IBM Cloud marketplace Business Partner Program Overview

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1 IBM Cloud: Think it. Build it. Tap into it. IBM Cloud marketplace Business Partner Program Overview Reach New Markets & Grow Your Business To join: https://www.marketplace.ibmcloud.com/joinnow

2 IBM can be a growth engine for your business Build it. Build and run your private or hybrid cloud Think it. Strategize how to use cloud to drive revenue growth and efficiencies SoftLayer acquisition $2B Acquisition investment $7B SaaS offerings Tap into it. Utilize cloud services delivered from IBM Cloud Data center expansion $1.2B $1B PaaS/developerfocused investment 40,000+ Experts Multi Tiered Sales Force Covering the widest portfolio 2 V050115

3 Extend your reach through the IBM Cloud marketplace Cloud customer buying behaviors are evolving, and we re evolving the way we sell as a result Paving New Avenues of Growth New Markets + New Buyers = Growth Marketplaceis IBM s digital channel for all things cloud IBM and business partners and Services - Delivers a self-service experience - Guides users to discover, learn, try and buy Strategic accessis IBM s competitive advantage - IBM and partnerservices in a single user experience - Trusted, Enterprise-grade SaaS, PaaS, IaaS - IBM expertisefocusing on solutions so customers can innovate quickly and easily ibm.com/marketplace - Multiple integration and capabilities SoftLayer, patterns, Bluemix. 3 V050115

4 IBM Cloud marketplace chooses over 100 leading enterprise cloud innovators Data Stores Development Tools Security Operations Support Messaging Mobile Analytics Business Support CloudAMQP PubNub UStream Cupenya KangoGift Formula/400 Kft. DreamFactory Partners integrated and running on SoftLayer, Bluemix, and our IBM SaaS partners 4 V050115

5 Business Partners are qualified to participate in IBM Cloud marketplace Services: - run on or be deployable to SoftLayer, or integrate with an IBM premium platform service,* or integrate with or extend our SaaS offerings* - are enterprise class, in production and supporting paying customers - are single or multi-tenant, as-a-service cloud applications; or virtual machine images; or add-on, plug-in or extension to a virtual machine environment; or virtual configured IT environment that includes application code and is deployed on the cloud (e.g. Patterns, or private cloud deployment) - align to IBM strategic imperatives And are offered by Business Partners who: - are based in any country (business partners without a U.S. affiliate must run their offerings in data centers outside of the US for tax purposes) - offer at least one priced edition - offer a 30 day trial, or a perpetual free tier.** - integrate into the IBM Cloud marketplace APIs within 90 days of signing the agreement *Will require additional IBM review, as services for IBM premium platform services must meet specific criteria which could include additional technical integration and/or certification. **Offerings in IBM Bluemix must have free tier, which can have limited capability. 5 V050115

6 Bluemix Third Party Service Evaluation Criteria Service must be integrated to marketplace APIs for billing and provisioning: Once integrated to marketplace, service will be enabled for chargeback and revenue collection. This includes third-party maintenance of detailed usage data per end user to support evidence of charged consumption. Service is useful within the context of an application running in Bluemix, and with other Bluemixservices: Partner can clearly describe multiple scenarios of how their service will be useful to cloud users of Bluemix, and how it will use other services in Bluemix. Service is cloud enabled and fits the Bluemixservice model: Service must be cloud-native and dynamically provisionable. Third-party must respond to provisioning endpoint requests, create a service instance, and dynamically provide credentials back to the provisioning request. Provisioning time should be <10 seconds. Third-party must manage all service instances. Proprietary/specific development tools should require download or configuration only when necessary/appropriate. Service supports composablebusiness pattern: Exposed, public APIs that can be invoked from within a application running on Bluemixis the most common deployment pattern. Another is having the ability to attach to a service, without direct integration, e.g. load testing services. Exceptions to this criterion will be considered. Service scales:service back end must seamlessly handle volume changes, or must provide appropriate warnings and actions to users. Website includes English version Perpetual free tier is required. Once the service is approved and then integrated to Bluemix, there will be an additional review to ensure it meets the quality criteria for an enterprise-class Bluemix environment. See Bluemix quality criteria in backup. 6 V050115

7 IBM Cloud marketplace Business Partner Program Overview PR & digital demand gen IBM drives traffic to the marketplace through PR, ad buys, paid search, paid social media placements, contextual targeting (e.g., site referrals) Co-Marketing Use of IBM press release template, IBM Cloud marketplace program marks, and linkage to other IBM co-marketing opportunities, including extensible IBM PartnerWorld program benefits. Inclusion in IBM Conferences and other activities. Promotion with IBM services IBM product owners behind over 200 marketplace properties, including 100+ IBM SaaS offerings, drive traffic through their own programs Merchandising Systematic merchandising program to promote your service within the marketplace, including premium home page placement of selected services, keyword tagging, and inclusion in appropriate solution scenarios Sales force enablement IBM Cloud Service sellers trained and rewarded on customer marketplace usage; sellers get credit against revenue target Commerce Support Commerce support, including price management, rating, billing, payment, royalty management and bundling. Bill via IBM invoicing to accelerate clearance thru enterprise procurement Dashboard and MyServices Marketplace administration and support portal, and self-service sales performance dashboard 7 V050115

8 IBM Cloud marketplace Multi Tiered Sales and Digital Marketing IBM Digital Sales LDR s, Inside Sales IBM Customer CXOs LOBs Developers Global Events IBM global and local, developer, 3 rd party and analyst events marketplace banner ads designs not yet final IBM Cloud Service Direct Sales Sales & Distribution (face-to-face) Digital and Social Outreach Paid media ads/banners, search, TV, marketplace carousel/banners, IBM and 3rd party social blogs/forums IBM Brand Sales IBM Brand Collaboration Cloud Sales Plays, Enablement, Internal Communities, Internal Blogs/Forums 8 V050115

9 The business model is straightforward and simple IBM responsibilities: Operate the IBM Cloud marketplace Take care of check-out, including invoicing the customer and collecting payment Dispense payment to partners and retain a royalty Provide different options for metering and billing, including support for complex metering Business Partner responsibilities: Give IBM permission to offer its services Offer free trial and prices services Cover costs of delivery, including infrastructure if delivered in a SaaS model Provide metering information for complex metered products Maintain direct relationships with customers Ensure services meet production SLAs with production level support Transaction support: Marketplace supports US transactions with credit cards supported. In May 2015, will expand purchase options to include purchase order / invoice transactions (excluding Bluemix). Bluemixsupports credit card transactions for multiple non-us currencies. Partner determines the price for all non-us currencies (including $0). Additional functionality will be provided in successive upgrades, including support for non-us transactions. US federal government requirements for payment by federal users are not currently supported. 9 V050115

10 How do Business Partners participate in IBM Cloud marketplace? 1. Apply to Become a Business Partner Complete and submit the nomination form https://www.marketplace.ibmcloud.com/joinnow/ to be considered for partnership in the IBM Cloud marketplace. 2. Qualify for the IBM Cloud marketplace We will review your form and reply as quickly as possible to discuss your service and next steps. Some replies take up to two weeks, depending on your service. To qualify for premium programs (e.g. Bluemix), services must meet additional criteria. 3. Accept the terms and conditions Once you are invited to include your service, you will need to a) register for marketplace and b) accept the IBM Cloud Marketplace Business Partner terms > https://developer.ibm.com/marketplace/docs/vendor-guide/business-partner-agreements/ 4. Integrate and price your service to marketplace (3 weeks) Within 90 days of signing the IBM Cloud Marketplace Business Partner agreement, you must integrate your service to the IBM Cloud marketplace APIs. Services designed for Bluemix must support an additional call, and integration and quality review for Bluemix may take several additional weeks. Details in the Business Partner Guide here > https://developer.ibm.com/marketplace/docs/vendor-guide/ 5. Qualify for integration to premium options (e.g. Bluemix) - Can be in parallel with above Prospective Bluemix, PureApplication Service on SoftLayer, or HPC Analytics services must meet certain additional criteria. 6. Promote and merchandise your offering Once published, reference the IBM Cloud marketplace marketing kit to see how you can promote your offering with IBM > https://developer.ibm.com/marketplace/docs/marketing-kit/ 10 V050115

11 Join IBM Cloud marketplace today! To join: https://www.marketplace.ibmcloud.com/joinnow Questions? 11 V050115

12 Additional information 12 V050115

13 The emergence of cloud is transforming IT and business processes into digital services 85 % of new software is now being built for the cloud 1/4 of the world s applications will be available in the cloud by % of developers already report that cloud-based services or APIs are part of the applications they re designing and IBM built the world s most complete cloud portfolio, delivering our clients technology and business processes as digital services $7 billion invested to date to build cloud capabilities 15 acquired companies, including SoftLayer, for cloud infrastructure 1,500 + cloud patents 2,000 SoftLayer APIs to provide a view of the client s environment 5.5 million client transactions processed daily through IBM s public cloud industry-leading Software as a Service (SaaS) offerings 80% Of Fortune 500 companies use IBM s cloud capabilities 5,000+ Private and hybrid cloud engagements in more then 100 countries included IBM Systems in 2013 five continents We are investing $1.2 billion to expand our cloud footprint and capabilities 15 new data centers in total cloud data centers across 13 V050115

14 IBM Cloud marketplace offers premium platform services Participate in Which is The benefits are IBM Bluemix PureApplication Service on SoftLayer, Patterns High performance analytics capabilities IBM s Cloud Foundry-based PaaSfor rapid application development and deployment Manages write-once, run anywhere patterns that are the pre-defined architecture of an application in a deployable form. Deployed on-premise, on SoftLayer, and in hybrid cloud environments, with multiple pattern platforms for public and private clouds: PureApplicationService on SoftLayer, Rapid Deployment Service for SoftLayer, IBM Cloud Orchestrator on SoftLayer, Private Modular Cloud (PMC) IBM s optimization for Hadoopand real time analytics workloads running on SoftLayer 'Analytics Optimized' clusters Choice of leading enterprise analytics and Big Data platform tools Additional opportunity to market your service in a purpose-built environment Special experience designed for composable service development Integrated behind the scenes with marketplace one place to manage your service listing Supports interoperability between IBM public cloud and private cloud Embeds manageability of services and applications Deploy your pattern from marketplace These heterogeneous environments are supported by a rich variety of IBM and partner patterns in the IBM Cloud marketplace catalog. Performance optimization means faster analytics at less cost to you You or your customers can manage deployment directly from marketplace 14 V050115

15 IBM Bluemix Quality Criteria In order for users to find and try your service in Bluemix, they must be able to quickly understand: 1) what is the business value of the service; 2) how that value is amplified by being integrated to (available on) Bluemix, and; 3) how to get started using the service specifically with Bluemix. Below are some quality criteria that your service must meet before publication in the Bluemix catalog in order to it creates an optimal user experience. These elements are in addition to the steps required for a sound technical integration. The service description should explain the business value of the service, and how being in Bluemix enhances that value. A Bluemix user should be able to assess business and technical value within 5 minutes. See Cloudant as an example. The service listing should include documentation linked to the Docs button that provides information on how to get started using the service, specifically with Bluemix. The first docs page a user hits should be Bluemix-specific. From there, you can link off to your standard docs. The service listing includes resources that help users understand how to use the service within Bluemix specifically. Required: 1) Easily-discoverable starter app that can be deployed in 15 minutes and tweaked/redeployed in 30 minutes and 2) documented buildfrom-scratch example. Optional / Suggested: 1) Starter app that uses Deploy to Bluemix button (documentation and more on this coming 2015Q2); 2) demos/videos to illustrate the end-to-end usage; 3) Provisionable with a ready-to-use starter configuration; 4) Ready-to-use (cut-and-paste) code snippets; 5) Publicly-hosted GitHub starter app project. Your service dashboard is easy to understand and use with Bluemix. For example, 1) the link to the dashboard appears within Bluemix after service is added to space; 2) the user is provided with all the information necessary for first time use; 3) the user is self-sufficient in using the dashboard page; 4) commonly repeated actions are clearly accessible in the dashboard and intuitive (IBM working on html dashboard template.) Service must provision/bind/unbind/unprovision successfully, and should be provisioned in Bluemix within 3 minutes. The service listing includes clear product support information. Ideally public or private support forum is offered, in addition to other contact options. The service is highly available with zero downtime for maintenance. The Terms of Usage is linked to Terms button. The service supports SSO between Bluemix and the service site. The service has been integrated in accordance with all appropriate technical requirements. 15 V050115

16 A flexible suite of editions and pricing options are available Choose one or more pricing plans, add a free trial, and you re ready to start. Editions: Each marketplace service can have one or more editions (or pricing plans) One time services are charged upon checkout. Any download service (e.g., pattern, image) must be set up as a One time service. Recurring services can be charged per day or per month. Partial day or partial month usage counts as a full day or month, respectively. Tiered services can combine multiple one time and recurring charges. Metered services (e.g., $/user ) provide the most flexibility. Your service provides the usage data, and IBM Cloud marketplace performs the calculations and billing. Most common units of measurement are supported. All business partners must offer at least one priced edition with a 30 day trial period. All priced plans can have a setup fee. 16 V050115

17 Screen shot of usage data in IBM cloud marketplace dashboard* Developer dashboard provides info about products, orders, revenue, customers, billing/invoicing, and payouts Dynamic reporting available on-line & source data available via csv downloads Filters, drill down detail, & metrics Customer data Order data * This dashboard shows marketplace only, and does not contain usage data in Bluemix. 17 V050115

18 Getting started with SoftLayer To Sign up for the free trial, please visit: To sign up to become referral partners, please visit: If you d like to become part of the Solution & Services Provider Program (AKA Reseller Program). Please contact: Stella Clary at 18 V050115

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