1. © 2011 IBM Corporation Oct 13, 2011 Shanghai Deliver on the promise of cloud computing with IBM 重思 IT ，重塑业务

2. © 2011 IBM Corporation 2 Agenda  无限风光在云端 IBM's View of the Cloud landscape  合作伙伴在云计算中扮演的角色 Our Business Partners’ role in Cloud Computing

3. © 2011 IBM Corporation 3 3 Efficiency Transformation Economics of computing are changing 云计算加速企业重新思考和改造业务模式，向着更智慧 的方向迈进 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 Increased focus on differentiated processes Meet changing customer expectations, direct access to technology Business transformation through industry Smarter Healthcare Smarter Education Smarter Finance Smarter traffic

4. © 2011 IBM Corporation 4 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 从 2000 个与 IBM 合作案例中总结出 4 种客户业务模式 From over 2,000 engagements, we see four major Client Cloud Adoption Patterns emerging 通过云数据中心减少 IT 成本和复杂性 通过云平台服务加速 从生产到市场的进度 通过云计算解决方案 迅速赢得客户 革新商业模式为云计 算服务提供商

5. © 2011 IBM Corporation 5 云合作伙伴的 5 种专业路线 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 架构提供商 应用提供商 构建商 服务解决方案提供商 技术提供商

6. © 2011 IBM Corporation 6 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 助您简单、有效的找到与客户合作的方案 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 解决方案提供商 构建商 解决方案提供商 云服务解决方案提供商 解决方案提供商 构建商 独立软件开发商 云架构提供商 云应用提供商 云技术提供商

7. © 2011 IBM Corporation 7 BP Cloud Adoption ResearchMarch 2011 IBM Business Partners interested in Cloud expect about half of their Cloud revenue to come from a combination of Public or Hybrid Cloud (a mix of Private and Public) % of revenue in a year by Cloud solutions Base sizes (all respondents): IBM BP=65 % of revenue in three years by Cloud solutions Note: This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. 合作伙伴在多种云实现模式中寻找商机 Partners are seeing revenue from all types of clouds 混合云 共有云 私有云

8. © 2011 IBM Corporation 8 8 IBM BP as a cloud provider reduces by 30% a toy Manufacturer’s cost of managing business with SAP. IBM BP helps Media firm leverage IBM public SmartCloud to deliver music solution faster and with broader reach IBM BP builds cloud solution for major Financial company that increases time to market by 93% & produces additional revenue during peak season IBM 云计算涵盖所有合作伙伴与 解决 客户问题的业务场景 IBM’s Cloud Ecosystem includes all Business Partner types and inspires new business models that solve real customer pains Solution Providers Resellers Systems Integrators MSP’s ISV’s / Developers Strategy Consultants Etc. IBM Cloud Offerings IBM Cloud Reference Architecture Rethinking IT Reinventing Business IBM BP helps Government agency build private cloud for more customer responsive driver testing and more efficient centralized agency

9. © 2011 IBM Corporation 9 IBM ，我能！ Why IBM ？ IBM's brand and rock solid reputation is invaluable in the cloud IBM has an unmatched breadth of offerings and the expertise to enable your success. IBM brings an ecosystem of partners to strengthen the overall solution IBM's global reach helps partners access new markets and channels IBM's Cloud Computing Reference Architecture is the base for our deep technical expertise 无法估价的品牌效应！ 全方位的市场支持！ 助力探索和开发销售渠道！ 提供丰富的技术资源和支持！

10. © 2011 IBM Corporation 10 IBM Business Partners are enjoying the benefits of IBM's cloud offerings Over 200 partners trained on and selling private and hybrid clouds with IBM products and services Over 120 ISVs using IBM's cloud-friendly ASL pricing model SaaS providers leveraging SmartCloud Enterprise 150 40 partners in or working toward the Cloud Specialty 超过 200 家合作伙伴接受过 IBM 基 于私有云和混合云的产品销售培训 40 家合作伙伴正参与到 “IBM 云计 算专项计划 ” 中 150 家 SaaS 解决方案提 供商利用智慧的云计算 开展业务 超过 120 家 ISV 在用 ASL 定价模式盈利

11. © 2011 IBM Corporation 11 Infrastructure Providers Application Providers Services Solution Providers “IBM 云计算生态系统 ” 的伙伴跨度所有的云商业模式 Our ecosystem of partners spans all Cloud business models Technology Providers Cloud Builders