November 7, 2011
Channel Opportunities to Build Your
Own Cloud Solutions
Amy Anderson
IBM Cloud Partner Programs
@ibmemergingtech
© 2011 IBM Corporation
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Channel Opportunities to Build your own Cloud Solutions
Cloud computing allows companies to rethink IT
and reinvent the way they do business
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
Channel Opportunities to Build your own Cloud Solutions
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 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
Integrated service
management, automation,
provisioning, and self
service
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Innovate business
models by
becoming a cloud
service provider
Advanced, reliable, highly
secure and scalable platform
for creating, managing, and
monetizing cloud services
© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
We've been working with Business Partners through these five cloud
business models
CLOUD APPLICATION
PROVIDERS
CLOUD
INFRASTRUCTURE
PROVIDERS
CLOUD SERVICES
SOLUTION PROVIDERS
Design
CLOUD BUILDERS
A global
ecosystem of
partners
Consume
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CLOUD TECHNOLOGY
PROVIDERS
Deploy
© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
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
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Innovate business
models by
becoming a cloud
service provider
SOLUTION PROVIDER
Cloud Builder
Capabilities provided to
consumers for using a
provider’s applications
running on a cloud
infrastructure
SOLUTION PROVIDER
Cloud services
Advanced, reliable, highly
secure and scalable platform
for creating, managing, and
monetizing cloud services
ISV
Cloud Infrastructure Provider
Cloud Application Provider
Cloud Technology Provider
© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
Within each client buying pattern we have defined 22 projects to
get your clients started
Cloud Enabled Data Center
Cloud Platform Services
• Create a Cloud Strategy and
Roadmap
• Applications on Private Cloud
• Social Business
• Develop and Deploy Cloud
Applications
• Reducing total cost of
ownership of B2B
Integration
• Consolidate and Virtualize
your Infrastructure
• Image and Virtual
Environment Management
• Delivering Dev and Test
Environments
Business Solutions on Cloud
• Enable Global Supply
Chain and Inventory
• Implement an Entry Cloud
Infrastructure
• Digital Marketing
Optimization
• Implement an Advanced
Cloud Infrastructure
• Business Process
Redesign
• Access Compute and
Storage as a Service
• Monitoring as a Service
Cloud Service Provider
• Build the Cloud
Infrastructure
• Enable Applications in the
Cloud
• Extend Applications in the
Cloud
• Desktop Cloud
Cloud Service Management and Integration
Cloud Service Security
Cloud Assurance
Integrate and Manage a Hybrid Cloud
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© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
WHAT ROLE WILL YOU PLAY?
Partners who build and resell…
Partners who deliver…
Cloud Builder
Application Provider
Win higher value, higher margin
deals through consultative and
solution selling of multiple IBM
offerings to build private clouds
Deliver applications through the
cloud, such as with Software as a
Service (SaaS).
Services Solution
Provider
Infrastructure
Provider
Have an established practice,
leveraging one or more IBM cloud
offerings and providing end-to-end
cloud solutions to their clients.
Provide a public cloud service on
which application vendors and
companies can host their solution.
Technology Provider
Provide the tools, services, and technologies that help other IBM Business
Partners and enterprise clients use the cloud more effectively
Technology Providers
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© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
Infrastructure
Providers
Have an established practice,
Provide aone
public
cloud IBM
service
on
leveraging
or more
cloud
which application
vendors
and
offerings
and providing
end-to-end
companies
cantohost
solution.
cloud
solutions
theirtheir
clients.
How to Make $$
Roadmap
Skills & Education
Support Resources
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© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
How Infrastructure Providers Make Money
Hosting Fees
Managed Services
Integration Services
Value add services such as:
Metering / Billing
Security
Consulting
Helpdesk
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© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
Infrastructure Provider Roadmap
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Hardware
Virtualization
IBM CloudBurst
Tivoli Service Automation Manager
IBM Service Delivery Manager
Workload Optimized Systems
Infrastructure Management
• Virtualization of hardware
resources in the data center
• Management of virtualized
infrastructure
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2
Image
Virtualization
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Workload
Virtualization
IBM Workload Deployer
WebSphere Virtual Enterprise
IBM Middleware
HyperVisor Edition Images
Tivoli Provisioning Manager
Image Management
Integrated Middleware
• Virtualized infrastructure
leads to creation of “virtual”
software images
• Images are combined into
patterns representing
middleware workloads
• Proliferation of virtual
software images leads to
management challenges
• Workloads encapsulate well
defined combinations of
integrated middleware
© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
Infrastructure Provider Next Steps
• Use the Cloud Technology Progression paths to determine the appropriate entry
point and cloud enablement project.
• Define a project plan.
• Leverage IBM’s enablement tools and resources to complete your project.
Entry Point
Hardware Virtualization
Image Virtualization
 IBM CloudBurst, Tivoli Service Automation Manager
 Tivoli Provisioning Manager
Workload Virtualization
 IBM’s cloud-ready middleware products, IBM Workload Deployer
Infrastructure Selection
 IBM SmartCloud Enterprise, IBM Cloud Infrastructure Partners
Hybrid Integration
Analytics
Social Business
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Key Technologies
 WebSphere Cast Iron Cloud Integration platform
 Cognos Business Intelligence
 LotusLive
© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
Infrastructure Provider Skills You Will Need - Sales
Basic Requirements
– Cloud Computing Basics
– Infrastructure Skills
– Consultative Selling
– Cloud Sales Certification (Test 000-032)
Additional Requirements
– Virtualization & Platform Management
– Service Management
– Image Management
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© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
Infrastructure Provider Skills You Will Need - Technical
Basic Requirements
– Infrastructure Technical Skills
– IBM Cloud Computing Reference Architecture
– Cloud Technical Certification (Test 000-280)
Additional Technology-Specific Requirements
– Virtualization & Platform Management
• IBM Director
• Network, Storage Manager
• VMWare
– Service Management
• Tivoli ISDM: Service Automation Manager, Provisioning
Manager, Usage & Accounting Manager
– IBM SmartCloud Enterprise
– Deploy workload patterns in the Cloud
• IBM Workload Deployer
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© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
Where to get Sales Education
Bas
ics
Ext
end
ed
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Cloud Sales Skills
Duration
Education Resource Links
Cloud Computing Basics
37 Min
10 Min
1 Hour
Cloud web lecture for Business Partners
Quick Reference Guide
Know Your IBM
IBM Cloud Reference Architecture
1 Hour
Recorded Webcast
Cloud Sales Guide for Business Partners
30 min
Sales Guide
Consultative Selling
1 Hour
1 Hour
White boarding
Sales Simulator
Cloud Sales Certification
75 Min
Overview & prep test (Course id 2992, free for BPs)
Tivoli Integrated Service Delivery Manager
2 Days
SEE NEXT PAGE
IBM SmartCloud Enterprise
Various
Services training and education
Business Partner Sales Kit
IBM Workload Deployer
1 Hour
Various
Capturing the Cloud developerWorks article
Sales Kit
Brand – Systems & Storage (STG)
3 Days
Various
Top Gun Classes
Systems College
Brand – Software (SWG)
1 Day
Various
Cool Cash Cloud Workshops
Software College
© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
Where to get Technical Education
Cloud Technical Skills
Duration
Education Resource Links
1 Hour
Recorded Webcast
IBM System Architect Handbook
Varies
Redbook
Building Private Clouds
3 Day
IBM Technical Cloud Bootcamps
Cloud Technical Certification
75 Min
Overview & Preparation
Various
Systems College- Software
2 Months
SEE NEXT PAGE
IBM Workload Deployer
2 Hours
Education Assistant Self-paced Training
Brand – Systems & Storage (STG)
Various
Systems College
Brand – Software (SWG)
Various
Software College
Basi
IBM Cloud Reference Architecture
c
Exte IBM Systems Software
nde
d
Tivoli Integrated Service Delivery Manager
Return
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Next
© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
IBM Innovation Centers provide support to Cloud Partners
Technical Enablement
Go-to-Market Support
Linkage to Value Net Partners
EUROPE
NORTH AMERICA
 Austin
 Chicago
 Dallas
 San Mateo
 Toronto
CENTRAL AMERICA
 Waltham
 Mexico City
 Amsterdam
 Barcelona
 Dublin
 Ehningen
 Hursley
 La Gaude
 Milan
 Paris
 South Bank
 Stockholm
 Tel Aviv
 Zurich
CEEMEA
 Bratislava
 Bucharest
 Budapest
 Cape Town
 Casablanca
 Istanbul
 Johannesburg
 Kiev
 Moscow
 Prague
 Warsaw
ASIA
 Bangalore
 Ho Chi Minh City
 Kuala Lumpur
 Manila
 Seoul
 Shanghai
 Sydney
 Tokyo
LATIN AMERICA
 Sao Paulo
PartnerWorld Information Link
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Next
© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
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 Monthly
Return
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© 2011 IBM Corporation
Channel Opportunities to Build your own Cloud Solutions
Thank you!
For more information, please visit:
http://www.ibm.com/cloud
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© 2011 IBM Corporation