2011.02.14 Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM

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© 2010 IBM Corporation IBM Smart Business Desktop on the IBM Cloud for the Business Partner Channel Announcement date: February 8, 2011 Availability date may vary by country Please contact your IBM Business Partner Representative or Distributor for details February 8, 2011 For IBM and IBM Business Partner internal use only

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Présentation de l'offre IBM de VDI : Smart Business Desktop on the IBM Cloud for Business Partners

Transcript of 2011.02.14 Smart Business Desktop on the IBM Cloud - Forum SaaS et Cloud IBM

Page 1: 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

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© 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

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© 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.

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Introduction: Offering Overview

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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

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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

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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

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© 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

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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

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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

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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

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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

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© 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

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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

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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.

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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