1. SaaS & Bridge to Cloud Overview
Iztok Šumak, SW Channel Sales Manager SEE
SaaS & Bridge to Cloud Overview
#disrupt&grow
#ibmpwlc
Sarajevo,

2. 12/10/2009
SaaS

3. Cloud opportunity is growing
More than 80% of enterprise IT organizations will commit to hybrid cloud architectures by 2017.
By 2018, at least half of IT spending will be cloud-based.
By 2018, 50% of the apps running in public cloud environments will be mission-critical.*
Source: IDC

4. Where is the opportunity on “as a Service” business models?
Worldwide SaaS and Cloud Software Revenue by Segment, 2014–2019 ($M)
SaaS represents the biggest segment
SaaS
CAGR: 16%
PaaS is the fastest growing segment
PaaS
CAGR: 31%
Adapted from IDC, “Worldwide SaaS and Cloud Software 2015–2019 Forecast and 2014 Vendor Shares”, August 2015

5. SaaS Results – trends SaaS 2014 2015 H1 2016 Europe 9.29 23.69 19.84
9.29 
23.69
19.84
CEE 1
%NL Europe
 3.0%
5.6%
11.6%
%NL CEE
1.3% 
1.2%
5.3% 5

6. Cloud Opportunity vs. Channel Readiness
94% of Vendors in the Market have a Cloud strategy
Only 30% of Business Partners are Cloud- ready
"70% of CIOs will embrace a Cloud-first strategy in 2016”(*)
Customers
Vendors
(*) Source: “Partner of the Future: 10 Transformations IT Solution Providers Must Make”, IDC 2015

7. IBM Growth Initiatives Recent Acquisitions (since 2010)
Financial governance | 2010
Governance, compliance, risk management | 2010
Web analytics | 2010
Financial risk management| 2011
Master data management | 2010
Data warehouse appliances | 2010
Procurement & contract mgt 2011
Enterprise marketing mgt | 2010
Pricing, promotion and product mix optimization | 2012
IBM Growth Initiatives
Recent Acquisitions (since 2010)
Analytics
Cloud
Social
Smarter Commerce
Customer experience mgt | 2012
Data navigation & exploration| 2012
Talent Management | 2012
Mobile computing platform | 2012
Mobile mgt | 2010
Mobile customer experience management | 2012
Cloud integration | 2010
Automated BI | 2013
Compensation & sales performance mgt | 2012
Web fraud detection | 2013
Customer & network analytics | 2013
Mobile Customer Engagement | 2013
Network automation | 2010
Automated data migration | 2012
Hosted, multilingual service | 2009
Small business server solutions | 2008
FIBERLINK Mobile Device Mgt
Database As A Service | 2013
eXtreme File Transfer | 2014
Security
Security Intelligence | 2011
Fraud protection and advanced security | 2013
B2B integration | 2010
Cloud computing infrastructure | 2013
Marketing & Marketing Automation 2014
Mobility
Saas
SaaS in 2016 7

8. SaaS & Business Partners – a business model evolution
Customer makes buying decisions and is the integrator and maintainer (or uses a Business Partner) to manage all components of the IT value stack
IBM Software
Technical Services
Business and SW Configuration Consulting
Technical Support
End User Education
Traditional resale - On Premise
Up front incentive $
IBM Hardware
Network Infrastructure
Middleware
Value Add Services
Operating System
Application Integration
Servers, Storage
Customer makes buying decisions, assisted by Business Partner. Provider makes decisions on components of the IT value stack
Subscription
Cloud / On Premise Integration Services
Planning, Onboarding, Enablement, API Integration and Migration Consulting
End User Education
Managed Services / Other
SaaS
Recurrent incentive $
SaaS presents Business Partners with incremental opportunities for high value services

9. 2017 IBM SW - Channels: Routes to Market3
Reseller (SVP)
Embedded Solutions Agreement (ESA)*
SaaS Solution Provider (SSP)
Resell IBM Hosted SaaS
Strategic IBM Partner relationship
Authorization/ Certification by Product Group
SVP Product Group
IBM provides L1/L2 Support
Create Embedded Solutions
An embedded/derivative solution is an Integrated bundle of partners application (services) and IBM software
Value Add Requirement: ESA partner’s IP or services must add significant new functionality or capability to the IBM Product when the partner integrates the IP or service with the IBM Product to create a unique partner branded solution
Solution Provider provides L1/L2 Support On-premise; L1 support SaaS
Service Provider
IBM Business Partner sells sub-access of the IBM SaaS to End Users or sells Business Partner’s productive use of IBM SaaS as part of their Service to the End User
BP Tech & Sales certification requirements
IBM BP owns the relationship
Solution Provider provides L1 support SaaS
Accelerate Cloud Revenue  Obtain velocity & reach
*ASL Replacement

10. The Bridge-to-Cloud Play is a price Play designed to assist Clients in moving from S&S to SaaS with the help of Business Partners

11. Determine if Cloud is right for your Client without Risk
There is no need to wait to gain the value of Cloud. The Bridge-to-Cloud channel play provides clients with a full scale opportunity to engage with the Cloud at no risk:
Purchase Cloud and gain S&S without additional fees
IBM extends your S&S entitlement for the term of the Cloud agreement provided your are current with your S&S
Engage with the Cloud at full production scale
Maintain entitlement without additional fees during your Cloud engagement
At the end of the Cloud engagement contract, if you choose to return to On- Premises S&S, you may do so without S&S penalties (for most SaaS services)
Only specific approved part numbers are eligible for the play. Those part numbers are continually changing

12. Clients are eligible for the Play if and only if
The client is current on applicable S&S payments
The client must be in compliance with regards to entitled S&S licenses
The client has parts that are eligible for conversions for the play
The client is willing to sign a Cloud contract with a term at least 12 months longer than the current S&S entitlement (i.e.: If a client has 5 months remaining on their current prepaid S&S, the new Cloud term must be at least 17 months.)
Business Partners and their clients in all IBM IOTs are eligible for the promotion
The client is part of a multi-element, ELA agreement (to be in pilot)
The client is part of an IULA
The client is not current on S&S payments for the part numbers being transitioned to the Cloud
As of today, a client is not eligible if

13. Bridge-to-Cloud Sales Play - Process2
Authorization spreadsheet
B2Cloud Addendum
Offer Letter 4 5

14. Clients / Business Partners Benefits
Client Benefits
Provides clients the ability to move current entitlement from on-premise S&S to SaaS with significantly reduced TCO for both.
Clients retain their licenses. S&S is transitioning to SaaS.
Allows clients to move back to on-premise software if SaaS is not right for them without paying an S&S reinstatement (for most SaaS services).
Business Partner Benefits:
Provides a great door opener to have a compelling SaaS discussion with existing clients.
Creates Partner Services opportunities (migration, add-on products).
Adds value to a domain discussion by positioning cloud as an attractive option.
Straight forward offering allows Partners to reach out to more clients and close deals faster.
Find further information in Partnerworld:

16. Thank You

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