1. © 2011 IBM Corporation Channel Opportunities to Build Your Own Cloud Solutions Amy Anderson IBM Cloud Partner Programs @ibmemergingtech November 7, 2011

2. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 2 2 Efficiency Transformation Economics of computing are changing Cloud computing allows companies to rethink IT and reinvent the way they do business Rethink IT Reinvent Business Rapidly deliver services Integrate services across cloud environments Increase efficiency Faster time to market for new services Business transformation through industry Increased focus on differentiated processes Meet changing customer expectations, direct access to technology

3. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 3 Cut IT expense and complexity through a cloud enabled data center Accelerate time to market with cloud platform services Innovate business models by becoming a cloud service provider Gain immediate access with business solutions on cloud Integrated stack of middleware optimized for automated deployment and management of heterogeneous workloads that dynamically adjusts Advanced, reliable, highly secure and scalable platform for creating, managing, and monetizing cloud services Integrated service management, automation, provisioning, and self service Capabilities provided to consumers for using a provider’s applications running on a cloud infrastructure From over 2,000 engagements, we see four major Client Cloud Adoption Patterns emerging

4. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 4 We've been working with Business Partners through these five cloud business models CLOUD BUILDERS CLOUD SERVICES SOLUTION PROVIDERS CLOUD INFRASTRUCTURE PROVIDERS CLOUD APPLICATION PROVIDERS CLOUD TECHNOLOGY PROVIDERS Design Consume Deploy A global ecosystem of partners

5. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 5 Cut IT expense and complexity through a cloud enabled data center Accelerate time to market with cloud platform services Innovate business models by becoming a cloud service provider Gain immediate access with business solutions on cloud Integrated stack of middleware optimized for automated deployment and management of heterogeneous workloads that dynamically adjusts Advanced, reliable, highly secure and scalable platform for creating, managing, and monetizing cloud services Integrated service management, automation, provisioning, and self service Capabilities provided to consumers for using a provider’s applications running on a cloud infrastructure Our partner business models map to the client buying patterns SOLUTION PROVIDER Cloud services SOLUTION PROVIDER Cloud Builder SOLUTION PROVIDER Cloud Builder ISV Cloud Infrastructure Provider Cloud Application Provider Cloud Technology Provider

6. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 6 Within each client buying pattern we have defined 22 projects to get your clients started Create a Cloud Strategy and Roadmap Consolidate and Virtualize your Infrastructure Image and Virtual Environment Management Implement an Entry Cloud Infrastructure Implement an Advanced Cloud Infrastructure Access Compute and Storage as a Service Applications on Private Cloud Develop and Deploy Cloud Applications Delivering Dev and Test Environments Build the Cloud Infrastructure Enable Applications in the Cloud Extend Applications in the Cloud Social Business Reducing total cost of ownership of B2B Integration Enable Global Supply Chain and Inventory Digital Marketing Optimization Business Process Redesign Monitoring as a Service Desktop Cloud Cloud Service Security Cloud Assurance Integrate and Manage a Hybrid Cloud Cloud Service Management and Integration Cloud Enabled Data CenterCloud Platform ServicesCloud Service ProviderBusiness Solutions on Cloud

7. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 7 WHAT ROLE WILL YOU PLAY? Partners who build and resell…Partners who deliver… Technology Providers Cloud Builder Application Provider Services Solution Provider Infrastructure Provider Technology Provider Deliver applications through the cloud, such as with Software as a Service (SaaS). Win higher value, higher margin deals through consultative and solution selling of multiple IBM offerings to build private clouds Provide a public cloud service on which application vendors and companies can host their solution. Have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients. Provide the tools, services, and technologies that help other IBM Business Partners and enterprise clients use the cloud more effectively

8. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 8 Support Resources Skills & Education Roadmap How to Make $$ Have an established practice, leveraging one or more IBM cloud offerings and providing end-to-end cloud solutions to their clients. Infrastructure Providers Provide a public cloud service on which application vendors and companies can host their solution.

9. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 9 How Infrastructure Providers Make Money  Hosting Fees  Managed Services  Integration Services  Value add services such as:  Metering / Billing  Security  Consulting  Helpdesk

10. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 10 Infrastructure Provider Roadmap Hardware Virtualization Image Virtualization Workload Virtualization IBM Workload Deployer WebSphere Virtual Enterprise IBM Middleware IBM CloudBurst Tivoli Service Automation Manager IBM Service Delivery Manager Workload Optimized Systems 1 2 3 HyperVisor Edition Images Tivoli Provisioning Manager Virtualization of hardware resources in the data center Management of virtualized infrastructure Virtualized infrastructure leads to creation of “virtual” software images Proliferation of virtual software images leads to management challenges Images are combined into patterns representing middleware workloads Workloads encapsulate well defined combinations of integrated middleware Image ManagementIntegrated MiddlewareInfrastructure Management

11. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 11 Infrastructure Provider Next Steps Use the Cloud Technology Progression paths to determine the appropriate entry point and cloud enablement project. Define a project plan. Leverage IBM’s enablement tools and resources to complete your project. Entry PointKey Technologies Hardware Virtualization  IBM CloudBurst, Tivoli Service Automation Manager Image Virtualization  Tivoli Provisioning Manager Workload Virtualization  IBM’s cloud-ready middleware products, IBM Workload Deployer Infrastructure Selection  IBM SmartCloud Enterprise, IBM Cloud Infrastructure Partners Hybrid Integration  WebSphere Cast Iron Cloud Integration platform Analytics  Cognos Business Intelligence Social Business  LotusLive

12. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 12 Basic Requirements –Cloud Computing Basics –Infrastructure Skills –Consultative Selling –Cloud Sales Certification (Test 000-032) Additional Requirements –Virtualization & Platform Management –Service Management –Image Management Infrastructure Provider Skills You Will Need - Sales

13. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 13 Basic Requirements –Infrastructure Technical Skills –IBM Cloud Computing Reference Architecture –Cloud Technical Certification (Test 000-280) Additional Technology-Specific Requirements –Virtualization & Platform Management IBM Director Network, Storage Manager VMWare –Service Management Tivoli ISDM: Service Automation Manager, Provisioning Manager, Usage & Accounting Manager –IBM SmartCloud Enterprise –Deploy workload patterns in the Cloud IBM Workload Deployer Infrastructure Provider Skills You Will Need - Technical

14. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 14 Where to get Sales Education

15. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 15 Where to get Technical Education Next Return

16. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 16 EUROPE  Amsterdam  Barcelona  Dublin  Ehningen  Hursley  La Gaude  Milan  Paris  South Bank  Stockholm  Tel Aviv  Zurich ASIA  Bangalore  Ho Chi Minh City  Kuala Lumpur  Manila  Seoul  Shanghai  Sydney  Tokyo NORTH AMERICA  Austin  Chicago  Dallas  San Mateo  Toronto  Waltham LATIN AMERICA  Sao Paulo CEEMEA  Bratislava  Bucharest  Budapest  Cape Town  Casablanca  Istanbul  Johannesburg  Kiev  Moscow  Prague  Warsaw IBM Innovation Centers provide support to Cloud Partners Technical Enablement Go-to-Market Support Linkage to Value Net Partners PartnerWorld Information Link CENTRAL AMERICA  Mexico City Next

17. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 17 IBM PartnerWorld Cloud Portal www.ibm.com/partnerworld/cloud  Starting point for all Cloud resources for IBM Business Partners  Featured announcements, tools, offerings, education  Solutions for application developers, cloud builders, and IBM Cloud services resellers  Links to additional essential resources  Updated Monthly Return

18. © 2011 IBM Corporation Channel Opportunities to Build your own Cloud Solutions 18 Thank you! For more information, please visit: http://www.ibm.com/cloud