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XSP Prime Program XSP Prime Program Value PropositionValue Proposition

Keith ThakeKeith Thake

XSP Prime XSP Prime

Program ManagerProgram Manager

EMEAEMEA

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IBM’s strategy is to be an ENABLER for our ASP partners - in other words IBM will NOT be THE ASP. Hence partners wishing to work with IBM can leverage our broad customer base and the IBM brand, as well as our experience in service delivery, to help them become successful in the ASP Market.

IBM has a very broad range of ASP programmes to offer our partners, including several free ASP workshops. In addition we offer a free service called IBM XSP Prime programme for enabling ISV Applications.

IBM ASP Strategy

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A component offering within the IBM PartnerWorld for A component offering within the IBM PartnerWorld for Developers frameworkDevelopers framework

Provides linkage to:Provides linkage to: IBM Global Services’ Hosting and Co-location servicesIBM Global Services’ Hosting and Co-location services Hosting Advantage ProgramHosting Advantage Program The “value-net” of strategic partnersThe “value-net” of strategic partners

Requires the ISV to sign a revenue commitment contract before Requires the ISV to sign a revenue commitment contract before entering the program entering the program

XSP Prime is IBM’s premier program for providing

solution developers with the education and applica-

tion enablement assistance to successfully enter the

ASP marketplace.

XSP Prime is IBM’s premier program for providing

solution developers with the education and applica-

tion enablement assistance to successfully enter the

ASP marketplace.

What Is XSP Prime?What Is XSP Prime?

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ISV ASPIBM

Reference PlatformApplication framework for e-business

Hosting Advantage

Assist ISVs to develop and enable applications for deployment via a service provider

Assist ASPs in providing a reliable, available, and secure hosting environment

ASP Prime

New Programs to link ISVs, ASPs and Hosting Partners

XSP Prime Connects ISVs to Hosters XSP Prime Connects ISVs to Hosters

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BUSINESS

IT

StrategicOutsourcing

Services

Integrated Technology Services

Business Innovation Services

Business Process Management ServicesWeb Hosting ServicesApplication Management ServicesIT Outsourcing Services

e-business Enablement ServicesIT Optimization ServicesSystems Management ServicesBusiness Continuity &

Recovery Services

e-business Strategy & Design Consulting

Digital Marketing & Branding

e-commerce ServicesSecurity & Privacy Services

Customer Relationship Management Enterprise Resource Planning

Supply Chain Management

Business Intelligence Services

Procurement Services

Web Application Development

e-business Skills DevelopmentCustom Systems Integration

Knowledge Management Services

HELP ME DO IT HELP ME DO IT MANAGE IT FOR MEMANAGE IT FOR MEWHAT SHOULD I DO ?WHAT SHOULD I DO ?

Networking & Connectivity ServicesHardware & Software Technical ServicesIT Product Training Services

IGS e-Business Offerings IGS e-Business Offerings

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Co-locationCo-location

ASP HostingASP Hosting

Web HostingWeb Hosting

144 centers worldwide144 centers worldwide Customers assume full admin. Customers assume full admin.

responsibilityresponsibility 24 x 7 network and facilities 24 x 7 network and facilities

monitoring/problem notificationmonitoring/problem notification Quick and easy entryQuick and easy entry

Designed to host bus. apps.Designed to host bus. apps. 2-tier contracts 2-tier contracts Wholesale, co-marketing or retail Wholesale, co-marketing or retail

partnerships possiblepartnerships possible Customization & setup for each Customization & setup for each

end userend user Specific sites devoted to ASP Specific sites devoted to ASP

hosting onlyhosting only

Designed to deliver content on webDesigned to deliver content on web e-Commerce app. with un-e-Commerce app. with un-

predictable volumespredictable volumes Contract & billing with one Contract & billing with one

customercustomer Customization once at app. Customization once at app.

DevelopmentDevelopment Located in Universal Server FarmsLocated in Universal Server Farms

IGS Hosting Offerings IGS Hosting Offerings

Cost - Complexity - I

nfrastru

cture

Cost - Complexity - I

nfrastru

cture

Size Size

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Hosting Advantage -- matching ISVs with Premier Hosting Partners

1. Online self assessment questionnaire with roadmaps for improvement

Guides the SP on enhancing their services Linked to enablement roadmap Open to IBM Service Provider BP members

2. On-site assessmentTwo to three day engagement to evaluate readinessCustomized deliverables with gap analysis reportCustomized roadmap of next steps to enhance service and/or

correct potential defiencies

3. PartnerWorld Premier Team Assessment

EnablementRoadmap

PartnerWorld Premier Service Provider

Core Service Provider DisciplinesSecurity and PrivacyCapacity and ScalabilityPerformanceCustomer SupportAvailabilityBackup and Recovery

Hosting Advantage Program

www.ibm.com/solutions/isp

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Strategic OutsourcingASP Hosting Services

Designed specifically for ASP environmentDistinct from Web HostingExamples of current hosting partners

Great PlainsSAPJD EdwardsSalesLogixOrcom

Ulitmate Software

ASP Partner

Help deskOperationsTech support

Client location

IGS ASP Hosting Offering IGS ASP Hosting Offering

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ASP Prime Solution Centers

9 locations worldwideBeaverton, OregonRochester, MinnesotaSan Mateo, CaliforniaWaltham, MassachusettsHursley, England

Sydney, AustraliaStuttgart, GermanyTokyo, JapanParis, France

Significant IBM InvestmentFace-to-face technical counseling Multi-platform hardware & toolsComplete ASP data centerPortfolio of offerings

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Help ISV’s anticipate business and technical impacts of ASP mode

Provide portfolio of program options Global ASP Solution Centers Choice of technology tracks Multiple HW platforms (UNIX, NT, AS/400)

Assess technical readiness of application for ASP deployment

Validate capability and scalability of application Provide go-to-market assistance for business

partners Foster open software standards and best practices

XSP Prime ObjectivesXSP Prime Objectives

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XSP Prime maximizes business value, minimizes risks and XSP Prime maximizes business value, minimizes risks and allows ISVs to deploy applications into an ASP environ-allows ISVs to deploy applications into an ASP environ-ment with confidence.ment with confidence.

XSP Prime maximizes business value, minimizes risks and XSP Prime maximizes business value, minimizes risks and allows ISVs to deploy applications into an ASP environ-allows ISVs to deploy applications into an ASP environ-ment with confidence.ment with confidence.

XSP Prime BenefitsXSP Prime Benefits

XSP Prime Solution Centers use well-defined XSP Prime Solution Centers use well-defined methodologies, processes, technology and expertisemethodologies, processes, technology and expertise

Allows early detection and fixing of problems based Allows early detection and fixing of problems based on unbiased view of the applicationon unbiased view of the application

Eliminates “hit and miss” method of achieving optimal Eliminates “hit and miss” method of achieving optimal configuration at ASP production siteconfiguration at ASP production site

Enables rapid deploymentEnables rapid deployment

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#1#1- Educate- Educate3 day ASP Business3 day ASP Business

Strategy WorkshopStrategy WorkshopAdvice on ASPAdvice on ASP

deployment strategydeployment strategyWhite papersWhite papersTutorials.comTutorials.comAccess to industryAccess to industry

vertical expertisevertical expertise

#1#1- Educate- Educate3 day ASP Business3 day ASP Business

Strategy WorkshopStrategy WorkshopAdvice on ASPAdvice on ASP

deployment strategydeployment strategyWhite papersWhite papersTutorials.comTutorials.comAccess to industryAccess to industry

vertical expertisevertical expertise

#5#5 - Launch - Launch e-Mark logoe-Mark logo Demand generationDemand generation

for eligible ISV’sfor eligible ISV’s Entry into GSDEntry into GSD Joint press releasesJoint press releases

#5#5 - Launch - Launch e-Mark logoe-Mark logo Demand generationDemand generation

for eligible ISV’sfor eligible ISV’s Entry into GSDEntry into GSD Joint press releasesJoint press releases

XSP Prime EngagementXSP Prime Engagement

assess application architectureassess application architecture engagement in ASP Prime Center toengagement in ASP Prime Center to

to enable applicationto enable application linkage to ASP hosterlinkage to ASP hoster

XSP Prime ProcessXSP Prime Process

The Five Steps to Launch:The Five Steps to Launch:

#2#2AssessAssess

#2#2AssessAssess

#3#3EnableEnable

#3#3EnableEnable

#4#4HostHost#4#4

HostHost

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Business Strategy Workshop Business Strategy Workshop

Designed to help ISVs answer these questions:Designed to help ISVs answer these questions: What are the potential opportunities or threats What are the potential opportunities or threats

ASP represents to my organization?ASP represents to my organization? Do we have application assets that downstream Do we have application assets that downstream

customers or suppliers would value in a sub-customers or suppliers would value in a sub-scription model?scription model?

What would my ASP value proposition be?What would my ASP value proposition be? How do I choose the right target markets?How do I choose the right target markets? What should my ASP pricing and channel What should my ASP pricing and channel

strategy be?strategy be? Where do I need to make strategic partnerships?Where do I need to make strategic partnerships?

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Building the ASP Business Plan Building the ASP Business Plan

The Workshop will help fill in the blanks:

Year 1 Year 2 Year 3

Number of Companies

Number of Seats

Geographies Supported

Applications Launched

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ASP Prime Solution Centers --Four Tracks

Unix & Windows 2000 ASP Citrix FastStart for Windows Developers

Target Applications: Legacy to web (transaction oriented) Platform: Windows NT/2000 + Citrix Metaframe/NFuse

ASP FastStart for Domino DevelopersTarget Applications: Domino (collaboration)Platform: Windows NT/200, AIX + Domino (LHMS/DIH)

ASP FastStart for Application Framework Developers Target Applications: Web-Up & Legacy to Web (transaction oriented) Platform: Windows NT/2000, AIX + AFe + Billing/Provisioning System

AS/400ASP FastStart for OS/400 Developers

Target Applications: AS/400

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Phase 0Phase 0 Phase 1Phase 1

Phase 2Phase 2 Phase 3Phase 3

Phase 4Phase 4

Is app. ready?Is app. ready? Bus.& tech. assess-Bus.& tech. assess- mentment Execute agreementExecute agreement Schedule engagementSchedule engagement

Configure system Configure system ISV visits CenterISV visits Center Install applicationInstall application Functional testFunctional test Build client testBuild client test suitesuite

Educate on billing,Educate on billing, user mgmt, SLAs,user mgmt, SLAs, provisioning, se-provisioning, se- curity curity Select landing padSelect landing pad

Multi-user capabilityMulti-user capability testing testing Develop benchmarkDevelop benchmark Scalability & loadScalability & load

testing testing Performance analysisPerformance analysis and app. tuningand app. tuning Network tuning, WANNetwork tuning, WAN testing (CHAI Lab)testing (CHAI Lab)

XSP Prime Enablement PhasesXSP Prime Enablement Phases

Typical Engagement = 3 to 5 weeksTypical Engagement = 3 to 5 weeks

Refer to SPC for Refer to SPC for

web enablement orweb enablement or

other IBM programsother IBM programs

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Phase 1- Objectives and Activities Phase 1- Objectives and Activities

Install base hardware and software Install base hardware and software ASP PrimeASP Prime

Install application softwareInstall application software ISV (on site)ISV (on site)

Install demo to test functionalityInstall demo to test functionality ISV (on site)ISV (on site)

Run the demoRun the demo ISV (on site)ISV (on site)

Transfer of knowledge on Transfer of knowledge on Application installationApplication installation ISV/ASP PrimeISV/ASP Prime

Develop Installation guide Develop Installation guide ASP PrimeASP Prime

Determine that the application installs and Determine that the application installs and functions appropriately on the offering hardware functions appropriately on the offering hardware and operating environmentand operating environment

Determine that the application installs and Determine that the application installs and functions appropriately on the offering hardware functions appropriately on the offering hardware and operating environmentand operating environment

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Quality ofQuality of

ServiceService

Billing &Billing &

ProvisioningProvisioning

SecuritySecuritySystemsSystems

Mgmt.Mgmt.

Hi Hi

AvailabilityAvailability

IBM has the products and expertiseIBM has the products and expertise

to help you architect for ASP successto help you architect for ASP success

IBM has the products and expertiseIBM has the products and expertise

to help you architect for ASP successto help you architect for ASP success

IBM Products:IBM Products: TivoliTivoli LHMSLHMS WebsphereWebsphere DB2DB2 Netfinity ClusterNetfinity Cluster

ProvenProven

IBM Knowledge:IBM Knowledge: Firewall, VPNs,Firewall, VPNs,

security devicessecurity devices Billing/provisioningBilling/provisioning

partnershipspartnerships

Portal, AppWiredPortal, AppWired ClusteringClustering Load balancingLoad balancing Best practicesBest practices

Phase 2 - Phase 2 - Hosting EducationHosting Education

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Develop end user scenariosDevelop end user scenarios ISV/ASP PrimeISV/ASP Prime

Develop typical mix of usersDevelop typical mix of users ISV/ASP PrimeISV/ASP Prime

Define performance metricsDefine performance metrics ISV/ASP PrimeISV/ASP Prime

Agree on response time criteriaAgree on response time criteria ISV/ASP PrimeISV/ASP Prime

Develop benchmarkDevelop benchmark ASP PrimeASP Prime

Develop load generation Develop load generation ASP PrimeASP Primecapabilitycapability

Develop and test the multi-user test capability Develop and test the multi-user test capability of the ISV software under a representative loadof the ISV software under a representative load

Develop and test the multi-user test capability Develop and test the multi-user test capability of the ISV software under a representative loadof the ISV software under a representative load

Phase 3 - Objectives and Activities Phase 3 - Objectives and Activities

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Run multi-user testRun multi-user test XSP PrimeXSP Prime

Identify and relieve bottlenecksIdentify and relieve bottlenecks XSP Prime XSP Prime as load is increasedas load is increased

Determine the optimal configurationDetermine the optimal configuration XSP Prime XSP Prime that supports maximum throughput that supports maximum throughput under acceptable response timeunder acceptable response time support on ISV softwaresupport on ISV software

Measure the maximum level of application Measure the maximum level of application software scalability under a representative end-software scalability under a representative end-user loaduser load

Measure the maximum level of application Measure the maximum level of application software scalability under a representative end-software scalability under a representative end-user loaduser load

Phase 4 - Objectives and Activities Phase 4 - Objectives and Activities

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Database Server utilization

0

5

10

15

20

25

25users

50users

75users

100users

150users

200users

250users

300users

350users

400users

450users

500users

Number of concurrent users

Per

cen

t

%usr

%sys

““Knee of the Curve” Knee of the Curve”

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Program Deliverables Program Deliverables

ISV Readiness and Performance ReportISV Readiness and Performance Report Summary of performance resultsSummary of performance results Performance evaluation methods and metricsPerformance evaluation methods and metrics Performance Results:Performance Results:

ThroughputThroughput Response timeResponse time Maximum users supportedMaximum users supported Resource utilization - CPU, Memory, disk I/O, Local area network I/O Resource utilization - CPU, Memory, disk I/O, Local area network I/O

SummarySummary Statement of readiness - ISV software is capable of running Statement of readiness - ISV software is capable of running

multi-users at measured maximum level of performance multi-users at measured maximum level of performance Types of bottlenecks identified and relievedTypes of bottlenecks identified and relieved Performance sensitivities to resources - CPU, Memory and I/OPerformance sensitivities to resources - CPU, Memory and I/O Suggestions for future architectural changes and improvementsSuggestions for future architectural changes and improvements Complete installation guide for use by selected hoster Complete installation guide for use by selected hoster

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IBM’s e-Mark Logo and IBM’s e-Mark Logo and ASP Enabled TM:ASP Enabled TM:

Sign of quality and valueSign of quality and value Your “Goodhousekeeping Your “Goodhousekeeping

Seal of Approval”Seal of Approval” Applied to your applica-Applied to your applica-

tion’s entry in the Global tion’s entry in the Global Software DirectorySoftware Directory

Can be used on your e-Can be used on your e-business websitebusiness website

Program Deliverables Program Deliverables

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Cisco AIP Model Optional EngagementCisco AIP Model Optional Engagement

Cisco AIP ModelCisco AIP ModelPartnership with IBM to test how applications Partnership with IBM to test how applications perform under various network configurationsperform under various network configurations eliminate network architecture bottleneckseliminate network architecture bottlenecks take advantage of Cisco Powered Network featurestake advantage of Cisco Powered Network features

Lab Technologies and Equipment:Lab Technologies and Equipment: Backend features: Cisco Cache Engine, Local Director, etc.Backend features: Cisco Cache Engine, Local Director, etc. Backbone feature:Backbone feature: Routers, Switches, AggregatorsRouters, Switches, Aggregators Point-of-Presence and Access features between ISP POP Point-of-Presence and Access features between ISP POP

site and clientsite and client End to end features implemented across entire networkEnd to end features implemented across entire network IBM servers and softwareIBM servers and software

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Next StepsNext StepsEligibility:Eligibility:

Application must be web-enabled, production ready

Membership in PartnerWorld for Developers

Willing to deploy using IBM products or services

Willing to select IBM hosting partners, IGS or self host on IBM

Next Steps:Next Steps:

Technical and Business AssessmentTechnical and Business Assessment

Finalize XSP Prime AgreementFinalize XSP Prime Agreement

Select track and schedule visitSelect track and schedule visit

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How to join PartnerWorld:How to join PartnerWorld: www.develop.ibm.com/member/register/how2joinwww.develop.ibm.com/member/register/how2join

How to join Service Providers for e-Business:How to join Service Providers for e-Business: www.ibm.com/software/partnerweb/nawww.ibm.com/software/partnerweb/na Select “Program Information”Select “Program Information” Select “Service Providers for e-Business Initiative”Select “Service Providers for e-Business Initiative” Select “Join the InitiativeSelect “Join the Initiative

XSP Prime Website:XSP Prime Website: www.developer.ibm.com/xspprimewww.developer.ibm.com/xspprime Also check www.ibm.com/solutions/ispAlso check www.ibm.com/solutions/isp

XSP Prime Business Development Exec:XSP Prime Business Development Exec: David_Gray@UK.IBM.COM David_Gray@UK.IBM.COM Tele 023 92563497Tele 023 92563497

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