Management and Platform Offerings

and FlexPoint Enablement

Kim Overbay
Director, WW Sales
IBM Management and Platform

Ed McCabe
WebSphere Offering Manager
IBM Management and Platform

IBM Cloud / Management and Platform / January 31, 2018 / © 2018 IBM
Legal Disclaimer
• © IBM Corporation 2018. All Rights Reserved.

• The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and
accuracy of the information contained in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this
information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for
any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is intended
to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of
the applicable license agreement governing the use of IBM software.

• References in this presentation to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates.
Product release dates and/or capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market
opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. Nothing contained in these
materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue
growth or other results.

• Performance is based on measurements and projections using standard IBM benchmarks in a controlled environment. The actual throughput or
performance that any user will experience will vary depending upon many factors, including considerations such as the amount of multiprogramming
in the user's job stream, the I/O configuration, the storage configuration, and the workload processed. Therefore, no assurance can be given that an
individual user will achieve results similar to those stated here.

• All customer examples described are presented as illustrations of how those customers have used IBM products and the results they may have
achieved. Actual environmental costs and performance characteristics may vary by customer.

• All references to fictitious companies are used for illustration purposes only.

IBM Cloud / Management and Platform / January 31, 2018 / © 2018 IBM Corporation IBM and Business 2
Partner Use Only
Agenda

• Management and Platform overview

• How to leverage FlexPoints
• Trade-up process
• Guidelines, rules and best practices
• Call to Action
• Resources

IBM Cloud / Management and Platform / January 31, 2018 / © 2018 IBM Corporation IBM and Business Partner Use Only 3
What Is Hybrid Management in 2018?

4 Trends
Agile Developer As a Service Digital Business
Practices Communities Consumption Transformation

3 Buyers

Application Developers/
IT Operations Managers Line of Business Owners
Architects

3 Offerings

Jill Brennan

Management & Platform Integration & Development Digital Business Automation

Kim Overbay Carlos Camilion Ryan Macaleer
IBM Cloud / Management and Platform / January 31, 2018 / © 2018 IBM Corporation IBM and Business Partner Use Only 4
Management & Platform Create
A complete and composable solution for new cloud-native
Application Development, Deployment & Management applications

IBM Management and Platform

DevOps Management
90% Modernize
and optimize existing
applications
Connect agile dev to Cognitive enriched,
modern ops with automation leading solutions for effective,
and visibility & governance efficient & proactive
management

Application Platform Manage

across multi cloud
environments
Create and deliver enterprise applications in a modern
cloud platform
5
IBM Cloud / © 2018 IBM Corporation
 Key Buyers

• IT Operations Manager
• Line of Business Owners
Management • Application
and Development/Architect

Platform
Our Capabilities
– Application platform supporting Java & microservices
– Private cloud built on containers and Kubernetes
– Integrated discovery, management, monitoring
– Performance management for on-prem, private and public apps
IBM Cloud / © 2018 IBM Corporation 6
 Issues With Our Selling Proposition Today

• What are IBM customers saying ?

• Too many pieces to your solution, how do they relate, what do I buy
• IBM is confusing, difficult to do business with
• Pricing is different for many offerings, difficult to determine real cost and
ROI + more
• I want to pay for my usage based on consumption
• I know the problem I want to solve but I’m not sure how many licenses of
specific products I need right now to solve it + more

• What are IBM sellers are saying ?

• Simplify my approach to presenting our value proposition to my clients
• Make it easy for them to make decisions for our solution + more
• Help me quickly show them value and flexibility
• Help me respond to competitors who are simplifying their sales
approach

• How is IBM responding ?

• Introducing a new approach to selling software
• Products bundled together based on complimentary capabilities
• Targeted at common buyers
• Products in bundles can be purchased via common licensing metric:
FlexPoints
Radically simplified portfolio to accelerate adoption
2017 2018: 8 Simplified Solutions
Simplified Portfolio
Simplified and integrated platforms
make it easier for our clients to Hundreds
purchase and consume our solutions
of
Buyer Focus Products
Target marketing and sales activities for
a common buyer to ease solution selling
and client adoption across the platform

Flexibility
Deployment flexibility enables clients to
swap capabilities within each platform to
simplify planning and support their
evolving needs

IBM Cloud / Management and Platform / January 31, 2018 / © 2018 IBM Corporation IBM and Business Partner Use Only
 Management and Platform Solutions
A complete and composable solution for an end-to-end enterprise cloud solution

DevOps Management Integration Automation Data &

Data &Analytics
Analytics

Connect Agile Dev to Cognitive enriched, Unlock applications

market leading solutions, and extend solutions Automate Collect, organize &
modern Ops with Collect, organize
analyze data &
Automation and Visibility for effective,& proactive with public & private business analyze data
& Governance management cloud services processes

Application Platform

Create and Deliver enterprise applications in a modern cloud platform

IBM Cloud / DOC ID / Month XX, 2017 / © 2017 IBM Corporation

….and IBM has the most complete solution in the market 9
What have we announced? In the next 12 months,
~60% of enterprises

IBM Cloud App Platform

60% consider deploying a
private cloud critical or
high priority - Forrester
For Hybrid Deployment

Create and Deliver enterprise applications on a market

leading Java platform or cloud platform IBM Cloud Private Cloud Native
• IBM Cloud Private
• IBM Cloud Automation Manager
• Easily transition from traditional run times to Cloud • Cloud Foundry
run times
WebSphere
• Enable flexibility to swap between WAS and ICP • WebSphere Application Server ND
offerings • WebSphere Application Server
• WebSphere Liberty Core
• Build and Run Cloud Workloads on a cloud-centric
application environment

With FlexPoint licensing

What have we announced? Of companies are going
through a DevOps
90% transformation or
planning it - Forrester
IBM Cloud DevOps
for Hybrid Deployment

IBM Cloud DevOps

DevOps capabilities that enterprises need to successfully For Hybrid Deployment
deliver services and products quickly to the market place
• UrbanCode Deploy
1. Continuous integration, deployment automation, and • UrbanCode Release
• UrbanCode Build
release management capabilities to speed product
• ClearCase
delivery • ClearQuest
• Orchestrate the automated release of applications with visibility and
governance.
• Rational Test Workbench
• Rational Performance Tester
• Rational Functional Tester
2. Software development and continuous testing for • Rational Integration Tester
faster software delivery across the enterprise • Rational Test Virtualization Server
• Enable continuous testing design, develop, deploy, test, and analyze • Rational Software Architect
java and web applications with an integrated development
environment
• Rational Application Developer

With FlexPoint licensing

What have we announced? By 2020, 90% of
enterprises will use
90% multiple cloud services
and platforms
IBM Cloud Management - IDC
For Hybrid Deployment
End-to-end visibility, control, and automation to help
manage applications, infrastructure, services, and IBM Cloud Management
For Hybrid Deployment
workloads for public and private cloud workloads.
• Netcool Operations Insight
1. Optimize the performance of applications and services • IBM Operations Analytics
and their underlying infrastructure and network • Tivoli Netcool Performance Manager
• Identify, isolate, and resolve issues faster, streamlining and • Tivoli Application Dependency Discovery
automating the management of alerts, events, incidents, and Manager (TADDM)
problems. • Tivoli System Automation
• Predict outages and drive efficiency by detecting deviations from
normal or expected behavior, insights, and analytics prevent • IBM Control Desk
issues before they impact users. • IBM Workload Automation
2. Ensure the availability and performance of critical • IBM Application Performance Manager
business applications and services Base
 Proactively empower end users to resolve issues and request • IBM Application Performance Manager
services that drive automated response and delivery. Advanced
With FlexPoint licensing
Simplicity and flexibility to support client’s changing
needs
Buy FlexPoint licenses for each of the platform offerings

IBM’s new Platform Offerings deliver integrated

capabilities with flexible licensing to simplify
adoption and growth

• Best of Breed
FlexPoints
• Flexible

• Simple
Choose how you want to deploy your FlexPoints
** Selective trade-ups through a project office -
Each component has a FlexPoint value Trade in your existing software entitlements for
related Platform Offering for an uplift

THIS IS EASY!
A B C THIS IS BIG!
THIS IS NEW VALUE FOR CLIENTS!
Swap components as your needs change
IBM Cloud / Management and Platform / January 31, 2018 / © 2018 IBM Corporation IBM and Business Partner Use Only 13
FlexPoint example
Sold in FlexPoints in quantities of 1000
1 Client buys IBM Cloud Management
Example: Client buys $1M of IBM Cloud Management and is entitled
to 1M FlexPoints

FlexPoint ~ $1 USD

2 Client deploys any solution in the bundle and subtracts FlexPoints from total allocation
Description Program FlexPoints
Example Metric Required
Management
FlexPoint Table IBM Cloud Application Performance Management MVS 275
Advanced Private
IBM Operations Analytics Advanced Insights 10 Managed Clients 14,163
IBM Control Desk Auth User 127
IBM Workload Scheduler PVU 3
BM Tivoli System Automation Application Manager PVU 2

3 How will compliance work? 1. Compliance follows existing BAU compliance process for verifying license usage ie.
ILMT or RLKS

2. Compliance converts product metrics to FlexPoints using table above to determine

total FlexPoint deploy and compare against entitlement of FlexPoints

Spreadsheet provided as a tool to ease conversion

 How it works: New Offering Sale (Example: “IBM Cloud DevOps”)
• Scenario: I’m buying 2 Virtual Servers of UrbanCode Deploy. I plan to also deploy Rational software later this
year. I don’t know the exact quantities yet but I like that I can use FlexPoints for any product in Cloud DevOps,
so I’ll estimate I need 50 Rational Test Workbench Authorized Users and 3 Rational Test Virtualization Servers
(210 PVUs).
Component Units FlexPoints Calculation FlexPoints Needed Part # on SQO
Needed Conversion
2 Virtual 129,800 129,800x 2 = 259,600 FlexPoints D1WQVLL:
UrbanCode Deploy Servers FlexPoints
per Virtual Server IBM Cloud DevOps
Rational Test 50 Authorized 15,950 FlexPoints 50 x 15,950 = 797,500 FlexPoints License + SW
Workbench Users per Auth User Subscription &
Support 12 Months
Rational Test 210 PVUs 2,893 per PVU 210 x 2,893 = 607,530 FlexPoints
Virtualization Server
Total FlexPoints Needed 1,664,630 FlexPoints
1,664,630 /
Units of Flex Bundles Needed 1,665 Units
1,000

What is Sold: 1,665 units of D1WQVLL x $1000/unit = $1,665,000

IBM Cloud 15
 How it works: Trade Up
• Scenario: I have 2500 Managed Virtual Servers of NOI Operations Management and am planning to buy 500 additional
Managed Virtual Network Devices of NOI Ops Mgt and 5 Concurrent Users of Control Desk. I want my existing and new
entitlements in FlexPoints so I have full flexibility on deployment choices.

Component Units FlexPoints Calculation FlexPoints Part # on SQO

Needed Conversion Needed
NOI Ops 2500 56 FlexPoints per 2500* 56= 140,000 D1WQULL:
Management MVS MVS FlexPoints IBM Cloud
140,000 Managment
Trade up: Total FlexPoints Needed From Prior
FlexPoints
Programs Trade
Trade up: Units of Flex Bundle Needed 140,000 / 1,000 140 Units Up

NOI Ops 500 244 FlexPoints per 500x 244= 122,000 D1WQSLL:
Management MVND MVND FlexPoints IBM Cloud
5 9119 FlexPoints per 5x 9119= 45,595 FlexPoints Management
Concurr Concurrent User License
IBM Control Desk Software
ent
Users Subscription &
Tradeup Sold: 140 units of D1WQULL x $220/unit = $30,800 Support
New License Sold: 168 units of D1WQSLL x $1000/unit 12
= $168K
167,595 Months
New License: Total FlexPoints Needed +
FlexPoints
New License: Units of Flex Bundle Needed 167,595 / 1,000 168 Units
IBM Cloud
16
FlexPoint Calculator

• Simply input the quantity of the individual programs you plan to deploy and the calculator returns
the required number of FlexPoints
• Internal calculator available for download from ZACS pages
• External calculator available at: https://flexpoint.mybluemix.net

IBM and Business Partner Use Only

 Platform offerings – Key characteristics
FlexPoints - Number of FlexPoints required are determined using a FlexPoint Calculator provided with the license

Business model - Perpetual and Term licenses only

- Excluded: SaaS, physical appliances, z/OS, variable royalty, rev splits (SaaS, hybrid entitlement under investigation)

- Consumption-based model based on FlexPoints, priced at $1 per FlexPoint in packs of 1,000 (WW pricing varies by
country)
- Priced at 10% premium vs. standalone offerings for deployment flexibility
Licensing & Pricing - Each bundled product includes FlexPoint price listed in the license, e.g. MQ Advanced $168/PVU standalone, 185
FlexPoints per PVU in platform
- Trade-ups available from standalone offerings to platform offering (Token deals cannot trade-up)
- Trade-ups can be on partial upgrade of current licenses

- Available as standard Passport Advantage software offerings

Customer Contracts - ELAs – FlexPoint offerings may be included in ELA catalogs
- IULAs – FlexPoint offerings are excluded

- Direct and Reseller channels to lead with the platform offerings (Trade-up sales temporarily excluded)
Channel - Digital channel will focus on a select list of individual offerings
- ESA, FCT, SO contracts – FlexPoint offerings are excluded

Compliance - Client uses ILMT or Rational License tool to determine usages. This data is feed into FlexPoint Calculator to
determine FlexPoints required to comply. Automated consumption/metering will appear later in the year.

- Offering (perpetual and term, dynamic FlexPoint capability between products in Offering, no “flexing” between
Offerings, no internet connectivity required to any license server)
Contract options
- Token (flexibility within token enabled products only, required internet connectivity and license server)
- ELA (want to potentially substitute capacity between Offerings for undeployed FlexPoints)

Support - Support lifecycle based on each bundled product independently

- Includes all versions of bundled products currently in support
IBM is #1 or #2 in each segment of Management & Platform
Segment Market Size IBM Competitors
Private Cloud: $443B, 20% CAGR
(IBM MD&I)

Application App Container: $1B, 35% CAGR #1 in App

Platform (451 Research) Platform
App Platform: $7.B 8% CAGR (IBM
MD&I)
Continuous Delivery: $700M , 20%
CAGR (Forrester)
#1 in CD
DevOps Software Quality: $2.6B #2 in SQ
2% CAGR (IDC)

APM: $4.4B
13.3% CAGR (IDC)
#2 in Operations
Operations: $2.8B
Management 8.7% CAGR (IDC) and Network
Management
Network: $2.3B
3.8% CAGR (IDC)
IBM Cloud / Management and Platform / January 31, 2018 / © 2018 IBM Corporation IBM and Business Partner Use Only 19
Management & Platform:
Key Priorities for 2018

ENABLE PROTECT GROW ATTACK

Tell all of your Protect our existing Grow our existing Go after the
clients the value client base. client base (cross competition
proposition of Ensure they are sell & up sell) and aggressively.
Management & continuing to get attract new clients.
Platform. value from our
solutions.
IBM Cloud / DOC ID / Month XX, 2017 / © 2017 IBM Corporation
20
Call to Action

Lead with the FlexPoint offerings for all deals going forward

Leverage Passport Advantage renewal cycles to take this

to every client

Cross-sell and up-sell with other products in the

portfolio

Broaden your reach by engaging with team IBM

and partners
2
Resources
ZACS Management and IBM Cloud on PartnerWorld
Platform
• Cloud Management Sales Kit
• Seller/client presentations
• DevOps Sales Kit
• Pricing and sizing
• App Platform Sales Kit
• Customer References
• FAQs
IBM Cloud App Platform – Parts and Prices (USD)
Part # Description List Price
D1X41LL IBM Cloud App Platform 1000 FlexPoint License + $1,000
SW Subscription & Support 12 Months
E0P8HLL IBM Cloud App Platform 1000 FlexPoint Annual SW $200
Subscription & Support Renewal 12 Months
D1X42LL IBM Cloud App Platform 1000 FlexPoint SW $600
Subscription & Support Reinstatement 12 Months
D1X43LL IBM Cloud App Platform 1000 FlexPoint from Prior $400
Programs Trade-Up License S&S 12 Months

D1X4GLL IBM Cloud App Platform 1000 FlexPoint License $1,000

monthly

IBM Internal Use Only – Prices subject to change until final announcement
IBM Cloud Management – Parts and Prices (USD)
Part # Description List Price
D1WQSLL IBM Cloud Management 1000 FlexPoint License + $1,000
SW Subscription & Support 12 Months
E0P6SLL IBM Cloud Management 1000 FlexPoint Annual SW $200
Subscription & Support Renewal 12 Months
D1WQTLL IBM Cloud Management 1000 FlexPoint SW $600
Subscription & Support Reinstatement 12 Months
D1WQULL IBM Cloud Management 1000 FlexPoint from Prior $220
Programs Trade-Up License S&S 12 Months

D1WQRLL IBM Cloud Management 1000 FlexPoint License $1,000

monthly
IBM Cloud DevOps – Parts and Prices (USD)
Part # Description List Price
D1WQVLL IBM Cloud DevOps 1000 FlexPoint License + SW $1,000
Subscription & Support 12 Months
E0P6TLL IBM Cloud DevOps 1000 FlexPoint Annual SW $200
Subscription & Support Renewal 12 Months
D1WQTLL IBM Cloud DevOps 1000 FlexPoint SW Subscription $600
& Support Reinstatement 12 Months
D1WRKLL IBM Cloud DevOps 1000 FlexPoint from Prior $220
Programs Trade-Up License S&S 12 Months

D1WQRLL IBM Cloud DevOps 1000 FlexPoint License monthly $1,000

FAQs and Answers for Sellers
Why will clients be interested in FlexPoints?
Customers want flexibility to change their product mix over time. They also are interested in
trying new products with low risk. With FlexPoints, clients can change their product usage
without additional purchase, by simply changing the allocation of FlexPoints with in the
offering.
How do we calculate how many FlexPoints are needed?
You forecast usage for the individual programs the customer plans to use, using the current
metric used by that program. The Flex bundle License Information lists the number of
FlexPoints needed for the corresponding metric. Or you can use the Management and Platform
calculator that's available from the ZACS page. Or use the online external portal:
https://flexpoint.mybluemix.net
Can we redirect FlexPoints among different FlexPoint offerings?
No, FlexPoints can be used among products in one FlexPoint offering only. For example, in the
DevOps offering, clients can allocate their FlexPoints to UrbanCode or Rational Test
Workbench, but not to a Netcool product, which is in the Management offering.
How do Trade-ups work for these offerings? Can I convert my Rational token product
into Platform Offerings
In short, there is one trade-up part to use for all the products. If your client would like to trade-
up from a point product to the App Platform offering, contact the Trade-up Project Office. John
Philip ([email protected]) is the focal point. Sellers are compensated for the transactional
element of the sale when selling the trade-up part.
FAQs - General
Can Platform Offerings be included in ELAs?
Platform Offerings are eligible to be included in ELAs just like any other PPA product,
including the ability to be substituted in or out of the ELA. Platform offerings however cannot
be included in iULAs.
Can they be included in an ESA, FCT, or SO agreements?
ESA, FCT, and SO are not enabled for FlexPoint offerings
Can a client convert Tokens to FlexPoints?
Not directly. Clients will typically move to Platform Offerings at the conclusion of their term
license with Tokens.
Six months down the road, How will a customer know what solutions they have
available to use?
Clients are entitled to use the products in the platform offering that they purchase. The list of
products is defined in the RFA, and PPA will contain the part numbers in the solution bundle
they are entitled to. No different than any bundle or PID they may have purchased.
How does the renewal work for FlexPoints? Today S&S is ~20% of the cost of the
license?
Platform Offerings have a 20% S&S element as is typical for other products.

Why are we consolidating our portfolio into Platform Offerings?

We want to make it easier for our clients to purchase and consume our software. This gives them
the flexibility to scale their investments based on their consumption across the platform.
FAQs - General
What are customers entitled to when they buy a Platform Offering?
Customers will buy "FlexPoints" for the Platform Offering, which will then allow them to deploy
capabilities under the Platform Offering. For example, a customer with 10,000 FlexPoints of “IBM
Cloud DevOps” can choose to deploy all those points toward Rational Test Workbench or Test
Virtualization Server, or a combination of both. Customers can also move FlexPoints from one
product to another within the Platform Offering as their consumption needs change.

What will be our pricing metric?

We will leverage existing pricing metrics and map them to FlexPoints.

Is there a reference table that associates FlexPoints to the existing products and their
pricing metrics?
There will be a mapping table associated with each License Information (LI) document. The online
pricing calculator also has this information. This mapping will indicate the price of a particular
product in FlexPoints as it relates to the pricing metric. See online calculator:
http://flexpoint.mybluemix.net/

The Platform Offerings are referred to as our "lead with" offerings, what does that infer?
We are directing our sales team, and resellers to lead with the Platform Offerings as opposed to
the standalone product offerings. These provide our clients more value by giving them unfettered
access to complimentary product offerings. Existing standalone products continue to be available.

IBM Cloud / © 2018 IBM Corporation 28

FAQs - General

Will these Platform Offerings include our cloud-based products?

No, not with the initial launch.

What is the official name we should be using for these new platform PIDs?
We are generically calling these new offerings "Platform Offering”. Please do not use other
terms like Platform Product, Platform Bundle, Super PID.

Will existing customers be forced to migrate to these new Platform Offerings?

Customers have the option to move to new Platform Offerings, but they are not required to.

How will clients understand what products are actually being used or not used within
the Platform?
Clients can continue to use their existing product usage tracking tools, such as ILMT, to
track software deployment and usage.

IBM Cloud / © 2018 IBM Corporation 29

FAQs - Compliance
Will clients be required to periodically report their FlexPoint usage for compliance
reasons?
Compliance will be handled as it is managed today: we trust them to license the software
they use and schedule periodic compliance audits for verification purposes.

How will the new Platform Offerings impact compliance audits?

There should be no change to how clients manage entitlements for compliance. Clients can
manage and track their usage the same way they do today for their IBM products, converting
usage to equivalent FlexPoint metrics to ensure they have sufficient entitlements.

How will revenue splits going to be calculated?

There are no revenue splits. Revenue will flow to Platform Offerings.

What product versions are included in the platform offering PID ?

Customers with entitlements to platform offerings can deploy all active versions of in-scope
products as long as they have the necessary FlexPoints.

IBM Cloud / © 2018 IBM Corporation 30

FAQs – Pricing & Contracts
If a client purchases FlexPoints intended for a particular product and determines they
aren't using all their FlexPoints, are they permitted to deploy some of those FlexPoints
to another product?
Yes, the client may allocate FlexPoint entitlements among any of the individual products in a
Platform Offering. Should a client find they aren't using all the FlexPoints intended for a
particular offering they may choose to redeploy those FlexPoints at any time to another
product within the Platform Offering. They do need to ensure they don't exceed the sum of
FlexPoints purchased and they are only allowed to deploy those FlexPoints to the products
available within the specific Platform Offering they are entitled to. To be clear, they cannot
use flex points across Platform Offerings.

How will we handle a client who procures $100k in FlexPoints and later only needs
$70k worth of FlexPoints? Can their capacity be dropped or reduced at renewal?
Reducing FlexPoints after purchase follows the same rules as any product we sell today. This
means upon renewal they can choose to renew only those FlexPoints they actually used.
Should they later need to redeploy the FlexPoints they did not renew, they will be charged a
reinstatement fee.

IBM Cloud / © 2018 IBM Corporation 31

FAQs – Pricing & Contracts
What if a client wants to buy products from 2 or 3 Platform Offerings? Do we have to
sell two or three Platform Offering PIDs are will we have one combined Analytics
PID?
There are distinct Platform Offering PIDs and clients cannot mix and match between the
Platform Offerings. They would need two or three Platform PIDs.

The Platform Offerings seem very similar to an ELA, when should I position one vs.
the other?
Each vehicle has advantages you'll want to discuss with your client. Here are the main
differences between them:
• With an ELA you can only swap out products which you have not yet started using
• ELAs are time bound and any substitution needs to be declared before ELA expires
• Platform Offerings provide the flexibility to deploy and un-deploy products anytime as
long as they ensure that they are not exceeding the number of FlexPoints purchased
• With an ELA you can substitute products in and out across brands. With the Platform
Offerings you must deploy the FlexPoints to only those products found within that
Platform Offering
• As new capabilities become available, these will be included in the Platform Offering
entitlement. ELAs will require contract updates and negotiation to begin using any new
offering
IBM Cloud / © 2018 IBM Corporation 32
FAQs – Pricing & Contracts

Will the discount be calculated for the product or the Platform Offering?
Discounting will be at the Platform Offering level since that is the PID. Standard discounting
levels will be published for the Platform Offering PIDs just as they are for standalone
products.

Today there are certain discount levels by product that require us to get a special
bid. How will that work with Platform Offerings?
The same concept will be used with Platform Offerings PIDs as are done with other PIDs.
There will be discount levels stated with each that when exceeded will require a special bid.
There will be a project office set up to help manage these types of situations.

If I have an existing customer interested in trading up to the new Platform Offering

from their existing products, how should I approach this?
• All trade-ups must be reviewed / approved via the Project Office.
• Email John Philip/UK/IBM or Kasie Schweiner/Durham/IBM for guidance on the process.

IBM Cloud / © 2018 IBM Corporation 33

FAQs – Pricing & Contracts
How will these Platform Offerings be handled within customer contracts?
There is no need to update language in customer contracts, Platform Offerings are treated the
same as any other product PID.

What if a client buys one of our Platform Offerings and decides they want to revert back to
a stand-alone PIDs?
Customers can choose to deploy all their FlexPoints to one individual product within the Platform
Offering if they so choose. There is not a meaningful reason to revert back to a stand-alone
offering. At this time, this won't be allowed.

Do we expect clients with architecture review boards to require additional

evaluations/approvals for the products in the full Platform Offering that weren't evaluated?
The Platform Products are offered to our customers to provide increased flexibility and value.
There is no requirement to leverage the additional functionality within the Platform or evaluate
them. Customers should focus on the products they plan to deploy their FlexPoints towards.

Are there other "Platform Offerings" within IBM and will they have the same terms &
conditions?
Yes, there is alignment between the IBM groups to ensure clients receive the same terms and
conditions for Platform Offerings.

IBM Cloud / © 2018 IBM Corporation 34

FAQs – Pricing & Contracts
Will customers receive additional discount if they trade-up in the middle S&S renewal?
As a general rule, No additional discount is allowed for mid-cycle trade-ups.

I need to do two SQO submissions if I am proposing two options; one for the Platform
Offering and one for Standalone PIDS?
Yes. You must complete an SQO for each offer you are proposing to the client. We
recommend you lead with getting SQO approval for the Platform PID as the primary strategy
and only fall back to standalone PIDs if the client does not want to go forward with the
Platform PID.

What is the impact of exchange rates and how will FlexPoints be priced in local
currencies?
A FlexPoint is valued at $1 USD prior to discounting. They will be converted to local
currencies by geo teams. This will be managed like any other PID.

As new capabilities become available within the Platform Offering will clients be
allowed to purchase these or will they be required to upgrade their Platform Offering?
As new capabilities become available within the Platform Offering, clients with active S&S can
use their FlexPoints towards these new parts without going through a new procurement
process. This is another benefit for purchasing a Platform Offering vs. a standalone product
offering.
IBM Cloud / © 2018 IBM Corporation 35
FAQs – Business Partners
Will these platform offerings be available to our business partners?
Yes, these new offerings will be made available to resellers and be their primary focus and lead-with offerings.

How do we handle entitlements to Reseller partners bundling IBM PIDs as part of a broader solution?
Resellers will also lead with the Platform Offerings with a couple of exceptions. The sale, discounting and
entitlement will be treated the same. If the S&S is flowing through a business partner, that relationship will be
maintained in trade up scenarios.

Will the new Platform Offerings be available through ESA contracts?

Platform offerings will not be available for ESAs at this time . We will continue to sell individual offerings for
ESAs / Partner embedded deals as usual in FY18. We don't expect any impact on ESAs to occur.

Will there be a new BP Certification required o sell these new platforms?

BPs currently authorized to resell for any offering included in a specific platform offering will also be
automatically authorized to resell the associated platform offering PIDs. For example, a partner authorized to
sell UrbanCode products today will also be authorized to sell the “IBM Cloud DevOps" offering in future.

Can clients who purchased through a Business Partner trade-up from a product to the Platform
Offering?
Yes, we will retain the current channel / partner structure on trade ups. If S&S is flowing through a partner, it will
remain after the trade up. As part of portfolio simplification any product exclusivity will be mapped to the
respective platform offerings.
IBM Cloud / © 2018 IBM Corporation 36
FAQs – Support & Services
Will routing of support be different for the Platform Offering?
It will not be any different as there is no independent support system for the platform
offering itself. Support will be for product parts in the platform offering (as it is today).

How will support be routed?

At a high level, tickets for Platform Offerings will be routed to a predetermined team who
will either address the issue at hand or route it to the relevant sub-component or product
team. The predetermined team is the product support team where the majority of volume
will be coming in for the Platform Offering (i.e. Db2 for hybrid data management)

How often will each Platform Offering be updated given the many different product
releases?
Platform Offerings will be updated if (not an exhaustive list):
New products are introduced to the Platform Offering
 Any new bundled program is added to a product within the Platform Offering
 Any bundled program is removed from a product within the Platform Offering license
and/or renewal - either through End of Life (EOL) or End of Marketing (EOM)
 Any changes to FlexPoint values occurs

IBM Cloud / © 2018 IBM Corporation 37

FAQs – Support & Services
When a client purchases a Platform Offering, how will they be notified if one of
the products within the Platform Offering is withdrawn?
When a product within a Platform Offering is announcing a withdrawal (End of
Marketing, End of Support, etc.), that announcement will reference both the product as
well as the Platform Offering. The Platform Offerings will not have independent support
life cycles, only the product offerings will maintain support life cycles.

Is the plan to organize lab services to align with our three Platform Offerings?
Yes, that is the intent while emphasizing/nurturing product specific implementation skills.

Will we have services specific packages/offerings and methodologies by

platform? If so, by what time frame?
Existing services capabilities are immediately ready and available to be leveraged for the
existing capabilities within each offering

What product versions are included in the platform offering PID ?

Customers with entitlements to platform offerings can deploy all active versions of in-
scope products as long as they have the necessary FlexPoints.

IBM Cloud / © 2018 IBM Corporation 38

FAQs – Pricing & Contracts

Many of our individual product offerings bundle in additional products, sometimes

as limited use licenses. How will clients really understand what they can and can't
use when these various dependencies are combined into a single PID?
It will not be any different than what a customer would need to deal with today if they
were getting these products individually. They will need to understand their entitlement
based on the products they choose to deploy their FlexPoints towards and understand
the dependencies of those individual products.

IBM Cloud / © 2018 IBM Corporation 39

Application Platform for Building
and Running Cloud Workloads

WebSphere® Application Server

Lowell Soffer Walt Noffsinger

BUE, Application Platform Director, Application
Worldwide Sales Platform and Runtimes
[email protected] [email protected]
Agenda

• Key Capabilities and Why they Matter

• Recent Product Updates
• Competition
• Call to Action

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 41
In this race to succeed,
disruption is a constant
Industries are converging as never before

90% of Fortune 500 Companies use WebSphere®

Save 80% of 1/3 of top 20 By 2020

potentially enterprises companies in "Cloud Shift"
every industry will affect more
70% will adopt
will be disrupted than $1
Hybrid Cloud
See how with IBM over the next 3
Cloud TCO Calculator by 2017 years trillion in IT
Source: https://advantage.ibm.com/2016/04/07/cloud-
tco-calculator-for-WebSphere-app-server/
Source: IDC, “IDC FutureScape: Worldwide Cloud 2016 Source: IDC, “IDC FutureScape: Worldwide Cloud 2016 Predictions”, 2015
spending
Predictions”, 2015
Source: Gartner: Market Insight: Cloud Shift — The Transition of IT Spending
from Traditional Systems to Cloud.” July 2016
IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 42
WebSphere® Application Server
Key wins to protect and grow the foundation

43
IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation IBM and Business Partner Use Only
What is WebSphere?

A secure, scalable, and highly available environment to run applications

From traditional 3-tier apps… …to cloud-native microservices

and
everything
in between

For customers building applications in Java, WebSphere is IBM’s premier solution anywhere.
On-prem/Virtualized/Containerized/IaaS/PaaS on IBM’s cloud or any other cloud.
IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 44
Application Platform
Create and Deliver enterprise applications in a modern cloud platform

DevOps Management IBM WebSphere Application Server (WAS)

WebSphere • WAS ND
represents • WAS Base WAS Family Edition
~40% of • Liberty
Cognitive enriched, Management • WAS on IBM Cloud
Accelerate delivery
and innovation through
market leading solutions,
and Platform • WAS on 3rd Party Cloud (AWS, Azure)
for effective, efficient &
agile DevOps
proactive management • Reactive Platform
• Voice Gateway

Application Platform
IBM Cloud © 2018 IBM Corporation
Application Platform
IBM Cloud Private IBM Cloud Private IBM WebSphere
Cloud Native Enterprise Family Edition
Targeted for cloud native apps Targeted for App Modernization
IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 45
Ways to Make Money Selling WebSphere

1. Open Liberty
2. Application Modernization and Microservices
3. WAS on Cloud
4. IBM Reactive Platform
5. IBM Cloud Private
v9
6. Migration to WAS V9
7. WAS Family Edition
8. IBM Voice Gateway

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 46
 Three key buyers with distinct needs

Application Developers / IT Operations Line of Business

Architects Managers Owners

Key Challenge: Rapidly build Key Challenge: Deploy & Key Challenge: Increase ratio
new apps & integrate with back- monitor apps seamlessly on- of revenue to employees.
end & XaaS services prem & across clouds

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 47
 Ways to Make Money Selling WebSphere
When Talking to: Discuss:
1. Open Liberty
2. Application Modernization and Microservices
3. WAS on Cloud 5. IBM Cloud Private
Application Developers /
Architects 4. IBM Reactive Platform
2. Application Modernization and Microservices
3. WAS on Cloud 5. IBM Cloud Private
6. Migration to WAS v9
IT Operations
Managers
7. WAS Family Edition
7. WAS Family Edition
8. IBM Voice Gateway
Line of Business
Owners
IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 48
Open Liberty – IBM’s open source runtime 1

IBM’s open source foundation to compete against JBoss and Tomcat

Open Standards A lightweight open source

+ server runtime ideal for
building Java microservices
Open Innovation = and cloud-native apps

+
Open Source

Offer Open Liberty to development teams, sell WebSphere Liberty to IT Managers.

Upgrading to WebSphere Liberty is seamless, providing IBM’s world class support.

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 49
Why clients want to modernize applications 2

1. Deliver higher density containers

and realize significant cost savings

2. Manage workloads dynamically

and reduce operating costs

3. Microservices: bring agility to new

developments and address new
business

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 50
Terminology – Key Words You Need to Know 2

Microservices Containers Orchestration

Microservices
decompose monolithic Lightweight, stand-alone, Platform for automating
executable package deployment, scaling, and
applications into (containers) of software management of
independent single that includes everything containerized
function modules needed to run it applications

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 51
Microclimate 1
Helping developers build and deploy cloud native applications
• IBM’s new, no charge, development platform allows developers to generate
microservices using WAS Liberty/Microprofile, Spring Cloud, Node and Swift.
• Integrates Microservice Builder
• Tools for developer productivity
• Automatically push the code across the Dev/Ops pipeline

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 52
WebSphereAnywhere!
WebSphere Anywhere! 3
On Premise,
On Premise,IBM
IBMCloud,
Cloud,Hybrid
HybridCloud,
Cloud,Non-IBM
Non-IBMCloud
Cloud
On - premise

IBM Cloud
Infrastructure

Public IaaS

WebSphere and
Application
Platform IBM Cloud Private

WAS in IBM Cloud

Private IaaS public PaaS private

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 53
WebSphere App Server on IBM Cloud Private 5

DEVELOP BUILD DEPLOY MANANGE/MONITOR

Runtime components
to support microservice
deployments Autoscaling

Pre- Intelligent mgmt

WebSphere Test
Prod
Prod
Caching
Liberty Healthcheck service
Security
WebSphere Problem Determination
Tools (ELK)
Developer Tools
Build your Performance monitoring
and Alert
own
Microservice APM
Containerized On-Premise
Builder
images IBM Cloud Private
ELK
IBM
IBM Cloud
Cloud © 2018 and
/ Management IBMPlatform
Corporation
Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 54
IBM WebSphere App Server in IBM Cloud Public 3
Deliver applications with Speed and Simplicity of the Cloud!

Develop, Test and Run

Transactional
Robust, Proven & Consistent Java Runtime
Integrity
Deploy WAS applications in the Cloud
Cloud Enabled
seamlessly

Do More with Reduce capital expenditures and operational

Less expenses

Faster Accelerate WAS Application Delivery in the Cloud

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 55
Seamlessly migrate WebSphere V7 & 8 to V9 6
Now simple & easier!

• Free Migration Resources & Tools

• DevOps Automation WebSphere Migration Toolkit
• Fast, accurate
• Leverage WAS on Cloud code analysis
• Identifies key Less time to
• Professional Support – Migration change areas migrate!
• Scans using 100+
Services Team migration rules
• Creates migration
reports

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 56
 Flexibility with 7
WAS Family Edition!
WebSphere Application Server
Family Edition
• Lets you deploy the
WebSphere Application Server
edition you need, when you
need it! Pick which WAS edition you need…
and switch when you want!
• Easily “right size” your WAS
environment as projects
develop.
WAS Liberty
WAS base WAS ND
• FlexPoints coming soon! Core
8x 4x 1x

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 57
Cloud Ready “Reactive Applications”
44
for emerging workloads
IBM, in partnership with Lightbend, now offers Reactive Platform, an Built a high performance
end to end environment for building and running reactive programs. production system from
scratch in 8 months.

Reactive programming is a
paradigm shift for developers
Processing 1B transactions
per day on just 8 VMs
Ideal for processing high-
volume streaming data

“For the first time ever, no

For developers who want downtime on Black Friday.”
Scala / Java

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation IBM and Business Partner Use Only 58
Let’s talk about contact center transformation 8
Deliver a cognitive experience to your client’s contact center
Unmatched
Bring Watson to your client’s contact center with IBM Voice Interactions contact center
– Bring Alexa/Siri like experiences to your enterprise customers capability
– Drive proactive and personalized interactions combined with
– Increase call containment for self-service and reduce drop-outs to agents unparalleled
– Implement multi-channel options to create a holistic customer experience access to
– Integrate easily into existing CC infrastructure and build new cognitive capabilities Watson

SIP
Contextual Call Data
PCI SMS

Empowered
API Biometrics
Agent
Transfers
Customer calls CTI SFDC
support
IBM Watson Speech To Text, Text To Speech
and Conversation services orchestrated
Voice Gateway
by gateway to talk with customer 59
IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation
Navigating Competitive Traps
Competitor’s strategy IBM proven tactics
• Leverages BEA franchise, SUN • Lead with WAS Family
• Bridge with ERP in enterprise deals • Position Flexpoints pricing & M&P
• Position WAS Base, Open Liberty and
• RedHat leads with platform
Microservice builder
• Jboss prices lower than other S&S
• Speak TCO not only unit price
• Leverages open communities
• Position Flexpoint pricing & ICP
• Very low price • Position Open Liberty
• Ease for developers & innovation • Position Microservice Builder
• Positions as Private Cloud Foundry • Position Microservice Builder
platform leader • ICP broader coverage (VMs, non CF…)

Contact your regional WAS sales leaders – NEVER fight (or lose) alone!
IBMAdvantage.com
IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation IBM and Business Partner Use Only 60
 And use these proven competitive arrows

• Tech Sales for Demo’s, Workshops and POT’s

• Unleash the Labs and Lab Advocates

• References and Win Wires

• Migration and Lab Services

• Flexible Pricing: Perpetual, SaaS, VPC

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 61
Get the developers inside your customers working for you!
Share these links to key technologies

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 62
Product Demo: IBM Voice Gateway Demo
The easiest demo you can do
The Best Sellers are usually the Best Story Tellers

• Call 855-969-4241 - this connects to the demo (running in the Dallas datacenter)
Additional languages and local phone numbers are available
• Watson has been configured to answer questions about the Voice Gateway. Example questions
below:
• "What are the use cases for the Voice Gateway?“
• “Can I speak to Kate” – Connects to Watson with a British Accent
• “Kate, How many questions can you answer?"
• What security does the Voice Gateway have?”
• "What prerequisites does the Voice Gateway have?"
• "Who built the Voice Gateway?"

• The trick is to be conversational

Do an entire overview by calling the IBM Voice Gateway “Seller Virtual Agent”

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 63
Call to Action Talk with Dev
about Open Liberty,
Great Ways to Make Money in Microservices, Cloud,
2018 Reactive Platform

Talk to IT Ops Talk to LOB

Modernization, Containers, TCO, Agility, WAS Family
WAS Family & Cloud and demo Voice Gateway

v9

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 64
Thank you

Lowell Soffer
BUE, Application Platform
Worldwide Sales
[email protected]

Walt Noffsinger
Director, Application Platform and Runtimes
[email protected]

IBM Cloud / Management and Platform Use Case 1 / January 31, 2018 / © 2018 IBM Corporation 65
IBM Cloud Private
IBM + Red Hat
Partnership Overview

Denny O’Brien
Program Director, Offering Management

/ © 2018 IBM Corporation

 IBM and RedHat Share Three Common Beliefs

It’s a hybrid Containers are Innovation is the path

world: strategic: forward:
Enterprises want the ability Enterprises need agility to Mission critical projects
to span traditional IT, meet the demands of their need industry leading
private and public clouds. clients and their markets. middleware and data.

67
IBM Cloud / © 2018 IBM Corporation
 IBM and RedHat Join Forces to Accelerate
Hybrid Cloud Adoption

Certified IBM IBM middleware IBM middleware Development lifecycle Professional

middleware on Integrated with open deployable extended from inception services to advise
IBM Cloud Private for source under one everywhere that to production, with built- and implement
deployment on Red common platform, Red Hat is in management plane IBM Cloud Garage
Hat containers and fully supported from supported for continuous delivery Methods and Red
Red Hat OpenShift hypervisor through and operation Hat Innovation Labs
app

68
IBM Cloud / © 2018 IBM Corporation
 IBM Cloud Private Go-To-Market approach
Lead with IBM Cloud Private
Continue to lead with full stack of IBM Cloud Private and compete to
WIN against Red Hat OpenShift

Continue to message the strengths of our platform over Red Hat

Over 40,000 IBM middleware clients we can move to containers

running on IBM Cloud Private

Extended Opportunity
Support for Red Hat Enterprise Linux and Red Hat OpenShift extends
our ”Bring Your Own Infrastructure” approach

If Red Hat OpenShift is present, we can sell IBM Cloud Private on top
of that environment.

Support for Red Hat Enterprise Linux containers extends our Hybrid
Cloud story with automated deployment on IBM Cloud (public)

Improves overall competitive positioning and differentiation in the

market against Pivotal.
IBM Cloud / © 2018 IBM Corporation
69
IBM Cloud Private
Differentiating value on top of Red Hat

70
 IBM Cloud Private is the platform for running IBM certified
software for Kubernetes
IBM Cloud Private will be the universal platform for running IBM certified
software for Kubernetes. This includes containers certified for Red Hat
Enterprise Linux.

This gives clients many tangible benefits that aren’t delivered with Red Hat OpenShift:

• Catalog of IBM certified software for Kubernetes for production use, supported on multiple
platforms, operating systems, and infrastructures

• Modernized operations, management, and tooling for enterprise workloads across multiple
cloud native clusters

• Integration with Helm to help bring this together with accelerated time to value for our IBM
middleware, data, and analytics clients

• Supported by an enterprise grade security strategy and roadmap

71
IBM Cloud / © 2018 IBM Corporation
 Catalog of certified software for Kubernetes
IBM Cloud Private enables software certified for Kubernetes, accelerating Time to Value and ensuring your
workloads are enterprise ready.

Lifecycle Management End to End IBM Support Security & Compliance

• Upgradability • IBM software products • Privileges
• Consumability • Software deployment & configuration • Context
• Enforced standards for version • Kubernetes • Image Vulnerability Scanning
management • Core Services • GDPR Ready
• Single Point of Contact and ownership • Secure Access (TLS, Ingress, Certs)
across solution • Trusted source

IBM MIDDLEWARE, DATA,

ANALYTICS & COGNITIVE
Workload Availability SERVICES Quality Assurance
• Production deployment and config • Cross-arch support testing on Intel,
(ENABLED BY IBM CLOUD PRIVATE)
topologies Power, Z, and OpenShift
• Production network and storage • Enforce use for only supported features
configurations Management and Ops in Kube and Helm
• Self Healing / Automatic Failover • Integration with IBM catalog and • Performance test
• Auto-scaling deployment experience • Full stack compatibility verification
• Affinity / Anti-affinity • Integration with Logging • Multiple configuration testing
• Multi Deployment and Namespace • Integration with Monitoring
• Integration with Metering
72
IBM Cloud / © 2018 IBM Corporation
 IBM Cloud Private modernizes With IBM Cloud Private, all these
needs are addressed with solutions
operations and management of that are included with our universal
platform:
enterprise workloads • ELK: Logging collection,
• Every container produces logs, which are critical for debugging management, and search

• Every container must have its health monitored

• Prometheus and Grafana:
Monitoring
• Every container must be managed for license showback and • Alert management
usage
• Product Insights: Usage metering
• Containers are constantly changing, and vulnerabilities must be • Vulnerability Advisor: identify
identified on an ongoing basis container vulnerabilities

• Not all workloads run in containers, amplifying the need for hybrid • Cloud Automation Manager:
workload management Hybrid workload management
• Transformation Advisor: assess,
• In fact, many applications aren’t containerized yet, and clients plan, and accelerate
need help to modernize them containerization

• With new applications, customers need a solution to rapidly • Microclimate: End-to-End

development experience
innovate and transform new ideas into business value 73
IBM Cloud / © 2018 IBM Corporation
 IBM Cloud Private accelerates time to value
• Helm helps you manage Kubernetes applications

• A Helm chart is a bundle of Kubernetes resources, encoded with best practices,

that help you define, install, and upgrade even the most complex applications

• All IBM certified software for Kubernetes that is included in the IBM Cloud Private
catalog has an associated Helm chart

How does this accelerate time to value?

• Faster deployment of containerized software

• Seamless, non-disruptive updates for all services

• Easy to use, extend, and compose catalog of IBM and Third-Party content
74
IBM Cloud / © 2018 IBM Corporation
 IBM Cloud Private delivers enterprise grade security and
compliance
• Identity & Access Management ensures consistent identity across all platform
services

• Team model that binds a collection of resources – both inside and outside of
Kubernetes – to a set of users with defined roles, and is based on the proven
control model from UrbanCode Deploy

• Security for ALL data in transit and at rest

• Consistent audit trails for all platform services

• Roadmap and strategy that ensures compliance across all IBM software certified
for Kubernetes
75
IBM Cloud / © 2018 IBM Corporation
 Partnership Roadmap
• Business Partners sell IBM Cloud Private, with the existing part numbers
• General availability support for Red Hat in August
• Dates are subject to change
May 8 June August

Technology preview: IBM Cloud Beta: IBM Cloud Private and GA: IBM Cloud Private running on Red Hat
Private capabilities to support WebSphere, MQ, Db2 on RHEL Enterprise Linux and Red Hat OpenShift;
partnership containers; automated deployment automated deployment on IBM Cloud (public)
on IBM Cloud (public)
• IBM – Red Hat partnership • Support for IBM Cloud Private control plane and
announcement and press release catalog to run on top of client’s existing
• Arvind Krishna keynote at 2018 Red Kubernetes environment
Hat Summit (San Francisco) • Ongoing sales office hours calls

76
IBM Cloud / © 2018 IBM Corporation
 More information on PartnerWorld

Press Release

Client Presentations

White Paper

Pricing and Sizing Guide

http://ibm.biz/ICP-PartnerWorld
77
77
IBM Cloud / © 2018 IBM Corporation
Q&A

78
Thanks

79
 IBM Cloud Private
BP Enablement Webcast
The webcast will begin at 10 AM ET
Until then audio remains silent

Sika Sullivan
Global Cloud Channel Business
Development [email protected]
Robin Hernandez
Director, IBM Cloud Private Offering
Management
[email protected]

IBM
Market opportunity

Companies will spend more than Hybrid cloud is The CAGR for
$50 billion globally starting in 2017 highest growth private cloud is
to create and evolve private clouds opportunity in projected to be
with growth rates of 15-20% a cloud: 32% growth 11% by 2020
year through 2020. forecast (TBR Public
Cloud Research) (IDC, Worldwide Quarterly
Source: IBM Market Intelligence Cloud IT Infrastructure
Tracker)

IBM Cloud Private addresses the IBM is uniquely positioned with

needs of enterprises – and Opportunity its incumbent install base to
significantly strengthens IBM’s lead in Private Cloud
market position

IBM Internal and Business

 Ideal Background
Understand container technology
IP Builders like
Develop on a consistent platform and Kubernetes and Docker.
deploy where it makes most sense for Familiarity with
the workload Helm charts, Microservices,
Capitalizing Cloud Foundry, and Jenkins
Business Partners:
on the Consulting Services
Cloud/Analytics,
Middleware (WAS,
• Workload assessments
partner DB2)
• Integration and customization of Data Science
opportunities environment Channel Programs
• Custom application development
IBM Cloud Private is on premise
• Migration services and software
deployment Term or perpetual
planning license
• Managed services Capacity based VPC metric

Resell via IBM Channel Value

Rewards
Systems Middleware – Open

IBM Embedded Solution

Internal and Agreement
Business 6
 Targets for Private Cloud
Data sensitivity needs either from internal policies
or government regulations or industry compliance requirements

Start prospecting in FSS, Healthcare, Government, Aerospace + Defense

Big volume of data Need Low latency Lift and shift
Can’t move to Public Cloud complex workloads Minimal intervention

Engineering company with an

A financial institution bound by Migrating workload to
IOT application collecting data
government regulations to keep run on latest middleware
from a variety of sensors.
their applications in the country version Stateful application,
Need to filter and process data
fairly stable / minimal changes
on premise where their
application workload resides

Land Then Expand

IBM Internal and Business
Buyer and influencer personas

Margaret Sagar Thomas

Chief Enterprise LOB
Informatio IT Architect Leader
n Officer (i.e. Head
of Online
Banking)

Involved in each stage of the buying cycle

Awareness Consideration Engagement Purchase

Todd Jane
Operations / Admin Enterprise Developer
Responsible for infrastructure, Responsible for modernizing
security, and management of existing applications and creating
the environment. new Cloud Native Workloads.

IBM Internal and Business

IBM Cloud Private: Built on 4 Key Tenets

Business Integration Investment Management and

Innovation Protection Compliance

Enterprise grade. Open by design.

IBM Internal and Business

IBM Cloud Private delivers enterprise-grade capabilities

Kubernetes- Catalog of Transformation Advisor Core operational

based integration with prescriptive services
container services guidance on where to Integration with
platform
Cloud Foundry for API consistency to run your critical existing
prescribed integrate data and workloads processes
application services across all Container-based
development and clouds versions of IBM
deployment Middleware and
Integrated Analytics (WAS*, MQ,
DevOps Db2*)
toolchain
Runs on existing
Powerful analytics infrastructure
* Coming
soon

IBM Internal and Business

These capabilities provide a foundation for business
value
Speed business innovation Connect applications with
data and services across all
Rapidly provision capacity clouds securely
to meet demand
Enhance application
Open container intelligence with public cloud
technology prevents services, including Watson
vendor lock-in; choice of integration
deployment
Reduced cost of managing and Security and control of an
upgrading your on-premises untethered environment
IBM middleware
implementation Integrated set of
management tools; flexibility
Protects existing investments, to integrate with existing ones
and Leverages existing skills

Faster time-to-market
IBM Internal and Business
IBM Cloud Private: Cloud Native platform with Enterprise grade content

IBM Middleware, Data, Analytics and Developer Services Enterprise grade

Cloud enabled middleware, messaging, databases, analytics, services for
and cognitive services to optimize current investments while Middleware, Data,
rapidly Analytics,
innovating DevOps Source DevOps
Open

Core Operational Services Enterprise grade

operations,
Simplify Operations Management, Security, and Hybrid across your
integration Hybrid IT
Provision infrastructure and apps across Multi-Cloud environment
environments
Kubernetes-based Container Cloud Foundry
Platform For prescribed Open by design,
Industry leading container app development preventing
vendor lock-in
orchestration platform across & deployment
private, dedicated & public
clouds
Leverage
Runs on existing System Z IBM
Spectrum CM investment
existing
IaaS: S s
Third Party Del Cisc NetAp Lenov Canonical …
alliances: l o p o
IBM Internal and Business
IBM Cloud Private addresses enterprise use cases

Use Case #1 Use Case #2 Use Case #3

Modernize and Opening up enterprise Create new cloud-

optimize existing data centers to work native applications
applications with cloud services

IBM Cloud Private

IBM Internal and Business

IBM Cloud Private solutions align to top use cases
Community Cloud Native Enterprise
Use Case Use Cases Use Cases
Includes Cloud Native Use Cases
Start easily - create cloud- Confidently develop & +Modernize existing applications
native applications in a non- deploy microservices built on 12- +Open & Connect enterprise data
production environment factor application principles centers to work with cloud services

Platform Platform Platform

• Kubernetes • Kubernetes • Kubernetes
• Common services • Common services • Common services
(Security, logging, • Catalog of open source and IBM • Catalog of open source and IBM
monitoring, etc) software built for Kubernetes software built for Kubernetes
• Catalog of open source and IBM • Cloud Foundry (optional) • Cloud Foundry (optional)
software built for Kubernetes
Freely available in IBM Enterprise Software IBM Enterprise Software
• Microservice Builder • Microservice Builder
Docker Hub • WebSphere Liberty • WebSphere Liberty
• IBM SDK for node.js • IBM SDK for node.js
Note: The Community Edition is limited to
1 Master Node, and is for non-production
• Cloud Automation Manager • Cloud Automation Manager
use.
+ WebSphere App Server ND
+ MQ Advanced Edition
+ API Connect
+ Urban Code Deploy
+ DB2 Direct Advanced

IBM Internal and Business

 IBM Cloud Private Content by Edition

Communit Cloud Enterpris

Open Source* y IBM Software Access toNative
Community content, plus… e content, plus…
All Cloud Native

Toolchains & Toolchain & Runtimes Toolchain & Runtimes Toolchain & Runtimes
Runtimes IBM Microservice Builder IBM Microservice IBM WebSphere Application Server ND [1]
Jenkins IBM WebSphere Liberty for Builder IBM WebSphere IBM UrbanCode Deploy (add-on charge) [1]
Apache Tomcat Developers IBM SDK for Node.js Liberty IBM SDK for
Open Liberty Messaging Node.js Integration and Messaging
MQ Advanced for Developers IBM MQ
Messaging Data Services Multi-Cloud Management Advanced IBM API
RabbitMQ IBM Db2 Dev-C IBM Cloud Automation Manager Connect [1]
IBM Db2 Warehouse Dev-C
Data Services IBM Data Server Manager (for Db2 Dev- Cloud Foundry Buildpacks (add-on) Data Services
MongoDB C) IBM Db2 Direct Advanced Edition with
IBM WebSphere Liberty,
PostgreSQL IBM Cloudant Developer Edition Node.js, Swift, .Net Data Server Manager (add-on charge)
Redis Data Science
IBM Data Science Experience Developer
Clustering Ed. Messaging Integration
Galera Integration IBM MQ Advanced IBM Integration Bus
Available a la
IBM Integration Bus for Developers IBM DataPower Gateway Virtual
IBM DataPower Gateway for Developers carte
Add to Cloud Native Data Services Edition
Http Servers
Nginx App Modernization or Enterprise, or IBM Db2 Direct Advanced Edition
Tooling IBM Transformation bring your existing / AESE, with Data Server
Advisor Monitoring license Manager IBM Data Science
Terminal Access
Web Terminal IBM Cloud APM for DevOps (Beta) Experience Local IBM Db2
HPC Warehouse Enterprise
IBM
*Open source is not warranted by IBMSpectrum LSF Community
unless otherwise specified Edition [1] Runs on VMs

IBM Internal and Business

 IBM Cloud Private Catalog provides self service access to
IBM and Open Source Software built for Kubernetes

Discover and try software out of the box

Deploy with a few clicks

Extend to include your apps, community and commercial software

IBM Internal and Business

What is the Catalog?
A collection of Deployment Packages (Helm) displayed as tiles
which provide access to software under separate license terms

Helm is the open standard for Application Packaging and Deployment for Kubernetes
Helm charts automate the deployment of resources and prereqs including locations of Docker images

IBM Internal and Business

Discover and Try Software Content

Communit Content resides in the IBM Charts Repository on

Open y IBM github.com/ibm/charts
Source*
Toolchains & Software Toolchain & Runtimes
Runtimes
Jenkins
IBM Microservice
Referenced out of the boxBuilder
in all IBM Cloud Private
Apache Tomcat IBM
offerings, WebSphere Liberty for Developers
Open Liberty
IBMnot
content SDK for Node.js
shipped locally.
Messaging Messaging
RabbitMQ
ClientMQ Advanced
accepts for Developers
separate license terms that are
Data Services Data Services
MongoDB unwarranted,
PostgreSQL IBM Db2under
unsupported Dev-Copen source.
Redis IBM Db2 Warehouse Dev-C
Clustering NewIBM HELMData Server
content willManager
continuously(for Db2 Dev-C)
be added,
Galera
IBM Cloudant
automatically Developer
available Edition
to client’s catalog upon refresh.
Http Servers Data Science
Nginx
DockerIBM Data Science
images Experience
are sourced Developer
from public DockerEd.
registries.
Terminal Access Integration
Web Terminal
IBM internet
Requires Integration Bus for Developers
connectivity.
*Open source is not warranted by IBM unless otherwise specified IBM DataPower Gateway for Developers
IBM App Modernization
Documented process forTooling IBM and
a disconnected
Internal mode.
Business
 Adding Purchased Content to your Catalog
Cloud Enterpris
Access toNative
Community content, plus… All Cloud Nativee
content, plus…
Purchased IBM Software [1] is entitled in
Toolchain & Runtimes Toolchain & Runtimes PPA.
IBM Microservice Builder IBM WebSphere Application Server ND [1]
IBM WebSphere Liberty IBM UrbanCode Deploy (add-on charge) [1]

IBM SDK for Node.js 1. Download from PPA

Integration and Messaging
Multi-Cloud Management IBM MQ Advanced
IBM Cloud Automation Manager IBM API Connect [1] 2. Import locally into IBM Cloud Private
Data Services (ICP)
IBM Db2 Direct Advanced Edition with
Data Server Manager (add-on charge)
1Purchased software is provided with IPLA license and
Subscription & Support (S&S) for production use on ICP
Messaging Integration 2.1.
IBM MQ Advanced IBM Integration Bus
Available a la IBM DataPower Gateway
carte
Add to Cloud Native or Virtual 2 Some software maybe sold with priced metrics other than
Data Services Edition VPC.
Enterprise, or bring
IBM Db2 Direct Advanced Edition
your existing license / AESE,with Data Server Manager
Client is responsible for compliance to those metrics.
IBM Data Science Experience
Local* IBM Db2 Warehouse
Enterprise* Several packages are entitled for production and S&S with ICP Cloud
[1] Runs on VMs | *coming
Native and Enterprise which are accessed from IBM Charts repo and public
soon
Docker registries. This includes Microservice Builder, WebSphere Liberty
Available based on entitlement or purchase
and Node.js runtimes.
IBM Internal and Business
Extending the catalog is easy

Add additional helm repositories using the Console

1
+ Private repo behind your + Community helm repo + 3rd party helm
Or firewall repo

Import commercial content locally by cmd-line

2 $ bx pr load-ppa-archive –archive filename.tar.gz
Pushes docker images to local registry Imports helm chart(s) to local
repository

Entitlement to software added to the catalog is obtained separately from the Program and will have separate
terms.
IBM Internal and Business
Cloud Native Pricing
Cloud Native
Platform • Perpetual price =
• Kubernetes
• Core services (Security, logging,
$6000/VPC
monitoring, etc) • Cloud Foundry is optional and requires 1 Cloud Native VPC
• Catalog of containerized content entitlement per Cloud Foundry entitlement VPC (i.e. Cloud
Foundry is $350/VPC/Month)
IBM Enterprise Software
• Microservice Builder
• WebSphere Liberty
• Anything listed as Optional can be consumed via Cloud
• IBM SDK for node.js Native
• Cloud Automation Manager

Numerous catalog services can be added a-la-

$250 per VPC per
carte
month
Optional Add-ons
Create or import your own containerized
Cloud Foundry + $100 VPC per
content
month

All pricing is illustrative. Reference Partner Guided Selling for quoting in your specific
country.

IBM Internal and Business

Enterprise Pricing
Enterprise
Platform
• Perpetual price =
• Kubernetes $20,400/VPC
• Core services (Security, logging, • Enterprise includes everything included in Cloud
monitoring, etc) Native
• Catalog of containerized content
• Anything listed as Optional can be consumed via Cloud
IBM Enterprise Software Native
• Everything in Cloud Native, plus: • API Connect, WAS ND, and UrbanCode Deploy will run in
+ MQ Advanced (Containers) VMs
+ WAS ND (VMs)
+ API Connect Professional (VMs)
Numerous catalog services can be added a-la-
$850 per VPC per carte
month
Optional Add-ons Create or import your own containerized
content
Cloud Foundry + $100 VPC per month

UrbanCode Deploy + $71 VPC per month

Db2 Direct Advanced + $365 VPC per

All pricing is illustrative. Reference Partner Guided Selling for quoting in your specific country.
month
IBM Internal and Business
IBM Cloud Private part numbers and mapping

Cloud
Native
VPC/Node Type Part Number Chargeable Component

Perpetual License D1URTLL IBM Cloud Private Virtual Processor Core

License + SW Subscription & Support
12 Months

Term D1US3LL IBM Cloud Private Virtual Processor Core Monthly

License
Enterpris
e VPC/Node Type Part Number Chargeable Component
IBM Cloud Private for Application Modernization
Perpetual License D1VXCLL Virtua Processor Core License + SW
Subscription & Support 12 Months

Term D1VXSLL IBM Cloud Private for Application Modernization

Virtual Processor Core Monthly License

Additional part numbers for Cloud Foundry, z nodes, etc. in quoting system (Partner Guided
Selling)

IBM Internal and Business

IBM Cloud Private: Sold Separately Details

Products Included with IBM Cloud Private Sold Separate

Offering PID Priced Metrics Offering PID Priced Metrics

VPC perpetual VC monthyly term

IBM MQ Advanced 9.0.3 ICP Enterprise 5737-E67 MQ Advanced 5724-H72
VPC monthly term PVU perpetual
VPC monthly term
Software

IBM Integration Bus 10.0.0.10 None IIB 5724-J05

PVU perpetual
PVU monthly term
IBM

IBM DataPower Gateway Virtual Edition 7.6.0 None DataPower 5724-T09

PVU perpetual
(Includes production use & non-production use images)
ICP Enterprise VPC perpetual
IBM Db2 Direct Advanced Edition 11.1.2 with DSM 5737-E67 Db2 DAE 5725-Z99 VPC monthly term
(add-on priced) VPC monthly term

IBM Db2 Advanced Enterprise Server Ed. 11.1.2 with DSM None Db2 AESE 5725-L47 PVU perpetual

IBM Internal and Business

IBM Cloud Private Content Matrix for IBM Software
Sold
Products Included with IBM Cloud Private Platforms
Separately
Community
Cloud Native Enterprise a la carte x86-64 Power z
Edition
IBM WebSphere Liberty17.0.0.3 ✓ ✓ ✓ ✓ ✓
IBM Microservice Builder 1.0.0 ✓ ✓ ✓ ✓ ✓
IBM SDKfor Node.jsV6 ✓ ✓ ✓ ✓ ✓
IBM MQ Advanced for Developers 9.0.3 ✓ ✓ ✓ ✓
IBM MQ Advanced 9.0.3 ✓ ✓ ✓
IBM Integration Bus for Developers 10.0.0.10 ✓ ✓ ✓ ✓
IBM Integration Bus 10.0.0.10 ✓ ✓
IBM DataPower Gateway for Developers 7.6.0 ✓ ✓ ✓ ✓
IBM DataPower Gateway Virtual Edition 7.6.0 ✓ ✓
Software

IBM Transformation Advisor 1.1.0 ✓ ✓ ✓ ✓

IBM

IBM Cloud Automation Manager2.1.0 ✓ ✓ ✓

IBM Db2 Dev-C11.1.2 ✓ ✓ ✓ ✓
IBM Data Server Manager 2.1.4 for use with Db2 Dev-C ✓ ✓ ✓ ✓
IBM Db2 Direct Advanced Edition 11.1.2 with DSM ✓ ✓ ✓
IBM Db2 Advanced Enterprise Server Ed. 11.1.2 with DSM ✓ ✓
IBM Db2 Warehouse Dev–C2.0.0 ✓ ✓ ✓ ✓
IBM Cloudant Developer Edition2.0.1 ✓ ✓ ✓ ✓
IBM Data Science Experience Developer Edition 1.1.1 ✓ ✓ ✓ ✓
IBM Cloud Application PerformanceMonitoring for DevOps (Beta) ✓ ✓ ✓ ✓
IBM Spectrum LSFCommunity Edition 10.1 ✓ ✓ ✓ ✓ ✓

IBM Internal and Business

 Purpose built for better results
Power Systems adds more differentiation
✓POWER offers faster storage connects for
better database
Optimized for data and …To performance
do more work with fewer
cognitive intensive services… servers at lower
✓POWER provides cost
significantly more memory
bandwidth to for
✓ 42% better throughput better in-memory data operations
✓ Up to 4x better latency ✓POWER has
direct
✓ 2x container density
connected
✓ 157% higher container GPUs for
density and 145% blazing fast AI
more throughput ✓POWER
compared to x86 has 4x
when running WAS threads for
Liberty* higher
and skills container
*Check out more Proof Points! https://www.ibm.com/developerworks/linux/perfcol/index.html density
IBM ✓Leverage existing investments
Internal and Business
 IBM Cloud Private Content Matrix for Open Source
Sold
Products Included with IBM Cloud Private Platforms
Separately
Commu Cloud Native Enterprise a la carte x86-64 Power z
nity
Edition
Jenkins ✓ ✓ ✓ ✓ ✓

ApacheTomcat ✓ ✓ ✓ ✓ ✓ ✓

OpenLiberty ✓ ✓ ✓ ✓
Source

RabbitMQ ✓ ✓ ✓ ✓
Open

MongoDB ✓ ✓ ✓ ✓

PostgreSQL ✓ ✓ ✓ ✓

Redis ✓ ✓ ✓ ✓

Galera ✓ ✓ ✓ ✓

Nginx ✓ ✓ ✓ ✓ ✓ ✓

WebTerminal ✓ ✓ ✓ ✓ ✓ ✓
Available to all IBM Cloud Private offerings. Licensed under separate
terms.

IBM Internal and Business

IBM Cloud Automation Manager on IBM Cloud Private
Cloud Automation
• Compose complex application environments into
Manager easy to consume cloud services that can be delivered
Service to a DevOps tool chain or published into a catalog
Template Library

Workload Composition Instance

Automation Management
&
Orchestration • Automate and standardize delivery of infrastructure
and application environments consistently in the
Multi-cloud management services
clouds of your choice

• Manage workload and service instance

lifecycle
across multiple clouds with topology centric
IBM Cloud controls
Private Multi-cloud
Data & Analytics Infrastructure Core Services Self-service
Services
Infrastructure IAM Logging Audit API & Data catalog
Databases Analytics Monitoring Connect
Kubernetes CAM Encryption & Key Usage
Management Event Metering Tenant Svcs

IBM Internal and Business

IBM Cloud Automation Manager pricing
Scenario 1: Customer wants to leverage CAM to deploy ICP-
environment
based IBM Cloud Private
s
• CAM deploys on a worker node for $0. CAM binaries IBM Cloud Private Control
always Plane
included with ICP, so no extra download needed Worker node in
• CAM deploys ICP based environments at no additional CAM Runtime
8 VPCs on a worker ICP managed by
• E.G. customer deploys an ICP Worker Node with 24
charge node not counted for CAM
vCPUs made available to that Worker Node. Customer the purposes of Charged at standard
licensing ICP rate
only pays the $250/VPC/Month price

Scenario 2: Customer wants to leverage CAM to

deploy
environments outside of ICP
• CAM deploys on a worker node for $0. CAM binaries
Multi-Cloud or on premise deployments managed by
always
CAM
included with ICP, so no extra download needed
• Customer licenses ICP at $57/VPC for the non- $57
ICP environment deployed and managed by
CAM
All pricing is illustrative. Reference Partner Guided Selling for quoting in your specific country.

IBM Internal and Business

Competitive overview

• Main competitors:
- ”Build your Own”
- Pivotal
- RedHat
- Microsoft

• IBM Strengths:
- Consistency across all clouds
- Enterprise content
- Integration capabilities
- Pricing value

IBM Internal and Business

 Comparison of IBM Cloud Private to Pivotal Cloud Foundry
How IBM
Value Point IBM Cloud Private (ICP) Pivotal Cloud Foundry (PCF)
Compares
• Prescriptive approach to software
• development
Flexibility Fewer changes to how ✓ • Does not integrate with popular
companies design, build, and
container management framework,
deploy apps kubernetes, natively.
• Ability to manage VM environments, • VMWare provides multi-cloud
containers and cloudfoundry management capabilities via
Management • Designed with containers and
✓ vRealize suite. However, that is not
container management from the included with PCF.
very beginning.

Leverage existing • Prebuilt content for IBM MW and

data / analytics portfolio to deploy ✓ • Limited support for traditional stateful
investments and run existing apps apps

• Simplified flat pricing packages for • Price point is high; software priced per
application instance (per container)
Pricing cloud native and analytics ✓ based on GB/hr metric
capabilities • Consumption based model.
IBM shows a favorable • Licensed Competitor
by Virtual shows
Processor
a favorable About the same Sandtrap
compare Cores compare compare topic
(VPCs) Internal and Business
Comparison of IBM Cloud Private to Red Hat OpenShift
How IBM
Value Point IBM Cloud Private (ICP) Pivotal Cloud Foundry (PCF)
Compares

• DB2 Warehouse, Data Science

• Support for open source databases and Red
Analytics capabilities Experience (DSX) and various open ✓ Hat
source packages available on ICP
Data Virtualization

• Ability to manage VM
environments, containers and • CloudForms is included in Red Hat's
Management cloud foundry OpenShift
• Designed with containers and container Container for hybrid cloud management
management from the very beginning.

Leverage existing • Prebuilt content for IBM MW • Includes images for languages,
enabling customers to deploy frameworks, databases, Red Hat
investments in MW new and existing applications on middleware and devops.
ICP.

• Open-source subscription model, priced by

• Simplified flat pricing packages for
host capacity per CPU socket or vCPU
Pricing cloud native and analytics ✓ • An allocation based model.
capabilities
• Red Hat MW has own subscription charges
• Licensed by Virtual Processor Cores
IBM shows a favorable (VPCs) Competitor shows a favorable About the same Sandtrap
compare compare compare topic
Internal and Business
Why IBM Cloud Private?
IBM is the only private cloud provider that gives developers and IT operations the combination of
these capabilities to transform the enterprise

Choice with Consistency Enterprise Content Innovation Platform

Integration and Multi-cloud Best Practices and

Management Managemen Guidance
t

IBM Internal and Business

 Resources to progress opportunities

IBM
IBM Cloud Professional Services for IBM Cloud Private

Foundational services
Solution Initiation Advanced services
Workshop for IBM Cloud • WebSphere Liberty on IBM Cloud Private
Private
• Two weeks of consulting services to get ready
for quick and optimal deployment of IBM Cloud
• IBM Cloud Private Design Thinking
Private. Workshop
• Provides assistance in areas such as cloud • Architectural Consultancy and MVP Build-
adoption, Up* for:
integration, and onboarding assistance.
• Cloud Integration
• Cloud Native Application Development
• Cloud Service Management Operations (CSMO)

• DB2 with Data Sciences (coming soon)

IBM Internal and Business

IBM Solution Initiation Workshop for IBM Cloud Private

IBM Internal and Business

Global Contacts
Sales and Enablement
Channel Sales and Business Development: Sika Sullivan
[email protected]
Channel Technical Sales: Doug Slade [email protected]
Channel Sales Enablement: Sandy Wilkey
[email protected]

Offering Management and Strategy

Channel Offering Readiness: Michael Callahan [email protected]
Cross Route ICP Offering Management: Denny O’Brien [email protected]

Channel Programs and Marketing

Channel Programs + Incentives: Karen Ashbaugh
[email protected]
Channel Marketing: Michele Jacobs [email protected]

IBM Internal and Business

 Thank You

IBM
IBM Cloud App Platform
for Hybrid Deployment
—
Introducing Flex Bundles

Lowell Soffer
Hybrid Cloud Application Platform,
WW Sales

Ed McCabe
WebSphere Offering Manager
IBM Management and Platform
IBM Cloud App Platform Flex Bundles - Why Sellers Care
Great for the IBM M&P Seller - Even better for the client

• FlexPoint is WebSphere Family Edition on Vitamins

⁃ Family Edition has been very successful
• Over *100* Management and Platform Flex Bundle
opportunities identified for Q2- totaling over $16M in pipe!
Sell MORE
• Tap into the WebSphere install base
⁃ 9,000 Clients, 1M Applications run on WebSphere
⁃ WebSphere V9 provides 30% performance increase
• IBM WebSphere clients want to buy bundles- CHOICE and
Flexibility for WAS and ICP

116
IBM Cloud App Platform for Hybrid Deployment

In the next 12 months,

Create and Deliver enterprise ~60% of enterprises
applications on a market leading 60% consider deploying a
private cloud critical or
application platform or cloud platform high priority - Forrester

• Easily modernize existing applications to cloud IBM Cloud Private Cloud Native
• IBM Cloud Private
• IBM Cloud Automation Manager
• Enable flexibility to swap between WebSphere
• Cloud Foundry
and IBM Cloud Private offerings
WebSphere
• Build and Run Cloud Workloads on a cloud- • WebSphere Application Server ND
• WebSphere Application Server
centric application environment
• WebSphere Liberty Core

With FlexPoint licensing

117
Introducing IBM Cloud App Platform for Hybrid
Deployment
Buy FlexPoint licenses for IBM Cloud
App Platform for Hybrid Deployment

• Choose how to deploy your

FlexPoints & change
deployment allocations
(commission and
decommission) anytime

• Each component has a

FlexPoint price

Entitlements
IBM Cloud / IBM Cloud App Platform / March 23, 2018 / © 2018 IBM Corporation 118
Introducing IBM Cloud App Platform for Hybrid
Deployment

Your Entitlements included:

IBM Cloud / IBM Cloud App Platform / March 23, 2018 / © 2018 IBM Corporation 119
Why this Offering?
Redefining private cloud

 Create new cloud native

applications
 Optimize and modernize
existing ones
 Open enterprise data centers
to work with cloud services IBM IBM Cloud
WebSphere Private
Optimized for Cloud Brings Cloud to You

Think 2018 / DOC ID / Month XX, 2018 / © 2018 IBM Corporation

What are IBM Cloud Private and WebSphere?
IBM Cloud Private IBM WebSphere

A fully integrated, transformative, enterprise-class IBM WebSphere® Application Server is the leading software
solution in a single platform located behind your runtime for Java® enterprise applications, lightweight web
firewall. Leverage existing investments for rapid building or applications and microservices. The WebSphere
modernizing cloud-native applications. Application Server family includes several editions that
provide a range of qualities of service, deployment and
IBM Cloud Private Native Edition includes: licensing options for customers of any size, and the freedom
• Platform of choice to deploy their applications to best meet their
• Kubernetes + Helm business needs.
• Core Services
• Content Catalog (Containers)
• IBM Enterprise Software
• Microservice Builder WebSphere Flexpoint offerings include:
• Microservice Builder • WebSphere Application Server ND
• WebSphere Liberty • WebSphere Application Server
• IBM SDK for Node.js • WebSphere Liberty Core
• Cloud Automation Manager
• Cloud Foundry (Optional)

IBM Cloud / IBM Cloud App Platform / March 23, 2018 / © 2018 IBM Corporation 121
IBM Cloud App Platform for Hybrid Deployment
FlexPoint Pricing – Client Benefits
IBM Cloud App Platform for Hybrid Deployment assigns FlexPoint values
to each included program based on its existing metric: PVU, VPCs, etc.
making forecasting and tracking easy and intuitive.

This allows for:

• Utmost Simplicity of procuring 6 products via a single part number

• Highest Flexibility to commission and de-commission deployments across

6 IBM Cloud App Platform for Hybrid Deployment products (unlike EULA)
without having to engage with IBM

IBM Cloud / IBM Cloud App Platform / March 23, 2018 / © 2018 IBM Corporation 122
Client Benefits - Example Use Case
Simple Scenario: Client owns IBM WebSphere and wants to modernize
their application portfolio.

Typical approach: Several long rigorous & arduous processes to:

• Assess existing applications
• Identify dependencies
• Mitigate risk
• And you need to do this for your Plans, Artifacts and Licenses!

Better approach: Leverage your existing install and use IBM Cloud Private
capabilities to migrate to ICP as the future platform for workloads.

Slice your modernization time from months to weeks

IBM Cloud / IBM Cloud App Platform / March 23, 2018 / © 2018 IBM Corporation 123
How does the IBM Cloud App Platform for
Hybrid Deployment Flex Offering work?
Step 1: Buy IBM Cloud App Platform for Hybrid Deployment via a single part number

Step 2: Use IBM Cloud App Platform for Hybrid Deployment component products as
needed

Step 3: Change which products are used as needs change and scale seamlessly

Optional: Trade Up existing entitlements to IBM Cloud App Platform for Hybrid Deployment Flex
Offering

Recommended: Use Services to accelerate implementation/migration projects with IBM Cloud

App Platform for Hybrid Deployment Flex Offerings

IBM Cloud / IBM Cloud App Platform / March 23, 2018 / © 2018 IBM Corporation 124
Scenario: New License Purchase of IBM
Cloud App Platform for Hybrid Deployment
I’m buying 3,000 PVUs of WebSphere ND now but I think I’ll need WebSphere and IBM Cloud Private entitlements for phase 2
and phase 3 of my project. I don’t know the exact quantities yet but I like that I can use FlexPoints for any product in IBM
Cloud App Platform for Hybrid Deployment. So I’ll estimate I need 600 PVUs of WebSphere and 10 VPCs of IBM Cloud
Private.

Example: Purchase Flex Offering

Flexpoints
Offering Units Needed FlexPoints Conversion Calculation needed
IBM WebSphere ND 3,000 PVUs 258 FlexPoints per PVU 3,000 x 258 = 774,000
IBM WebSphere (base) 600 PVUs 69 FlexPoints per PVU 600 x 69 = 41,400
IBM Cloud Private – Cloud Native 10 VPCs 13,860 FlexPoints per Install 10 x 13,860 = 138,600
954,000
1 FlexBundle contains 1000 FlexPoints
Need 954 units of the FlexBundle

Offering Units Needed Calculation Total Price (USD)

IBM Cloud App Platform for Hybrid
954 FlexPoint packs 954 x $1000/units $954,000
Deployment
IBM Cloud 1000/ March
/ IBM Cloud App Platform FlexPoint
23, 2018 / © 2018 IBM Corporation 125
Scenario: What if I need monthly licensing for
the same 3 products?
Example: Purchase Monthly Option
Flexpoints
Offering Units Needed FlexPoints Conversion Calculation needed
IBM WebSphere ND 43 VPCs 354 FlexPoints per VPC 43 x 354 = 15,222
IBM WebSphere (base) 6 VPCs 95 FlexPoints per VPC 6 x 95 = 570
IBM Cloud Private – Cloud Native 10 VPCs 578 FlexPoints per VPC 10 x 578 = 5,780
21,572

1 FlexBundle contains 1000 FlexPoints

Need 22 units of the FlexBundle

Offering Units Needed Calculation Total Price (USD)

IBM Cloud App Platform for Hybrid
22 FlexPoint packs 22 x $1000/units $22,000
Deployment
IBM Cloud 1000
/ IBM Cloud App Platform FlexPoint
/ March 23, 2018 / © 2018 IBM Corporation 126
FlexPoint Calculator
• Calculator
available at:
https://flexpoint.m
ybluemix.net

• Simply input the

quantity of the
individual programs
you plan to deploy
and the calculator
returns the
required number of
FlexPoints
IBM Cloud App Platform for Hybrid
Deployment Advantages
 Modernize existing applications with an integrated platform
 Solution traditional Java server and new cloud deployments
 Simplify planning for adoption and growth
 Future-proof investment with flexibility
 Adopt IBM Cloud Private solutions at your own pace
IBM Cloud / IBM Cloud App Platform / March 23, 2018 / © 2018 IBM Corporation 128
 FAQs (1 of 2)
1. Can I really commission / de-commission products within the bundle?
Yes! No fine print here.

2. How do I contact support?

It’s no different than how you do today. Call IBM and identify you have a Flex Bundle. You will
be routed to the appropriate support team.

3. How does the product lifecycle within the bundle change?

It does not. Products still govern their individual life cycle giving you the flexibility to upgrade
products based on use cases.

IBM Cloud 129

 FAQs (2 of 2)
4. Can I return FlexPoints if I don’t use them?
At the renewal anniversary, you have the option to renew fewer Flexpoints. Generally you’ll
be buying additional FlexPoints as your use cases grow in the future.

5. How do I track my usage for FlexPoints?

FlexPoints is a novel concept that IBM has introduced. You can continue to use ILMT or
manual counting for consumption of FlexPoints. In 2018, IBM intends to provide tracking of
FlexPoints.

6. Is this a strategic move from IBM?

Yes. Simplifying for our clients and making the use cases easy for our clients is IBM’s top
priority. Flex offerings are part of IBM’s strategic initiative.

IBM Cloud 130

Call to Action – Identifying Opportunities

Clients with an IBM Install Base Whitespace or Non-Deployed

Clients
• Start by identifying when your
customer has their renewal • Look for clients that are using, or
talking about using things like:
• Work with your renewal rep
• Containers
• Use their renewal as an opportunity to
start a conversation on modernizing • Listen for terms like “kubernetes”,
applications. “helm charts”, “docker”

• In particular think about cases where: • Microservices or Microclimates

• Multi-Cloud Management
• The client is using Liberty
• Toolchains and Runtimes
• The client is thinking about ICP
• Application Modernization

IBM Cloud / IBM Cloud App Platform / March 23, 2018 / © 2018 IBM Corporation 131
Resources Management & Platform Project Office
Tues and Friday 9 – 10 AM EDT
• Resources for Clients, IBM Sellers and Partners Join WebEx meeting
• Want to know how many Flexpoints you’ll https://ibm.webex.com/join/kasie
USA phone: +1-669-234-1178
need?
Access code: 929 679 824
o Calculator to easily convert your Kasie Schweiner/Durham/IBM
PVU/VPCs into Flexpoints: John Philip/UK/IBM@IBMGB, App Plat Lead
https://flexpoint.mybluemix.net
• IBM Cloud Private Information
• WebSphere Application Server Information
• IBM Seller Specific Resources • Business Partner Resources
• Collateral Collateral
• Application Platform ZACS page • Cloud App Platform Sales Kit
• FlexPoint Pricing ZACS page • ICP Sales Kit
• IBM Cloud Private on ZACS • WebSphere Sales Kit
• WebSphere on ZACS
• Management and Platform main Learning
page on ZACS • ICP -Sellers Learning Roadmap
• Learning • ICP -Technical Learning Roadmap
• Management and Platform Pattern
IBM Cloud / IBM Cloud App Platform / March 23, 2018 / © 2018 IBM Corporation 132