This document discusses an event for managed service providers (MSPs) to discuss cloud market trends, business models, and partnership opportunities with IBM. The event includes workshops, business meetings, and a stand with IBM experts. Attendees can learn about IBM's cloud offerings, exchange experiences with peers, and understand how to develop an infrastructure provider business and leverage IBM programs. The document also outlines IBM's cloud portfolio and additional smart cloud services for MSPs and cloud providers.

1. Managed Service Providers
RV des Experts
du Club Cloud des Partenaires

2. Managed Service Providers – RV des Experts
Patrick Bouillaud
Client Executive MSP’s & ISV’s
Global Business Partner & Mid Market IBM
France
pbouillaud@fr.ibm.com
@pbouillaud
Blog: http://pbouillaud.wordpress.com

3. Managed Service Providers – RV des Experts
Quelles sont les tendances du
marché du Cloud et les
perspectives pour les MSP?
Comment développer un business
de Cloud Infrastructure Provider?
Quel est le retour d'expérience de
mes pairs?
Comment profiter des offres et des
programmes de partenariat d’IBM
et de ses partenaires?
Cloud Provider
Infrastructures

4. Principaux Business Models Cloud
Client
Client
Cloud Reseller
VAR
ISV
Applications
MSP Cloud Provider
CSI
Technologies Infrastructures
Cloud Builder
Technologies

5. 6 ateliers, des RV d’affaires, un stand IBM
A la demande toute la journée
RV d’affaires avec des Experts et Dirigeants IBM
12h10
Stand IBM & Club Cloud des Partenaires
Revendeurs Cloud
RV des Experts
14h10 - Retour d’Expérience
Managed Private Cloud
[MSP & Editeur] 13h20
Editeurs
RV des Experts
12h10 - Comprendre l’offre
IBM SmartCloud Foundation 14h10
Zoom sur PureSystems MSPs
RV des Experts
11h00
Cloud Builders
RV des Experts

6. All IT deliver the same kind of outcomes to their clients thru, roughly, the same
processes. IT service delivery is first a question of Service Delivery processes.
IT  Value IT
Organization  Cost Clients
Order a service
 Application
Approve a service  Platform
 Infrastructure
Build a service IT (cloud)
Technology ?
Deliver a service
Operate a service
Charge for a service
Close / Suspend a service

7. All IT deliver the same kind of outcomes to their clients thru, roughly, the same
processes. IT service delivery is first a question of Service Delivery processes.
IT  Value IT
Organization  Cost Clients
Order a service
 Application
Approve a service  Platform
 Infrastructure
Build a service Service Delivery
IT (cloud)
Technology ?
Processes
Deliver a service
Operate a service
Charge for a service
Close / Suspend a service

8. Many IT have engaged efforts to improve technology management efficiency.
IT
Organization
Order a service
 IT Capabilities
 IT Cost
Approve a service
Build a service
IT Deliver a service
Ind
us
ial tr
Downsizing iza Operate a service
Virtualization tio
Automation n
DC consolidation
Server consolidation Charge for a service
System management
Outsourcing…
Close / Suspend a service
-8-

9. Many IT have engaged efforts to improve technology management efficiency.
But IT clients need an efficient IT Service.
IT  Value IT
Organization  Cost Clients
Order a service
 IT Capabilities • Internal or External clients
 IT Cost ? • Production, Pre-prod, Dev, Test
Approve a service • Transactional, Analytic, HPC,
Collaboration
• Core business, Back office, ERP
Build a service
Front office, CRM
• Sales, Marketing, Design,
IT Deliver a service Factory floor, Delivery
Ind
us
ial tr
Downsizing iza Operate a service
Virtualization tio
Automation n
DC consolidation
Server consolidation Charge for a service
System management
Outsourcing…
Close / Suspend a service
-9-

10. Cloud allows IT to better serve Lines Of Business while reducing costs
Cloud allows Business Lines to reduce Time To Market and enhance agility
 Downsizing
What’s New
 Effectiveness
 Virtualization
 Automation
with Cloud  Simplicity
 DC consolidation
 Server consolidation
Computing ?  Agility
 Flexibility
 System management  Reactivity
…  Availability
 Completeness  Value
 Rightness…
 Cost
Traditional
Outsourcing & Traditional Delivery IT
Technology
Suppliers
Hosting Partners  Model   Application
 Platform
Clients
 Infrastructure
 Order ?
?  Application  Approve ?
Cloud Service
 Platform
Delivery
 Infrastructure
 Build ?
Cloud Technology & Cloud Service  Deliver ?
Solutions Suppliers Suppliers  Operate ?
• Self-Service Portal
• Resources pooling
• Broad network access  Charge ?
• Rapid elasticity
• Measured Service…  Close/Suspend ?
- 10 -

11. Cloud is not just about technology – it is a paradigm shift.
“We need to be ahead of the curve in restructuring our IT organization to meet
the needs of the business.” Source IBM CIO Study
 Downsizing
What’s New
 Effectiveness
 Virtualization
 Automation
with Cloud  Simplicity
 DC consolidation
 Server consolidation
Computing ?  Agility
 Flexibility
 System management  Reactivity
…  Availability
 Completeness  Value
 Value  Rightness…
 Cost
 Cost
Traditional
Outsourcing & Traditional Delivery IT
Technology
Hosting Partners  Model   Application Clients
Suppliers IT as a  Platform
 Infrastructure
 (cloud)
Order ?
 Application  Service
Approve ?
Cloud Service
 Platform
Provider
Delivery
 Infrastructure
 Build ?
Cloud Technology & Cloud Service  Compliance
Deliver ?
Solutions Suppliers Suppliers  Integration
Operate ?
• Self-Service Portal  Security
• Resources pooling
• Broad network access  Performance
 Charge ?
• Rapid elasticity  Availability
• Measured Service…  Close/Suspend ?
 Continuity…
- 11 -

12. Cloud is not just about technology – it is a paradigm shift.
“We need to be ahead of the curve in restructuring our IT organization to meet
the needs of the business.” Source IBM CIO Study
 Downsizing
What’s New
 Effectiveness
 Virtualization
 Automation
with Cloud  Simplicity
 DC consolidation
 Server consolidation
Computing ?  Agility
 Flexibility
 System management  Reactivity
…  Availability
 Completeness  Value
 Value  Rightness…
 Cost
 Cost
Traditional
Outsourcing & Traditional Delivery IT
Technology
Hosting Partners  Model   Application Clients
Suppliers IT as a  Platform
 Infrastructure
 (cloud)
Order ?
 Application  Service
Approve ?
Cloud Service
 Platform
Provider
Delivery
 Infrastructure
 Build ?
Cloud Technology & Cloud Service  Compliance
Deliver ?
Solutions Suppliers Suppliers  Integration
Operate ?
• Self-Service Portal  Security
• Resources pooling
• Broad network access  Performance
 Charge ?
• Rapid elasticity  Availability
• Measured Service…  Close/Suspend ?
 Continuity…
- 12 -

13. Portefeuille d’offres Cloud IBM
Business Process as a Service
Software as a Service
Smarter Commerce
Platform as a Service
Infrastructure as a Service Social Business
Design Deploy Consume
Business Analytics
Smarter Cities
Existing Infrastructure
Engagement dans les normes ouvertes et vis-à-vis d’un large écosystème

14. … pour les MSPs et les Cloud Providers
Client
Cast Iron Cloud Integration
Workload Deployer
PureApplication Systems Cloud Reseller
SmartCloud Provisioning
SmartCloud Entry
PureFlex Systems Applications
Cloud Provider
Infrastructures
Cloud Builder
Technologies

15. En complément…
Client
SmartCloud Services
SmartCloud Enterprise Cloud Reseller
SmartCloud Application Services
SmartCloud Enterprise – Object Storage
Virtualized Server Recovery
Applications
Managed Security Services
Hosting & DataCenter Services
Cloud Provider
Infrastructures
Cloud Builder
Technologies

16. Support IBM: de la génération d’opportunités au cash flow
Predictability of margins
Guaranteed margins for
value
Financial
Increased
Higher offerings to
marketing funds Partner Profit improve cash flow
linked to ROI
drives future
investments
Skills and Technical Specialty
Resources – programs to drive
Resources for our BPs value
“champions for growth” dedicated, aligned,
feet on the street communities

17. Documents et présentations de partage
d’expérience et d’expertise sur le site du Forum du
Club Cloud des Partenaires:
www.forumcloubibm.com
Actualité, curation, points de vue sur l’écosystème
Cloud
sur le blog du Club Cloud des Partenaires:
http://clubcloud.blogspot.com