Chapter 1 – What is cloud computing [not voiced]

[begin voiceover]

In recent years the Internet has grown exponentially, become more complex,
and taken on greater functionality and significance. In fact many consumer
services such as booking travel, banking, ordering tickets, google maps,
shopping and many more have grown up leveraging the internet to deliver
their services to the end user. And as an end user you’re able to accomplish
what you want, when you want it, from any device with out having to worry
about the underyling infrastructure that is making it possible. In short, you
get the information you want, when you want and how you want it, quickly
and easily.

Today, many businesses are now looking internally and saying to themselves
we need to deliver this same level of end user experience with our own IT for
our end users – employees, partners, and customers. Delivering IT-enabled
services via the internet that are built for the end user to be in control is what
has come to be called “cloud computing.”

Cloud computing is an emerging consumption and delivery model that enables

the provisioning of standardized business and computing services through a
shared infrastructure where the end user is enabled to control the interaction
in order to accomplish their task. Cloud computing changes IT services
delivery in the same way the ATM changed banking and the Internet
transformed commerce.

With cloud computing, the infrastructure and some business functions can live
virtually.

To technical experts, it’s a more efficient way to organize IT assets.

Executives see it as a better way to run the business.
Consumers see the benefits!

Computing resources such as processing power, storage, databases and

messaging are no longer confined within the four walls of the enterprise.
Instead, a tightly woven fabric of abstract, or virtual, resources are tapped
into whenever they’re needed. Essentially, everything needed from a
computing resources standpoint is provisioned by the cloud. Much like the
electrical power grid we all tap into.

Because the services available are standardized, provisioning and delivery can
be automated.

Cloud computing… is a user experience and a business model. It is a

computing style in which applications, data and IT resources are provided as
services over the network.

Cloud computing… is an infrastructure. It is the provisioning, deployment and

operation of virtualized computing resources onto an intranet or Internet
“cloud.”
 Cloud computing… is an acquisition and delivery model. It is a means of
acquiring computing services through the network, and can help improve
business performance and control the costs of delivering IT resources to the
organization.

Cloud computing… is a way to reduce IT complexity and accelerate business

value.

Cloud computing has emerged as a new rung on the evolutionary ladder that
gave us virtualization, grid computing, autonomics and service oriented
architecture. It is an enterprise architecture consolidated onto a number of
servers with virtualized resources rapidly provisioning standardized services
over a public or private network. And it can lead to extraordinary cost savings
and business innovation.

Cloud computing is lean and green.

A cloud-based computing environment increases IT resource utilization to

reduce capital expenses; uses a number of highly efficient servers to reduce
heating and cooling costs; and supports flexible, efficient IT process
management efforts that speed new application deployment, free resources
for innovation and new business development, and streamline business
processes.

Cloud computing is… an entirely new way of thinking about computing and
business.

Chapter 2 – Why cloud computing? [not voiced]

[begin voiceover]

Why cloud computing? And why now?

<<new slide 1 of 2 here>>

The instrumentation, intelligence and interconnectedness of devices, people
and nature is creating an information explosion that is driving new
innovations, and new insights. It is these insights and innovations that are
helping CIOs face the change and challenges needed to best support the
business, and it is the need for insights and innovation that is keeping the
CIO up at night.

We truly have entered the information age where knowledge is king. A recent
VP of IT for Ball Corporation summed it up nicely – It’s about how much you
know when!

<<new slide 2 of 2 here>>

Consumers and clients are demanding more information and richer
experiences over public and private networks, so the need to expertly and
efficiently manage computing resources when and where they’re needed is
urgent.
Yet at the same time the CIO’s are being asked to do much more, better, with
less. Their current infrastructure is at a breaking point, and they must find
some way to break the mold and make dramatic game-changing choices.

<<New CEO Study Slide goes here in place of the old one>>

The 2010 IBM Global CEO study indicated that stand-out performers:
Embody creative leadership, by exploring new industry, enterprise and
revenue models
Reinvent customer relationships, exploiting information to deliver
unprecedented customer service
Build operating dexterity, through simplification and standardization

<<”Cloud Computing can help…” slide moved here, and re-worded>>

Meeting today’s technological challenges requires increasing investments in IT
infrastructure—enormous processing power, floor space and manpower.
Simultaneously enabling the stand-out CEO imperatives requires an evolution
in IT services. Cloud computing can help remove the barriers to gaining
market share and customer loyalty, keeping pace with market trends, and
introducing new products and services. Cloud computing delivers such an
evolution —virtually and ubiquitously.

Common attributes of cloud computing include:

Flexible pricing
Elastic scaling
Rapid provisioning
Advanced virtualization
All resulting in a better user experience

The cloud is the computing infrastructure, providing elastic scalability in

accordance with demand and asset protection through isolation, integrity,
image management and risk and compliance management. In addition,
security built into the layers of the cloud ensures that business data is
protected.

The business challenges behind cloud computing are numerous.

One… Doing more with less. Reducing capital expenditures and operational
expenses through a more effective and creative service delivery model.

Two… Reducing risk. Ensuring the right levels of security and resiliency
across all business data and processes, as well as compliance with regulations
and computing standards

Three… Higher quality services. Improving quality of services and deliver new
services that help the business grow and reduce costs

Four… Breakthrough agility. Increasing ability to quickly deliver new services

to capitalize on opportunities while containing costs and managing risk.
Speeding projects that can lead to new revenue and make IT an enabler of,
not a barrier to, rapid innovation.
Chapter 3 – Inside the cloud [not voiced]
(Wuxi, Large Financial Institutions)
[begin voiceover]

Let’s take a closer look inside the cloud.

First, let’s look at implementation.

There are two basic implementation options—a private cloud and a public
cloud. Of course, enterprises may choose some combination of the two, which
we call a “hybrid” cloud.

A private cloud is owned and managed by the enterprise, and access to the
cloud is limited to the enterprise and its partner network—inside the firewall.
A private cloud drives efficiency, standardization and best practices while
retaining a high degree of control, privacy and security. It enables the
business to more easily customize services for the consumer, and reduces
deployment time for new services.

A public cloud is owned and managed by the service provider, and access to
the cloud is subscription-based. A public cloud delivers a select set of
business process, application or infrastructure services on a flexible “pay per
use” basis. The public cloud is highly standardized, with limited customization
options, and is accessed from outside the firewall.

Public clouds offer ease of access, a standard service catalog, capital

preservation, flexibility of resource allocation and fast deployments.

There are deployment options then between public and private clouds [on
screen is the next graphic] that allow a business to tailor their approach that
best fits their needs. From a third party simply managing the cloud
environment on the organization’s premises, to a shared services model
where you must become a member to participate and you can select from
dedicated or shared resources depending on your need, each has tradeoffs
that a business must weigh in determining which deployment option is best
for them.
Enterprises that choose to implement a hybrid infrastructure adopt both
public and private clouds: some services provided over the Internet—the
public cloud, and others provided by the enterprise data center—the private
cloud.

IBM strategy consultants can provide an assessment to help clients determine

the best path to follow.

Remember, all the computing-related functions that clouds provide are

accessed through a service catalog and delivered as integrated services.

Clouds are divided into three layers of service—infrastructure, platform and

software. Some even add a fourth layer, Business Process as a service like
bill payment processing, or HR process actitivities where even the underlying
software is not of concern to the end user just the process, but others include
this in software as a service.
All database applications, middleware, development tools, Java and Web 2.0
application runtimes reside in the Platform as a Service layer.

Business processes, enterprise applications and collaboration reside in the

Software as a Service layer. CRM, ERP and HR systems are examples of
enterprise applications that may reside in this layer.

Enterprises may elect to design and build their own cloud computing
environment, putting in place the infrastructure and software needed to
operate and manage a private cloud. Or, they may elect to manage only
certain layers, such as the application layer, and choose to tap into a public
cloud or a third party-owned private cloud for the infrastructure and platform
layers.

What to consider when recommending a cloud computing solution.

Implementing cloud computing may not satisfy all aspects of a client’s IT

services portfolio. Although it is clear that more and more IT services can be
supported over time, initially there are a number of areas for which cloud
computing may not be ideally suited.

There is a set of traditional IT services in which the costs and risks of

migrating to a new platform are significant, and cloud computing can provide
the necessary scalability without disrupting service. Or, existing resources
may be insufficient to meet all the capacity requirements of a critical IT
service, creating the need to augment existing service levels. Examples
include database applications, transaction-processing systems, ERP workloads
and some highly regulated services. These are areas where companies seek
to differentiate themselves, and often have high availability requirements,
SLAs to meet, and processes that are customized to drive competitive
advantage. IBM is especially able to effectively address these clients’ critical
availability and SLA requirements.

Those IT Services that can be standardized for cloud computing include Web-
based applications; collaboration tools, such as e-mail and instant messaging;
desktop/end-user environments, development and test environments; file and
image storage, and high-performance computing, such as R&D applications
that may require massive processing power, high availability and resiliency
for periodic clinical trials and analytics, as well as some business processes
such as payment processing or expense management. IBM’s portfolio of cloud
computing offerings aggressively addresses these types of services.

There are new IT services made possible by cloud computing. Because cloud
computing can rapidly provision computing capacity and resources, it is an
ideal platform for incubating prototype projects and fostering innovation.
Financial firms, for example, use cloud computing to perform high-volume
data analytics and computation-intensive number-crunching simulations
during non-business hours. Smart Web 2.0 applications, smart grid,
collaborative healthcare, smart weather systems and smart retail systems can
also take advantage of cloud computing to process workloads. These are just
a few of the new “smart” industry applications enabled by cloud computing
that IBM is adding to the cloud computing portfolio.
 [end voiceover]

Chapter 4 – IBM cloud differentiation and offerings [not voiced]

(Wuxi, Large Financial Institutions)
[begin voiceover]

<<new IBM differentiator slide goes here>>

1) Cloud promises a new approach to IT economics—but also new tradeoffs.
-IBM provides clear economic value, based benchmarks and use cases
from our base of leading-edge clients.
-We helps clients work through the right mix of delivery models and
choices (by workload) to reap the maximum benefit.

2) Business flexibility results from IT flexibility—easy connectivity across a

wide infrastructure and ecosystem of partners.
-IBM supports industry standards, has over 8 million developers, and
provides a platform for open innovation.

3) As businesses look to become more agile, dynamic, and globally

integrated, they demand greater speed, control, security and transparency in
the way their business is run.
-IBM provides Cloud solutions that are completely secure and robust,
based on the demanding needs of today’s businesses: rapid provisioning,
clear visibility of assets, robust data governance, and seamless mix of
delivery models.

4) Enterprise employees are coming to expect a new standard from

technology experiences (fueled by their consumer experiences with Google,
Amazon, and Apple.) And business leaders are looking to speed up time to
market.
-From sourcing to usage to maintenance, IBM Cloud solutions are
designed to be simple, intuitive, and built based on how people actually work.

5) Our clients do business all over the world, and need solutions that work
and are supported in every country and city they touch.
-IBM has partners, delivery centers, and a world-wide network of partners
in 174 countries. And we have the experience of running a globally integrated
enterprise, so we understand what it takes to make a global company run.
<<new “IBM provides a comprehensive set of capabilities…” slide
goes here>>
IBM offers technologies – hardware and software – as well as key services to
support clients as they build, deliver, and manage cloud services.
Whether on the client premise or IBM’s, we offer a broad portfolio of cloud-
delivered services to optimize our clients business processes, delivering value
to the business much more rapidly, and ultimately saving clients money.
Finally, IBM has deep expertise and experience at helping clients in plan,
design, build, and deliver cloud services for their own organization or their
clients.

<<new “Efficient cloud computing aligns the technology…” slide goes

here>>
Regarding technologies, IBM provides hardware, software, and workload
optimized pre-integrated systems called IBM Smart Business Systems to help
clients build and implement private clouds, as well as the software and
hardware to secure and manage a cloud-based solution. These systems
include IBM CloudBurst, a breakthrough in Service Delivery for Data center
Workloads with a fully configured pre-integrated system, and IBM Smart
Analytics System, a Cognos-based solution for cloud-based business
intelligence.

<<”IBM Smart Business Cloud Services to help you build and/or

manage a cloud computing deployment” slide goes here>>
Regarding cloud-delivered services, IBM offers services to help clients build
workload optimized cloud delivered solutions from building a storage cloud to
deploying collaboration, desktop, application development and test, to a
ready to deploy analytics cloud that leverages resources clients may have in-
house today.

Smart Business Storage Cloud is an on-premise, enterprise-scale, high-

performance file storage solution for structured and unstructured data.

Smart Business Desktop Cloud enables thin clients with higher levels of
security and resilience, improved backup and recovery and reduced cost and
complexity associated with managing the desktop and laptop environments.

Smart Business Development and Test Cloud is a secure, private cloud

environment which clients can use to test applications before sending them to
production.

<<new “Ready-to-consume cloud services from IBM…” slide goes

here>>
As part of our Smart business on the IBM Cloud offerings, IBM delivers cloud
services that reach clients.

Computing on Demand provides a scalable, secure, multi-tenant computing

environment with access to massive processing and storage capacity. It
provides a secure VPN connection, on-demand reservation of computing
resources, automated systems provisioning and multiple cost-commitment
options.
 Smart Business Development and Test Cloud on the IBM Cloud is a dynamic,
virtual, development and test infrastructure service, designed for the
enterprise, on the IBM Cloud. It allows clients a choice of server
configurations, pre-configured or custom software images, and payment
methods including pay-as-you-go or via reservation.

LotusLive is a cloud-based portfolio of social networking services providing

Web conferencing, collaboration and e-mail capabilities with no up-front
investment in IT support resources or infrastructure. Built using open Web-
based standards and an open business model, LotusLive easily integrates with
third-party applications.

Information Protection Services extends data protection and management to

remote desktops and laptops. A secure and affordable offsite data backup
solution, IPS provides scalable, continuous protection for critical data assets
and automatically backs up data locally and to a remote IBM Business
Resilience Data Center.

Most IBM Cloud-delivered Services are available On The IBM Cloud, or as

private cloud implementations. Please consult the links at the end of this
module for a detailed list of all the offerings and their available delivery
model(s).

[end voiceover]

Chapter 5 – IBM cloud consulting services [not voiced]

ements (Wuxi, Large Financial Institutions)
[begin voiceover]

IBM, through its consulting services, helps clients develop a business-based

cloud strategy and integrate cloud computing into their business.

IBM offers cloud services through our consulting arms—GBS and GTS.

<<new “IBM’s Cloud Consulting Services at a Glance” slide goes

here>>
Many clients are looking to IBM for help getting started with cloud computing.
They have been asking many questions, including: How do I get started? Where
in my enterprise does it make sense to use cloud computing? For which kinds of
tasks and processes? How much will it cost, and when is the right time to
implement cloud?

IBM can help businesses answer these questions via our cross-brand cloud
consulting services, which are also a stepping stone to our end-to-end portfolio of
cloud computing services and products.

Powered by best practices, methodologies, and tools from across IBM, including
IBM Research and hundreds of client engagements, these consulting services can
help our clients begin or accelerate their adoption of cloud computing, while
minimizing their risk and investment. Available for usage individually or
 collectively, our expert advisory services span business, through applications, to
infrastructure, covering network, data center, and security to help clients
overcome one or more challenges in leveraging cloud for improved results.

GBS provides cloud consulting services that focus on the business impact of
cloud—how, when and where a customer should adopt cloud to enter new
markets and deliver new service, and how best to integrate cloud computing
services into their overall business and technology strategy. IBM can also
evaluate a client’s test environment, estimate Return on Investment(ROI),
and help build a business case for moving testing to a virtualized
environment. Shortly GBS will be offering additional services focused on
development and implementation of cloud-delivered applications.

GTS cloud consulting services are for those companies that have decided to
transform their IT and computing delivery to provide services from the cloud
or use cloud computing to augment their IT delivery. These services help
clients assess their readiness and create a cloud implementation roadmap to
maximize ROI, through easy to use tools which perform detailed analysis of their
existing infrastructure, workloads, and costs. The resulting roadmap provides a
prioritized list of cloud migration activities to achieve rapid and high return
while minimizing risk.

For those clients already delivering cloud services, IBM provides IT

transformation, optimization and resiliency consulting through our GTS
consultants to ensure they are maximizing utilization of their computing
environment and providing the best possible consumer experience.

<<renamed “IBM Test Cloud Implementation Service” slide goes

here>>
GTS also offers cloud implementation services to provide clients with
targeted, scalable cloud capabilities.

For example, the IBM Test Cloud offering provides the ability to manage test
environments more efficiently and effectively through IBM products such as
Tivoli Service Automation Manager. IBM builds a private test cloud on the
client site that contains system, storage network and images. We provide a
self-service portal for catalog-based test-resource requests on an extensible,
automated platform that integrates service request management,
provisioning, and change and configuration management to reduce capital
and operational costs, speed innovation cycles and improve solution quality.

IBM cloud implementation services offer design and implementation guidance

so that clients can focus resources on innovation that adds business value and
generates revenue.

[end voiceover]

Chapter 6 – IBM cloud experience [not voiced]

Engagements (Wuxi, Large Financial Institutions)
[begin voiceover]

What has IBM accomplished in the cloud computing space?

IBM has a wealth of experience in designing, implementing and providing

consultation on cloud computing environments. Moreover, many of the
working parts of the cloud—the hardware, middleware and software—are
implemented with IBM products. IBM began using cloud computing internally
over 4 years ago within IBM Research and the Research Compute Cloud, or
RC2, and building a cloud environment for use within the Technology
Adoption Program or TAP.
Today this has grown to implementations within IBM that have provided a
positive impact to the lives of every IBM employee. Let’s start with Blue
Insight. We announced this capability externally as the world’s largest private
cloud computing environment for business analytics – the basis for the Smart
Business Analytics Cloud offering Blue Insight provides IBMers globally with
the ability to gain insight to better meet the needs of clients worldwide as well
as pursue internal growth and productivity opportunities by providing a single
entry point to information from nearly 300 different information warehouses
and data stores, and analytics on more than a petabyte of data.

IBM adopted LotusLive Meetings last year as our primary web conferencing
capability for meetings among IBMers, clients and business partners to
significantly improve collaboration. In 2009 the total number of meeting
minutes grew to over 200 million minutes. The adoption rate of LotusLive for
meetings has been fast – with 65% of IBM’s current meeting minutes
provided through LotusLive. IBM is expanding the use of LotusLive to include
file sharing, video conferencing, social networking and instant messaging.

The IBM CIO Develop/Test cloud went into service in 2009, supporting the
Power and x86 platforms. Implemented with the GTS Smart Business Test
Cloud method, provisioning transaction times went from a 5 day SLA, to just
over an hour. Other automated/self-service functions include: Automated
approval within preset monthly spend limit; Self-service purchase of optional
support services for all image software components; Self-service change of
virtual server configuration and support; Lower setup cost. Easy tear-down.
And transparent usage-based billing;

IBM continues to move forward with targeted desktop cloud deployments.

Over 1200 users in our China Development Labs have been moved into a
private desktop cloud and using the Smart Business Desktop on the IBM
Cloud, our IBM Call Center teams are moving roles to desktop clouds, with
initial group migrations this year in the US and India. The estimated savings
opportunity ranges from 20% to 30% of the current client provisioning costs
(est $90-100M), with additional security benefits & improved systems
management. Role-based segmentation work is underway to identify more
internal groups that can benefit from the security and performance
characteristics of desktop cloud architectures. Reference architectures for
desktop clouds are not “one size fits all” and based on segmentation (end
user personas, usage patterns and business requirements) we are learning to
apply the best solution to meet the cost and performance goals.

IBM faces YTY growth rates of nearly 25% in our file and block storage
spaces, similar to industry. We're working to drive higher utilization and
storage management automation. For file storage IBM is working on ways to
implement the Virtual Storage Cloud offering, which aims to provide file and
object storage. For block storage IBM focusing first on the midrange & zLinux
support technology, like XIV, and cloud automation. Estimated savings
opportunities for these spaces currently range around 30-40%.

IBM is assessing it's production portfolio for applications that can take
advantage of Cloud characteristics. So far, about 1000 applications have
been identified from our portfolio that are suitable for a cloud environment,
 and plans are in place to move number of those into a cloud environment this
year. Using methods developed by our services teams, starting with our non-
mission critical applications, we'll refine the value proposition for use with our
other production workloads.

In summary, IBM is moving key workloads to the cloud to improve the service
of delivering IT to our employees and end users and to save money. Cloud
computing is not hype, but reality at IBM.

[end voiceover]

Chapter 7 – IBM success in the cloud [not voiced] - Sample Client Engagements
(Wuxi, Large Financial Institutions)
[begin voiceover]

IBM success in the cloud…

IBM has built a strong portfolio of client engagements in the cloud computing
space. It started with pilot projects like with the Chinese municipality of Wuxi
which needed a network of software development and testing “parks” across
China to help accelerate China’s transformation to a service economy. And
they needed it fast.

IBM engaged with the municipal government of Wuxi to deliver a cost-

efficient public cloud over a secure Internet connection, enabled by IBM
technology and services. This public cloud implementation, China’s first
commercial cloud computing center, provides each company in the “software
park” with a virtual data center, and will:
Promote the growth of software start-up companies across China
Accelerate development and test cycles through quick resource on-
boarding
Offer secure, network-isolated environments
And deliver Backup and Restore capabilities to protect client assets

This success has expanded quickly to multiple cloud deployments across

several industries with one common attribute, they are focused on a specific
targeted workload.

[INSERT NEW PIKE COUNTY SCHOOLS PICTURE HERE]

At Pike County Schools, IT budget pressure and the quantity of desktop
computers made it difficult for the school to ensure their desktops could
support the newest educational tools and software the county was using.

Forced to find an innovative solution to this problem, the school turned to IBM
to design a desktop infrastructure that enabled the school to leverage its
existing desktop hardware.

Through IBM Smart Business Desktop Cloud, students now access educational
tools from the Internet using a virtual desktop environment through old
desktop equipment. This virtual environment behaves like a modern desktop
system running the Microsoft Windows XP or Windows Vista operating
systems.

Pike County Schools was able to offer its students a modern learning
experience without the price of replacing its 1400 workstations, saving them
64 percent compared to a full desktop hardware refresh. The district will also
be able to use this solution to extend the life of its existing desktop hardware
and, in fact, has been able to recommission a number of systems previously
thought to be obsolete.
Around the world in Korea, the nations largest telecommunications company
wanted a way to clearly differentiate their IT hosting services they offered the
market and establish themselves as a regional and global leader for small and
medium size businesses. With this solution SK Telecom took a leap ahead of
their competitors in terms of being a leader in adopting and using new
technology methods and reducing time-to-value for business partner Content
Providers which is now attracting new BPs to work with SK Telecom, and
making it easier and more profitable to work with them.

In another corner of the world, a large South African bank, Nedbank, need
the ability to reduce the costs of supporting their needed new customer facing
applications development, and dramatically improving the time to value for
the organization. Operating in several countries and a highly competitive
environment, they needed to transform the way the business could deploy
new services.

Working with IBM, they adopted the IBM Cloudburst for rapid, easy to use
application development and test environment. Mr.Nicholas Parry of Nedbank
summarized, “The time and labour required to deploy business process
automation environments is a pain point. IBM cloud technology has proved to
us that we can shorten the provisioning time significantly, reduce our cost
and also increase the agility with which we can respond to business demands.
The flexibility provided by IBM cloud technology has the proven potential to
change the way we deliver services to our business, and as we look across
our IT environment we see many more opportunities where the cloud
environment can add more value to our environment."

[transition to next slide]

The reasons for adopting a cloud computing deployment are unique to each
organization. Mitsubishi Bank decided to deploy a desktop cloud to mitigate
the risks associated with employee absence due to a worldwide outbreak such
as H1N1. Panasonic needed to quickly create a collaboration environment
across all its business units as it organized them together under one brand
and company. PayPal needed an environment for it’s content provider
partners to test their applications integrating the PayPal payment processing
solution. And the U.S. Air Force needed to research the viability of a global,
fully connected and protected private cloud.

No matter what the reason, or how a company might wish to deploy, IBM has
the skills, expertise, technologies and solutions to help them take advantage
of cloud computing and reap the benefits today and into the future.
[end voiceover]
Chapter 8 – IBM and the cloud ecosystem [not voiced]

[begin voiceover]

IBM is not alone in its development and promotion of cloud computing. There
is a large ecosystem of companies both cooperating and competing in the
cloud space. Aside from IBM, today’s thought leaders are Google,
salesforce.com, Amazon, Yahoo and Facebook. Microsoft, HP and Cisco are all
making large plays in the cloud computing market space, as well.

At each layer of the cloud there is intense competition to be the primary

vendor of choice. Some of our partners may also be in competition with us.
Please be aware of these companies, their offerings, and how they may be
engaging with our clients.

IBM, Google and the National Science Foundation have an academic initiative
underway with thirteen major universities worldwide focused on training the
future workforce in development methods addressing today’s computational
challenges.

IBM and Amazon Web Services have an agreement in place to deliver IBM’s
market-leading software to clients and developers. The “pay-as-you-go”
model provides clients with access to development and production instances
of a host of strategic IBM middleware products in the Amazon Elastic
Compute Cloud environment.

IBM has also announced the launch of a Center of Excellence for Software as
a Service. Using decision-support tools and implementation assets developed
specifically for the Software-as-a-Service cloud layer, the Center of Excellence
will assist organizations worldwide in evaluating, implementing and driving
value for CRM.

<<new “IBM has fostered an ecosystem of Business Partners to

accelerate and optimize our client’s cloud journey” slide goes here>>
IBM recognizes that to deliver an effective workload optimized solutions it
takes business partners. Here we’ve listed just a few of the partners that
help us to deliver the development and test solutions.

This ecosystem of business partners will continue to grow as cloud computing

matures and expands to include new workloads.

IBM also is a key participant and party to the open cloud manifesto. Along
with more than 30 other companies such as AT&T, Cisco, SAP and Sun
Microsystems, IBM is working to ensure that the various provider-and-
recipient companies cooperate and collaborate in a dialogue about the
standards and principles to be used in cloud computing and the potential for
proprietary technologies to lead to “lock-in” and limited choice. The “open”
cloud will bring the cloud community together around a core set of principles
 and standards, ensuring choice and flexibility for organizations that adopt
cloud computing solutions. Be prepared for client inquiries into this effort by
learning more at opencloudmanifesto.org.

<<new “IBM Common Cloud Management Platform Reference

Architecture” slides goes here>>
IBM has created a Common Cloud Management Platform Reference
Architecture. This architecture enables cloud economics in our cloud offerings
by optimizing resource and labor utilization, and delivering the foundational
cloud management infrastructure for both private and public clouds. It
establishes a structure for how we design and manage clouds, facilitates
onboarding of clients, and eases migration of workloads.

IBM’s goal is that all our public cloud offerings will be based on this Common
Cloud Platform that provides a foundation for value added services, multiple
service “on-ramps” for clients, hosted in key centres worldwide. It represents
a common platform and infrastructure to provide computing and storage
resources, including the Business Support Services (BSS) and Operational
Support Services (OSS) to operate and manage the environment.

[end voiceover]

Chapter 9 – Resources for sellers [not voiced]

[begin voiceover]

Is there an opportunity on the horizon or close at hand? Get the ball rolling
by consulting the Cloud Sales Acceleration Center for cloud collateral, client
briefing assistance, speaker requests, and deal strategy sessions related to
simple or complex opportunities. The center helps to qualify leads, drives
sales progression, and ensures cross-brand collaboration by working with
GBS, GTS, STG and SWG SMEs to support the opportunities.

Several additional resources are available to help you introduce, field inquiries
about, and sell IBM’s cloud computing solutions with confidence.

Cloud Tiger Teams are being formed in all geographies to focus on selling to
our anchor accounts. Additional information can be located at the internal
Cloud Computing Resources Web site below.

Visit IBM’s internal Cloud Computing Resources Web site for all things related
to the IBM cloud computing initiative, including web readiness assessment
tools, adoption advisors, and ROI estimators. Sales kits for Opportunity
Identifiers, including pre-sales Cloud client workshops are also available.

IBM’s external Cloud Computing Web site provides a view of IBM cloud
computing solutions, perspective, and capabilities, from a client perspective.

For details about or support for your Cloud Computing sales efforts, e-mail or
call the IBM Global Cloud Sales Acceleration Center.
Thank you for taking the time to learn more about IBM’s cloud computing
initiative, and for helping IBM take a leadership role in this rapidly emerging
space. Cloud computing represents an exciting new opportunity for IBM, and
your role is paramount to our success.