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XSP Prime Program XSP Prime Program Value PropositionValue Proposition
Keith ThakeKeith Thake
XSP Prime XSP Prime
Program ManagerProgram Manager
EMEAEMEA
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IBM’s strategy is to be an ENABLER for our ASP partners - in other words IBM will NOT be THE ASP. Hence partners wishing to work with IBM can leverage our broad customer base and the IBM brand, as well as our experience in service delivery, to help them become successful in the ASP Market.
IBM has a very broad range of ASP programmes to offer our partners, including several free ASP workshops. In addition we offer a free service called IBM XSP Prime programme for enabling ISV Applications.
IBM ASP Strategy
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A component offering within the IBM PartnerWorld for A component offering within the IBM PartnerWorld for Developers frameworkDevelopers framework
Provides linkage to:Provides linkage to: IBM Global Services’ Hosting and Co-location servicesIBM Global Services’ Hosting and Co-location services Hosting Advantage ProgramHosting Advantage Program The “value-net” of strategic partnersThe “value-net” of strategic partners
Requires the ISV to sign a revenue commitment contract before Requires the ISV to sign a revenue commitment contract before entering the program entering the program
XSP Prime is IBM’s premier program for providing
solution developers with the education and applica-
tion enablement assistance to successfully enter the
ASP marketplace.
XSP Prime is IBM’s premier program for providing
solution developers with the education and applica-
tion enablement assistance to successfully enter the
ASP marketplace.
What Is XSP Prime?What Is XSP Prime?
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ISV ASPIBM
Reference PlatformApplication framework for e-business
Hosting Advantage
Assist ISVs to develop and enable applications for deployment via a service provider
Assist ASPs in providing a reliable, available, and secure hosting environment
ASP Prime
New Programs to link ISVs, ASPs and Hosting Partners
XSP Prime Connects ISVs to Hosters XSP Prime Connects ISVs to Hosters
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BUSINESS
IT
StrategicOutsourcing
Services
Integrated Technology Services
Business Innovation Services
Business Process Management ServicesWeb Hosting ServicesApplication Management ServicesIT Outsourcing Services
e-business Enablement ServicesIT Optimization ServicesSystems Management ServicesBusiness Continuity &
Recovery Services
e-business Strategy & Design Consulting
Digital Marketing & Branding
e-commerce ServicesSecurity & Privacy Services
Customer Relationship Management Enterprise Resource Planning
Supply Chain Management
Business Intelligence Services
Procurement Services
Web Application Development
e-business Skills DevelopmentCustom Systems Integration
Knowledge Management Services
HELP ME DO IT HELP ME DO IT MANAGE IT FOR MEMANAGE IT FOR MEWHAT SHOULD I DO ?WHAT SHOULD I DO ?
Networking & Connectivity ServicesHardware & Software Technical ServicesIT Product Training Services
IGS e-Business Offerings IGS e-Business Offerings
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Co-locationCo-location
ASP HostingASP Hosting
Web HostingWeb Hosting
144 centers worldwide144 centers worldwide Customers assume full admin. Customers assume full admin.
responsibilityresponsibility 24 x 7 network and facilities 24 x 7 network and facilities
monitoring/problem notificationmonitoring/problem notification Quick and easy entryQuick and easy entry
Designed to host bus. apps.Designed to host bus. apps. 2-tier contracts 2-tier contracts Wholesale, co-marketing or retail Wholesale, co-marketing or retail
partnerships possiblepartnerships possible Customization & setup for each Customization & setup for each
end userend user Specific sites devoted to ASP Specific sites devoted to ASP
hosting onlyhosting only
Designed to deliver content on webDesigned to deliver content on web e-Commerce app. with un-e-Commerce app. with un-
predictable volumespredictable volumes Contract & billing with one Contract & billing with one
customercustomer Customization once at app. Customization once at app.
DevelopmentDevelopment Located in Universal Server FarmsLocated in Universal Server Farms
IGS Hosting Offerings IGS Hosting Offerings
Cost - Complexity - I
nfrastru
cture
Cost - Complexity - I
nfrastru
cture
Size Size
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Hosting Advantage -- matching ISVs with Premier Hosting Partners
1. Online self assessment questionnaire with roadmaps for improvement
Guides the SP on enhancing their services Linked to enablement roadmap Open to IBM Service Provider BP members
2. On-site assessmentTwo to three day engagement to evaluate readinessCustomized deliverables with gap analysis reportCustomized roadmap of next steps to enhance service and/or
correct potential defiencies
3. PartnerWorld Premier Team Assessment
EnablementRoadmap
PartnerWorld Premier Service Provider
Core Service Provider DisciplinesSecurity and PrivacyCapacity and ScalabilityPerformanceCustomer SupportAvailabilityBackup and Recovery
Hosting Advantage Program
www.ibm.com/solutions/isp
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Strategic OutsourcingASP Hosting Services
Designed specifically for ASP environmentDistinct from Web HostingExamples of current hosting partners
Great PlainsSAPJD EdwardsSalesLogixOrcom
Ulitmate Software
ASP Partner
Help deskOperationsTech support
Client location
IGS ASP Hosting Offering IGS ASP Hosting Offering
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ASP Prime Solution Centers
9 locations worldwideBeaverton, OregonRochester, MinnesotaSan Mateo, CaliforniaWaltham, MassachusettsHursley, England
Sydney, AustraliaStuttgart, GermanyTokyo, JapanParis, France
Significant IBM InvestmentFace-to-face technical counseling Multi-platform hardware & toolsComplete ASP data centerPortfolio of offerings
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Help ISV’s anticipate business and technical impacts of ASP mode
Provide portfolio of program options Global ASP Solution Centers Choice of technology tracks Multiple HW platforms (UNIX, NT, AS/400)
Assess technical readiness of application for ASP deployment
Validate capability and scalability of application Provide go-to-market assistance for business
partners Foster open software standards and best practices
XSP Prime ObjectivesXSP Prime Objectives
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XSP Prime maximizes business value, minimizes risks and XSP Prime maximizes business value, minimizes risks and allows ISVs to deploy applications into an ASP environ-allows ISVs to deploy applications into an ASP environ-ment with confidence.ment with confidence.
XSP Prime maximizes business value, minimizes risks and XSP Prime maximizes business value, minimizes risks and allows ISVs to deploy applications into an ASP environ-allows ISVs to deploy applications into an ASP environ-ment with confidence.ment with confidence.
XSP Prime BenefitsXSP Prime Benefits
XSP Prime Solution Centers use well-defined XSP Prime Solution Centers use well-defined methodologies, processes, technology and expertisemethodologies, processes, technology and expertise
Allows early detection and fixing of problems based Allows early detection and fixing of problems based on unbiased view of the applicationon unbiased view of the application
Eliminates “hit and miss” method of achieving optimal Eliminates “hit and miss” method of achieving optimal configuration at ASP production siteconfiguration at ASP production site
Enables rapid deploymentEnables rapid deployment
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#1#1- Educate- Educate3 day ASP Business3 day ASP Business
Strategy WorkshopStrategy WorkshopAdvice on ASPAdvice on ASP
deployment strategydeployment strategyWhite papersWhite papersTutorials.comTutorials.comAccess to industryAccess to industry
vertical expertisevertical expertise
#1#1- Educate- Educate3 day ASP Business3 day ASP Business
Strategy WorkshopStrategy WorkshopAdvice on ASPAdvice on ASP
deployment strategydeployment strategyWhite papersWhite papersTutorials.comTutorials.comAccess to industryAccess to industry
vertical expertisevertical expertise
#5#5 - Launch - Launch e-Mark logoe-Mark logo Demand generationDemand generation
for eligible ISV’sfor eligible ISV’s Entry into GSDEntry into GSD Joint press releasesJoint press releases
#5#5 - Launch - Launch e-Mark logoe-Mark logo Demand generationDemand generation
for eligible ISV’sfor eligible ISV’s Entry into GSDEntry into GSD Joint press releasesJoint press releases
XSP Prime EngagementXSP Prime Engagement
assess application architectureassess application architecture engagement in ASP Prime Center toengagement in ASP Prime Center to
to enable applicationto enable application linkage to ASP hosterlinkage to ASP hoster
XSP Prime ProcessXSP Prime Process
The Five Steps to Launch:The Five Steps to Launch:
#2#2AssessAssess
#2#2AssessAssess
#3#3EnableEnable
#3#3EnableEnable
#4#4HostHost#4#4
HostHost
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Business Strategy Workshop Business Strategy Workshop
Designed to help ISVs answer these questions:Designed to help ISVs answer these questions: What are the potential opportunities or threats What are the potential opportunities or threats
ASP represents to my organization?ASP represents to my organization? Do we have application assets that downstream Do we have application assets that downstream
customers or suppliers would value in a sub-customers or suppliers would value in a sub-scription model?scription model?
What would my ASP value proposition be?What would my ASP value proposition be? How do I choose the right target markets?How do I choose the right target markets? What should my ASP pricing and channel What should my ASP pricing and channel
strategy be?strategy be? Where do I need to make strategic partnerships?Where do I need to make strategic partnerships?
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Building the ASP Business Plan Building the ASP Business Plan
The Workshop will help fill in the blanks:
Year 1 Year 2 Year 3
Number of Companies
Number of Seats
Geographies Supported
Applications Launched
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ASP Prime Solution Centers --Four Tracks
Unix & Windows 2000 ASP Citrix FastStart for Windows Developers
Target Applications: Legacy to web (transaction oriented) Platform: Windows NT/2000 + Citrix Metaframe/NFuse
ASP FastStart for Domino DevelopersTarget Applications: Domino (collaboration)Platform: Windows NT/200, AIX + Domino (LHMS/DIH)
ASP FastStart for Application Framework Developers Target Applications: Web-Up & Legacy to Web (transaction oriented) Platform: Windows NT/2000, AIX + AFe + Billing/Provisioning System
AS/400ASP FastStart for OS/400 Developers
Target Applications: AS/400
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Phase 0Phase 0 Phase 1Phase 1
Phase 2Phase 2 Phase 3Phase 3
Phase 4Phase 4
Is app. ready?Is app. ready? Bus.& tech. assess-Bus.& tech. assess- mentment Execute agreementExecute agreement Schedule engagementSchedule engagement
Configure system Configure system ISV visits CenterISV visits Center Install applicationInstall application Functional testFunctional test Build client testBuild client test suitesuite
Educate on billing,Educate on billing, user mgmt, SLAs,user mgmt, SLAs, provisioning, se-provisioning, se- curity curity Select landing padSelect landing pad
Multi-user capabilityMulti-user capability testing testing Develop benchmarkDevelop benchmark Scalability & loadScalability & load
testing testing Performance analysisPerformance analysis and app. tuningand app. tuning Network tuning, WANNetwork tuning, WAN testing (CHAI Lab)testing (CHAI Lab)
XSP Prime Enablement PhasesXSP Prime Enablement Phases
Typical Engagement = 3 to 5 weeksTypical Engagement = 3 to 5 weeks
Refer to SPC for Refer to SPC for
web enablement orweb enablement or
other IBM programsother IBM programs
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Phase 1- Objectives and Activities Phase 1- Objectives and Activities
Install base hardware and software Install base hardware and software ASP PrimeASP Prime
Install application softwareInstall application software ISV (on site)ISV (on site)
Install demo to test functionalityInstall demo to test functionality ISV (on site)ISV (on site)
Run the demoRun the demo ISV (on site)ISV (on site)
Transfer of knowledge on Transfer of knowledge on Application installationApplication installation ISV/ASP PrimeISV/ASP Prime
Develop Installation guide Develop Installation guide ASP PrimeASP Prime
Determine that the application installs and Determine that the application installs and functions appropriately on the offering hardware functions appropriately on the offering hardware and operating environmentand operating environment
Determine that the application installs and Determine that the application installs and functions appropriately on the offering hardware functions appropriately on the offering hardware and operating environmentand operating environment
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Quality ofQuality of
ServiceService
Billing &Billing &
ProvisioningProvisioning
SecuritySecuritySystemsSystems
Mgmt.Mgmt.
Hi Hi
AvailabilityAvailability
IBM has the products and expertiseIBM has the products and expertise
to help you architect for ASP successto help you architect for ASP success
IBM has the products and expertiseIBM has the products and expertise
to help you architect for ASP successto help you architect for ASP success
IBM Products:IBM Products: TivoliTivoli LHMSLHMS WebsphereWebsphere DB2DB2 Netfinity ClusterNetfinity Cluster
ProvenProven
IBM Knowledge:IBM Knowledge: Firewall, VPNs,Firewall, VPNs,
security devicessecurity devices Billing/provisioningBilling/provisioning
partnershipspartnerships
Portal, AppWiredPortal, AppWired ClusteringClustering Load balancingLoad balancing Best practicesBest practices
Phase 2 - Phase 2 - Hosting EducationHosting Education
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Develop end user scenariosDevelop end user scenarios ISV/ASP PrimeISV/ASP Prime
Develop typical mix of usersDevelop typical mix of users ISV/ASP PrimeISV/ASP Prime
Define performance metricsDefine performance metrics ISV/ASP PrimeISV/ASP Prime
Agree on response time criteriaAgree on response time criteria ISV/ASP PrimeISV/ASP Prime
Develop benchmarkDevelop benchmark ASP PrimeASP Prime
Develop load generation Develop load generation ASP PrimeASP Primecapabilitycapability
Develop and test the multi-user test capability Develop and test the multi-user test capability of the ISV software under a representative loadof the ISV software under a representative load
Develop and test the multi-user test capability Develop and test the multi-user test capability of the ISV software under a representative loadof the ISV software under a representative load
Phase 3 - Objectives and Activities Phase 3 - Objectives and Activities
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Run multi-user testRun multi-user test XSP PrimeXSP Prime
Identify and relieve bottlenecksIdentify and relieve bottlenecks XSP Prime XSP Prime as load is increasedas load is increased
Determine the optimal configurationDetermine the optimal configuration XSP Prime XSP Prime that supports maximum throughput that supports maximum throughput under acceptable response timeunder acceptable response time support on ISV softwaresupport on ISV software
Measure the maximum level of application Measure the maximum level of application software scalability under a representative end-software scalability under a representative end-user loaduser load
Measure the maximum level of application Measure the maximum level of application software scalability under a representative end-software scalability under a representative end-user loaduser load
Phase 4 - Objectives and Activities Phase 4 - Objectives and Activities
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Database Server utilization
0
5
10
15
20
25
25users
50users
75users
100users
150users
200users
250users
300users
350users
400users
450users
500users
Number of concurrent users
Per
cen
t
%usr
%sys
““Knee of the Curve” Knee of the Curve”
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Program Deliverables Program Deliverables
ISV Readiness and Performance ReportISV Readiness and Performance Report Summary of performance resultsSummary of performance results Performance evaluation methods and metricsPerformance evaluation methods and metrics Performance Results:Performance Results:
ThroughputThroughput Response timeResponse time Maximum users supportedMaximum users supported Resource utilization - CPU, Memory, disk I/O, Local area network I/O Resource utilization - CPU, Memory, disk I/O, Local area network I/O
SummarySummary Statement of readiness - ISV software is capable of running Statement of readiness - ISV software is capable of running
multi-users at measured maximum level of performance multi-users at measured maximum level of performance Types of bottlenecks identified and relievedTypes of bottlenecks identified and relieved Performance sensitivities to resources - CPU, Memory and I/OPerformance sensitivities to resources - CPU, Memory and I/O Suggestions for future architectural changes and improvementsSuggestions for future architectural changes and improvements Complete installation guide for use by selected hoster Complete installation guide for use by selected hoster
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IBM’s e-Mark Logo and IBM’s e-Mark Logo and ASP Enabled TM:ASP Enabled TM:
Sign of quality and valueSign of quality and value Your “Goodhousekeeping Your “Goodhousekeeping
Seal of Approval”Seal of Approval” Applied to your applica-Applied to your applica-
tion’s entry in the Global tion’s entry in the Global Software DirectorySoftware Directory
Can be used on your e-Can be used on your e-business websitebusiness website
Program Deliverables Program Deliverables
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Cisco AIP Model Optional EngagementCisco AIP Model Optional Engagement
Cisco AIP ModelCisco AIP ModelPartnership with IBM to test how applications Partnership with IBM to test how applications perform under various network configurationsperform under various network configurations eliminate network architecture bottleneckseliminate network architecture bottlenecks take advantage of Cisco Powered Network featurestake advantage of Cisco Powered Network features
Lab Technologies and Equipment:Lab Technologies and Equipment: Backend features: Cisco Cache Engine, Local Director, etc.Backend features: Cisco Cache Engine, Local Director, etc. Backbone feature:Backbone feature: Routers, Switches, AggregatorsRouters, Switches, Aggregators Point-of-Presence and Access features between ISP POP Point-of-Presence and Access features between ISP POP
site and clientsite and client End to end features implemented across entire networkEnd to end features implemented across entire network IBM servers and softwareIBM servers and software
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Next StepsNext StepsEligibility:Eligibility:
Application must be web-enabled, production ready
Membership in PartnerWorld for Developers
Willing to deploy using IBM products or services
Willing to select IBM hosting partners, IGS or self host on IBM
Next Steps:Next Steps:
Technical and Business AssessmentTechnical and Business Assessment
Finalize XSP Prime AgreementFinalize XSP Prime Agreement
Select track and schedule visitSelect track and schedule visit
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How to join PartnerWorld:How to join PartnerWorld: www.develop.ibm.com/member/register/how2joinwww.develop.ibm.com/member/register/how2join
How to join Service Providers for e-Business:How to join Service Providers for e-Business: www.ibm.com/software/partnerweb/nawww.ibm.com/software/partnerweb/na Select “Program Information”Select “Program Information” Select “Service Providers for e-Business Initiative”Select “Service Providers for e-Business Initiative” Select “Join the InitiativeSelect “Join the Initiative
XSP Prime Website:XSP Prime Website: www.developer.ibm.com/xspprimewww.developer.ibm.com/xspprime Also check www.ibm.com/solutions/ispAlso check www.ibm.com/solutions/isp
XSP Prime Business Development Exec:XSP Prime Business Development Exec: [email protected] [email protected] Tele 023 92563497Tele 023 92563497
For Additional Information... For Additional Information...
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