Presentation cloud specialty programme

Cloud Specialty programme

Steve Heeney
BPO Cloud leader

© 2011 IBM United Kingdom Limited

Cloud computing presents new business opportunities for
existing and emerging Business Partners

Private Cloud Infrastructure & Business Solutions
Implementation Platform Services
Opportunity: $23B Opportunity: $16B Opportunity: $22B
growing to $67B growing to $55B growing to $67B

“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”
© 2010 IBM Corporation

“I want to extend and add value to
other providers’ clouds”

2

We are seeing new cloud partner types emerge that blur the
traditional partner definitions and models


Cloud Builders

Cloud Infrastructure Providers

Cloud Application Providers

Cloud Services
Solution Providers

Cloud Technology Providers

3

IBM helps you find your place in the cloud with our comprehensive
Cloud Specialty

One program for all cloud partners
Built on Partner Needs

Pick a path(s) Demonstrate skills, Cloud
revenue, and Specialty
clients

+ =

Show your clients the Cloud value you bring
Benefits to Access to the IBM ecosystem for cloud
IBM Increased revenue
Business Access to IBM expertise on cloud2010 IBM Corporation
©

Partners Flexible pricing options
Co-marketing opportunities

4

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 © 2010 IBM Corporation

– Analytics, Collaboration and Integration
– Cloud Specialty benefits

5

Cloud Specialty: Cloud Application Providers

Qualification requirements Benefits
Skills Access to named IBM alliance manager
–Verified Cloud Application must use qualifying
Business Development Workshop
products or services
–Demonstrated Skills in IBM technology Use of the PartnerWorld Cloud Specialty Mark
Revenue IBM confidential updates on IBM’s cloud strategy
Attainment from selected brandsa ( 3 points total, and roadmap
as low as $180K)
Internal use of LotusLive

Client References Networking Opportunities
–Two verified cloud client references within last Business Development Funds
24 months


Notes: a. See specific revenue requirements by IBM brand

6

Cloud Application Providers:
How IBM Can Help you (developerWorks, IBM Innovation Centers)

Integration Analytics Collaboration

(Cloud Specialty marketing benefits)
Go to Market Support
Enablement Support

Your Application

Platform Services
(Application Virtualization, Pattern-based Middleware, Elastic Data Management)

Infrastructure Services
(Hardware Virtualization, Network Management, Storage Management)


7

Cloud Builders
Who are they?
Cloud Builders
– 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
– 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 © 2010 IBM Corporation

– Cloud Whiteboard on IBM PartnerWorld

8

Cloud Specialty: Cloud Builders

Skills PartnerWorld Cloud Specialty mark
–IBM Cloud Reference architecture skills Business development funds
• Cloud sales certification
• Cloud technical certification Internal use of LotusLive
–Brand Skillsa
• SW, HW, Services Networking Opportunities

and roadmap
–Attainment from selected brandsb (4 points
total, as low as $280K) Access to IBM assessment tools
Client References IBM Lab Services mentoring
–Two verified cloud client references within last
24 months


9

Cloud Builders – what IBM can provide
What IBM can provide?

• Flexibility
• Time to Results
• Install Base
• Workload
• Skillset

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

10

Cloud Infrastructure Providers
Who are they?
– Companies that offer Infrastructure and/or Platform as a Service
capabilities via their own public cloud
– Hosters, Telcos, VADs, System Integrators, ISVs
– 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 cloud
services
How can IBM help?
– Workload Optimized Systems

– Service Management Platform

11

Cloud Specialty: Cloud Infrastructure Providers

Skills Access to named IBM alliance manager
–Must use qualifying products or services in their
Business Development Workshop
Cloud Infrastructure
–Demonstrated skills in IBM technology Use of the PartnerWorld Cloud Specialty Mark
–Minimum $300K per year and roadmap
Client References
–Two verified cloud client references within last Networking Opportunities
24 months Business Development Funds


12

Cloud Infrastructure Providers:
How can IBM help you

CREATE MANAGE MONETIZE
Rapidly Launch Partner Exploit Advanced Leverage Intelligence
Enabled Apps/Services Automation for Differentiation

Market White Labeled Deliver Highly Secure, Optimize Self-Service
IBM Cloud Services Quality Assured Services Web Portals


13

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
– 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 © 2010 IBM Corporation

– Cloud Whiteboard
– Cloud Workshops

14

Cloud Specialty: Cloud Services Solution Providers

Skills Use of the PartnerWorld Cloud Specialty Mark
– IBM Cloud Reference architecture skills
IBM confidential updates on IBM’s cloud strategy
– IBM Cloud skills
and roadmap
– Verified Solution using qualifying IBM Cloud
services Internal use of LotusLive
– Demonstrated IBM technology skills
Networking Opportunities
Revenue
Cloud Services Assessment Tools
– Attainment from selected brandsa (4 points
total, as low as $240K) Business Development Funds

Client References
– Two verified cloud client references within last
24 months


Notes: a. See specific revenue requirements by IBM brand

15

Cloud Services Solution Providers:
How IBM can help you
A Smart Cloud Enterprise use on the IBM Cloud Use Case

Business Partner Incentives Additional Services Starburst Potential

Leverage expanding offerings Builds solutions and Complete the Solution
like the IBM Cloud and its adds expertise (i.e.: across Cloud and
channel incentives Web Application non-Cloud Environments
hosting)
Base Pay as You Go discount • Backup and Recovery
• Instance Management Services
Additional discount on Reserved
Capacity with Deal Registration • Image Management • Cognos Analytics
Annuity Revenue Stream • Software licensing • Cast Iron Integration

Tier 1 available now, Tier 2 • Networking • 60+ SWG & ISV Images on
coming soon the IBM Cloud
• Cloud Migration Services

16 + +

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.
– 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

17

Cloud Specialty: Cloud Technology Providers

Skills Use of the PartnerWorld Cloud Specialty Mark
– Validated Solution on the IBM Cloud
IBM confidential updates on IBM’s cloud strategy
– Demonstrated skills in IBM technology
and roadmap
– Create a Sales Enablement Package
Revenue
– Waived for 2011 Networking Opportunities
Client References Case Study Creation
– Two verified cloud client references within last
24 months Promotion through developerWorks Cloud Zone


18

IBM cloud solution update


Opportunity: $23B Opportunity: $16B Opportunity: $22B
growing to $67B growing to $55B growing to $67B

•CloudBurst/ •SCE •Lotus Live
ISDM
•Desktop •Cognos/
•Cast Iron analytics
•Tivoli Live
•Sterling
•Workload Commerce
Deployer


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.
19

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 saas@us.ibm.com to©getIBM Corporation
2010 started

20

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 required
Customized Gap Analysis


Thank You!
ibm.com/cloud/partner


© 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

25

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.html
2. 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 Specialty
o 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...


26

Cloud Builder Skills You Will Need - Sales

Basic Firm Cloud Capabilities
Consultative solution selling
Infrastructure skills (Infrastructure Specialties)

Cloud Sales Skills
SEI Training
Cloud Computing Basics
IBM Cloud Reference Architecture (High-level)
Cloud Sales certification (cert # 50001101)

Brand Skills for Cloud
Private cloud infrastructure
Virtualization & Platform Management
Service Management
WebSphere © 2010 IBM Corporation

Cast Iron

Where to get Sales Education

Cloud Sales Skills Duration Education Resource Links Cost

1 Hour BP Presentation Free
Cloud Computing Basics 10 Min Quick Reference Guide Free
1 Hour Know Your IBM Free
Recorded Webcast
Basics

IBM Cloud Reference Architecture 1 Hour Free

Cloud Sales Guide for Business Partners 30 min Sales Guide Free
Prep class
Cloud Sales Certification 1.5 Hours Free
(Course id 2992, free for BP)
1 Hour White boarding Free
Consultative Selling 1 Hour Sales Simulator Free
1 Day SEI Private Cloud Boot camps Travel
Tivoli Service Management 2 Days SEE NEXT PAGE Free

WebSphere Cloudburst Appliance 1 Hour Capturing the Cloud Free
Brand

Cast Iron 3.5 Hrs Virtual Road Show Free
3 Days Top Gun Classes (see slide 22) Free*
Brand – Systems & Storage (STG) © 2010 IBM Corporation
Various Systems College (see slide 22) Free*
1 Day Cool Cash Cloud Workshops Travel
Brand – Software (SWG)
Various Software College Free*
* Education is free but class room course may require travel

Tivoli Service Management
BP Sales Enablement

Cloud Overview Tivoli and the SEI Private Cloud Initiative
https://www-
304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_SMOR-
8E7HEA/lc=en_US
Sales Kits Review TPM and ISDM/TSAM Sales Kits
https://www-
304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N707891W9248
4P06
https://www-
304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D062852O31637
V07
Tivoli Virtual Sales IBM Service Automation Manager (ISDM)
Academy IBM Tivoli Provisioning Manager
IBM Service Delivery Manager http://tvsa.bluehost.ibm.com/bp_index.html

STG Cloud Education Resources

Cloud Computing Roadmap Cloud Computing Top Gun Class
This face-to-face class will provide a solid foundation for participants to broaden
their understanding and sales skills around cloud computing emphasizing
Within System College, select Smarter Planet Solutions, then team cooperative selling approaches across brands. Through lectures,
hands on exercises and interactive class discussions, participants will leave
click on the Roadmaps tab, and then Cloud Computing this class with the skills to close business using IBM's cloud computing
offerings.
>> LINK << >> LINK <<


Cloud Builder Skills You Will Need -
Technical
Basic Firm Cloud Capabilities
Solution design
Infrastructure technical skills (Infrastructure Specialties)

Cloud Technical Skills
SEI Training
Cloud Computing Basics
IBM Cloud Reference Architecture (Details)
Cloud Technical certification (cert # 50001201)

Brand Skills for Cloud
Virtualization & Platform Management
IBM Director
Network, Storage Manager
VMWare
Tivoli Service Management
Tivoli ISDM: IBM Service Delivery Automation Manager
Provisioning Manager
Usage & Accounting Manager
WebSphere Applications in the Cloud
Websphere Cloudburst Appliance © 2010 IBM Corporation
Cloud Integration
Cast Iron

Where to get Technical Education

Duratio Education Resource
Cloud Technical Skills n Cost
Links
IBM Cloud Reference Architecture 1 Hour Recorded Webcast Free
Basics

IBM System Architect Handbook Varies Redbook Free

Building Private Clouds 3 Day SEI Technical cloud boot camps Travel
Tivoli Integrated Service Delivery 3
SEE NEXT PAGE Travel
Manager Weeks
Education Assistant Self-paced
Websphere Cloudburst Appliance 2 Hours Free
Brand

Training
Brand – Systems & Storage (STG) Various Systems College (see slide 22) Free*

Brand – Software (SWG) Various Software College Free*
Brand – Global Technology Services
Various Services College Corporation Free*
(GTS) © 2010 IBM
* Education is free but class room course may require travel

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


Presentation cloud specialty programme

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