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CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
Yes, I am a Reseller. But, Where is the Margin?
Lemanto SiantarChannels Development ManagerSoftLayer
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
Traditional Reseller Model
PO
RT
FO
LIO
MARGIN ON INFRA
MARGIN ON MAINTAINENCE
Product from Company A
RE
SE
LLE
R
Product from Company B
In-house Infrastructure
Partner Infrastructure
LICENSE FEES
LICENSE FEES
INFRA COSTS
MAINTAINANCE COSTS
MEMBERSHIP FEES
MARGIN
SERVICES
MARGIN
SERVICES
MARGIN
TOTAL ACQUISITION
COST
ONE GIANT MARGIN
CU
ST
OM
ER
INITIAL DISCOUNT
LOYALTY/ NEW CUSTOMER REDUCTION
COMPETITOR ADVANTAGE DISCOUNT
ANNUAL CONTRACT DISCOUNT
SERVICE DELIVERY COSTS
UNEXPECTED MAINTAINENCE COSTS
?
?
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
Traditional Reseller Model
PO
RT
FO
LIO
MARGIN ON INFRA
MARGIN ON MAINTAINENCE
Product from Company A
RE
SE
LLE
R
Product from Company B
In-house Infrastructure
Partner Infrastructure
LICENSE FEES
LICENSE FEES
INFRA COSTS
MAINTAINANCE COSTS
MEMBERSHIP FEES
MARGIN
SERVICES
MARGIN
SERVICES
MARGIN
TOTAL ACQUISITION
COST
ONE GIANT MARGIN
CU
ST
OM
ER
INITIAL DISCOUNT
LOYALTY/ NEW CUSTOMER REDUCTION
COMPETITOR ADVANTAGE DISCOUNT
ANNUAL CONTRACT DISCOUNT
SERVICE DELIVERY COSTS
UNEXPECTED MAINTAINENCE COSTS
?
?
WHERE IS MY MARGIN???
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
The New-Age Resellers
PO
RT
FO
LIO
Product from Company A
RE
SE
LLE
R
Product from Company B
In-house Infrastructure
Partner Infrastructure
LICENSE FEES
LICENSE FEES
INFRA COSTS
MAINTAINANCE COSTS
MEMBERSHIP FEES
MARGIN
SERVICES
MARGIN
SERVICES
MARGIN
TOTAL ACQUISITION
COST
ONE GIANT MARGIN C
US
TO
ME
R
INITIAL DISCOUNT
LOYALTY/ NEW CUSTOMER REDUCTION
COMPETITOR ADVANTAGE DISCOUNT
ANNUAL CONTRACT DISCOUNT
SERVICE DELIVERY COSTS
UNEXPECTED MAINTAINENCE COSTS
?
?
MARGIN ON INFRA
MARGIN ON MAINTAINENCE
CO
RE
IN
FR
AS
TR
UC
TU
RE
PA
RT
NE
R
MARGIN
SERVICES
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
Be a SaaS Provider – Increase your Scope
CO
RE
INF
RA
ST
RU
CT
UR
E P
AR
TN
ER
SaaS Tool o Manage Your Infrastructure
Beautiful Graphing
Custom Dashboards
API Management
Website Monitoring
Cloud Management
Server Monitoring
Advanced Alerting
Full API
Plugin Store
Fully Hosted
Monitor Everything
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
Master an Industry – Specialize a Niche SegmentC
OR
E IN
FR
AS
TR
UC
TU
RE
PA
RT
NE
R
GAMING &
SMARTPHONE
APPLICATION
DEVELOPERS
Japan-based managed hosting service
provider
• Managed Hosting
• Dedicated Servers
• Cloud Servers
• Network Integration
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
Host a Product – Manage the Environment
Oracle ATG Commerce
In-house Infrastructure
CO
RE
IN
FR
AS
TR
UC
TU
RE
PA
RT
NE
R PCI Level 1 Compliant
Hosting Provider
• Oracle ATG Commerce Installation, Configuration and Maintenance
• Oracle Database, JBoss Enterprise and RedHat Linux Enterprise Licensing
• 24/7 Expert Support• 99.9% Uptime SLA• PCI Level 1 Compliant• Performance Tuning• Disaster Recovery• Content Delivery Network through Akamai,
Limelight
• ATG Development Server Only• Disaster Recovery Cluster (DR)• Hot-Hot Global Load Balancing• Migration• PCI Compliance Consulting• Scalability Services• Upgrades• Web Performance Package
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
Partner Type Definition
Referral Program Are in a position to refer new hosting customers to SoftLayer:
Business Partners receive monthly commission payments for referring customers to SoftLayer that result in a signed contract (10% year 1, 8% year 2, 6% year 3)Refer single or multiple accounts of at least $150 per month in customer billings. Referred customers sign directly with SoftLayerExamples include application developers, consultants, web designers, etc.Referral partners are managed by channel sales team
Services & Solution Provider Program
Buy IaaS offerings from SoftLayer at a discount (from 5 to 20%)
Hosting may be resold or delivered as a component of the Business Partner’s overall solution. May or may not leverage SoftLayer’s brand.Is responsible for Level 1 Support.Examples are SIs, MSPs, Solution Providers, Distributors, and ISVs.Relationships are managed by the SoftLayer Channel Sales team
Current Channel Programs & Definitions
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
SoftLayer - Global IaaS Leader
Formed by 10 industry veterans in 2005Model predicated on software-driven infrastructureUnencumbered by early-industry legacy restrictions
Founding principlesInnovation, Empowerment, Automation, Integration
Acquired by IBM in July 2013
9
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
Cloud Infrastructure At Enterprise Scale
BARE METAL SERVERS VIRTUAL INSTANCES
Public CloudsHosted Hybrid CloudsHosted Private CloudsVirtual Servers Private Clusters
STORAGE
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
21,000 Leading-edge Companies Depend on Our Cloud
Software as a Service Mobile & Communications
WhatsApp Voxer Instapaper Yelp
Social
Games and Entertainment
Hosting & Service Providers
EnterpriseMarketing and Digital MediaPlatform as a Service
CONFIDENTIAL INFORMATION • SOFTLAYER, AN IBM COMPANY
