2011.10.19 - Cloud Partner Day - Reseller Breakout
SugarCON partner presentation by IBM
1.
2. Making Money with IBM
Beverly DeWitt, IBM Software Group
Greg Hurlebaus, IBM Systems & Technology Group
3. Agenda
●
The Journey to Cloud Computing
Building the Refrigerator
●
Filling the Refrigerator
●
Profiting from Cloud
●
Call to Action and Summary
●
4. Traditional On Premise
Vendors:
One-time charge model
Booked as transactional revenue
“Sell it and forget it”
Customers:
Upfront CAPEX
Rising and fluctuating OPEX
Better control, but more costly to
integrate, manage, meter, scale,
analyze, report
Cloud is a game-changer
6. Cloud Business Drivers
Do more with less
Reduce capital and operational expenses
Reduce risk
Ensure right levels of security and
resiliency
Higher quality services
Improve quality and deliver new services
Business agility
Expand or contract based on business
needs and implement Social Business
7. Deployment Options for Cloud Computing
Private Public
IT capabilities are provided “as a IT activities / functions are
service,” over an intranet, within the provided “as a service,” over
enterprise and behind the firewall the Internet
Internal and external service delivery
Hybrid methods are integrated
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8. Workloads that offer favorable entry points for cloud
delivery models
Top public workloads Top private workloads
Email Data mining, text mining, or other analytics
Audio/video/Web conferencing Security
CRM Data warehouses or data marts
Service help desk Business continuity and disaster recovery
Infrastructure for training and demonstration Test environment infrastructure
WAN capacity and VoIP infrastructure Long-term data archiving/preservation
Desktop Transactional databases
Test environment infrastructure Industry-specific applications
Storage and server ERP applications
Data center network capacity
Infrastructure and Database, application and
collaboration workloads infrastructure workloads
emerge as most appropriate emerge as most appropriate
Source: IBM Market Insights, Cloud Computing Research, July 2009. n=1,090
10. Building the Refrigerator...
Why IBM Hardware for Cloud Infrastructure
Complete private cloud infrastructure optimized for mission
critical workloads
• Top reasons why IBM STG is a leader in Cloud Infrastructure:
– IBM Enterprise Quality of Service capabilities
– IBM Enterprise level security with zero reported Common
Vulnerability Exposures ensures data security to support multi-
tenancy.
– IBM is the only vendor who designs the virtualized environment
from bare metal through the hypervisor, eliminating bypass of
security controls and assuring a rock-solid audit trail to confirms
conformance.
– Highest available infrastructure: Extensive, above industry-
average RAS in eX5, POWER7 and mainframe.
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11. IBM Hardware Offerings for the Cloud
● IBM Cloudburst for Power and System x
● IBM System z Solution Edition for Cloud Computing
● Smart Analytics Cloud for IBM System z and Power
● IBM Systems Director, VMControl and Active Energy
Manager
● IBM Scale Out Network Attached Storage
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12. Why Power for Cloud...
Power is Cloud Optimized
Self-service portal with automatic provisioning of resources for improved
customer service & reduced IT labor hours by up to 67%
Automatically optimize workload performance and capacity based on demand
Leadership virtualization capability provides enterprise QOS with higher
performance, more scalability, and driving systems up to 90% utilization
Enterprise level security for mission critical workloads
Complete resource control with integrated server, virtualization, network and
storage management
Charge for IT services based on the usage and accounting data
+
Workload-Optimizing Systems
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13. IBM CloudBurst on Power Systems
Integrated cloud solution for the fastest private cloud
deployment
Completely integrated service management platform
with network, servers, storage, software and quickstart
services that enable the fastest time to value
Deliver services faster via a self service portal by offering a
standardized service catalog and automatically provisioning
requested resources
Reduce complexity and risk through standardization and
automation which help to reduce human errors
Lower IT costs by leveraging automation workflows to provision
assets based on business approved policies
Decrease capital expenses by ensuring optimal utilization of all
resources
Scales to the enterprise with the ability to expand the solution
to manage additional platforms and workloads
Enterprise quality of service by leveraging the Power systems
hardware, virtualization and software components
All statements regarding IBM's future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only. Some features require the purchase of
additional software components. Please see Disclaimer slide
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14. Why should customers run SugarCRM on IBM i
● IBM i offers the unique ability to offer architecture/platform
that best fits enterprise customer
requirements/environments.
● IBM i is workload optimized and designed for scalable
virtualization.
● POWER7 systems enable massive workload consolidation
to drive maximum system utilization and cost efficiency.
● IBM is the only provider offering the highest qualities of
service available with choice of System z mainframe,
Power, or System x.
● IBM provides ‘breadth’ of offerings – Services, Financing,
Storage, Software.
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15. IBM i Solution Edition for
Target Market
• IBM Power customers looking to improve
customer retention and satisfaction with a
CRM solution
Configurations for 50, 150 and 500 Users Advantage over the competition
• Lead with IBM Power Systems tuned for
Power your CRM solution with IBM systems high performance with SugarCRM
- a comprehensive solution • Robust solution price competitive with Intel
Affordable low-end servers with outstanding platform
performance, energy efficiency and reliability
Special offers / Price point
Simplicity and integration with IBM i Up to 40% discount off IBM i server
Software as a Service solutions with many Sugar Enterprise Edition for the
ISVs price of Sugar Professional Edition
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16. IBM System x business partner
solution for……
Small Med Large
Target Market
(50 users)1 (100-150 users) 1
(150-250 users)1
• Midsized business requiring better integration
between sales and marketing
• Intel Install base with no desire to move
Advantage over the competition
7944E4U + 7944E5U +
cpu/memory cpu/memory
79446U + • IBM Express is EASY
4 core 2 Xeon E5607/2.26GHz,
cpu/memory • Easy to configure
4x2GB 6 core 2 Xeon E5649/2.53GHz,
6 core -2 Xeon •
4x2GB
X5650/2.66GHz, 3x4GB
Aggressively priced
• Stocked in channel
• Your key to rapid sales execution
IBM Express models immediately • Access to IBM Install base
available through IBM distribution • IBM BP Benefits help you reach new opportunities
+ and deliver higher value
• Add the benefits of IBM PW
Membership Special offers / Price point
• Co-Marketing w/ IBM 3:1 • IBM Express models often represent savings 5 -
• Marketing Support ( MSV) 20% vs. standard models
• Recommend 3 Express x3550 M3 models…one each for
• Become a Smarter Planet reference small, medium and large environments
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Simplicity. Growth. Profitability.
1
Estimate based on info supplied to IBM, contact IBM for requirements > 250 users/server
19. Cloud Application Integration
● Cast Iron is a simple and widely used solution for rapidly integrating
Cloud solutions with on-premises enterprise applications
● Connectors for cloud apps (SugarCRM, NetSuite, etc) and on-
premises apps (SAP, JD Edwards)
● Hundreds of pre-built templates – reduces custom coding
● Fixed term and perpetual license for Cloud and On-Premise App
Endpoints
20. Social Business in the Cloud
LotusLive is a social business platform that delivers cloud-based
collaboration tools and social networking services
SugarCRM for LotusLive places social business capabilities into the
hands of SugarCRM users
●
Simplify and improve business interactions inside and outside the
enterprise
●
Expand the enterprise perimeter to the cloud
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21. My Network Communities
Activities Files
Meetings Events
Chat eMail
Charts Survey Forms
Integrated Applications
22. Resources to Help you Sell
Marketing, sales, and
technical resources
Business Partner Demo accounts
●
One year no-charge subscription
●
Engage, Meetings, iNotes
●
Notes hybrid planned
Business Partner
Managed Client Trials
● Unique Trial URLS
● You own the
opportunity!
23. Cloud Business Process Management
● Discover, design, automate, and manage business processes
● Document processes to create Blueprints
● Configure simple Process Apps in 90 seconds
● Engage your team to collaborate effectively
● Leverage expert communities
25. IBM PartnerWorld
Put the Power of IBM Behind your Business
Education
Compensation
Executive level
sponsorship
Marketing and lead generation Tactical Investments
Install & demonstrate to customers
27. Compensation
Rewarding Business Partners for Skills and Results
Base margin for resale
up to
40%
Software Value Incentive margin
on
General Business Rebates software
Cloud Specialty Certification
Leverage all the pieces of the IBM Software Value Plus
Program to maximize profits
28. Summary
Next Steps for Business Partners
Visit PartnerWorld and join
www.ibm.com/partnerworld
Grow your Business by Selling IBM and
SugarCRM Together
Enjoy SugarCon and visit Booth #100