What is IBM’s Club Alliances ?

Loic SimonLoic_simon@fr.ibm.com +33 6 76 75 40 71

http://www.linkedin.com/in/loicsimonibmhttp://www.twitter.com/cluballiances

http://www.cluballiances.comBusiness Development Executive - Club Alliances

Business Partner Organization - IBM France

The IBM France Club Alliances Initiative

• ISVs, Integrators and Consultants collaborate to… – Formalize– Sell– Deliver…

• … Business Solutions, powered by IBM…– for Industry Verticals– and Lines of Business…

• … as-a-service :– BPaaS [Business Process as a Service]– SaaS [Software as a Service]– PaaS [Platform as a Service]– IaaS [Infrastructure as a Service]

ISVs, Integrators and Consultants come to Club Alliances to develop their « as a service » Business by :

• Forming relevant partnerships and alliances • Co-building, co-marketing, co-selling, co-

delivering Business Solutions « as a service ». • Sharing best practices and mutualizing

resources • Getting « powered by IBM »

Club Alliances promotes a Solution as a Service Model

Solutions as a Service for Industry Verticals and LOB

Industry Sector

Manufac-turing

Transpor-tation

Healthcare Retail

Sales & Marketing

CFO

R&D

…

LOB

HR

Local Gvt …

CIO

IDF

Source IDC, estimate is at the lower boundary of the market numbers

Ouest: 396 840 companies

Main Sectors : Agriculture, fishing industries, meat and all agro industries, Telco, Industry (electronics, mechanic equipments boat construction, Services (tourism)

IDF: 688 775 companies

Main Sectors : Services (to enterprises), Retail, R&D, Industries (printing, consumer goods, pharma, perfumes, equipments, auto), Media and Telco.

A clear Need for Marketing 2.0 !

Reaching 200k+ Mid-Market companies in France is uneconomical through “push” marketing alone. “Pull” marketing is key to reach the full breadth of the French Mid-Market.

7

Club Alliances leverages an innovative 2.0 “Marketing Mutualization” approach

• Prospects are pushed & pulled to a specific Industry or LOB “Club” where they find :– A fair choice of Coopetitive

Solutions, covering key challenges/needs

– Best of Breed or Whole Solutions to cover most of their Industry or LOB needs

– An “as as Service” Business Value Proposition, including “powered by IBM”…

Club Alliances SaaS Platform Partners Club Alliances SaaS Platform Partners

End CustomerEnd Customer

Club Alliances MembersClub Alliances Members

Business IntegratorBusiness Integrator

Large Customer or Federation

Large Customer or Federation

MARKET

IBM

Contractual relationships for Solutions as a Service

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Contact !

The best way to predict the future is to invent it - Alan Kay

Loic SimonLoic_simon@fr.ibm.com +33 6 76 75 40 71

http://www.linkedin.com/in/loicsimonibmhttp://www.twitter.com/cluballiances

http://www.cluballiances.comBusiness Development Executive - Club Alliances

Business Partner Organization - IBM France