1 Channel Opportunities to Build Your Own Cloud Solutions Amy AndersonNovember 7, 2011 Channel Opportunities to Build Your Own Cloud Solutions Amy Anderson IBM Cloud Partner Programs @ibmemergingtech Please alter this cover page to reflect your location and the correct date of the event. You should also include a local contact name and address. 1 1 1
2 Economics of computing are changing2 Cloud computing allows companies to rethink IT and reinvent the way they do business Reinvent Business Faster time to market for new services Increased focus on differentiated processes Meet changing customer expectations, direct access to technology Efficiency Business transformation through industry Transformation A lot of people think that cloud computing is only about reducing cost. But in fact, the most compelling feature of cloud computing is the opportunity for clients and partners to reinvent their businesses. For a short description of this phenomenon, search youtube for a video clip from Nancy Pearson, VP of Websphere marketing. Cloud enables companies to reinvent and transform the way they do business, focusing on differentiated processes Enabling underlying IT enables businesses to rapidly delivery services, integrate across clouds, and increase efficiencies Both business and IT execs believe that cloud will enable business transformation 65% of business execs believe that cloud will drive down the overall cost of running applications while 98% of IT execs believe that cloud delivers greater agility and flexibility in their IT environments More stats: Business Executive (CEO) 65% - Drives down overall cost of running business applications (1) 54% - Lower TCO (3) 50 % - Transforms business not IT (1) 43% - Forces us to conform to better ways of running tasks / business functions (1) 35% - Empowers business to access best in class applications, quickly that we never could have in past (1) IT Executive (CIO) 98% - Flexibility and Agility (2) 83% - Virtual Infrastructure Optimization (2) 51% - Drives down cost and time to configure applications (1) 49% - Easier / Rapid deployment (3) 44% - Scale IT Resources (3) 35% - Store, access, manage, manage data more easily (1) 1) Source:”Cloud will Transform Business as We Know It: The Secret’s in the Source”, Hfs Research, and the London School of Economics, December, 2010 (2) Source: “Service Provider Cloud Strategies”, Everest, January, 2011 (3) Source: Market Assessment Panel, Uncovering Cloud Computing Opportunities, 2010, Base: 1,562 Rethink IT Rapidly deliver services Integrate services across cloud environments Increase efficiency Economics of computing are changing 2 2 2
3 From over 2,000 engagements, we see four major Client Cloud Adoption Patterns emergingCut IT expense and complexity through a cloud enabled data center Accelerate time to market with cloud platform services Gain immediate access with business solutions on cloud Innovate business models by becoming a cloud service provider Integrated service management, automation, provisioning, and self service Integrated stack of middleware optimized for automated deployment and management of heterogeneous workloads that dynamically adjusts Capabilities provided to consumers for using a provider’s applications running on a cloud infrastructure Advanced, reliable, highly secure and scalable platform for creating, managing, and monetizing cloud services So here are the client adoption buying pattern slide that you saw in the keynote session earlier. The first important concept here is that this chart is the basis of what we're calling the client buying pattern. IBM has done engagements with more than clients worldwide in cloud computing. What we found is, regardless of clients’ size, or the geography, or the market in which they're functioning, these 4 primary buying patterns emerged. This means there are four ways clients are working with IBM today on cloud. Let’s look at the patterns. What is different about these patterns is instead of starting a discussion on technology, instead the focus is on the client and their business challenge. That is how we begin the discussion. When IBM and you as our Business Partners start with clients’ needs, we ask questions to uncover their priorities and business objectives. And based on those answers, the client will fit into one of these four buying patterns. Now once we've identified the buying pattern then the next thing we'll do is talk about initial projects to get that client started. The first three you heard about in the keynote, this session will delve deeper into the cloud service provider adoption pattern. We now take the discussion to another layer and discuss a set of projects for clients to get started on their path to cloud. 3 3 3 3
4 We've been working with Business Partners through these five cloud business modelsCLOUD APPLICATION PROVIDERS CLOUD INFRASTRUCTURE PROVIDERS CLOUD SERVICES SOLUTION PROVIDERS Design Consume Deploy Another interesting phenomenon of cloud computing is that the definitions we've been using for business partners for the last 30 years becomes less relevant when we get to cloud computing. For example, both resellers and systems integrators could build practices around private clouds. Likewise, both ISVs and Services resellers could deliver an application on the cloud. For this reason, IBM has chosen to focus on the business models for partnering, rather than on the traditiional partner definitions. We see five main business models: Cloud Builders. Partners who build private clouds on behalf of their clients. Infrastructure Providers. Partners who are building public cloud offerings. Application Providers. Partners who deliver an application or asset as a cloud service. (SaaS offerings) Cloud Service Providers. Partners who resell IBM cloud services, such as LotusLive or our suite of security offerings. Technology Providers. Partners who deliver tools that make our cloud more usable. These partners are typically ISVs, like the application providers, but the business model is very different. Application providers are driving usage of the cloud, which is direct revenue. Technology Providers are driving influenced revenue. A global ecosystem of partners CLOUD BUILDERS CLOUD TECHNOLOGY PROVIDERS 4 4 4 4
5 Our partner business models map to the client buying patternsCut IT expense and complexity through a cloud enabled data center Accelerate time to market with cloud platform services Gain immediate access with business solutions on cloud Innovate business models by becoming a cloud service provider Integrated service management, automation, provisioning, and self service Integrated stack of middleware optimized for automated deployment and management of heterogeneous workloads that dynamically adjusts Capabilities provided to consumers for using a provider’s applications running on a cloud infrastructure Advanced, reliable, highly secure and scalable platform for creating, managing, and monetizing cloud services SOLUTION PROVIDER Cloud Builder SOLUTION PROVIDER Cloud Builder SOLUTION PROVIDER Cloud services ISV Cloud Infrastructure Provider Cloud Application Provider Cloud Technology Provider So we can easily map our business partner models to the client buying patterns. This helps our partners see where they fit in and what they might to focus on. 5 5 5 5
6 Cloud Service Management and IntegrationWithin each client buying pattern we have defined 22 projects to get your clients started Cloud Enabled Data Center Cloud Platform Services Business Solutions on Cloud Cloud Service Provider Create a Cloud Strategy and Roadmap Consolidate and Virtualize your Infrastructure Image and Virtual Environment Management Implement an Entry Cloud Infrastructure Implement an Advanced Cloud Infrastructure Access Compute and Storage as a Service Applications on Private Cloud Develop and Deploy Cloud Applications Delivering Dev and Test Environments Social Business Reducing total cost of ownership of B2B Integration Enable Global Supply Chain and Inventory Digital Marketing Optimization Business Process Redesign Monitoring as a Service Desktop Cloud Build the Cloud Infrastructure Enable Applications in the Cloud Extend Applications in the Cloud So the client buying patterns help clients make sense of the breadth of our offerings and the partner models help partners decide where to focus their resources. The next step is to help our clients and partners engage in a cloud project that is real, tangible, and moves the conversation from training and education to revenue generating activity. Under each of the client buying patterns are set of projects that are the most likely activities for a client. It is not our intent to describe these projects in this session. Please reference the Virtual Briefing Center, which will contain detailed presentations, webcasts, and videos for each of the patterns and projects. The point of this slide is to encourage partners to build skills around the projects and get started with clients. Note also that the items in the box at the bottom of the slide, Cloud Service Deliver & Management, are related to the features of cloud computing that span all client buying patterns. Again, for more information, see the virtual briefing center. Cloud Service Security Cloud Assurance Integrate and Manage a Hybrid Cloud Cloud Service Management and Integration 6 6 6
7 WHAT ROLE WILL YOU PLAY? Cloud Builder Application ProviderPartners who build and resell… Partners who deliver… Cloud Builder Application Provider Win higher value, higher margin deals through consultative and solution selling of multiple IBM offerings to build private clouds Deliver applications through the cloud, such as with Software as a Service (SaaS). Services Solution Provider Infrastructure Provider Have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients. Provide a public cloud service on which application vendors and companies can host their solution. Technology Provider Provide the tools, services, and technologies that help other IBM Business Partners and enterprise clients use the cloud more effectively Technology Providers
8 How to Make $$ Roadmap Skills & Education Support ResourcesInfrastructure Providers Have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients. Provide a public cloud service on which application vendors and companies can host their solution. How to Make $$ Roadmap Skills & Education Support Resources
9 How Infrastructure Providers Make MoneyHosting Fees Managed Services Integration Services Value add services such as: Metering / Billing Security Consulting Helpdesk
10 Infrastructure Provider Roadmap3 Workload Virtualization 2 Image Virtualization 1 Hardware Virtualization IBM Workload Deployer WebSphere Virtual Enterprise IBM Middleware HyperVisor Edition Images Tivoli Provisioning Manager IBM CloudBurst Tivoli Service Automation Manager IBM Service Delivery Manager Workload Optimized Systems Infrastructure Management Image Management Integrated Middleware Virtualization of hardware resources in the data center Management of virtualized infrastructure Virtualized infrastructure leads to creation of “virtual” software images Proliferation of virtual software images leads to management challenges Images are combined into patterns representing middleware workloads Workloads encapsulate well defined combinations of integrated middleware
11 Infrastructure Provider Next StepsUse the Cloud Technology Progression paths to determine the appropriate entry point and cloud enablement project. Define a project plan. Leverage IBM’s enablement tools and resources to complete your project. Entry Point Key Technologies Hardware Virtualization IBM CloudBurst, Tivoli Service Automation Manager Image Virtualization Tivoli Provisioning Manager Workload Virtualization IBM’s cloud-ready middleware products, IBM Workload Deployer Infrastructure Selection IBM SmartCloud Enterprise, IBM Cloud Infrastructure Partners Hybrid Integration WebSphere Cast Iron Cloud Integration platform Analytics Cognos Business Intelligence Social Business LotusLive
12 Infrastructure Provider Skills You Will Need - SalesBasic Requirements Cloud Computing Basics Infrastructure Skills Consultative Selling Cloud Sales Certification (Test ) Additional Requirements Virtualization & Platform Management Service Management Image Management
13 Infrastructure Provider Skills You Will Need - TechnicalBasic Requirements Infrastructure Technical Skills IBM Cloud Computing Reference Architecture Cloud Technical Certification (Test ) Additional Technology-Specific Requirements Virtualization & Platform Management IBM Director Network, Storage Manager VMWare Service Management Tivoli ISDM: Service Automation Manager, Provisioning Manager, Usage & Accounting Manager IBM SmartCloud Enterprise Deploy workload patterns in the Cloud IBM Workload Deployer
14 Where to get Sales EducationCloud Sales Skills Duration Education Resource Links Bas ics Cloud Computing Basics 37 Min 10 Min 1 Hour Cloud web lecture for Business Partners Quick Reference Guide Know Your IBM IBM Cloud Reference Architecture Recorded Webcast Cloud Sales Guide for Business Partners 30 min Sales Guide Consultative Selling White boarding Sales Simulator Cloud Sales Certification 75 Min Overview & prep test (Course id 2992, free for BPs) Ext end ed Tivoli Integrated Service Delivery Manager 2 Days SEE NEXT PAGE IBM SmartCloud Enterprise Various Services training and education Business Partner Sales Kit IBM Workload Deployer Capturing the Cloud developerWorks article Sales Kit Brand – Systems & Storage (STG) 3 Days Top Gun Classes Systems College Brand – Software (SWG) 1 Day Cool Cash Cloud Workshops Software College
15 Where to get Technical EducationCloud Technical Skills Duration Education Resource Links Basi c IBM Cloud Reference Architecture 1 Hour Recorded Webcast IBM System Architect Handbook Varies Redbook Building Private Clouds 3 Day IBM Technical Cloud Bootcamps Cloud Technical Certification 75 Min Overview & Preparation Exte nde d IBM Systems Software Various Systems College- Software Tivoli Integrated Service Delivery Manager 2 Months SEE NEXT PAGE IBM Workload Deployer 2 Hours Education Assistant Self-paced Training Brand – Systems & Storage (STG) Systems College Brand – Software (SWG) Software College Return Next
16 IBM Innovation Centers provide support to Cloud PartnersTechnical Enablement Go-to-Market Support Linkage to Value Net Partners CEEMEA Bratislava Bucharest Budapest Cape Town Casablanca Istanbul Johannesburg Kiev Moscow Prague Warsaw EUROPE Amsterdam Barcelona Dublin Ehningen Hursley La Gaude Milan Paris South Bank Stockholm Tel Aviv Zurich NORTH AMERICA Austin Chicago Dallas San Mateo Toronto Waltham ASIA Bangalore Ho Chi Minh City Kuala Lumpur Manila Seoul Shanghai Sydney Tokyo CENTRAL AMERICA Mexico City IBM Innovation Centers: State-of-the-art facilities dedicated to providing Business Partners advanced training & support: Architectural design and implementation consulting Porting, migration and testing services Support for application integration, proof of concepts, validations, scalability testing Cross platform test environments Expertise in the latest technologies SaaS and cloud computing education: https://www-304.ibm.com/jct01005c/isv/spc/events/index.jsp SaaS Enablement Blueprints demonstrate how to solve common technical challenges using IBM technology including: Create Multi-Tenant Apps Enforce Security Implement Compliance, Metering and Billing Provide Tenant Provisioning Ensure Quality of Service ibm.com/isv/marketing/saas/demo_series.html LATIN AMERICA Sao Paulo Next PartnerWorld Information Link
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