michael heegaard email: [email protected] · 2011-01-24 · –business partners have strong profit...

© 2011 IBM Corporation

Michael Heegaard

Email: [email protected]

Cloud


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


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.


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


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)


� 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


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


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


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


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)


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


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


Transactional Revenue

- Components

- Implementation Services


Business Partner

Financial Model

Public Cloud ResellerPrivate Cloud BuilderLegacy Infrastructure


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


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


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


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


New PartnerWorld Cloud Portal http://www.ibm.com/partnerworld/cloud


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


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 [email protected] [email protected] [email protected]: 2880 3672 Tel: 2880 3744 Tel: 2880 9003

michael heegaard email: [email protected] · 2011-01-24 · –business partners have strong profit...

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