RollOut Plan Fujitsu Dynamic Cloud Mark Verheijke 0

Roll-Out Plan Fujitsu Dynamic Cloud Mark Verheijke 0 Copyright 2011 FUJITSU

Anyone in need for a wash? s s s s 1 Copyright 2011 FUJITSU

15 ways to tell it's not cloud computing – Checklist 1 James Governor n If you peel back the label and its says "Grid" or "OGSA" underneath … its not a cloud n If you need to send a 40 page requirements document to the vendor then … it is not cloud n If you can’t buy it on your personal credit card … it is not a cloud n If they are trying to sell you hardware … its not a cloud n If there is no API … its not a cloud n If you need to rearchitect your systems for it … Its not a cloud n If it takes more than ten minutes to provision … its not a cloud n If you can't deprovision in less than ten minutes … its not a cloud n If you know where the machines are … its not a cloud n If there is a consultant in the room … its not a cloud n If you need to specify the number of machines you want upfront … its not a cloud n If it only runs one operating system … its not a cloud n If you can't connect to it from your own machine … its not a cloud n If you need to install software to use it … its not a cloud n If you own all the hardware … its not a cloud n If it takes 20 slides to explain … its not a cloud 2 Copyright 2011 FUJITSU

IDC Cloud Services Definition – Checklist 2 Cloud computing is A standardized IT capability (services, software, or infrastructure) delivered via Internet technologies in a pay-per-use, self-service way 3 Copyright 2011 FUJITSU

Fujitsu's Value Proposition for the customer & partner It is not public, it is trusted cloud! Fujitsu Dynamic Cloud n Made in Germany n Lean Japanese IT service management n Operation from a German data center inline with EU law n Global player and trusted advisor Clear statutory framework for cloud computing Own pricing Ready for Saa. S partner offerings Webportal with partner branding 4 Copyright 2011 FUJITSU

Server as a Service/ Storage as a Service Product Overview Basis – Virtual Server Hardware List pric e 0. 50 € p. h 160. 00 €. p. m. Dedicated Server CPU: 1 x 2. 0 GHz (extendable up to 4 CPUs) RAM: 2 GB (extendable up to 24 GB) System partition: 40 GB Data partition (extendable up to 1. 5 TB GB/HDD) Hardware (PRIMERGY) Additional Options List pric e: 624. 00 € p. m. CPU: 2 x Quad-Core 1 x Quad Core RAM: 16 GB/32 GB System partition 2 x 73 GB Data partition Virtualization layer Customer can upload VM-Clone Additional Options Option: Selection of Operating system with OS-Management Boot process from local hard disk Customer can upload VM-Clone Economy Productivity High Performance Typical usage Backup data, Sequential read/write Technical parameters SATA, 1 TB 7, 2 k, RAID 5 7+1 File, web-services, medium size applications Technical parameters Price/GB / month 0. 26 € SAS, 450 GB 15 k, RAID 5 3+1 5 Database, Logfiles Technical parameters Price/GB / month 0. 37 € SAS, 300 GB 15 k, RAID 10 Price/GB / month 0. 90 € Copyright 2011 FUJITSU

Our Iaa. S Offering – proof points for trusted cloud Network connection n Type of WAN connection n Type of encryption n Bandwidth n Availability Additional functionality Your virtual datacenter Server as a Service n n n Secure Access Secure web services Proxy services Data encryption Managed Services Storage as a Service Dynamic Cloud Infrastructures n n n Server type Performance Operating system Backup SLA n PRIMERGY BX 400 with Backup as a Service n Managed Storage Turnkey Packages n PRIMERGY Vmware/Hyper-V bundles with Storage/Compute power on demand 6 n n n Access point Storage class Access type Snapshot/backup SLA Copyright 2011 FUJITSU

Our Partner model is Channel friendly at puts the customer in the middle Deliver cloud services Data center Customers site Manage cloud services Offer value add services Partner site Highlights Benefits USPs Proof points n Make use of new business models n Build on Fujitsu as partneroriented company n Benefit from R&D capacities Fujitsu offers n Highest security standards n Realize higher margins (about 32%) n Offer own value-added services on top with own branding and pricing n Be contract partner and customer interface n Partners already offer additional Iaa. S services like ERP systems, databases, applications, backup services, etc. n Free trainings and support for partners n Try & Buy program 9 Copyright 2011 FUJITSU

Two different Partner Contract Models – the choice is with the partner Indirect Model Partner hold contracts Commission Model Fujitsu holds contracts Customer X Partner A Customer Y Customer X Customer Z Fujitsu Customer 1 Partner B Customer Z Customer 2 Partner B Customer 3 Registered Partner Customer Y Select Partner 10 Select Expert Copyright 2011 FUJITSU

Fujitsu FJ Marketplace Our new Partner Model especially for ISV's enables them to offer their SW “as a Service” ISV X€ per month/user Customer Revenue share w/o FJ Marketplace Revenue share w/ FJ Marketplace Easy (Virtual Plain server, Standard SLA) 25% 30% Medium (Virtual Windows server, Silver SLA) 30% 35% 40% 45% Offering BES Individual (Dedicated server, Silver SLA) 11 Copyright 2011 FUJITSU

System Integrator Partner Sigma is releasing the “IT burden” of PHOTO 24 "Fujitsu offers us advantages in business administration and reduces the burden on our internal IT resources" Partner Characteristics: n n Know-How (certifications) Application skills Database skills Dedicated people (sales, pre-sales) n Business plan & commitment Katja Mäding, Head of Production and Organization Photo 24 12 Copyright 2011 FUJITSU

Solution Partner RTT is challenging Reality – e. g. for Opel Partner Benefits: n Dynamic IT infrastructure for entering the Saa. S market n Very short customer acquisition periods and project setups n Using dedicated graphic power combined with shared server and storage resources (Hybrid Cloud model) n RTT provides vertical solution skills 13 Copyright 2011 FUJITSU

Independent Software Vendor VERPURA wants to offer their software "as a service" Partner Characteristics: n Cloud/ Saa. S as a new sales and delivery channel n Not bound to traditional license business n Globalization strategy n Sees marketplace as a strategic element "We are getting Saa. S request nearly every day and are looking for a partner who supports us" CEO of an ISV 14 Copyright 2011 FUJITSU

If we do it right … Creative Commons Attribution-No. Derivs 2. 0 License. von Oliver Widder 18 Copyright 2011 FUJITSU

19 Copyright 2011 FUJITSU