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Introducing the world’s first carrier-grade, highly secure and scalable integrated cloud service management solution empowering CSPs to Create, Manage, & Monetize cloud services fast . Detailed description New Carrier grade, highly secure, and supremely scalable Integrated Service Management (ISM) solution for cloud-based services. (see backup for details) We are announcing new support and benefits to help Cloud Service Providers leverage the partner ecosystem to extend, enable, market and sell their cloud services. These new benefits are available immediately to CSPs that adopt the IBM Cloud Service Provider Platform as their cloud infrastructure solution and will be formally rolled out early next year as part of a broader new cloud partner program Cloud Service Accelerator - The accelerator provides a complete cloud service brokerage function allowing CSPs to quickly on-board, customize, integrate, and deploy cloud services with consistent delivery, support, and business models. Enhanced IBM Service Delivery Manager (ISDM) is being enhanced specifically to support the unique needs of CSPs Multi tenancy improvement Multi customer enablement Improved customer on-boarding Extension points for firewalls, load-balancing and storage Bolt on to extensions to ISDM Security isolation and compliance Storage high availability disaster and recovery Quality of service, performance and capacity Advanced monitoring and service level management And more (Existing) A rich portfolio of global business and technology services specifically designed to help aspiring cloud service providers, including: full service cloud strategy/consulting, business model design, cloud services and operations management strategy as well as actual cloud infrastructure design, implementation, operation and management. From Global Technology Services: 13 partner-enabled cloud service offerings with 4 additional offerings under development with GA expected by year-end 2010. CSPs can re-brand and market these popular services such as information protection services, managed security services and more. IBM can offer customers LotusLive suite of web conferencing, collaboration, email applications and more. Additional business services offerings will be brought to bear and span the cloud implementation lifecycle including business strategy, application development, systems integration, testing, application management, operational analytics, security, education, & sales training services GBS Learning services are available to help CSPs train their sellers and channel partners to most effectively sell the new portfolio of cloud-based services. IBM’s unparalleled portfolio of business intelligence and analytics assets and services will ensure maximum effectiveness of cloud services campaigns, promotions, up/cross-sell marketing activities in a highly automated fashion to drive profitable growth. IBM’s expertise, assets and services will be promoted in order to optimize a CSP’s self-service web portal to ensure customers have a simple and easy experience finding, buying and configuring apps and services as well as managing their account.
CSPs are well-positioned to drive significant new revenue streams as Cloud Service Providers. They have all the assets, experience and resources to be very successful expanding their service portfolio to include blended IT-communications services, infrastructure and business process services, and more. (Touch on some of the 5 items specifically identified on the chart – 1, 2, and 4 are probably the key ones) CSPs can leverage their brand strength, local presence, and trusted supplier standing to provide cloud services, particularly to the business community, to strengthen their enterprise customer relationships and drive profitable growth. SMBs and mid-market enterprise customers are a key segment to target with cloud-based services as these entities are striving for simplicity, low cost, and one or 2 key suppliers to provide them with the communications and business services they need to be productive and efficient. These businesses have indicated a willingness to source such services from a local supplier that they can call if they need support or assistance, and CSPs have all the means to provide and support the complete portfolio of offerings these businesses need, and can do so with attractive service bundles and discount packages. So, now let me talk more specifically about what IBM is announcing today with our uniquely complete set of offerings for CSP cloud enablement (turn to next page).
Criteria #1: Business Strategy: IBM is the only Cloud Provider with a Proven Business Consultancy capable of providing C-level thought leadership IBM GBS has an extensive Cloud Business Strategy team IBM also provides strategy / ecosystem alignment workshops IBM has invested resources to help CSPs align cloud strategy Our Cloud Competitors Lack Strategy Expertise None of the competitors in Cloud computing have the depth of consultative expertise provided by IBM Global Business Services. Criteria #2:Cloud Service Acceleration IBM has focused our ecosystem on CSP Success IBM has an award-winning PartnerWorld organization Over 200 SaaS enabled apps, 40,000 ISV partners, 8 million developers in 195 countries We have 38 IBM Innovations Center to enable cloud services We have a Cloud Service Accelerator to onboard new services Nobody has aligned the partner program to the extent IBM has in order to focus on the CSP’s success in cloud computing Most are a loose federation of partners Many lack business-focused XaaS applications Criteria #3: Low Total Cost of Ownership IBM is the only vendor focused on your total cost of ownership No other vendor can match IBM’s ability to help you realize a rapid (ROI) return on your cloud computing investment. A single set of pre-integrated functionality provided by IBM Manages both IBM and other heterogeneous environments Leverages existing server capacity in your data or hosting centers Realizes reduced management costs with a true end-to-end solution Others focus only on initial purchase price Some rely on unsustainable discounts to win Other architectures favor cost over scale Complex integration adds significant total cost Lack IBM’s ow touch management capabilities Criteria #4:Carrier Grade IBM offers the only Carrier Grade, Highly Secure & Scalable Integrated Cloud Service Management solution Highly scalable to millions of concurrent VMs Reliable with built in high availability and service assurance Built in network monitoring from our leading Netcool line of products The most complete Integrated Service Management capability Others lack the scalability and reliability you need when your brand is on the line. Built in architectural constraints Limited or non existent Service Management Multi-vendor solutions with no common road map Criteria #5 : Sales and Marketing Effectiveness- leverage IBM’s training programs, s/w, solutions and services to improve effectiveness of sales force and channels. Prepackaged WebSphere-based Web 2.0 enabled storefronts Sterling commerce for multi-channel optimization Award winning SPDE framework for rapid OSS/BSS integration Industry leading analytics portfolio for deep customer insight Extensive list of SPDE certified OSS/BSS optimization partners Competitive solutions are more suited for over the top providers and lack key carrier integration functions. Proprietary or closed system architectures Limited attention to open standards Limited work flow, and SOA-based API’s Reliance on third party systems integrators
Give overall story line for the new offering: IBM Cloud Service Provider Platform. BACKGROUND: The IBM Cloud Service Provider Platform accelerates and simplifies deployment of a complete public cloud services environment that rapidly and cost-effectively enables Cloud Service Providers to create, manage and monetize cloud services. CSP2 was created for communications service providers seeking rapid enablement of a comprehensive, easy-to-manage, carrier-grade cloud services platform that will quickly empower them to create, manage and monetize a diverse set of public cloud services provided from internal, external, and blended sources. Talking Points: Our Approach is to empower CSPS to create, manage and monetize cloud services quickly and cost-effectively. We’ve assembled a complete portfolio of offerings that not only equips CSPs with the cloud service management technology they need, but all the other capabilities they require to become successful with their new business of providing cloud services. IBM is providing a set of business solutions and services, unmatched access to partners and more, NOT just technology. Create cloud services We enable CSPs to rapidly launch partner-provided apps and services We connect CSPs to our extensive app developer community so they can drive development of high value enterprise apps and network-powered service mashups that bring in, for example, a user’s location, to provide greater value to the application. And we also offer CSPs a host of attractive white-labeled IBM Cloud services that they can re-brand and market to their customers to accelerate their time to market. Manage – our cloud service management platform is unsurpassed. It is highly automated and advanced to allow a very low-touch cloud services operation to maximize a CSPs’ margins on their new cloud service offerings. It is the most carrier-grade and highly secure and scalable cloud service management solution in the market, and it comes with built-in security,( not some after market add on that doesn’t cover the whole solution), and it also comes with integrated SLA and QoS management to assure customers that their data and transactions are safe and the service quality will be what they need and expect for the service. Monetize We are helping CSPs to better monetize their networks, systems, and resources with cloud services – cloud lets them better leverage their existing assets to drive profitable growth. We are offering services to help maximize the effectiveness of their inside and outside sales forces and channels. IBM has an unmatched business intelligence and analytics portfolio, with the services to help CSPs leverage their customer and service data to drive differentiation and revenue growth. And IBM has a robust stable of software and services that CSPs will need to enhance their web portals so customers can easily find and buy the apps and services they want and manage their accounts quickly and easily. Let me go into a bit more detail on each key element of our approach……Go to next page……. ----------------------------------------------------------------------------------------------------- BACKGROUND MATERIAL: ----------------------------------- Create, Manage, Monetize OVERALL GOALS : Accelerate time to market, create new services, differentiate brand, attract new subs, increase ARPU and per service profitability and reduce churn. CREATE : we are creating SaaS, PaaS, and IaaS cloud based services. Innovate, create, differentiate . Harness the creativity of the ecosystem. IDC SaaS Summit, Mar-2009, “SaaS and PaaS services provide lower-cost, efficient choices for building, testing, deploying certain workloads, new go-to-market choices over traditional managed services.” IDC Definition of Cloud Services: “An emerging IT framework and business model for creating and provisioning shared business and consumer services, delivered over the Internet within industry-standard service management frameworks, using virtualized management, and accessed over the Internet by people and other services…” BENEFITS : Accelerate time to market, more relevant and useful services in the market and more new service types, such as converged IT-communications services. Extreme innovation and differentiation. MANAGE : Deploy a secure, scalable, automated and integrated cloud service management solution. GOALS : Deploy a complete, carrier-grade, highly secure , scalable , automated , integrated and easy-to-use solution to rapidly enable cloud services. BENEFITS : A platform that meets this criteria will, by its very nature, be low cost and will allow a CSP to expand their value prop to customers by enhancing its service portfolio with attractively-priced and compelling services offered in an easy to access method. Scalable, reliable, available, integrated SLA mgt and QoS, very easy to use/highly advanced and automated (low cost for the CSP). MONETIZE : Sales force transformation and channel optimization are key to success. CSPs should take advantage of advanced business intelligence and analytics to create more targeted offers and improve the effectiveness of campaigns, upsell/cross-sell promotions, bundles, etc. Services need to be easily found (search engine- portal well organized) and obtained, managed and paid for, account mgt must be simple to perform, etc. CSP’s web portal must be easy to use! BENEFITS : Grow revenue, enhance profitability, increase ARPU, attract new subscribers, reduce churn. ---------------------------------------------- IBM is Committed to Supporting CSPs’ Evolution to Cloud Service Providers with our Unmatched Cloud Solutions Addressing the Top 3 CSP Imperatives of Cost reduction and improvement in operational efficiency, the enablement of new services and business models, and the need to differentiate the customer experience. Reduce Costs and Improve Operational Efficiency & Effectiveness Deploy private clouds: optimize IT, improve agility & flexibility, create lower cost structure Leverage productivity gains and private cloud ROIs to fund innovation initiatives Enable New Services and Business Models Launch compelling public cloud services that support strategic growth initiatives Mitigate risk with cloud: exploit minimal upfront investment & pay-as-you-go/grow model Differentiate the Customer Experience Develop attractive cloud services portfolio with easy-to-understand pricing models Enable simple, secure, self-service portal to find, obtain, pay for and manage services
IBM has won multiple awards year after year for our winning set of partner programs that Jim will tell you more about in a few minutes but I wanted to share with you that we are bringing over 40,000 ISVs and hundreds of SaaS partners to CSPs so they can infuse innovation into their service portfolio… And, we are enabling CSPs to offer these innovative services quickly and cost-effectively with our superior cloud services platform. First, we are enabling CSPs to rapidly launch partner-provided apps and services…..and we are helping connect them to our vast community of SaaS application providers (there are over 200 SaaS partners) who have virtualized their apps using IBM technology…..they are ready to get enabled on the CSPs platform today. “ Cloud and SaaS drive a whole new level of standardization and process industrialization, and more services are delivered through an ecosystem of partners. ” – From Forrester, “The Coming Upheaval in Tech Services,” August, 2010. We have also developed a special capability, our cloud service accelerator, that is software and middleware technology to help CSPs rapidly enable partner-provided applications and solutions onto the platform. We use a templated integration process and standardized set of modeling tools and make it happen fast and easy for the CSP. We enable CSPs with the platform and the connection to the most diverse and vast set of ecosystem partners to help them rapidly bring new apps and services to market. The graphic shows just a sampling of our hundreds of SaaS partners that have worked with us to virtualize their applications to get them ready to run as cloud-based services. ------------------------ BACKGROUND ON THE CLOUD SERVICE ACCELERATOR (I suggest you don’t go into it in any detail but want you to have this info fyi): The Cloud Service Accelerator is being positioned as an IBM Telecom Industry Solution based on the IBM SPDE Framework and existing SWG products such as: IBM Rational, IBM Mashup Center, IBM Cast Iron, and the IBM Service Delivery Platform (SDP). The solution is based on IBM products that are on the truck and announced today. It will also be available with optional partner extensions leveraging our IBM PartnerWorld ecosystem of solution partners. - this is directly from Hal. Onboard cloud services leveraging a standardized business model. Create rapid customizations leveraging IBM Mashup Center and IBM Cast Iron Templated Integration Processes. Manage even the most complex customizations with IBM’s Rational suite of visual modeling tools. ------------------------------------------------------------ In Telecom, we CURRENTLY have a worldwide structure of 80 individuals who support technology and marketing relationships built with 153 partners (this # changes constantly), However... These telecom-industry specific partner resources help identify the best partners to help our clients be successful. For example, in our relationship with AT&T, we created a partnership w/them and so when they wanted apps from ThePhonepages, we did an agreement with the company that produces that to secure the asset...we basically strive to do anything that our CSP clients need from us with respect to the vast partner ecosystem – they tell us about a partner they want, we will do all we can to recruit and secure the capabilities from that partner that our client needs. (From Alisa DeMartino – Global Telecom Industry Ecosystem Leader)
A GBS Sales Kit has been completed for GBS Cloud Strategy for Providers Services. It is available to help CSPs develop a sound and comprehensive cloud service provider strategy.
IBM’s survey (of 2000 IT professionals in 87 countries) also found that 91% of IT professionals surveyed said cloud computing will overtake on-premise computing as the main way that businesses access data within the next five years . – From Wall Street Journal article Oct 7, 2010 IBM understands where the market is going and has put together special cloud service provider partner benefits for those who adopt our platform. Just one of the many benefits CSPs can tap into is our pool of dedicated Business Development Managers to sit with them and develop marketing plans leveraging partners. Another benefit is that IBM can connect CSPs to over 8 million, yes 8 million partner developers in 195 countries…….fyi, this does NOT include IBMers.. Not even 1…all 8 Mil are PARTNERS… Just like Apple with its app store, CSPs can now harness the creativity of the 8 mil developers that IBM will connect them to, no matter what type of app or service the CSP wants created.. CSPs are uniquely equipped to create network-enabled mashups leveraging our partner deCarta, for example, for Location-based service mashups, and capabilities from our recent acquisition Cast Iron – to integrate information from back-office systems, to deliver higher value, and perhaps industry-specific services to drive market expansion by offering customers of all types a very compelling and differentiated service portfolio. No one is positioned like CSPs to bring the unique value of the network and things as simple but valuable as caller ID and location to create new services with greater value to the user than anyone else can create. By doing so, with our help, CSPs can differentiate their brand, expand their relevance and service value to industry-specific verticals such as retail and healthcare, to drive inventive new network-powered business apps that will improve user productivity and satisfaction. And for a very quick start, IBM offers CSPs a stable of cloud services we’ve developed ourselves that can be re-branded and marketed and sold by the CSPs…..(NEXT PAGE)
The cloud includes 80 IBM systems (System x and blade servers), Xen virtualization technology and IBM middleware and service management technology. IBM's Tivoli Service Automation Manager and Tivoli Provisioning Manager enable software to be leased and installed seamlessly, and virtual machines provisioned accordingly. Korea’s SK Telecom Builds Cloud Computing Platform with IBM First production service provider cloud IBM has set up with a communications service provider globally. The Cloud provides service developers with the necessary software and hardware to build virtual platforms on the web for developing new services (that will be used by SK Telecom's customers). The SK Telecom project demonstrates the ease with which IBM's Smart Business Systems (from IBM’s Cloud Solutions portfolio) has enabled the rapid creation of a new service delivery platform to allow SK Telecom to expand into new business services. IBM is providing Hardware (x Series, Blade), Software (IBM Tivoli Service Automation Manager), ITS Implementation Services and Operation Process Consulting Services for this cloud computing environment. Business Benefits The cloud, up and running since the end of September, offers service developers the following advantages: all the required servers, storage and middleware S/W for development on a stable environment low up front costs and reduced investment risks of mobile content developers faster time to market and decreased barriers to entry of new services. OVERVIEW SK Telecom, the leading mobile operator in Korea, and IBM Korea announced that they have completed a cloud computing environment for Platform-as-a-Service, offering not only hardware but also software to consumers to access Web-based applications, and to save computing resources. IBM Korea has offered a wide range of support, including hardware, software, services and consulting to SK Telecom for its cloud computing service. According to SK Telecom, with this total solution, especially small and mid-sized companies which are burdened by having to set up independent service platforms, can expect to save costs and use leading-edge cloud computing services. Mobile content providers will be able to develop and test their service in a convenient environment and with lower risks due to new service launches, and entry barriers for new mobile service introductions will be reduced, the company said. For the cloud computing offering, SK Telecom has secured about 80 servers and software technologies, such as automation programs for automatic server partitioning allocation and software installation to meet customer needs. SK Telecom has established a target to secure 20 customers for its new cloud computing service, including service developers and mobile content providers. SK Telecom is also considering expanding its entire IT infrastructure to the cloud computing basis.
Market White Labeled IBM Cloud Services Expedite time to revenue and supplement your cloud services portfolio by taking the fast route to market with IBM’s extensive set of public cloud offerings that you can rebrand, market and sell. Some examples include: IBM Smart Business Desktop on the IBM Cloud IBM Information Protection Services on the IBM Cloud IBM Internet Security Systems Managed Security Services Sample of IBM cloud offerings designed to be sold & delivered through CSPs: Collaboration Apps Email, Calendar Web Conferencing Instant Messaging Online Events Collaboration Document Sharing Security Apps Backup & Recovery Managed Security Intrusion/Threat Prevention App Monitoring Data Protection Business Continuity Infrastructure Services Computing on Demand Virtual Desktop Storage on Demand Remote Managed Infrastructure
Transition slide to discuss Manage
Speaker Notes: Why IBM (competitive kill points) IBM is the only vendor with the most scalable, mature and integrated cloud service management offering VMware has an un-integrated, immature, incomplete cloud service management stack built on multiple recent acquisitions HP lacks service catalog and usage monitoring BMC lacks usage metering and security capabilities -------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- There are a lot of vendors claiming they can provision a cloud….. IBM can stand up a cloud faster than anyone else AND manage what’s in the cloud -------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- Functional capabilities include: API driven service catalog for automated provisioning of compute network and storage Secure multi-tenancy and client isolation Integrated hardware and software monitoring and usage metering High availability platform - from hardware through the software stack IBM differentiators compared to Vblock (Cisco, EMC, VMware) • Visibility across applications, data and infrastructure • Understand user service experience • Network infrastructure and resources • Map service dependencies to infrastructure • Service management control aligned to business priorities • Business-aligned dashboards • Security and compliance solutions • Fulfill service requests • Provide usage for billing/chargeback • Process and technology automation across business services • Automate service operations • Align assets and resources to business priorities IBM. Scale you can Trust. IBM is announcing today the world's first MVM-class cloud for service providers (more than 1 Million VMs running concurrently) • Proof Point: We can deliver up to 7000-8000 VMs per rack today, scaling to 20-30,000 VMs per rack over the next few years as the processor core/thread density (as well as network/storage capability) increases. Only IBM provides a platform that scales to the provision of tens of thousands of virtualized services per hour • Proof Point: We are building in our unique distributed and HPC expertise to the cloud platform. For example in HPC, although not directly analogous, we can deliver up to 1000 OS imagines a minute. Only IBM provides a platform with predictive analytics that can provision new services in less than a minute • Proof Point: We can already demonstrate provisioning in 10-20 seconds in the lab Only IBM has the pedigree to provide a cloud platform that has mainframe-class resilience and availability Only IBM provides true integration of compute, networking, storage, system s/w along with proven service management - and still allows you choice of hypervisor IBM Integrated Service Management for Cloud Service Provider Platform • The only complete solution for managing virtualized compute, storage and network resources in a secure multi-customer, highly-scalable, carrier-grade environment • Delivers and manages a secure, highly scalable, highly available ecosystem for your services and applications with SLA management, storage, and backup and restore capabilities IBM hardware platform differentiators • Component redundancy provides higher availability for apps • Platform management integrates seamlessly with service management • Choice of hw platform to serve different workload needs
Speaker Notes: Why IBM (competitive kill points) IBM offers superior Carrier-grade Scalability VMware and HP capacity management solutions do not use business analytics to proactively provision capacity VMware, BMC, HP all use centralized/hierarchical management design which limits scalability and introduces performance degradation with rapid scaleout Competitors’ clustering mechanisms for fail over don’t scale with the architecture and introduce addition mgmt. infrastructure -------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- With IBM, you can scale CPU, memory and storage independently to address different workload needs with eX5 technology -------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- Because ultimately IT is the lifeblood of the organization. As processes become more interrelated and complex, IT will be called on to solve the problems in a more streamlined and cost effective manner. As customers need to innovate and respond to challenges faster, IT will be called upon to quickly enable the innovation. So IBM is helping our customers achieve key goals that will enable their IT to be an enabler of innovation and a catalyst for change rather than a roadblock and inhibitor as it may be today.
Now let’s talk about how CSPs can monetize all their assets and those we help provide them to ensure their commercial success, not just their ability to deploy great technology. In order to fully monetize their assets and cloud investments, IBM believes CSPs must transform their sales force and channels to be able to sell cloud services, leverage business intelligence and analytics to achieve differentiation, and enhance their customer self-service web portals to provide customers with a superior experience that will differentiate their brand, ignite sales, increase retention and attract new customers.
IBM provides a variety of best-in-class consulting and training services as well as technology and process management capabilities to ensure optimal effectiveness of inside and outside sales forces as well as channel partners. CSPs need to ensure their commercial success and one way to do so is by leveraging IBM’s seller training programs to improve their sales force’s understanding of the service portfolio and how to most effectively sell offers to targeted segments. We can help a CSP optimize their sales effectiveness with customized sales enablement programs, online training and cloud-based training solutions for employees and channel partners ----------------------------------------------------------------------------------------------------- BACKGROUND DETAILS FROM GBS: Accelerated speed to employee competency through immediate access to transformative training solutions Alignment to demand – pay for what you use Full service, turnkey solution enabling clients to focus on strategic learning initiatives Host and support Saba Learning Management System Training administration and support services Deliver 3rd party, IBM and customer proprietary content from Cloud
IBM has invested over $14 Bil in business intelligence & analytics acquisitions since 2008, more than any other company in the world. This portfolio can dramatically improve business results. CSPs can leverage IBM’s extensive and unequaled business intelligence/analytics portfolio to maximize up/cross-sell and promotion effectiveness as well as help ensure intelligent, successful campaigns, and, importantly, integrate this technology into the web portal to make relevant app / service and bundle recommendations that drive differentiation and profitable growth. -------------------------------------------------------------------------------------------------------------- BACKGROUND: Even the best technology and partner programs won’t ensure a CSP’s commercial success. In order to fully monetize their assets and cloud investments, IBM believes CSPs must transform their sales force and channels to be able to sell cloud services, leverage business intelligence and analytics to achieve differentiation, and enhance their customer self-service web portals to provide customers with a superior experience that will differentiate their brand, ignite sales, increase retention and attract new customers. To help CSPs achieve their business objectives, IBM has assembled the solutions and services that CSPs need to maximize the effectiveness of their inside and outside sales forces and channel partners, leverage business intelligence and analytics tools to drive differentiation and improve the effectiveness of campaigns, promotions and up/cross-sell opportunities, and optimize their web-based self-service portal to provide users with a consistent and high quality experience when they use it to find, buy and configure apps and services, and manage their account. Why is IBM best? IBM has invested over $14 Bil in business intelligence and analytics acquisitions since 2008, more than any other company in the world. IBM published a figure of $12 Bil as the total amount they have invested in acquisitions in the February 2010 edition of the Economist and, since then purchase Unica for $600 mil (2010) and Netezza for $1.7 Bil but this deal has not yet closed. IBM bought: Cognos (2008), SPSS (2009), RedPill (2009), CoreMettrics (2010), Unica (2010) and Netezza (2010). ------------------------------------------------------------- Globe Telecom, the #2 mobile communication service provider in the Philippines, with 27 million customers, recognized that the most effective way to attract and retain the value-conscious Philippine mobile customer was to spur action through time-limited marketing promotions. Business Need : Globe Telecom needed to reach a new level of agility in the creation and management of promotional service offerings. Solution: In a joint engagement, IBM and Nokia Siemens Networks designed and built a SOA-based service creation and delivery platform that enables Globe to rapidly and cost-effectively create service offerings from reusable service components. Benefits : Expected one-year payback period 600% increase in promotion effectiveness > 95% reduction in the time and cost of developing new promotions Results: &quot;Our ability to develop new service promotions quickly has given our marketing people the means to be more aggressive—and has made our programs more effective. We can react very quickly to promotional opportunities when they arise “ - Mario Domingo, Head of Product Design and Creation, Globe Telecom
CSPs must enhance their customer self-service web portals to provide customers with a superior experience that will differentiate their brand, ignite sales, increase retention and attract new customers. They must make it fast and easy for customers to find and buy the apps and services they want and… Automatically up-sell/cross-sell other relevant services and create compelling bundles on the spot And IBM can help ensure integration with B/OSS to achieve “no-touch” automated operations so the whole cloud services operation’s cost structure is as low as possible to help drive improved margins from new services.
“ Let me summarize our areas of focus for CSP cloud enablement by giving you the highlights of the 9 focus areas of Create, Manage, and Monetize.” Briefly talk to each of the boxes within Create, Manage, Monetize and then go to next page……. --------------------------------------------------------------------------------------------------------- Most complete e2e solution…servers, network storage, apps, strongest network of ecosystem partners, best scalability, open, SOA arch, managing cloud infrastructure in a real world environment integration with legacy The public cloud services market opportunity is large and fast-growing. IBM Market Insights estimates it at $29.6 Bil in 2010, growing to $88.5 Bil by 2015 at a 25% CGR. IBM believes communications service providers (CSPs) are striving to evolve into cloud service providers and have the networks, systems and resources to become the most successful set of companies to capture a significant portion of the public cloud services market opportunity in the coming years. Accordingly, IBM has invested in world class solutions, programs and services to equip this important client set with all the capabilities they need to lead and succeed with cloud. For communications service providers or cloud service providers of any kind to be successful, this “new breed of CSPs” must have the right business approach and operating environment to cost-effectively create, manage and monetize a virtually limitless and continually refreshed array of cloud services. IBM’s unrivaled experience, highly ranked expertise, and unmatched portfolio of software, systems and services in both the communications and IT industries uniquely enables us to help CSPs plan, build and deliver a world class, carrier grade, supremely scalable and secure cloud services operation. IBM has achieved a #1 ranking in over 20 individual business and IT areas by multiple Industry Analyst firms. (See the next page of analyst rankings of IBM.) In order to drive profitable growth and gain share, CSPs must effectively harness the creativity of a diverse partner ecosystem to extend, enable, market and sell a compelling and attractively priced portfolio of diverse cloud services. With more than 40,000 ISVs and 8 million developers in 195 countries, IBM operates one of the largest application ecosystems in the world. For three years straight, IDC has ranked IBM as the top company to partner with and as having the best ISV and developer programs in the industry. Forrester Research named IBM &quot;Best in Class&quot; in 27 out of 31 categories across partner marketing, selling, management and technical enablement resources, ranking IBM the highest overall compared with Microsoft, Oracle, SAP and salesforce.com in its most recent report. To ensure a carrier-grade, highly secure, scalable, automated, and standardized cloud services operation, CSPs require a complete integrated service management (ISM) solution that will support the simple, fast and cost-effective creation, management, and delivery of cloud services throughout their lifecycle. IBM has developed the world’s first solution to support over 1 million VMs running concurrently. Our world class integrated predictive and root cause analytics help CSPs deliver 99.999% service reliability, the carrier-grade performance customers demand. IBM’s unrivaled predictive analytics also enable a CSP to provision new services in <1 min with just a few mouse clicks. We’ve built the highest VM density per server in the industry and provide CSPs with an unmatched server utilization rate of up to 90%. And when the business is growing faster than they expected, IBM’s unsurpassed scalability supports the provision of tens of thousands of virtualized services per hour quickly and easily. But even the best technology and partner programs won’t ensure a CSP’s commercial success. In order to fully monetize their assets and cloud investments, IBM believes CSPs must transform their sales force and channels to be able to sell cloud services, leverage business intelligence and analytics to achieve differentiation, and enhance their customer self-service web portals to provide customers with a superior experience that will differentiate their brand, ignite sales, increase retention and attract new customers. To help CSPs achieve their business objectives, IBM has assembled the solutions and services that CSPs need to maximize the effectiveness of their inside and outside sales forces and channel partners, leverage business intelligence and analytics tools to drive differentiation and improve the effectiveness of campaigns, promotions and up/cross-sell opportunities, and optimize their web-based self-service portal to provide users with a consistent and high quality experience when they use it to find, buy and configure apps and services, and manage their account. Why is IBM best? IBM has invested over $14 Bil in business intelligence and analytics acquisitions since 2008, more than any other company in the world. IBM published a figure of $12 Bil as the total amount they have invested in acquisitions in the February 2010 edition of the Economist and, since then purchase Unica for $600 mil (2010) and Netezza for $1.7 Bil but this deal has not yet closed. IBM bought: Cognos (2008), SPSS (2009), RedPill (2009), CoreMettrics (2010), Unica (2010) and Netezza (2010).
Slide Purpose: To highlight our global delivery capabilities as a differentiator and back it up with metrics.
And of course, we’re applying cloud to our own infrastructure as well. We have invested billions of dollars in R&D and acquisitions to build leadership in two key dimensions of this new IT model: service management software and optimized systems. We have also established a portfolio of cloud services that clients can access externally from IBM or offer internally to users on their own premises. More than 200 IBM researchers are working on breakthroughs in areas like cloud security and privacy. We’ve also established IBM Cloud Labs in 11 locations in the US, UK, China, India, Korea, Japan, Ireland, South Africa, Brazil, Hong Kong & Singapore infusing our deep expertise into the local regions. Each lab serves as a gateway for the local clients to tap into the knowledge of IBM’s software, services, and research labs around the world. The organization has deep skills, customer expertise, and the ability to rapidly collaborate as one virtual team. The team works on a cross-brand level, developing first of a kind solutions for our clients that leverage the entire IBM portfolio. We’ve also established two IBM Cloud delivery locations in Raleigh, North Carolina and Ehningen, Germany, with others rolling out around the globe in 2011. And IBM is eating its own cooking by implementing clouds across the company. The CIO’s office has undertaken a workload approach that is generating good efficiency results. Analytics We announced this capability externally as the world’s largest private cloud computing environment for business analytics, called Blue Insight – the basis for the Smart Business Analytics Cloud offering Blue Insight provides IBMers globally with insight to better meet the needs of clients worldwide as well as pursue internal growth and productivity opportunities. Blue Insight provides a single entry point to information from nearly 300 different information warehouses and data stores, providing analytics on more than a petabyte of data. More than 150,000 IBMers will have access to Blue Insight in 2010; currently with over 140K users, 50 ported applications and another 150 applications are the pipeline for deployment toward our user deployment goals. We expect to realize tens of millions of dollars in savings over 5 years through deployment of Blue Insight. Collaboration/Lotus Live IBM adopted LotusLive Meetings last year as our primary web conferencing capability for meetings among IBMers, clients and business partners. In 2009 the total number of meeting minutes grew to over 145 million minutes. We are on track for doubling this in 2010. The adoption rate of LotusLive for meetings has been fast – with 85% of IBM’s current meeting minutes provided through LotusLive IBM is also piloting the use of LotusLive Engage with 23,000 registered users sharing files, internally and with clients. IBM is exploring the use of LotusLive iNotes for a targeted segment of the population (Since it does not have funding in 2011, you may want to drop this item) Strategically, we will continue to complement our on-premises collaboration offerings with those from LotusLive, especially in the near term with private community and file sharing capabilities. Development/Test The IBM CIO Develop/Test cloud went into service in September 2009, supporting the Power and x86 platforms in support of the teams that development most of IBM’s internal applications. A second generation of that cloud went into production in late April 2010. Notable metrics: The average server provisioning transaction times have gone from 5 days to an hour when using this cloud vs. traditional server build processes. Approximately 500 new server images have been provisioned in this cloud since then, and we are projecting to have processed over 800 by year end – over 100 per month. De-provisioning activity is running at about 50% of the number of requests for new images. Nearly 100% of the requests for server provisioning/de-provisioning are coming through this cloud as opposed to the previous manual build rquest process. The initial projection had been for a 50/50 split. Speaks to the power of speed, flexibility and self-service in an application of cloud that really appreciates those attributes. This cloud was implemented as a private cloud by leveraging the IBM Smart Business Development and Test Cloud service product . The SBDTC provides the assets necessary to easily build a private cloud environment for this purpose for installation behind a corporate firewall. Some of the automated/self-service functions provided by this cloud: Automated approval within preset monthly spend limit Self-service purchase of optional support services for all image software components Self-service change of virtual server configuration and support Lower setup cost. Easy tear-down. Transparent usage-based billing Expected higher dev-test productivity (enablement of more agile methods) Web application middleware stacks supporting 50% of our test activity were enabled first (WAS/DB2/MQ/IBM HTTP Server (Apache)), with additional work underway this year to cover 80% of our develop/test activity. In addition to productivity & cost savings, this capability is a key enabler for our internal development transformation (GenO/Liquid) allowing us to leverage competitive software development community services like Topcoder . Client results we're yielding from dev/test cloud implementations. Reduced IT labor cost by 50% in configuration, operations, management and monitoring. Improved capital utilization by 75%. Reduced provisioning cycle times from weeks to minutes. Improved quality, eliminating 30% of software defects. Reduced end user IT support costs by up to 40%. Desktop 2,000 production users in our China Development Labs running on a private desktop cloud Pilot using IBM Smart Business Desktop on the IBM Cloud set to begin at the end of September. Pilot to involve 200 users in internal End Users Services (EUS) desktop support group in Boulder, CO. Based on the success of the pilot, we anticipate production deployment of this solution in 2011 for 2,000 total users in Boulder and Bangalore. Also leveraging the Workplace of the Future user segmentation analysis to identify other user segments that would benefit from this deployment model. A financial model has been developed leveraging the role-based segmentation work done under the Workplace of the Future initiative. The financial model can be used to measure potential cost savings and has been applied to the China Development Lab. No cost savings were identified as compared to IBM's Standard Client Offering (SCO). This same model will be applied to the EUS pilot. While no cost savings are anticipated, there are a number of soft benefits that make desktop cloud an attractive option for appropriate user segments. Key to getting value from desktop cloud is pairing the desktop with other goals/requirements, and the right use cases. For example, using desktop cloud to support personnel doing very basic help desk support allows an implementation which avoids having to support – and pay for – desktop image persistence – and allows for increased security at lower cost. Reference architectures for desktop clouds are not “one size fits all” and based on segmentation -- end user personas, usage patterns and business requirements -- we are learning to apply the best solution to meet the cost and performance goals. Build out of our desktop cloud lab in Southbury, CT has begun with the assistance of the CIO innovation and transform teams , and Citrix. The purpose of the lab is to test new technologies for potential CIO pilots in 2011. Particular use cases/areas of focus include &quot;bring your own PC&quot;, offline/disconnected access, application virtualization and Smartphone/tablet access. Storage IBM’s current internal use of operational storage stands at about 10 PB – about 1 PB of file storage and 9 PB of block storage. We also have about 15 PB of backup storage. IBM faces YTY growth rates of nearly 25% in our file and block storage spaces -- similar to industry. We're working to drive higher utilization and storage management automation. A large portion of IBM’s internal file storage is provided through the Global Storage Architecture (GSA) File offering -- IBM’s “first” cloud. GSA provided cloud storage before it was called that. It has automated self-service provisioning, flexible pricing, elastic capacity and employs advanced virtualization. GSA is used by over 130K users and internal applications, including Lotus Connections, Cattail, and our AHE standard hosting environment. IBM’s Smart Business Storage Cloud was inspired by and based on IBM’s own internal GSA File storage offering. For block storage IBM focusing first on the midrange & zLinux support technology, like XIV, and cloud automation. Work is underway to transform IBM’s Managed Storage Services (MSS) offering into a block storage cloud. It will employ automated provisioning and introduce tiered storage, deploying lower cost storage tiers using IBM XIV and DS5000 storage systems and tooling to move data to appropriate tier automatically. Pilot projected to complete 4Q; production 1H2011. Estimated savings opportunities for these spaces currently range around 30-40%. Production Compute IBM is implementing its first cloud targeted to support internal production applications. Initial implementation will provide a lower cost infrastructure-as-a-service (IaaS) execution environment for low-tier, non-critical applications. Expansion to support other production workloads is planned, informed by our early experience. This offering will leverage both a private cloud instance and an instance of the IBM Cloud (public cloud offering) enhanced with appropriate enterprise-level security mechanisms. Planning has begun to employ IBM’s Smart Private Production Cloud (SPPC) offering as the future base for related private cloud instances. Applications will be targeted to one or the other instance according to application characteristics and requirements. All cloud instances built using standard IBM cloud products and services, and with adherence to IBM’s Common Cloud Management Platform reference architecture. IBM is examining its production application portfolio for applications that can best take advantage of the elements of cloud value: Convenient, on-demand access to standardized offerings that are rapidly provisioned, flexibly priced and elastically scaled. About 1000 applications have been identified from our portfolio as early potential candidates for this initial cloud implementation and intensive work is underway to validate that potential. Plans are in place to move a number of those deemed viable into this cloud environment in 2010 and 2011. We will be leveraging the learnings, process and tools used by our massive Enterprise Computing Model (ECM) virtualization project to execute the migrations of applicable applications from their traditional hosting environments and into this cloud. The value of this cloud will be realized through improvements in infrastructure -- primarily through the use of virtualized hosting -- and lower labor costs for support enabled by increased automation and workload standardization relative to traditional hosting. In aggregate, the activities the CIO has in play will create millions of dollars in savings for the IBM Corporation and allow it to take advantage of the flexibility and new opportunities cloud enables.
Slide Purpose: To identify our differentiators, and to provide metrics that prove our claims. Most extensive telecommunications transformational skills, experience and depth Investment in Telecom World’s largest business and technology services provider (175,000 professionals) 22,000+ people directly delivering services to service providers 1,400+ consultants and 9,000 developers in communications Invested billions in key acquisitions (SPSS, Micromuse, Vallent, Cognos, etc.) to add communications expertise Experience gained by IBM’s own transformation extended to significant number of Telecom transformation projects (IBM experienced $2.5B in productivity gains over the past 3 years with globally integrated support functions; $3B to $5B in supply chain savings annually; transformation initiatives yielded $3 cumulative benefit on every $1 invested.) World’s largest research organization coupled with our prominent telecommunications industry standards leadership $6B+ annual R&D investment 3,000+ scientists/technologists; 25,000 software engineers in 25 countries Garnered the most patents (with 3621 patents in 2007) for 14 consecutive years Executive and technical leadership positions in TeleManagement Forum (TMF) Application of standards to IBM solutions, such as 100% open standards-based SDP solution Business process transformation methodologies built on communications standards such as eTOM, NGOSS, SID and TAM $100M investment in mobile web technology announced in 2009 3 Telco-specific research labs: Haifa, Israel; Delhi, India; and Beijing, China Significant investments in Telecom research has resulted in several first-of-a-kind projects, such as Real-time analytics – TABI; Social Networking – Snazzy, Scalable federated presence, Personal service creation, Personalized advertising) SPDE framework supported by IBM Security Framework, Media and Content Extensions and SOA delivers a complete lifecycle view of service delivery and support for the Telecommunications industry Most comprehensive portfolio of proven end-to-end solutions that include software, hardware and services Broadest portfolio of hardware, software and services in the OSS, BSS, Security and SDP domains 1000+ service providers have selected IBM All top 20 Telcos worldwide have chosen IBM Deep relationships, including OEM agreements, with leading Network Equipment Providers such as Alcatel-Lucent, Huawei, Motorola, Nortel and more Key partnerships with major software vendors, including Comverse, Amdocs and Oracle, that extend our expertise World-class product support and maintenance programs for IBM-produced and acquisition-based assets Best and most established architectures , processes, methodologies, and frameworks based on real-life implementations SPDE framework validated with 17 different partners 2000+ telecom partners Won TMF award for our eTOM+ standards extension at T-Com Croatia Established Global Service Methods to ensure rapid reuse of information, research, implementation assets and more to improve each subsequent Telco deployment Strength and ability to share risk in business models with clients Project financing available through IBM Global Finance to help fund projects during this economic environment Example risk sharing models as deployed in current customers such as Bharti, Maxis, IDEA Cellular and KTF A+ standing in today’s financial markets provides clients assurance of stability
We can work with CSPs in whatever model they desire. We can do it all for them, build it and operate it for them or simply build it and let them run the operation themselves. We will engage with CSPs in a model that best suits their unique needs. We know there is no one size fits all when it comes to working with a vendor on large, strategically significant undertakings and we will work with the CSP to develop a partnership that works for both of us.
We have worked with CSPs for years, we understand their needs, we want them to succeed, and we have invested in unique capabilities to help enable them to do just that. Accordingly, we believe CSPs need (go thru check list and talk to each one…..just a recap of your whole talk)….. IBM believes CSPs will lead and succeed with cloud services (which is why we are investing in capabilities to help them do that). IBM’s solution: Is Secure by design Is Billing-ready out of the box Includes integrated service management Offers fully automated “dynamic” provisioning of virtualize resources Has QoS, SLA mgt integrated into the portfolio IBM is accountable for the end to end solution and we are here as a trusted partner for CSPs to help them succeed and lead with cloud. Scott – you may want to cite some comments from customers (from the press release): France Telecom Group and its subsidiary Orange Business Services is using the IBM Cloud Service Provider Platform in a pilot project to create new infrastructure-as-a-service offerings for their customers. Here is what FT OBS had to say: “ IBM is providing a fully integrated stack delivering highly secured virtualized infrastructure that can be used to provide our internal and external customers a new level of infrastructure-as-a-service. For example, automating the extension of our customers' data-center and providing highly customized topologies” said Didier Jaubert, senior vice president Global Services of Orange Business Services. “This integrated platform provided by IBM is an important step for us to expand our capabilities faster and beyond those of other carriers.” “ Shanghai Telecom is piloting IBM’s new platform to extend computing and telecommunications into the enterprise market to capture the growing business opportunity to provide infrastructure to businesses and multinational corporations operating in China,” said Mr. Chen Xiao Qin, vice manager of Shanghai Telecom Marketing Department. “We’re making an important shift in the way we do business by providing clients powerful cloud computing services as well as cost savings.”
IBM Cloud Service Provider Platform
IBM Cloud Service Provider Platform Hal Van Hercke Global Solution Executive, Cloud and Mobile Solutions IBM Communications Industry Enabling Cloud Service Providers
Public Cloud Services Market to Grow from $30B to $88.5B at 25% CGR CSPs are best-positioned to address the fast-growing demand for cloud services. 29.7 39.2 50.4 62.4 88.5 75.2 33.4% 2010-15 CGR 26.3% 27.5% 24.5% 17.4% Source: IBM Market Insights Cloud Phase 2 opportunity assessment, Sept 11, 2010.
Communications Service Providers are evolving into Cloud Service Providers (the new “CSPs”) and have the assets to do it successfully. CSPs are well-positioned to drive significant new revenue streams as Cloud Service Providers while strengthening their key enterprise customer relationships Large enterprise customer base, especially SMBs who want to single source apps/ services from local suppliers Well positioned to integrate IT, SaaS and other cloud services into overall converged IT / Telecom / Unified Communications service portfolio Comprehensive network capabilities (broadband, mobile…) Track record of large scale service delivery and B/OSS for tens of millions of customers CSPs as Cloud Service Providers 1 2 3 4 5 Owning the complete end-to-end delivery chain is a big advantage
Cloud Considerations for Communications Service Providers Business Strategy Can you help me align my cloud strategy and reduce my business risk? Cloud Service Acceleration Can you help me bring new cloud services to market quickly and cost-effectively? Carrier Grade Performance Does your cloud service management solution provide the performance, reliability, and scalability I need? Low Total Cost of Ownership Do I gain any competitive advantages just from using your technology? Seize the Opportunity Sales and Marketing Effectiveness How can you help me drive sales and provide a high quality customer experience?
The most advanced, carrier-grade, highly secure and scalable integrated service management platform designed to empower CSPs to CREATE, MANAGE, & MONETIZE cloud services fast . CREATE MANAGE Leverage Integrated Service Management MONETIZE Energize Cloud Sales & Optimize the Customer Experience Exploit Advanced Automation Rely on Carrier Grade Performance and Unmatched Scalability Deliver Highly Secure, Quality Assured Services Ignite Innovation and Differentiate the Service Portfolio IBM CLOUD SERVICE PROVIDER PLATFORM Rapidly Launch Partner Enabled Apps/Services Infuse Creativity Into the Service Portfolio Market White Labeled IBM Cloud Services Maximize Effectiveness of Sales Channels Leverage Intelligence for Differentiation Optimize Self-Service Web Portals
Create Services that Ignite Innovation and Differentiate Your Brand <ul><li>Rapidly Launch Partner Provided Applications & Services </li></ul><ul><li>Tap into IBM’s vast ISV and SaaS/application partner ecosystem </li></ul><ul><li>Optimize a CSPs’ cloud services success with our special cloud service provider partner benefits </li></ul><ul><li>Leverage our Cloud Service Accelerator to rapidly enable new partner provided applications and solutions by using pre-configured templates and policies </li></ul><ul><li>Use vertical-specific apps/services to expand into adjacent markets . </li></ul>CREATE Ignite Innovation and Differentiate the Service Portfolio IBM is Powering Applications So CSPs Can Get New Revenue Fast In a Variety of Segments, Industries and Geographies – a Sampling:
IBM has invested in the most comprehensive and aggressive strategy to actively help CSPs create differentiated Cloud Services. CSP Cloud Onboard cloud services leveraging a standardized business model. Create rapid customizations leveraging IBM Mashup Center and IBM Cast Iron Templated Integration Processes. Manage even the most complex customizations with IBM’s Rational suite of visual modeling tools. <ul><li>IBM Partnerworld </li></ul><ul><li>8 million developers </li></ul><ul><li>195 countries </li></ul><ul><li>40,000 partners </li></ul><ul><li>200+ SaaS applications </li></ul><ul><li>50 Jamcracker apps </li></ul><ul><li>60 cast iron partners </li></ul><ul><li>IBM Active Assistance </li></ul><ul><li>Bus dev resources </li></ul><ul><li>Strategy Workshops </li></ul><ul><li>GBS strategy </li></ul><ul><li>IDR recruiting </li></ul><ul><li>IDR enablement </li></ul><ul><li>28 innovation centers </li></ul><ul><li>IBM Cloud Services </li></ul><ul><li>12 existing from GTS </li></ul><ul><li>More in development </li></ul><ul><li>LotusLive </li></ul><ul><li>IBM PaaS </li></ul>Cloud Service Accelerator Cloud Service Broker End to End Service Administration Rapid Service Customization Mashups - Connectors - Templates Unified Service Modeling Modeling – Development - Test Ecosystem
CSPs Must Harness Creativity of Application Developer Community <ul><li>Infuse Innovation Into the Business Services Portfolio </li></ul><ul><li>CSPs can tap into IBM’s extensive and unrivaled partner community, including over 8 million developers in 195 countries, to write innovative business apps </li></ul><ul><li>Drive new revenue, differentiate Brand, enhance retention with a continually refreshed cloud service portfolio of inventive, network-powered business apps </li></ul>CREATE Ignite Innovation and Differentiate the Service Portfolio “ After surveying 2,000 information-technology professionals in 87 countries, IBM found that more than half believe that within the next five years, more developers will be working on mobile applications and cloud-based architecture than traditional computing platforms for enterprise.” OCTOBER 7, 2010 IBM Survey Says Mobile Apps Will Dominate Enterprise
SK Telecom Deployed Dev & Test Cloud Expediting App Delivery Business Background Solution Overview Cloud Business Benefits <ul><li>SK Telecom has #1 market share in the domestic wireless market and #2 share in domestic fixed line </li></ul><ul><li>Reduction of new service development time </li></ul><ul><li>Faster time to market for new services </li></ul><ul><li>Efficient management of resources, delivering reduction in CapEx and OpEx </li></ul><ul><li>Development Platform-as-a-Service offering allows Business Partners to quickly test, develop, and publish new end-user focused WAP services available on SK Telecom’s network. </li></ul><ul><li>IBM worked with SK Telecom to develop the entire cloud environment – from concept planning to hardware and software selection and implementation. </li></ul><ul><ul><li>80 IBM systems (System x, blade servers) </li></ul></ul><ul><ul><li>Xen virtualization technology and IBM middleware </li></ul></ul><ul><ul><li>IBM service management technology </li></ul></ul><ul><ul><li>IBM's Tivoli Service Automation Manager and Tivoli Provisioning Manager </li></ul></ul>
CSPs Can Accelerate Time to Market by Re-Branding IBM Cloud Services IBM offers 14 partner-enabled cloud service offerings with 4 additional offerings under development. Information Protection Services Managed Security Services Managed Services Additional IBM Cloud Services for Partners Targeted for 4Q10 <ul><li>Managed Backup Cloud (Category) </li></ul><ul><li>Remote Data Protection </li></ul><ul><li>FastProtect Online </li></ul><ul><li>eMail Management Express </li></ul><ul><li>IBM X-Force Threat Analysis </li></ul><ul><li>Hosted e-mail and Web security </li></ul><ul><li>IBM Vulnerability Management Service </li></ul><ul><li>IBM Security Event and Log Management Services </li></ul><ul><li>Tivoli Live </li></ul><ul><li>Smart Business Storage Cloud </li></ul><ul><li>Smart Business Desktop on the IBM Cloud </li></ul><ul><li>Smart Business Storage Services on the IBM Cloud </li></ul><ul><li>Smart Business Expense Reporting </li></ul><ul><li>Smart Business End User Services </li></ul><ul><li>Smart Business Development and Test – (Tier 1 only – Aug) . </li></ul><ul><li>Server Implementation/Migration Services for Cloud Computing </li></ul><ul><li>Storage & Data Implementation/Migration Services for Cloud Computing </li></ul>Compute and Infrastructure Services <ul><li>Also Available: </li></ul><ul><li>IBM LotusLive Online Collaboration & Social Networking </li></ul><ul><li>IBM PaaS Solutions (ex: DB2 and WebSphere) </li></ul>Other Services
The most advanced, carrier-grade, highly secure, scalable integrated service management platform designed to empower CSPs to CREATE, MANAGE, & MONETIZE cloud services fast . CREATE MANAGE Leverage Integrated Service Management MONETIZE Energize Cloud Sales & Optimize the Customer Experience Exploit Advanced Automation Rely on Carrier Grade Performance and Unmatched Scalability Deliver Highly Secure, Quality Assured Services Ignite Innovation and Differentiate the Service Portfolio IBM CLOUD SERVICE PROVIDER PLATFORM Rapidly Launch Partner Enabled Apps/Services Infuse Creativity Into the Service Portfolio Market White Labeled IBM Cloud Services Maximize Effectiveness of Sales Channels Leverage Intelligence for Differentiation Optimize Self-Service Web Portals
A comprehensive offering to create, deliver and manage cloud services Integrated Service Management for Cloud More than just cloud provisioning – manages the cloud infrastructure AND what’s inside the cloud! <ul><li>Heterogeneous virtualized infrastructure provides platform choices </li></ul><ul><li>Unmatched scalability to launch, monitor and maintain tens of thousands of VM’s concurrently </li></ul><ul><li>Workload mobility and recoverability for superior management </li></ul><ul><li>Secure multi-tenancy </li></ul>
Delivers carrier-grade scale you can trust Tens of Thousands 1,000’s Ready to use services and applications from partners and IBM Carrier-grade Built to help support the highest levels of availability The most scalable, extensible and carrier-grade integrated cloud service management offering Virtual machines provisioned per hour 1 million+ Virtual machines running concurrently <1 minute Predictive analytics to help create new services in less than one minute Unmatched carrier-grade scalability and performance to deliver new services to market faster than anyone else
The most advanced, carrier-grade, highly secure, scalable integrated service management platform designed to empower CSPs to CREATE, MANAGE, & MONETIZE cloud services fast . CREATE MANAGE Leverage Integrated Service Management MONETIZE Energize Cloud Sales & Optimize the Customer Experience Exploit Advanced Automation Rely on Carrier Grade Performance and Unmatched Scalability Deliver Highly Secure, Quality Assured Services Ignite Innovation and Differentiate the Service Portfolio IBM CLOUD SERVICE PROVIDER PLATFORM Rapidly Launch Partner Enabled Apps/Services Infuse Creativity Into the Service Portfolio Market White Labeled IBM Cloud Services Maximize Effectiveness of Sales Channels Leverage Intelligence for Differentiation Optimize Self-Service Web Portals
Solutions to Help Energize Cloud Sales & Monetize Cloud Investments IBM Enables Sales Force Transformation and Channel Optimization MONETIZE Energize Cloud Sales & Optimize the Customer Experience <ul><li>CSPs can leverage IBM’s experience in application, business, and complex solution sales. IBM offers: </li></ul><ul><ul><li>On-site, online, and cloud-delivered learning solutions that can be specifically tailored for the CSP’s needs and cloud service portfolio. </li></ul></ul><ul><li>Sales force transformation and channel optimization services accelerate speed to employee (or channel partner) competency through immediate access to transformative training solutions </li></ul>
CSPs can leverage IBM’s unmatched business intelligence and analytics portfolio to enhance effectiveness of campaigns, promotions, up/cross-sell and prevent churn. MONETIZE Energize Cloud Sales & Optimize the Customer Experience <ul><li>IBM has invested over $14 Bil in business intelligence & analytics acquisitions since 2008, more than any other company in the world. </li></ul>
Optimize Customer Self-Service Web Portals to Help Energize Cloud Sales, Increase ARPU and Improve Retention MONETIZE Energize Cloud Sales & Optimize the Customer Experience <ul><li>Make it fast and easy for customers to find and buy apps and services </li></ul><ul><li>Leverage IBM’s extensive analytics portfolio to automatically up/cross-sell other relevant services and create compelling bundles on the spot </li></ul><ul><li>Ensure integration with B/OSS to achieve “no-touch” automated operations </li></ul>
The IBM Cloud Service Provider Platform is a complete solution to enable a CSP’s successful evolution to cloud service provider so they can capitalize on the large cloud services market opportunity. <ul><li>Harness the creativity of a diverse ecosystem </li></ul><ul><li>Rapidly enable partner-provided solutions </li></ul><ul><li>Provide application developers with a development and test cloud </li></ul><ul><li>Accelerate time to market with white labeled IBM cloud services </li></ul>CREATE <ul><li>The IBM Integrated Service Management solution for Cloud Services is: </li></ul><ul><li>carrier grade, supremely scalable, highly secure, open and automated. </li></ul><ul><li>SOA-based, and supports heterogeneous IT & network elements. </li></ul><ul><li>a robust cloud solution to create, deliver, manage, and assure services. </li></ul>MANAGE <ul><li>Maximize the effectiveness of inside/outside sales and channel partners </li></ul><ul><li>Optimize up/cross-sell, promotions, campaigns with IBM’s BI/analytics </li></ul><ul><li>Deploy a functionally rich and easy-to-use customer self-service portal </li></ul>MONETIZE
IBM Solutions are backed by an extensive global network of communications industry resources and expertise <ul><li>Global Telecom Center of Excellence (GTCoE) </li></ul><ul><ul><li>Houses worldwide, distributed set of Telecom experts to support projects across the globe </li></ul></ul><ul><li>8 Telecom Solution Labs (TSLs) </li></ul><ul><ul><li>TSL North America (with Rapid Development Environment for WebSphere Fabric and Telco Pack); TSL Europe (with customer trial platform); TSL China, Beijing, China ; TSL Satellite LATAM in Sao Paulo, Brazil ; TSL Satellite India in Bangalore, India; TSL Satellite ASEAN in Kuala Lumpur, Malaysia ; TSL Satellite AFRICA, Johannesburg, South Africa </li></ul></ul><ul><li>7 Software Solution Labs for Telecom </li></ul><ul><ul><li>Sao Paulo, Brazil; Beijing, China; Johannesburg, South Africa; Seoul, Korea; Boeblingen, Germany (for IOD); La Gaude, France SOA Center of Competence </li></ul></ul><ul><li>4 Industry Solution Labs with Telecom Expertise </li></ul><ul><ul><li>Zurich, Switzerland; Hawthorne, USA; Beijing, China; Delhi, India </li></ul></ul><ul><li>2 Media Solution Labs (TSLs) </li></ul><ul><ul><li>Dallas, TX; MSL Dallas; La Gaude, France </li></ul></ul><ul><li>3 Network Transformation Centers </li></ul><ul><ul><li>Beaverton, Oregon (USA) ; Montpellier, France ; India </li></ul></ul><ul><li>5 Cross-Industry Showcases with Telecom Expertise </li></ul><ul><ul><li>Solution Experience Lab, Austin, TX (USA); Industry Solution Center La Gaude, France ; Innovation Land, La Gaude, France ; SOA CoE, La Gaude, France; China Business Innovation Center, Beijing, China </li></ul></ul><ul><li>Additional Centers of Excellence </li></ul><ul><ul><li>Oracle (India) and Comverse (TSL Europe) to provide partner/IBM integrations, proofs of concept support by telecom and partner-knowledgeable experts </li></ul></ul>
IBM is investing in cloud computing to meet internal and client needs Hanoi Silicon Valley Dublin São Paulo Johannesburg Bangalore Tokyo Seoul Singapore Beijing Ehningen Raleigh Wroclaw Analytics Collaboration Development and Test Desktop Storage Business Services Fit for purpose middleware platform Common Compute Platform (Compute/ Network/ Storage) Blue Insight 140,000 users growing to 200,000 LotusLive 85% of all web conferencing Dev/Test Time to build a dev/ test environment from 1 week to 1 hour Workplace Cloud Estimated savings up to 30% Network Storage Cloud Up to 40% savings in storage costs Production Cloud 1,000 potential applications identified IBM Cloud Labs (10) Other IBM Cloud Centers IBM CIO Cloud Implementations:
What Makes IBM Different? <ul><li>Most extensive telecom industry transformational skills, experience, and depth of i nvestment in the communications industry </li></ul><ul><ul><li>22,000+ people directly delivering services to service providers </li></ul></ul><ul><ul><li>Invested billions in key acquisitions to add communications expertise </li></ul></ul><ul><ul><li>Experience gained by IBM’s own transformation extended to significant number of CSPs </li></ul></ul><ul><li>World’s largest corporate research organization coupled with our prominent communications industry standards leadership </li></ul><ul><ul><li>$100M investment in mobile web technology announced in 2009 </li></ul></ul><ul><ul><li>Executive and technical leadership positions in TeleManagement Forum (TMF) </li></ul></ul><ul><ul><li>Solutions compliant with eTOM, NGOSS, SID and TAM </li></ul></ul><ul><li>Most comprehensive portfolio of proven, end-to-end solutions that include software, hardware, and services across OSS, BSS, analytics/business intelligence, and SDP domains </li></ul><ul><ul><li>1000+ service provider clients and all top 20 CSPs have selected IBM </li></ul></ul><ul><ul><li>Key partnerships with major software vendors, including Comverse, Amdocs, Telcordia and Oracle, that extend our expertise </li></ul></ul><ul><li>Best and most established architectures , processes, methodologies, & frameworks based on real-world implementation </li></ul><ul><ul><li>2000+ telecom partners and 17 partners have validated their solutions on the SPDE framework </li></ul></ul><ul><ul><li>Established Global Service Methods to ensure rapid reuse of information, research, implementation assets and more to improve each subsequent telecom deployment </li></ul></ul><ul><li>Strength and ability to share risk in business models with clients </li></ul><ul><ul><li>Project financing available through IBM Global Finance to help fund projects during this economic environment </li></ul></ul><ul><ul><li>Example risk sharing models as deployed in current customers such as Bharti, Maxis, IDEA Cellular and KTF </li></ul></ul><ul><ul><li>A+ standing in today’s financial markets provides clients assurance of stability </li></ul></ul>
IBM engages in a wide range of business models based on the business strategy of our individual CSP customers. <ul><li>A wide range of business models to support individual CSP strategies </li></ul><ul><li>Pricing models that optimize both CAPEX and OPEX requirements </li></ul><ul><li>Traditional licensing for CSPs interested in fixed / predictable costs </li></ul><ul><li>Pay-as-you-Grow pricing to try to match expenses with expected cash flow </li></ul><ul><li>True revenue / reward sharing models based on individual market opportunity and the business case justification </li></ul><ul><li>Low cost entry points and quick-start solutions to speed time to market and reduce upfront risk </li></ul>IBM as Component Supplier Pay-as-you-Grow Pricing Risk / Reward Sharing CSP Risk IBM Risk
What Should CSPs Look for In a Trusted Advisor & Cloud Vendor Partner? CSPs need solutions for their end-to-end cloud BUSINESS to ensure success, not just technology. Vast, diverse array of global ecosystem partners & resources to connect them to CSP Deep domain expertise in web portal design, optimization and integration with B/OSS Extensive portfolio of business intelligence/analytics to drive differentiation, revenue High-value white labeled services ready for re-market/branding and sale by CSPs End-to-end service offers: strategy, deployment, integration, testing, sales training… Carrier-grade, highly secure, scalable, automated, integrated cloud mgmt. solution Ability to rapidly enable new services created from partner-provided apps/solutions
DO CLOUD SMARTER. DO CLOUD FASTER. ENABLE YOUR EVOLUTION.