1. How to Leverage Business Partners ’ Migration to SaaS/Cloud ? Loic Simon [email_address] +33 6 76 75 40 71 http://www.linkedin.com/in/loicsimonibm http://www.twitter.com/cluballiances http:// www.cluballiances.com Business Development Executive - Club Alliances Business Partner Organization - IBM France

3. Agenda Creating & Leveraging SaaS/Cloud Channels Questions & Discussion ! Cloud/SaaS : Situation & Challenges Club Alliances : Lessons & Perspectives

7. Description of Cloud Computing

9. Despite the hype, few customers are adopting cloud today Source : MI analysis; Gartner, “User Survey Analysis: Cloud Computing Requires More Education and Specific Approaches in 2009,” June 2009; N=473 When it comes to cloud computing, which statement most closely describes the situation within your organization? Only 11% of respondents have a plan or are implementing cloud computing initiatives in 2009 71% of respondents are unfamiliar or are in the education phase. Portion of survey respondents Planning or implementing Not interested or waiting Buyer Behavior Other We expect to develop a plan related to cloud computing in 2009 We have already developed a plan or plans related to cloud computing and will be implementing them in 2009 We have done research and are waiting to see what cloud-computing providers emerge before we determine any kind of action plan I have heard of the term but don't know what it means We have looked into cloud computing and don't expect to develop any plans related to it or to get involved with it in 2009 I have not heard of cloud computing We are researching cloud computing and trying to see if and where it might benefit us Educating

10. Companies like IBM are rapidly growing their Portfolio of Offerings across Cloud framework Cloud Ecosystem Consulting Services Infrastructure-as-a-Service Business Process-as-a-Service Application/Software-as-a-Service Platform-as-a-Service Enterprises SMB Internet / Intranet LotusLive MBPS Offerings Tivoli Service Providers Information Protection Services Virtual Cloud Storage Desktop as a Service Computing On Demand* DB2 Websphere Rational SoFS Security Cloud Svcs Test Cloud SEP Security Cloud Svcs RMIS / eRMIS AOD*

11. The majority of RSIs/ISVs in Europe use or plan to use SaaS or Appliances to deliver Software % « Longer-term acceptance of SaaS for mission-critical business processes is growing -- not only with SMB customers, but Large Enterprises » Source : Saugatuck 2008

12. SaaS : Not only for CRM & Collaboration! « Although collaboration and CRM continue to lead the SaaS charge, "core" systems of record (e.g., finance, HR) and BI / CPM are growing quickly as well ». Source : Saugatuck 2008

13. Market moves to « Everything as a Service » !

16. SaaS ISV Context : The Big Switch !

17. ISV embracing SaaS face Challenges in many Areas HCM SaaS Solution Delivery [Run] SaaS Solution Enablement [Build] SaaS Business Integration [Implement] Integration Change Management Business Consulting Infrastructure Architecture Development Platform [PaaS] Application Architecture Managed Services Delivery Platform [IaaS] Delivery Architecture SaaS Business Development [Sell] Lead Generation & Pre-Sales Partners Recruitment & Enablement Marketing Strategy SaaS Business Model [Package] SaaS Operations & Customer Service Marketing & Distribution Channels Solution Packaging Need for : Expertise [Consulting, Models, Templates…] & Services [Support, Skills, Resources, Platforms…]

22. Agenda Creating & Leveraging SaaS/Cloud Channels Questions & Discussion ! Cloud/SaaS : Situation & Challenges Club Alliances : Lessons & Perspectives

23. SaaS : Need for Integration & Customization Partners

24. Will use MSPs as SEAP hub for customers Will build their own complete SEAP solution Will take off-the-shelf HW/SW and propose customized solution platform Will recommend IT solutions to their customers (virtual CIOs) Will recommend business solutions to their customers

26. SaaS/Cloud Distribution & Influence Channels will take various forms…

27. … including « Vertical Channel »

28. … with various and complementary roles

29. SaaS/Cloud Ecosystems

30. SaaS/Cloud Ecosystems

31. SaaS/Cloud Actors : « Augmented Reality » !

32. Multiple Business Models, blurred !

33. Agenda Creating & Leveraging SaaS/Cloud Channels Questions & Discussion ! Cloud/SaaS : Situation & Challenges Club Alliances : Lessons & Perspectives

34. Distribution & Go-To-Market as a Key Differenciator for « SaaS/Cloud Platforms »

35. Club Alliances is an Initiative to increase IBM France’s « Force of Gravity »

38. Club Alliances promotes a Solution as a Service Model

39. Solutions as a Service for Industry Verticals and LOB Industry Sector Manufac-turing Transpor-tation Healthcare Retail Sales & Marketing CFO R&D … LOB HR Local Gvt … CIO

40. Contractual relationships for Solutions as a Service Club Alliances SaaS Platform Partners End Customer Club Alliances Members Business Integrator Large Customer or Federation MARKET IBM

42. A clear Need for Marketing 2.0 ! Source IDC, estimate is at the lower boundary of the market numbers Reaching 200k+ Mid-Market companies in France is uneconomical through “push” marketing alone. “ Pull” marketing is key to reach the full breadth of the French Mid-Market. IDF Ouest: 396 840 companies Main Sectors : Agriculture, fishing industries, meat and all agro industries, Telco, Industry (electronics, mechanic equipments boat construction, Services (tourism) IDF: 688 775 companies Main Sectors : Services (to enterprises), Retail, R&D, Industries (printing, consumer goods, pharma, perfumes, equipments, auto), Media and Telco.

43. Credibility & Visibility to « Pull » Leads

49. Agenda Creating & Leveraging SaaS/Cloud Channels Questions & Discussion ! Cloud/SaaS : Situation & Challenges Club Alliances : Lessons & Perspectives

50. Channels 1.0 Channels 2.0 What’s Going Out What’s Coming In Responsiveness is critical

51. Channels 1.0 Channels 2.0 What’s Going Out What’s Coming In Responsiveness is critical

52. Thanks – Q/A ! The best way to predict the future is to invent it - Alan Kay Loic Simon [email_address] +33 6 76 75 40 71 http://www.linkedin.com/in/loicsimonibm http://www.twitter.com/cluballiances http:// www.cluballiances.com Business Development Executive - Club Alliances Business Partner Organization - IBM France