analytics update(saas를 중심으로mplanners.kr/lib/inc/download.asp?file=/ahnlab/sw03.pdf ·...

© 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


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


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


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

http://bluemix.net/


Analytics SaaS products Competition

workload

Company


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


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


- 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


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


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

https://ibm.app.box.com/


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


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


SaaS Price

SaaS price book (as of Mar.2nd)


SVP Ready

- Certification for SaaS Products PartnerWorld의 <IBM Software> Category에서 <SaaS-Entry>로 검색


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


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)

https://ibm.biz/CDSBridgeToCloud


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

http://bluemix.net/


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

http://stgpwpreview.boulder.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_bridge-cloud-sales-play-business-partners




http://www.ibm.com/cloud-computing/us/en/saas-migration.html










https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/software_value_plus

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/L516105H49102W43

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/F699457X02236Q70

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/F699457X02236Q70


Q&A


IBM Analytics Portfolio


Softlayer(IaaS) Competiton


Appendix


BlueMix(PaaS) Competition


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)


SaaS Contract (Provisioning)

- SaaS 제품의 실제 사용에 대한 정보를 SQO에서

업데이트하는 절차

- Invoice / Billing의 기준

Provisioning Form

SQO example


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


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


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

[email protected]*

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

analytics update(saas를 중심으로mplanners.kr/lib/inc/download.asp?file=/ahnlab/sw03.pdf ·...

Documents