michael heegaard email: micheeg@dk.ibm · 2011-01-24 · –business partners have strong profit...
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© 2011 IBM Corporation
Cloud Computing is a new consumption and delivery model
Cloud Computing exhibits the following key characteristics:
On-demand self-service
Ubiquitous network access
Location independent resource pooling
Rapid elasticity
Pay per use/ flexible pricing models
Cloud Defined..
Monitor & ManageServices & Resources
CloudAdministrator
DatacenterInfrastructure
Service Catalog,ComponentLibrary
Clients
Component Vendors/Software Developers
Publish & UpdateComponents,Service Templates
IT Cloud
AccessServices
© 2011 IBM Corporation
Enterprise
Today there are three primary delivery models that companies areimplementing for cloud
Public Cloud
�IT activities/functions are provided “as a service,” over the Internet
� Key features:– Scalability– Automatic/rapid provisioning– Standardized offerings– Consumption-based pricing.– Multi-tenancy
Traditional
Enterprise
IT
Private Cloud
�IT activities/functions are provided “as a service,” over an intranet, within the enterprise and behind the firewall
� Key features include:– Scalability– Automatic/rapid provisioning– Chargeback ability– Widespread virtualization
Hybrid Cloud
�Internal and external service delivery methods are
integrated, with activities/functions allocated
to based on security requirements, criticality, architecture and other established policies.
Private CloudPublic Clouds
Hybrid Cloud
Source: IBM Market Insights, Cloud Computing Research, July 2009.
© 2011 IBM Corporation
Cloud computing delivers IT and business benefits
AutomatedFaster cycle times
Lower support costsOptimized utilization
Improved complianceOptimized security
End user experience
StandardizedEasier access
Flexible pricingReuse and share
Easier to integrate
VirtualizedHigher utilization
Economy of scale benefits
Lower capital expenseLower operating expense
Higher quality services
Doing more with less
Breakthrough agility and reducing risk
© 2011 IBM Corporation
Cloud is the big leap that successful CIOs must make in the coming year because if by mid-year you have not developed and begun to execute upon an ambitious and enterprise wide cloud strategy, then by year-end the odds are good you’ll no longer be a CIO.(Information Week: The Top 10 CIO Issues For 2010)
“
”
Our clients: Private clouds is largest opportunity today, public cloud services growing quickly
64%
30%Public
Private
(IBM CIO Study, 2010)
© 2011 IBM Corporation
� Conducted by IBM developerWorks, 2,000 respondents across 87 countries
overwhelmingly point to mobile and cloud computing as the hottest areas for
application development and IT delivery through 2015.
–91% anticipate cloud computing will overtake on-premise computing as
the primary way organizations acquire IT over the next five years
– Mobile and cloud computing are followed by social media, business
analytics and industry-specific technologies as the hottest IT career
opportunities beginning in 2011
–90% believe it is important to possess vertical industry-specific skills for
their jobs
Our developers : Cloud computing is the hottest area for development
© 2011 IBM Corporation
Source: 2010 State Of The Market: 10 Things You Need To Know – Channel Web (CRN)
Last year, the money was… This year, the money is …
Business Partners : Investment is moving to Cloud Computing
© 2011 IBM Corporation
IBM has conducted several in-depth cloud workshops with Business Partners:
An un-scientific summary of findings to date based on BP feedback:
– Cloud success is defined by business impact and more visible than traditional
IT
– Wide range of solution approaches
– Business Partners have strong profit expectations for Cloud
• BPs expects an average gross profit of approx 30%, 12 pts above
average
• BP net profit expectation on average is 14% representing a 7-10pts
increase over typical BP infrastructure sales
Source: BP workshop interviews. Individual assessments varies
© 2011 IBM Corporation
Business Partner Examples – Cloud Infrastructure..
Comprehensive Solutions for Cloud featured through Innovation Cloud Center based on IBM Cloudburst
Take Lotus Domino applications to the cloud without rewrite
• Key element of ‘Journey to the Cloud’offer to assist clients in plan, design and implementation
• Features infrastructure virtualization, collaboration, testing, and security solutions
• Cloud Demo Center supports broad range of IBM Technologies to deliver innovative solutions
Key IBM Elements
• IBM Cloudburst
• Lotus Connections, Rational, Tivoli SAM, UAM, Monitoring
• GTS Smart Testing
Client
• Central Bureau Rijvaardigheid (CBR)
• Provision, manage, and monitor Lotus Domino apps in the cloud with patent-pending Virtualization technology
• Increases productivity, self-service, lower resource costs and lower carbon footprint thru cloud model
• Hosted in IBM certified cloud data centers
Key IBM Elements
• IBM System x
• Tivoli Storage Manager
• IBM Hosting Services
• Supports Lotus Domino & WS Portal
Client
• solvito GmbH
© 2011 IBM Corporation
Business Partner Examples – Cloud Business Solutions
Collaborative solution without fixed investments & costs, maximizes car
buyer satisfaction
Energy efficiency through real time monitoring & control of remote
equipment
• E-ON RIX: integrated cloud application for car sales.
• Increase dealer sales with CRM functions catering to each customer & car
• Dealer productivity & profits result from RIX integrated functions
• Collaboration creates value with same quality of car buyer service throughout Greece
Key IBM Elements• IBM Lotus Domino, DB2 UDB,
WebSphereClient• Nic. J. Theocharakis SA (Nissan
Greece)
• KLG’s Connectgaia.com: Cloud
computing real-time energy
management solution
• Remote sensing & control of
equipment results in energy
savings & extended equipment life
• Recipient of 2008 India Power
Award
• SAFE certified AMI solution
Key IBM Elements
• IBM DB2
• IBM WebSphere
Clients
• Indian Railway
• BEST (Mumbai city lighting)
© 2011 IBM Corporation
Business Models in the Cloud Ecosystem
Cloud Solution Advisor• Concept, design• Requirements• Business planning• Operational plan• Security
Cloud Component Supplier• Bill of materials for hardware & software• Service component supplier relationships
Cloud Aggregators - SaaS• ISV applications • Services assembly• Templates • Standards • Ecosystem
Cloud Builder• Deploy/enable the cloud hardware and software • Workflow to connect service definitions with the correct images• Business process workflow and security parameters• Test, troubleshoot, knowledge transfer and on-board the customer
Cloud Services
Reseller• Manage the Cloud • Monitor• Meter
• Analyze• Report• Billing • Image Lifecycle• Support
Cloud Infrastructure Provider• Operate Private Clouds for Clients• Offer Public Cloud Services• Resell Cloud Services on own Cloud
Monitor & ManageServices & Resources
CloudAdministrator
DatacenterInfrastructure
Service Catalog,ComponentLibrary
IT Cloud
© 2011 IBM Corporation
Business Partner Transformation
Private PublicHybrid
Enterprise data center
Managed private cloud
Enterprise data center
Private cloud Public cloud services
Users
BA
Member cloud services
A
Enterprise
B
Hosted private cloud
Enterprise
Service Levels selected from supplier options.
Support on demand
Flexible agreements between
users and suppliers
Service level agreements standardizer as defined by in-house policy
Standardized support adapted per
user group
Flexible agreements with users,
normal agreements with suppliers
Individualized Service Level Agreements
Customized Support
Long term contracts with users
and suppliers
System Governance
IaaS, PaaS deployment, based on standardized and automated process supplied by provider
IaaS, PaaS deployment, based on standardized and automated private process
Manual configuration and installation of hardware, applications and middleware
System Deployment
Automated process and measurements delivered by provider
Automated resource allocation process
Automated measurement
Automated resource allocation process
Manual Processes and measurements
Labor Intensive
Manual resource allocation
System Management
Recurring Services revenue/margin
Implementation/Migration Services
Complementary Annuity Services
Transactional Revenue
- Components
- Implementation Services
Complementary Annuity Services
Transactional Revenue
- Components
- Implementation Services
Complementary Annuity Services
Business Partner
Financial Model
Public Cloud ResellerPrivate Cloud BuilderLegacy Infrastructure
© 2011 IBM Corporation
Sell IBM Public Cloud ServicesOn-line collaboration and social networking,Infrastructure services & application development and testing
Sell Private Cloud InfrastructureBuilt on IBM HW, SW and Services
It is IBM strategy to enable our partners to….
Deliver and Enable Cloud ServicesBuild, resell, integrate and optimize cloud solutions based on IBM infrastructure – especially for midmarket
Cloud Component Supplier
Cloud Builder
Cloud Services Reseller
Cloud Aggregator
Cloud Operator
Cloud Builder
Cloud Aggregator
Cloud Operator
© 2011 IBM Corporation
Partner-ready Cloud offerings available
Private CloudIBM Public
Cloud
Ease the deployment of a cloud:IBM Service Delivery Manager Track and bill cloud usage:
IBM Tivoli Usage and Accounting Mgr
Monitor IT resources:IBM Tivoli Monitoring
Dynamically deploy IT resources:IBM Tivoli Service Automation Mgr
Deploy Private
CloudsFor clients who consolidated & virtualized their IT environment and need to build a private cloud solution.
Manage information demands:ISB Storage Cloud Rel2
Information retention:Information Archive
ManageInformation
A key part of a private cloud deployment.
…. Built upon a foundation of industry-leading software
technologies, virtualized server and storage offerings, and consulting
& implementation services
Leverage IBM Cloud services
Security strategy & assessment:Professional Security Services
Access to email during outages:IPS e-Mail Management Express
Protect network from intrusions:Managed Security Services
Web application security testing:Rational AppScan On Demand
ProtectSecurity & info protection are critical to a cloud deployment. Add these service offerings to your line card.
Desktop Management: Smart Business Desktoop on the IBM Cloud
Development & Test: ISB Development & Test on the IBM Cloud
Backup and Recovery: Information Protection Services (IPS)
IT monitoring through SaaS: Tivoli Live Monitoring Services
Web conferencing & collaboration: LotusLive
IBM Cloud ServicesSolutions you can
resell “On the
IBM Cloud”.
ISB: IBM Smart Business
Secure connectionsWebSphere DataPower Secure Cloud Connector
Integrate environmentsWebSphere DataPower Cast Iron
ConnectConnecting clouds
& applications
quickly & securely
Availability can vary by country Check with IBM in your country for local status
© 2011 IBM Corporation
IBM Smart Business Desktop on the IBM Cloud (SBDIC)
Providing the benefits of virtual desktops within a prepriced, prepackaged
subscription service
� A subscription service for office workers, task workers,
variable workforces, and alternative workspaces, such as
virtual call centers
� Predesigned and prebuilt, providing the highest levels of
quality, reliability, and security for your virtual desktops
� Differentiation in service management and security, with
separation of controls for end user access based on
enterprise security policies
� Hosted at a secure IBM facility, leveraging a shared
multitenant infrastructure
� Assessment and planning services, leveraging IBM’s
unique tools and experience with complex implementations,
helping you choose the service that is the “right fit” for your
use cases
Providing virtual clients via an on-demand, utility service
Customer benefits� Improve end-user
productivity
� Reduce end-user support costs
� Green, energy savings
� No capital or one-time expense
� Highly secure hosting model
� Fast provisioning
© 2011 IBM Corporation
IBM Smart Business Desktop on the IBM Cloud Environment
� Data always resides with and is controlled by the customer.
� IBM utilizes a shared infrastructure, but customers have PRIVATE access to the cloud.
– Access from the customer network.
– Virtual desktops reside on the customer network.
– IBM does not access customer systems (Active Directory, data)
� Allows enterprise IT staff to leverage existing tools and practices for desktop management
– OS and application deployment– Active Directory– Help Desk– Security policies
� Role-level views for
– Desktop administrators– End users
© 2011 IBM Corporation
Cloud Enablement Resources for Business Partners
Master sales kit with assets to support lead identification, qualification, and proposal
Sales Kit
SWG cloud architecture certification testingSWG Cloud Certification
IBM cloud computing overview for BP, BP roles, BP ready offerings, etc
Cloud for BP
Know Your IBM module on IBM cloud computingKYI Module
Dispelling the Vapor around cloud computingCloud Adoption Whitepaper
Benefits of cloud computingBenefits Whitepaper
Assess clients' readiness for CloudCloud Adoption Advisor Tool
DescriptionWeb LinksCategory
ROI of cloud computingEconomics Whitepaper
Other Assets
Service management portal for cloud computingService Management
Sales Enablement
PartnerWorld
Portals
Education
(Suggested BP
roadmap)
Cloud portal for all IBM softwareMiddleware
Dynamic Infrastructure for CloudSystems College Web Lecture
Cloud portal for IBM servicesServices
Cloud portal for application developersDevelopers
Guide for BP to deploy cloud sales playsQuick Reference Guide
Cloud computing study guide for whiteboard selling technique
Cloud Whiteboard Module
© 2011 IBM Corporation
Closing Thoughts – What Now?
� Assess cloud opportunity for your business
� Pick your plays
� Develop a joint plan with IBM
� Get going – make mistakes and learn
www.ibm.com/partnerworld/cloudContacts:
Jan G Thomsen Michael Heegaard Ulla Theiljanth@dk.ibm.com micheeg@dk.ibm.com theil@dk.ibm.comTel: 2880 3672 Tel: 2880 3744 Tel: 2880 9003
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