2011.11.22 - Comment développer un Business de Cloud Builder - 8ème Forum du Club Cloud des Partenaires - Loic Simon

Comment développer un Business de Cloud

Builder…Loic Simon - [email protected] +33 6 76 75 40 71

Pour moi, un Cloud Builder,

c’est… [1 seule réponse, 1

phrase, 7 mots maximum]

Cloud Builder: Position sur le Marché 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)

Cloud Application Providers+

Cloud Services Solution Providers

Cloud BuildersCloud Infrastructure

Providers

Cloud Technology Providers

[Experts Métiers]

[Experts BizDev]

Cloud Application Providers+

Cloud Services Solution Providers

Cloud BuildersCloud Infrastructure Providers

Cloud Technology Providers

Aspaway

Midrange

D-FI

Best’Ware

Marketor

Lemon Operations.

On Channel Sogeti

Value360

Arrow ECS

PAD

Infor

Evea

Jamespot

SaaS-Guru

ESDI

Frame

OBS

Ocealis

Trekk

Aforsys

CPS

Novaliance

a-SYS

Blueway

Celadin

Certeurope

CollabSYS

Collectiv-IT

Cumulus

Damaris

Dassault Systèmes

Datalog

Novapost

Diademys

e-doceo

Fremont

Hostorg

H-Urban

Ip-label

ABW

Iridis

LYaTiss

Master Performance

Alphatec

MyERP

Orateam

Panduit

QosGuard

ServoySTS

Synergie Informatique

Adelys

Atos Origin

Basyca

Blu Age

Burette

CCO

BP

Comitem

Compubase

Computacenter

Coreye

Cristal

Divalto

Edifixio

Ediges

Fidgi

Finovia

France Brevets

Gamma Soft

JDC

MEDDTL

Owi

NSIT

Perensys

Site Alpha

QualyCloud

Precodata

Techdata

Unilink

T-Systems

IBM GTS

IBM GBS

IBM SWG/STG

IBM GBP

IBM IDR

IBM MM

IBM SWG

GBS

Avenue SW

SCC

Jaguar Network

Metrologie

Infotel

Ilta

Umanis

SAB

Hypersoft

PureChannelApps

ACK Atonis

ACMI

Oceanet

Cloud Builders

Best’Ware

Arrow ECSFrame

BPPerensys

Techdata

IBM SWG/STG

Metrologie

Qui ? Intégrateurs d’Infrastructures, CSI, Revendeurs à valeur ajoutée… qui aident les clients à concevoir, construire et gérer leurs clouds privés Revenu? : Projets, Revente Besoins ? Compétences en architecture de solution CloudEtapes de progression & roadmap pour engager les clientsPortefeuille de technologies cloud éprouvées, configurations de référence, solutions d’intégration…Support IBM ? Accompagnement technique, commercial et marketing, Certification Cloud, Bénéfices de la Cloud Computing Specialty

Midrange

D-FI

Sogeti

Evea

CPS

Diademys

Atos Origin

BP

Computacenter

CristalPerensys

T-Systems

IBM GTS

IBM GBS

SCC

Infotel

Umanis

ACMI

Oceanet

How Cloud Builders make money ?

Consulting services revenue from helping clients with their cloud strategy and plan

Resell of hardware & software components to build private clouds (margins & incentives)

Value-add services: client solution design, integration, implementation

Annuity revenue from ongoing managed services

CONSOLIDATEPhysical Infrastructure

Public CLOUD (B)Dynamic provisioning for workloads

VIRTUALIZEIncrease Utilization

STANDARDIZEOperational Efficiency

AUTOMATEFlexible delivery & Self Service

SHARED RESOURCESCommon workload profiles

Ready the In

frastru

cture

Inte

grat

e w

ith e

xist

ing

infra

stru

ctur

e

Traditional IT (A)

Private CLOUDDynamic provisioning for workloads

- Conseil &prescription- Intégration (Cast iron)- Gérer A vers B- Gérer A et B

Partenaire ITtraditionnel

SWGPaaS

+ Services

Accompagner sur le chemin de l’évolution vers le Cloud

• Application strategy and assessment

• Infrastructure strategy and design

• Security assessments and readiness

• Cloud rapid assessment

• Network design and build• Infrastructure virtualization,

implementation and migration• Image provisioning• Infrastructure as a service• Service Management• Deployed infrastructure

services

• Application design• Application development

or migration • Application testing • Private application hosting

Help me get started. Help me define my

cloud strategy.

Help me prepare my infrastructure for

cloud.

Help me build, test and deploy workloads

to a private cloud.

Situations Clients Typiques.

Source: Market Assessment Panel, Cloud Computing StudyQuestion 17: You previously indicated that you have implemented, plan to implement, or would consider implementing services using the Internal delivery method. For which phase(s), if any, have you acquired or would you consider acquiring outside provider help? Base: 847.

51%

63%

25%

45%

50%

7%

1%

0% 20% 40% 60% 80% 100%

Assessing/Planning

Building/Implementing

Managing/Running

Maintaining/Supporting

Education/Training

None of the above; we would complete all stepsinternally

Don’t knowPercent Selecting

Note: Respondents could select multiple phases

Use Of Outside Provider By Lifecycle Phase For Private Cloud

Clients are seeking advice from outside providers for planning and implementing

Private Cloud deployments

Decision-makers scoring high on the Private Cloud Index* are significantly more likely to utilize external providers for assessment and education

Those currently using traditional outsourcing are more likely to consider the use of external provider services for the management and maintenance of their companies’ IT infrastructure in a Private Cloud initiative

Besoins Clients : Mettre à disposition de l’entreprise des Services qui ont les mêmes caractéristiques que les Services « aaS »

proposés par des Clouds Publics

• Partagés, Standards, Packagés

• Self-service, Immédiats

• Elastiques, Extensibles

• Payés à l’usage, mesurés

• Accessibles par Internet, de n’importe où

• Connectables, Disposant d’API publiés

•On-demand self-service

•Broad network access •Resource pooling

•Rapid elasticity

•Measured Service.

Définition NIST

Intégration au système

d'information existant

Sécurité Qualité de service et

engagements associés

- IBM Security Framework

- Managed Backup Cloud

- Cast Iron

- Architecture Commune

- Localisation des données

- Réversibilité

- Niveau de serviceInfrastructures physiques

Réseau, Serveur et Terminal

Données et informations

Personnes et identité

Applications et process

… en répondant à leurs préoccupations majeures / Cloud

17

Composantes des couches d'un nuage : domaines d'application, gestion des services (SM), virtualisation et

couche physique Domaines

d'applicationTest et

préproduction

Catalogue de services et automatisation

Demande et opérations –interface utilisateur

Provisionnement

Gestion des niveaux de service (SLA)1

Monitoring et mesure

Sécurité Planification de capacité

Applications et middleware virtuels

Clients virtuels

Réseaux virtuels

Stockage virtuel

Serveurs virtuels

Virtualisation

SM

Développement logiciel

Stockage IBM et autres solutions

RéseauxIBM System x, BladeCenter

IBM System z,Power Systems

Serveurs non-IBM

Couche physique

Les Prestataires et les Clients ne perçoivent pas

encore bien l’importance d’une bonne Gestion des

Services POUR le Cloud

Cloud service management capabilities are needed to enable visibility, control and

automation of cloud services

WorkflowManage the process for approval of usage

ProvisioningAutomate provisioning of resources

MonitoringProvide visibility of performance of virtual machines

Metering and ratingTrack usage of resources

Clients

Cloud Services Solution Providers [BPaaS, SaaS – IaaS, PaaS]

Cloud Application Providers [BPaaS, SaaS]

Cloud Builders [Projets Cloud]

Cloud Infrastructure Providers [IaaS, PaaS]

Cloud Technology Providers

Rejoindre le bon

Ecosystème pour prendre son pied, la

tête au dessus des nuages !

Cloud Application ProvidersCloud Services Solution Providers

Cloud BuildersCloud Infrastructure

Providers

Cloud Technology Providers

Club Cloud des Partenaires

[Experts Métiers]

[Experts BizDev]

Club Alliances

Projets de Cloud Computing lancés avec succès en 2010

2,000

Private cloud Hybrid Public cloud

Machines virtuelles managées en mode privé

Machines virtuelles managées en mode public

1 M 20MIBM et le Cloud Computing : les faits

24

EnterpriseData Center

Private Cloud

ManagedPrivate Cloud

HostedPrivate Cloud

SharedCloud Services

PublicCloud Services

EnterpriseData Center

Enterprise Enterprises Users

IBM a des produits, services et solutions dans tous les domaines du Cloud

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

IaaS Technologies

Automation and Administration

Availability and Performance

Security Usage and Accounting

IBM SmartCloud Foundation: Building and rapidly scaling private cloud environments with unparalleled time-to-market, integration and management

• Resilient to the velocity of changing business needs

• Choice and flexibility in hybrid environments

• Enterprise-class, workload aware infrastructures

• Built-in analytics for improved insight and decision making

• Resilient to the velocity of changing business needs

• Choice and flexibility in hybrid environments

• Enterprise-class, workload aware infrastructures

• Built-in analytics for improved insight and decision making

Business Partner Private Cloud Solutions: Multiple starting points

Industrial strength virtualization coupled with automated resource balancing & virtual image management

Integrated service management platform with automated IT service deployment, full lifecycle management, metering & chargeback

Basic cloud functions including simple self service interface and infrastructure along with automated provisioning

Cloud Capabilities

Del

iver

IT

with

out

Bou

nda

ries

Virtualization Foundation

Entry Cloud

Advanced Cloud

Base Virtualization OfferingsE.g. Blade Foundation Building Blocks Base Virtualization OfferingsE.g. Blade Foundation Building Blocks

SmartCloud EntryCloud functions for IBM Systems

SmartCloud EntryCloud functions for IBM Systems

CloudBurst CloudBurst

Cus

tom

Inte

grat

ed

IBM Cloud Computing Reference Architecture

*Future announcement Midmarket Offerings Midmarket Offerings

Starter Systems for Cloud* Starter Systems for Cloud*

Custom Cloud: ISDMIBM Service Delivery ManagerCustom Cloud: ISDM

IBM Service Delivery Manager

Common Reference Configurations, Bill of Materials, Implementation Guides

IBM BladeCenter Foundation for Cloud

IBM BladeCenter Foundation for Cloud

SmartCloud ProvisioningCloud function at high scale

Workload Deployer Deploy and manage middleware apps & workload

patterns

Workload Deployer Deploy and manage middleware apps & workload

patterns

Beyond VirtualizationConsider needs to choose entry points

Virtualized hardware

Basic cloud capabilities

Initialize a cloud infrastructure with

IBM systems

Scale quickly to 1000s of VMs or

manage heterogeneous x86 platforms

Advanced provisioning,

management and orchestration

across heterogeneous

resources

Deploy and manage templated workload patterns

IBM SmartCloud Entry

IBM SmartCloud Provisioning

IBM Service Delivery Manager

IBM CloudBurst

IBM Workload Deployer

Self-serve user interface

Image build, convert, manage

Virtual machine

deployment

?

Connectivité dans un monde Hybride[avec CastIron…]

Intégrer moyens internes et « cloud »1 des 3 préoccupations majeures des clients

Pour vous aider

• Loic Simon [GBP]– Cloud Builders [T1/T2 Infra]– Cloud Services Solution Providers

[Revendeurs]– [Cloud Fast Track Workshops]

• Patrice Fontaine [IDR]– Cloud Application Providers [ISV]

• Florence Marcel [MM]– Cloud Infrastructure Providers

[MSP, focus MM]

Accompagnement Business de l’Activité Cloud d’un Partenaire Majeur

• Intégration du BP dans le Plan de Marketing/Communication Cloud d’IBM– Participation à des manifestations Cloud IBM, Témoignage BP et clients, etc…– Communication par IBM d’opportunités clients détectées.

• IBM Cloud Computing Specialty• Participation du BP au Club Cloud des Partenaires

– Promotion du BP en tant que Cloud Builder [ou autre] auprès de l’Ecosystème Cloud IBM

• Co-Financement d’opérations Marketing– Montage éventuel d’un dossier « SBP » pour aide au développement du Business Cl

oud– Co-marketing sur le marché des PME/PMI et, si pertinent, auprès des éditeurs SaaS.

• Assistance Commerciale et Transfert de Compétences – Aide à la vente de projets de Cloud Privés par l’équipe Cloud Privé d’IBM– Formation des équipes marketing & commerciales du BP par des Experts IBM

• Aide au développement du « Social Marketing » BP / IBM– Curation & Syndication de Contenu Cloud pour exploitation par le BP– Formation et assistance à l’exploitation des médias et réseaux sociaux [pilote]

• Possibilité de détachement d’un BDM Cloud par IBM chez le BP

Cloud Fast Track Workshop Agenda – 5h miniTime Agenda Item

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

NOTE: The Agenda can be adapted to address specific topics with deeper dives on specific IBM Cloud solutions depending on BP’s interests.

• Business development funds [25K$]– Mise à disposition [annuellement] de l’équivalent de 25K$ US que le BP peut utiliser pour

investir en marketing ou autres activités de business development.

• Cloud mentoring vouchers [6] – Accès aux IBM Lab Services pour du mentoring Cloud. Les Education Vouchers peuvent

être utilisés pour planifier plusieurs sessions d’une journée chacune afin d’exploiter les IBM Lab Services comme mentors sur les nouvelles technologies ou comme assistance à la mise en œuvre de premiers projets cloud.

• IBM confidential updates on the IBM cloud strategy and roadmap – Invitations à des MAJ confidentielles sur les plans Cloud d’IBM pour vous aider à établir vos

plans pour promouvoir le BP et ses solutions fondées sur les offres Cloud IBM

• IBM Cloud Computing Specialty mark– Outil de visibilité et de démonstration de compétence

Principaux bénéfices de la Cloud Computing Specialty – eg Rôle de Cloud Builder :

Technical sales certificationIBM Certified Solution Advisor - Cloud Computing

Architecture

• Certification Topics – Cloud Computing Concepts and Benefits – Cloud Computing Design Principles– IBM Software Cloud Architecture

• Audience: Technical Sales

(i.e., architects, system integrators, technical sales people, application developers)

• Test Availability– Authorized Prometric testing centers worldwide

Available Now!

*IBM Certified Solution Advisor – Cloud Computing Architecture V1

http://www-03.ibm.com/certify/certs/50001101.shtml

Showcase your advanced skills for a competitive advantage

Aide au développement du « Social Marketing » pour visibilité, crédibilité…

• Intégration du BP dans les programmes IBM d’exploitation des Réseaux et Médias Sociaux

• Capitalisation de l’expérience d’IBM et du « Club Alliances » pour partage d’expertise et transfert de compétence vers le BP

• Curation et Syndication de Contenus Cloud pour exploitation par le BP

ContenuContenu

Elaboré/Inédit- Livre blanc- Etude- Guides- Vidéo

Social Social MarketingMarketing

Actualités/Issu de veille- Billets humeurs- Traduction- Revue de presse

OutilsOutils

de publicationde publication

BlogBlog

Site Web ou Site SolutionSite Web ou Site Solution

EMAILINGEMAILING PHONINGPHONING

Personnes Personnes physiquesphysiques

Veille, curation, documents :

clubcloud.blogspot.com

ibmcloudcatalog.blogspot.com

leblogducluballiances.blogspot.com

forumcloudibm.com

Ce que je retiens de cette session,

c’est…[une seule

réponse, 1 phrase, 7 mots maximum]

MERCI !

Infos : Loic Simon - [email protected]

+33 6 76 75 40 71