IBM Global Technology Services
Il futuro dell’ Information Technology
Otello Costa
Cloud Sales Executive
IBM Italia
8 Luglio 2014
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© Copyright IBM Corporation 2014
Technology continues to be critical to business:
Cloud is emerging as a growth engine
CEO Studies 2004–2013
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2006
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2010
2012
2013
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Technology Factors
Strategic reinvention
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Market factors
136% are more likely to use cloud to
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Macro-economic factors
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People skills
Better decisions
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Regulatory concerns
170% more likely to use analytics
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Socio-economic factors
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Globalization
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Environmental issues
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Geopolitical factors
reinvent customer relationships
extensively via cloud to derive insights
Think it
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Build it
Deeper collaboration
79%
more likely to rely on cloud to locate &
leverage expertise in the ecosystem
Tap into it
© 2014 IBM Corporation
The Cloud Enabled Data Center: Cloud model, on premise
Cloud Enabled Datacenter
Virtual Appliance
Better Business
Economics
HTTP
Operating
Server
system
Service delivery automation
Metadata
Virtual Appliance
Simplified deployment
Virtualization and
integrated systems
Image
App
Image
App
Image
OS
App
OS
OS
Applicatio
n
Operating
system
Server
Metadata
Virtual Appliance
Applicatio
n
Operating
system
Server
Metadata
Service catalog, consumption
based metering
Full workload
automation,
software defined
environment
Orchestrator
Consolidation and
hardware integration
Optimization and
Standardization
Automation of
resources
Orchestration of
workloads
Self service and
chargeback
Accelerated Business Velocity
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© 2014 IBM Corporation
Cloud enables opportunity. Faster, easier, for less
Discover entirely new ways to engage with customers, employees and partners
using Cloud to enable Big Data and analytics, mobile and social.
Speed and
Adaptability
Improved
Economics
Business
Scalability
The New
Enterprise
Cloud Enabled
Optimization
Innovation
Client
Customization
Ecosystem
Connectivity
Reduced
Complexity
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© 2014 IBM Corporation
IBM offers a comprehensive, high-value cloud
Think it. Build it. Tap into it.
Enabling business transformation
Business
Process
as a Service
Business Process
Application
Solutions
Smarter Commerce
Smarter Analytics
Application
Application
Application
Application
Smarter Cities
Social Business
Marketplace of high value consumable business applications
Watson Solutions
Software
as a Service
External
Ecosystem
Industry
Human
Resources
Collaboration
Big Data
Commerce
& Analytics
Marketing
Software Solutions
Composable and integrated application development platform
Middleware
Services
Built using open standards
Platform
as a Service
Development
Big Data
& Analytics
Security
Integration
Mobile
Social
Traditional
Workloads
Enterprise class, optimized infrastructure
Built using open standards
Infrastructure
as a Service
IBM Managed Cloud
Compute
Storage
Networking
Public. Private. Dynamic Hybrid.
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© 2014 IBM Corporation
Recent acquisitions demonstrate IBM’s strong commitment to Cloud
Think it. Build it. Tap into it.
Business Process
as a Service
Software
as a Service
Platform
as a Service
Infrastructure
as a Service
$2B
SoftLayer
Acquisition
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$1.2B
$7B+ 100+
Data Center
Expansion
Acquisition
Investment
SaaS
Offerings
40,000+
Experts
© 2014 IBM Corporation
IBM Cloud portfolio
Managed cloud services
IBM SmartCloud Enterprise+
Have it all. Bare metal with cloud
agility. Cloud instances with
predictable performance. Private.
Public. Hybrid. One portal. One
API. One platform.
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Data Centers
Network Locations
Secure, resilient and agile
foundation for critical workloads.
Full stack of managed services.
Spanning all the way to the
application layer.
Choice
& control
Security
Availability
A unified platform with common management and programming interfaces.
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© 2014 IBM Corporation
Cloud offerings for workloads based on Services provided
Workload based Solutioning
Self-Service IaaS
APPL. Managed Services
-DB Administration
-Installation/Operation
-Upgrades/Patching
-Appl. Monitoring
-HA/DR
Infrastructure Services*
-OS Admin/Patching
-Backup & Recovery
-Network & Security
-Monitoring
APPL. Managed Services
-DB Administration
-Installation/Operation
-Upgrades/Patching
-Appl. Monitoring
-HA/DR
Infrastructure Services
-OS Admin/Patching
-Backup & Recovery
-Network & Security
-Monitoring
CMS
Infrastructure
-Facility
-Servers Virtual/BareMetal
-Storage
-Network
SL
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Managed IaaS
Service done by customer,
partner, GBS, S.O, etc
Infrastructure
-Facility
-Servers Virtual
-Storage
-Network
CMS
Standard IBM offering with
SLA’s
Managed PaaS
APPL. Managed Services
-DB Administration
-Installation/Operation
-Upgrades/Patching
-Appl. Monitoring
-HA/DR
CMS
Infrastructure Services
-OS Admin/Patching
-Backup & Recovery
-Network & Security
-Monitoring
CMS
Infrastructure
-Facility
-Servers Virtual
-Storage
-Network
CMS
*SL can provide some of the
infrastructure services in© the
listCorporation
2014 IBM
SoftLayer stands apart from other cloud vendors providing you
with unique options
The initial cloud revolution
was based on assumptions
such as:
All resources are
virtualized
All resources
are shared
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SoftLayer® embraces
the idea that:
… virtualization is
But cloud
computing
needs have
evolved.
a choice with a
flexible set of
options
… resources can be
shared, dedicated
or mixed
But you
have the
ultimate
CHOICE
© 2014 IBM Corporation
Why IBM SoftLayer for your infrastructure needs?
Web, Mobile and API based management
•Performance
Firewalls
IDS / IPS
Antivirus
SSL Cert Mng
Load Balancers
Global DNS
Domain Svcs
CDN
Network and Security Services
•Flexibility
•Control
Solutions (HPC, Big Data, Web hosting, etc)
Bare Metal
Systems
Shared Virtual
environment
Dedicated
virtualized
environment
Triple Network Architecture
Infrastructure Management System
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© 2014 IBM Corporation
IBM Cloud Business Solutions: a SaaS model to provide enterprise level
applications
Social Business
Real-time Analytics
Enable new interactions
 Facilitate collaboration
 Collaborative development

Sentiment analysis
Optimized Supply Chain
Supply chain visibility
 Optimize inventory & order mgnt
 Apply insights to allign supply with
demand
 Supply mgnt solutions
Spend analysis
Science of marketing
Define messages and automate
campaigns
 Optimize search results
 Customized Web experiences
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
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Web analytics
 Predictive analytics
 Social analytics
 Market analytics
 Pricing optimization


Supply Chain Visibility
© 2014 IBM Corporation
Dynamic, High-Growth Customer Base
Software as a Service
Mobile and Communications
Bump
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Voxer
What’s App
Social Media
Games and Entertainment
Platform as a Service
Marketing and Digital Media
Hosting & Service Providers
Enterprise
Instapaper
Yelp
© 2014 IBM Corporation
© 2014 IBM Corporation
ERP Lead identification based on the best cloud platform solution
On
Premise
Cloud
Gestione Account
Manages
Services
Manages
Services
Monitor
Complex
Cloud
Opportunities
Hardware
Backup
SoftLayer
Help Desk
Client
contract
Hardware
SoftLayer
Customer
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© 2014 IBM Corporation
Updated SoftLayer Channel Models
Partner Type
Referral
Partner
Services and
Solution
Providers
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Definition
Are in a position to refer new hosting customers to SL:
Partners receive monthly commission payments for referring customers to
SoftLayer that result in a signed contract (10% year 1, 8% year 2, 6% year 3)
Refer single or multiple accounts of at least $150 per month in customer billings.
Referred customers sign directly with SoftLayer
Examples include Application Developers, Consultants, Web Designers
For more information: http://cdn.softlayer.com/SoftLayer_Referral_Partner.pdf
Buy IaaS offerings from SoftLayer at a discount (from 5 to 20%)
Hosting may be resold or delivered as a component of the partner’s overall
solution. May or may not leverage SoftLayer’s brand.
Hosting Reseller is responsible for Level 1 Support.
Any business partner type may participate, including SIs, MSPs, Solution
Providers, Distributors, and ISVs
Relationships are managed by the SoftLayer Channel Sales team
For more information: http://cdn.softlayer.com/SoftLayer_Reseller.pdf
© 2014 IBM Corporation
Enhance the margin opportunities for firms which achieve higher levels of
monthly recurring revenue
Discount Schedule Effective 4/14/14
Monthly Recurring
Revenue (USD)
Discount
$1,000 - $2,999
5%
$3,000 - $4,999
8%
$5,000 - $14,999
10%
$15,000 - $24,999
15%
$25,000 - $99,999
17.5%
$100,000+
20%
What has / has not changed
• No change to the SoftLayer referral program (10% year 1, 8% year 2, 6% year 3)
• Existing Business Partners continue to have access to their current discounts
• New discounts become effective as of April 14, 2014
• In order to gain the increased discount structure, existing Business Partners must physically sign a new
SoftLayer Reseller Agreement. This will be available April 14, 2014 from their SoftLayer channel sales rep
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© 2014 IBM Corporation
SoftLayer third party Data Protection and International Transfer
certification (ref. Art 29 Data Protection working party)

Service Organization Control (SOC) 2
– SOC 2 Type II report for all data centers
– Audits security, availability, process integrity, privacy and confidentiality

Safe Harbor
– SoftLayer provides adequate privacy protection as defined by the EU Directive

Binding Corporate Rules (BCRs)
– A recognized alternative to the U.S. Department of Commerce EU Safe Harbor and the EU Model
Contract Clauses

Payment Card Industry (PCI)
– SoftLayer is a PCI Level 3 compliant merchant for its handling of PCI regulated data

Cloud Security Alliance
– STAR (Security, Trust & Assurance Registry) self assessment completed
In Progress:
 ISO 27001 (by end of 2014)
 [Federal Information Security Management Act (FISMA)
– FISMA-moderate audit and expects to have compliance in mid 2014
– Information security policies and security management approach is aligned with US Government standards
and based on the NIST 800-53 framework

Federal Risk and Authorization Management Program (FedRAMP)
– FedRAMP certification will be submitting to the Joint Authorization Board (JAB) in early 2014 seeking
provisional Authority to Operate for mid 2014
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© 2014 IBM Corporation
IBM Managed Security Services can help customer in building secure
SoftLayer environment bringing “customer own security requirements” and
supporting their implementation, execution and monitoring
 Softlayer is responsible for the “paint, power, pipe” – the data center hosting the servers and
the connectivity/uptime of the data center for customer use.
– Customers may use SoftLayer provided tools to provision servers as needed.
– Customers may use SoftLayer’s tools or their own tools to manage the servers and workload.
SoftLayer will provide hands and feet to perform any manual tasks on customer request.
 The SoftLayer IaaS architecture and its associated operational management
procedures support and enforce security best practices and risk mitigation controls
appropriate for hosting all types of customer workloads, including IBM workloads.
 Irrespective of the workload, SoftLayer’s model (and Master Service Agreement) assigns to
the customer the responsibility for the operational management of the workload once
the initial provisioning of the infrastructure is complete.
– When IBM managed services are added to the mix, the appropriate IBM services delivery team is
responsible (on behalf of the customer) for providing the operational management necessary to
support SLA, contract, and regulatory / compliance requirements.
© 2014 IBM Corporation
Together, SoftLayer and MSS provide complementary, comprehensive
security solutions and value
SoftLayer Security
Features & Options



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
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
Physical DC Security
Logical Segregation
GeoTrust SSL Certificates
Two-Factor Authentication
for Portal Administrators (strict policy
for authentication)
McAfee Host Protection
DC Site Affinity Option
Highly secure triple network
architecture, local and global load
balancing
Resilient network connection
(redundant 10 Gbit) among all
SoftLayer datacenters for DR
Compliance with major security and
privacy controls
VALUE
IBM MSS - Fully
“Managed” Cloud
Security Services




Hosted Application Security
Management Services
Hosted Security Event and Log
Management
Hosted Vulnerability
Management
Managed FW, IDPS and UTM
Comprehensive security for IT
assets deployed in SoftLayer
© 2014 IBM Corporation
Recommendations for the Future
 Cloud is at the end of its beginning phase and has gotten
serious.
 Private cloud is growing, but giving way to hybrid cloud.
 Strive to become a hybrid IT organization — stay relevant.
 Balance security concerns with privacy realities:
Watch out for Europe-specific issues, the devil is in details.
 Seek cloud brokerages to enhance performance and cloud
service capabilities.
 Get an exit strategy for cloud services yesterday!
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© 2014 IBM Corporation
ibm.com/it/cloud
In Collaboration With:
Approfondimenti
www.ibm.com/it/services/cloud
www.ibm.com/smartcloud
www.thoughtsoncloud.com
www.ibm.com/developerworks/cloud
www.softlayer.com
Otello Costa
Cloud Computing Sales Leader
IBM - Global Technology Services
IBM Italia S.p.A.
Via Circonvallazione Idroscalo
20090 Segrate (MI)
Linkedin otellocosta
Twitter @otellocosta
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Mobile: +39.335.5820145
otello_costa@it.ibm.com
© 2014 IBM Corporation
IBM Cloud: Think it. Build it. Tap into it.
SoftLayer Referral Partner Program
Target partners:
 The SoftLayer Referral Partner Program lets you connect
customers with reliable, reputable hosting and earn monthly
recurring commission payments for doing so.
 It’s ideal for application developers, MSPs, SIs, and consultants
who don’t want to be in the hosting business, but work with and
know companies that need hosting services.
– Also used for Distributors who refer their T2 resellers to SoftLayer
Advantages
 High Earnings Potential. Earn greater rewards for your referrals
from one of the industry’s most generous and flexible
commission structures.
 Convenient Referral Portal. Use the convenient and intuitive
online portal to easily: Submit referrals, Access an online
Marketing Materials Warehouse, Track commission history and
future payments, Monitor/update active referrals
Monthly Recurring Commissions (payable to a Referral Partner)
•
•
•
10% for Year 1
8% for Year 2
6% thereafter
 No Ongoing Commitment. Refer and earn on your own terms,
with no referral volume minimums or maximums or required
duration.
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© 2014 IBM Corporation
IBM Cloud: Think it. Build it. Tap into it.
SoftLayer Hosting Reseller Program
Reseller Discounts
Level
Total Monthly Revenue
Total Discount
Tier 1
$1,500 - $3,000
5%
Tier 2
$3,000 - $5,000
8%
Tier 3
$5,000 - $15,000
10%
Tier 4
$15,000+
15%
This is in additional to the published
Promotional discounts against the SoftLayer
pricing as of 31 October 2013.
These codes are subject to change at IBM SoftLayer discretion
Benefits
 Infrastructure footprint for immediate access to potentially global customer
base
 Volume discounts on software, infrastructure, and setup
 Preferential pricing on Windows Server licensing
 Preferential delivery on limited, overstock, and promotional inventory
 Preferential cancellation policy and flexible payment options
 Priority server delivery (1–4 hours)
 Published reseller information for all IP addresses with RWhois/SWIP/reverse
DNS
 License manager for Helm, Parallels Plesk Panel, and cPanel
 Comprehensive API for simplified operations, eliminating layers of
management systems
 Microsoft WebsiteSpark and BizSpark programs for providers offering Web
design and development services
 RescueLayer® for clean reboots
 Global private network
Requirements
 Provide verifiable website, company name, and address
 Provide first-level technical support
 Provide billing and accounting support
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Assume responsibility for resolving spam, DMCA, and abuse reports for
customers
© 2014 IBM Corporation
Tap into it.
More than 100 SaaS applications.
Accelerate your innovation
Accelerate your innovation with over 100 best-in-class
software-as-a-service (SaaS) applications and business
process-as-a-service (BPaaS) capabilities, all delivered with
the enterprise-grade security, availability and elasticity you
expect from IBM.
Line of Business
Accelerate business
process innovation
Deliver business
analytics
at point of impact
Connect people with
collaborative business
networks
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© 2014 IBM Corporation
IBM lets you tap into Role-Based Cloud Suites
Human Resources
Talent Management
Learning and Certification
Employee Onboarding
Procurement
Contract Management
Spend Analysis
Strategic Sourcing
Legal
Customer Care & Support
Engagement Advice
Experience Management
Client Success
Social Business
Collaboration Suite
City Operations
Sales & Commerce
Transportation Planning
Water Management
Utility Optimization
eCommerce
Performance Analytics
Quote Management
IT Operations
Finance
Reporting
Risk Analysis
Compensation Models
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Contract Management
Risk Analytics
Document Management
Marketing
Service Management
Security
Demand Generation
Campaign Analytics
Agency Collaboration
© 2014 IBM Corporation