PartnerWorld Comes to You 2017
CEE edition
Iztok Šumak, SW Channel Sales Manager SEE
SaaS & Bridge to Cloud Overview
#disrupt&grow
#ibmpwlc
© 2017 IBM Corporation
Sarajevo, 11.5.2017
PartnerWorld Comes to You 2017
SaaS
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
Cloud opportunity is growing
80%
More than
of enterprise IT
organizations will commit to hybrid
cloud architectures by 2017.
By 2018, at least
half of IT
spending will be cloudbased.
2018
By
, 50% of the apps
running in public cloud
environments will be missioncritical.*
Source: IDC
http://www.gartner.com/newsroom/id/3188817
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
Where is the opportunity on “as a Service” business models?
Worldwide SaaS and Cloud Software Revenue by Segment, 2014–2019 ($M)
100,000
90,000
SaaS represents the
biggest segment
80,000
70,000
SaaS
CAGR: 16%
$M
60,000
Software as a Service
(SaaS)
50,000
40,000
Platform as a service
(PaaS)
30,000
20,000
PaaS
CAGR: 31%
10,000
0
2014
2015
2016
2017
2018
PaaS is the fastest
growing segment
2019
Adapted from IDC, “Worldwide SaaS and Cloud Software 2015–2019 Forecast and 2014 Vendor Shares”, August 2015
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
SaaS Results – trends
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SaaS
2014
2015
H1 2016
Europe
9.29
23.69
19.84
CEE
1
1
1
%NL Europe
3.0%
5.6%
11.6%
%NL CEE
1.3%
1.2%
5.3%
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
Cloud Opportunity vs. Channel Readiness
94% of Vendors in the
Market have a Cloud
strategy
Vendors
Only 30% of Business Partners are Cloudready
"70% of CIOs will embrace a Cloud-first
strategy in 2016”(*)
Customers
(*) Source: “Partner of the Future: 10 Transformations IT Solution Providers Must Make”, IDC 2015
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
IBM Growth
Initiatives
Cloud
Analytics
Recent Acquisitions (since 2010)
Network automation |
2010
Automated
data migration |
2012
Governance, compliance, risk
management | 2010
Cloud integration | 2010
Data warehouse appliances |
2010
Cloud computing infrastructure | 2013
Automated BI | 2013
Data navigation &
exploration| 2012
Master data
management | 2010
Financial governance | 2010
Mobile computing
platform | 2012
Social
Mobile mgt | 2010
Small business server
solutions | 2008
Security
Smarter
Commerce
Mobile customer
experience management |
2012
B2B integration |
2010
Enterprise marketing
mgt | 2010
Web analytics |
2010
Procurement
& contract
mgt 2011
Compensation & sales
performance mgt | 2012
eXtreme File
Transfer | 2014
FIBERLINK Mobile
Device Mgt
Mobile Customer
Engagement | 2013
Talent
Management |
2012
Hosted, multilingual
e-mail service | 2009
Fraud protection and advanced
security | 2013
SaaS in 2016
Security Intelligence | 2011
Customer
experience mgt |
2012
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Web fraud
detection | 2013
Database As A
Service | 2013
Customer & network
analytics | 2013
Financial risk management| 2011
Mobility
Saas
Pricing, promotion and
product mix optimization |
2012
Mobile Customer
Engagement | 2013
Web fraud
detection | 2013
eXtreme File
Transfer | 2014
Email Marketing & Marketing
Automation 2014
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
SaaS & Business Partners – a business model evolution
Traditional resale - On Premise
IBM Hardware
Up front incentive $
Network Infrastructure
Operating System
IBM Software
Customer makes buying decisions and is the integrator and maintainer (or uses a
Business Partner) to manage all components of the IT value stack
Business and SW
Configuration
Consulting
Technical
Services
End User
Education
Technical
Support
Up front incentive $
Up front incentive $
Value Add Services
Middleware
Application Integration
Servers, Storage
Customer makes buying decisions, assisted by Business Partner.
Provider makes decisions on components of the IT value stack
SaaS
Subscription
Planning, Onboarding, Enablement, API
Integration and Migration Consulting
Cloud / On
Premise
Integration
Services
End User
Education
Managed
Services /
Other
Recurrent incentive $
SaaS presents Business Partners with incremental opportunities for high value services
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
2017 IBM SW - Channels: Routes to Market
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2
Reseller
(SVP)
Embedded Solutions
Agreement (ESA)*
 Resell IBM Hosted
SaaS
– Strategic IBM Partner
relationship
 Authorization/
Certification by
Product Group
 SVP Product Group
– IBM provides L1/L2
Support
9 Replacement
*ASL
 Create Embedded
Solutions
– An embedded/derivative solution is
an Integrated bundle of partners
application (services) and IBM
software
– Value Add Requirement: ESA
partner’s IP or services must add
significant new functionality or
capability to the IBM Product when
the partner integrates the IP or
service with the IBM Product to
create a unique partner branded
solution
– Solution Provider provides L1/L2
Support On-premise; L1 support
SaaS
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SaaS Solution
Provider (SSP)
 Service Provider
– IBM Business Partner sells
sub-access of the IBM SaaS
to End Users or sells
Business Partner’s
productive use of IBM SaaS
as part of their Service to the
End User
– BP Tech & Sales certification
requirements
– IBM BP owns the relationship
– Solution Provider provides L1
support SaaS
Accelerate Cloud Revenue  Obtain velocity & reach
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
The Bridge-to-Cloud Play is a price Play designed to assist Clients in moving from S&S to SaaS
with the help of Business Partners
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
Determine if Cloud is right for your Client without Risk
There is no need to wait to gain the value of Cloud. The Bridge-to-Cloud channel play
provides clients with a full scale opportunity to engage with the Cloud at no risk:

Purchase Cloud and gain S&S without additional fees

IBM extends your S&S entitlement for the term of the Cloud agreement provided
your are current with your S&S

Engage with the Cloud at full production scale

Maintain entitlement without additional fees during your Cloud engagement

At the end of the Cloud engagement contract, if you choose to return to OnPremises S&S, you may do so without S&S penalties (for most SaaS services)

Only specific approved part numbers are eligible for the play. Those part numbers
are continually changing
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
Clients are eligible for the Play if and only if

The client is current on applicable S&S payments

The client must be in compliance with regards to entitled S&S licenses

The client has parts that are eligible for conversions for the play

The client is willing to sign a Cloud contract with a term at least 12
months longer than the current S&S entitlement (i.e.: If a client has 5
months remaining on their current prepaid S&S, the new Cloud term must
be at least 17 months.)

Business Partners and their clients in all IBM IOTs are eligible for the
promotion
As of today, a client is not eligible if
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
The client is part of a multi-element, ELA agreement (to be in pilot)

The client is part of an IULA

The client is not current on S&S payments for the part numbers being
transitioned to the Cloud
© 2017 IBM Corporation
PartnerWorld Comes to You 2017
Bridge-to-Cloud Sales Play - Process
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Authorization spreadsheet
4
B2Cloud Addendum
5
Offer Letter
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© 2017 IBM Corporation
PartnerWorld Comes to You 2017
Clients / Business Partners Benefits
Client Benefits
Business Partner Benefits:

Provides clients the ability to move current
entitlement from on-premise S&S to SaaS
with significantly reduced TCO for both.

Provides a great door opener to have a
compelling SaaS discussion with existing
clients.

Clients retain their licenses. S&S is
transitioning to SaaS.

Creates Partner Services opportunities
(migration, add-on products).

Allows clients to move back to on-premise
software if SaaS is not right for them without
paying an S&S reinstatement (for most SaaS
services).

Adds value to a domain discussion by
positioning cloud as an attractive option.

Straight forward offering allows Partners to
reach out to more clients and close deals
faster.
Find further information in Partnerworld:
http://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_bridge-cloud-sales-playbusiness-partners
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PartnerWorld Comes to You 2017
https://www.ibm.com/cloud-computing/built-on-cloud/saas-migration
https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_bridge-cloud-salesplay-business-partners
http://www-01.ibm.com/common/ssi/cgibin/ssialias?subtype=ST&infotype=SA&htmlfid=KUJ12410USEN&attachment=KUJ12410USEN.PDF
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