Deliver on the promise of cloud
computing with IBM
重思IT，重塑业务
Oct 13, 2011
Shanghai
© 2011 IBM Corporation
Agenda
 无限风光在云端
IBM's View of the Cloud landscape
合作伙伴在云计算中扮演的角色
Our Business Partners’ role in Cloud Computing
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© 2011 IBM Corporation
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云计算加速企业重新思考和改造业务模式，向着更智慧
Smarter Healthcare
的方向迈进
Cloud computing allows companies to rethink ITSmarter Finance
and reinvent the way they do business
Smarter Education
Smarter traffic
Reinvent Business
• Faster time to market for new services
•
Increased focus on differentiated
processes
Efficiency
Transformation
•Meet changing customer
expectations, direct access to
technology
Rethink IT
• Rapidly deliver services
• Integrate services across cloud environments
• Increase efficiency
Economics of computing are changing
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© 2011 IBM Corporation
从2000个与IBM合作案例中总结出4种客户业务模式
From over 2,000 engagements, we see four major Client Cloud
Adoption Patterns emerging
Cut IT expense and
complexity through a
Accelerate time
to market with cloud
Gain immediate
access with business
cloud enabled data
center
platform services
solutions on cloud
Integrated service
management, automation,
provisioning, and self
service
Integrated stack of
middleware optimized for
automated deployment and
management of
heterogeneous workloads
that dynamically adjusts
Capabilities provided to
consumers for using a
provider’s applications
running on a cloud
infrastructure
通过云数据中心减少
IT成本和复杂性
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通过云平台服务加速
从生产到市场的进度
通过云计算解决方案
迅速赢得客户
Innovate business
models by
becoming a cloud
service provider
Advanced, reliable, highly
secure and scalable platform
for creating, managing, and
monetizing cloud services
革新商业模式为云计
算服务提供商
© 2011 IBM Corporation
云合作伙伴的5种专业路线
We've been working with Business Partners through these five
cloud business models
应用提供商
架构提供商
CLOUD APPLICATION
PROVIDERS
CLOUD
INFRASTRUCTURE
PROVIDERS
服务解决方案提供商
CLOUD SERVICES
SOLUTION PROVIDERS
Design
A global
ecosystem of
partners
构建商
CLOUD BUILDERS
Consume
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技术提供商
CLOUD TECHNOLOGY
PROVIDERS
Deploy
© 2011 IBM Corporation
助您简单、有效的找到与客户合作的方案
Our partner business models map to the client buying patterns
Cut IT expense and
complexity through a
Accelerate time
to market with cloud
Gain immediate
access with business
cloud enabled data
center
platform services
solutions on cloud
Integrated service
management, automation,
provisioning, and self
service
Integrated stack of
middleware optimized for
automated deployment and
management of
heterogeneous workloads
that dynamically adjusts
SOLUTION PROVIDER
Cloud Builder
解决方案提供商
构建商
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Innovate business
models by
becoming a cloud
service provider
SOLUTION PROVIDER
Cloud Builder
解决方案提供商
构建商
Capabilities provided to
consumers for using a
provider’s applications
running on a cloud
infrastructure
SOLUTION PROVIDER
Cloud services
解决方案提供商
云服务解决方案提供商
Advanced, reliable, highly
secure and scalable platform
for creating, managing, and
monetizing cloud services
ISV
Cloud Infrastructure Provider
Cloud Application Provider
Cloud Technology Provider
独立软件开发商
云架构提供商
云应用提供商
云技术提供商
© 2011 IBM Corporation
合作伙伴在多种云实现模式中寻找商机
Partners are seeing revenue from all types of clouds
IBM Business Partners interested in Cloud expect about half of their Cloud revenue
to come from a combination of Public or Hybrid Cloud (a mix of Private and Public)
% of revenue in a year by Cloud
solutions
% of revenue in three years by
Cloud solutions
24%
混合云
29%
28%
共有云
27%
Hybrid Cloud
Public Cloud
私有云
48%
IBM BPs with Cloud Plans
Private Cloud
43%
IBM BPs with Cloud Plans
Base sizes (all respondents): IBM BP=65
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March 2011
BP Cloud Adoption Research
Note: This report is based on internal IBM analysis and is not meant to be a statement
© 2011 IBM Corporation
of direction by IBM nor is IBM committing to any particular technology or solution.
IBM云计算涵盖所有合作伙伴与解决客户问题的业务场景
IBM’s Cloud Ecosystem includes all Business Partner types and
inspires new business models that solve real customer pains
IBM BP helps Government
agency build private cloud for
more customer responsive
driver testing and more
efficient centralized agency
IBM BP builds cloud solution for
major Financial company that
increases time to market by 93%
& produces additional revenue
during peak season
IBM BP as a cloud provider
reduces by 30% a toy
Manufacturer’s cost of
managing business with SAP.
Solution
Providers
IBM BP helps Media firm
leverage IBM public SmartCloud
to deliver music solution faster
and with broader reach
Reinventing
Business
Resellers
Systems
Integrators
MSP’s
ISV’s /
Developers
Strategy
Consultants
Etc.
Rethinking
IT
IBM Cloud Reference Architecture
IBM Cloud Offerings
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© 2011 IBM Corporation
IBM，我能！
Why IBM？
IBM has an unmatched breadth of offerings and the expertise to
enable your success.
无法估价的品牌效应！
IBM's brand and rock solid reputation is invaluable
in the cloud
全方位的市场支持！
IBM brings an ecosystem of partners to strengthen
the overall solution
助力探索和开发销售渠道！
IBM's global reach helps partners access new
markets and channels
提供丰富的技术资源和支持！
IBM's Cloud Computing Reference Architecture is the
base for our deep technical expertise
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© 2011 IBM Corporation
IBM Business Partners are enjoying the benefits of IBM's
cloud offerings
Over
200
partners trained
on and selling private and hybrid
clouds with IBM products and
services
超过200家合作伙伴接受过IBM基
于私有云和混合云的产品销售培训
120
Over
150
150家SaaS解决方案提
供商利用智慧的云计算
开展业务 SaaS providers leveraging
SmartCloud Enterprise
ISVs using
超过120家ISV在用
IBM's cloud-friendly ASL
ASL定价模式盈利
pricing model
40 partners in or working toward
the Cloud Specialty
40家合作伙伴正参与到“IBM云
计算专项计划”中
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© 2011 IBM Corporation
“IBM云计算生态系统”的伙伴跨度所有的云商业模式
Our ecosystem of partners spans all Cloud business models
Services
Solution Providers
Application
Providers
Cloud
Builders
Infrastructure
Providers
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Technology
Providers
© 2011 IBM Corporation