© 2011 IBM United Kingdom Limited Cloud Specialty programme Steve Heeney BPO Cloud leader
© 2011 IBM United Kingdom Limited
Cloud Specialty programme
Steve Heeney
BPO Cloud leader
© 2010 IBM Corporation
Cloud computing presents new business opportunities for existing and emerging Business Partners
2
Private Cloud Implementation
Infrastructure & Platform Services
Business Solutions
“I want to help my clients to design, build, manage their
private cloud”
“I want to build and operate a public cloud infrastructure (IaaS and PaaS)”
“I want to deliver my application or asset as a cloud service”
“I want to resell a portfolio of public cloud
services”
“I want to extend and add value to other providers’ clouds”
Opportunity: $23B growing to $67B
Opportunity: $16B growing to $55B
Opportunity: $22B growing to $67B
© 2010 IBM Corporation
We are seeing new cloud partner types emerge that blur the traditional partner definitions and models
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Private Cloud Implementation
Infrastructure & Platform Services
Business Solutions
Cloud Builders
Cloud Infrastructure Providers
Cloud Application Providers
Cloud Services Solution Providers
Cloud Technology Providers
© 2010 IBM Corporation
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� Show your clients the Cloud value you bring
� Access to the IBM ecosystem for cloud
� Increased revenue
� Access to IBM expertise on cloud
� Flexible pricing options
� Co-marketing opportunities
IBM helps you find your place in the cloud with our comprehensive Cloud Specialty
Built on Partner Needs
Demonstrate skills, revenue, and
clients
+ =
One program for all cloud partners
Pick a path(s)
Benefits to IBM
Business Partners
Cloud Specialty
© 2010 IBM Corporation
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Cloud Application Providers
� Who are they?
– Companies that offer horizontal or vertical business applications via a subscription model on the cloud
– ISVs, Start-ups, System Integrators, Solution Providers, Enterprises
� How do they make money?
– Selling subscription services
� What do they need?
– Reliable, secure and scalable infrastructure
– Support to develop new cloud applications or migrate existing offerings
– Go to Market support to reach new clients and new markets
– Value added functionality to extend their applications
� How can IBM help?
– Flexible deployment & pricing options
– Analytics, Collaboration and Integration
– Cloud Specialty benefits
© 2010 IBM Corporation
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Cloud Specialty: Cloud Application Providers
Qualification requirements Benefits
�Skills–Verified Cloud Application must use qualifying
products or services –Demonstrated Skills in IBM technology
�RevenueAttainment from selected brandsa ( 3 points total,
as low as $180K)
�Client References–Two verified cloud client references within last
24 months
� Access to named IBM alliance manager
� Business Development Workshop
� Use of the PartnerWorld Cloud Specialty Mark
� IBM confidential updates on IBM’s cloud strategy and roadmap
� Internal use of LotusLive
� Networking Opportunities
� Business Development Funds
Notes: a. See specific revenue requirements by IBM brand
© 2010 IBM Corporation
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Cloud Application Providers: How IBM Can Help you
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Infrastructure Services(Hardware Virtualization, Network Management, Storage Management)
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Integration Analytics Collaboration
Platform Services (Application Virtualization, Pattern-based Middleware, Elastic Data Management)
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© 2010 IBM Corporation
Cloud Builders
� Who are they?
– Companies that help clients to design, build, manage their private clouds needs, typically integrating with existing infrastructure and public/hybrid clouds.
– System Integrators, Solution Providers, Dynamic Infrastructure Specialty Business Partners
� How do they make money?
– Solution Selling & Influencer Models
� What do they need?
– Cloud solution architecture skills
– Progression path & roadmap to guide the client conversation
– A portfolio of proven cloud technologies including integration solutions
� How can IBM help?
– Cloud Solution Certifications
– Cloud Whiteboard on IBM PartnerWorld
– Cloud Specialty benefits
Cloud Builders
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© 2010 IBM Corporation
99
Cloud Specialty: Cloud Builders
Qualification requirements Benefits
�Skills–IBM Cloud Reference architecture skills
• Cloud sales certification• Cloud technical certification
–Brand Skillsa
• SW, HW, Services
�Revenue–Attainment from selected brandsb (4 points
total, as low as $280K)
�Client References–Two verified cloud client references within last
24 months
� PartnerWorld Cloud Specialty mark
� Business development funds
� Internal use of LotusLive
� Networking Opportunities
� IBM confidential updates on IBM’s cloud strategy and roadmap
� Access to IBM assessment tools
� IBM Lab Services mentoring
© 2010 IBM Corporation
Cloud Builders – what IBM can provide
� What IBM can provide?
Reference architectures on single BOM for channel
Configured solutions – XS, S, M, L, XL…
Fast Start services for configured solutions
Cloud – Cloud – on-premise integration
Education/ enablement/ strategy workshops and partner paths
Financing options
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• Flexibility• Time to Results• Install Base• Workload• Skillset
© 2010 IBM Corporation
Cloud Infrastructure Providers
� Who are they?
– Companies that offer Infrastructure and/or Platform as a Servicecapabilities via their own public cloud
– Hosters, Telcos, VADs, System Integrators, ISVs
� How do they make money?
– Selling subscription services
� What do they need?
– Proven, carrier class cloud management platform
– Scalable infrastructure options
– Ecosystem support to extend, market, enable and sell their cloudservices
� How can IBM help?
– Workload Optimized Systems
– Service Management Platform
– Cloud Specialty benefits
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© 2010 IBM Corporation
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Cloud Specialty: Cloud Infrastructure Providers
Qualification requirements Benefits
�Skills–Must use qualifying products or services in their
Cloud Infrastructure–Demonstrated skills in IBM technology
�Revenue–Minimum $300K per year
�Client References–Two verified cloud client references within last
24 months
� Access to named IBM alliance manager
� Business Development Workshop
� Use of the PartnerWorld Cloud Specialty Mark
� IBM confidential updates on IBM’s cloud strategy and roadmap
� Internal use of LotusLive
� Networking Opportunities
� Business Development Funds
© 2010 IBM Corporation
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Cloud Infrastructure Providers:How can IBM help you
CREATE MANAGE MONETIZE
Exploit AdvancedAutomation
Rapidly Launch PartnerEnabled Apps/Services
Market White LabeledIBM Cloud Services
Leverage Intelligencefor Differentiation
Optimize Self-ServiceWeb Portals
Deliver Highly Secure,Quality Assured Services
© 2010 IBM Corporation
Cloud Services Solution Providers
� Who are they?
– Companies that resell multiple public cloud services and offer complementary value add service skills such as consulting, helpdesk, solution design, training and integration.
– Solution Providers, System Integrators, Resellers, MSPs, CSPs
� How do they make money?
– Reselling solutions based on IBM Cloud Services with your value added capabilities
� What do they need?
– A portfolio of public cloud services
– Business Development Programs
– Education and support
� How can IBM help?
– Partner enabled IBM Cloud Services
– LotusLive reseller options
– Cloud Solution Certifications
– Cloud Whiteboard
– Cloud Workshops
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© 2010 IBM Corporation
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Cloud Specialty: Cloud Services Solution Providers
Qualification requirements Benefits
�Skills– IBM Cloud Reference architecture skills– IBM Cloud skills– Verified Solution using qualifying IBM Cloud
services – Demonstrated IBM technology skills
�Revenue– Attainment from selected brandsa (4 points
total, as low as $240K)
�Client References– Two verified cloud client references within last
24 months
� Use of the PartnerWorld Cloud Specialty Mark
� IBM confidential updates on IBM’s cloud strategy and roadmap
� Internal use of LotusLive
� Networking Opportunities
� Cloud Services Assessment Tools
� Business Development Funds
Notes: a. See specific revenue requirements by IBM brand
© 2010 IBM Corporation
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Cloud Services Solution Providers:How IBM can help you
Leverage expanding offerings like the IBM Cloud and its channel incentives
� Base Pay as You Go discount
� Additional discount on Reserved Capacity with Deal Registration
� Annuity Revenue Stream
� Tier 1 available now, Tier 2 coming soon
Additional ServicesBusiness Partner Incentives Starburst Potential
Builds solutions and adds expertise (i.e.: Web Application hosting)
• Instance Management
• Image Management
• Software licensing
• Networking
• Cloud Migration Services
Complete the Solution across Cloud and
non-Cloud Environments
• Backup and Recovery Services
• Cognos Analytics
• Cast Iron Integration
• 60+ SWG & ISV Images on the IBM Cloud
+ +
A Smart Cloud Enterprise use on the IBM Cloud Use Case
© 2010 IBM Corporation
Cloud Technology Providers
� Who are they?
– Companies that offer technology that adds value to a clients cloud experience. Includes operation and business support services.
– Development, Enablement, automation, integration tools and technologies.
� How do they make money?
– Adding your technology to public and private clouds…
� What do they need?
– Industry standards
– Market reach – cloud agnostic
– Access to developer communities and sales teams
� How can IBM help?
– Cloud Manifesto / Open API
– IBM Development & Test on the IBM Cloud
– IBM developerWorks Communities
– Cloud Specialty benefits
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© 2010 IBM Corporation
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Cloud Specialty: Cloud Technology Providers
Qualification requirements Benefits
�Skills– Validated Solution on the IBM Cloud– Demonstrated skills in IBM technology– Create a Sales Enablement Package
�Revenue– Waived for 2011
�Client References– Two verified cloud client references within last
24 months
� Use of the PartnerWorld Cloud Specialty Mark
� IBM confidential updates on IBM’s cloud strategy and roadmap
� Internal use of LotusLive
� Networking Opportunities
� Case Study Creation
� Promotion through developerWorks Cloud Zone
© 2010 IBM Corporation
IBM cloud solution update
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Private Cloud Implementation
Infrastructure & Platform Services
Business Solutions
Opportunity: $23B growing to $67B
Opportunity: $16B growing to $55B
Opportunity: $22B growing to $67B
IBM source data is based on analysis done by the IBM Market Intelligence and is provided for illustrative purposes and is not intended to be a guarantee of market opportunity.
•CloudBurst/ ISDM
•Cast Iron
•Workload Deployer
•SCE
•Desktop
•Tivoli Live
•Lotus Live
•Cognos/ analytics
•Sterling Commerce
© 2010 IBM Corporation
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Getting Started
1 Identify the partner model(s) that best meet your business objectives
2 Visit ibm.com/cloud/partner for program details including key products, services and skills requirements
3 Contact your IBM representative or send an email to [email protected] to get started
© 2010 IBM Corporation
What is the Solution Specialty Advisor?
Designed for the Business Partner (with THEIR input!)
Web based application
Step-by-step guidance on becoming a specialty Business Partner that offers:Smarter Planet Overview (flash file)Steps requiredCustomized Gap Analysis
© 2010 IBM Corporation
© 2010 IBM Corporation
© 2010 IBM Corporation
© 2010 IBM Corporation
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© 2011 IBM, the IBM logo, ibm.com, Smarter Planet, the Smarter Planet icon, Cognos and LotusLive are trademarks of IBM Corp. registered in many jurisdictions worldwide. A current list of IBM trademarks is available on the Web at "Copyright and trademark information” at ibm.com/legal/copytrade.shtml
Thank You!ibm.com/cloud/partner
© 2010 IBM Corporation
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Obviously you can skip step 1. What is a little confusing is that the term "solution" is used in two different ways in step 3, the Specialty nomination. The first use of "solution" is the description of your firm's capabilities, ie, the info you enter in the Global "Solution" Directory at step 2. The second use of the term "solution" in step 3 is really asking you to select which cloud "path" or cloud business model best fits your firm. Here you want to select Cloud Builder path as the Cloud "Solution" Area.
1. Join PartnerWorld. http://www.ibm.com/partnerworld/pwhome.nsf/weblook/pub_join_allBPs.html2. At the IBM Global Solutions Directory (GSD) create a solution entry describing your firm's cloud capabilities and / or cloud computing solution. (http://www-304.ibm.com/partnerworld/gsd/homepage.do)3. Nominate your firm for the Cloud Specialty as follows:
o From the GSD web page, select “Nominate your solution for an IBM Industry Framework, technical validation or Specialty"o Sign in, select your cloud solution, and select the Cloud Computing Specialtyo Select your Cloud Solution area and complete the additional questions asked
4. Your nomination will require that your firm:o Complete the certification requirements. In general, you must achieve and maintain in your firm approved certifications:
· Cloud sales and technical certifications · Brand sales and technical certifications
o Submit client references. The references must: · be based on the IBM cloud computing solution area · meet the criteria for and earn PartnerWorld points
5. Submit your nomination. You will receive a confirmation note from PartnerWorld Contact Services that your nomination is in process.
Here is a clip of the Global Solution Directory web page with step 2 and step 3 highlighted...
© 2010 IBM Corporation
Basic Firm Cloud CapabilitiesConsultative solution sellingInfrastructure skills (Infrastructure Specialties)
Cloud Sales SkillsSEI TrainingCloud Computing BasicsIBM Cloud Reference Architecture (High-level)
Cloud Sales certification (cert # 50001101)
Brand Skills for CloudPrivate cloud infrastructureVirtualization & Platform ManagementService Management
WebSphereCast Iron
Cloud Builder Skills You Will Need - Sales
© 2010 IBM Corporation
Where to get Sales Education
Travel
Free*
Free*
Free*
Free
Free
Free
Free
Free
Travel
Free
Free
Free
Free
Free
Free
Cost
Sales Guide30 minCloud Sales Guide for Business Partners
Prep class
(Course id 2992, free for BP)1.5 HoursCloud Sales Certification
Capturing the Cloud1 HourWebSphere Cloudburst Appliance
1 Day
Various
3 Days
Various
3.5 Hrs
2 Days
1 Hour
1 Hour
1 Day
1 Hour
1 Hour
10 Min
1 Hour
Duration
Bra
nd
Ba
sic
s
SEE NEXT PAGETivoli Service Management
Virtual Road ShowCast Iron
White boarding
Sales Simulator
SEI Private Cloud Boot camps
Consultative Selling
Cool Cash Cloud Workshops
Software CollegeBrand – Software (SWG)
Top Gun Classes (see slide 22)
Systems College (see slide 22)Brand – Systems & Storage (STG)
Recorded WebcastIBM Cloud Reference Architecture
BP Presentation
Quick Reference Guide
Know Your IBM
Cloud Computing Basics
Education Resource LinksCloud Sales Skills
* Education is free but class room course may require travel
© 2010 IBM Corporation
Tivoli Service Management BP Sales Enablement
IBM Service Automation Manager (ISDM) IBM Tivoli Provisioning Manager
IBM Service Delivery Manager http://tvsa.bluehost.ibm.com/bp_index.html
Tivoli Virtual Sales Academy
Review TPM and ISDM/TSAM Sales Kits
https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N707891W92484P06https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D062852O31637V07
Sales Kits
Tivoli and the SEI Private Cloud Initiativehttps://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_SMOR-8E7HEA/lc=en_US
Cloud Overview
© 2010 IBM Corporation
STG Cloud Education Resources
Cloud Computing Roadmap
Within System College, select Smarter Planet Solutions, then click on the Roadmaps tab, and then Cloud Computing
>> LINK <<
Cloud Computing Top Gun ClassThis face-to-face class will provide a solid foundation for participants to broaden
their understanding and sales skills around cloud computing emphasizing team cooperative selling approaches across brands. Through lectures,
hands on exercises and interactive class discussions, participants will leave this class with the skills to close business using IBM's cloud computing
offerings.
>> LINK <<
© 2010 IBM Corporation
Basic Firm Cloud CapabilitiesSolution designInfrastructure technical skills (Infrastructure Specialties)
Cloud Technical SkillsSEI Training
Cloud Computing BasicsIBM Cloud Reference Architecture (Details)
Cloud Technical certification (cert # 50001201)
Brand Skills for CloudVirtualization & Platform Management
IBM DirectorNetwork, Storage ManagerVMWare
Tivoli Service ManagementTivoli ISDM: IBM Service Delivery Automation ManagerProvisioning ManagerUsage & Accounting Manager
WebSphere Applications in the CloudWebsphere Cloudburst Appliance
Cloud IntegrationCast Iron
Cloud Builder Skills You Will Need -Technical
© 2010 IBM Corporation
Where to get Technical Education
Free*
Free*
Free*
Free
Travel
Travel
Free
Free
Cost
SEI Technical cloud boot camps3 DayBuilding Private Clouds
RedbookVariesIBM System Architect Handbook
Various
Various
Various
2 Hours
3
Weeks
1 Hour
Duration
Education Assistant Self-paced Training
Websphere Cloudburst ApplianceBra
nd
Ba
sic
s
SEE NEXT PAGETivoli Integrated Service Delivery
Manager
Services CollegeBrand – Global Technology Services (GTS)
Software CollegeBrand – Software (SWG)
Systems College (see slide 22) Brand – Systems & Storage (STG)
Recorded WebcastIBM Cloud Reference Architecture
Education Resource Links
Cloud Technical Skills
* Education is free but class room course may require travel
© 2010 IBM Corporation
© 2010 IBM Corporation
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 regularly