Presentation cloud specialty programme

© 2011 IBM United Kingdom Limited

Cloud Specialty programme

Steve Heeney

BPO Cloud leader

© 2010 IBM Corporation

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

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Private Cloud Implementation

Infrastructure & Platform Services

Business Solutions

“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”

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

Opportunity: $23B growing to $67B




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

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Business Solutions

Cloud Builders

Cloud Infrastructure Providers

Cloud Application Providers

Cloud Services Solution Providers

Cloud Technology Providers


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� Show your clients the Cloud value you bring

� Access to the IBM ecosystem for cloud

� Increased revenue

� Access to IBM expertise on cloud

� Flexible pricing options

� Co-marketing opportunities

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

Built on Partner Needs

Demonstrate skills, revenue, and

clients

+ =

One program for all cloud partners

Pick a path(s)

Benefits to IBM

Business Partners

Cloud Specialty


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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

– Analytics, Collaboration and Integration

– Cloud Specialty benefits


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Cloud Specialty: Cloud Application Providers

Qualification requirements Benefits

�Skills–Verified Cloud Application must use qualifying

products or services –Demonstrated Skills in IBM technology

�RevenueAttainment from selected brandsa ( 3 points total,

as low as $180K)

�Client References–Two verified cloud client references within last

24 months

� Access to named IBM alliance manager

� Business Development Workshop

� Use of the PartnerWorld Cloud Specialty Mark

� IBM confidential updates on IBM’s cloud strategy and roadmap

� Internal use of LotusLive

� Networking Opportunities

� Business Development Funds

Notes: a. See specific revenue requirements by IBM brand


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Cloud Application Providers: How IBM Can Help you

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

Your Application

Integration Analytics Collaboration

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

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Cloud Builders

� Who are they?

– 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


– Cloud solution architecture skills

– Progression path & roadmap to guide the client conversation

– A portfolio of proven cloud technologies including integration solutions


– Cloud Solution Certifications

– Cloud Whiteboard on IBM PartnerWorld


Cloud Builders

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Cloud Specialty: Cloud Builders


�Skills–IBM Cloud Reference architecture skills

• Cloud sales certification• Cloud technical certification

–Brand Skillsa

• SW, HW, Services

�Revenue–Attainment from selected brandsb (4 points

total, as low as $280K)


24 months

� PartnerWorld Cloud Specialty mark

� Business development funds




� Access to IBM assessment tools

� IBM Lab Services mentoring


Cloud Builders – what IBM can provide

� What IBM can provide?

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

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


Cloud Infrastructure Providers

� Who are they?

– Companies that offer Infrastructure and/or Platform as a Servicecapabilities via their own public cloud

– Hosters, Telcos, VADs, System Integrators, ISVs


– Selling subscription services


– Proven, carrier class cloud management platform

– Scalable infrastructure options

– Ecosystem support to extend, market, enable and sell their cloudservices


– Workload Optimized Systems

– Service Management Platform


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Cloud Specialty: Cloud Infrastructure Providers


�Skills–Must use qualifying products or services in their

Cloud Infrastructure–Demonstrated skills in IBM technology

�Revenue–Minimum $300K per year


24 months

� Access to named IBM alliance manager

� Business Development Workshop







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Cloud Infrastructure Providers:How can IBM help you

CREATE MANAGE MONETIZE

Exploit AdvancedAutomation

Rapidly Launch PartnerEnabled Apps/Services

Market White LabeledIBM Cloud Services

Leverage Intelligencefor Differentiation

Optimize Self-ServiceWeb Portals

Deliver Highly Secure,Quality Assured Services


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


– A portfolio of public cloud services

– Business Development Programs

– Education and support


– Partner enabled IBM Cloud Services

– LotusLive reseller options

– Cloud Solution Certifications

– Cloud Whiteboard

– Cloud Workshops

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Cloud Specialty: Cloud Services Solution Providers


�Skills– IBM Cloud Reference architecture skills– IBM Cloud skills– Verified Solution using qualifying IBM Cloud

services – Demonstrated IBM technology skills

�Revenue– Attainment from selected brandsa (4 points

total, as low as $240K)

�Client References– Two verified cloud client references within last

24 months





� Cloud Services Assessment Tools


Notes: a. See specific revenue requirements by IBM brand


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Cloud Services Solution Providers:How IBM can help you

Leverage expanding offerings like the IBM Cloud and its channel incentives

� Base Pay as You Go discount

� Additional discount on Reserved Capacity with Deal Registration

� Annuity Revenue Stream

� Tier 1 available now, Tier 2 coming soon

Additional ServicesBusiness Partner Incentives Starburst Potential

Builds solutions and adds expertise (i.e.: Web Application hosting)

• Instance Management

• Image Management

• Software licensing

• Networking

• Cloud Migration Services

Complete the Solution across Cloud and

non-Cloud Environments

• Backup and Recovery Services

• Cognos Analytics

• Cast Iron Integration

• 60+ SWG & ISV Images on the IBM Cloud

+ +

A Smart Cloud Enterprise use on the IBM Cloud Use Case


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…


– Industry standards

– Market reach – cloud agnostic

– Access to developer communities and sales teams


– Cloud Manifesto / Open API

– IBM Development & Test on the IBM Cloud

– IBM developerWorks Communities


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Cloud Specialty: Cloud Technology Providers


�Skills– Validated Solution on the IBM Cloud– Demonstrated skills in IBM technology– Create a Sales Enablement Package

�Revenue– Waived for 2011

�Client References– Two verified cloud client references within last

24 months





� Case Study Creation

� Promotion through developerWorks Cloud Zone


IBM cloud solution update

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Business Solutions




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.

•CloudBurst/ ISDM

•Cast Iron

•Workload Deployer

•SCE

•Desktop

•Tivoli Live

•Lotus Live

•Cognos/ analytics

•Sterling Commerce


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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 [email protected] to get started


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 requiredCustomized Gap Analysis





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© 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

Thank You!ibm.com/cloud/partner


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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.html2. 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 Specialtyo 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...


Basic Firm Cloud CapabilitiesConsultative solution sellingInfrastructure skills (Infrastructure Specialties)

Cloud Sales SkillsSEI TrainingCloud Computing BasicsIBM Cloud Reference Architecture (High-level)

Cloud Sales certification (cert # 50001101)

Brand Skills for CloudPrivate cloud infrastructureVirtualization & Platform ManagementService Management

WebSphereCast Iron

Cloud Builder Skills You Will Need - Sales


Where to get Sales Education

Travel

Free*

Free*

Free*

Free

Free

Free

Free

Free

Travel

Free

Free

Free

Free

Free

Free

Cost

Sales Guide30 minCloud Sales Guide for Business Partners

Prep class

(Course id 2992, free for BP)1.5 HoursCloud Sales Certification

Capturing the Cloud1 HourWebSphere Cloudburst Appliance

1 Day

Various

3 Days

Various

3.5 Hrs

2 Days

1 Hour

1 Hour

1 Day

1 Hour

1 Hour

10 Min

1 Hour

Duration

Bra

nd

Ba

sic

s

SEE NEXT PAGETivoli Service Management

Virtual Road ShowCast Iron

White boarding

Sales Simulator

SEI Private Cloud Boot camps

Consultative Selling

Cool Cash Cloud Workshops

Software CollegeBrand – Software (SWG)

Top Gun Classes (see slide 22)

Systems College (see slide 22)Brand – Systems & Storage (STG)

Recorded WebcastIBM Cloud Reference Architecture

BP Presentation

Quick Reference Guide

Know Your IBM

Cloud Computing Basics

Education Resource LinksCloud Sales Skills

* Education is free but class room course may require travel


Tivoli Service Management BP Sales Enablement

IBM Service Automation Manager (ISDM) IBM Tivoli Provisioning Manager

IBM Service Delivery Manager http://tvsa.bluehost.ibm.com/bp_index.html

Tivoli Virtual Sales Academy

Review TPM and ISDM/TSAM Sales Kits

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N707891W92484P06https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D062852O31637V07

Sales Kits

Tivoli and the SEI Private Cloud Initiativehttps://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_SMOR-8E7HEA/lc=en_US

Cloud Overview


STG Cloud Education Resources

Cloud Computing Roadmap

Within System College, select Smarter Planet Solutions, then click on the Roadmaps tab, and then Cloud Computing

>> LINK <<

Cloud Computing Top Gun ClassThis face-to-face class will provide a solid foundation for participants to broaden

their understanding and sales skills around cloud computing emphasizing team cooperative selling approaches across brands. Through lectures,

hands on exercises and interactive class discussions, participants will leave this class with the skills to close business using IBM's cloud computing

offerings.

>> LINK <<


Basic Firm Cloud CapabilitiesSolution designInfrastructure technical skills (Infrastructure Specialties)

Cloud Technical SkillsSEI Training

Cloud Computing BasicsIBM Cloud Reference Architecture (Details)

Cloud Technical certification (cert # 50001201)

Brand Skills for CloudVirtualization & Platform Management

IBM DirectorNetwork, Storage ManagerVMWare

Tivoli Service ManagementTivoli ISDM: IBM Service Delivery Automation ManagerProvisioning ManagerUsage & Accounting Manager

WebSphere Applications in the CloudWebsphere Cloudburst Appliance

Cloud IntegrationCast Iron

Cloud Builder Skills You Will Need -Technical


Where to get Technical Education

Free*

Free*

Free*

Free

Travel

Travel

Free

Free

Cost

SEI Technical cloud boot camps3 DayBuilding Private Clouds

RedbookVariesIBM System Architect Handbook

Various

Various

Various

2 Hours

3

Weeks

1 Hour

Duration

Education Assistant Self-paced Training

Websphere Cloudburst ApplianceBra

nd

Ba

sic

s

SEE NEXT PAGETivoli Integrated Service Delivery

Manager

Services CollegeBrand – Global Technology Services (GTS)

Software CollegeBrand – Software (SWG)

Systems College (see slide 22) Brand – Systems & Storage (STG)

Recorded WebcastIBM Cloud Reference Architecture

Education Resource Links

Cloud Technical Skills

* 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