IBM Cloud point of view for Business Partners

IBM Cloud point of view for Business Partners Delivering IBM cloud innovation together GET STARTED! IBM Cloud

IBM Cloud point of view for Business Partners 2 Welcome to a cloud built to integrate and enable modern technological innovation IBM offers an opportunity to become a pioneer in solving present-day business challenges, while positioning best-in-class business solutions to dominate the future. Seize the opportunity to grow your business with IBM Cloud. IBM values its Business Partners and cares about your success. By joining forces with IBM Cloud, you can bring solutions to your customers that solve business challenges and stay at the forefront of technological innovation. With IBM s proven market leadership and prominent industry solutions in cloud, analytics, mobile, social and security, you can sell great technology and great ideas for the future. Be a pioneer with IBM Cloud solutions and solve present-day business challenges, while positioning to dominate the future. Use this point of view document as a development tool. The resources here can help you grow your business, drive client transformation and enjoy success. IBM takes pride in the work we do together. We support your ability to profit from your hard work and expertise. Murali Raman Director, Channels Marketing, IBM Cloud and System Todd Austin WW Cloud Channels Marketing Michele Jacobs WW Cloud Channels Marketing Barbara Lallas WW Cloud Channels Marketing Arun M WW Cloud Channels Marketing Michele Payne WW Cloud Channels Marketing Hybrid cloud is the path

IBM Cloud point of view for Business Partners 3 Cloud is maturing Today s operating environment demands a cloud that s responsive to the innovative enterprise one that can use all data types and access the latest technologies, like cognitive or AI. Positioning your company to utilize IBM Cloud is lucrative for you and your clients. Only the IBM Cloud delivers the technologies that power innovation for the enterprise. Strategic and complex Value Tactical 1 IT efficiency Public cloud IaaS and SaaS Lower cost IT Early adopters 2 Application modernization Hybrid cloud PaaS, CaaS, and data Engagement apps Enterprise 3 Experience and service innovation Multi-cloud Integrated platforms Industry solutions Market leaders Time Did you know? IBM Cloud: 1,200 cloud patents Hybrid cloud is the path

IBM Cloud point of view for Business Partners 4 Every business is becoming an ecosystem New and established businesses in the digital economy combine data, services and applications from many sources, inside and outside the enterprise, to deliver customer value. As an IBM Business Partner, help your clients evolve, expand and extend their businesses with IBM Cloud. Getting new value from third parties Extracting value from your entire business New data sources (IoT, social, weather, video...) New apps and services (Analytics, blockchain, marketing...) Innovation communities (Open, developer, industry, cognitive...) Data (Customer, transactional...) Applications (ERP, CRM, BSS, OSS...) Expertise (Industry, domain, customer...) Did you know? IBM Cloud: 20,000 new developers weekly on IBM Bluemix Hybrid cloud is the path

IBM Cloud point of view for Business Partners 5 IBM is the enterprise cloud provider IBM helps you put your data and knowledge and your clients to work. By infusing the power of cognitive and cloud with deep industry experience, IBM digitally reinvents businesses for disruption, growth and competitive advantage. Together We re built for data and cognitive/ai. Cognitive-ready, purpose-built cloud Breadth of API services: vision, language, speech, emotional and intellectual capabilities Simplified data governance and management We bring enterprise and industry expertise. Industry-focused expertise, applications, data sets and partnerships Lifecycle and transformation services from strategy to support Flexibility, scale and performance with baked-in security We give you choice and control. Control of your data and knowledge Ability to leverage open source and open standards 50+ locations to support your data location and sovereignty models Did you know? IBM Cloud: The IBM Cloud architecture is built so that you can easily apply AI and machine learning capabilities to your enterprise workloads. Using these integrated cognitive capabilities, you can set yourself apart from the competition with deeper understanding and virtually unmatched intelligence Hybrid cloud is the path

IBM Cloud point of view for Business Partners 6 Integrating, securing and managing your multi-cloud business Incorporate the right combination of method, culture, platform, tools, ecosystem and support in client engagements. Business innovation Cloud and data integration Security and management Investment leverage Single-build platform for public and private cloud or on-premise apps Fast transfer across apps and endpoints Access among the best cognitive/ai, blockchain and lot technologies Critical tools for creating new analytic models quickly and easily A world leader in data science platforms Range of APIs to connect apps and data across public, private and multi-cloud Embedded analytics connect to the IBM Cloud for performance insights Security-rich and unified messaging to simplify integration and lower the TCO One of the world s fastest data ingestion engines with more than 100 Gbytes/sec Enterprise-strong security baked-in from the vendor you trust Prebuilt automation content and built-in services, with support for Kubernetes containers Cognitive insights to optimize control and deployment governance Complete platform for data governance, optimized for GDPR Cloud native and microservice architecture for on-perm and cloud app development with full support of Docker, Kubernetes and Istio platforms Flexibility with open platform/open standards (J2EE, Spring Boot, Scala) Investment protection and support Freedom of location for your data Deep industry skills, experience, applications, data sets and partnerships Did you know? IBM Cloud: Blockchain as a service Hybrid cloud is the path

IBM Cloud point of view for Business Partners 7 IBM Cloud platform While engaging with clients, leverage the unique design of IBM Cloud as the platform for business innovation and cognitive solutions. Applications, solutions and services Targeted solutions for enterprise businesses Watson Oncology Watson Cyber Security Weather IBM Services and Industry Solutions Watson Virtual Agent Watson Explore and Discover IBM Risk and Compliance Asset Management (IBM Maximo ) AI Cognitive building blocks for developers Conversation Visual Recognition Discovery Speech Compare and Comply Document Conversion DLaaS Nat Language Understanding Tone Analyzer Nat Language Classifier Personal Insight Knowledge Query Data Tools to prepare data for cognitive Ingestion Storage Analytics Deployment Governance Cloud infrastructure A highly scalable, securityenabled infrastructure Cloud integration Networking Security Core enterprise infrastructure Cognitive microservices Cognitive systems Virtual servers Object storage DevOps tooling File storage Did you know? IBM Cloud: Extensive industry clouds designed for data Hybrid cloud is the path

IBM Cloud point of view for Business Partners 8 Hybrid cloud is the path Get the business outcomes you want As businesses become ecosystems for delivering greater value in a digital world, hybrid cloud is not only the new reality, hybrid cloud is the fastest path to new client value. Every business is becoming an ecosystem Dedicated Speed Change only what you need to change to get value faster. Flexibility Position workloads to best deliver on business objectives. Innovation Integrate cloud services, open communities and emerging technologies, such as cognitive, blockchain and IoT, to maximize opportunity. Insight Combine your data and processes with new sources of information to get the best outcomes. On premise Public Eighty-five percent of hybrid leaders report that hybrid cloud is accelerating digital transformation in their organizations. 1 Hybrid is the connection of one or more clouds to on-premise systems and the connection of one or more clouds to other clouds. Did you know? IBM Cloud: Global network of more than 60 cloud data centers Hybrid cloud is the path

IBM Cloud point of view for Business Partners 9 Hybrid cloud is the path Hybrid cloud builds on IT investments Supports microservices for speed An architecture that provides choice and flexibility, with consistency and consideration appropriate to your client s unique business requirements On premises Off premises Dedicated Public Transactional architecture: Optimized for availability and stability Customer-facing architecture: Optimized for speed and agility Did you know? IBM Cloud: Network of nine IBM Bluemix garages around the world: Austin, San Francisco, London, Toronto, Tokyo, Singapore, Nice, NYC and Melbourne Hybrid cloud is the path

IBM Cloud point of view for Business Partners 10 Hybrid cloud is the path In today s race to succeed, how are you delivering on your client s needs? IBM Business Partners are in a unique position to help IT and LOB position themselves in today s digital economy, and deliver on three critical business outcomes: a compelling customer experience, new innovative business models, and fast and flexible operational processes. New innovative business models Fast and flexible operational processes A platform for innovation and productivity 80% of enterprise clients are headed to hybrid models, which integrate cloud and on premises. 2 +90% net new software was built for cloud delivery in 2015. 3 USD 76B is estimated to be the value of the cloudmanaged services market by 2021. 4 Did you know? IBM Cloud: More than 150 Bluemix cloud services across cognitive, Internet of Things, blockchain, data and more Hybrid cloud is the path

IBM Cloud point of view for Business Partners 11 The IBM Business Partner ecosystem is comprised of a variety of Business Partner types, all focused on delivering contemporary business solutions to the market. Taking advantage of IBM capabilites, IBM Business Partners can conceive, create and deploy the right app for clients, set solutions apart with advanced cognitive capabilities, leverage powerful open source technologies to power apps, and expand functionality with differentiating services and APIs. As an IBM Business Partner you can: Accelerate your success in the emerging USD 402 billion 5 cloud market. Innovate with cognitive solutions that open the doors to new and existing clients. Maximize your earning potential through expanded revenue streams. Independent software vendors Cloud service providers Resellers Value-added distributors (VADs) System integrators Hybrid cloud is the path

IBM Cloud point of view for Business Partners 12 Independent software vendors Take the first step with IBM PartnerWorld Expand market share by delivering high-value, transformative applications to clients through the cloud. The end-to-end development and deployment platform of IBM Cloud affords powerful, open technologies to unleash innovation and enable the delivery of leading-edge, cognitive-based solutions through a market-leading cloud platform. Simplified partnership agreements Case study: A retail solutions startup leverages Bluemix to provide a unique online shopping experience and valuable insights for retailers. Using Bluemix, the client can now easily deploy and scale servers that learn what s the most effective content to show customers, whether it be customer reviews, product recommendations or in-store discounts. Sales, marketing benefits and support Open new channels for exposure and commerce and expand your market through worldwide access to clients IBM technical assistance and programs IBM Marketplace Bridge to cloud and unique finance options Hybrid cloud is the path

IBM Cloud point of view for Business Partners 13 Cloud services providers Take the first step with IBM PartnerWorld Grow revenue and maximize profits by delivering high-value, transformative cloud-based services and solutions to clients. IBM Cloud technology and flexibility enables you to maximize time to value by quickly deploying profitable services on a secure, scalable cloud, customized to your client s needs. Simplified partnership agreements Case study: An IT services company enables bus and railway operators to provide travelers with new services when they implement their media-streaming solution based on IBM Aspera high-speed file transfer software running on IBM Cloud. Travelers can now enjoy information and entertainment while onboard, leading to more travelers and improved customer satisfaction. Sales, marketing benefits and support Open new channels for exposure and commerce and expand your market through worldwide access to clients Saas incentives IBM Marketplace Bridge to cloud and unique finance options Hybrid cloud is the path

IBM Cloud point of view for Business Partners 14 Resellers Take the first step with IBM PartnerWorld Become and remain more essential to clients by offering new, innovative, value-added solutions Embrace IBM Cloud and navigate this period of technology and business model disruption. Profitably transform your business through increased speed, flexibility, innovation and insight that leverages the industry-recognized IBM Cloud portfolio, cognitive solutions and the IBM PartnerWorld program, redesigned to support and scale your business. Reach new customers through the highly profitable commercial segment. Extend reach to more customers through the IBM Marketplace. Build a pipeline with co-selling and IBM lead passing. Evolve and expand relevance with various programs for business transformation. Sales, marketing benefits and support Land and expand/ adjacency and commercial segment incentives Enhance your digital presence and extend your reach to potential clients, sellers and an extensive developer community PW reseller programs Case study: A reseller was faced with transitioning a long-term client to the cloud. The client, a midmarket retailer, was ready to migrate to the cloud for a new, large online project. Working with IBM SaaS experts, the client signed a three-year contract, and the IBM reseller realized 20 percent on top of the renewal. With the annuity model that comes with SaaS, the Business Partner already had surplus money before additional sales or marketing spend. IBM Marketplace Bridge to cloud and unique finance options Hybrid cloud is the path

IBM Cloud point of view for Business Partners 15 Value-added distributors (VADs) Take the first step with IBM PartnerWorld Take advantage of IBM s end-to-end cloud development and deployment platform based on powerful, open technologies to unleash innovation and enable the delivery of leading-edge, cognitive-based solutions through a market-leading cloud platform. Recruitment and activation guides One-stop destination that aggregates fragmented supply and demand Loyalty through superior experience of finding, buying and using products and services Monetization the long tail of the product portfolio for providers Early insights on audience preferences for the operator of marketplace Barrier to entry for competition, existing marketplaces have stickiness Differentiation, deliver higher value to solution providers Case study: A value-added distributor provides efficient, flexible and cost-effective service models for customers that may be caught between shrinking resources and growing business needs. By aggregating and integrating multiple outsourcing solutions, this value-added distributor adds value to IBM solution providers by giving them access to options that help make it less expensive, easier, safer and faster to navigate. They also extend offerings to customers that are preparing to make a technical support choice or migrating to a private, public or hybrid cloud sourcing model. Sales, marketing benefits and support VAD-specific campaigns and quick-pick sales plays Gain profitability though generous margins and incentives, market insights to develop target markets, and business models to drive monthly recurring revenue VAD planning workshops Rich incentives for recruiting new and converting existing solution providers into cloud sellers Hybrid cloud is the path

IBM Cloud point of view for Business Partners 16 System integrators Take the first step with IBM PartnerWorld Grow your services revenue and increase profit margins by leveraging IBM Cloud in your services engagements. IBM is the leading cloud vendor that offers a complete end-to-end cloud platform, from development to deployment, allowing you to unleash client business transformation and innovation, and enable the delivery of leadingedge, cognitive-based solutions for your clients. As a systems integrator (SI) partner, we are committed to helping you develop the capabilities to deliver successful transformative and innovative cloud business solutions to your clients. Innovate with new cloud and cognitive technologies. Access leading innovators in the industry. Gain exclusive insights into the IBM Roadmap. Co-sell with IBM. Expand reach to Fortune 1000 customers. Case study: A system integrator and IBM reseller partnered with a forward-thinking, customer-centric insurance leader to overhaul its customer-facing applications and to unify the user experience across devices. The goal was to create an industry-leading user experience that would attract and provide value to a new generation of insurance customers, differentiating it from the competition. Sales, marketing benefits and support IBM Marketplace Simplified partnership agreements Open new channels for exposure and commerce and expand your market through worldwide access to clients Bridge to cloud and unique finance options IBM technical assistance and programs Hybrid cloud is the path

IBM Cloud point of view for Business Partners 17 Copyright IBM Corporation 2017 IBM Corporation Route 100 Somers, NY 10589 Produced in the United States of America October 2017 IBM, the IBM logo, ibm.com, Aspera, and Bluemix are trademarks of International Business Machines Corp., registered in many jurisdictions worldwide. Other product and service names might be trademarks of IBM or other companies. A current list of IBM trademarks is available on the web at Copyright and trademark information at www.ibm.com/legal/copytrade.shtml. This document is current as of the initial date of publication and may be changed by IBM at any time. Not all offerings are available in every country in which IBM operates. THE INFORMATION IN THIS DOCUMENT IS PROVIDED AS IS WITHOUT ANY WARRANTY, EXPRESS OR IMPLIED, INCLUDING WITHOUT ANY WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE AND ANY WARRANTY OR CONDITION OF NON-INFRINGEMENT. IBM products are warranted according to the terms and conditions of the agreements under which they are provided. Statement of Good Security Practices: IT system security involves protecting systems and information through prevention, detection and response to improper access from within and outside your enterprise. Improper access can result in information being altered, destroyed, misappropriated or misused or can result in damage to or misuse of your systems, including for use in attacks on others. No IT system or product should be considered completely secure and no single product, service or security measure can be completely effective in preventing improper use or access. IBM systems, products and services are designed to be part of a lawful, comprehensive security approach, which will necessarily involve additional operational procedures, and may require other systems, products or services to be most effective. IBM DOES NOT WARRANT THAT ANY SYSTEMS, PRODUCTS OR SERVICES ARE IMMUNE FROM, OR WILL MAKE YOUR ENTERPRISE IMMUNE FROM, THE MALICIOUS OR ILLEGAL CONDUCT OF ANY PARTY. 1. Growing up hybrid Accelerating digital transformation, IBM Center for Applied Insights, 2016 2. IDC FutureScape: Worldwide Cloud 2016 Predictions, November 2015 3. IDC FutureScape: Worldwide Cloud 2016 Predictions, November 2015 4. Marketsandmarkets.com, Report Code: TC 3428, May 2016 5. https://www.ibm.com/investor/att/pdf, Page 6 Please Recycle XXXXXXXX-USEN-00