1. IBM Cloud Portfolio & Strategy – what we have to sell
IBM Cloud Portfolio & Strategy – what we have to sell? Seoul Cloud Top Gun Korea
Jimmy Mills
Cloud Sales Executive
Cloud Sales Center (CSC)
IBM HQ, Enterprise Initiative
June 8, 2011
Introducing the world’s first carrier-grade, highly secure and scalable integrated cloud service management solution
empowering CSPs to Create, Manage, & Monetize cloud services fast.
Detailed description
New
Carrier grade, highly secure, and supremely scalable Integrated Service Management (ISM) solution for cloud-based services. (see backup for details)
We are announcing new support and benefits to help Cloud Service Providers leverage the partner ecosystem to extend, enable, market and sell their cloud services. These new benefits are available immediately to CSPs that adopt the IBM Cloud Service Provider Platform as their cloud infrastructure solution and will be formally rolled out early next year as part of a broader new cloud partner program
Cloud Service Accelerator - The accelerator provides a complete cloud service brokerage function allowing CSPs to quickly on-board, customize, integrate, and deploy cloud services with consistent delivery, support, and business models.
Enhanced
IBM Service Delivery Manager (ISDM) is being enhanced specifically to support the unique needs of CSPs
Multi tenancy improvement
Multi customer enablement
Improved customer on-boarding
Extension points for firewalls, load-balancing and storage
Bolt on to extensions to ISDM
Security isolation and compliance
Storage high availability disaster and recovery
Quality of service, performance and capacity
Advanced monitoring and service level management
And more (Existing)
A rich portfolio of global business and technology services specifically designed to help aspiring cloud service providers, including: full service cloud strategy/consulting, business model design, cloud services and operations management strategy as well as actual cloud infrastructure design, implementation, operation and management.
From Global Technology Services: 13 partner-enabled cloud service offerings with 4 additional offerings under development with GA expected by year-end CSPs can re-brand and market these popular services such as information protection services, managed security services and more.
IBM can offer customers LotusLive suite of web conferencing, collaboration, applications and more.
Additional business services offerings will be brought to bear and span the cloud implementation lifecycle including business strategy, application development, systems integration, testing, application management, operational analytics, security, education, & sales training services
GBS Learning services are available to help CSPs train their sellers and channel partners to most effectively sell the new portfolio of cloud-based services.
IBM’s unparalleled portfolio of business intelligence and analytics assets and services will ensure maximum effectiveness of cloud services campaigns, promotions, up/cross-sell marketing activities in a highly automated fashion to drive profitable growth.
IBM’s expertise, assets and services will be promoted in order to optimize a CSP’s self-service web portal to ensure customers have a simple and easy experience finding, buying and configuring apps and services as well as managing their account.

2. Content Brief introduction to Cloud Computing IBM Cloud Strategy
The opportunity
What we have to Sell
What we just announced in April

3. Content Brief introduction to Cloud Computing IBM Cloud Strategy
The opportunity
What we have to Sell
What we just announced in April

4. Economics of Computing are Changing
Cloud computing allows companies to rethink IT and reinvent the way they do business
Reinvent Business
Faster time to market for new services
Focus on differentiated processes
Meet changing customer expectations, realtime access to technology
Efficiency
Transformation
Rethink IT
Rapidly deliver services
Integrate services across cloud environments
Increase efficiency
Cloud enables companies to reinvent and transform the way they do business, focusing on differentiated processes
Enabling underlying IT enables businesses to rapidly delivery services, integrate across clouds, and increase efficiencies
Both business and IT execs believe that cloud will enable business transformation
65% of business execs believe that cloud will drive down the overall cost of running applications while 98% of IT execs believe that cloud delivers greater agility and flexibility in their IT environments
More stats:
Business Executive (CEO)
65% - Drives down overall cost of running business applications (1)
54% - Lower TCO (3)
50 % - Transforms business not IT (1)
43% - Forces us to conform to better ways of running tasks / business functions (1)
35% - Empowers business to access best in class applications, quickly that we never could have in past (1)
IT Executive (CIO)
98% - Flexibility and Agility (2)
83% - Virtual Infrastructure Optimization (2)
51% - Drives down cost and time to configure applications (1)
49% - Easier / Rapid deployment (3)
44% - Scale IT Resources (3)
35% - Store, access, manage, manage data more easily (1)
1) Source:”Cloud will Transform Business as We Know It: The Secret’s in the Source”, Hfs Research, and the London School of Economics, December, 2010
(2) Source: “Service Provider Cloud Strategies”, Everest, January, 2011
(3) Source: Market Assessment Panel, Uncovering Cloud Computing Opportunities, 2010, Base: 1,562
Economics of Computing are Changing

5. technology centric definition
Cloud Computing - NIST* Definition (*National Institute of Standards and Technology)
Cloud computing is a model for enabling convenient, on-demand network access to a shared pool of configurable computing resources (e.g., networks, servers, storage, applications, and services) that can be rapidly provisioned and released with minimal management effort or service provider interaction.
but ….. this is a
technology centric definition

6. Cloud Computing – A Business Value Definition
Cloud computing is a model for enabling cost effective business outcomes through the use of shared application and computing services. The value …. if possible …. is better economics in the execution of business processes.
Better, but still a bit cryptic!

7. Cloud Computing – Service Models Business Process, Software, Platform and Infrastructure Services and Components to Build Public and Private Clouds
Cloud Services
Cloud Components
Business Process
as a Service
(BPaaS)
Customers consume business outcomes (e.g. payroll processing, HR) by accessing business services via Web-centric interfaces on multi-tenant and shared infrastructures without the need to manage or control the underlying resources
Services
Software
as a Service
(SaaS)
Customers use applications (e.g. CRM, ERP, ) from multiple client devices through a Web browser on multi-tenant and shared infrastructures without the need to manage or control the underlying resources
Software
Components
Platform
as a Service
(PaaS)
Customers use programming languages, tools and platforms to develop and deploy applications on multi-tenant and shared infrastructures with ability to control deployed applications and environments without the need to manage or control the underlying resources
Hardware
Infrastructure
as a Service
(IasS)
Customers use processing, storage, networks, other computing resources with ability to rapidly and elastically provision and control resources to deploy and run software and services without the need to manage or control the underlying resources

8. Cloud Computing – Primary Characteristics
On-demand self-service
Ubiquitous network access
Location independent resource pooling
Request driven provisioning and scheduling
Measured service / Pay-per-use

9. INNOVATVE BUSINESS MODELS
The Cloud Value Proposition is Around Operational Efficiency and Business Transformation
Cloud Market Trends 2011 : “To What Extent Do the Following Aspects of the Cloud Value Proposition Appeal”?
IMPROVED OPERATIONS
INNOVATVE BUSINESS MODELS
65% believe cloud will drive down the cost of running business applications
Infrastructure, testing, and SaaS are expected to cost much less than traditional outsourced services by at least 30% to 60%
60% of business executives also expect cloud service delivery cycles to speed up application implementation
Business leaders, in particular, believe that cloud-based delivery models will radically change service provision and drive spending on cloud investments
55% believe cloud enables them to focus on transforming their business and make their processes leaner, faster and more agile
Source: "Cloud will Transform Business as We Know It: The Secret’s in the Source”, Hfs Research, and the London School of Economics, December, 2010

10. Cloud Value Proposition
Overall, how appealing are the public, private, and hybrid delivery models for your company?
"Very appealing" or "appealing"
Private
64%
"Very appealing" or "appealing"
Private
64%
Public
30%
+113%
Hybrid
38%
+68%
Source: IBM Market Insights, Cloud Computing Research, July n=1,090
Public cloud workload attractiveness for companies with 1,000+ employees
Currently Using
Plan < 12 Months
Audio / Video / Web Conferencing
CRM / Sales Force Automation
WAN Capacity
22% 9%
18%
11%
16% 6%
14% 6% .
Development Environment
Data Mining / Analytics
Test Environment Infrastructure
Transactional Databases 8% 5% 7% 5% 6% 4% 6% 3%
Source: IBM MAP Cloud Workload Adoption Survey, June/July 2009 , n: 731 , 9 countries: US, Canada ,UK, Germany, France, Italy, Japan, China & India,

11. Cloud Delivery Models
A private cloud is one in which both the consumer of cloud services and the provider of those services exist within the same enterprise. The ownership of the cloud assets resides within the same enterprise providing and consuming cloud services.
A public cloud is one in which the consumer of cloud services and the provider of cloud services exist in separate enterprises. The ownership of the assets used to deliver cloud services remains with the provider.
A hybrid cloud combines multiple elements of public and private cloud, including any combination of providers and consumers, and may also contain multiple service layers.
Consumer and provider of cloud services exist within the same enterprise
Consumer and provider of cloud services exist in separate enterprises
Isolates workload; initial foray into cloud computing
IT organization and cloud users exist within one management domain
IT organization and cloud users exist across internal boundaries
One-to-one relationship between service provider and the consumer organization
One-to-many relationship between service provider and consumers
Exploratory
Cloud
Department
Cloud
Enterprise
Cloud
Exclusive
Cloud
Open
Cloud
PRIVATE CLOUD
PUBLIC CLOUD
Few participants,
all Internal
Many participants,
Internal and External
Organizational Scope
CLOUD DELIVERY MODELS

12. Spectrum of Deployment Options for Cloud Computing
Private Cloud
Managed
Private Cloud
Hosted
Private Cloud
Shared Cloud Services
Public Cloud Services
Enterprise Data Center
Enterprise Data Center
Enterprise
Enterprises
Users
Third-party hosted and
operated
Free
Register
Credit Card
Click to contract
Third-party operated
Private
Public
IT capabilities are provided “as a service,” over an intranet, within the enterprise and behind the firewall
IT activities / functions are provided “as a service,” over the Internet
Internal and external service delivery methods are integrated
Hybrid

13. Content Brief introduction to Cloud Computing IBM Cloud Strategy
The opportunity
What we have to Sell
What we just announced in April

14. Systems Strategies, Inc
File Name Here.ppt
File Name Here.ppt
File Name Here.ppt
1313
IBM has been innovating in the underpinnings of Cloud for over 45 years
Integrated
Automated
Standardized
Virtualized
Systems Strategies, Inc
IBM acquires Cast Iron for hybrid cloud integration
IBM standardizes topologies and patterns to speed application deployment to cloud and virtual environments with IBM WebSphere Cloudburst
IBM delivers MQSeries providing standardized, reliable messaging across heterogeneous (IBM and non-IBM) environments.
WebSphere MQ is a key entry point for SOA
As heard we heard from “Watson”, cloud is not new.
Set of key innovations in virtualization, integration, standardization, and automation that contribute to cloud architecture
IBM has been innovating on the underpinnings of cloud for over 45 years being with the CP-40, the first OS that delivered complete virtualization
Together with a consortium of universities including MIT, Princeton, Waterloo, and Washington, we delivered hardware virtualization with VM Virtualization in System/370
Partnered with Systems Strategies, who had a product called ezBridge Transact, which provided messaging queuing across heterogeneous platforms. Ezbridge Transact provided support for MQ API while IBM was developing its own version. The partnership with Systems Strategies set the stage for MQ Series and WebSphere MQ as the leading messaging platform and key component in SOA providing universal messaging backbone across 80 different platforms.
Continued evolving virtualization technologies, moving up the stack to standardizing topologies and patterns to speed application deployment to cloud and virtualized environments.
Continued integration investments with Cast Iron acquisition to connect over 40 SaaS apps with each other and with 100s of on-premise applications in days
IBM delivers more than 1,300 System/370 computers worldwide and announces VM virtualization
1960s
IBM Cambridge Scientific Center begins development of CP-40, first OS that implemented complete virtualization

15. IBM is addressing the Cloud via three parallel approaches …
Software, hardware, & networking
Pre-integrated systems & appliances
Provided as a service
Three ways to deliver IT capabilities:
“Business as usual”
Appliances and Integrated Systems
Provided as a service via the cloud
Cloud enables convenient, on-demand network access to a shared pool of configurable computing resources (e.g., networks, servers, storage, applications, and services) that can be rapidly provisioned and released with minimal management effort or service provider interaction.
Model for enabling cost effective business outcomes through the use of shared application and computing services. The value …. if possible …. is better economics in the execution of business processes 14

16. IBM’s next generation service delivery platform was built to meet these requirements
Business Process as a Service
Platform as a Service
Infrastructure as a Service
Management, support and deployment
Security and isolation
Availability and performance
Technology platform
Payment and billing
Client portal
IBM Cloud Reference Architecture

17. While enabling ubiquitous access to applications from an increasingly diverse set of devices
On demand self service
Anytime from any device
Decoupling data from device
Unified communications
Delivery of real time data and analysis

18. Cloud Service Models have foundational components …
1717
Cloud Service Models have foundational components …
Business Application Services
Industry Solutions
Application Lifecycle
Application Services
Management
Workload Services
Integration
Peel another layer of the onion …
Within the cloud delivery models, have key components or functional areas ranging from OSS for monitoring, analyzing, and managing the cloud network, images, and infrastructure to Workload Services for integration and orchestration of cloud services to industry solutions that address industry pain points
Operations Support System
Optimization
Security

19. … with end to end capabilities to design, deploy, and consume clouds and services
Business Process as a Service
Business Application Services
Industry Solutions
Platform as a Service
Application Services
Collaboration
Analytics
Process Management
Application Lifecycle
Developer & Tester Collaboration
Development Automation
Life-cycle Traceability
Integration
Process Integration
Application & Data Integration
Identity Integration
Management Integration
Spillover/Failover Services
Elastic application runtimes
Elastic Application Resources
Workload & Topology Patterns
Dynamic Workload Management
Fine-grained SLA Enforcement
Workload Services
Multi-tenant Applications
Workload & Data Mobility
Continuously Available Apps
App Health Mgmt & Self-Healing
within foundational components, have capabilities to build, deploy, consume, and manage cloud environments
Infrastructure as a Service
Service Quality Management
Service Operations Mgmt
Service Automation Management
Service Asset Management
Image Management
OSS
Heterogeneous Platform Management
Optimized Workload Placement
Virtualized Compute, Network, Storage
Workload Acceleration
Power Management
Optimization
Security Management
Identity Management
Intrusion
Detection
Tenant Isolation
Data
Protection
Security 18

20. IBM Retail & CPG Industry Cloud
A range of cloud capabilities that span vertical cloud service opportunities and business models have been built
A Cross Industry Portfolio of Services
IBM Retail & CPG Industry Cloud
Common services built on a foundation of IBM Retail Integration Framework assets
IBM Trade Promotion Services
IBM e-Commerce Services
IBM Demand Replenishment Services
IBM Industry
Service
Applications & Services
IBM Medical Records Archive Service
IBM Public Health Services
IBM Clinical Development Services
IBM Collaborative Health Care Services
Applications & Services
Cloud Service Provider Platform
Government Cloud Platform
IBM Healthcare Industry Cloud Platform
Common services built on a foundation of IBM Health Integration Framework assets
IBM Smart Business Clouds
Enterprise-class Infrastructure Services

21. IBM is focused on delivering benefits of cloud across the entire application lifecycle…
Project Initiation
Requirement Analysis
Design
Development
Test
Deployment
Production
Value Delivered:
From traditional
To cloud
Setting up a development environment
Days
30 minutes
Test provisioning
Weeks
Minutes
Release management
Change management
Months
Days or hours
Application delivery management
1 operator for 10 apps
1 operator for 100 apps

22. IBM Centers Deliver & Manage Cloud Services Around the World
IBM Worldwide Support Centers
7 Cloud Data Centers
11 Cloud Labs
57 Global Delivery Centers
54 Global Command Centers
Toronto
Wroclaw, Poland
Dublin
Boulder, CO
Ehningen, Germany
Beijing
Tokyo
Silicon Valley, CA
Raleigh, NC
Seoul
Hong Kong
Hanoi
Bangalore
Singapore
Sao Paulo
Johannesburg
IBM Cloud Lab
IBM Cloud Data Center

23. Content Brief introduction to Cloud Computing IBM Cloud Strategy
The opportunity
What we have to Sell
What we just announced in April

24. IBM Growth Initiatives
Smarter Planet
Grows to ~$10B business by 2015
Approximately 400 recent client engagements illustrate reach
Growth Markets
Smarter Planet
Business Analytics
Approaches 30% of IBM’s geographic revenue by 2015
Contributes ~50% of IBM’s growth over the Roadmap
Grows to ~$16B business by 2015
Contributes ~20% of IBM’s growth over the Roadmap
Growth Markets
Business Analytics
Cloud & Next Generation Data Center
Smarter Planet
Cloud
Grows to ~$7B business by 2015, of which ~$3B is incremental

25. Market forces are driving a new way of thinking about business technology
To fuel new growth while optimizing costs organizations must leverage:
Greater business understanding and measurement
Rich, integrated information, transactions, security and decisions
Flexibility-enabling technologies
New social and collaboration capabilities
Efficiency in IT and capital expenditures
Competitive pressures—more intense and sophisticated
Market dynamics—everything happens faster
Cost of sustaining/increasing market share—greater technology dependency
Customer expectations—higher performance/productivity
to increase awareness and control over their business processes for Greater Business Agility 24

26. We are reaching a breaking point …
Today’s IT infrastructure is under tremendous pressure and is finding it difficult to keep up…
85% idle
80%
In distributed computing environments, up to 85 percent of computing capacity sits idle
Percentage of executives who report a security breach and aren’t confident they can prevent future breaches
70 cents per US$1
78%
70 percent is spent on maintaining current IT infrastructures versus adding new capabilities
Percentage of CIOs who want to improve the way they use and manage their data
Culture
Turf
Legacy Conditioned Behavior/Thinking
Intellectual Capital Deficit
Lack of TCO Accountability NC State’s experiences serve to highlight both the larger business opportunities and challenges in moving to the cloud—challenges despite strongly supporting evidence/justification to the contrary. These experiences, while occurring in the education business sector, nonetheless have direct parallels across all business sectors and thus they provide a working compendium of cloud dynamics. 25

27. Business leaders reveal a particular desire to use cloud to make their processes leaner, faster and more agile
To What Extent Do the Following Aspects of the Cloud Value Proposition Appeal, As it Pertains to Your Job?
Answer Selected: Appeals to a Great Extent
Orange - IT EXECS
Red – Business EXECS
Source:”Cloud will Transform Business as We Know It: The Secret’s in the Source”, Hfs Research, and the London School of Economics, December, 2010 26

28. Private Platform Components
Business Process and Software as a Service are Most Mature Segments of Market; Private Cloud Delivery Model Resonating Well
Cloud Services
2010 Revenue, ’10-’15 CAGR
Cloud Components
2010 Revenue, ’10-’15 CAGR
Business Process
as a Service
(BPaaS)
$9.6B 30% CAGR
Services
$10.8B
26% CAGR
Components
Software
as a Service
(SaaS)
$16.5B 26% CAGR
Software
$10.1B
16% CAGR
Platform
as a Service
(PaaS)
$4.2B 34% CAGR
Private Platform Components
$1.1B % CAGR
Hardware
$8.6B
22% CAGR
Infrastructure
as a Service
(IasS)
$14.0B 30% CAGR
Source: IBM Market Intelligence, 02/11

29. INNOVATIVE BUSINESS MODELS
9/14/2018
The cloud value proposition is around operational efficiency and business transformation – this is what client’s are saying
Cloud Market Trends 2011 : “To What Extent Do the Following Aspects of the Cloud Value Proposition Appeal”?
IMPROVED OPERATIONS
INNOVATIVE BUSINESS MODELS
65% believe cloud will drive down the cost of running business applications
Infrastructure, testing, and SaaS are expected to cost much less than traditional outsourced services by at least 30% to 60%
60% of business executives also expect cloud service delivery cycles to speed up application implementation
Business leaders, in particular, believe that cloud-based delivery models will radically change service provision and drive spending on cloud investments
55% believe cloud enables them to focus on transforming their business and make their processes leaner, faster and more agile
Source: Market Assessment Panel, 2010 Cloud Adoption Study
Question 13: Some companies have talked about Cloud consideration/adoption in terms of three “buying approaches” which are listed in the table below.
Which one of the approaches listed best describes your company’s approach when considering or adopting Cloud services/solutions?
Source:”Cloud will Transform Business as We Know It: The Secret’s in the Source”, Hfs Research, and the London School of Economics, December, 2010 28

30. 9/14/2018
CIOs are focusing on quick ROI and flexibility aspects of cloud to make the initial business case and get management buy-in
Drivers of Cloud Adoption
Indexed Comparison of Reasons Cited by Buyers for Adopting Cloud Services
Source: “Service Provider Cloud Strategies”, Everest, January, 2011 29

31. 9/14/2018
Security still tops the concerns for CIOs, followed by the unique integration challenges in a cloud service environment
Hindrances to Cloud Adoption
Indexed Comparison of Reasons Cited by Buyers as Hindrances towards Adopting Cloud Services
Source: “Service Provider Cloud Strategies”, Everest, January, 2011 30

32. Most decision-makers describe their approach to Cloud as exploratory
9/14/2018
Most decision-makers describe their approach to Cloud as exploratory
Growth markets (89%), outsourcers (88%), IT buyers (86%) and large enterprises (84%) tend to be further down the cloud adoption curve than other types of buyers
LOB buyers are the most reticent, although 72% of them are also pursuing some form of cloud adoption
Cloud Buying Approaches
Exploratory -- piloting/testing one or more activities using cloud
Solution-focused -- fully committed to implementing a cloud solution company-wide for one or more activities
Transformational -- radically shifting IT infrastructure in order to deliver a range of activities via public and/or private clouds
Cloud Buying Approach:
Total Market
17% 6%
20%
57%
Exploratory
Solution-Focused
Trans-formational
Don't Know
Cloud Buying Approach
% Selecting
Total MM LE
Mature
Growth
Out- sourcing
Not
Out-Sourcing IT
LOB
Exploratory
57%
55%
58%
47%
59%
54%
Solution- Focused
20%
28%
22%
19%
14%
Transformational 6% 7%
13% 5% 4%
Don’t Know
17%
18%
16%
11%
12%
Source: Market Assessment Panel, 2010 Cloud Adoption Study
Question 13: Some companies have talked about Cloud consideration/adoption in terms of three “buying approaches” which are listed in the table below.
Which one of the approaches listed best describes your company’s approach when considering or adopting Cloud services/solutions?
Source: Market Assessment Panel, Uncovering Cloud Computing Opportunities, 2010, Base: 1,562; Blue/red indicate significantly higher/lower as compared to the Total market; “Why Every Company Needs a Cloud Computing Strategy Now”, TPI Insights, December, 2010 31

33. Clients are more comfortable with and interested in private clouds
Many are ready to deploy fundamental business applications in a private cloud
Private Clouds are viewed as suitable for many workloads, including core business
Strong interest in moving just about any IT activity or workload to a Private Cloud
Over 60% use or plan to use in the next 12 months
Clients are experimenting with Public Clouds for certain workloads
Public Clouds used for web conferencing, , and CRM/sales force automation
20-30% use or plan to use in the next 12 months
Private Clouds appeal to all industries with highest interest by Banking, Government, Healthcare, Insurance, Manufacturing, Transportation
Public Clouds appeal for certain workloads in industries with high margin pressure
Private Clouds appeal across all industries while Public Clouds appeal to industries under margin pressure
Source: IBM MAP Cloud Workload Adoption Survey, June/July 2009 , n: 731 , 9 countries: US, Canada ,UK, Germany, France, Italy, Japan, China & India, 32 32

34. Content Brief introduction to Cloud Computing IBM Cloud Strategy
The opportunity
What we have to Sell
What we just announced in April

35. 1st-call discussion topics between IBM Sales and Clients
A typical first-sales-call on Cloud with a Client Will most likely will lead to one or more of three types of opportunities:
Help me get started. Help me define my cloud strategy.
Help me prepare my infrastructure for Cloud.
Help me build, test and deploy workload to a Cloud.
1st-call discussion topics between IBM Sales and Clients
Application strategy and assessment
Infrastructure strategy and design
Security assessments and readiness
Cloud rapid assessment
Network design and build
Infrastructure virtualization, implementation and migration
Image provisioning
Infrastructure as a service
Service Management
Deployed infrastructure services
Application design
Application development or migration
Application testing
Private application hosting 34

36. IBM uniquely positioned with end-to-end capabilities:
IBM Cloud Offerings
IBM uniquely positioned with end-to-end capabilities:
Consulting and Implementation Services
Leading Hardware, Software and Research
Managed Services across workloads
Leading industry and process expertise

37. IBM Consulting Services for Cloud Strategy and Design
Application Strategy and Design
IBM Strategy & Change Services for Cloud Providers
IBM Strategy and Change Services for Cloud Adoption
Infrastructure Design
IBM Infrastructure Strategy and Design Services for Cloud Computing
IBM Data Center and Facilities Strategy Services
IBM Professional Security Services
IBM Deployment and Planning Automation (Rational)
IBM Networking Strategy and Optimization Services for cloud computing
IBM Converged Communications Services – Strategy & Assessment for Cloud

38. Cloud Enabled Data Center Portfolio
Enterprise Cloud Services (Managed Services)
Smart Business Cloud Enterprise +
IBM Federal Community Cloud
Smart Business Development & Test Cloud
Smart Business Desktop Cloud
Smart Business End User Support Cloud
IBM Tivoli Live – monitoring services
IBM Tivoli Live – service manager
Rational AppScan
IBM Managed Security Services
IBM Managed Backup Cloud
IBM Rational Load Testing
SO Cloud Managed Services
Enterprise Cloud Services (Private Cloud Services)
Smart Business Cloud Enterprise
Smart Business Development & Test Cloud
Smart Business Information Archive
Smart Business Storage Cloud
Smart Business Desktop Cloud
Service Management and Security
Cloud Service Provider Platform
IBM CloudBurst (BladeCenter & Power Systems)
IBM Service Delivery Manager
Tivoli Service Automation Manager
IBM Solution Edition for Cloud Computing (System z)
IBM Proventia Virtualized Server Security for VMWare
Systems and Storage
IBM iDataplex
IBM System x with ex5 technology
IBM Power Systems with POWER7
IBM System z
Scale out NAS Storage Systems (SoNAS)
Consulting Services
IBM Network Integration Services for Cloud Computing
Virtualization Security Solutions
Resiliency Validation for Cloud Computing

39. Cloud Application Services Portfolio
Enterprise Cloud Services (Managed Services)
Smart Business Expense Reporting
Smart Business Learning Content Services
IBM Blueworks Live
IBM LotusLive Collaboration Suite
CastIron Cloud2 (integration services)
SO SAP Cloud Managed Services
Enterprise Cloud Services (Private Cloud Services)
IBM SAP Cloud Services
Analytics
IBM Cognos Business Intelligence
Development Tooling
Rational Software Delivery Services
Workload Optimized Systems
IBM WebSphere Cloudburst Appliance
IBM WebSphere DataPower Secure Cloud Connector
IBM Cast Iron DataPower Cloud Appliance XH35
Application Servers, Integration & Databases
WebSphere Hypervisor Edition Portfolio
WebSphere Virtual Enterprise
DB2 Hypervisor Edition
Informix Enterprise Server
Cast Iron Virtual Appliance
Consulting Services
IBM Application Security Services for Cloud
IBM Application Development Services for Cloud
IBM Testing Services for Cloud

40. Content Brief introduction to Cloud Computing IBM Cloud Strategy
The opportunity
What we have to Sell
What we just announced in April

41. Summary of Announcements From April Cloud Launch
IBM SmartCloud – the next-generation enterprise cloud service delivery platform – delivers an unprecedented level of client control for private, public and hybrid clouds and is offered in two tiers - Enterprise and Enterprise+. IBM is introducing a new web presence to highlight our vast cloud capabilities to help clients plan, build and run cloud environments -
Index by Offering and other Announcements
IBM Smart Business Cloud - Enterprise (GTS)
IBM Smart Business Cloud - Enterprise+ (GTS pilot)
SAP Managed Application Services (GTS pilot)
IBM Converged Communications Services - design and deployment for private UC cloud (GTS)
IBM Workload Deployer (WebSphere)
IBM Blueworks Live (WebSphere)
IBM LotusLiveTM (Lotus)
IBM Tivoli® Announcements & Enhancements (Tivoli)
IBM Rational Announcements & Enhancements (Rational)
IBM BladeCenter® Foundation for Cloud (STG)
IBM Cloud Computing Specialty – for all Business Partner types
Cloud Standards Customer Council
IBM Global Financing
IBM Cloud Computing Resources Portal Please bookmark this website for all updates, enablement and new assets for this launch

42. IBM Smart Business Cloud-Enterprise
Enhanced
Agile cloud infrastructure designed to provide rapid access to security-rich, enterprise-class virtual servers, operating systems middleware and other services, ideally suited for development and test activities and other dynamic workloads.
What’s New (or New Enhancement)
Support for Tier II Business Partner
Anti collocation through API for more resilient applications
Software Bundles
Multiple VLANS for Single Virtual Machine
Features/Business Value
Choice of nine virtual server configurations
Choice of Microsoft ® Windows® Server and Linux® operating systems
Option to add multiple blocks of persistent storage
Network isolation options (e.g. VPN/VLAN)
Premium support options as a supplement to forums
Client Benefits
Reduce IT costs related with development and test as well as infrastructure
Shift capital expense to operating expense freeing budget for transformational projects
Have complete view of cloud usage through service portal
Improve cycletimes and reduce time-to-market
Formerly: Smart Business Development
and Test on the IBM Cloud
SPEAKER NOTES PRESENTERS may want to delete speaker notes prior to presenting to clients/external audience
Offering Name:
Offering Description:
Target Market/Industries
What is New News?
Client Needs Addressed:
bullet
Value Proposition: (Describe how the offering helps the consumer improve operations, deliver/access new capabilities, increase revenues/profits, perform roles more efficiently, perform functions previously not possible )
Key Benefits: (for Launch Theme)
Competitors & Differentiation: (List appropriate competitors and key differentiation from IBM vs. Competitors)
Sparklers: (Measurable or significant performance/capability facts or proof points)
Learn more ibm.com/cloud/solutions/enterprise

43. Promotion OFFER
IBM Smart Business Cloud-Enterprise Spring 2011 North America Promotion
Exciting Offer for New Customers to experience IBM Smart Business Cloud-Enterprise
Offer Terms From April 8 to June 10, 2011, provision select virtual machines at the Toronto, Canada data center—subject to availability—at no charge:
32-bit Copper and 32-bit Silver machines
Virtual machines to run Linux® (Red Hat or Novell SUSE) or Microsoft® Windows® Server 2003/2008
256 gigabytes of persistent storage
North America Promotion - PRO1689
Following promotional period, customers can add on additional services and pay for those and virtual machines provisioned during promotional period with standard terms
Routes - .com, F2F (directing customers to .com site)
Offer to be featured off of new ibm.com/cloud/solutions/enterprise

44. IBM Smart Business Cloud-Enterprise+
PILOT
Deploy production level workloads on a robust, secure, proven cloud infrastructure increasing responsiveness and driving down costs
What’s New (or New Enhancement)
Managed, hosted, cloud infrastructure and services, delivered via an IBM owned & architected.
Delivering standardized, multi-tenant, private access, secure, hosted infrastructure in an IBM Data Center or in a isolated environment for a single customer in another IBM, customer, or even 3rd party site.
Features/Business Value
Virtual server, storage, network and security infrastructure and managed services
Managed services and support across stack
Standard and high availability options to meet different production workload requirements
Client Benefits
Increase responsiveness and lower costs through a cost effective, dynamic, flexible, self configurable, service priced Infrastructure as a Service, delivered as Managed Hosted Cloud.
High SLA up to 99.9% allowing customers to shift workloads to cloud with confidence
Resiliency and performance expected of production environments.
SPEAKER NOTES PRESENTERS may want to delete speaker notes prior to presenting to clients/external audience
Offering Name:
Offering Description:
Target Market/Industries
What is New News?
Client Needs Addressed:
bullet
Value Proposition: (Describe how the offering helps the consumer improve operations, deliver/access new capabilities, increase revenues/profits, perform roles more efficiently, perform functions previously not possible )
Key Benefits: (for Launch Theme)
Competitors & Differentiation: (List appropriate competitors and key differentiation from IBM vs. Competitors)
Sparklers: (Measurable or significant performance/capability facts or proof points)
Learn more
Additional sites with more focused content will be available close to GA

45. SAP Managed Application Services on The IBM Cloud
PILOT
Delivering SAP production and non-production environments via IBM’s Cloud platforms and automating the most common labor intensive tasks associated with managing SAP environments
What’s New (or New Enhancement)
Standardized offering, bringing proven experience and expertise with hundreds of customers on our 1st Generation Cloud SAP Cloud.
Delivers enhanced automatic provisioning and automation in this next-generation platform.
Features/Business Value
Catalog of SAP base images
Automated Cloud SAP system provisioning
Automated SAP refreshes
Cloud based SAP cloning
Automated post clone processing
Client Benefits
Reduce cost of SAP Environments
Reduce cost of SAP Basis and DBA Support
Reduce complexity / chaos created by proliferation of SAP development environments
Reduce cost, lead time and improve quality of SAP production management and other common tasks
SPEAKER NOTES PRESENTERS may want to delete speaker notes prior to presenting to clients/external audience
Offering Name:
Offering Description:
Target Market/Industries
What is New News?
Client Needs Addressed:
bullet
Value Proposition: (Describe how the offering helps the consumer improve operations, deliver/access new capabilities, increase revenues/profits, perform roles more efficiently, perform functions previously not possible )
Key Benefits: (for Launch Theme)
Competitors & Differentiation: (List appropriate competitors and key differentiation from IBM vs. Competitors)
Sparklers: (Measurable or significant performance/capability facts or proof points)
Learn more

46. IBM Private UC Cloud solution
IBM Converged Communications Services – design and deployment for private UC cloud
NEW
IBM Private UC Cloud solution
Telephony
Management
Unified
Messaging
Phone
Presence
Sametime Web
Conferencing
Lotus Domino
Notes
Connections
& Quickr
Lotus
Sametime
IBM Servers
IBM BladeCenter
IBM Systems
Director
IBM Storage
IBM Services
Management and
Provisioning
Data Center Network
Enterprise
IBM Technology
Partner’s SW
Leverage IBM expertise to implement a UC solution on a your private cloud or IBM Smart Business Cloud Enterprise+
What’s New
Design, and deployment services for organizations implementing a private UC cloud solution to reduce costs and improve workforce collaboration and productivity.
Features/Business Value
Develops the scope, requirements and design for a UC solution to match the client’s availability, performance and security objectives.
Delivers a robust, security-rich, private UC cloud solution based on client’s business objectives
Client Benefits
Reduced costs and improved productivity with security rich, flexible cloud-based UC capability
Reduced risk of transition to cloud using a structured approach
The need to ensure effective collaboration among a distributed workforce while reducing the time and cost of frequent travel is driving organizations to look for more efficient, cost-effective means of communication and collaboration.
Unified communications (UC) solution integrates collaborative communications systems so that these systems become easier and more intuitive to use and more productive. The functions of UC solution include:
Enterprise telephony, phone presence and Unified Messaging
Instant Messaging with rich presence
Web, audio and video conferencing.
and calendaring
Social software and team collaboration tools
Unified communications solution brings together all the collaborative and communicative tools that the user needs in the new way of working in a unified, real-time workspace.
UC is also an attractive workload for a cloud computing. A private UC cloud solution can help clients to meet cost, flexibility, security and efficiency needs and considerably simplify the management of the communication and collaboration solution.
But preparing for and implementing a UC solution requires high levels of skill, expertise and experience. This is where IBM Global Services can help. Our skilled service professionals can provide the resources and capabilities necessary to help clients more safely and reliably plan, design and integrate mission critical UC solutions.
As an example, our new service, IBM Converged Communications Services for private UC cloud, is a standard, global service product that helps clients to design and deploy IP telephony, unified messaging and phone presence capabilities on IBM servers and storage with the best of breed UC software from Cisco.
Based on the client requirements IBM can also integrate an end-to-end collaboration platform that includes Instant Messaging, Web conferencing, and enterprise social software from Lotus, along with management and provisioning solution from Tivoli.
The solution can be implemented on a private cloud infrastructure or as a workload for IBM Smart Business Cloud Enterprise + to meet the client’s security, reliability and cost requirements.
Lotus
clients
Web-
browser
Softphone
Mobile/
Smart
phones
Desk
Conference
CPE
Equipment
Learn more

47. Unified communication integrates enterprise communications and collaboration solutions from one or multiple sources.
NEW
Unified messaging
Telephony system
Web conferencing
Video conferencing
Audio conferencing
Messages
integration
Scheduled
meetings
Instant conferences
Presence and instant messaging
Presence
Click-to-call
Messaging
Collaborative applications
and calendaring
Instant messaging (or IM), audio-, and web- and video conferencing solutions have been on the market for several years, enabling collaboration between enterprise users. Until now, however, these solutions were sold as standalone solutions, or at best, were very loosely coupled together.
A new concept that was first called unified communications, and now unified collaboration is changing that. Unified communications and collaboration are common industry terms that describe the integration of disparate communications systems, media, devices, and even applications. Unified collaboration potentially includes integration of presence, location, Instant Messaging (IM), , calendaring, scheduling, telephony, audio, web and video conferencing into a single environment that offers to the user a more complete, but simpler communications experience.
Graphic description:
There are eight images that represent voice mail, and calendaring, video conferencing, web conferencing, etcetera. The graphic here shows how different communication tools can be integrated for improved collaboration and communication.

48. Internal Use Only Chart
Enhanced
Simply Deploy and Manage On-Premise Clouds
IBM Workload Deployer
On-boarding repeatable application patterns.
At this investment management firm, private cloud delivers much lower costs, because not only is infrastructure virtualized, middleware is virtualized too – and always on and elastic, running the same patterns across 500 servers. This platform enables apps to be "pattern" deployed, with shared resources, and with a very strong management of charge backs. With this level of standardization the firm can achieve a 10x improvement in the cost of deployment.
Cross-IBM project that will deliver capabilities for customers to build services across applications and across cloud delivery models (private, public, hybrid) with management and service quality built into the offering
Products include:
Enhanced Appliance (built upon WebSphere CloudBurst firmware) on new DataPower 9005 form factor
New RHEL on System z Hypervisor edition products
New IBM Workload Deployer Pattern for Web Applications with pre-configured, cross-brand workload solutions
Enterprise Customers with Existing Workloads
Enterprise Customers with New Workloads
Core motivators:
Reducing administrative cost
Increasing utilization (drive reduction in software license cost)
Enabling self-service management for application teams
Reducing errors and increasing stability and insight
Core motivators:
Ease of on-boarding the application
Reduced upfront costs
Reduced skills in each product of a topology
Self-service and independence from Central IT processes

49. Deploy and Manage On-Premise Clouds with Ease IBM Workload Deployer V3
Enhanced
Pre-optimized for high performance and scalability with pre-configured workload patterns for ease of use
Manage a shared application environment in a physically secure hardware appliance
New in Workload Deployer V3:
Ability to construct integrated workload patterns based on IBM middleware
Time-saving IBM Workload Deployer Pattern for Web Applications enables end-to-end management of web applications
Added support for Red Hat Enterprise Linux in z/VM environments
Main Point:
Built upon proven WebSphere CloudBurst Appliance technology to further enhance the deployment and management of on-premise cloud environments with new Hypervisors, and best practice workload patterns, and more.
Overview
IBM Workload Deployer V3.0 dispenses and manages WebSphere Application Server to virtualized servers and private cloud computing environments. Workload Deployer dispenses patterns of virtual images into a pool of virtualized resources running on a supported hypervisor. For your convenience, a set of virtual images including WebSphere Application Server Hypervisor Edition and DB2 is preloaded on Workload Deployer. Licenses to use these virtual images must be purchased separately.
In addition to existing support for IBM AIX in PowerVM environments, Novell SUSE Linux Enterprise Server in z/VM environments, and Novell SUSE Linux Enterprise Server and Red Hat Enterprise Linux in VMware ESX environments, Workload Deployer now supports Red Hat Enterprise Linux in z/VM environments. For additional information, refer to Software Announcement ABC-123, (RFA-XXXX) dated April 30, 2010.
Workload Deployer V3.0 offers exciting new capability:
Support for automated elasticity of environments which make use of the WebSphere Application Server Hypervisor Edition Intelligent Management Pack
More robust hardware platform, with more compute power and storage capacity
Support for a new IBM Workload Deployer Pattern for Web Applications which provides end-to-end management of web applications
Ability to initiate virtual machine mobility to more efficiently place workloads
Support for Computer Associates’ VM Secure product in z/VM environments
Microsoft Excel readable usage reports
Finer grained control of IP address assignment and node naming in pattern deployments
A new type of pattern is available in Workload Deployer V3.0. These patterns are referred to as “workload patterns.” Workload patterns are tailored for a specific use case, and contain all the capability required to serve that use case.
The more familiar “topology patterns” (which are composed of Hypervisor Edition images and have been available since WebSphere CloudBurst v1.0) have become more dynamic in Workload Deployer V3.0. When the Intelligent Management Pack is enabled in a deployed environment, users may enable automated elasticity to allow patterns to grow and shrink without manual input.
Workload Deployer also adds support for the new WebSphere Application Server Hypervisor Edition for Red Hat Enterprise Linux for System z virtual image to support Red Hat Enterprise Linux for z/VM.
The ability to initiate virtual machine mobility, coupled with finer grained control of IP address assignment and node naming makes it easier to use Workload Deployer in association with production environments.
Workload Deployer delivers value in several ways:
Helps lower costs, as higher hardware utilization rates are reached in virtualized environments, reducing power consumption.
Increases agility and reduces time to value.
It empowers individual application managers, developers, and testers to manage IT infrastructure in a more autonomous and agile fashion by leveraging a shared self-service, multi-tenant environment. As a result, your company can quickly adapt to changing business needs. Workload Deployer delivers value by factoring out repetitive, time-consuming manual tasks, such as hardware approvals, operating system installation and configuration, middleware installation and configuration, application installation and configuration, and maintenance applications, and replaces them with a single interaction on the administrative console.
Increases repeatability and helps reduce costly errors by allowing you to customize environments once (in the way familiar to WebSphere Application Server users), capture them, and redeploy them at the click of a button. This gives application managers, developers, and testers a standard, known starting point from which to make exploratory changes, evaluate development fixes, apply maintenance, and install applications.
Provides a physically secure hardware appliance. It manages a shared, multi-tenant environment, where isolation and security are of utmost importance. The secure nature of the appliance is rooted in a self-disabling switch, triggered if the appliance cover is removed. This physical security allows Workload Deployer to serve as a secure vault for credentials, which can be tied to virtual images throughout their entire lifecycle (in storage, being dispensed, running in the cloud, or being removed from the cloud).
Manages users and groups and their access. It tracks and reports usage statistics based on user and group information. These reports can be used for internal chargeback purposes.
Workload Deployer is targeted for on-premise production, staging, development, and test environments, and can also serve as the foundation for hosted software-as-a-service environments.
Specifications:
Processors: 2 units; 2 x 6c 95w, 12 cores; 2.93 Ghz, 24 threads
Memory: 12 units; 6 x 8GB, 48 GB total
Disk RAID10: 4 units; 4 x 1TB; 4TB (2 TB avail)
Network: 2 units; 1 x 8x1GB, 8 1GB total; 1 x 2x10GB, 2 10GB total
XG5: 1 unit
Cavium 16XX: 1 unit
Fusion ioDrive: 320 GB; 1 unit
Flash drive: 16 GB eUSB; 1 unit
Efficiently deploy and manage new, innovative applications and services in a private cloud
Learn More 49 49

50. IBM BladeCenter® Foundation for Cloud
NEW
Quickly deploy a virtualized environment that is cloud-ready
What’s New
Single priced, packaged, hardware, software, network & storage
Preloaded and integrated
Features/Business Value
Adapt to changing requirements with the ability to scale and extend to a cloud environment without requiring rip-and-replace of the infrastructure
Reduce complexity and enhance risk control through preloaded, pre-integrated systems that help minimize the human error factor
Client Benefits
Delivers results in days vs weeks
Can help drive down total cost of ownership
Open architecture & common tools for simple installation and rapid deployment
Newly designed advanced diagnostics and predictive tools
Built on technologies deployed at thousands of customer sites across the globe
SPEAKER NOTES PRESENTERS may want to delete speaker notes prior to presenting to clients/external audience
Offering Name:
Offering Description:
Target Market/Industries
What is New News?
Client Needs Addressed:
bullet
Value Proposition: (Describe how the offering helps the consumer improve operations, deliver/access new capabilities, increase revenues/profits, perform roles more efficiently, perform functions previously not possible )
Key Benefits: (for Launch Theme)
Competitors & Differentiation: (List appropriate competitors and key differentiation from IBM vs. Competitors)
Sparklers: (Measurable or significant performance/capability facts or proof points)
Learn More

51. IBM helps Business Partners find their place in the cloud with the IBM Cloud Computing Specialty
NEW
One program for all Cloud Business Partners
Built on Business Partner Needs
Pick a path
Demonstrate skills, revenue & clients
IBM PartnerWorld Cloud Computing
Specialty
Cloud Application Provider
Cloud Builder + =
Cloud Infrastructure Provider
Cloud Services Solution
Provider
Cloud Technology Provider
LAUNCH PARTNERS
Benefits to IBM Business Partners
Access to the IBM cloud ecosystem
Increased revenue
Access to IBM expertise on cloud
Flexible pricing and financing options
Co-marketing opportunities and more…
Find out more at: ibm.com/cloud/partner or

52. Dawn of the world wide web Rise of the application server
File Name Here.ppt
An evolution of standards for cloud
Cloud Standards Customer Council
Over 45 companies signed up prior to today’s launch – the largest in OMG history!
On April 7, 2011 industry leaders form Cloud Standards Customer Council hosted by the Object Management Group (OMG) to deliver on the promise of open cloud computing!
Join today:
IBM has been involved in standards since their inception in IT industry
IBM spends millions each year on open standards.
IBM has made substantial donations to the open source & standards ecosystem
Thousands of IBMers are involved in standards & regulatory activities
IBM is currently engaged in over 400+ specifications & standards organizations.
Cloud Standards Definitions
TOG Cloud architecture at The Open Group
Enable buyers and suppliers to include Cloud Computing technology in their architecture.
DMTF Open Virtualization Format (OVF)
A packaging standard designed to address the portability and deployment of virtual appliances.
DMTF Cloud Management WG
Management interfaces between the cloud service consumer , developer and the cloud service provider (including IaaS APIs)
OASIS Cloud Identity Management TC
Address the security challenges posed by identity management in cloud computing.
Cloud Standards Customer Council
On April 7, 2011 industry leaders from across the world formed the first customer led consortium designed to shape the face of open standards based cloud computing.
Mission
Drive user requirements into standards development process.
Establish the bar for what it means to adopt open standards based cloud computing.
Deliver ready to use content in the form of use cases, case studies, requirements, gap analysis and recommendations for cloud standards, and training.
Structure
Participation –. Primarily C-Level executive, VP of Development, IT management, Enterprise architects, cloud strategy
Meetings– Monthly virtual meetings. Quarterly face-to-face co-located at OMG events. Participation through forums and subgroups.
Oversight – Managed by OMG with IBM sponsorship (similar to SOA Consortium)
Leadership – Founding members form steering committee
Standards Development – This group will not produce standards but will provide guidance to existing standards development organizations
Deliverables
Web Presence- Community, Webcasts, Case studies, blog, vendor showcase, whitepapers, case studies awards.
Candidate Deliverables – ready to use content in the form of use cases, case studies, requirements, gap analysis and recommendations for cloud standards, and training.
Awareness – Drumbeat of awareness utilizing events, press, books, analysts partnerships and media.
Including IBM, there are 36 registered as of 3/31/2011 at 12:21pm
Aviarc Global Limited, BNY Mellon Asset Management, Centerstance, Citigroup, CohesiveFT, Cubist Pharmaceuticals, Deere & Company, Department of National Defence, Fuiitsu, Gernal Services Adminstration (GSA), Granada University, Hurwitz & Associates, IronStratus, Jordan University of Science and Technology, Knowledge Partners Inc, Lockheed Martin, MSRB, New Wisdom Software, NIST, No Magic Inc, North Carolina State University, OpenRules, Pacific Life, People Power, Pricewaterhouse Cooper, PrismTech, Sapiens Technology, Servoy BV, SINTEF, Softeam, Sogeti, State Street Bank, SWIFT, The Ohio State University, Trinity Information Services ,
Additional Customers who have provided verbal commitment to join :
Aetna, AT&T, Boeing, Eli Lily, ING, Kroger, Panasonic Europe, PepsiCo, TIAA-CREF, Volkswagen
On April 7, 2011 industry leaders form Cloud Standards Customer Council hosted by the Object Management Group (OMG) to deliver on the promise of open cloud computing!
Cloud Computing Cloud architecture at The Open Group (TOG)
DMTF Open Virtualization Format (OVF)
DMTF Cloud Management WG (IAAS APIs) OASIS Cloud Identity Management TC
Business agility
Service
orientation
BPMN, SBVR,
RIF, …
Dawn of the world wide web
Rise of the application server
WS*, WS-I, SCA,
BPEL, SAML,
XACML …
HTTP, HTML, WSFL,
XLANG, REST…
Java, Java EE,
XML, XML Schema,
SOAP, WSDL, UML,
Web2.0, ...

53. The reality of cloud standards – This is why we formed the Council!
Risk—the business environment is increasingly dynamic, plan and act accordingly
TOC—avoid “penny wise and dollar foolish” strategies
Exit Cost—”you can check out anytime but you can never leave”
Dozens of new communities and organizations have formed around cloud standards including industries and governments (e.g. China CESI). 53

54. Where are we going? End to End Integrated Cloud Story and Value from IBM
GTS & STG
Provides private and Enterprise Cloud infrastructure
SWG
Provides software to enable collaborative development and Cloud management
GBS
Provides tools, services and methodology, partnerships that enhance capability
Design
Development
Deployment
Production
Requirements
Requirements Analysis
Maintain
Code Analysis & Reporting.
ALM Tools
Application Virtualization
Performance Testing Services
Defect Analysis
Website & Mobile Application Performance
Project Initiation
Test
Integration : Cloud-to-Cloud ;
Cloud-to-Enterprise
xCloud Testing
Image/ & Services
Mgnt/Monitoring
Data Security
Billing &
Metering
Services Optimizations
Cloud Brokering / Deployment
Cloud Deployment Topology &
Security Modeling
IBM’s cross-brand approach for delivering transformative cloud solutions

55. Cloud will deliver ~$7B of revenue for IBM in 2015 (~$3B incremental)
IBM’s full spectrum of cloud components provides for growth and innovation across the whole lifecycle
IBM Cloud Strategy
Drive transformation of IT
Leverage unique end-to-end services
Enable transformation of Industry Ecosystems
Cloud will deliver ~$7B of revenue for IBM in 2015 (~$3B incremental)
IBM has a unique opportunity to integrate across hardware, software, services and Research to help clients in various stages of their cloud journey. We have consulting services that help clients plan a cloud roadmap including network readiness or discover which workloads could be migrated to a public or private cloud. We also have the tools – hardware, software, integration services – to help clients build their own cloud environment. And we can either host their environment on the IBM Cloud or help the client deliver their own cloud services.
Plan - Help our Clients to develop a Cloud strategy, assess workloads or identify pilot opportunities
Build - Help our Clients to enable their enterprise to deliver Cloud Services
Deliver - Clients can consume secure, reliable services “on the IBM Cloud”
Our solutions are based on a common cloud management platform – called the IBM Cloud. The IBM Cloud is both a delivery platform and architectural model:
A common infrastructure platform for IBM public cloud services
A unifying reference architecture for building private clouds
An enabler for improving cloud integration and interoperability
A platform – for IBM capabilities up the stack and for our ecosystem partners
(Unlike our competitors, you can clients can own their own IBM Cloud because we can help them build a cloud based on our reference architecture)
Plan
Build
Deliver
Help our clients to develop a cloud strategy and implementation plans
Help our clients to build their cloud environments
Provide secure, reliable cloud services for enterprise consumption

56. Questions?
Twitter: walterfalk
The Open Group (TOG)
Description: TOG Cloud Work Group is focused on enabling buyers and suppliers to include Cloud Computing technology in their architecture.
DMTF Cloud Audit Working Group
Description: Standard data and interface models for federating cloud audit events, logs and reports
OASIS Cloud Identity Management Technical Committee
Description: Address the security challenges posed by identity management in cloud computing. The TC identifies gaps in existing identity management standards and investigates the need for profiles to achieve interoperability within current standards.
DMTF Open Virtualization Format (OVF)
Description: a packaging standard designed to address the portability and deployment of virtual appliances. 56

57. Backup

58. Infrastructure Strategy & Planning for Cloud Computing Can help you develop a strategy, architecture, and roadmap
Features:
Business and IT executive workshop to identify if cloud computing can drive business value.
ROI value case and diagnostic assessment of the current environment to determine strengths, gaps and readiness.
Strategy, plan, architecture, and roadmap to successfully implement the selected cloud delivery model.
Customer Benefits:
Lower Cost – Identify opportunities to reduce capital and operating expense across the infrastructure.
Improve Service – Streamline processes and services, improve efficiency and effectiveness.
Reduce Risk – Architect a secure and resilient model that mitigates operational exposures and protects data.
Strategy, Value Case, Architecture, Roadmap for Cloud

59. IBM Professional Security Services – cloud security strategy roadmap Augment your cloud computing strategy with a sound security approach
Cloud security strategy roadmap guides customers through their unique security and privacy concerns related to cloud computing and helps the customer build a security roadmap for risk mitigation
What’s New
-On-site working session combined with off-site information gathering and report preparation
-Development of cloud security roadmap to cover:
Legal, regulatory and security requirements
Cloud computing workloads and appropriate risk mitigation strategies
Cloud provider evaluation
Features/Business Value
Education and guidance from knowledgeable IBM consultants on cloud security and privacy concerns
Development of a cloud security strategy for risk mitigation including security measures and compensating controls
Provides recommendations for cloud provider evaluation
Client Benefits
Guides you through the security and privacy concerns of your unique cloud initiative
Helps identify and prioritize cloud computing scenarios for your specific security requirements and business needs
Leverages IBM expertise to help assess your risks and develop a high-level roadmap for risk mitigation
Take advantage of cloud computing benefits with confidence in your security strategy
SPEAKER NOTES PRESENTERS may want to delete speaker notes prior to presenting to clients/external audience
Offering Name:
Offering Description:
Target Market/Industries
What is New News?
Client Needs Addressed:
bullet
Value Proposition: (Describe how the offering helps the consumer improve operations, deliver/access new capabilities, increase revenues/profits, perform roles more efficiently, perform functions previously not possible )
Key Benefits: (for Launch Theme)
Competitors & Differentiation: (List appropriate competitors and key differentiation from IBM vs. Competitors)
Sparklers: (Measurable or significant performance/capability facts or proof points)
Learn more

60. IBM Application Development Services for Cloud
Develop and implement the right industry-driven custom cloud applications to support your business strategy
Build custom applications that take full advantage of the benefits of cloud computing and address industry opportunities for delivering services via SaaS models
Address the unique requirements of the cloud environment during application development and deployment
Optimize applications for performance and scalability on cloud infrastructures
Customer Benefits:
Realization of industry value through custom SaaS investments
Optimize cloud-delivered applications for performance and scalability on cloud infrastructures
Enable more efficient service delivery while increasing business agility with cloud applications
Address security and privacy challenges inherent in cloud-delivered applications
Cloud strategy
Design, development and integration
Business process
scenarios
Cloud application requirements
Existing asset analysis/client readiness
Solution architecture for cloud applications
Cloud application implementation plan
Understand cloud strategy
Change management requirements
Learn more at ibm.com/services/cloud

61. IBM Testing Services for Cloud – application virtualization
Shorten release cycles, reduce risks, and eliminate critical development and testing constraints by virtualizing IT resources
IBM Testing Services for Cloud – application virtualization enables clients to:
Rapidly create multiple virtual test environments customized for each development and testing team
Provide testing teams with 24/7 availability for testing as needed without dependencies on back-end systems and data stores
Provide testing teams the ability to test more thoroughly throughout the life cycle without worrying about data or service availability
Minimize infrastructure set-up time
Leverage an on demand infrastructure
Customer Benefits:
Improve time-to-market through rapid test environment setup, simplified test data management, and more parallel development and testing efforts
Increase business agility by reducing dependencies on back-end systems and data stores
Improve quality in production because defects are found and fixed earlier in the software development life cycle
Reduce development and maintenance costs with lower hardware, software and configuration costs
Learn more at ibm.com/services/cloud

62. IBM Service Delivery Manager (ISDM)
A pre-integrated software stack, deployed as a set of virtual images, that automate IT service deployment and provide resource monitoring, cost management, and high availability of services in a cloud
“Manage From” Environment
Benefits of IBM Service Delivery Manager
Leverage existing hardware - allows businesses to leverage existing hardware while reducing capital expenditures and generate greater ROI
Improved time to value - Reduces the amount of integration work required to deploy a cloud by offering a pre-bundled and integrated service delivery software stack
Accelerated deployment - Automated image deployment, cross connection and activation of components. Allows clients to shorten deployment times.
Reduce complexity - Self service, standardization and automation simplify use and minimize errors
IBM Service Delivery Manager
Management Server
Virtual
Machine Images
Virtual
Machine Images :
IBM Power
Systems
X86
Automated
Provisioning of Services or
“Manage To” Environment
Monitoring
Automatic monitoring of provisioned environment
Virtual Machine
Virtual Machine
Usage and Accounting
Metering and accounting for cloud services
Enable integration to billing systems
Virtual Machine
Flexible deploy to virtual environments
VMWare, KVM, Xen, PowerVM, zVM 62

63. Hardware + Software + Services
IBM CloudBurst
A Breakthrough in Service Delivery for Data Center Workloads with a fully configured pre-integrated system
For IT executives seeking a breakthrough in:
Delivery of service
Reduction in cost
Transformation of the data center into a Dynamic Infrastructure
A complete system that integrates the service management software system with servers, storage, and Quickstart services, and financing to quickly enable a private cloud
“Fit for purpose” based on the architectures required by specific workloads
Service Design
Service Subscription
Service Operations
Service Delivery
Service Activation
Hardware + Software + Services
Starts at ~ $270k

64. IBM CloudBurst on Power Systems
Private clouds built on IBM Power Systems servers and Tivoli service management software (such as IBM CloudBurst) can be up to 70-90% less expensive on a cost/image basis than stand-alone x86 servers or public cloud alternatives*
Power Systems is the first and only platform to offer the foundation for cloud with PowerVM Live Partition Mobility and VMControl
Advanced virtualization with PowerVM enables industrial strength consolidation of database and application workloads, with up to partitions on POWER7 systems
VMControl™ provides automated virtualization management that minimizes time to provision virtual machine images and enables management of system pools
POWER7 delivers more performance per core and outstanding energy efficiency; four to five times the system capacity in the same physical space while consuming the same amount of energy.
Workload Optimizing Systems with the new Intelligent Threads technology dynamically switches the processor threading mode to deliver optimal performance for different workloads
* “Building a Dynamic Infrastructure with IBM Power Systems” IBM SWG Competitive Project Office, March 2010; 64

65. CREATE MANAGE MONETIZE
New
Cloud Service Provider Platform - CSP2
IBM introduces the most advanced, carrier-grade, intelligent and integrated service management platform designed to empower CSPs to CREATE, MANAGE, & MONETIZE cloud services fast.
CREATE
MANAGE
MONETIZE
Rapidly Launch Partner Enabled Apps/Services
Infuse Creativity Into the Service Portfolio
Market White Labeled IBM Cloud Services
Exploit Advanced Automation
Enable Sales
Transformation
Leverage Intelligence for Differentiation
Optimize Channels & Self-Service Portals
Rely on Carrier Grade Performance and Unmatched Scalability
Deliver Highly Secure,
Quality Assured Services
Ignite Innovation and Differentiate the Service Portfolio
Empower Integrated Service Management
Energize Cloud Sales & Optimize the Customer Experience

66. Advanced Monitoring and Service Level Management
Cloud Service Provider Platform (CSP2)
Packaged to leverage cross IBM world class cloud portfolio
Network Management
Netcool Performance Manager
Netcool Performance Flow Analyzer
Netcool Configuration Manager
Security Management
IBM Security Virtual Server Protection
IBM InfoSphere Guardium
Tivoli Identity Manager
Tivoli Federated Identity Manager
Tivoli Directory Integrator
IBM Security Network Intrusion Prevention System
Advanced Monitoring and Service Level Management
Netcool/Impact
Netcool/OMNIbus
Netcool Configuration Manager
Netcool Service Quality Manager
Tivoli Composite Application Manager
Tivoli Business Service Manager
Tivoli Data Warehouse
Why IBM (competitive kill points)
Only IBM offers a prebuilt cloud service management software appliance that can be deployed in 10 hours not HP, VCE or BMC
VCE cannot provide an integrated suite with piece parts from different vendors
VCE’s weak service management (via Infra) is not integrated with their cloud offering
BMC’s cloud suite containing only its products has 9+ distinct install processes one for each bundled component
Integration Layer
Integration with proprietary business process and infrastructure management tools
Service Management Layer
Automate process of instantiating and managing a distributed IT environment (incl. server, storage, network)
Infrastructure
Layer
Virtualized resources
Virtualized aggregation
Physical infrastructure
Network fabric
Storage Management
Tivoli Storage Manager
Tivoli Storage Productivity Center
Core Service Automation
and Management
IBM Service Delivery Manager

67. IBM Smart Business Desktop Cloud
Characterized by thin clients, with higher levels of security and resilience, improved backup and recovery…and reduced cost and complexity associated with managing the desktop/laptop environment
Customer Benefits
Reduce deskside support costs by 85-90%
Reduce help desk calls by 20-40%
Reduce OS and application update costs
Easily ensure desktop security and resiliency
Use up to 73% less power over traditional fat client deployments
Integrating hardware, software and services in an innovative solution
Allows clients to create a private cloud that enables internet-based PCs and other devices to access applications and data through a centrally managed computing environment
Maintains highest levels of quality and security in accessing critical information remotely, from any device, anywhere
Helps clients quickly scale their IT infrastructures to address business demands, while reducing cost and complexity
Helps clients use up to 73 percent less power than traditional desktops and laptops
Available as two different offerings:
Implementation only services
Implementation and Managed services 67

68. IBM Smart Business Storage Cloud
Business Challenge: Storage and Data Optimization
Speed deployment of storage applications
Allow storage infrastructure to adapt dynamically to business requirements
Improve cross-company collaboration and file/data sharing while controlling capital expenditures
Customer Example:
A telecommunications firm needed a highly scalable and cost-effective environment for providing an innovative new online media and content services to their users, allowing them to share photos, video and audio including unlimited media storage and unlimited uploads.
Start small and grow rapidly - the initial client solution consisted of 50 servers, 3TB of SAN storage, networking and 80TB of Scale out File Services storage. The client expects the dedicated storage cloud component to grow to in excess of 1 Petabyte within a short period and the number of servers to potentially grow to hundreds. This telecommunications firm found that SBSC dedicated storage cloud services offer a predictable cost model for planning and growth.
Solution: Scalable and Integrated IBM Storage Cloud
Lower the total cost of ownership related to enterprise storage, including:
Exceptional scalability in thruput and capacity
Dynamic Information Lifecycle Management
Multi tier storage support, including tape media
Rich set of services including management, hosting and expert services in data migration & performance tuning
IBM’s Scale out File services is the basis of our Smart Business Storage Cloud offering. It is a state-of-the-art, massively scalable virtual storage environment that radically improves productivity and reduces total cost of ownership. For clients that are facing:
Rapid growth of information
Proliferation of isolated workgroup communities
An inability to innovate across communities due to islands of information
An exponential increase of non-structured data (video, images, etc.)
Challenges meeting performance requirements for large file applications (3-D design models, medical images, digital streaming video, etc.)
Business demand increases causing rapid increases in administrative costs to manage hardware and software
Wherever there is a need for a huge amount of information to be stored, shared, processed, or served - SoFS provides the perfect storage solution at an attractive total cost of ownership and many clients are leveraging an on-premise storage cloud model to leverage this unique technology to provide needed flexibility and collaboration options for their business users for a highly elastic and scalable infrastructure.
Why IBM?
Built on unique models and technology originally developed jointly in collaboration between IBM's own CIO and IBM Research
Leading global skills and proven storage cloud computing environments for mission-critical business applications

69. Maximize the value of investments with hybrid cloud integration using
WebSphere Cast Iron Integration
Data and Application Integration
Pre-built templates for most common cloud integration scenarios
Simple configuration, not coding approach
Deployed as an appliance, virtual appliance, or integration as a service
Value Realized
Connect over 40 SaaS apps with each other and with 100’s on-premise applications in days
Gain real time visibility of business information in the cloud
Save as much as 80% vs. custom code
Cloud Applications
2010 survey by Saugatuck indicates 32% of software purchases were SaaS. Projecting 50% of software spend will be SaaS by (1)
With SaaS comes integration challenges
Challenges:
32% of execs are concerned about integrating SaaS with existing enterprise applications (2)
27% of execs are concerned about integrating SaaS data with existing enterprise data structures (2)
Capabilities:
Connect Cloud and on-premise applications in days
Connect Home grown and packaged on premise business applications
No coding, just simple configuration
Multiple deployment models: appliance, virtual appliance, integration as a service
Benefits:
Connect over 40 SaaS apps with each other and with 100’s on-premise applications in days
Gain real time visibility of business information in the cloud
Save as much as 80% vs. custom code
Sources:
(1) Source: Saugatuck Technology Inc., 2010 Cloud Business Solutions / SaaS Survey (March 2010), Global N=790
(2) Saugatuck Technology Inc., 2009 Global User Survey; n=1793
On-premise 69

70. LotusLive Offerings Collaboration eMail Web Conferencing
LotusLive Meetings
LotusLive Engage
LotusLive Notes
(Sametime Unyte Meeting)
(Lotus Notes Hosted Messaging)
Full-featured Web conferencing service includes polling, hand raising, record & playback.
An integrated suite of Web collaboration and business networking solutions including:
Full-featured, dedicated hosted service (rich client and browser)
Supports G1 languages
On line Meetings
Files
Chat service
Activities
Survey Forms
Live Charts
Profiles and Contacts
Supports 27 Languages
Add-ons
LotusLive Mobile for Blackberry
LotusLive Sametime IM
Starting at $9 per user per month
Minimum 1000 authorized users
Starting at $6 per user per month
Starting at $8 per user per month
LotusLive Events
Lotus Live Connections
LotusLive iNotes
An integrated suite of Web collaboration and business networking solutions including:
(Sametime Unyte Events)
Internet-based event capabilities. Provides tools to create & manage webinars.
Web-based service with personal calendar & shared contacts. Mobile sync capability.
Activities
Profiles and Contacts
Files
Chat service
Starting at $79 per user per month
Unlimited events
Starting at $6 per user per month*
Starting at $3 per user per month*
For pricing, see:
Lotus Live on the web
*Bundle Connections and iNotes for $7 per user per month