Leveraging the IBM Cloud Partner Ecosystem

Loic Simon - Loic_simon@fr.ibm.com +33 6 76 75 40 71

Target Audience : IBMers

Brands [Resellers…]

IDR [ISV…]

BPO/GBP [Cloud

Builders…]

Mid Market [MSP…]

& Sectors [CSI…]

Welcome to the Matrix… of IBM Cloud Channel Initiatives !

Cloud GI/SEII’m here !

IBM [BPO] Cloud Channel Leaders

Worldwide• Donald R Cotey/Milwaukee/IBM• Annette Miller/Lincoln/IBM

Europe• Silvia Massetti/Italy/IBM• Alessia Berra/Italy/IBM • Etienne Verbinnen/Belgium/IBM• Juerg Stoll/Switzerland/IBM, • Loic Simon/France/IBM• Martin Atle Strandos/Norway/IBM• Marvin Egerter/Germany/IBM• Mercedes Lucena Vizaira/Spain/IBM• Steven Heeney/UK/IBM@IBMGB

Our Partners, too, need to…

• Canada Dry

• Cloud Washing

• Me Too

…and go beyond…

Partners embrace one or multiple Business Models in the 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)

Partners are driven to Cloud by a wild bunch

of IBM competitors & coopetitors… and need to leverage the

«right» ecosystem(s):

DeployDesign

Business Process as a Service

Software as a Service

Platform as a Service

Infrastructure as a Service

Consume

An infrastructure and platform as a service designed for enterprise-class

service delivery

An infrastructure and platform as a service designed for enterprise-class

service delivery

An integrated set of private cloud enablement

technologies

An integrated set of private cloud enablement

technologies

New business and industry software as a service

solutions

New business and industry software as a service

solutions

Smarter Cities

Social Business

Smarter Commerce

Business Analytics and Optimization

servicesservices solutionssolutionsfoundationfoundation

DeployDesign

Business Process as a Service

Software as a Service

Platform as a Service

Infrastructure as a Service

Consume

Smarter Cities

Social Business

Smarter Commerce

Business Analytics and Optimization

servicesservices solutionssolutionsfoundationfoundation

Infrastructure Integrators

Managed ServicesProviders

ISVBusiness Integrators

Customer needs • ISV SaaS Solutions• Infrastructure as a Service•Business Process improvement

Partner type per Offering type…

Cloud Builders

Cloud Infrastructure

Providers

Resellers

Cloud Services Solution

Providers

Cloud Applicatio

n Providers

Cloud Services Solution

Providers

Evolving Business Partner Value Creation Models with IBM – Examples

Embedded Software Solutions• Websphere Cast Iron

Integration

• SmartCloud Enterprise(SCE)• Managed Security Services• Tivoli Live

• Websphere Cast Iron Integration

• BladeCenter Foundation for Cloud

• SmartCloud Entry X• SmartCloud Entry P• Websphere Cast Iron

• Cloud Business Service engagements are BP Led

• GBS Cloud Services

Business Services

Traditional Infrastructure

Provider Model

Appliance

Business Solutions• ISV Applications (example

SugarCRM on SCE)• SmartCloud for Social

Business• Smarter Commerce SaaS• ERP

Partners who build / resell Partners who deliver

Technology Providers

Cloud Builder Application Provider

Services SolutionProvider

InfrastructureProvider

Technology Provider

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

Sell Through Sell To

Cloud Specialty Path Partner Objective Channel Firms

Cloud Builder “I want to help my clients to design, build, manage their private cloud”

• Solution Providers• System Integrators• Infrastructure Integrators• VADs

Services Solution Provider

“I want to resell a portfolio of public cloud services”

• Solution Providers• MSPs• Resellers, VARs• Distributors

Infrastructure Provider

“I want to build and operate a public cloud infrastructure (IaaS and

PaaS)”

• Telcos• Hosting Providers, • MSPs• System Integrators

Application Provider

“I want to deliver my application or asset as a cloud service”

• ISVs• Business Integrators• Solution Providers• Start-ups

Technology Provider

“I want to extend and add value to other providers’ clouds”

• Tools providers• Appliance vendors

Business Partner Cloud Computing Roles

Cloud Application ProvidersCloud Services Solution Providers

Cloud BuildersCloud Infrastructure

Providers

Cloud Technology Providers

Cloud Partner Ecosystem

[Business Experts]

[BizDev Experts]

Differentiation through cloud specialty mark Market development funds Increased revenue & higher value margin deals Access to the IBM ecosystem for cloud Access to IBM expertise on cloud Flexible pricing options

IBM Cloud Computing Specialty aligns with Partner target Business Model / Role in the Cloud

Built on Partner NeedsBuilt on Partner Needs

Demonstrate skills, revenue, and references

Demonstrate skills, revenue, and references

+ =

One program for all cloud partners

Pick a pathPick a path

Benefits* to IBM

Business Partners

Cloud Computing Specialty

* May vary by path

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

Partners bring Solutions for Global Industry Transformations enabled by Cloud

Smarter Commerce

BusinessAnalytics &

Optimization

Social Business

Cloud Enabled Business Solutions

Partners bring Business Solutions that may leverage Cloud

We can also find partners outside the traditional IT Ecosystem… for innovative Cloud Services…

Source: “Bringing Cloud Into the Enterprise…and the Enterprise Into the Cloud” IDC Presentation, Cloud Leadership Forum, June 13-15, 2010

Partners may also contribute to leveraging Social Media Marketing to generate more visibility & credibility

Found a good potential Cloud Partner ? Have them run a Cloud Fast Track Workshop delivered by your Local Cloud Leader / SME…

… and bring them to Montpellier & la Gaude !

Time Agenda Item - Cloud Fast Track Workshop

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

• Depending on their existing and target business model(s), IBM Partners typically choose to play one or more roles in Cloud among those 5 : [1] Cloud Builder, [2] Cloud Infrastructure Provider, [3] Cloud Application Provider, [4] Cloud Services Solution Provider, [5] Cloud Technology Provider.

• These roles have given birth to the IBM Cloud Computing Specialty which a Cloud Partner

can get access to by demonstrating that they have the required skills [certifications], references and revenue with IBM.

• Cloud Builders can typically be found among traditional Infrastructure Integrators/Resellers and CSI. Many of them have also developed an MSP [Managed Service Provider] business and may also become Cloud Infrastructure Providers.

• In 2012, the vast majority of Distributors will deploy 2 activities in the Cloud : [1] Valued Added Distributor of Cloud Technologies for Cloud Builders, [2] Distributor or Aggregator of Cloud Services for Cloud Services Solution Providers Resellers.

• All SmartCloud Foundation technologies [ow SmartCloud Provisioning...], most SmartCloud Services [ow SmartCloud Enteprise...] and Some SmartCloud Solutions [ow SmartCloud For Social Business] are Business Partners "Ready".

• Partnering is key for Cloud success, both for IBM Business Partners and for IBM, both for Private and for Public Cloud opportunities, both for big projects wins and for Mid Market penetration.

Next Steps for IBM Sellers

Query customers and prospects about other companies they already work with… and engage relevant Cloud Partner(s) accordingly…

… through your local BPO Cloud Channel Leader if you are unsure about choosing the right Partner or Partnership model…

Curation,

PoV,

Documents :

clubcloud.blogspot.com

ibmcloudcatalog.blogspot.com

Thanks !

Info : Loic Simon - Loic_simon@fr.ibm.com +33

6 76 75 40 71