deployment
Benefits Standardized middleware Increased utilization of software Improved deployment speed Simplified applications
management
Shared Infrastructure
Integrated Middleware Platform
App App App App
Imag
e
Ma
na
gem
en
t
Challenges Low hardware
utilization Heavily
customized infrastructure
Challenges Building images Image proliferation Governance of changes Creation of composite applications Connectivity to legacy and off
premises applications
17
Key capabilities fundamental to private clouds
Application and Data Integration
Workload and Topology Patterns
Service Automation Management
Image Management
Security
18
1) Définir une stratégie et une feuille de route
2) Préparer l'infrastructure existante au Cloud
3) Démarrer en ciblant des domaines d'application spécifiques
Comprendre la stratégie
Analyser les workloads
Choisir le modèle de delivery
Analyser les gaps
Determiner le ROI
Élaborer la feuille de route
- Virtualiser et automatiser les systèmes existants
- Mettre en place les technologies & services nécessaires au Cloud
- S’assurer que le Service Management est en place (catalogue de Services, Outils de provisioning, etc…)
- Choisir un type d’activité à faible risque tel que le test et développement
- Standardiser les applications et les systèmes
Apporter une Méthodologie…
How Cloud Builders make money ?
Consulting services revenue from helping clients with their cloud strategy and plan
Resell of hardware & software components to build private clouds (margins & incentives)
Value-add services: client solution design, integration, implementation
Annuity revenue from ongoing managed services
Profit Zones for Cloud Builders
Cloud Services (XaaS)
Arms SupplyE
nte
rpris
e P
riva
te ($
36
B)
En
terp
rise
Priv
ate
($3
6B
)
Clo
ud
Se
rvic
es
Pro
vid
er
($2
4B
)
Ma
na
ge
d P
riva
te ($
19
B)
Ma
na
ge
d P
riva
te ($
19
B)
Ho
ste
d P
riva
te ($
16
B)
Pu
blic S
ervices ($10
4B)
Specialty Services
High Margin
EnterpriseEnterpriseData Center
Private Cloud
EnterpriseData Center
Service Provider Operated
Managed Private Cloud
Service Provider Operated
Service Provider Operated
Hosted Private Cloud -
Dedicated
User A
User B
User C
User D
User E
Cloud Public Services
Ent A Ent BEnt C
Standardized Services Private Cloud, behind a firewall
Service Provider Operated
Service Provider Operated
Hosted Private Cloud - Shared
Commodity - MIPS for
Rent
Point Products
High Volume
Low Margin
Sell toLow
VolumeHigh $$
size
High Volume
Med Margin
ComplexCompetitive
Sell thru High
VolumeLow
Margin
Solutions -Low Volume High Value
High Margin
Highest
Moderate
Low
Lowest
IBM Margin Potential
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
Modèles de Business Complémentaires
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 Builder• Marché et Besoins adressés• Modèle de Business
– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Builders
– 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
What are Successful Partners Doing right now and how does it impact their business
• Developing Private Cloud solutions with existing customers • Being proactive and fully embracing the advantages and value that
Private Cloud provides.• Disruptive nature of Cloud becomes an advantage in competitive
win-back. • Developing a strong relationship strategy with both customers and
vendors.• Ecosystem relationships will be critical success factor.
25
Speed to Market Speed to Market
New Opportunities New Opportunities
Faster Sales Cycle Faster Sales Cycle
More Powerful Relationships More Powerful Relationships
Cloud Builder• Marché et Besoins adressés• Modèle de Business
– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Builders
– 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 Builders: What To Sell
1: Custom Private Cloud Infrastructure• Build your private cloud platform with starting points for 1. Virtualization & Platform Management2. Service Management with Tivoli ISDM
IBM has a comprehensive portfolio of offerings for building private clouds, however IBM Business Partners can start with the priority offerings listed here.
2: IBM Workload Deployer• Securely deploy, manage, and maintain virtual images and patterns in a
private cloud
3: Cast Iron • Integrate public clouds with private clouds & existing IT infrastructure
Click here for a more complete view of
cloud builder offerings
Advanced Cloud
Cloud Building Blocks
ISDM
Superior Cloud Function
Server, Storage, Networking
Virtualization
Platform Mgt
Cloud Preparedness through Virtualization
Cloud Preparedness through Virtualization
Reference HW Configs
Virtualization
Platform Mgt
Custom Advanced Cloud
Reference Configurations
ISDM
Superior Cloud Function
Partners can grow skills over time to move to the right
= Components available to the channel now
Cloud EntryStandardization &
Automation
Cloud EntryStandardization &
Automation
Advanced Cloud Orchestration & Integration
Advanced Cloud Orchestration & Integration
Basic Cloud Provisioning
and Automation
Server, Storage, Networking
Server, Storage, Networking
Virtualization
Platform Mgt
Virtualization
Platform Mgt
Note: Includes future offering plans that are subject to change
Virtualization
Entry Cloud
Cloud Building Blocks
DOCUMENTS DETAILLANT LES OFFRES DE SYSTEMES INTEGRES ET DE
CONFIGURATIONS DE REFERENCE DISPONIBLES SUR DEMANDE [A USAGE
INTERNE IBM et PARTENAIRES]
30
Wait time for self service reduced by 98%
Build dev / test envts: 1 week to 1 hour
Reduce provisioning time by 51%
Deploy services in less than 30 mins
Simplify access and improve management to achieve quicker Service Delivery
Service Subscription Request a service “Sign“ contract
Service Creation Scope of service SLAs
Service Termination Controlled clean-up
Deploy Service Request-driven provisioning Self-service interface
Manage Service Ops Control ops and changes Automate changes
Offer Service Register services, resources Add to service catalog
Developer
Architect
IT Ops
Service Automation Management• Automated provisioning and de-provisioning• Simplified access to computer, storage, and networking resources• Standardization and automation for faster dev, test, pre-production, and production systems
Value Realized• Wait time for self service reduced by 98%• Build dev / test envts: 1 week to 1 hour • Reduce provisioning time by 51%• Deploy services in less than 30 mins
IBM Tivoli Service Automation Manager
31
Reduce image sprawl and operational costs with Image Management
Image Management• Build and deploy images from master patterns• Federate an image inventory across your environment• Templatize complex app patterns into images • Shift the management to master images vs instances• Enable offline analytics and maintenance operations
Value Realized• Reduce labor costs by 40% - 80% by increasing server image/ admin ratio• Over 50% lower TCO• Improve compliance
Instantiate images onto virtual servers, enabling high speed
topology composition and provisioning
Instantiate images onto virtual servers, enabling high speed
topology composition and provisioning
Versioned image library enabling backup, monitoring, patching, securing and analyzing
Versioned image library enabling backup, monitoring, patching, securing and analyzing
Design and generate semantically rich
images
Design and generate semantically rich
images
IBM Tivoli Provisioning Manager
Build
Deploy
Manage
IBM Service Delivery ManagerSoftware Bundle to Ease Private Cloud Deployment
Features Advantages Benefits
Pre-configured software stack delivered via
virtual images
•Greatly simplify and accelerate installation, configuration and integration of the solution.
•Achieve both rapid time-to-value and greater return-on-investment.•Reduce or minimize capital expenditures by reusing existing hardware resources.
Secure user centric self-
service portal, automation
engine & catalog
•Single portal interface delivers ease of use to admin & service requestors•Users can request the services they need, when they need them, for the time they need them.•Admin can easily get visibility & control of all requests of cloud resources.
•Eliminates manual processes for requesting resources.•Minimizes system outages caused by human intervention/errors.
Automated provisioning & de-provisioning
•Allow greater automation & standardization of service delivery.•Provisioned in multiple virtual networks for multi-tenancy. •Resources quickly returned to pool instead of idling
•Resources are provisioned consistently every time.•Resources can be provisioned in minutes versus weeks.•Dynamically manage virtual workloads to optimize resource usage.
Metering, usage, accounting & monitoring
•Collect, analyze & bill based on usage and costs of shared assets.•Deliver detailed information and reports about the intricate use of shared resources.
•Understand costs, track, allocate & invoice by department, user, etc •Help system admin recover system operating expenses.•Monitoring for ongoing managing of the service.
Virtualization management
•Understand physical and virtual resource usage and their associations.
•Enables IT to automatically migrate virtual machines across systems to improve service levels & reduce downtime.
Prepackaged templates for key
services•Allows IT workers to set up systems quickly.
•Minimizes skill level required to deploy & manage a cloud.•Allows higher skilled users to focus on higher value, new business tasks.
See announcement letter 210-214.
Deploy and 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
Optimize for production application workloads, featuring policy driven management of application qualities of service
Rapidly deploy 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
Cloud Standards Customer Council
http://www.cloudcustomercouncil.orgJoin your colleagues to drive user requirements
into standards development process.Learn More
34
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
35
Maximize the value of investments with hybrid cloud integration
Data and Application Integration• Pre-built templates for most common cloud
integration scenarios• Simple configuration, not coding approach• Deployed as an appliance, virtual appliance,
or integration as a service
Value Realized• Connect over 40 SaaS apps with each other
and with 100’s on-premise applications in days• Gain real time visibility of business information
in the cloud• Save as much as 80% vs. custom code
Value Realized• Connect over 40 SaaS apps with each other
and with 100’s on-premise applications in days• Gain real time visibility of business information
in the cloud• Save as much as 80% vs. custom code
CloudApplications
IBM WebSphere Cast Iron Integration
On-premise
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
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
38
Enterprise• - Dépenses d’investissement et coûts opérationnels réduits
• - Réactivité accrue
• - Portail web self-service et catalogue de services
• - Facturation adaptée : « pay as you go » avec ou sans réservation
• - Accès sécurisé
• - Aucun engagement
• - Qualité de service (99,5% de SLA)
Machines virtuellesConfigurations 32-bit Configurations 64-bit
Copper Bronze Silver Gold Copper Bronze Silver Gold Platinum
Virtual CPU’s with 1.25GHz 1 1 2 4 2 2 4 8 16
Virtual Memory (Gigabytes) 2 2 4 4 4 4 8 16 16
Instance Storage (Gigabytes) 60 175 350 350 60 850 1024 1024 2048
Prix par heure d’utilisation (sans aucun engagement, hors coûts réseau)
Avec Redhat Linux OS € 0.169 € 0.186 € 0.275 € 0.408 € 0.355 € 0.444 € 0.541 € 0.834 € 1.633
Avec Novell SUSE Linux OS € 0.184 € 0.102 € 0.235 € 0.364 € 0.311 € 0.399 € 0.479 € 0.692 € 1.367
Avec Windows Server € 0.089 € 0.107 € 0.213 € 0.328 € 0.302 € 0.355 € 0.444 € 0.852 € 1.766
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.
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
EUROPE
Amsterdam Barcelona Dublin Ehningen Hursley La Gaude Milan Paris South Bank Stockholm Tel Aviv Zurich
ASIA
Bangalore Ho Chi Minh City Kuala Lumpur Manila Seoul Shanghai Sydney Tokyo
NORTH AMERICA
Austin Chicago Dallas San Mateo Toronto Waltham
LATIN AMERICA
Sao Paulo
CEEMEA
Bratislava Bucharest Budapest Cape Town Casablanca Istanbul Johannesburg Kiev Moscow Prague Warsaw
IBM Innovation Centers provide support to Cloud Partners
Technical Enablement Go-to-Market Support Linkage to Value Net Partners
Wondering how to finance Cloud sales? IBM Global Financing cloud financing portfolio can Increase Your Value!
Value for Clients• Rates as low as 0% for IBM software for 12
month terms (in most countries) • Customize payment structures & deferrals• Conserve cash & accelerate ROI• Turn upfront costs into affordable payments
Value for Business Partners• Alternate source of working capital • Improve cash flow, return on working
capital, profitability and sales efficiency. • Improve win rates, reduce need for deep
discounting & stimulate repeat business
Use the Profit Optimizer Tool:
Read Accelerate Growth with Financing white paper to understand how IBM Global Financing can help improve your profitability and obtain a customized report for your firm to show the effects of financing on your bottom line.
For more information : www.ibm.com/financing/partner
Net Margin development
0%
2%
4%
6%
8%
10%
12%
14%
Currentmargin
DSOreduced
Salesproductivity
Creditstress relief
Priceresistance
Salescommission
IGF bonus Targetmargin
Sample output
contact your IBM Global Financing rep
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
51
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
http://www.ibm.com/cloud/partner
Cloud Builder: How to Get Started
Pick a PathCloud Builder
(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
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 Builder 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 cloud builder offerings: Sales Skills & Training
Technical Skills & Training
Basic Requirements– Cloud Computing Basics– Infrastructure Skills– Consultative Selling– Cloud Sales Certification (Test 000-032)
Additional Offering-Specific Requirements– Private Cloud Infrastructure Reference Configurations
• Virtualization & Platform Management• Service Management
– IBM Workload Deployer– Cast Iron
Cloud Builder Skills You Will Need - Sales
Where to get Sales Education
Where to get Sales Education
Cloud Sales Skills Duration Education Resource Links
Basics
Cloud Computing Basics
1 Hour
10 Min
1 Hour
BP Presentation
Quick Reference Guide
Know Your IBM
IBM Cloud Reference Architecture 1 Hour Recorded Webcast
Cloud Sales Guide for Business Partners 30 min Sales Guide
Consultative Selling
1 Hour
1 Hour
1 Day
White boarding
Sales Simulator
IBM Private Cloud Boot camps
Cloud Sales Certification 75 Min Overview & prep test (Course id 2992, free for BPs)
Exten
ded
Tivoli Integrated Service Delivery Manager 2 Days SEE NEXT PAGE
IBM Workload Deployer1 Hour
Various
Capturing the Cloud developerWorks article
Sales Kit
Cast Iron3.5 Hours
Various
Virtual Road Show
Sales Kit
Brand – Systems & Storage (STG)3 Days
Various
Top Gun Classes
Systems College
Brand – Software (SWG)1 Day
Various
Cool Cash Cloud Workshops
Software College
Service Management (ISDM) Partner Sales Enablement
Cloud Overview
Tivoli and the Private Cloud Initiativehttps://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_SMOR-8E7HEA/lc=en_US
Sales Kits Review TPM and ISDM/TSAM Sales Kitshttps://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N707891W92484P06https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D062852O31637V07
Tivoli Virtual Sales Academy
IBM Service Automation Manager (ISDM) IBM Tivoli Provisioning ManagerIBM Service Delivery Managerhttp://tvsa.bluehost.ibm.com/bp_index.html
Basic Requirements– Solution Design– Infrastructure Technical Skills– IBM Cloud Computing Reference Architecture– Cloud Technical Certification (Test 000-280)
Additional Offering-Specific Requirements– Virtualization & Platform Management
• IBM Director• Network, Storage Manager• VMWare
– Service Management• Tivoli ISDM: Service Automation Manager, Provisioning
Manager, Usage & Accounting Manager– Deploy workload patterns in the Cloud
• IBM Workload Deployer– Cloud Integration
• Cast Iron
Cloud Builder Skills You Will Need - Technical
Where to get Technical Education
Where to get Technical Education
Cloud Technical Skills Duration Education Resource Links
Basic
IBM Cloud Reference Architecture 1 Hour Recorded Webcast
IBM System Architect Handbook Varies Redbook
Building Private Clouds 3 Day IBM Technical Cloud Bootcamps
Cloud Technical Certification 75 Min Overview & Preparation
Offerin
g-S
pecific
IBM Systems Software Systems College- Software
Tivoli Integrated Service Delivery Manager
2 Months
SEE NEXT PAGE
IBM Workload Deployer 2 HoursEducation Assistant Self-paced Training
Cast Iron 90 MinIBM WebSphere Cast Iron Technical Sales Mastery
Brand – Systems & Storage (STG) Various Systems College
Brand – Software (SWG) Various Software College
ISDM Partner Technical Enablement
Architecture Cloud Architecture
IBM & Tivoli Cloud Reference Architecture Collateral
http://tvsa.bluehost.ibm.com/bp_index.html
Technical Skills
Enablement(curriculum
available March 2011)
Recommended Roadmap:
Cloud Implementer Roadmap:
Courses: Tivoli Cloud Foundations Workshop*(5 Day ILO)
Tivoli Cloud Bootcamp(TSAM & ISDM curriculum elements)
(10 days)
Apprenticeship 30(?) Days Implementation Experience
Contact your Tivoli Channel Rep or [email protected] for more information on technical enablement offerings.* The Tivoli Cloud Foundations Workshop includes the Cloud specific components of TPAE and TPM amongst other materials.
STG Cloud Education Resources
Cloud Computing Roadmap
Within System College, select Smarter Planet Solutions, then click on the Roadmaps tab, and then Cloud Computing
>> LINK <<
Cloud Computing Top Gun ClassThis face-to-face class will provide a solid foundation for participants to
broaden their understanding and sales skills around cloud computing emphasizing team cooperative selling approaches across brands.
Through lectures, hands on exercises and interactive class discussions, participants will leave this class with the skills to close business using
IBM's cloud computing offerings. >> LINK <<
Cloud Builder• Marché et Besoins adressés• Modèle de Business
– Proposition de valeur– Modèle Financier– Modèles de Business complémentaires
• Facteurs Clés de Succès• IBM et les Cloud Builders
– 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]
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 !
Infos : Loic Simon - [email protected] +33 6 76 75 40 71