© Copyright IBM Corporation 20141
IBM Global Technology Services
Il futuro dell’ Information Technology
Otello Costa Cloud Sales Executive IBM Italia
8 Luglio 2014
© 2014 IBM Corporation
Technology continues to be critical to business:Cloud is emerging as a growth engine
2004 2006 2008 2010 2012 2013
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Market factors
Macro-economic factors
People skills
Regulatory concerns
Socio-economic factors
Globalization
Environmental issues
Geopolitical factors
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Strategic reinvention
136% are more likely to use cloud to reinvent customer relationships
Better decisions
170% more likely to use analytics extensively via cloud to derive insights
Deeper collaboration79% more likely to rely on cloud to locate & leverage expertise in the ecosystem
Technology Factors
CEO Studies 2004–2013
Think it Build it Tap into it
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© 2014 IBM Corporation
Cloud Enabled Datacenter
The Cloud Enabled Data Center: Cloud model, on premise
App
OS
Image
App
OS
Image
App
OS
Image
Consolidation and hardware integration
Optimization and Standardization
Automation of resources
Orchestration of workloads
Self service and chargeback
Virtualization and integrated systems
Service delivery automation
Full workload automation,
software defined environment
Service catalog, consumption based metering
Virtual Appliance
Metadata
Application
Server
Operatingsystem
Virtual Appliance
Metadata
Application
Server
Operatingsystem
Virtual Appliance
Metadata
HTTP
ServerOperatingsystem
Orchestrator
Simplified deployment
Better Business EconomicsBetter Business Economics
Accelerated Business VelocityAccelerated Business Velocity
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© 2014 IBM Corporation
BusinessScalability
Speed andAdaptability
ImprovedEconomics
ClientCustomization
ReducedComplexity
EcosystemConnectivity
The NewEnterprise
Cloud Enabled
Cloud enables opportunity. Faster, easier, for lessDiscover entirely new ways to engage with customers, employees and partners
using Cloud to enable Big Data and analytics, mobile and social.
Optimization Innovation
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© 2014 IBM Corporation
IBM offers a comprehensive, high-value cloud
Business Processas a Service
Softwareas a Service
Platformas a Service
Infrastructureas a Service
Enabling business transformation
Business ProcessSolutions Application Application Application Application Application
Marketplace of high value consumable business applications
Composable and integrated application development platform
Enterprise class, optimized infrastructure
ExternalEcosystem
Industry CollaborationHuman
ResourcesBig Data
& AnalyticsCommerce Marketing
DevelopmentBig Data
& AnalyticsSecurity Integration Mobile Social
TraditionalWorkloads
Built using open standards
Compute Storage Networking
Built using open standards
Public. Private. Dynamic Hybrid.
Think it. Build it. Tap into it.
Social Business
Smarter Cities
Smarter Analytics
Watson Solutions
Software Solutions
Middleware Services
IBM Managed Cloud
Smarter Commerce
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© 2014 IBM Corporation
Business Processas a Service
Softwareas a Service
Platformas a Service
Infrastructureas a Service
Think it. Build it. Tap into it.
Recent acquisitions demonstrate IBM’s strong commitment to Cloud
$1.2B$2B $7B+ 100+ 40,000+Data Center Expansion
SoftLayer Acquisition
Acquisition Investment
SaaS Offerings
Experts
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© 2014 IBM Corporation
IBM Cloud portfolio
Secure, resilient and agile foundation for critical workloads. Full stack of managed services.
Spanning all the way to the application layer.
Have it all. Bare metal with cloud agility. Cloud instances with
predictable performance. Private. Public. Hybrid. One portal. One
API. One platform.
Managed cloud servicesIBM SmartCloud Enterprise+
A unified platform with common management and programming interfaces.
Choice& control
Security Availability
40Data Centers
17Network Locations
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© 2014 IBM Corporation
Infrastructure
-Facility-Servers Virtual-Storage-Network
Infrastructure
-Facility-Servers Virtual/BareMetal-Storage-Network
Infrastructure
-Facility-Servers Virtual-Storage-Network
Infrastructure Services*
-OS Admin/Patching-Backup & Recovery-Network & Security-Monitoring
Infrastructure Services
-OS Admin/Patching-Backup & Recovery-Network & Security-Monitoring
Infrastructure Services
-OS Admin/Patching-Backup & Recovery-Network & Security-Monitoring
APPL. Managed Services-DB Administration-Installation/Operation-Upgrades/Patching-Appl. Monitoring-HA/DR
APPL. Managed Services-DB Administration-Installation/Operation-Upgrades/Patching-Appl. Monitoring-HA/DR
APPL. Managed Services-DB Administration-Installation/Operation-Upgrades/Patching-Appl. Monitoring-HA/DR
Self-Service IaaS Managed PaaSManaged IaaS
Service done by customer, partner, GBS, S.O, etc
Standard IBM offering with SLA’s
CMSCMS
CMSCMS
CMSCMS
CMSCMS
SLSL
Wo
rklo
ad b
ased
So
luti
on
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Wo
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ad b
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So
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*SL can provide some of the infrastructure services in the list*SL can provide some of the infrastructure services in the list
CMSCMS
Cloud offerings for workloads based on Services provided
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© 2014 IBM Corporation
SoftLayer stands apart from other cloud vendors providing you with unique options
The initial cloud revolution was based on assumptions such as:
All resources are virtualized
All resources are shared
But cloud computing needs have evolved.
SoftLayer® embraces the idea that:
… virtualization is a choice with a flexible set of options
… resources can be shared, dedicated or mixed
But you have the ultimateCHOICE
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© 2014 IBM Corporation
•Performance
•Flexibility
•Control
Web, Mobile and API based managementWeb, Mobile and API based management
Infrastructure Management SystemInfrastructure Management System
Bare MetalSystems
Bare MetalSystems
Shared Virtualenvironment
Shared Virtualenvironment
Dedicated virtualized
environment
Dedicated virtualized
environment
Firewalls IDS / IPS Antivirus SSL Cert Mng
Load Balancers Global DNS Domain Svcs CDN
Triple Network Architecture Triple Network Architecture
Network and Security ServicesNetwork and Security Services
Solutions (HPC, Big Data, Web hosting, etc)Solutions (HPC, Big Data, Web hosting, etc)
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Why IBM SoftLayer for your infrastructure needs?
© 2014 IBM Corporation
IBM Cloud Business Solutions: a SaaS model to provide enterprise level applications
Real-time Analytics Web analytics Predictive analytics Social analytics Market analytics Pricing optimization
Social Business Enable new interactions Facilitate collaboration Collaborative development
Science of marketing Define messages and automate campaigns Optimize search results Customized Web experiences
Optimized Supply Chain Supply chain visibility Optimize inventory & order mgnt Apply insights to allign supply with demand Supply mgnt solutions Spend analysis
Supply Chain Visibility
Sentiment analysis
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© 2014 IBM Corporation
Social Media
Software as a Service Mobile and Communications
Marketing and Digital Media
EnterpriseHosting & Service Providers
Games and Entertainment
Platform as a Service
Bump What’s AppVoxer Instapaper Yelp
Dynamic, High-Growth Customer Base
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© 2014 IBM Corporation
© 2014 IBM Corporation
Manages Services
Monitor
Manage
Simple
CloudOpportuniti
es
Client
Operational
contract
Customer
Backup
Help Desk
Gestione Account
Complex
Manages Services
Hardware SoftLayer
Hardware SoftLayer
CloudOn
Premise
ERP Lead identification based on the best cloud platform solution
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© 2014 IBM Corporation
Partner Type Definition
Referral Partner
Are in a position to refer new hosting customers to SL: Partners receive monthly commission payments for referring customers to
SoftLayer that result in a signed contract (10% year 1, 8% year 2, 6% year 3)
Refer single or multiple accounts of at least $150 per month in customer billings.
Referred customers sign directly with SoftLayer
Examples include Application Developers, Consultants, Web Designers
For more information: http://cdn.softlayer.com/SoftLayer_Referral_Partner.pdf
Services and Solution
Providers
Buy IaaS offerings from SoftLayer at a discount (from 5 to 20%)Hosting may be resold or delivered as a component of the partner’s overall solution. May or may not leverage SoftLayer’s brand.
Hosting Reseller is responsible for Level 1 Support.
Any business partner type may participate, including SIs, MSPs, Solution Providers, Distributors, and ISVs
Relationships are managed by the SoftLayer Channel Sales team
For more information: http://cdn.softlayer.com/SoftLayer_Reseller.pdf
Updated SoftLayer Channel Models
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© 2014 IBM Corporation
Enhance the margin opportunities for firms which achieve higher levels of monthly recurring revenue
Discount Schedule Effective 4/14/14
Monthly Recurring Revenue (USD)
Discount
$1,000 - $2,999 5%
$3,000 - $4,999 8%
$5,000 - $14,999 10%
$15,000 - $24,999 15%
$25,000 - $99,999 17.5%
$100,000+ 20%
What has / has not changed• No change to the SoftLayer referral program (10% year 1, 8% year 2, 6% year 3)• Existing Business Partners continue to have access to their current discounts• New discounts become effective as of April 14, 2014• In order to gain the increased discount structure, existing Business Partners must physically sign a new
SoftLayer Reseller Agreement. This will be available April 14, 2014 from their SoftLayer channel sales rep
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© 2014 IBM Corporation
SoftLayer third party Data Protection and International Transfer certification (ref. Art 29 Data Protection working party)
Service Organization Control (SOC) 2– SOC 2 Type II report for all data centers– Audits security, availability, process integrity, privacy and confidentiality
Safe Harbor – SoftLayer provides adequate privacy protection as defined by the EU Directive
Binding Corporate Rules (BCRs)– A recognized alternative to the U.S. Department of Commerce EU Safe Harbor and the EU Model
Contract Clauses
Payment Card Industry (PCI)– SoftLayer is a PCI Level 3 compliant merchant for its handling of PCI regulated data
Cloud Security Alliance – STAR (Security, Trust & Assurance Registry) self assessment completed
In Progress: ISO 27001 (by end of 2014) [Federal Information Security Management Act (FISMA)
– FISMA-moderate audit and expects to have compliance in mid 2014– Information security policies and security management approach is aligned with US Government standards
and based on the NIST 800-53 framework
Federal Risk and Authorization Management Program (FedRAMP)– FedRAMP certification will be submitting to the Joint Authorization Board (JAB) in early 2014 seeking
provisional Authority to Operate for mid 2014
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© 2014 IBM Corporation
IBM Managed Security Services can help customer in building secure SoftLayer environment bringing “customer own security requirements” and supporting their implementation, execution and monitoring
Softlayer is responsible for the “paint, power, pipe” – the data center hosting the servers and the connectivity/uptime of the data center for customer use.
– Customers may use SoftLayer provided tools to provision servers as needed.– Customers may use SoftLayer’s tools or their own tools to manage the servers and workload.
SoftLayer will provide hands and feet to perform any manual tasks on customer request.
The SoftLayer IaaS architecture and its associated operational management procedures support and enforce security best practices and risk mitigation controls appropriate for hosting all types of customer workloads, including IBM workloads.
Irrespective of the workload, SoftLayer’s model (and Master Service Agreement) assigns to the customer the responsibility for the operational management of the workload once the initial provisioning of the infrastructure is complete.
– When IBM managed services are added to the mix, the appropriate IBM services delivery team is responsible (on behalf of the customer) for providing the operational management necessary to support SLA, contract, and regulatory / compliance requirements.
© 2014 IBM Corporation
Together, SoftLayer and MSS provide complementary, comprehensive security solutions and value
SoftLayer Security Features & OptionsSoftLayer Security Features & Options
Physical DC Security Logical Segregation GeoTrust SSL Certificates Two-Factor Authentication
for Portal Administrators (strict policy for authentication)
McAfee Host Protection DC Site Affinity Option Highly secure triple network
architecture, local and global load balancing
Resilient network connection (redundant 10 Gbit) among all SoftLayer datacenters for DR
Compliance with major security and privacy controls
IBM MSS - Fully “Managed” Cloud Security Services
IBM MSS - Fully “Managed” Cloud Security Services
Hosted Application Security Management Services
Hosted Security Event and Log Management
Hosted Vulnerability Management
Managed FW, IDPS and UTM
Comprehensive security for IT assets deployed in SoftLayer
VALUE
© 2014 IBM Corporation
Recommendations for the Future
Cloud is at the end of its beginning phase and has gotten serious.
Private cloud is growing, but giving way to hybrid cloud.
Strive to become a hybrid IT organization — stay relevant.
Balance security concerns with privacy realities: Watch out for Europe-specific issues, the devil is in details.
Seek cloud brokerages to enhance performance and cloud service capabilities.
Get an exit strategy for cloud services yesterday!
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© 2014 IBM Corporation
ApprofondimentiApprofondimentiibm.com/it/cloudibm.com/it/cloud
www.ibm.com/it/services/cloudwww.ibm.com/smartcloudwww.thoughtsoncloud.comwww.ibm.com/developerworks/cloudwww.softlayer.com
www.ibm.com/it/services/cloudwww.ibm.com/smartcloudwww.thoughtsoncloud.comwww.ibm.com/developerworks/cloudwww.softlayer.com
IBM Italia S.p.A.Via Circonvallazione Idroscalo 20090 Segrate (MI)
Mobile: [email protected]
Otello CostaCloud Computing Sales Leader IBM - Global Technology Services
Linkedin otellocostaTwitter @otellocosta
In Collaboration With:
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© 2014 IBM Corporation
IBM Cloud: Think it. Build it. Tap into it.
SoftLayer Referral Partner Program
Target partners:
The SoftLayer Referral Partner Program lets you connect customers with reliable, reputable hosting and earn monthly recurring commission payments for doing so.
It’s ideal for application developers, MSPs, SIs, and consultants who don’t want to be in the hosting business, but work with and know companies that need hosting services.
– Also used for Distributors who refer their T2 resellers to SoftLayer
Advantages
High Earnings Potential. Earn greater rewards for your referrals from one of the industry’s most generous and flexible commission structures.
Convenient Referral Portal. Use the convenient and intuitive online portal to easily: Submit referrals, Access an online Marketing Materials Warehouse, Track commission history and future payments, Monitor/update active referrals
No Ongoing Commitment. Refer and earn on your own terms, with no referral volume minimums or maximums or required duration.
Monthly Recurring Commissions (payable to a Referral Partner)
• 10% for Year 1• 8% for Year 2• 6% thereafter
Monthly Recurring Commissions (payable to a Referral Partner)
• 10% for Year 1• 8% for Year 2• 6% thereafter
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© 2014 IBM Corporation
IBM Cloud: Think it. Build it. Tap into it.
SoftLayer Hosting Reseller ProgramReseller Discounts
Level Total Monthly Revenue Total Discount
Tier 1 $1,500 - $3,000 5%
Tier 2 $3,000 - $5,000 8%
Tier 3 $5,000 - $15,000 10%
Tier 4 $15,000+ 15%
Benefits Infrastructure footprint for immediate access to potentially global customer
base Volume discounts on software, infrastructure, and setup Preferential pricing on Windows Server licensing Preferential delivery on limited, overstock, and promotional inventory Preferential cancellation policy and flexible payment options Priority server delivery (1–4 hours) Published reseller information for all IP addresses with RWhois/SWIP/reverse
DNS License manager for Helm, Parallels Plesk Panel, and cPanel Comprehensive API for simplified operations, eliminating layers of management
systems Microsoft WebsiteSpark and BizSpark programs for providers offering Web
design and development services RescueLayer® for clean reboots Global private network
Requirements Provide verifiable website, company name, and address Provide first-level technical support Provide billing and accounting support Assume responsibility for resolving spam, DMCA, and abuse reports for
customers
Resellers must price servers at or above SoftLayer's current online pricing. Reseller discounts do not apply to SoftLayer weekly specials or sales pricing. We reserve the right to reject non-qualified reseller applications.
This is in additional to the published Promotional discounts against the SoftLayer
pricing as of 31 October 2013.These codes are subject to change at IBM SoftLayer discretion
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© 2014 IBM Corporation24
Tap into it. More than 100 SaaS applications. Line of Business
Accelerate your innovation
Accelerate your innovation with over 100 best-in-class software-as-a-service (SaaS) applications and business process-as-a-service (BPaaS) capabilities, all delivered with the enterprise-grade security, availability and elasticity you expect from IBM.
Accelerate business process innovation
Deliver business analytics at point of impact
Connect people with collaborative business networks
© 2014 IBM Corporation25
IBM lets you tap into Role-Based Cloud Suites
Social BusinessCollaboration Suite
Human ResourcesTalent Management
Learning and Certification Employee Onboarding
Customer Care & SupportEngagement Advice
Experience ManagementClient Success
Sales & CommerceeCommerce
Performance AnalyticsQuote Management
MarketingDemand GenerationCampaign AnalyticsAgency Collaboration
IT OperationsService ManagementSecurity
City OperationsTransportation PlanningWater ManagementUtility Optimization
LegalContract ManagementRisk AnalyticsDocument Management
Procurement Contract Management Spend Analysis Strategic Sourcing
FinanceReporting
Risk AnalysisCompensation Models