1. ISV Cloud Program
- der schnelle Weg in die Wolke
Ing. Peter Ploiner
Manager Channel Business Development
Cloud Computing
OCG Arbeitskreis Cloud Computing Wien, 22. Juni 2011
Copyright 2011 FUJITSU

2. Nr. 3 globalen
IT-Services
Anbieter
Rang Unternehmen Anteil in %
1. IBM 7,2 %
2. HP 4,5 %
3. Fujitsu 3,1 %
4. Accenture 2,7 %
5. CSC 2,1 %
Nettoumsatz GJ08* Mrd. US$
IT-Services 27,6 (54,7 %)
Systemplattformen 6,7 (13,3 %)
Sonstige Produkte 16,1 (32,0 %)
Gesamt 50,5 (100 %)
Zusammengefasste Zahlen der Fujitsu Gruppe für das Geschäftsjahr, das am 31. März 2010 endete.
US$1 = ¥93,43, €1 = ¥ 125,93
1 Copyright 2011 FUJITSU

3. Fujitsu Cloud Approach
Produkte mit Uplink
(Hybridcloud)
1 ■ Rechenzentrum in der Box
(Primergy BX 400)
■ Erweiterung um Server,
Storage, Backup
Infrastructure as a Service
2 ■ Server as a Service
■ Storage as a Service
■ Workplace as a Service
Business Enablement Services
■ ISV Cloud Programm
3 ■ Vercloudifizierung der Software
ohne Eingriff auf Source Code
■ Flexible Abrechnungs-
möglichkeiten, Marktplatz
2 Copyright 2011 FUJITSU

4. Situation of the ISV Market
 There are several 100.000s of ISVs worldwide
 Over 98% of them have existing applications that are not SaaS ready
 If Cloud and SaaS becomes as popular as currently assumed, then many
of these ISVs will feel pressure to move towards SaaS models
Forecast: Global Public Cloud Market Size, 2011 to 2020
The spreadsheet detailing this forecast is available online
Total public cloud markets (US$ billions)
180
BPaaS
150
PaaS
120
SaaS
90
IaaS
60
30
0
2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
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5. Why SaaS? – Advantages for ISVs
Enter New Markets
 Expand awareness & reach via the internet
 Additional market offering beyond classical license sale
 Participate in online market & branch places
More Efficient Sales
 Integrated online sales & marketing
 Integrated online delivery & service
Cost Reduction through Centralized Operating Model
 Automated provisioning & reporting
 Frequent & incremental upgrades
 Easy scalable infrastructure
4 Copyright 2011 FUJITSU

6. Options for ISVs to “go Cloud” with Fujitsu
Outlook: Build new cloud applications
 New SW development in an environment for free
 More options due to development from scratch
 Intelligent integration into our Fujitsu Cloud
Today: Instant use off existing application
 Continue using established Independent
Development Environment (IDE) Re-use
Existing
 No new SW coding necessary
 Fast SaaS enablement & time-to-market
 No Fujitsu fees for enablement & usage
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7. The ISV Cloud Program
http://ts.fujitsu.com/rl/products/video/ISV_Cloud/flash/player.html
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8. Our ISV Cloud Program Levels & Offerings
PaaS – ISV SW
development
environment
Marketplace
Fujitsu ISV Offerings
BES - Business BES - Business Strategically ranked
Enablement Enablement  BES & Fujitsu Cloud
Solution Solution
 BES & Fujitsu Cloud & Marketplace / Visit 2011
 BES only – for strategic reasons possible
IaaS IaaS
 PaaS development environment in preparation
SaaS Registered SaaS Complete
ISV ISV
7
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9. Key Elements of our Business Enablement SW
Account Subscription Identity Brand
Management Management Management Management
contracts subscriptions of org & user info to Customizable
customers to customers / users enforce service & Portal (Color,
service providers to services data policies Logo, Text)
Event Billing Bill Payment
Management accounting & Presentment Collection
record & retrieve valuation of producing collecting money
events, support subscriptions & invoices to & handling pay-
metering billing events customers ment problems
Service Tenant Portal
Reporting
Provisioning Provisioning Web site for cus-
various reports
registering pro- providing a tomers & users to
for customers &
ducts, providing product instance buy & administer
providers
product info to customer subscriptions
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10. Summary of Key Value Propositions
Cooperating
with Fujitsu
What's in it
for the ISV?
 SaaSification and Cloud use without reprogramming of the application
 Revenue-share-model that implies no pre-investment
 No vendor-lock-in from our Business Enablement SW
 A global marketplace that ensures access to new markets
 One-stop-shopping and end-to-end support by Fujitsu
 Our global IaaS-Platform as a solid foundation
 Fujitsu, your single point of contact for easy, fast and reliable cloud business
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11. The Fujitsu SaaS Marketplace
 Complementing the ISV Cloud Program
 Availability in second half of 2011
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12. BES SaaSification Process
< 2 weeks
Checklist Implement
Demo Evaluation Integration
„SaaS Integration
Workshop Contract Workshop
suitability“ (PoC)
initial ready for
contact commercial
30 minutes 1-2 hours offline ½ day < 1 manweek contract
business GUI free SW Integration customer
model look&feel usage for Guide implements
PoC training web service
SW integration calls
ownership basics Fujitsu details of
support technical declaration of
web service identify commitment interfaces technical
calls work items for PoC services
BES
Customer mapping to definition of
Quote customer„s marketable
commitment business services
case
test with
friendly users
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13. Austrian Partner – diperia
http://www.diperia.com/de
Demo Environment
Go live scheduled 1.9.2011
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14. Austrian Partner – Verpura
13 Copyright 2011 FUJITSU

15. Checklist „SaaS suitability“
Technical criteria's to fit to FUJITSU‘s ISV CLOUD PROGRAM
 The ISV has to be able to change the code of his software. The R&D of ISV has
to be flexible and product management has to briefed in order to establish a
second licensing model (SaaS).
 The software should not be dependent of 3rd party software. If so, the third
party software should provide a SaaS licensing model.
 Deployment of the software doesn‟t require a high degree of customizing. Only
little project specific effort should be provided per end user.
 Web Frontend (i.e. JSP, JSF, PHP, .NET, ASP,.. ) OR software has to be
terminal server capable.
 Software has to use web services (web service capabilities)
 If software is not using web services, it has to be a java based application in
order to use the Fujitsu Java API directly. The API is well documented and can
be accessed easily. There are cookbooks and sample applications for a quick
ramp up.
14 Copyright 2011 FUJITSU

16. Last but not least – Security & Availability
 Data center disaster
 Tier level 3+ for EU and recovery/continuity
equivalent certifications  Synchronized and
for the other regions automated archival options
 Access control utilizing  Interrupt free maintenance
visual and biometric  Single point of failures
recognition Fujitsu's data centers eliminated
Security Availability
 Saving on operation costs
 Modularly extendable using innovative facility
 Expansion space for a technology
second "mirrored" data  Power Usage Effectiveness
center (PUE) value of 1.45
Extensibility Energy efficiency
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17. Security and Reliability
16 Copyright 2011 FUJITSU

18. Analyst Feedback confirms our Strategy
Experton Market Insight
Cloud Vendor Benchmark 2011 – Deutschland
Cloud Services: IaaS Public
100%
Portfolio-Attraktivität
Fujitsu
50%
0%
0% 50% 100%
Wettbewerbsstärke
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19. Fujitsu Dynamic Cloud
Your Gateway
to Success
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