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TRANSCRIPT
© 2016 IBM Corporation
Analytics update(SaaS를 중심으로)
정회동 실장
© 2016 IBM Corporation 2
Agenda
Cloud Service Model (IaaS/PaaS/SaaS)
IaaS (Softlayer)
PaaS (BlueMix)
Analytics SaaS products
Partner ready for SaaS : Price, Provisioning, SVP, Incentive
Offering(Bridge to Cloud Offering)
Key action to do
© 2016 IBM Corporation 3
Cloud Service Model
Networking Networking Networking Networking
Storage Storage Storage Storage
Servers Servers Servers Servers
Virtualization Virtualization Virtualization Virtualization
O/S O/S O/S O/S
Middleware Middleware Middleware Middleware
Runtime Runtime Runtime Runtime
Data Data Data Data
Applications Applications Applications Applications
Traditional On-Premises
Infrastructure as a Service
Platform as a Service
Software as a Service
Clie
nt
Man
ages
V
end
or M
anages in
Clo
ud
Ven
do
r Man
ages in C
lou
d
Ven
do
r Man
ages in C
lou
d
Clie
nt
Man
ages
Clie
nt
Man
ages
Customization; higher costs; slower time to value
Standardization; lower costs; faster time to value
IBM Bluemix
© 2016 IBM Corporation 4
Softlayer(IaaS) offering
고객의 특수한 요구사항을 충족하는 Bare metal Server 제공
신속한 확장 및 비용 효과성을 위한 공용 클라우드 컴퓨팅
독립된 자원을 요구하는 업무를 위한 Single-tenant 클라우드 컴퓨팅
Dedicated cloud Bare Metal Servers
Public Cloud Virtualized Multi-Tenant Servers
Private Cloud Virtualized Single-Tenant Servers
•SoftLayer managed hypervisor에 기반한 Single-
tenant 환경
• 자동 자원할당 및 서버 등록
•Stand alone 환경처럼 기능하거나, 타 SoftLayer
솔루션과 통합 운영 가능
•Citrix CloudPlatform을 통한 관리
•Entry-level single processor 부터 quad proc,
hex-core, and GPU-powered까지 다양한 옵션
제공 (하드웨어 업그레이드 가능)
•SoftLayer 포탈 또는 API를 통한 실시간 자원
할당
•Flex Images 서버를 통해 가상 서버와 유사한
이미지 캡쳐 및 배포 제공
•SoftLayer managed hypervisor에 기반한 multi-
tenant 환경
•Dedicated 서버와 연계 가능, 단일 Private
네트워크를 통한 서비스 자동화
•가상 서버, 원격 스토리지, CDN 제공
© 2016 IBM Corporation 5
BlueMix(PaaS)
IBM, Open Source and
Third Party APIs
Security
Services
Web and
Applicatio
n services
Cloud
Integratio
n
Services
Mobile
Services
Database
services
Big Data
services
Internet
of Things
Services
Watson
Services
DevOps
Services
BlueMix Public
BlueMix
Dedicated
BlueMix Local
http://bluemix.net
© 2016 IBM Corporation 6
Analytics SaaS products Competition
workload
Company
© 2016 IBM Corporation 7
DashDB
솔루션 개요 Data Warehouse on Cloud
특장점
PDA(네티자)의 Cloud Version
Fully-managed data warehouse on cloud
Oracle compatibility
On disk data encryption and secure connectivity
주요 제안 고객 DW projec를 Cloud에서 검토하는 고객
PDA(네티자) 검토하는 고객에게 Attachment(Clothing)
가격 산정 기준
Memory/Storage/SMP, MPP별로 산정
- Memory 64GB/256GB,
- Storage: 1/4/12TB)
예) 64GB Memory, 1TB Storage 1,522,000원 / 월
256GB Memory, 12TB Storage 12,582,000원 / 월
© 2016 IBM Corporation 8
Cloudant
솔루션 개요 NoSQL Database
특장점 - 웹,모바일 서비스에 발생하는 다양한 정형, 비정형 데이터를 저장 및 처리
- 서비스 증가에 따른 무제한 Infra 확장 및 무중단 서비스 제공
사례
- 보험사례 : 미국 Fidelity사의 개인 사서함 서비스(FidSafe)
- 유통사례 : 미국 Kohl’s사의 Mobile 쿠폰 서비스
- 금융사례 : MorningStar 사의 펀드 추천 서비스
- 마케팅사례:가입자, 잠재 고객 대상 개인화 상품 추천, Royalty Program 특화 기능
제공
가격 산정 기준
- On-Premise(D1ACWLL) 73,470,000원/Virtual Server
- SaaS
. Cloudant Virtual Machine Node (D1AWZLL) 1,509,000원/월
. Cloudant Bare Metal Node (D1AWVLL) 3,083,000원/월
© 2016 IBM Corporation 9
BOX
솔루션 개요 Content Management Solution on Cloud (DropBox와 경쟁 제품)
(https://ibm.app.box.com/)에서 무료 등록 후 사용 가능
특장점 Secure File Sync and Sharing from Any Device
다른 App과의 자연스러운 연동(Office 365, GoogleApps, SalesForce.com 등)
회사 내부/외부의 원활한 연동
사례 40MM+ users worldwide / 24 of 30 top banks worldwide
15 of 16 top global Telcos / 19 of 23 top global insurers
56 of top 58 government agencies / 21 of 27 top global retailers
가격 산정 기준
세 가지 버전: Business Plus(minimum 기능) / Enterprise / Elite (확장 기능)
- Business Plus: 30,890원 / 1 User
- Enterprise: 43,310원 / 1 User
- Elite: 68,020원 / 1 User
© 2016 IBM Corporation 10
Compose
솔루션 개요
오픈소스에 대한 운영 관리 및 전용 IaaS를 제공하는 제품
- IaaS : Softlayer 또는 AWS중에서 선택
- 관리대상 오픈소스: Mongo DB / RethinkDB / Redis / PostgreSQL /
ElasticSearch
- 운영관리 및 Encryption 서비스 등
특장점
- 전용 서버 제공: Softlayer 또는 AWS
- 원클릭 프로비져닝,
- 자동 확장
- HA / 자동백업
제안대상 고객 오픈소스를 많이 사용하여 프로젝트를 하고 있는 고객
오픈소스 관리가 제대로 되지 않아 제대로 된 App 개발을 하지 못하는 고객
오픈소스의 성능 / 확장 이슈가 있는 고객
가격 산정 기준
세 가지 버전 (Compose Ent. Starter / Transactional / Large Transactional)
- Starter: 5,768,000원/월 (전용 Softlayer 또는 AWS 포함)
- Transactional: 21,150,000원/월
- Large Transactional: 57,681,000원/월
© 2016 IBM Corporation 11
SaaS Price
SaaS price book (as of Mar.2nd)
© 2016 IBM Corporation 12
SVP Ready
- Certification for SaaS Products PartnerWorld의 <IBM Software> Category에서 <SaaS-Entry>로 검색
© 2016 IBM Corporation 13
Sales Model (Incentive)
• Price delegation: 10% to VAD
• SaaS Instant Incentive - 대상: SaaS Products
- Payout
. Enterprise non-select/MM 15%
. Enterprise Select/Industry 5%
- 기본적으로 VAD에 지급(건별로 VAD/T2 협의 필요)
- 제외되는 trnx
. ELA 고객
. Partner 내부 사용 목적
. Renewal/Reinstatement
. PSP/FCT/OEM/ASL 제외
• SaaS Quarterly Incentive
- SaaS PO 총액에 따라 VAD에 지급 (6% ~ 9%)
• SaaS New to Cloud Incentive
- 과거 2년동안 SaaS PO가 없던 T2가 SaaS 주문을 할 경우, 주문 금액의 3%를 VAD에 지급
© 2016 IBM Corporation 14
Bridge To Cloud Offering
DB2
DB2
PDA
Cognos
SPSS
BigInsight
Cloudant
DB2 on Cloud
DashDB
DashDB
Cognos on Cloud
SPSS on Cloud
BigInsight on Cloud
Cloudant
PA SaaS
S&S가 유효해야 함
• 최소계약기간은 12개월 (기존 리뉴얼 기간은 불포함)
(S&S 만료기간이 남아 있을 경우 남은 기간 + 12개월을 합한 기간에 대하여 계약.
- S&S가 6개월이 남았다면 18개월 계약
• 현재 보유한 라이센스 전량 혹은 부분수량만 SaaS로 변환 가능
(부분적으로 SaaS로 전환할 경우 나머지 비전환 수량은 S&S계약을 진행)
• 계약기간이 만료후 다시 On-prem으로 돌아가는 것이 가능
- Reinstate가 아닌 renewal 가격 조건으로 재계약 가능
- 기존에 지불된 S&S금액에 대한 환불이나 추가 discount등은 불가능
기존 고객을 SaaS로 유연하게 전환하게 하는 Offering
Bridge to Cloud Sales Play Details (https://ibm.biz/CDSBridgeToCloud)
© 2016 IBM Corporation 15
Key actions to do
Develop OI for SaaS
1. Attachment/Clothing: 기존 PA 영업기회에 SaaS 제품 bundling
(DB2 on Cloud for Test 서버, DataWorks during testing, DashDB w/ PDA)
2. Bridge to Cloud Offering
- 기존 고객에게 Bridge to Cloud offering 제안
SVP Ready for SaaS-Entry
- 대상 제품의 SaaS Entry Certification 취득
Skill ready for SaaS products - Bluemix ID creation (http://bluemix.net : 무료) - Register for SaaS products
(DB2 on Cloud, Cloudant, Cognos/SPSS on Cloud, DashDB, etc.)
Customer call/Proposal w/ IBM Sales Rep. - Potential target customer (Key coverage customer)
- Identified opportunity for Bridget to Cloud offering & Attachment play
© 2016 IBM Corporation 16
Reference
Bridget to Cloud & SaaS General Channel Bridge to Cloud Partnerworld Site
Channel Bridge to Cloud Eligible Offerings list
Channel Bridge to Cloud web page
IBM Software Value Plus (SVP) SaaS: Resell authorized products
SaaS Solution TCO Calculator: Tools to help SaaS business case
Training:
Presentation: Introduction to Software as a Service (SaaS) for IBM sellers and Business
Partners
© 2016 IBM Corporation 17
Q&A
© 2016 IBM Corporation 18
IBM Analytics Portfolio
© 2016 IBM Corporation 19
Softlayer(IaaS) Competiton
© 2016 IBM Corporation 20
Appendix
© 2016 IBM Corporation 21
BlueMix(PaaS) Competition
© 2016 IBM Corporation 22
Cloud Service Model Competition(IaaS/PaaS)
Infrastructure
as a Service
Platform
as a Service
IBM(BlueMix)
AWS
Microsoft(Azure)
Heroku
Pivotal
IBM(Softlayer)
Amazon(EC2)
Microsoft(Azure)
Oracle
SAP
Pivotal(Cloud Foundry)
© 2016 IBM Corporation 23
© 2016 IBM Corporation 24
SaaS Contract (Provisioning)
- SaaS 제품의 실제 사용에 대한 정보를 SQO에서
업데이트하는 절차
- Invoice / Billing의 기준
Provisioning Form
SQO example
© 2016 IBM Corporation 25
Customer
Tier 2 Reseller
DSW SAP
(Fulfillment
system)
High-Level Order to Service Activation Process
SWG ID
(Operational Data
Store & Data
Warehouse)
SaaS Brand
Systems
(including manual
processes)
(4) Order
data fed
(6) Provisioning information fed
(7 ) Feeds rating info
Tier 1 Distributor
BP Online Order(1 ) Option A: Submits order in reference to quote online
( 1) Option B : Submits order in reference to quote via B2B (same fields as special bid orders )
(2 ) Order submitted to SAP
( 10 ) Provisioning
hold lifted
Notes:
M any steps i l lustra ted happen concur ren tly.
SW G ID feeds m any dow nstream system s , includ ing com pensation and suppor t system s.
( 5) Downstream systems fed
(3 ) Service agreement created
SaaS Provisioning
and Rating Teams
(8 ) Obtains
provisioning details
(9) Customer
provisioned ;rating setup
© 2016 IBM Corporation 26
Customer
Tier 2 Reseller
DSW SAP
(Fulfillment
system)
High-Level Rating & Billing Process
SaaS Brand
Systems
(including manual
processes)
Tier 1 Distributor
Notes: Process is cyclical; all steps repeat on a regular, generally monthly basis.
Billing in step 5 consolidates any subscription charges due to be billed and usage charges.
The process to provide usage details to the customer varies by brand; not all brands employ this process.
DSW SAP feeds many downstream systems , including regional A/R systems.
(5 ) Monthly job generates billing
( 4) Feeds rated usage
(1 ) Customeruses service ( 2) Usage metered
(3) Usage rated
Invoicing System
(Varies by
country/region)
(8 ) Generates invoice
(7 ) Billing data fed
( 6) Downstream systems fed
(9 ) Invoice sent
to distributor
(10 ) Invoice sent
to reseller
(11 ) Invoice sent
to customer
SaaS Business
Operations Teams
(12 ) Pulls usagedetails into report
( 13 ) Sends usagedetails report
© 2016 IBM Corporation 27
Bridge to Cloud (B2C) Sales Process
Seller Completes B2C
Authorization
Spreadsheet & gets
approvals
Seller Enters Quote in
SQO with SaaS Play
Number & attaches
B2C Authorization
Spreadsheet & approval
emails
Seller Completes the
B2C Addendum with the
Appropriate Part
Numbers
Seller Completes Price
Offer Letter
Seller / Renewals Rep
completes & submits
Managed Entitlement form
Client Signs Package
and Returns it to Seller
Seller Submits Offer
Package to Client:
- SQO Quote
- Addendum
- Offer Letter
Seller confirms with
Renewal Rep that S&S
is NOT in an ELA and
available for Renewal
3
1
4
5
6
7
8
Seller uses B2C
Calculator to determine
SaaS parts & sizes
2
Direct Deals
Seller Submits SaaS
Order Package in
SQO
Partner Deals
Seller emails SaaS Order
Package to
9
10
* or in-country equivalent
2
3
4
6
10
B2C Calculator
Authorization Spreadsheet
B2C Addendum
Price Offer Letter
Managed Entitlement Form
Find Forms on ZACS