ISV Cloud Program
- der schnelle Weg in die Wolke
Ing. Peter Ploiner
Manager Channel Business Development
Cloud Computing
1.
IBM
7,2 %
2.
HP
4,5 %
3.
Fujitsu
3,1 %
4.
Accenture
2,7 %
5.
CSC
2,1 %
Anteil in %
Unternehmen
Nettoumsatz GJ08*
IT-Services
27,6 (54,7 %)
Systemplattformen
6,7 (13,3 %)
Sonstige Produkte
16,1 (32,0 %)
Gesamt
50,5 (100 %)
Mrd. US$
Rang
Zusammengefasste Zahlen der Fujitsu Gruppe für das Geschäftsjahr, das am 31. März 2010 endete. US$1 = ¥93,43, €1 = ¥ 125,93
Nr. 3 globalen
IT-Services
Fujitsu Cloud Approach
Produkte mit Uplink
(Hybridcloud)
■
Rechenzentrum in der Box
(Primergy BX 400)
■
Erweiterung um Server,
Storage, Backup
Infrastructure as a Service
■
Server as a Service
■
Storage as a Service
■
Workplace as a Service
Business Enablement Services
■
ISV Cloud Programm
■
Vercloudifizierung der Software
ohne Eingriff auf Source Code
1
2
There are several 100.000s of ISVs worldwide
Over 98% of them have existing applications that are not SaaS ready
If Cloud and SaaS becomes as popular as currently assumed, then many
of these ISVs will feel pressure to move towards SaaS models
Situation of the ISV Market
Forecast: Global Public Cloud Market Size, 2011 to 2020
The spreadsheet detailing this forecast is available online
Total public cloud markets
(US$ billions)
0 30 60 90 120 150 180 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 BPaaS PaaS SaaS IaaS
Why SaaS? – Advantages for ISVs
Enter New Markets
Expand awareness & reach via the internet
Additional market offering beyond classical license sale
Participate in online market & branch places
More Efficient Sales
Integrated online sales & marketing
Integrated online delivery & service
Cost Reduction through Centralized Operating Model
Automated provisioning & reporting
Frequent & incremental upgrades
Continue using established Independent
Development Environment (IDE)
No new SW coding necessary
Fast SaaS enablement & time-to-market
No Fujitsu fees for enablement & usage
Options for ISVs to “go Cloud” with Fujitsu
Today: Instant use off existing application
New SW development in an environment for free
More options due to development from scratch
Intelligent integration into our Fujitsu Cloud
Outlook: Build new cloud applications
Re-use
Existing
The ISV Cloud Program
Our ISV Cloud Program Levels & Offerings
Marketplace
IaaS
BES -
Business
Enablement
Solution
IaaS
BES -
Business
Enablement
Solution
SaaS Registered
ISV
SaaS Complete
ISV
Strategically ranked
BES & Fujitsu Cloud
BES & Fujitsu Cloud & Marketplace / Visit 2011
BES only – for strategic reasons possible
PaaS development environment in preparation
Fujitsu ISV Offerings
PaaS
– ISV SW
development
environment
Key Elements of our Business Enablement SW
Account
Management
contracts
customers to
service providers
Subscription
Management
subscriptions of
customers / users
to services
Identity
Management
org & user info to
enforce service &
data policies
Reporting
various reports
for customers &
providers
Bill
Presentment
producing
invoices to
customers
Payment
Collection
collecting money
& handling
pay-ment problems
Service
Provisioning
registering
pro-ducts, providing
Tenant
Provisioning
providing a
product instance
Event
Management
record & retrieve
events, support
metering
Billing
accounting &
valuation of
subscriptions &
billing events
Portal
Web site for
cus-tomers & users to
buy & administer
Brand
Management
Customizable
Portal (Color,
Logo, Text)
Summary of Key Value Propositions
Cooperating
with Fujitsu
What's in it
for the ISV?
SaaS
ification
and Cloud use
without reprogramming
of the application
Revenue-share-model that implies
no pre-investment
No vendor-lock-in
from our Business Enablement SW
A global marketplace that ensures access to
new markets
One-stop-
shopping
and end-to-end
support
by Fujitsu
Our
global
IaaS-Platform as a solid foundation
The Fujitsu SaaS Marketplace
Complementing the ISV Cloud Program
BES SaaSification Process
Checklist „SaaS suitability“ Demo Workshop Evaluation Contract Integration Workshop Implement Integration (PoC) initial contact ready for commercial contract 30 minutes business model SW ownership web service calls 1-2 hours GUI look&feel integration basics identify work items offline free SW usage for PoC Fujitsu support commitment for PoC Customer Quote commitment ½ day Integration Guide training details of technical interfaces BES mapping to customer„s business case < 1 manweek customer implements web service calls declaration of technical services definition of marketable services test with friendly users< 2 weeks
http://www.diperia.com/de
Demo Environment
Checklist „SaaS suitability“
Technical criteria's to fit to FUJITSU‘s ISV CLOUD PROGRAM
The ISV has to be able to change the code of his software. The R&D of ISV has
to be flexible and product management has to briefed in order to establish a
second licensing model (SaaS).
The software should not be dependent of 3
rdparty software. If so, the third
party software should provide a SaaS licensing model.
Deployment of the software doesn‟t require a high degree of customizing. Only
little project specific effort should be provided per end user.
Web Frontend (i.e. JSP, JSF, PHP, .NET, ASP,.. ) OR software has to be
terminal server capable.
Software has to use web services (web service capabilities)
If software is not using web services, it has to be a java based application in
order to use the Fujitsu Java API directly. The API is well documented and can
be accessed easily. There are cookbooks and sample applications for a quick
ramp up.
Fujitsu's data centers
Last but not least – Security & Availability
Tier level 3+ for EU and equivalent certifications for the other regions
Access control utilizing visual and biometric recognition
Security
Data center disaster recovery/continuity
Synchronized and
automated archival options
Interrupt free maintenance
Single point of failures eliminated
Availability
Modularly extendable
Expansion space for a second "mirrored" data center
Extensibility
Saving on operation costs using innovative facility technology
Power Usage Effectiveness (PUE) value of 1.45
Analyst Feedback confirms our Strategy
Experton Market Insight
Cloud Vendor Benchmark 2011 – Deutschland Cloud Services: IaaS Public
P o rt fo lio -A tt ra kti vi tät Wettbewerbsstärke 100% 0% 50% 100% 0% 50% Fujitsu
Fujitsu Dynamic Cloud
Your Gateway
to Success
