Channel Opportunities to Build Your Own Cloud Solutions

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3 Νοε 2013 (πριν από 3 χρόνια και 10 μήνες)

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© 2011 IBM Corporation

Channel Opportunities to Build Your
Own Cloud Solutions


Amy Anderson

IBM Cloud Partner Programs

@ibmemergingtech

November 7, 2011

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

2

2

Efficiency

Transformation

Economics of computing are changing

Cloud computing allows companies to rethink IT
and reinvent the way they do business

Rethink IT

Reinvent Business


Rapidly deliver services


Integrate services across cloud environments


Increase efficiency


Faster time to market for new services


Increased focus on differentiated processes


Meet changing customer expectations,
direct access to technology

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

3

Cut IT expense and
complexity through a
cloud enabled data
center

Accelerate time

to market with
cloud
platform services

Innovate business
models by
becoming a
cloud
service provider

Gain immediate

access with
business
solutions on cloud

Integrated stack of
middleware optimized for
automated deployment and
management of
heterogeneous workloads
that dynamically adjusts

Advanced, reliable, highly
secure and scalable platform
for creating, managing, and
monetizing cloud services

Integrated service
management, automation,
provisioning, and self
service

Capabilities provided to
consumers for using a
provider’s applications
running on a cloud
infrastructure

From over 2,000 engagements, we see four major Client Cloud
Adoption Patterns emerging

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

4

We've been working with Business Partners through these five cloud
business models

CLOUD BUILDERS

CLOUD SERVICES
SOLUTION PROVIDERS

CLOUD
INFRASTRUCTURE
PROVIDERS

CLOUD APPLICATION
PROVIDERS

CLOUD TECHNOLOGY
PROVIDERS

Design

Consume

Deploy

A global
ecosystem of
partners

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

5

Cut IT expense and
complexity through a
cloud enabled data
center

Accelerate time

to market with
cloud
platform services

Innovate business
models by
becoming a
cloud
service provider

Gain immediate

access with
business
solutions on cloud

Integrated stack of
middleware optimized for
automated deployment and
management of
heterogeneous workloads
that dynamically adjusts

Advanced, reliable, highly
secure and scalable platform
for creating, managing, and
monetizing cloud services

Integrated service
management, automation,
provisioning, and self
service

Capabilities provided to
consumers for using a
provider’s applications
running on a cloud
infrastructure

Our partner business models map to the client buying patterns

SOLUTION PROVIDER

Cloud services

SOLUTION PROVIDER


Cloud Builder

SOLUTION PROVIDER

Cloud Builder


ISV

Cloud Infrastructure Provider

Cloud Application Provider

Cloud Technology Provider


© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

6

Within each client buying pattern we have defined 22 projects to
get your clients started


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



Build the Cloud
Infrastructure



Enable Applications in the
Cloud



Extend Applications in the
Cloud











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






Cloud Service Security


Cloud Assurance


Integrate and Manage a Hybrid Cloud


Cloud Service Management and Integration

Cloud Enabled Data Center

Cloud Platform Services

Cloud Service Provider

Business Solutions on Cloud

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

7

WHAT ROLE WILL YOU PLAY?

Partners who build and resell…

Partners who deliver…

Technology Providers

Cloud Builder

Application Provider

Services Solution

Provider

Infrastructure

Provider

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

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

8

Support Resources

Skills & Education

Roadmap

How to Make $$

Have an established practice,
leveraging one or more IBM cloud
offerings and providing end
-
to
-
end
cloud solutions to their clients.

Infrastructure

Providers

Provide a public cloud service on
which application vendors and
companies can host their solution.

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

9

How Infrastructure Providers Make Money


Hosting Fees



Managed Services



Integration Services



Value add services such as:


Metering / Billing


Security


Consulting


Helpdesk


© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

10

Infrastructure Provider Roadmap

Hardware

Virtualization

Image
Virtualization

Workload
Virtualization

IBM Workload Deployer

WebSphere Virtual Enterprise

IBM Middleware

IBM CloudBurst

Tivoli Service Automation Manager

IBM Service Delivery Manager

Workload Optimized Systems

1

2

3

HyperVisor Edition Images

Tivoli Provisioning Manager


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

Image Management

Integrated Middleware

Infrastructure Management

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

11

Infrastructure Provider Next Steps



Use 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

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

12

Basic Requirements


Cloud Computing Basics


Infrastructure Skills


Consultative Selling


Cloud Sales Certification
(Test 000
-
032)


Additional Requirements


Virtualization & Platform Management


Service Management


Image Management

Infrastructure Provider Skills You Will Need
-

Sales

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

13

Basic Requirements


Infrastructure Technical Skills


IBM Cloud Computing Reference Architecture


Cloud Technical Certification
(Test 000
-
280)


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







Infrastructure Provider Skills You Will Need
-

Technical

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

14

Where to get
Sales

Education

Cloud 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

1 Hour

Recorded Webcast

Cloud Sales Guide for Business Partners

30 min

Sales Guide

Consultative Selling

1 Hour

1 Hour

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

1 Hour

Various

Capturing the Cloud

developerWorks article

Sales Kit

Brand


Systems & Storage (STG)

3 Days

Various

Top Gun Classes

Systems College

Brand


Software (SWG)

1 Day

Various

Cool Cash Cloud Workshops

Software College

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

15

Where to get
Technical

Education

Cloud 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)

Various

Systems College

Brand


Software (SWG)

Various

Software College

Next

Return

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

16

EUROPE



Amsterdam


Barcelona


Dublin


Ehningen


Hursley


La Gaude


Milan


Paris


South Bank


Stockholm


Tel Aviv


Zurich

ASIA



Bangalore


Ho Chi Minh City


Kuala Lumpur


Manila


Seoul


Shanghai


Sydney


Tokyo

NORTH AMERICA



Austin


Chicago


Dallas


San Mateo


Toronto


Waltham

LATIN AMERICA



Sao Paulo

CEEMEA



Bratislava


Bucharest


Budapest


Cape Town


Casablanca


Istanbul


Johannesburg


Kiev


Moscow


Prague


Warsaw

IBM Innovation Centers provide support to Cloud Partners


Technical Enablement


Go
-
to
-
Market Support


Linkage to Value Net Partners

PartnerWorld Information Link

CENTRAL AMERICA



Mexico City

Next

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

17

IBM PartnerWorld Cloud Portal

www.ibm.com/partnerworld/cloud



Starting point for all Cloud resources
for IBM Business Partners



Featured announcements, tools,
offerings, education



Solutions for application developers,
cloud builders, and IBM Cloud
services resellers



Links to additional essential
resources



Updated Monthly








Return

© 2011 IBM Corporation

Channel Opportunities to Build your own Cloud Solutions

18

Thank you!

For more information, please visit:

http://www.ibm.com/cloud