3. Revendeurs Cloud – RV des Experts
Loic Simon
Cloud Channel Development Executive
Global Business Partner & Mid Market Cloud Reseller
IBM France
loic_simon@fr.ibm.com
@cluballiances @clubcloudibm
Blog: http://clubcloud.blogspot.com
5. Revendeurs Cloud – RV des Experts
L'objectif de cet atelier animé par des experts d'IBM et
du Club Cloud des Partenaires est de partager
expérience et expertise sur le développement du
business Cloud par des revendeurs, des VARs, des
intégrateurs fonctionnels qui sont déjà ou veulent Cloud Reseller
devenir des revendeurs cloud, des cloud brokers, des
intégrateurs SaaS et qui veulent donc intégrer,
revendre, voire agréger [comme le font certains VADs]
des services de Cloud public de type IaaS, PaaS ou
souvent SaaS
6. Revendeurs Cloud – RV des Experts
Quelles sont les tendances du marché et les
perspectives pour les Cloud Brokers et les
Intégrateurs SaaS?
Comment développer un business Cloud lorsqu’on
est VAR Régional et/ou Intégrateur Fonctionnel?
Cloud Reseller
Quel est le retour d’expérience de vos pairs?
Comment profiter des offres et des programmes
d’accompagnement d’IBM et de ses Partenaires VADs
et Editeurs
7. Explosion des besoins des entreprises et des opportunités
Big Data
Mobilité
6B 240B
Téléphones Mobiles
90% Capteurs en 2016
des entreprises
passeront au Cloud
d’ici 2015
Social Biz Apps
450B 420M
Transactions business / Moniteurs de santé
jour sur Internet en 2020 sans fil en 2014
8. Fort développement de l’écosystème Cloud en France
De son côté, Aspaway, hébergeur français,
fait appel à un Cloud IBM pour répondre aux
projets d’hébergement et d’externalisation
d’applications en mode SaaS de ses clients .
11. Etes-vous un Revendeur Cloud?
Client
Aujourd’hui
Intégrateur Fonctionnel
SSII
VAR Cloud Reseller
Dans le Cloud
Fournisseur de BPaaS
Intégrateur de Services Cloud Applications
Agrégateur de Services Cloud
Distributeur de Services Cloud Cloud Provider
Revendeur de Services Cloud
Cloud Broker [Agent] Infrastructures
Cloud Builder
Technologies
12. Le 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
13. … pour un Revendeur Cloud
Client
SmartCloud Solutions
SmartCloud for Social Business
IBM Commerce on the Cloud
Cloud Reseller
SmartCloud Services
SmartCloud Enterprise Applications
SmartCloud Enterprise+
SmartCloud Application Services Cloud Provider
SmartCloud Enterprise – Object Storage
Managed Security Services Infrastructures
Cloud Builder
Technologies
14. … et aussi…
Client
Cloud Enabled Solutions
Solutions d’éditeurs portées sur IBM SmartCloud
Enterprise et SmartCloud Application Services Cloud Reseller
Applications
Cloud Provider
Infrastructures
Cloud Builder
Technologies
15. Additional Business Partner services that support and
complement the IBM SmartCloud Enterprise services.
Cloud Strategy Cloud Migration BP Assessment
Consultancy Readiness review
Services Review
Only applications that can Following on from your Subject matter experts to undertake
Formulate the cloud strategy
be virtualized can be hosted cloud migration an assessment review to design a
for the business
on a cloud, so help your consultancy, you perform roadmap and help the client build
client identify and virtualize if going to the cloud is the their own cloud business case
selected applications right path forward
Business
Continuity* Cloud Migration
Plan Implementation
Enable business and IT Services
availability and continuity, for Build
Project management, transitional
both normal day-to-day and and implementation services,
unusual/crisis operations. education, disposal of legacy
assets
Security* Deliver Networking
Establish client security IBM is “supplying the dial tone”
and access policies so you can supply the
networking services
Instance & Image Software Customer
Administration
Management Licensing
Support
* Indicates additional Manage the virtualized Offer your client the right Assist the client with help and
opportunity for access and the instances software licenses for the support to administer the
Business Partners to and images (Private and virtualized environment cloud account
resell GTS channel- Enterprise community)
enabled cloud services.
16. Opportunités avec l’écosystème IBM SmartCloud
Application ISVs, other
partner ecosystems
IBM
Delivered Anchor Industry Ecosystem Other IBM /
SaaS Solutions Enablers ISV Plats
Services
Platform
ISVs
ISVs ISVs
Common Cloud Management Platform
Cloud Reference Architecture
17. 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
18. Nos experts à votre disposition à Partner VIP
Infos – RV
Anna Armillotta – Camilla Hougaard
Revendeurs Cloud
IBM SmartCloud Solutions Loic Simon
Christophe Laurence Christophe Laurence
IBM SmartCloud Services Editeurs
Nicolas Baron Jean-Pierre Descamps
Christophe Laurence
IBM SmartCloud Foundation MSPs
Claude Riousset Patrick Bouillaud
Florence Marcel
Cloud Builders
Loic Simon
Yves Blanchet
19. Autres ateliers, RV d’affaires, 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
20. 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
Loic Simon
Cloud Channel Development Executive - IBM
clubcloud.blogspot.com
loic_simon@fr.ibm.com
+33 6 76 75 40 71
Notas do Editor
We’ve built IBM’s next-generation service delivery platform to be configured to meet the requirements for enterprises. We call this cloud delivery platform “IBM SmartCloud.” So, what makes this unique is that we’re giving you options. We have three choices for deployment across private & hybrid clouds, managed services or delivered as software as a service. And we are offering unprecedented choice across business design, service levels and deployment models. The SmartCloud Services Platform is specifically designed to serve as an integration point for our Technology Services, Consulting Services, Software, Hardware and Research capabilities.
{DESCRIPTION} Cloud Strategy Services Formulate the cloud strategy for the business Cloud Migration Consultancy Only applications that can be virtualized can be hosted on a cloud, so help your client identify and virtualize selected applications Readiness review Following on from your cloud migration consultancy, you perform if going to the cloud is the right path forward BP Assessment Review Subject matter experts to undertake an assessment review to design a roadmap and help the client build their own cloud business case Cloud Migration Implementation Services Project management, transitional and implementation services, education, disposal of legacy assets Networking IBM is “supplying the dial tone” so you can supply the networking services Customer Administration Support Assist the client with help and support to administer the Cloud account Software Licensing Offer your client the right software licenses for the virtualized environment Instance & Image Management Manage the virtualized access and the instances and images (Private and Enterprise community) Security* Establish client security and access policies Business Continuity* Enable business and IT availability and continuity, for both normal day-to-day and unusual/crisis operations. * Indicates additional opportunity for Business Partners to resell GTS channel-enabled cloud services. {TRANSCRIPT} This is a slide that I really like to try and use to get my business partners excited about this offering. As infrastructures a service, you can imagine that there’s quite a bit of services and or additional things that can be tacked on top of this offering. If you think about it in laymen's terms, think about your laptop. If you simply had the hardware and didn’t have anything else on top of it, what opportunities could you do with that particular infrastructure? You could install Microsoft office on it and create your Power Point slides, you could put Lotus Notes on it and collaborate with your team mates. There’s also all sorts of services that you could execute with that infrastructure. We talked about some of the use cases and things like that. But from a business partners perspective, let’s look at the types of services that they could offer to their customers who are interested in using this service. So we’ve got the straight up resale offering that we like to position as a great competitive advantage over some of our competition but we’ve also got additional services that we can resell on top of it. In the left hand side of the slide we’ve got some stars next to business continuity, while we’re talking about backup and resiliency. We’ve got security services that we can tack on top of and encourage those services to be resold at the partner level. But we also like to really encourage the business partners to really start building their own services offerings around this platform. So strategy services, migration, whether or not they are ready, their application is ready for cloud environment, assessments, implementation of actual migration networking, software licensing, management and instant image management. Those are some of those things that in addition to having residual income at the resell level we like to encourage these customers and business partners to look at this as building their own recurring and/or one time services built on top of the infrastructure.
The IBM Smart Cloud platform focuses on how optimally enable this type of transformation. One of the strengths of IBM Smart Cloud is it’s underpinnings. It is build on a Cloud Reference Architecture and Common Cloud Management Platforms that embody the collective strength and expertise of IBM Technology – Software and Hardware, along with the unique IBM know-how and expertise garnered from 1) implementing thousands of Cloud infrastructures world-wide and 2) managing IT environments for some of the most demanding companies around the world for decades. It’s a combination that no other vendor can match. The IBM Smart Cloud becomes a platform that spans deployment options from Private, to Public, to Hybrid. It’s a platform that we use to deliver other services, along with applications that come from IBM (Software Group), Industry solutions meant to address specific challenges across a broad array of industries. Additionally it is a platform for Eco-systems to exploit and leverage – whether as a solution platform in the case of integrators or as a platform for ISVs. Additionally ISVs can integrate at the platform level – providing their value-add to applications and solutions on top