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CMS Ecosystem Overview January Platform MOR Ed Bottini / Chuck Masur

CMS Ecosystem Overview January Platform MOR Ed Bottini / Chuck Masur. Version 4.0. Specific Sales Plays will drive our success. SCE+ / SAP plan. SCE / SCAS plan. From October Strategy Team meeting. 2013 GTS Cloud Ecosystem Initiatives.

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CMS Ecosystem Overview January Platform MOR Ed Bottini / Chuck Masur

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  1. CMS Ecosystem OverviewJanuary Platform MOREd Bottini / Chuck Masur Version 4.0

  2. Specific Sales Plays will drive our success SCE+ / SAP plan SCE / SCAS plan From October Strategy Team meeting

  3. 2013 GTS Cloud Ecosystem Initiatives Drive Value - through Solutions running production on CMS Platforms • Application Management for MS Exchange and next 5 Workloads (Infor, Ricoh Global Print, Siemens, etc under evaluation) • Core / Invest (Puresystems validated) ISVs to SCE+ • Recruit Cloud Centric SaaS Providers to SCE / SCAS Extend Distribution – to extend geographic and market sales reach • White Label /Prime Bidder entry of new markets (GMU) • Software Vendor Licensing and Contracts (MicroSoft, Red Hat, SAP) Expanded Ecosystem Mission with a Reduced Investment Plan • Shift resources from SCE in 2012 to primarily SCE+ in 2013 • Transitioning Tech Provider mission to offering team • Cloud Centric will be more self service and web / BP based as OO owners • Dependency on IOTs to provide Ecosystem Prioritization and Execution

  4. Key Ecosystem Actions in 1st Half of 2013 January • Staff / Activate improved Ecosystem Technical Enablement: • GTS Technical Hub (technical definition of sales plays, educating OI teams, and OO deal support) • IDR Center of Excellence (IDR OI focals for their coverage teams) • Staff GMC Marketing resources and launch Marketing Kits around high priority partners per IOT February • PartnerWorld Leadership Conference : • Expand Ready for SmartCloud Services Validation program to SCE+ and SCAS • Launch SaaS Production / Web Hosting use case page addition to SCE website March • European Ecosystem Technical Advisory Q2 • Launch MS Exchange play withPerimiter and Ceryx • External dependency on MS 2013 portfolio launch and internal dependency on unmanaged VM capability Complete In Progress Complete

  5. 2013 Cloud “Activated Win” Targets – by Geo & Type Targets: (These are full year plans with 1H/2H targets as guidance) • ISV ASL / PPA cloud deals meeting revenue objective (new or existing*) • Any ISV SCE+ contracts plus ISV SCE / SCAS contracts (new or existing*) meeting revenue objective. • Plans set as a blend between geo (75%) and global (25%) attainment to foster team work and allow for the ubiquitous nature of the cloud Example: NA Plan is (.75*119) + (.25*250) = 151.75 blended Example: NA finishes at 116 total deals but global finishes at 260 then NA would be (.75*116) + (.25*260) = 152 or 100.2% of the blended plan Minimum revenue contribution requirements: • ASL or PPA = $25,000 in revenue billed YTD • SCE = $ 5,000 in revenue billed YTD • SCE+ = Any Qualifying Contract *NOTE: Existing deal are deals that closed in 2012 that have not met the new clip levels

  6. IDR Cloud Center of Excellence (CoE) The CoE: Is a single, global virtual team that provides cloud sales support for application providerISVs, who plan to offer a SaaS solution. The CoE specializes in complex SCE and SCE+ deals. It will be staffed and managed by IDR, funded by GTS CMS and will work to complement the IDR PE/TE and Cloud BDE geo teams in pursuit of cloud deals. Skills: • Subject matter experts on all Cloud Managed Services (CMS) solutions & offerings (SCE, E+, SCAS) • Architecture expertise with a major on SCE+ • Business model and technical cloud expertise • Knowledge of and ability to help execute sales plays • Value propositions for IBM CMS offerings & competitive expertise • Marketing to promote partner cloud solution growth Capabilities / offerings: • ISV Self Assessment, business model analyzer, technical marketing & field enablement deliverables • Showcase, public catalog, Ready for Smart Cloud Services When to engage: • Partner needs  solution definition  solution proposal  implementation One Stop Shop for: • Consistent delivery and response to identified ISV opportunities • Specialized skills offered on global basis • Seamless linkage to GTS team Timing: • Fully operational by end of February 2013 Measurement: • Aligned with IDR top sheet metrics ISVs GTS Cloud CoE IDR S&SG

  7. 2013 IDR / Cloud Sales Plays

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