2011.02.14 Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
-
Upload
ibm-club-alliances -
Category
Business
-
view
1.164 -
download
0
description
Transcript of 2011.02.14 Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM
© 2010 IBM Corporation
IBM Smart Business Desktop on the IBM Cloud for the Business Partner ChannelAnnouncement date: February 8, 2011Availability date may vary by countryPlease contact your IBM Business Partner Representative or Distributor for details
February 8, 2011 For IBM and IBM Business Partner internal use only
© 2010 IBM Corporation
Table of contentsIntroduction
IBM Smart Business Desktop on the IBM Cloud overview
Value Propositions: End Customer, BP-Reseller, BP Prime Bidder
Pre-requisites to become Reseller or Prime Bidder BP for IBM Smart Business Desktop on the IBM Cloud
How to
To Do list to become a successful IBM Smart Business Desktop on the IBM Cloud BP
Key steps for the Business Partner to process the deal and to get the end customer using the service
Contracts
Contract Models and Links to the International English versions in the C&N database
Trade Marks and Notes
Back Up– Billing Model– Contract Model: Resell– Contract Model: Prime Bidder– E2E Opportunity to Cash Flow– Welcome Kit content– SBDIC Customer Pre-requisites– Assessment– Links for the Business Partners
Table of contents
© 2010 IBM Corporation
A comprehensive end-to-end client solution that leverages virtualization technology to support distributed end users
1) End users log on to the Internet (or intranet), gain authorized https access to the corporate network, and are authenticated before being intercepted by a connection broker.
2) Connection broker facilitates secure accessonly to personal images, authorized applications,and data needed to do user work.
3) Processing and storage are all done in a centralized, highly secure, efficient, and green data center environment enabling significant IT resource optimization and sharing, plus much improved end user IT management, higher availability, and potentially improved TCO.
12
`
`
`
`
`
Person
Group of names
Group of unique names
Rich clients
Transaction workers
Developers
Suppliers
Partners
3
Introduction: Offering Overview
© 2010 IBM Corporation
IBM Smart Business Desktop on the IBM Cloud (SBDIC)
Providing the benefits of virtual desktops within a prepriced, prepackaged subscription service
A subscription service for office workers, task workers, variable workforces, and alternative workspaces, such as virtual call centers
Predesigned and prebuilt, providing the highest levels of quality, reliability, and security for your virtual desktops
Differentiation in service management and security, with separation of controls for end user access based on enterprise security policies
Hosted at a secure IBM facility, leveraging a shared multitenant infrastructure
Assessment and planning services, leveraging IBM’s unique tools and experience with complex implementations, helping you choose the service that is the “right fit” for your use cases
Providing virtual clients via an on-demand, utility service
Customer benefits Improve end-user
productivity Reduce end-user support
costs Green, energy savings No capital or one-time
expense Highly secure hosting model Fast provisioning
Introduction: Offering Overview
© 2010 IBM Corporation
IBM Smart Business Desktop on the IBM Cloud Environment
Data always resides with and is controlled by the customer.
IBM utilizes a shared infrastructure, but customers have PRIVATE access to the cloud.
– Access from the customer network.
– Virtual desktops reside on the customer network.
– IBM does not access customer systems (Active Directory, data)
Allows enterprise IT staff to leverage existing tools and practices for desktop management
– OS and application deployment– Active Directory– Help Desk– Security policies
Role-level views for – Desktop administrators– End users
User data
Active Directory
AppsE-mail
Work-at-home
Access Fabric
Thin clients &Repurposed PCs
Remote office
Introduction: Offering Overview
© 2010 IBM Corporation
SBDIC End User Customer Value Proposition
For organisations that need to provide security-rich access to information,simplify IT complexity and reduce energy consumption, IBM offerssubscription-based, hosted desktop virtualisation using cloud computing.This solution can centralise distributed desktops, enhance data andapplication security and increase business flexibility. It helps reduce costsassociated with upgrading, maintaining and supporting the desktopenvironment.
IBM has been a leader in virtualisation and cloud computing for decadesand a trusted provider of end-user services to more than 4,000 companiesworldwide. By making this offering available also from our BusinessPartners the customers may acquire the solution from their existing IBMBusiness Partner.
Introduction: End User Value Proposition
© 2010 IBM Corporation
Business Partner Value Proposition: Resell model
For Solution Providers and Resellers, who want to help their clients to centralise distributed desktops, enhance data and application security andincrease business flexibility while reducing costs, IBM offers the IBM SmartBusiness Desktop on the IBM Cloud with interesting resell margin andannuity revenue stream and a possibility to complement the solutionservice by including related additional services.
Unlike our competitors IBM offers a scalable pre-packaged and pre-pricedsubscription service without a need to invest upfront to the deliveryinfrastructure. Instead there are plenty of additional services opportunitiesto complement the base service offering ranging from helpdesk toimplementation services.
Introduction: Business Partner Value Proposition
© 2010 IBM Corporation
Business Partner Value Proposition: Prime Bidder model
For Solution Providers and Resellers, who want to help their clients to centralise distributed desktops, enhance data and application security andincrease business flexibility while reducing costs, IBM offers the IBM SmartBusiness Desktop on the IBM Cloud to you as a subcontractor tocomplement your solution with interesting margin and annuity revenuestream.
Unlike our competitors IBM offers a scalable pre-packaged and pre-pricedsubscription service without any need for you to invest upfront to thedelivery infrastructure. Instead there are plenty of additional servicesopportunities for you to complement the base service offering rangingfrom helpdesk to implementation services.
Introduction: Business Partner Value Proposition
© 2010 IBM Corporation
There are plenty of other potential additional services opportunities surrounding the IBM Smart Business Desktop on the IBM Cloud for a Business Partners to resell or deliver by themselves….
Only applications that can be virtualized can be hosted on a cloud, so help your client identify and virtualizes selected applications
Desktop Virtualization Consultancy
Desktop Virtualization Consultancy
Manage the virtualized access and the images
Image Management
Image Management
Offer your client the right software licenses for the virtualized environment
Software LicensingSoftware Licensing
Establish client security and access policies
SecuritySecurity Assist the client with help and support challenges with a chargeable level 1 helpdesk
Level 1 helpdeskLevel 1 helpdesk
Supply the hardware, from thin clients to the cabling
HardwareHardware
IBM subject matter experts to undertake an assessment review to design a roadmap and help the client build their own business case
IBM Assessment Review *
IBM Assessment Review *
Following on from your desktop virtualization consultancy, you perform if going to the cloud is the right path forward
Readiness reviewReadiness review
NetworkingNetworking
IBM is “supplying the dialtone” so you can supply the networking services
Enable business and IT availability and continuity, for both normal day-to-day and unusual/crisis operations using IBM’s BCRS services
Business ContinuityBusiness Continuity
“Decoupling” Consulting
“Decoupling” Consulting
Project to decouple the relationships between desktop and servers in order to enable virtualization and cloud deployment
Solution Deployment
Solution Deployment
Project management, transitional and implementation services, education, disposal of legacy assets
Introduction: Business Partner Value Proposition
© 2010 IBM Corporation
The prerequisites to become reseller of IBM Smart Business Desktop on the IBM Cloud are fairly simple and straight forward: You have signed a BPA with IBM and belong to one of the below listed Business Partner categories…
Business Partner Agreement (BPA) signed
The offering is for following Business Partners types:– IBM Business Partner - Resellers– IBM Business Partner - Resellers who acquire products or services from a Distributor– IBM Business Partner - Distributors– IBM Business Partner - Solution Providers– IBM Business Partner - Solution Providers who acquire products or services from a Distributor– IBM Business Partner - Services
GTS Services are in open distribution, unless stated otherwise in the BP Exhibit
The are no certification requirements at the moment
Introduction: Pre-requisites
© 2010 IBM Corporation
The To Do list to become a successful IBM Smart Business Desktop on the IBM Cloud reseller is a typical one… Decide your operation model for this offering: Resell or Prime Bidder
Get the IBM contracts from your IBM BP Representative
Get the latest IBM Business Partner Exhibit effective in February 2011 or later https://www-304.ibm.com/partnerworld/mem/bpal/emea/exhibit/globalservices.html
Get the IBM Smart Business Desktop on the IBM Cloud announcement letterhttps://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EN303006USEN
Availability date may vary by country. Please contact your Business Partner Representative or Distributor for details
Develop your own End Customer contract and price list
The Statement of Work (SOW) is always the same (INTC-8399) for all types of BP transactions
The required Schedule(s) can be seen in the Contract Models table (later in the presentation)
Get the latest presentations and collaterals at PartnerWorld https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler?cmsId=CF_8131GBEN&selectedTab=4
Train your sales team about IBM Smart Business Desktop on the IBM Cloud leveraging– PartnerWorld• IBM Smart Business Desktop for Opportunity Identifiers (OIs) and IBM Business Partners
• https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/ltu32917
• IBM Smart Business Desktop for IBM Opportunity Owners (OOs) and IBM Business Partners• https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/ltu32916
– Local IBM events
Select your target customers or target markets
Sell and close the deals
Invoice your customers according to your terms & conditions and prices
How to: To Do list
Hotlinks available in slide show mode
© 2010 IBM Corporation
Key steps for the Business Partner to process the deal and to get the end customer using the service include the assessment of the customer’s environment, returning the signed contract to IBM with the Boarding Questionnaire. Then the boarding services may begin…
Assessment and Planning– Conduct the assessment of the customer environment or resell the assessment provided by IBM to
ensure, the SBDIC is a good solution to the need of the customer– Fill in the Boarding Questionnaire (this need to be submitted with the signed contracts)
Get the contracts signed (both End Customer and IBM) and return IBM contracts and the Boarding Questionnaire to IBM
– Please ensure all the required customer details are included like the Boarding Questionnaire file, because they are needed to fill-in the Account Activation form for the Cloud Business Office (CBO)
Sales Transaction Hub will register the contract and will inform CBO about a new customer by filling in the Account Activation form. The contracts and the Boarding Questionnaire will be attached to the form.
CBO will inform IBM Delivery Manager about the new customer, who then authorises the boarding services
Boarding services will start by delivering the welcome kit to the customer
IBM invoices the Business Partner monthly 30 days in advance
The Business Partner invoices the End Customer according to their own contract
How to: Deal Processing
© 2010 IBM Corporation
Each Business Partner transaction will include two or three documents: Statement of Work (SOW), which is always the same and one Schedule for the Prime Bidder model. Two Schedules are needed for the Resell model…
Contract Model OI OO Statement of Work and billing
SOW is always
INTC-8399
Schedule INTC-8400 version
Who signs the Schedule(s)
IBM delivery have as their customer
IBM bills Level 1 support
Single tier, remarketer
BP BP Between IBM and Services Recipient for each engagement.
Billing schedule to BP for each client
(BP)
(Remarketer)
BP
End customer
Services recipient
BP Services Recipient or BP
Single tier,
BP as prime
BP BP SOW between IBM and BP for each engagement
Individual schedule for each client for billing purposes
(BP as Prime)
BP BP BP Business Partner
(IBM will take L2 support calls from BP only, BP required to offer services )
Two tier, Distributor acts in remarketer model
BP acts in remarketer model
BP or Distributor
Between IBM and Services Recipient for each engagement.
Billing Schedule to Distributor for each client
(BP)
(Remarketer)
Distributor
End Customer
Services Recipient
Distributor Services Recipient, or BP or Distributor
Two tier, Distributor acts in as Prime
BP acts as prime or in remarketer model
(distributor as customer whatever the second tier model used)
BP or Distributor
BP or Distributor
SOW between IBM and Distributor for each engagement
Billing schedule to Distributor for each client
(BP as Prime)
Distributor Distributor Distributor Distributor or BP
(IBM will take L2 support calls from Distributor only, (Distributor required to offer BP and/or services recipient appropriate level of L1 support))
Contracts: BP Contract Models
© 2010 IBM Corporation
There are two types of contracts: Normal for three to five years and Trial versions for three months (for a fee)Normal Contracts (common SOW and selected Schedule)
IBM Smart Business Desktop on the IBM Cloud SOW INTC-8399-04
– IBM Smart Business Desktop on the IBM Cloud (BP) Schedule INTC-8400-02(BP)
– IBM Smart Business Desktop on the IBM Cloud (BP as Prime) Schedule INTC-8400-02(BP as Prime)
– IBM Smart Business Desktop on the IBM Cloud (Remarketer) Schedule INTC-8400-02(Remarketer)
Trial Contracts (common SOW and selected Schedule)
IBM Smart Business Desktop on the IBM Cloud (Trial) SOW INTC-8588-04
– IBM Smart Business Desktop on the IBM Cloud (Trial) (BP) Schedule INTC-8589-02(BP)
– IBM Smart Business Desktop on the IBM Cloud (Trial) (BP as Prime) Schedule INTC-8589-02(BP as Prime)
– IBM Smart Business Desktop on the IBM Cloud (Trial) (Remarketer) Schedule INTC-8589-02(Remarketer)
Contracts: List & links to get them
Hotlinks available in slide show mode, but work only in the IBM Intranet
These are W3 links to C&N database and those files are InternationalEnglish versions to be localised by the C&N in each country.Always use the localised C&N approved contract versions.
© 2010 IBM Corporation
Trademarks and notes
IBM Corporation 2010
IBM, the IBM logo, ibm.com, DB2, Informix, Build Forge, Tivoli, Lotus, Rational, WebSphere, System x, iDataPlex and Information Management are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with the appropriate symbol (® or ™), these symbols indicate US registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the Web at “Copyright and trademark information” at www.ibm.com/legal/copytrade.shtml
Adobe, the Adobe logo, PostScript, the PostScript logo, Cell Broadband Engine, Intel, the Intel logo, Intel Inside, the Intel Inside logo, Intel Centrino, the Intel Centrino logo, Celeron, Intel Xeon, Intel SpeedStep, Itanium, IT Infrastructure Library, ITIL, Java and all Java-based trademarks, Linux, Microsoft, Windows, Windows NT, the Windows logo, and UNIX are trademarks or service marks of others as described under “Special attributions” at: http://www.ibm.com/legal/copytrade.shtml#section-special
Other company, product and service names may be trademarks or service marks of others. References in this publication to IBM products or services do not imply that IBM intends to make them
available in all countries in which IBM operates.
Links work in slide show mode.
End of the main presentation: Trademarks and notes
© 2010 IBM Corporation
The back up section contains …
Billing Model
Contract Model: Prime Bidder
Contract Model: Resell
Welcome Kit content
SBDIC Customer Pre-requisites
Assessment
Links for the Business Partners
Back up: Table of contents
© 2010 IBM Corporation
SBDIC Billing Model
IBM
Distributor
Tier 1 BP
Customer
Tier 2 BP
Single Monthly Invoice – 30
days in advance based on terms of
contract
Monthly Detail Billing file
Single Monthly Invoice – 30
days in advance based on terms
of contract
Monthly Detail Billing file
Single Invoice at desired frequency – in advance, monthly,
qtrly, etc.
Billing Detail file by BP Customer
Invoice at desired frequency – in
advance, monthly, qtrly, etc.
Invoice at desired frequency – in
advance, monthly, qtrly, etc.
Back up: Billing Model
© 2010 IBM Corporation
SBDIC Contract model: Prime Bidder
IBM
Distributor
Tier 1 BP
Customer
Tier 2 BP
SOW: INTC-8399Schedule: INTC-8400 BP as PrimeBoth for each engagementTier 1 BP will sign the schedule
Contract: T1 BP’s own contract and pricesCustomer will sign the Tier 1 BP contract
SOW: INTC-8399Schedule: INTC-8400 BP as PrimeBoth for each engagementDistributor will sign the schedule
Contract: Distributor’s own contract and pricesTier 2 BP will sign the Distributor contract
Contract: T2 BP’s own contract and pricesCustomer will sign the Tier 2 BP contract
Back up: Contract Model
© 2010 IBM Corporation
SBDIC Contract model: Resell
IBM
Distributor
Tier 1 BP
Customer
Tier 2 BP
SOW: INTC-8399Schedule: INTC-8400 BPBoth for each engagementTier 1 BP will sign the schedule
Contract: T1 BP’s own contract and pricesCustomer will sign the Tier 1 BP contract
SOW: INTC-8399Schedule: INTC-8400 BP Both for each engagementDistributor will sign the schedule
Contract: Distributor’s own contract and pricesTier 2 BP will sign the Distributor contract
Contract: T2 BP’s own contract and pricesCustomer will sign the Tier 2 BP contract
Contract: Schedule INTC-8400 RemarketerCustomer will sign the ScheduleThis Schedule doesn’t include IBM prices
Back up: Contract Model
© 2010 IBM Corporation
The Service Recipient will receive a welcome kit containing following:
Back up: Welcome Kit
SBDIC Welcome Package should be given to a client soon after the signing ofthe contract. It contains a high-level overview of the approach that will be used inimplementing the solution, as well as the roles and responsibilities for teams from bothIBM and the customer. It can also be used as a resource for key information during thedeployment and post-deployment running of the client's infrastructure. Please note thatthere a few places in the document that will need to input content that is specific to theimplementation/customer. They are highlighted in red.
IBM Smart Business Desktop on the IBM Cloud Welcome Package
IBM Smart Business Desktop on the IBM Cloud Boarding Plan
IBM Smart Business Desktop on the IBM Cloud Image Preparation Guide
IBM Smart Business Desktop on the IBM Cloud Boarding Questionnaire
IBM Smart Business Desktop on the IBM Cloud Boarding Planning Guide
IBM Smart Business Desktop on the IBM Cloud Personal Computer Re-purpose Guide
The below link takes you to the GTS SalesOne, which is accessible in the IBM Intranet only.All document links are available there. IBM Intranet ID is required.
https://w3-03.sso.ibm.com/services/salesone/sosf/dyno.wss?oid=51011&loc=Global&roleid=1&langcd=en-US&rp=&tid=tabdiv1%3A1&saveCk=Y&collateralparams=5-5-5&ftCheck=ftcf&changeLang=en-US&changeLoc=Global&changeForm=1#5
© 2010 IBM Corporation
SBDIC Customer Pre-requisites
Pre-requisite Why?
Microsoft Active Directory Virtual desktops are part of the customer’s network and authenticate against the customers Active Directory
Dynamic Host Configuration Protocol (DHCP) Desktops sit on customer network and dynamically use customer IP addresses
Domain Name Services (DNS) Desktops resolve to customers DNS in order to access resources on customer network
End-User Helpdesk Customers first call their internal help desk or the IBM Business Partner Held Desk and if/when problems are determined to be with the hosted service, calls should be routed to IBM
Level 2 Help Desk Provided by IBM to the designated IBM Business partner contact or customer contact depending on the type of contract
Client desktop image Customer uploads a cloneable desktop image to the IBM portal for use by multiple end users
Back up: Pre-requisites
© 2010 IBM Corporation
Getting Started: We always recommend a brief “Assessment and Planning” phase to establish solid approach to production design and deployment.
DiscoveryDiscovery AnalysisAnalysis ReportingReporting
• The assessment uses a straight forward 3-phased approach
• Assessment is conducted through the gathering of data via automation, questionnaires, interviews, and onsite customer workshop.*
• Allows IBM, IBM Business Partners and the customer to better understand critical issues and opportunities to improve desktop technology process and management using industry-leading practices.
*Not all assessments require an onsite customer workshop.
Back up: Assessment
© 2010 IBM Corporation
Assessment goals
The goal of an assessment is to identify critical customer issues, analyze and assess the environment, and make recommendations to the customer.
Assessment should include a review of:
Complete design of the end user environment
Security procedures of the end user environment
Imaging process and application environment
Systems management processes including patch managment, asset management, reporting, change management, and training requirements
Business drivers and goals to include cost reduction, process improvement, and enhanced data security
Back up: Assessment
© 2010 IBM Corporation
Links for the Business Partners
SBDIC at PartnerWorldhttps://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/CF_8131USEN
Current collateral content as of February 8, 2011
• IBM Smart Business Desktop on the IBM Cloud – Overview
• IBM Smart Business Desktop on the IBM Cloud – Client Presentation
• IBM Smart Business Desktop on the IBM Cloud
• Cloud computing for a virtual desktop environment
• BM Smart Business Desktop on the IBM Cloud – Proposal Insert
• IBM Smart Business Desktop on the IBM Cloud – Quickview
• IBM Smart Business Desktop on the IBM Cloud – Data Sheet
Current training content as of February 8, 2011
• IBM Smart Business Desktop for Opportunity Identifiers (OIs) and IBM Business Partners• https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/ltu32917
• IBM Smart Business Desktop for IBM Opportunity Owners (OOs) and IBM Business Partners• https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/ltu32916
Back up: Training and Collateral Links