2011.06.24. Cloud builder - Forum des Partenaires du Cloud IBM - Loic Simon
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Deck exploité au cours de l'atelier "Cloud Builder" du Forum des Partenaires du Cloud IBM - 24 juin 2011.
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2011.06.24. Cloud builder - Forum des Partenaires du Cloud IBM - Loic Simon
- 1. Cloud Builder Jean-François Mery, Robin Regnaud, Lionel Maugey
- 3. 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)
- 4. Cloud Application Providers + Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers
- 5. Cloud Builders Best’Ware Arrow ECS Frame BP Perensys Techdata IBM SWG/STG Metrologie Qui ? Intégrateurs d’Infrastructures, CSI, Revendeurs à valeur ajoutée… qui a ident les clients à concevoir, construire et gérer leurs clouds privés Revenu? : Projets, Revente Besoins ? Compétences en architecture de solution Cloud Etapes de progression & roadmap pour engager les clients Portefeuille 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 Cristal Perensys T-Systems IBM GTS IBM GBS SCC Infotel Umanis ACMI Oceanet
- 6. [Experts Métiers] [Experts BizDev] Cloud Application Providers + Cloud Services Solution Providers Cloud Builders Cloud 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 Servoy STS 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
- 14. … en répondant à leurs préoccupations majeures / Cloud 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 service Infrastructures physiques Réseau, Serveur et Terminal Données et informations Personnes et identité Applications et process
- 17. Key capabilities fundamental to private clouds Application and Data Integration Workload and Topology Patterns Service Automation Management Image Management Security
- 18. Apporter une Méthodologie… 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
- 20. Profit Zones for Cloud Builders Cloud Services (XaaS) Arms Supply Enterprise Private ($36B) Cloud Services Provider ($24B) Managed Private ($19B) Hosted Private ($16B) Public Services ($104B) Specialty Services High Margin Enterprise User A User B User C User D User E Cloud Public Services Ent A Ent B Ent C Standardized Services Private Cloud, behind a firewall Commodity - MIPS for Rent Point Products High Volume Low Margin Sell to Low Volume High $$ size High Volume Med Margin Complex Competitive Sell thru High Volume Low Margin Solutions -Low Volume High Value High Margin Highest Moderate Low Lowest IBM Margin Potential Enterprise Data Center Private Cloud Enterprise Data Center Service Provider Operated Managed Private Cloud Service Provider Operated Hosted Private Cloud - Dedicated Service Provider Operated Hosted Private Cloud - Shared
- 21. Sample Cloud Deals for IBM Business Partners Cloud 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
- 22. Modèles de Business Complémentaires Cloud Builder Cloud Services Solution Provider Cloud Infrastructure Provider Partner Revenue Sources IBM Solutions to Sell Fast Start Activities Average Deal Size Selling Skills Technical Skills Partner Gross Profit Target Buyers Most Common Cloud Business Models 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
- 24. Cloud Channel Capabilities Model Focus 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
- 28. Cloud Building Blocks Advanced Cloud ISDM Superior Cloud Function Server, Storage, Networking Virtualization Platform Mgt 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 Entry Standardization & Automation 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
- 29. Cloud Building Blocks DOCUMENTS DETAILLANT LES OFFRES DE SYSTEMES INTEGRES ET DE CONFIGURATIONS DE REFERENCE DISPONIBLES SUR DEMANDE [A USAGE INTERNE IBM et PARTENAIRES]
- 36. Cast Iron For more information, see the Cast Iron Sales Kit 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
- 37. IBM Smart Cloud - Foundation for Value-Add Services and Applications IBM Delivered Services ISVs ISVs Platform ISVs Application, ISV other partner ecosystems Common Cloud Management Platform Cloud Reference Architecture Ecosystem Enablers Other IBM / ISV Plats Anchor SaaS Industry Solutions
- 39. Additional Business Partner services that support and complement the IBM SmartCloud Enterprise 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. Only applications that can be virtualized can be hosted on a cloud, so help your client identify and virtualize selected applications Cloud Migration Consultancy Manage the virtualized access and the instances and images (Private and Enterprise community) Instance & Image Management Offer your client the right software licenses for the virtualized environment Software Licensing Establish client security and access policies Security* Assist the client with help and support to administer the cloud account 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 Following on from your cloud migration consultancy, you perform if going to the cloud is the right path forward Readiness review Networking 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* Cloud Migration Implementation Services Project management, transitional and implementation services, education, disposal of legacy assets
- 41. Rejoindre le bon Ecosystème pour prendre son pied, la tête au dessus des nuages !
- 42. Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Club Cloud des Partenaires [Experts Métiers] [Experts BizDev]
- 43. 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
- 44. Client Finaux Cloud Services Solution Providers & Cloud Application Providers [BPaaS, SaaS] Cloud Infrastructure Providers [IaaS, PaaS] Cloud Builders [Projets Cloud Privés/Publics] Technologies Cloud
- 45. IBM Cloud Centers Hanoi Vietnam Silicon Valley California Dublin Ireland São Paulo Brazil Johannesburg South Africa Bangalore India Tokyo Japan IBM Cloud Labs Seoul S. Korea IBM SmartCloud Enteprise Singapore Beijing China Raleigh NC Cloud Research Ehningen Germany Boulder CO Toronto, ON Canada IBM Managed Backup Cloud – IPS (not all listed) MLV France Madrid Spain London England Capetown South Africa Hong Kong Sydney Australia 7 Cloud Data Centers 11 Cloud Labs 57 Global Delivery Centers 54 Global Command Centers
- 50. Quel Rôle allez-vous Jouer? Partners who build and resell… Partners who deliver… 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 Builders Application Providers Services Solution Providers Infrastructure Providers Technology Providers
- 55. Cloud Builder – Sales Skill Criteria
- 57. Cloud Builder Technical Skill Criteria
- 61. 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) Extended Tivoli Integrated Service Delivery Manager 2 Days SEE NEXT PAGE IBM Workload Deployer 1 Hour Various Capturing the Cloud developerWorks article Sales Kit Cast Iron 3.5 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
- 62. Service Management (ISDM) Partner Sales Enablement Cloud Overview Tivoli and the Private Cloud Initiative https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_SMOR-8E7HEA/lc=en_US Sales Kits Review TPM and ISDM/TSAM Sales Kits https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N707891W92484P06 https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D062852O31637V07 Tivoli Virtual Sales Academy IBM Service Automation Manager (ISDM) IBM Tivoli Provisioning Manager IBM Service Delivery Manager http://tvsa.bluehost.ibm.com/bp_index.html
- 64. 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 Offering-Specific IBM Systems Software Systems College- Software Tivoli Integrated Service Delivery Manager 2 Months SEE NEXT PAGE IBM Workload Deployer 2 Hours Education Assistant Self-paced Training Cast Iron 90 Min IBM WebSphere Cast Iron Technical Sales Mastery Brand – Systems & Storage (STG) Various Systems College Brand – Software (SWG) Various Software College
- 65. ISDM Partner Technical Enablement Contact your Tivoli Channel Rep or partner1@us.ibm.com for more information on technical enablement offerings. * The Tivoli Cloud Foundations Workshop includes the Cloud specific components of TPAE and TPM amongst other materials. 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
- 66. 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 Class This 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 <<
- 71. Basic Fast Track Workshop Agenda 5 to 7 hours NOTE: The Agenda can be adapted to address specific topics with deeper dives on specific IBM Cloud solutions depending on BP’s interests. 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
- 72. Cloud Application Providers Cloud Services Solution Providers Cloud Builders Cloud Infrastructure Providers Cloud Technology Providers Club Cloud des Partenaires [Experts Métiers] [Experts BizDev]
- 74. clubcloud.blogspot.com Blog du Club Cloud ibmcloudcatalog.blogspot.com Offre Cloud IBM pour Partenaires LinkedIn, Viadeo, Facebook, Twitter, Slideshare, Youtube… Sites et Blogs de Partenaires Sites IBM pour Partenaires forumcloudibm.com Site du Forum du Club Cloud club-cloud.com Site du Club Cloud leblogducluballiances.blogspot.com Blog du Club Alliances LinkedIn, Viadeo, Facebook, Twitter, Slideshare, Youtube… Sites et Blogs de Partenaires Sites IBM pour Clients cluballiances.com Site du Club Alliances Blogs des Clubs Métier Sites des Clubs Métier
- 78. Continuons aussi le 7 juillet, à « Culture Cloud », avec les CLIENTS
- 79. MERCI ! Infos : Loic Simon - [email_address] +33 6 76 75 40 71
Editor's Notes
- Progression toward transformation starts with optimizing existing assets/processes and leverages best in class technology at transitions Each step balances improvements in efficiency and effectiveness and can be measured by business returns. However, an organization can move to cloud systematically taking one step at a time, or they can move right to a cloud deployment if it aligns best with their strategic vision for the business. As your clients’ IT partner, you are in a unique position to help them understand their options and lay out a roadmap to cloud. Readying the infrastructure requires the implementation of a Dynamic Infrastructure: consolidate your servers and storage, implement virtualization technologies to increase utilization, standardizing your processes for operational efficiency, automating procedures for a more flexible delivery and enabling clients for self-service. Then you identify common workloads and set up shared resources, and finally, to achieve a true cloud-enabled environment, clients must be able to provision the workloads in a dynamic fashion.
- 06/01/11
- Paul T. Sembrat 11/12/10 11/12/10 IBM Business Analytics Overview.ppt Deploying apps on individual stacks > not utilizing resources efficiently Consolidating hardware and virtualizing applications increases utilization, but as just discussed, end up with image proliferation and image sprawl if not managed appropriately Standardize and automate middleware patterns in addition to the consolidation and virtualization of hardware and apps, you increase utilization of software creating integrated, repeatable application envts that can be published and managed in a private cloud
- Highlight and drill down into a few of these capabilities at the infrastructure and platform layer for building, deploying, and managing private clouds
- 06/01/11
- This slide always gets the attention of the Business Partners since it describes some common use cases and customer deal types for various IBM Cloud Solutions. The table is really split into two major sections the top set of rows apply to typical Private Cloud opportunities while the bottom rows refer to IBM Cloud Services deals of various types. For maximum effect with this slide, you should emphasize the range of deal sizes, contract duration and average margins that the Partner can expect by selling and delivering the solution to their clients. Another major point of emphasis is that it is very common for IBM Business Partners to generate a number of follow-on or ‘starburst’ opportunities that are driven by the initial cloud deal with customers. In this respect, Cloud has become a very popular “reason for call” with customers and can generate significant revenue and profit growth for IBM Business Partners.
- The purpose of this slide is to introduce the Partner to the three most common Cloud Computing business models that IBM’s traditional Business Partners have selected: Cloud Builder, Cloud Services Solution Provider and Cloud Infrastructure Provider. Cloud Application Provider is also another common model that is most relevant for ISV Business Partners – but is not described in the table. Depending on which model(s) were selected as top priorities by the Partner earlier in the workshop, you can read the appropriate columns to stimulate a conversation on ways the Partner can get started in developing their Cloud Business. Citing the Revenue Sources, Solution Examples, Deal Sizes, Profit Margins, Buyers and Skills Requirements has proven to be an effective “lead in” to the development of the joint IBM and Partner Cloud Strategic Plan which follows.
- Based on the Cloud Income models that we have described previously, IBM has developed this Channel Capabilities Model for Cloud Computing. The purpose of this framework is to help IBM Business Partners understand the basic foundation capabilities that are required to successfully establish Cloud businesses across each of these five LEVELS. A suggested approach for using this slide during the workshop is to focus on the columns (LEVELS) that are most closely aligned to the Business Partners preferences and read the contents of the various rows so that all in attendance gain a greater understanding of the requirements described by the model.
- Challenges: 30% - 50% of servers dedicated to test, yet test servers run < 10% utilized (1) 30% of all defects caused by wrongly configured dev / test evnts (1) Capabilities: Common use case for private clouds is setting up dev / test clouds Automate requesting, deployment, monitoring and management of cloud computing services Lowers cost of service delivery through automation and reduced skill requirements Deploys IT services faster to meet the increased need for development, test, preproduction and production systems Delivers a higher degree of standardization and automation for deployment and management of IT services while reserving skilled IT staff members’ time for other high-value tasks Traceable processes and approval routings to serve as audit trails, and integrates with process governance Integrated management capability that addresses the lifecycle changes of a cloud service Adaptable and automated best practices for building and managing IT infrastructures Benefits: Server Utilization - from 10% to 70% - 90% (2) Wait time for automated service reduced by 98% (2) Reduce provisioning time by 51% (2) Deploy services in less than 30 mins (2) Sources: “ Industry Developments and Models – Global Testing Services: Coming of Age,” IDC, 2008 and IBM Internal Reports IBM Research Study
- Virtualization is exploding: 1 0x growth of VMs from 2008 – 2012 (1) More VMs will be added in 2011 than from 2001 to 2009 combined (1) Virtualized workloads will grow from 12% of total in 2008 to 50% of total in 2012 (1) Majority of new servers deployed in 2010 were virtual, not physical (1) Large US bank adding 800 images / month (Wells Fargo but not referenceable) Challenges: With virtualization, new set of challenges: Virtualization reduces capital costs, but not operational costs Virtual servers are cheap and easy to create, and have a propensity to proliferate Virtual server sprawl and management challenges risks offsetting virtualization benefits Capabilities: Image management capabilities: Build and deploy images from master patterns Automate and expedite the deployment of dev / test topology Mnitor, back up, secure virtual environment and link it to management system Enhanced image management capabilities: Govern proliferation and deployment of images using federated library Unified image construction tool for building images Deliver standardized, interoperable and consistent OVF images across portfolio Single, common, meta data for representing both images and SW bundle Rich meta data describes the image content enabling analysis, search etc. Benefits: Reduce labor costs by 40% - 80% by increasing server image/ admin ratio (1) Lowers total cost of ownership by 50 percent or more with reduced labor for configuration, operations, management and monitoring of the test environment Reduced test provisioning cycle times from weeks to minutes (2) Can eliminate up to 30 percent of all defects that come from faulty configurations (2) Improved compliance Sources: (1) IBM Client Engagements. Number of server images per IT staff ; Tivoli Image Management Pulse Deck (2) ISDM – Cloudburst Positioning Paper
- New in Workload Deployer V3: Ability to construct integrated workload patterns based on IBM middleware Time-saving IBM Workload Deployer Pattern for Web Applications enables end-to-end management of web applications Added support for Red Hat Enterprise Linux in z/VM environments Main Point: Built upon proven WebSphere CloudBurst Appliance technology to further enhance the deployment and management of on-premise cloud environments with new Hypervisors, and best practice workload patterns, and more. Overview IBM Workload Deployer V3.0 dispenses and manages WebSphere Application Server to virtualized servers and private cloud computing environments. Workload Deployer dispenses patterns of virtual images into a pool of virtualized resources running on a supported hypervisor. For your convenience, a set of virtual images including WebSphere Application Server Hypervisor Edition and DB2 is preloaded on Workload Deployer. Licenses to use these virtual images must be purchased separately. In addition to existing support for IBM AIX in PowerVM environments, Novell SUSE Linux Enterprise Server in z/VM environments, and Novell SUSE Linux Enterprise Server and Red Hat Enterprise Linux in VMware ESX environments, Workload Deployer now supports Red Hat Enterprise Linux in z/VM environments. For additional information, refer to Software Announcement ABC-123, (RFA-XXXX) dated April 30, 2010. Workload Deployer V3.0 offers exciting new capability: Support for automated elasticity of environments which make use of the WebSphere Application Server Hypervisor Edition Intelligent Management Pack More robust hardware platform, with more compute power and storage capacity Support for a new IBM Workload Deployer Pattern for Web Applications which provides end-to-end management of web applications Ability to initiate virtual machine mobility to more efficiently place workloads Support for Computer Associates ’ VM Secure product in z/VM environments Microsoft Excel readable usage reports Finer grained control of IP address assignment and node naming in pattern deployments A new type of pattern is available in Workload Deployer V3.0. These patterns are referred to as “workload patterns.” Workload patterns are tailored for a specific use case, and contain all the capability required to serve that use case. The more familiar “topology patterns” (which are composed of Hypervisor Edition images and have been available since WebSphere CloudBurst v1.0) have become more dynamic in Workload Deployer V3.0. When the Intelligent Management Pack is enabled in a deployed environment, users may enable automated elasticity to allow patterns to grow and shrink without manual input. Workload Deployer also adds support for the new WebSphere Application Server Hypervisor Edition for Red Hat Enterprise Linux for System z virtual image to support Red Hat Enterprise Linux for z/VM. The ability to initiate virtual machine mobility, coupled with finer grained control of IP address assignment and node naming makes it easier to use Workload Deployer in association with production environments. Workload Deployer delivers value in several ways: Helps lower costs, as higher hardware utilization rates are reached in virtualized environments, reducing power consumption. Increases agility and reduces time to value. It empowers individual application managers, developers, and testers to manage IT infrastructure in a more autonomous and agile fashion by leveraging a shared self-service, multi-tenant environment. As a result, your company can quickly adapt to changing business needs. Workload Deployer delivers value by factoring out repetitive, time-consuming manual tasks, such as hardware approvals, operating system installation and configuration, middleware installation and configuration, application installation and configuration, and maintenance applications, and replaces them with a single interaction on the administrative console. Increases repeatability and helps reduce costly errors by allowing you to customize environments once (in the way familiar to WebSphere Application Server users), capture them, and redeploy them at the click of a button. This gives application managers, developers, and testers a standard, known starting point from which to make exploratory changes, evaluate development fixes, apply maintenance, and install applications. Provides a physically secure hardware appliance. It manages a shared, multi-tenant environment, where isolation and security are of utmost importance. The secure nature of the appliance is rooted in a self-disabling switch, triggered if the appliance cover is removed. This physical security allows Workload Deployer to serve as a secure vault for credentials, which can be tied to virtual images throughout their entire lifecycle (in storage, being dispensed, running in the cloud, or being removed from the cloud). Manages users and groups and their access. It tracks and reports usage statistics based on user and group information. These reports can be used for internal chargeback purposes. Workload Deployer is targeted for on-premise production, staging, development, and test environments, and can also serve as the foundation for hosted software-as-a-service environments. Specifications: Processors: 2 units; 2 x 6c 95w, 12 cores; 2.93 Ghz, 24 threads Memory: 12 units; 6 x 8GB, 48 GB total Disk RAID10: 4 units; 4 x 1TB; 4TB (2 TB avail) Network: 2 units; 1 x 8x1GB, 8 1GB total; 1 x 2x10GB, 2 10GB total XG5: 1 unit Cavium 16XX: 1 unit Fusion ioDrive: 320 GB; 1 unit Flash drive: 16 GB eUSB; 1 unit Cloud Standards Customer Council (http://www.cloudcustomercouncil.org/ ): Join your colleagues to drive user requirements into standards development process.
- Challenges: Takes too long to create middleware infrastructures Average lead time to get a new application environment up and running is 4-6 weeks Creating middleware infrastructures is a manual and error-prone process 30% of bugs are introduced by inconsistent configurations, emerge when moving btw dev/test, QA, and production Poorly utilized resources driving up hardware & labor costs Because it’s so expensive to set up an environment, there is an incentive to hold onto them even when no longer needed “just in case.” Capabilities: Hardware appliance that provides access to software virtual images and patterns that can be used as is or easily customized, and then securely deployed, managed and maintained in a private cloud Deploy and manage images, workloads, and patterns in cloud computing environments Run in virtualized hardware server environments including IBM zVM, IBM PowerVM on AIX and VMware ESX Benefits: Seeds application deployment and dramatically reduces setup time for WebSphere environments from weeks to minutes Increases agility through removal of manual processes that hinder productivity Ensures security in a shared environment serving as a secured, tamper-resistant vault for images and credentials Reduce set up time of WS environments – weeks to minutes (1) 13x-15x faster time to market (1) IT benefits: 1.5x more compute, 6.8x more storage capacity, 6x more memory (2) Sources: Haddon Hill Case Study - http://www-01.ibm.com/software/success/cssdb.nsf/CS/CPOR-8CVJTW?OpenDocument&Site=corp&cty=en_us Design Specs
- 2010 survey by Saugatuck indicates 32% of software purchases were SaaS. Projecting 50% of software spend will be SaaS by 2014. (1) With SaaS comes integration challenges Challenges: 32% of execs are concerned about integrating SaaS with existing enterprise applications (2) 27% of execs are concerned about integrating SaaS data with existing enterprise data structures (2) Capabilities: Connect Cloud and on-premise applications in days Connect Home grown and packaged on premise business applications No coding, just simple configuration Multiple deployment models: appliance, virtual appliance, integration as a service Benefits: 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 Sources: (1) Source: Saugatuck Technology Inc., 2010 Cloud Business Solutions / SaaS Survey (March 2010), Global N=790 (2) Saugatuck Technology Inc., 2009 Global User Survey; n=1793
- The IBM Smart Cloud platform focuses on how optimally enable this type of transformation. One of the strengths of IBM Smart Cloud is it’s underpinnings. It is build on a Cloud Reference Architecture and Common Cloud Management Platforms that embody the collective strength and expertise of IBM Technology – Software and Hardware, along with the unique IBM know-how and expertise garnered from 1) implementing thousands of Cloud infrastructures world-wide and 2) managing IT environments for some of the most demanding companies around the world for decades. It’s a combination that no other vendor can match. The IBM Smart Cloud becomes a platform that spans deployment options from Private, to Public, to Hybrid. It’s a platform that we use to deliver other services, along with applications that come from IBM (Software Group), Industry solutions meant to address specific challenges across a broad array of industries. Additionally it is a platform for Eco-systems to exploit and leverage – whether as a solution platform in the case of integrators or as a platform for ISVs. Additionally ISVs can integrate at the platform level – providing their value-add to applications and solutions on top
- 06/01/11
- {DESCRIPTION} Cloud Strategy Services Formulate the cloud strategy for the business Cloud Migration Consultancy Only applications that can be virtualized can be hosted on a cloud, so help your client identify and virtualize selected applications Readiness review Following on from your cloud migration consultancy, you perform if going to the cloud is the right path forward BP Assessment Review Subject matter experts to undertake an assessment review to design a roadmap and help the client build their own cloud business case Cloud Migration Implementation Services Project management, transitional and implementation services, education, disposal of legacy assets Networking IBM is “supplying the dial tone” so you can supply the networking services Customer Administration Support Assist the client with help and support to administer the Cloud account Software Licensing Offer your client the right software licenses for the virtualized environment Instance & Image Management Manage the virtualized access and the instances and images (Private and Enterprise community) Security* Establish client security and access policies Business Continuity* Enable business and IT availability and continuity, for both normal day-to-day and unusual/crisis operations. * Indicates additional opportunity for Business Partners to resell GTS channel-enabled cloud services. {TRANSCRIPT} This is a slide that I really like to try and use to get my business partners excited about this offering. As infrastructures a service, you can imagine that there’s quite a bit of services and or additional things that can be tacked on top of this offering. If you think about it in laymen's terms, think about your laptop. If you simply had the hardware and didn’t have anything else on top of it, what opportunities could you do with that particular infrastructure? You could install Microsoft office on it and create your Power Point slides, you could put Lotus Notes on it and collaborate with your team mates. There’s also all sorts of services that you could execute with that infrastructure. We talked about some of the use cases and things like that. But from a business partners perspective, let’s look at the types of services that they could offer to their customers who are interested in using this service. So we’ve got the straight up resale offering that we like to position as a great competitive advantage over some of our competition but we’ve also got additional services that we can resell on top of it. In the left hand side of the slide we’ve got some stars next to business continuity, while we’re talking about backup and resiliency. We’ve got security services that we can tack on top of and encourage those services to be resold at the partner level. But we also like to really encourage the business partners to really start building their own services offerings around this platform. So strategy services, migration, whether or not they are ready, their application is ready for cloud environment, assessments, implementation of actual migration networking, software licensing, management and instant image management. Those are some of those things that in addition to having residual income at the resell level we like to encourage these customers and business partners to look at this as building their own recurring and/or one time services built on top of the infrastructure.
- IBM is a global business. IBM is a global business that truly understand global business and IBM Smart Cloud and our expanding list of products and services are delivered from a constantly growing number of centers around the world. IBM Smart Cloud delivers what companies are looking for and demanding. A view of cloud computing: that covers all deployment options That provides – not just the technology, but also the managed services That allow a customer to move forward with cloud computing with confidence To drive business transformation, drive innovation and ultimately drive top line growth. Thank you
- IBM Innovation Centers: State-of-the-art facilities dedicated to providing Business Partners advanced training & support: Architectural design and implementation consulting Porting, migration and testing services Support for application integration, proof of concepts, validations, scalability testing Cross platform test environments Expertise in the latest technologies SaaS and cloud computing education: https://www-304.ibm.com/jct01005c/isv/spc/events/index.jsp SaaS Enablement Blueprints demonstrate how to solve common technical challenges using IBM technology including: Create Multi-Tenant Apps Enforce Security Implement Compliance, Metering and Billing Provide Tenant Provisioning Ensure Quality of Service ibm.com/isv/marketing/saas/demo_series.html
- IBM Global Financing can help clients: Accelerate project approvals and implementation, based on existing funds and anticipated future funding Better manage cash flow by turning large upfront costs into affordable monthly payments Conserve cash and accelerate ROI payback Leverage flexible payment plans , fast approvals and a single periodic payment for hardware, software and services for both IBM and non-IBM
- The slide describes the Cloud Specialty Program Qualification Requirements and Benefits available for IBM Business Partners that achieve the certification. You should go into this level of detail with the Partner who shows particular interest in this specific specialty Path.
- The slide describes the Cloud Specialty Program Qualification Requirements and Benefits available for IBM Business Partners that achieve the certification. You should go into this level of detail with the Partner who shows particular interest in this specific specialty Path.
- This slide describes the IBM Cloud Certification that was introduced in the Spring of 2010. We should strongly encourage Partners to designate one of more individuals with a Cloud “mission” on their team to take the course and exam (available at the url listed) to obtain the IBM Cloud Certification.
- The slide describes the Cloud Specialty Program Qualification Requirements and Benefits available for IBM Business Partners that achieve the certification. You should go into this level of detail with the Partner who shows particular interest in this specific specialty Path.
- IBM is the first to announce and make available cloud computing architecture certification. A pre-test assessment is available now at the Prometric IBM website. Taking the pre-exam assessment is a great way to know you’re ready to take the proctored exam, as the assessment uses the same bank of questions as the actual exam.