Channel Opportunities to Build Your Own Cloud Solutions Amy Anderson IBM Cloud Partner Programs

1. November 7, 2011 Channel Opportunities to Build Your Own Cloud SolutionsAmy Anderson IBM Cloud Partner Programs @ibmemergingtech

2. 2 Cloud computing allows companies to rethink IT and reinvent the way they do business Reinvent Business • Faster time to market for new services • Increased focus on differentiated processes • Meet changing customer expectations, direct access to technology Efficiency Transformation Business transformation through industry Rethink IT • Rapidly deliver services • Integrate services across cloud environments • Increase efficiency Economics of computing are changing

3. From over 2,000 engagements, we see four major Client Cloud Adoption Patterns emerging Cut IT expense and complexity through a cloud enabled data center Accelerate time to market with cloud platform services Gain immediate access with business solutions on cloud Innovate business models by becoming a cloud service provider Capabilities provided to consumers for using a provider’s applications running on a cloud infrastructure Integrated service management, automation, provisioning, and self service Integrated stack of middleware optimized for automated deployment and management of heterogeneous workloads that dynamically adjusts Advanced, reliable, highly secure and scalable platform for creating, managing, and monetizing cloud services

4. Design Consume Deploy We've been working with Business Partners through these five cloud business models CLOUD APPLICATION PROVIDERS CLOUD INFRASTRUCTURE PROVIDERS CLOUD SERVICES SOLUTION PROVIDERS A global ecosystem of partners CLOUD BUILDERS CLOUD TECHNOLOGY PROVIDERS

5. Our partner business models map to the client buying patterns Cut IT expense and complexity through a cloud enabled data center Accelerate time to market with cloud platform services Gain immediate access with business solutions on cloud Innovate business models by becoming a cloud service provider Integrated service management, automation, provisioning, and self service Integrated stack of middleware optimized for automated deployment and management of heterogeneous workloads that dynamically adjusts Capabilities provided to consumers for using a provider’s applications running on a cloud infrastructure Advanced, reliable, highly secure and scalable platform for creating, managing, and monetizing cloud services SOLUTION PROVIDER Cloud Builder SOLUTION PROVIDER Cloud Builder SOLUTION PROVIDER Cloud services ISV Cloud Infrastructure Provider Cloud Application Provider Cloud Technology Provider

6. Within each client buying pattern we have defined 22 projects to get your clients started Cloud Enabled Data Center Cloud Platform Services Business Solutions on Cloud Cloud Service Provider • Build the Cloud Infrastructure • Enable Applications in the Cloud • Extend Applications in the Cloud • Social Business • Reducing total cost of ownership of B2B Integration • Enable Global Supply Chain and Inventory • Digital Marketing Optimization • Business Process Redesign • Monitoring as a Service • Desktop Cloud • Create a Cloud Strategy and Roadmap • Consolidate and Virtualize your Infrastructure • Image and Virtual Environment Management • Implement an Entry Cloud Infrastructure • Implement an Advanced Cloud Infrastructure • Access Compute and Storage as a Service • Applications on Private Cloud • Develop and Deploy Cloud Applications • Delivering Dev and Test Environments Cloud Service Security Cloud Assurance Integrate and Manage a Hybrid Cloud Cloud Service Management and Integration

7. WHAT ROLE WILL YOU PLAY? Cloud Builder Application Provider Services Solution Provider Infrastructure Provider Technology Provider Partners who build and resell… Partners who deliver… Win higher value, higher margin deals through consultative and solution selling of multiple IBM offerings to build private clouds Deliver applications through the cloud, such as with Software as a Service (SaaS). Have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients. Provide a public cloud service on which application vendors and companies can host their solution. Provide the tools, services, and technologies that help other IBM Business Partners and enterprise clients use the cloud more effectively Technology Providers

8. Infrastructure Providers Have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients. Provide a public cloud service on which application vendors and companies can host their solution. How to Make $$ Roadmap Skills & Education Support Resources

9. How Infrastructure Providers Make Money Hosting Fees Managed Services Integration Services Value add services such as: Metering / Billing Security Consulting Helpdesk

10. Infrastructure Provider Roadmap 3 Workload Virtualization 2 Image Virtualization 1 Hardware Virtualization IBM Workload Deployer WebSphere Virtual Enterprise IBM Middleware HyperVisor Edition Images Tivoli Provisioning Manager IBM CloudBurst Tivoli Service Automation Manager IBM Service Delivery Manager Workload Optimized Systems Infrastructure Management Image Management Integrated Middleware • Virtualization of hardware resources in the data center • Management of virtualized infrastructure • Virtualized infrastructure leads to creation of “virtual” software images • Proliferation of virtual software images leads to management challenges • Images are combined into patterns representing middleware workloads • Workloads encapsulate well defined combinations of integrated middleware

11. Infrastructure Provider Next Steps • Use the Cloud Technology Progression paths to determine the appropriate entry point and cloud enablement project. • Define a project plan. • Leverage IBM’s enablement tools and resources to complete your project.

12. Basic Requirements Cloud Computing Basics Infrastructure Skills Consultative Selling Cloud Sales Certification (Test 000-032) Additional Requirements Virtualization & Platform Management Service Management Image Management Infrastructure Provider Skills You Will Need - Sales

13. Basic Requirements Infrastructure Technical Skills IBM Cloud Computing Reference Architecture Cloud Technical Certification (Test 000-280) Additional Technology-Specific Requirements Virtualization & Platform Management IBM Director Network, Storage Manager VMWare Service Management Tivoli ISDM: Service Automation Manager, Provisioning Manager, Usage & Accounting Manager IBM SmartCloud Enterprise Deploy workload patterns in the Cloud IBM Workload Deployer Infrastructure Provider Skills You Will Need - Technical

14. Where to get Sales Education Cloud Sales Skills Duration Education Resource Links Basics Cloud Computing Basics 37 Min 10 Min 1 Hour Cloud web lecture for Business Partners Quick Reference Guide Know Your IBM IBM Cloud Reference Architecture 1 Hour Recorded Webcast Cloud Sales Guide for Business Partners 30 min Sales Guide Consultative Selling 1 Hour 1 Hour White boarding Sales Simulator Cloud Sales Certification 75 Min Overview & prep test (Course id 2992, free for BPs) Extended Tivoli Integrated Service Delivery Manager 2 Days SEE NEXT PAGE IBM SmartCloud Enterprise Various Services training and education Business Partner Sales Kit IBM Workload Deployer 1 Hour Various Capturing the Cloud developerWorks article Sales Kit Brand – Systems & Storage (STG) 3 Days Various Top Gun Classes Systems College Brand – Software (SWG) 1 Day Various Cool Cash Cloud Workshops Software College

15. Where to get Technical Education Cloud Technical Skills Duration Education Resource Links Basic IBM Cloud Reference Architecture 1 Hour Recorded Webcast IBM System Architect Handbook Varies Redbook Building Private Clouds 3 Day IBM Technical Cloud Bootcamps Cloud Technical Certification 75 Min Overview & Preparation Extended IBM Systems Software Various Systems College- Software Tivoli Integrated Service Delivery Manager 2 Months SEE NEXT PAGE IBM Workload Deployer 2 Hours Education Assistant Self-paced Training Brand – Systems & Storage (STG) Various Systems College Brand – Software (SWG) Various Software College Return Next

16. IBM Innovation Centers provide support to Cloud Partners Technical Enablement Go-to-Market Support Linkage to Value Net Partners CEEMEA • Bratislava • Bucharest • Budapest • Cape Town • Casablanca • Istanbul • Johannesburg • Kiev • Moscow • Prague • Warsaw EUROPE • Amsterdam • Barcelona • Dublin • Ehningen • Hursley • La Gaude • Milan • Paris • South Bank • Stockholm • Tel Aviv • Zurich NORTH AMERICA • Austin • Chicago • Dallas • San Mateo • Toronto • Waltham ASIA • Bangalore • Ho Chi Minh City • Kuala Lumpur • Manila • Seoul • Shanghai • Sydney • Tokyo CENTRAL AMERICA • Mexico City LATIN AMERICA • Sao Paulo Next PartnerWorld Information Link

17. IBM PartnerWorld Cloud Portal www.ibm.com/partnerworld/cloud Starting point for all Cloud resources for IBM Business Partners Featured announcements, tools, offerings, education Solutions for application developers, cloud builders, and IBM Cloud services resellers Links to additional essential resources Updated Monthly Return

18. Thank you! For more information, please visit: http://www.ibm.com/cloud