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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
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
Tap into it.
Acquisition
investment
SoftLayer
acquisition
SaaS
offerings
$2B
$7B+
$1.2B
Data center
expansion
2
Utilize cloud
services delivered
from
IBM Cloud
100+
$1B
PaaS/developerfocused investment
40,000+ Experts
Multi Tiered Sales Force
Covering the widest portfolio
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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
Marketplace is IBM’s digital channel for all
things cloud
- 400+ IBM and business partners and
Services
- Delivers a self-service experience
- Guides users to discover, learn, try and buy
Strategic access is IBM’s competitive
advantage
- IBM and partner services in a single user
experience
- Trusted, Enterprise-grade SaaS, PaaS, IaaS
- IBM expertise focusing on solutions so
customers can innovate quickly and easily
ibm.com/marketplace
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- Multiple integration and capabilities –
SoftLayer, patterns, Bluemix.
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IBM Cloud marketplace chooses over 100 leading enterprise cloud innovators
Data Stores
Development Tools
Security
Operations Support
Messaging
Mobile
Analytics
Business Support
CloudAMQP
Cupenya
PubNub
UStream
Formula/400 Kft.
KangoGift
DreamFactory
Partners integrated and running on SoftLayer, Bluemix, and our IBM SaaS partners
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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.
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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 Bluemix services:
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 Bluemix service 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 composable business pattern: Exposed, public APIs that can be invoked from within a
application running on Bluemix is 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.
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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
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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,
3rd party and analyst events
marketplace banner ads – designs not yet final
IBM Cloud Service Direct Sales
Sales & Distribution (face-to-face)
IBM Brand Sales
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Digital and Social Outreach
Paid media ads/banners, search, TV,
marketplace carousel/banners, IBM
and 3rd party social blogs/forums
IBM Brand Collaboration
Cloud Sales Plays, Enablement, Internal
Communities, Internal Blogs/Forums
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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:
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•
Marketplace supports US transactions with credit cards supported. In May 2015, will expand purchase
options to include purchase order / invoice transactions (excluding Bluemix).
•
Bluemix supports 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.
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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/
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Join IBM Cloud marketplace today!
To join: https://www.marketplace.ibmcloud.com/joinnow
Questions?
joinnow@us.ibm.com
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Additional information
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© 2015 IBM Corporation
The emergence of cloud is transforming IT and business processes into
digital services…
1/4
85%
of new software is now being
built for the cloud
of the world’s applications will be
available in the cloud by 2016
72%
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
We are investing $1.2 billion to
expand our cloud footprint
$7 billion
1,500 +
5.5 million
80%
invested to date to build
cloud capabilities
cloud patents
client transactions
processed daily
through IBM’s public
cloud
Of Fortune 500
companies use
IBM’s cloud
capabilities
15
new data
centers in
2014
15
2,000
100 +
5,000+
acquired companies,
including SoftLayer,
for cloud infrastructure
SoftLayer APIs
to provide a view of the
client’s environment
industry-leading
Software as a Service
(SaaS) offerings
Private and hybrid
cloud engagements in
more then 100
countries included IBM
Systems in 2013
five continents
13
and capabilities
40
total cloud data
centers across
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IBM Cloud marketplace offers premium platform services
Participate in
Which is…
The benefits are …
IBM Bluemix
www.bluemix.net
IBM’s Cloud Foundry-based PaaS for rapid
application development and deployment
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
PureApplication
Service on
SoftLayer,
Patterns
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:
PureApplication Service on SoftLayer, Rapid
Deployment Service for SoftLayer, IBM Cloud
Orchestrator on SoftLayer, Private Modular
Cloud (PMC)
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.
High performance
analytics
capabilities
IBM’s optimization for Hadoop and real time
analytics workloads running on SoftLayer
'Analytics Optimized' clusters
Choice of leading enterprise analytics and Big
Data platform tools
Performance optimization means faster
analytics at less cost to you
You or your customers can manage
deployment directly from marketplace
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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.
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• The service has been integrated in accordance with all appropriate technical requirements.
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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.
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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.
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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
Customer
data
Filters, drill down detail, & metrics
Order data
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* This dashboard shows marketplace only, and does not contain usage data in Bluemix.
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Getting started with SoftLayer
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To Sign up for the free trial, please visit:
http://www.softlayer.com/info/free-cloud
To sign up to become referral partners, please visit:
http://www.softlayer.com/referral-program
If you’d like to become part of the Solution & Services Provider Program
(AKA Reseller Program). Please contact: Stella Clary at clary@us.ibm.com
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