Enable ISV solutions on IBM Cloud(s)

1. Enable ISV solutions on IBM Cloud(s) WAP12390-USEN-00

2. ISVs may go through this mind-flow when you approach them… Got it Got it Why IBM Cloud(s) ? YES! Enable How can I do it ? Why Cloud ? Too hard, give up Doesn’t match, give up No value, give up

3. Why ISVs are enabling apps in Cloud? $Profits = $revenue - $cost Deploy app in wide range of cloud platforms (public and private) Enable new cloud optimized business models (subscription, usage based) Reduce time to value to make more money with the same staffing Drive top-line growthandinnovation Simplify the solution stack based on standard, outsource non-core biz Leverage automation and reduced product deployment complexity to reduce cost of delivery/manage apps Use the same product to serve both private and public cloud need Reduce operating costs

4. 2 1 Infrastructure as a Service (PureFlex, VMware) Platform as a Service (PureAS, Force.com) Applications Applications Data Data Runtime Runtime Middleware Middleware O/S O/S Virtualization Virtualization Servers Servers Storage Storage Networking Networking ISV headache IBM revenue opportunities Realistically, ISV will take steps to adopt Cloud Traditional On-Premises Applications ISV core competency Data Runtime Middleware Middleware O/S Virtualization Servers Infrastructure Storage Networking

5. OK, now I want enable my app on Cloud, but why IBM? IBM is the only vendor in the Cloud marketplace that provide standard based IaaS + PaaS Cloud services for both public and private cloud Deploy your same app in both private (IBM PureSystems) and public (IBM Smartcloud) We offer full life cycle app service to help you get paid faster Enable your app over IBM PaaS takes less than 1 person month Drive top-line growthandinnovation IBM PaaS is based on industry standard, no vendor lock-in cost… lower switching cost Leverage IBM PaaS built in automation to simplify product deployment and reduce cost of delivery/manage apps… lower operation cost Same skill set needed for enabling the app anywhere… lower staffing cost Reduce operating costs

6. OK, now I want enable my app on Cloud, but why IBM? IBM is the only vendor in the Cloud marketplace that provide standard based IaaS + PaaS Cloud services for both public and private cloud Flexible Complete Fast Drive top-line growthandinnovation Open Simple Efficient Reduce operating costs

7. Key ISV Message 1: Flexible. You get ultimate flexibility on where to start and where to end IBM SmartCloud Services and IBM PureSystems Application development and testing flexibility Develop on IBM SmartCloud Application Services and deploy to an IBM PureApplication System Cost-optimized hybrid cloud computing Run vital applications across IBM PureSystems and IBM SmartCloud Services based on application requirements Private Cloud Public Cloud CAPEX OPEX OPEX Client-managed Service Level Agreements IBM-managed Service Level Agreements

8. Entry Cloud Core Cloud Advanced Cloud Key ISV message 2: Open. IBM is converging our Cloud Management offerings onto a common architecture • SmartCloud and SWG private cloud offering are based on a common, standards based architecture • Entry points and offering packages are modular serving different markets, buyers, and price points • Clean upgrade paths with progression to advance along the maturity curve Service Providers GBLE & Enterprise Customers SmartCloud Orchestration Control Complexity SmartCloud Provisioning • OSLC Automate Optimized Workloads SmartCloud Entry • OASIS TOSCA Manage Delivery of IT Resources • OpenStack • DMTF CIMI & OVF2.0 • SNIA CDMI Cloud Common Stack Modular Extensible Comprehensive

9. Key ISV message 3: Complete. IBM Cloud provides full service to deliver your app to your customer IDR led ISV recruitment and enablement 1 Pre-sales 2 ISV Solutions download from ISV’s website 3 ISV issue, warm transfer Post-sales Issues? Call 1-800-IBM-cloud customer view

10. Sounds good, how can I enable my app on IBM PaaS? 1. Adopt a pattern – use VAP whenever possible Virtual App Pattern • Enable ISV web based app using built in JEE web apppattern directly or create new plugin to fully customize its user experience. • Web app pattern only support WAS+DB2 • Built in scaling policy and highest level of automation. Virtual System Pattern • Enable ISV app using bundled HV images AND creating script package. • If need non-bundled image, ISV need to create customized image (more flexible) • Limited automation unless using Websphere Intelligent Management Pack.

11. Real life ISV Pattern Example – VSP - Kingdee Ready for Troy enablement • Kingdee collaborated with IBM Shanghai IIC created a Troy Virtual System Pattern. • Key challenge we needed to solve is to work around Kingdee’s multi-vendor strategy which lacks deep optimization for Websphere ND • The whole enablement took 6 weeks from concept to test. • Business benefits • Fully automated system deployment enables rapid customer on-boarding which is repeatable and doesn’t force a labor based growth strategy. This allows Kingdee to control its cost while growing their revenue. Company/App background • China’s #1 Software company focus on SMB/GB ERP software (#2 overall). • EAS represent Kingdee’s growth strategy in the high end enterprise segment. • Kingdee currently is seeking a scalable revenue growth strategy that doesn’t depend on labor growth. Kingdee’s growth problem

12. Real life ISV Pattern Example – VAP • Ready for Troy enablement • Target group collaborated with IBM Hursley IIC created a Troy Virtual Application Pattern. • The Target web app pattern uses the Troy web app pattern that supprorts Websphere App server and DB2. • The whole enablement took 2 days from concept to test. • Company/App background • A UK based insurance and financial services application provider. • Recently started offering managed application services (SaaS) and BPO services for their customers, a potential sell to target • Target’s growth problem • Mainly focus on UK, Ireland, SouthAfrica tier 2 banks and insurance company, landed 17 major clients in the past three years mainly throttled by the speed of deployment at customers and complexity of infrastructure setup. • Business benefits • For Target group’s own managed app service, the Expert integrated system contains everything they need to grow their business, it only takes <1 hour to spin up a new environment for a new business, the long time to value is previous a major hurdle to grow its business quickly in the tier 2 banking markets

13. Real life ISV Pattern Example – VAP with Plugin • Ready for Troy enablement • Sugar collaborated with IBM Silicon Valley Lab created a Troy Virtual Application Pattern using Troy Application Plugin Dev Kit • The SugarCRM app pattern includes a plugin for PHP runtime, pattern type for Sugar CRM app and support cloud optimized Database as a Service (DBaaS) • The whole enablement took 12 weeks from concept to test completion. • Company/App background • Cross industry CRM solution serving 7000+ customers and over 1 million users. • Typical customer deployment runs on PHP runtime and MySQL • Currently running on IBM SmartCloud Enterprise via custom images • SugarCRM’s growth problem • No standards - every customer install their own PHP, end up each customer deployment is unique and time consuming. • Highly % of problems are due to human errors due to large # of manual steps. • Business benefits • Previously SugarCRM required the customer to install the middleware manually. Now Sugar can provide complete End to End provisioning, reducing the typical deployment time from 2-3 days to 10 minutes • IWD patterns allow SugarCRM to serve both public cloud and private cloud without extra effort. 13

14. Where can I start? 2. Pick a enablement method – use IIC if you can Core/Invest ISVs • IBM provide trained enablement profession to work with you to enable your apps • We setup hardware and infrastructure, and you just bring your apps • Free as benefits to you as core/invest ISVs. Opportunistic ISV/SIs • Sorry, you are on your own here. • We provide you limited functionality, limited time tools for you to enable your app unless you want to set up your own private cloud. • Can always purchase SCAS paid offering to extend your use.

15. Thank you For IDR Cloud Enable technical questions. Please contact • Sherwood Yao (syao@us.ibm.com) • Brian Innes (innes@uk.ibm.com)

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17. Enablement done, how can I deliver my PaaS enabled app? 3. List your app in IBM Global Solution Directory Core/Invest ISVs • something Opportunistic ISV/SIs • Something else