2011.11.22 - Comment Développer un Business Cloud... avec IBM - 8ème Forum du Club Cloud des...
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Transcript of 2011.11.22 - Comment Développer un Business Cloud... avec IBM - 8ème Forum du Club Cloud des...
© 2010 IBM Corporation
Comment développer concrètement un business Cloud …avec IBM
Philippe SAJHAU,
Vice Président, Division PME et Partenaires, IBM France
22 November 2011
© 2010 IBM Corporation2 November 2011
21%24%55%
Software
IBM…Services Systems and
finance
… re-invented itself for capturing market growth and bring value to customers
© 2010 IBM Corporation3 November 2011
IBM’s 2015 Roadmap : Key initiatives for driving the growth
Smarter PlanetGrows to ~ $10B business by 2015
1000 client engagements
Growth MarketsApproaches 30% of IBM’s
geographic revenue by 2015
Will Contribute to ~ 50% of IBM’s growth
Business Analytics
Grows to ~ $16B business by 2015
Will Contribute to ~ 20% of IBM’s growth
CloudGrows to ~ $7B business by 2015, of
which ~$3B is incremental
© 2010 IBM Corporation4 November 2011
BP vs Total IBM Growth
-10%
-5%
0%
5%
10%
1Q'09 2Q'09 3Q'09 4Q'09 1Q'10 2Q'10 3Q'10 4Q'10 1Q'11 2Q'11
YtY
% G
row
th
BPO
IBM
BP vs Total IBM Growth
-10%
-5%
0%
5%
10%
1Q'09 2Q'09 3Q'09 4Q'09 1Q'10 2Q'10 3Q'10 4Q'10 1Q'11 2Q'11
YtY
% G
row
th
BPO
IBM
Note: Revenue excludes currency impacts
IBM sales to Business Partners outpaced Total IBM sales every quarter since 4Q09
IBM sales to Business Partners delivered growth for six consecutive quarters
© 2010 IBM Corporation5 November 2011
Defining the Future Vision of our Channel Business
• Services drives BP mix
• Converging channel roles
• Multi-party alliances
• Annuity stream business
• Offshore resources
• Shift in the nature of services provided
• Channel consolidation
• Software
Channel Trends
Competitor Strategies
Vendors compete for BPs
IBM Corporate Expectations – 2015 Road Map
Growth Markets~$17B
Smarter Planet~$7B
BAO~$6B
Cloud Computing~$3B
• Hardware and Software commoditization
• Complex technology solutions
• Alternative IT delivery models
• GMU market growth
• Emerging Technologies
Market Predictions
Explosion of Cloud Providers
Services Capabilities Integrated Infrastructure
Software War
• Client demand for cost savings
• Vendor independence
• Consultants• Buy from
Influencers• Solution
consumption• Smaller
transactions -longer contracts
Buyer Preferences
Social Marketing
GMU Channel Development & Expansion
IBM Strategic Growth
Initiatives
Mid MarketGrowth
Initiatives
Channel Services & Software
Expansion
© 2010 IBM Corporation6 November 2011
CIOs are looking to invest in new technologies that will help them work smarter
Which visionary plans do you have to increase competitiveness over the next 3 to 5 years?
Business intelligence and analytics
Virtualization
Business process management
Self-service portals
Risk management and compliance
Cloud computing
Mobility solutions
Collaboration and Social NetworkingGlobal sample
Midmarket
Source: 2011 Global CIO Study, April 2011
© 2010 IBM Corporation7 November 2011
Continue the growth with our partners
Continue to focus and grow our base business while aligning the channel to take advantage of
IBM’s 2015 strategic priorities:
Smarter Planet
Business Analytics
Cloud Computing
and a fourth priority for the channel:
Midmarket
© 2010 IBM Corporation8 November 2011
Distributors
Start-ups
CSPs
SW Resellers
HW Resellers
System Integrators
ISVs
Direct Response Centers
Enterprises
Hosters / MSPs
Solution Providers
“Je veux aider mes clients en les conseillant
et en leur fournissant des briques pour qu’ils construisent un Cloud
Privé d’entreprise
“Je veux apporter de la valeur à d’autres fournisseurs de solutions Cloud”
“Je veux revendre un bouquet d’offres de
Cloud Public”“ Je veux construire et
opérer une infrastructure Cloud
(IaaS and PaaS)”
“Je veux délivrer mon asset comme un Service en mode
Cloud”
“Je veux agréger un ensemble d’offres de
Cloud pour mes clients ou revendeurs
Cloud is driving a strong change in partners landscape, shifting business model and creating new ones
© 2010 IBM Corporation9 November 2011
What is your personal Cloud roadmap ?Why does IBM bring Value to you ?
1/ Which Business model
What are you doing now ?What will you become tomorrow ?
2/ Choose right offerings and right partner
Private – Public – Hybrid …. Partner perenity, reliability and opportunity for your growth
3/ Use a provider to help you
CertificationsTrainingHelp in image, marketing and sales
© 2010 IBM Corporation10 November 2011
IBM defined ‘speciaties’ following your business
© 2010 IBM Corporation11 November 2011
IBM Cloud offerings structures propose you NEW CAPABILITIES
ServicesServices SolutionsSolutionsFoundationFoundation
Commitment to open standards and a broad ecosystem
Easily build and rapidly scale private cloud environments with
unparalleled time-to-market, integration and management
Easily build and rapidly scale private cloud environments with
unparalleled time-to-market, integration and management
Unprecedented choice, security and portability of applications on
IBM’s SmartCloud service delivery platform
Unprecedented choice, security and portability of applications on
IBM’s SmartCloud service delivery platform
Software as a service coupled with deep industry insights, business process
skills and analytics
Software as a service coupled with deep industry insights, business process
skills and analytics
Smarter Cities
Social Business
Smarter Commerce
Business Analytics and Optimization
Business Process as a ServiceSoftware as a Service
© 2010 IBM Corporation12 November 2011
Business Partner Private Cloud Solutions: multiple starting points
Industrial strength virtualization coupled with automated resource balancing & virtual image management
Integrated service management platform with automated IT service deployment, full lifecycle management, metering & chargeback
Basic cloud functions including simple self service interface and infrastructure along with automated provisioning
Cloud Capabilities
Del
iver
IT
with
out
Bou
nda
ries
Virtualization Foundation
Entry Cloud
Advanced Cloud
Base Virtualization Offerings
Base Virtualization Offerings
Starter Kit for Cloud Starter Kit for Cloud
Cus
tom
Inte
grat
ed
IBM Cloud Computing Reference Architecture
*Future announcement Midmarket Offerings Midmarket Offerings
Systems for Cloud* Systems for Cloud*
ISDMIBM Service Delivery Manager
ISDMIBM Service Delivery Manager
Common Reference Configurations, Bill of Materials, Implementation Guides
IBM BladeCenter Foundation for Cloud IBM BladeCenter Foundation for Cloud
Workload Deployer Deploy and manage middleware
apps & workload patterns
Workload Deployer Deploy and manage middleware
apps & workload patterns
IBM Ready pack for Cloud IBM Ready pack for Cloud
© 2010 IBM Corporation13 November 2011
IBM’s SmartCloud service delivery platform is a platform for business innovation and growth
A broad ecosystem of ISVs leveraging the IBM SmartCloud as a platform for running their business
And Integrators Business partner forAdding their own services
A broad ecosystem of ISVs leveraging the IBM SmartCloud as a platform for running their business
And Integrators Business partner forAdding their own services
Enterprise data center
Hosted private cloudManaged private cloud
Enterprise
Shared cloud services
A
Enterprise
B
Management and support
Security Availability and performance
Infrastructure platform
Payment and billing
ApplicationResources
Application Environments
Application Management
Integration
Application Services
ApplicationLifecycle
Client Defined Services
IBM Services
Partner Services
A robust set of business solutions that leverage IBM’s deep industry and process skills
A robust set of business solutions that leverage IBM’s deep industry and process skills
The choice and control
to enable clients to develop,
deploy and manage custom
services
The choice and control
to enable clients to develop,
deploy and manage custom
services
A growing set of infrastructure servicesA growing set of infrastructure services
© 2010 IBM Corporation14 November 201114
Leading organizations are leveraging cloud to transform business processes
Social Business on CloudIntegrate the collective knowledge of people-centric networks to accelerate decision-making, strengthen business processes, and increase innovation
Smarter Cities
Social Business
Smarter Commerce
Business Analytics and Optimization
Business Process as a ServiceSoftware as a Service
Smarter Commerce on CloudHelping companies accelerate their ability to transform the entire customer experience
Smarter Cities on CloudHelping cities of all sizes leverage information, anticipate problems and coordinate resources to deliver exceptional service to their citizens
Business Analytics and Optimization on CloudHelping companies accelerate their ability to turn information into insights
© 2010 IBM Corporation15 November 2011
Your success is IBM’s success
Enabling the channel to participate in IBM’s 2015 growth strategy
Investing approximately $2 billion annually into the Business Partner ecosystem
Deep, long-standing commitment to collaborating
Business Partners are the primary route to midmarket sales
© 2010 IBM Corporation16 November 2011
Cloud Specialty mark differentiates the partner’s firm
Market development funds
Increased revenue and higher value margin deals
Access to the IBM ecosystem for cloud
Access to IBM expertise on clou
Take the path !
Built on Business Partner NeedsBuilt on Business Partner Needs
Demonstrate skills, revenue, and references
Demonstrate skills, revenue, and references
+ =
Pick a pathPick a path
Benefits* to IBM Business Partners
Cloud Computing
Specialty• Cloud Application Provider• Cloud Builder• Cloud Infrastructure Provider• Cloud Services Solution
Provider• Cloud Technology Provider
© 2010 IBM Corporation17 November 2011
Pour vous aider
8 ateliers aujourd’hui!!
Nos experts:
Patrice Fontaine [email protected]
Camilla Hougaard [email protected]
Florence Marcel [email protected]
Loïc Simon [email protected]