IBM Global Technology Services (GTS) Cloud Services Business Partner Update

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IBM Global Technology Services (GTS)

Cloud Services Business Partner Update

Kristie Bell

Vice President, Global Technology Services

Channels, Alliances, Mid-Market Services

http://www-03.ibm.com/press/us/en/pressrelease/34205.wss

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sol_cloud_computing

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 

Services led

 

Consulting skills

 

Industry expertise

 

Deep skills/certifications

 

Service as a profit generator

rather than enabler of product

sales

Business Partners of the Future

are more services focused

Services opportunity signals channel imperative for GTS

and model design for its partners

GTS Market Opportunity for 2015

(Billions)

Over

$450B*

2010 – 2015 Market CAGR ~4%

Based upon external sources (IDC and Gartner) and consistent with IBM's internal Global Market View estimates. Data is provided for illustrative purposes and is not intended to be a guarantee of market opportunity

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Positive cash flow/return

Investment to Revenue:

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Strengthen

Offering

Availability

Collaborating with GTS drives mutual success

Expand

Reach

With accelerated speed and scale,

particularly in Mid-Market

With standard services that

expand margin and value

With selling,

co-delivery of managed

services and cloud

With training, incentives,

marketing and support

Enhance

Delivery of

New IT

Models

Improve

Enablement &

Simplify

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Value Expansion

Margin Expansion

We are working with our business partners to capture

hyper-growth services areas

Asset-based Services  Selected prioritized offerings Cloud and Managed Services Labor-based Services  Selected prioritized

offerings  Enterprise Cloud

 Enterprise +  SmartCloud Desktop Services  Managed Backup MTS, SWS Cloud and Managed Services  Infrastructure Recovery  Security Services  TivoliLive Monitoring

Secondary Focus

Labor & Asset-Based Services

Primary Focus

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PartnerWorld Cloud Specialty:

Cloud Services Solution Providers

•  Who are they…

–  Companies that resell multiple public cloud services and offer complementary value added services skills such as consulting, helpdesk, solution design, training and integration.

–  Solution Providers, System Integrators, Resellers, MSPs, CSPs

•  How do you make money…

–  Reselling solutions based on IBM Cloud Services with your value added capabilities

•  What do they need..

–  A portfolio of public cloud services –  Business Development Programs –  Education and support

•  How can IBM help you…

–  Partner enabled IBM Cloud Services –  LotusLive reseller options

–  Cloud Solution Certifications –  Cloud Whiteboard

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The IBM SmartCloud delivers a robust set of services to

deploy alongside your own services

Management support and deployment

Security

and isolation Availability and _performance Technology platform Payment and billing Backup /

Recovery Desktop Cloud Security Monitoring and Mgmt

Enterprise data center

Hosted private cloud Managed private cloud

Enterprise

Shared cloud services A Enterprise B

Partner Services Partner

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IBM Smart Cloud – Enterprise is IBM’s answer for today’s

public cloud needs

_{Agile Infrastructure for Myriad of Workloads}

•  Choice of nine virtual (Intel) server configurations

•  Choice of pre-configured IBM and third party

software images from which to build private image

libraries

–  Linux® operating systems; Red Hat and Novell SUSE –  Windows Server® 2003 and 2008

–  IBM Lotus®, WebSphere®, DB2® and Informix® stacks

–  IBM Rational® Application Lifecycle Management –  Tivoli® Monitoring software

•  Virtual Private Network (VPN/VLAN) services

•  Enterprise level Support Options

•  Choice of world-wide centers including Ehningen

(Germany)

Payment options:

•  Pay-as-you-go, Bring-Your-Own-License,

Developer-Use-Only, Pre-Release

•  Reserved Capacity Options

Summer Promotion !

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Cloud Services Solution Providers – How IBM can help

A SmartCloud Enterprise on the IBM Cloud Use Case

Leverage expanding offerings and its channel incentives •  Base Pay as You Go discount •  Additional discount on

Reserved Capacity with Deal Registration

•  Annuity Revenue Stream

Additional Services

Business Partner Incentives

Starburst Potential

Builds solution and adds expertise (ie: 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

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Bringing cloud-based desktop subscription services to the

Enterprise: SmartCloud Desktop on the IBM Cloud

Quick Highlights

•  A new way of delivering Desktop

Computing to end users through a Cloud

Computing model, using tried and tested

modular components integrated into a

cloud environment that IBM manages

•  A subscription service to office workers,

task workers, variable workforces; also

used for delivering desktop computing to

alternative workspaces, such as virtual

call centers

•  Characterized by flexible delivery

models, with different memory, disk and

processor models, all managed by IBM

•  Pre-designed and pre-built solution,

providing the highest levels of quality,

reliability, and security for your desktops

•  Key differentiators include service

management, by IBM, of the cloud

environment and high security, providing

separation of controls for end user access

based on enterprise security policies

Spotter’s Guide

Desktop Cloud is applicable to all clients

across industries via an IBM hosted public

cloud service model. Simply identify clients

with more than 50 users with any three or

four of the following aspirations:

•  Small & medium business wanting IT but

not IT Staff

•  Changing employee working practices,

e.g. home / remote access; wireless

•  Requiring their own staff to work on

clients’ premises

•  Office relocation in short timeframes

•  Collaborate in a value chain with other

partners requiring secure access

•  Off-shore or outsource processes

•  Merger, acquisition, divestiture strategy

•  Provide access to multiple application

types from multiple device types and

operating systems

•  Efficiently test how applications would

run on new operating systems

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

 

Help clients virtualize and consolidate

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Address security concerns

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Enable business continuity



 

Deliver help desk services



 

Conduct Assessment review

Business Partner services complement IBM SmartCloud

Desktop on the IBM Cloud, creating new opportunities



 

Offer network services

SmartCloud Desktop on the

IBM Cloud



 

Supply and manage hardware

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Base Deal Margin

Higher Value Services:

2X-4X Base Margin

*

Base Margin +15%

Example of driving organizational value

Smart Business Desktop on the

IBM Cloud – 500 VM deal

Add: BP Level 1 HelpDesk

Add: Business Continuity

Virtualization/desktop, other…

Expand your margins more than

2X

by adding your services

or GTS services to SmartCloud Desktop on the IBM Cloud

The potential profit margin(s) represented is/are for illustrative purposes only and is/are not intended to be a guarantee of the margin(s) a Business Partner may realize. Approximate margins projected using IBM list prices and standard Business Partner discounts who acquire directly from IBM. There is no guarantee IBM will sell the services at those discounts in the future nor that the actual sales price will reach IBM's list price.

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We are anxious to work with you to grow your services

business with IBM s robust portfolio of channel-ready

cloud and managed services offerings

IBM Smart Resilience

Cloud

Managed and Professional

Security Services

Managed Services

Data Center Services

Infrastructure and

Workplace Services

•  Asset-based and globally

delivered services

•  Incentives

•  Pre-sales support teams

•  Marketing and campaign tools

•  Sales kits and training

•  Sales tools

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