tag:blogger.com,1999:blog-41023078001599049202024-03-14T00:17:07.504+01:00Club Cloud des Partenaires - Le BlogLe Blog du Club Cloud des Partenaires: veille et partage sur le Cloud Business.Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comBlogger113125tag:blogger.com,1999:blog-4102307800159904920.post-2386034912134937632015-06-10T11:02:00.000+02:002015-06-10T11:02:09.390+02:00Les Mains dans le Digital - Inbound Marketing & Social Selling - Partage d'expérience - Loic Simon<br />
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" /> </div>
<br />
Après une <a href="http://clubcloud.blogspot.co.uk/2015/05/curation-inboundmarketing-socialselling.html">première série de sessions de partage d'expérience</a> (bonne et moins bonne) dans l'<b>exploitation des outils du numérique pour le marketing et la vente B2B, </b>je remets le couvert en ce mois de juin en compagnie de :<br />
<ul>
<li>collaborateurs de l'entité de Tech Data Azlan chargée des relations avec les partenaires IBM (merci à Catherine Laforêt pour l'organisation !) </li>
<li>Benoit Debiais, en charge du Cloud chez Tech Data </li>
<li>François Levelut, IBMer en charge de... Tech Data !</li>
</ul>
Notre objectif est aussi de préparer et affiner de futures sessions du type "<b>Les Mains dans le Digital</b>" pour les VARs, ESNs, Intégrateurs, éditeurs et autres partenaires-clients Tech Data. <br />
<br />
Cette fois-ci, nous ramassons les sujets dans 2 sessions d'1h30 au lieu de 3x1h (euh, finalement, ce sera 2x1h car il faut bien déjeuner!):<br />
<ol>
<li><b>Inbound Marketing, </b>comment se différencier et générer plus de leads prêts à acheter<b>.</b></li>
<li><b>Social Selling, </b>comment provoquer l'intérêt des prospects et les convertir en clients<b>.</b></li>
</ol>
Retrouvez ci-dessous les supports (inexploitables seuls, désolé !) que j'utilise dans le cadre de ces teasers <b>"Les Mains dans le Digital"</b>.<br />
<br />
<h3>
Inbound Marketing </h3>
<iframe allowfullscreen="" frameborder="0" height="485" marginheight="0" marginwidth="0" scrolling="no" src="//www.slideshare.net/slideshow/embed_code/key/pfZhXxnYUMdqTn" style="border-width: 1px; border: 1px solid #CCC; margin-bottom: 5px; max-width: 100%;" width="595"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://www.slideshare.net/ClubAlliances/inbound-marketing-les-mains-dans-le-digital-1-loic-simon" target="_blank" title="Inbound Marketing - Les Mains dans le Digital #1 - Loic Simon">Inbound Marketing - Les Mains dans le Digital #1 - Loic Simon</a> </b> from <b><a href="https://www.slideshare.net/ClubAlliances" target="_blank">IBM - Club Alliances</a></b> </div>
<h3>
Social Selling</h3>
<iframe allowfullscreen="" frameborder="0" height="485" marginheight="0" marginwidth="0" scrolling="no" src="//www.slideshare.net/slideshow/embed_code/key/5qj0DXC8w4Z18g" style="border-width: 1px; border: 1px solid #CCC; margin-bottom: 5px; max-width: 100%;" width="595">
</iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://www.slideshare.net/ClubAlliances/social-selling-les-mains-dans-le-digital-n2-loic-simon" target="_blank" title="Social Selling - Les Mains dans le Digital N°2 - Loic Simon">Social Selling - Les Mains dans le Digital N°2 - Loic Simon</a> </b> from <b><a href="https://www.slideshare.net/ClubAlliances" target="_blank">IBM - Club Alliances</a></b> </div>
<br />
N'hésitez-pas à me contacter si
vous désirez, vous aussi, informer, former, "enabler", pousser vos
collègues, collaborateurs, partenaires, clients, fournisseurs,
écosystèmes... dans les mondes "disruptifs" du <b>Social Selling</b> (ça parle mieux aux "vendeurs") ET (ensemble) de l'<b>Inbound Marketing</b> (ça parle mieux aux "marketeurs").<br />
<br />
<div>
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;" target="_blank"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" style="display: inline; float: right; margin-bottom: 1rem; margin-left: 1rem; max-width: 580px;" /></a></div>
<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
lsimon@aspaway.fr, loicsim@gmail.com<br />
<span data-isfreecall="false" data-ismobile="false" data-isrtl="false" data-numbertocall="+33676754071" dir="ltr" tabindex="-1"><span dir="ltr">06 76 75 40 71</span></span><br />
<a href="http://twitter.com/loicsim" target="_blank">@loicsim</a> <a href="http://twitter.com/cluballiances" target="_blank">@cluballiances</a> <a href="http://twitter.com/aspaway" target="_blank">@aspaway</a><br />
<br />
<a href="http://fr.linkedin.com/in/loicsimonibm" target="_blank"> </a><br />
<a href="http://fr.linkedin.com/in/loicsimonibm" target="_blank"> </a><br />
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-3625883520833172062015-05-12T19:35:00.000+02:002015-05-12T19:35:09.167+02:00Les Détachés du Numérique : Curation, Inbound Marketing, Social Selling - Partage d'expérience - Loic Simon<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiOkaUttxppDceC49ea5cqKRjKqP8ueu23zMEV64zuWqzSgmxgaaYh_TryPBsnjyT23jJfncJE7ra54KD1oByWm66zOrmvE7DbMOarKB892bzNT5sgsdblqkilE-qrZCMKFYp9Ro_YkNWE/s1600/Curation_Inbound_Marketing_Social_Selling.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="189" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiOkaUttxppDceC49ea5cqKRjKqP8ueu23zMEV64zuWqzSgmxgaaYh_TryPBsnjyT23jJfncJE7ra54KD1oByWm66zOrmvE7DbMOarKB892bzNT5sgsdblqkilE-qrZCMKFYp9Ro_YkNWE/s200/Curation_Inbound_Marketing_Social_Selling.png" width="200" /></a></div>
Facilitée par le Cloud et par ses usages innovants, la <b>transformation numérique</b> touche toutes les industries, tous les métiers, toutes les professions.<br />
<br />
<b>Le marketing, le business development, la vente</b> "subissent" eux aussi une transformation "en profondeur.<br />
<br />
Accompagnant ce mouvement de fond, <b>de nouveaux "buzzwords"</b> éclosent régulièrement pour marquer et communiquer cette transformation vers le <b>"digital".</b><br />
<br />
M'appuyant sur mes 10 années d'évangélisme SaaS et Cloud auprès de l'écosystème IT, je viens de préparer et d'animer 3 sessions de partage d'expérience (bonne et moins bonne) dans l'<b>exploitation des outils du numérique pour le marketing et la vente B2B.</b><br />
<br />
J'ai choisi de structurer ces sessions autour de 3 expressions à la mode en cette année 2015:<br />
<ol>
<li><b>Curation</b> </li>
<li><b>Inbound Marketing</b></li>
<li><b>Social Selling</b></li>
</ol>
Retrouvez ci-dessous les supports (inexploitables seuls, désolé !) que j'utilise dans le cadre des formations "<b>Les Détachés du Numérique</b>".<br />
<br />
Ces sessions d'enablement (buzzword) visent les IBMers qui s'occupent (vente, marketing, bizdev...) de partenaires commerciaux ou qui, comme moi, sont détachés chez des partenaires. Moyennant un changement de titre, elles s'adressent aussi à tout collaborateur d'une entreprise (plutôt B2B).<br />
<br />
N'hésitez-pas à me contacter - <b>Loic Simon, 06 76 75 40 71</b> - si vous désirez, vous aussi, informer, former, "enabler", pousser vos collègues, collaborateurs, partenaires, clients, fournisseurs, écosystèmes... dans les mondes "disruptifs" (buzzword) du <b>Social Selling</b> (ça parle aux "vendeurs") et de l'<b>Inbound Marketing</b> (ça parle aux "marketeurs").<br />
<br />
<iframe allowfullscreen="" frameborder="0" height="485" marginheight="0" marginwidth="0" scrolling="no" src="//www.slideshare.net/slideshow/embed_code/key/3MiwA4pvvpoJdU" style="border-width: 1px; border: 1px solid #CCC; margin-bottom: 5px; max-width: 100%;" width="595"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://www.slideshare.net/ClubAlliances/veille-et-curation-les-dtachs-du-numrique-1-loic-simon" target="_blank" title="Veille et curation - Les Détachés du Numérique #1 - Loic Simon">Veille et curation - Les Détachés du Numérique #1 - Loic Simon</a> </b> from <b><a href="https://www.slideshare.net/ClubAlliances" target="_blank">IBM - Club Alliances</a></b> </div>
<br />
<iframe allowfullscreen="" frameborder="0" height="485" marginheight="0" marginwidth="0" scrolling="no" src="//www.slideshare.net/slideshow/embed_code/key/LfSwI9TdUqeuPO" style="border-width: 1px; border: 1px solid #CCC; margin-bottom: 5px; max-width: 100%;" width="595"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://www.slideshare.net/ClubAlliances/inbound-marketing-les-dtachs-du-numrique-2-loic-simon" target="_blank" title="Inbound marketing - Les Détachés du Numérique #2 - Loic Simon">Inbound marketing - Les Détachés du Numérique #2 - Loic Simon</a> </b> from <b><a href="https://www.slideshare.net/ClubAlliances" target="_blank">IBM - Club Alliances</a></b> </div>
<br />
<iframe allowfullscreen="" frameborder="0" height="485" marginheight="0" marginwidth="0" scrolling="no" src="//www.slideshare.net/slideshow/embed_code/key/2RyPQNpfCJzw1Q" style="border-width: 1px; border: 1px solid #CCC; margin-bottom: 5px; max-width: 100%;" width="595"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://www.slideshare.net/ClubAlliances/social-selling-les-dtachs-du-numrique-3-loic-simon" target="_blank" title="Social Selling - Les Détachés du Numérique #3 - Loic Simon">Social Selling - Les Détachés du Numérique #3 - Loic Simon</a> </b> from <b><a href="https://www.slideshare.net/ClubAlliances" target="_blank">IBM - Club Alliances</a></b> </div>
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-87822665378597464842015-02-05T13:14:00.000+01:002015-02-05T13:14:35.684+01:003 critères de choix d'un infogéreur Cloud - 12 témoignages video #SaaSDiscute<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjf_JphAf6exhz2ifE9xJVEwXm1FEZIDOtPRVwGQBvH7dLAZQhGTOd7myqPlpnuJzz8IyjQl94l-8NtvmPqMe0OEevJjmC63rBwGItjuthy5zK5H8hV4_eSdcfXIthZ9VDtQz9v4B2UvPM/s1600/clouds-cloudy-reflections-3815-525x350.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjf_JphAf6exhz2ifE9xJVEwXm1FEZIDOtPRVwGQBvH7dLAZQhGTOd7myqPlpnuJzz8IyjQl94l-8NtvmPqMe0OEevJjmC63rBwGItjuthy5zK5H8hV4_eSdcfXIthZ9VDtQz9v4B2UvPM/s1600/clouds-cloudy-reflections-3815-525x350.jpg" height="213" width="320" /></a></div>
Que vous soyiez DSI, CTO ou dirigeant d'un éditeur de logiciels, vous voulez vous concentrer encore plus sur le <b>support à l'innovation</b> et la fourniture de services et de <b>solutions métiers</b>.<br />
<br />
Comme nos panelistes <a href="http://aspaway.blogspot.fr/2015/01/saasdiscute-60-temoignages-video-10-articles.html"><b>#SaaSDiscute</b></a>, <b>vous sous-traitez</b> donc de plus en plus la responsabilité des architectures et des infrastructures techniques<b> à des infogéreurs et à des hébergeurs</b> (eux-mêmes de plus en plus "Cloud").<br />
<br />
Vous comptez sur eux pour assurer la disponibilité, la sécurité, la performance et le déploiement rapide de vos applications.<br />
<br />
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/cKNUNx_4WLY" width="560"></iframe>
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/2jfJMwSfsxo" width="560"></iframe>
<br />
<h3>
</h3>
<h3>
Comment tirer profit d'un infogéreur Cloud? </h3>
<br />
Je vous suggère 3 critères pour évaluer la pertinence et les services de votre futur partenaire:<br />
<ol>
<li>L<b>'expertise</b> dans l'infogérance et l'hébergement applicatif </li>
<li>La <b>proximité</b> humaine, technique et culturelle</li>
<li>L'<b>accompagnement</b>, depuis la conception jusqu'à l'exploitation dans la durée</li>
</ol>
<br />
<ol>
</ol>
<h3>
[1] Expertise dans l'infogérance et l'hébergement applicatif</h3>
<br />
Face à la complexité grandissante des architectures et des infrastructures IT, vous n'avez pas les moyens d'avoir en interne des experts de tous les domaines.<br />
<br />
Choisissez un spécialiste expérimenté et "industriel" de l'infogérance et de l'hébergement de logiciels de gestion, et notamment d'applications critiques tels que les ERP, les solutions métiers, les éditeurs de logiciels...<br />
<br />
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/b3_ApXulWZA" width="560"></iframe>
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/kOV5l2MxpZc" width="560"></iframe>
<br />
<h3>
<b> </b></h3>
<h3>
<b>[2] Proximité humaine, technique et culturelle</b></h3>
<br />
Externaliser la production d'applications critiques à la bonne marche de
l'entreprise requiert une forte adaptation du prestataire à VOS
objectifs et à vos contraintes (techniques, réglementaires, humaines,
etc...).<br />
<br />
Appuyez-vous sur une structure capable de prendre en compte <b>vos besoins spécifiques</b> et d'y apporter des <b>solutions et des SLA (service level agreement) adaptés</b>.<br />
<br />
D'où l'importance des <b>équipes d'architectes, de chefs de projets, de service managers et de support </b>que votre infogéreur cloud pourra aligner face à vous.<br />
<br />
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/hLPqh_hrjNE" width="560"></iframe>
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/X96amDFhgZY" width="560"></iframe>
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/YepPMx5nv20" width="560"></iframe>
<br />
<h3>
</h3>
<h3>
[3] Accompagnement, depuis la conception jusqu'à l'exploitation </h3>
<br />
A l'heure où le Cloud déferle dans les entreprises et supporte/entraîne la "transformation numérique" des métiers, privilégiez des solutions d'infogérance et d'hébergement cloud <b>à la fois interchangeables, évolutives et pérennes.</b><br />
<br />
Recourez à un prestataire capable de vous accompagner dans le temps (migration, déploiement, support, nouveaux usages...) et dans l'espace (France, international...) en s'entourant lui-même d'un écosystème de partenaires et de fournisseurs spécialisés, industriels et innovants.<br />
<br />
Si vous êtes un éditeur, choisissez une société rompue à l'<b>accompagnement vers un modèle de business SaaS!</b><br />
<br />
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/8EGAMwmAhwk" width="560"></iframe>
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/gChOAAuqzaY" width="560"></iframe>
<br />
<h3>
<b> </b></h3>
<h3>
<b>Aspaway: infogéreur de Cloud hybride pour éditeurs et entreprises</b></h3>
<br />
Voici la minute de pub pour <a href="http://aspaway.fr/">Aspaway</a> qui, vous l'avez deviné, correspond plutôt bien aux 3 critères ci-dessus!<br />
<br />
En effet, Aspaway:<br />
<ul>
<li>met ses <b>14 ans d'expérience</b> et ses équipes d'architectes, de chefs de projets, de service managers et de support (service desk) au service des éditeurs et des DSI qui externalisent l'hébergement d'applications de gestion ou de plateformes SaaS.</li>
<li>se focalise exclusivement sur son métier d'<b>infogéreur de cloud</b>, spécialiste de l'hébergement, des architectures, des infrastructures et des plateformes de cloud <b>privé, public, hybride.</b></li>
<li>s'appuie sur un <b>partenariat fort avec IBM</b> et de fortes compétences autour de SoftLayer, VMWare, Citrix, Oracle, Microsoft... pour apporter des <b>solutions personnalisées</b> <b>en France </b>(3 datacenters en France) comme <b>dans l'ensemble du monde (40 datacenters).</b></li>
<li>héberge les applications et les plateformes SaaS de plus de <b>70 éditeurs métiers</b> dont il sait accompagner la <b>migration vers la vente et la délivrance de solutions en mode SaaS.</b></li>
</ul>
<br />
<ul>
</ul>
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/JZ5YgiErUkE" width="560"></iframe>
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/e80xIUYFdLg" width="560"></iframe>
<iframe allowfullscreen="" frameborder="0" height="315" src="https://www.youtube.com/embed/UF0d6BOICFA" width="560"></iframe>
<br />
<h3>
<b> </b></h3>
<h3>
<b>Besoin de plus d'informations? </b></h3>
<ol>
<li><b><a href="http://aspaway.fr/">Demandez à rencontrer un expert Aspaway</a>. </b></li>
<li>
<b><a href="http://aspaway.blogspot.fr/2015/01/saasdiscute-60-temoignages-video-10-articles.html">Accédez à mes précédents articles #SaaSDiscute.</a></b><b> </b></li>
<li><b><a href="https://www.youtube.com/playlist?list=PLR7bMOopDfajcMdn9ucEVYnnWhaVABqvs">Visionnez toutes les vidéos #SaaDiscute.</a></b><b> </b></li>
<li><b>Retrouvez ma veille sur le Cloud et son écosystème:</b></li>
</ol>
<ul>
<li><b>Twitter : </b><a href="http://twitter.com/loicsim">@loicsim</a> <a href="http://twitter.com/cluballiances">@cluballiances</a> <a href="http://twitter.com/aspaway">@aspaway</a></li>
<li><b>LinkedIn : </b><a href="https://www.linkedin.com/company/aspaway">page Aspaway </a></li>
</ul>
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" height="200" width="134" /></a></div>
<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
<span class="skype_c2c_container notranslate" data-isfreecall="false" data-ismobile="false" data-isrtl="false" data-numbertocall="+33676754071" dir="ltr" id="skype_c2c_container" tabindex="-1"><span class="skype_c2c_highlighting_inactive_common" dir="ltr"><span class="skype_c2c_textarea_span" id="non_free_num_ui"><img class="skype_c2c_logo_img" height="0" src="resource://skype_ff_extension-at-jetpack/skype_ff_extension/data/call_skype_logo.png" width="0" /><span class="skype_c2c_text_span">06 76 75 40 71</span></span></span></span><br />
<a href="http://twitter.com/loicsim">@loicsim</a> <a href="http://twitter.com/cluballiances">@cluballiances</a> <a href="http://twitter.com/aspaway">@aspaway</a><br />
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<b> </b>Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-20445273296461257262014-06-16T08:28:00.002+02:002014-06-16T08:28:40.959+02:0024 et 27 juin: SaaS Discute Saison 2 - Les métiers de l'entreprise face au Cloud<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEisqFPgBgiLIKBtMeA8_DczQo2vHALAjC1wFBFxm9_GtMBPDBTjINuBU5rZSRxt3fgLaN6nDZTYcZynTZZ7LAPUtMnKJAYzzE7lF_EZ7-Lj0vsx7Kaye-ZRNW4dG0tZtokqpn-DStryGIo/s1600/SaaS+Discute+Saison+2.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEisqFPgBgiLIKBtMeA8_DczQo2vHALAjC1wFBFxm9_GtMBPDBTjINuBU5rZSRxt3fgLaN6nDZTYcZynTZZ7LAPUtMnKJAYzzE7lF_EZ7-Lj0vsx7Kaye-ZRNW4dG0tZtokqpn-DStryGIo/s1600/SaaS+Discute+Saison+2.jpg" height="200" width="133" /></a></div>
Après une première saison focalisée sur <a href="http://aspaway.blogspot.fr/2014/03/saas-discute-exploitez-debats-et.html">la transformation des éditeurs de logiciels vers le Cloud et le SaaS</a>, "<b><a href="http://techtoc.tv/saasdiscute-saison1">SaaS Discute</a></b>" est revenu ce semestre pour aborder<b> la transformation par le Cloud des
métiers dans l'entreprise. </b><br />
<br />
Les derniers épisodes de la saison 2 de SaaS Discute se tournent :<i> </i><br />
<ul>
<li><i>24 juin matin :</i> <span style="text-decoration: underline;"><a href="http://techtoc.tv/event/7782/cloud--entreprise-collaborative-et-gouvernance/saas--l-ecosysteme-des-solutions-logicielles-dans-le-cloud/les-directions-marketing-et-commerciales-face-au-cloud-et-au-saas" target="_blank"><b>Marketing et Ventes (DM & DC) </b></a></span></li>
<li><i>24 juin après-midi</i> : <span style="text-decoration: underline;"><a href="http://techtoc.tv/event/7784/cloud--entreprise-collaborative-et-gouvernance/saas--l-ecosysteme-des-solutions-logicielles-dans-le-cloud/les-drh-face-au-cloud-et-au-saas" target="_blank"><b>Gestion des Ressources Humaines (DRH)</b></a></span></li>
<li><i>27 juin matin :</i><b> </b><span style="text-decoration: underline;"><a href="http://techtoc.tv/event/7785/cloud--entreprise-collaborative-et-gouvernance/saas--l-ecosysteme-des-solutions-logicielles-dans-le-cloud/les-daf-face-au-cloud-et-au-saas" target="_blank"><b>Administration, Finances et Achats (DAF)</b></a></span></li>
<li><i>27 juin <i>après-midi</i> :</i> <span style="text-decoration: underline;"><a href="http://techtoc.tv/event/7786/cloud--entreprise-collaborative-et-gouvernance/saas--l-ecosysteme-des-solutions-logicielles-dans-le-cloud/les-dsi-et-les-cto-face-au-cloud-et-au-saas" target="_blank"><b>Technologies & Systèmes d’Information (DSI)</b></a></span></li>
</ul>
<span style="text-decoration: underline;"><b> </b><b> </b></span><ul>
</ul>
<b><span style="font-size: large;">Partage d'expérience et d'expertise sur le SaaS et le Cloud </span></b><br />
Au travers de <b>4 à 6 talkshows enregistrés </b>chaque demi-journée sur le plateau de techtoc.tv, des dirigeants du marketing, de la vente, des ressources humaine ou de la gestion <b>partagent leur expérience du SaaS</b> en compagnie d'un éditeur SaaS et d'un expert Cloud <a href="http://aspaway.blogspot.com/">Aspaway</a>.<br />
<br />
Pour la session consacrée aux DSI/CTO, nous faisons débattre <b>2 à 3 DSI par plateau. </b><br />
<br />
A titre d'exemples, voici des thèmes pour lesquels nous attendons des <b>retours d'expérience</b> (mais <b>vous pouvez en aborder d'autres</b>):<b> </b><br />
<ul>
<li><b>Impact du Cloud</b> sur votre métier et sur l'entreprise</li>
<li><b>Usages</b> innovants et applications du Cloud</li>
<li>Points de <b>vigilance</b> pour la réussite des projets Cloud</li>
<li>Critères de <b>choix des prestataires</b> Cloud...</li>
</ul>
<b><span style="font-size: large;">Un plateau TV professionnel! </span></b><br />
Animé par <a href="http://techtoc.tv/fredbascunana--Frederic-BASCUNANA/">Frédéric Bascuñana</a>, dirigeant de Techtoc.tv, <b>chaque plateau (15/30 minutes)</b><br />
<ul>
<li>est <b>filmé par des professionnels</b> de techtoc.tv,</li>
<li>donne lieu à un montage dynamique qui <b>met en valeur votre contribution au débat</b>,</li>
<li>est ensuite <b>diffusé</b>
et mis à disposition sur les pages de SaaS Discute pour alimenter les
échanges sur la transformation par le Cloud des métiers dans l'entreprise.</li>
</ul>
<div class="separator" style="clear: both; text-align: center;">
<a href="http://sd-50499.dedibox.fr/jing/shared/2014-05-06_2316.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://sd-50499.dedibox.fr/jing/shared/2014-05-06_2316.png" height="152" width="320" /></a></div>
<br /><b><span style="font-size: large;">Intéressé(e) - pas disponible à la bonne date?</span> </b><br />
<b>Contactez Loic Simon</b> (<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a>, 06 76 75 40 71) pour planifier votre présence en fonction de vos disponibilités et des sujets qui vous intéressent. <br />
<span style="font-size: large;"><b></b></span>Et si vous n'êtes <b>pas disponible </b>pour la demi-journée consacrée à votre métier, nous pouvons planifier <b>un tournage ad'hoc à un autre moment le 24 ou le 27 juin!</b><br />
<br />
A bientôt, pieds sur terre, tête au dessus des nuages!<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" height="200" width="134" /></a></div>
<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
06 76 75 40 71<br />
<br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
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</a><br />
<br />Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-13408921326206529492014-06-12T21:47:00.001+02:002014-06-12T21:47:33.403+02:00Cloud [Services] Brokerage, Pourquoi, Comment ? [Atelier #CloudAccelerate - Loic Simon]<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgaj0YDT95eaAVN5sXxR5YsEgeyHEn4uNEvRewKUNuV6Mfh4ozQ-RVCpTeNSCnaz2iHtfTFRNCYkaAu7Y4UkyCpkWDk82Q_7rFsCJGaK4cNCXE5M-TbkVXT-81UOFjKyLb2qLMXIF0ekW2c/s1600/Cloud_Broker.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgaj0YDT95eaAVN5sXxR5YsEgeyHEn4uNEvRewKUNuV6Mfh4ozQ-RVCpTeNSCnaz2iHtfTFRNCYkaAu7Y4UkyCpkWDk82Q_7rFsCJGaK4cNCXE5M-TbkVXT-81UOFjKyLb2qLMXIF0ekW2c/s1600/Cloud_Broker.png" height="231" width="400" /></a></div>
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J'anime un rapide atelier sur le <b>Cloud [Services] Brokerage</b> à l'occasion de <b><a href="https://www-950.ibm.com/events/wwe/grp/grp012.nsf/v17_agenda?openform&seminar=2B5C4GES&locale=fr_FR">#CloudAccelerate</a></b>*, journée organisée par IBM (oui, pas par Microsoft !) pour son écosystème de partenaires Cloud.<br />
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Voici les quelques slides que j'ai assemblés pour provoquer les réactions des participants (MSP, Intégrateurs, VARS, VADs, etc...) à cette session à laquelle contribuera aussi <b>Julien Chapard</b> (il anime depuis le début de l'année l'équipe "Channel" pour les Services d'IBM ITS).<br />
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<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/35805871" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px; max-width: 100%;" width="597"> </iframe> <br />
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<b> <a href="https://fr.slideshare.net/aspaway/20140613-cloud-brokerage-pourquoi-comment-ibm-cloudaccelerate-loic-simon" target="_blank" title="2014.06.13 - Cloud Brokerage, Pourquoi, Comment ? - IBM #CloudAccelerate - Loic Simon">2014.06.13 - Cloud Brokerage, Pourquoi, Comment ? - IBM #CloudAccelerate - Loic Simon</a> </b> from <b><a href="http://www.slideshare.net/aspaway" target="_blank">Aspaway</a></b> </div>
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<i>*Il semble que #CloudAccelerate se substitue désormais aux <a href="http://cloudecosystemforum.com/"><b>Forums</b> SaaS et Cloud</a> que nous avions lancés <b>dès 2008 </b> avec l'objectif de favoriser le <b>partage d'expérience et d'expertise</b> et les relations business entre les membres de l'écosystème du <a href="http://www.cluballiances.com/"><b>Club Alliances</b></a> (éditeurs SaaS, experts et hébergeurs tels qu'<a href="http://aspaway.blogspot.com/">Aspaway</a>), puis du <a href="http://clubcloud.blogspot.com/"><b>Club Cloud des Partenaire</b></a>s (tous les types d'acteurs du Cloud, depuis les Cloud Builders jusqu'aux Cloud Services Brokers en passant par les Cloud Services Providers...).</i><br />
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<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
06 76 75 40 71<br />
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<a href="http://fr.linkedin.com/in/loicsimonibm">
</a><br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
<img alt="View Loic Simon's profile on LinkedIn" border="0" src="http://www.linkedin.com/img/webpromo/btn_viewmy_160x33.png" height="33" width="160" />
</a><br />
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<br />Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-57254586352914146882014-04-01T08:49:00.004+02:002014-04-01T08:49:33.637+02:00Sécurité Cloud : Un Nuage dans chaque Bureau ?<div class="separator" style="clear: both; text-align: center;">
<a href="http://berndnaut.nl/images/Nimbusprint1index.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://berndnaut.nl/images/Nimbusprint1index.jpg" height="266" width="400" /></a></div>
En ce premier jour d'avril, je commence à formaliser le support de présentation de l'<b><a href="http://www.cloudcomputing-world.com/info_event/178/cloud-hybride-pourquoi-comment-.html">atelier "Cloud Hybride, pourquoi, comment ?"</a></b> que va animer Patrice Lagorsse d'Aspaway à l'occasion du Cloud Computing World Expo de la semaine prochaine (l'atelier est à 9h45 le 10 avril).<br />
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Ce même travail servira également de base aux débats du prochain dîner du <b><a href="http://aspaway.blogspot.fr/2014/03/29-avril-cloud-hybride-pourquoi-comment.html">Club Cloud Aspaway</a></b> (29 avril) au cours duquel nous comptons réunir une quinzaine de DSI autour du même thème du Cloud Hybride. <br />
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Ce faisant, Snowden, NSA, Cloud souverain... aidant, je m'attarde inévitablement sur les solutions qui vont assurer la <b>sécurité et la confidentialité des données.</b><br />
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Et c'est là que je trouve, venu d'un esprit inventif d'Amsterdam, le germe d'une vraie révolution du Cloud : <b>Un Nuage dans chaque Bureau!</b><br />
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Avec sa fabrique à nuage individuel instantané, <a href="http://berndnaut.nl/works.htm">Berndnaut Smilde</a> a inventé le cloud sécurisé ultime, exploitable aussi bien dans un simple bureau que dans une galerie de château ou un garage!<br />
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<b><a href="http://www.ladressemuseedelaposte.fr/La-tete-dans-les-nuages">Venez découvrir gratuitement (jusqu'au 18 mai à Paris!) cette solution révolutionnaire de sécurisation du Cloud</a>.</b><br />
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A l'année prochaine, à la même date !<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" width="134" /></a></div>
<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
06 76 75 40 71<br />
<br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
</a><br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
<img alt="View Loic Simon's profile on LinkedIn" border="0" height="33" src="http://www.linkedin.com/img/webpromo/btn_viewmy_160x33.png" width="160" />
</a>Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-39302192903777543522014-02-27T19:04:00.000+01:002014-02-27T19:04:14.137+01:00Se transformer pour croître [Cloud!] - Retour sur la conférence IBM PartnerWorld #ibmpwlc<div class="separator" style="clear: both; text-align: center;">
<a href="https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_pwp-partnerworld-leadership-conference-2014" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhXj5msHbVsmceKoSXflkZKLLse2Dt9Ls38FRN9iwFoQvZsMsKhrWVK4dP37Qaj1ETnQ7CDSQmVH-ISe7iEK2uJS_zLLhyphenhyphenThSMgt2VSz_ak9oAzds0f9lMNgWXNS0dk1aZLW0t5qwyOkdg/s1024/DSC01582.JPG" height="145" width="400" /></a></div>
Beacon Award du meilleur MSP pour le Mid Market oblige, <a href="http://aspaway.blogspot.com/">Aspaway</a> s'est rendu en force à l'édition 2014 de la <a href="https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_pwp-partnerworld-leadership-conference-2014">conférence PartnerWorld</a> dédiée aux principaux partenaires commerciaux d'IBM.<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiYryayyI6h9IiraGKlk3mc2_lL-cpmFFWAojujd3CqXsjeyRSrJXEvoFM3wchtOjvytc4psVG5kwyJsUCywUfX6xqXN_bzo8MW25n8ZpBW5nbzGC5DRIpOPhPQkw00XH3p3Akd_GAj67I/s512/DSC01663.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiYryayyI6h9IiraGKlk3mc2_lL-cpmFFWAojujd3CqXsjeyRSrJXEvoFM3wchtOjvytc4psVG5kwyJsUCywUfX6xqXN_bzo8MW25n8ZpBW5nbzGC5DRIpOPhPQkw00XH3p3Akd_GAj67I/s512/DSC01663.JPG" height="200" width="133" /></a>Dès le dimanche et le lundi qui précèdent la conférence, Patrice Lagorsse et moi avons contribué au "Partner Avisory Council" dont nous sommes membres. Comme ce Council est majoritairement composé d'intégrateurs d'infrastructures, partenaires historiques d'IBM, les sujets et conversations ont beaucoup tourné autour du transfert de l'activité serveurs Intel IBM vers Lenovo, mais aussi des programmes d'IBM Software et, bien sûr, du new kid on the block, bien évidemment SoftLayer.<br />
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Le lendemain matin, nous avons tous bu les paroles de <b>Ginni Rometty</b> qui a martelé avec brio les TROIS (ah, la puissance du 3!) axes clés de la stratégie de croissance d'IBM et de ses partenaires : <b>Data, Cloud et Engagement.</b><br />
L'ensemble de ces trois priorités couvre bien tous les domaines du <b>CAMS²</b> (Cloud, Analytics, Mobile, Social + Sécurité) auquel IBM rajoute le e-commerce pour faire bonne figure et couvrir tout son portefeuille finalement.<br />
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Parmi les autres speakers des plénières, bien encadrés par <b>Marc Dupaquier</b>, nouvel executive IBM (français) en charge des partenaires IBM, j'ai particulièrement apprécié l'engagement et la vision des dirigeants de <a href="http://www.monitise.com/">Monitise </a>et de <a href="http://aspaway.blogspot.fr/2013/11/aspaway-integre-loffre-softlayer-ibm.html">SoftLayer</a>.<br />
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Les mouvements de départ des xSeries vers Lenovo et d'arrivée quasi simultanée (et en force) des infrastructures et datacenters <a href="http://aspaway.blogspot.fr/2013/11/aspaway-integre-loffre-softlayer-ibm.html">SoftLayer</a> ont clairement été les sujets de conversation et de débats les plus animés parmi les participants français à la conférence (par exemple à la table ci-dessous)!<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi2Lux31GEEXbBSZUzOSkjRWu1_N09uk8j0ElpFnJ2qSoBoRLJPhmdcz5g5MoK3yt83fbAHdfWhhxd-oUOZYt9dG_AcBmamK_hebhztN4JXKna-9NfaZh97-jcm5U_zidDOX9mhPRxDhzc/s800/DSC01870.JPG" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi2Lux31GEEXbBSZUzOSkjRWu1_N09uk8j0ElpFnJ2qSoBoRLJPhmdcz5g5MoK3yt83fbAHdfWhhxd-oUOZYt9dG_AcBmamK_hebhztN4JXKna-9NfaZh97-jcm5U_zidDOX9mhPRxDhzc/s800/DSC01870.JPG" height="266" width="400" /></a></div>
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Avec les panels des Experts du Channel et des Venture Capitalists qui ont apporté des éclairages intéressants sur l'évolution de l'écosystème IT, tout le monde a bien dû intégrer la<b> nécessaire transformation de tous les acteurs vers les nouveaux business facilités par le Cloud et l'Internet of Everything!</b><br />
Darren Bibby (IDC) et Bruce Stuart (Channelcorp) ont enfoncé le clou dans les sessions qu'ils ont animées par ailleurs sur ces thèmes. <br />
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Aspaway a eu sa minute de gloire lors de la remise des Beacon Awards qui récompensent les meilleurs partenaires IBM.<br />
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Parmi les nombreux MSP (Managed Service Providers) qui sont désormais clients et partenaires d'IBM, le jury a choisi de récompenser un acteur français partenaire historique (2001) d'IBM Global Services pour sa solution de Cloud Hybride (IBM + SoftLayer) pour le Mid Market. <br />
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Après le passage de Patrice sur la scène aux côtés de Marc Dupaquier, j'ai profité de cette mise en avant de l'expérience d'Aspaway dans <a href="http://aspaway.blogspot.fr/2014/02/editeurs-le-saas-comme-levier.html">l'accompagnement des Editeurs de Logiciels vers le SaaS</a> pour contribuer au Forum MSP/ISV de mercredi après-midi et partager notre point de vue sur l'intérêt d'un partenariat tripartite ISV - MSP (Aspaway, évidemment!) - IBM/SoftLayer.<br />
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Au final, malgré l'horreur de la sono des Goo Goo Dolls et les approximations de l'organisation des meetings avec les Execs IBM, j'ai trouvé ce PartnerWorld Leadership Conference très dynamique et plutôt productif pour Aspaway. J'attends avec impatience les "livrables" (présentations, videos...) qui en sortiront (en fait, j'ai eu du mal à prendre des notes au delà des<a href="https://picasaweb.google.com/103553159879593340358/IBMPartnerWorld2014?authuser=0&feat=directlink"> <b>photos des conférences que je partage ci-dessous</b></a>).<br />
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<embed flashvars="host=picasaweb.google.com&hl=fr&feat=flashalbum&RGB=0x000000&feed=https%3A%2F%2Fpicasaweb.google.com%2Fdata%2Ffeed%2Fapi%2Fuser%2F103553159879593340358%2Falbumid%2F5982332170339381761%3Falt%3Drss%26kind%3Dphoto%26hl%3Dfr" height="267" pluginspage="http://www.macromedia.com/go/getflashplayer" src="https://static.googleusercontent.com/external_content/picasaweb.googleusercontent.com/slideshow.swf" type="application/x-shockwave-flash" width="400"></embed>
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A propos de photos, j'ai pu profiter de ce passage à Las Vegas pour me lever très tôt et tester plus avant mon nouvel appareil photo (Sony RX10) en dehors de la conférence : <br />
<b><a href="https://plus.google.com/photos/105178182852229919786/albums/5980850664815797057">Cliquez ici ou sur l'une des images ci-dessous pour accèder aux photos hors conférence que j'ai postées sur Google+</a></b><br />
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<span style="font-size: large;"><b>Agenda : 12 mars - <a href="http://aspaway.blogspot.fr/2014/02/editeurs-le-saas-comme-levier.html">Cercle des Editeurs</a> !</b></span><br />
Editeurs, partagez l'expérience de vos pairs le 12 mars prochain lors du <a href="http://cercle.isv-aspaway.fr/">Cercle des Editeurs Aspaway</a> où nous parlerons "<i>Stratégie commerciale, organisation, développement de l’offre : le SaaS comme levier d’innovation pour les éditeurs</i>".<br />
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A bientôt.<br />
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<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
06 76 75 40 71<br />
<br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
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<br />Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-43572174256047400902013-12-29T18:53:00.002+01:002013-12-29T18:53:31.538+01:00Ecosystème Cloud 2014, 1: MSP et CSB, Pieds sur Terre, Tête au dessus des Nuages - @loicsim<div class="separator" style="clear: both; text-align: center;">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1py4IS1_2lJqUrWgkDoVjm8OFHJIzv4Y23phz4IAEFNK5s3R6SUcaKeMnxtnzAOZs4njGBGeaxyk6jm7II1vaVwkeq_ZAlsmByKRfaicS7WBO6N0dh-kxqC7F98Wr6d0ulFxOZI9Fkgc/s1600/predictionscloudh.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1py4IS1_2lJqUrWgkDoVjm8OFHJIzv4Y23phz4IAEFNK5s3R6SUcaKeMnxtnzAOZs4njGBGeaxyk6jm7II1vaVwkeq_ZAlsmByKRfaicS7WBO6N0dh-kxqC7F98Wr6d0ulFxOZI9Fkgc/s1600/predictionscloudh.jpg" height="200" width="176" /></a>Cela fait la quatrième fois que je me prête au jeu des prédictions pour l'année qui vient.<br />
J'ai souvent été un peu optimiste (<a href="http://clubcloud.blogspot.fr/2011/11/tsunami-saas-et-cloud-retour-sur-mes-6.html">retour sur 2011</a>), voire trop pressé (<a href="http://clubcloud.blogspot.fr/2011/12/partenaires-cloud-ibm-mes-6-plus-6.html">2012</a>) d'accompagner l'écosystème IT vers le SaaS et le Cloud!<br />
<br />
Par contre, expérience et expertise aidant, mes <a href="http://thoughtsoncloud.fr/index.php/2013/12/6-surfeurs-dans-le-tsunami-cloud-retour-vers-le-futur-2/">prédictions 2013 sur les surfeurs</a> et les <a href="http://thoughtsoncloud.fr/index.php/2013/12/6-rameurs-dans-le-tsunami-cloud-retour-vers-le-futur-1/">rameurs du Tsunami Cloud</a> me semblent plutôt bien vues. <br />
Mes commentaires pourraient faire l'affaire pour des prédictions sur l'Ecosystème Cloud en 2014, mais je ne résiste pas à l'envie de reformuler ma vision du futur immédiat: <br />
<br />
<span style="font-size: large;">"<b>Pieds sur terre, tête au dessus des nuages"</b> </span><br />
<span style="font-size: small;">Le Cloud est désormais le modèle de référence de l'industrie informatique, mais il devient surtout <b>LA plateforme de tous les business, dans toutes les industries.</b> </span><br />
<span style="font-size: small;">2014 sera à cet égard une année de transition durant laquelle beaucoup d'acteurs du Cloud privilégieront le pragmatisme et le réalisme. </span><br />
<a href="http://upload.wikimedia.org/wikipedia/commons/8/89/BurjSnowOld.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="http://upload.wikimedia.org/wikipedia/commons/8/89/BurjSnowOld.jpg" height="146" width="320" /></a><span style="font-size: small;"> </span><br />
<span style="font-size: small;">Tout en gardant </span>les pieds sur terre, certains sortiront la tête des nuages et éviteront les acronymes bizarres.<br />
Ils formaliseront et proposeront des services et des solutions innovants au service du business de leurs clients.<br />
<br />
Comment vont agir les différents acteurs de l'écosystème Cloud en 2014?<br />
<br />
<span style="font-size: large;"><b>MSP, Hébergeur, Infogéreur... </b></span><br />
<br />
Face à une demande exponentielle de services Cloud et de services managés associés, mais aussi à une pression concurrentielle galopante, beaucoup de MSP (Managed Service Providers) à taille humaine gardent les pieds sur terre.<br />
<br />
Ils renoncent à faire des plans sur la comète et à investir eux-mêmes dans des datacenters et des infrastructures (serveurs, stockage, réseaux, middleware...).<br />
<br />
Quand ils ne se rachètent pas entre eux, ils nouent des partenariats avec des acteurs plus gros et/ou plus spécialisés qui leur fournissent, en mode "as a service", tout ou partie de la puissance informatique et des services de base qui leur permettent de déployer leurs propres services.<br />
<br />
Certains montent en compétence pour infogérer des Clouds privés (qu'ils hébergent souvent), mais aussi, de plus en plus souvent, des Clouds publics. <br />
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhzPo5FBE7v5IKoUA3BRkro07KTEpIZMdME06wTH_tMdjOBcACZ58sz0bWcEbChZbb8wXJ70QAD1A2w3xquLbX3rHlNQP0lXGyb-JipIccleBWy4YFbQXbAtOrshwDzQzSIoOKukUJxgXMC/w1387-h925-no/DSC00310.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhzPo5FBE7v5IKoUA3BRkro07KTEpIZMdME06wTH_tMdjOBcACZ58sz0bWcEbChZbb8wXJ70QAD1A2w3xquLbX3rHlNQP0lXGyb-JipIccleBWy4YFbQXbAtOrshwDzQzSIoOKukUJxgXMC/w1387-h925-no/DSC00310.JPG" height="213" width="320" /></a>Ils développent des modèles de délivrance de services Cloud hybrides pour s'ouvrir de nouvelles opportunités et se différencier. <br />
<br />
<b>Les plus visionnaires verticalisent leur offre</b> pour répondre encore plus finement aux besoins spécifiques de certains segments de clientèle/marché. <br />
<br />
Ils solidifient leurs services traditionnels de monitoring, administration, sauvegarde, sécurité, performance, disponibilité, etc... et créent des plateformes logiciels+services spécialisées pour prendre en compte les spécificités du cycle de vie et du déploiement des applications sectorielles.<br />
<br />
Bienvenue à la mise en oeuvre concrète de PaaS et de DevOps, mais surtout aux plateformes agiles de déploiement de nouveaux services business qui rebattent les cartes d'un secteur/métier. <br />
<br />
<b><span style="font-size: large;">CSB, VAR, ESN, Consultant...</span></b><br />
<br />
Les <b>CSB</b> - Cloud Service(s) Broker(age)s - investissent petit à petit le territoire français.<br />
<br />
De jeunes pousses nées dans les nuages surfent sur la vague du SCAM (Social, Cloud, Analytics, Mobile) et revendent, intègrent, agrègent des services Cloud.<br />
<br />
Leurs modèles de business sont multiples : aide au choix d'infrastructures as a service, agrégation de solutions SaaS plus ou moins complexes (de la bureautique aux solutions métiers en passant par les solutions lego exploitant le <b>boom des API</b>s...), DSI externalisée (s'appuyant sur des catalogues de services Cloud de plus en plus fournis), etc... <br />
<br />
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAUn35V0l656Osd_gRs2mheAL9xM-wTQAxVrbewL1I624a2QbEtjlBu4cyPD6jfA0vbY6AA_8SsxmJhhReOc2h0tnsnY7RI4bEIjzVKB0vyq1qzQ4saHGhx1iK7J5RWWL8ZZm4vGGDFdt8/w684-h1025-no/DSC00301.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAUn35V0l656Osd_gRs2mheAL9xM-wTQAxVrbewL1I624a2QbEtjlBu4cyPD6jfA0vbY6AA_8SsxmJhhReOc2h0tnsnY7RI4bEIjzVKB0vyq1qzQ4saHGhx1iK7J5RWWL8ZZm4vGGDFdt8/w684-h1025-no/DSC00301.JPG" height="320" width="213" /></a>Les Intégrateurs, <b>VARs</b> régionaux (Value Added Resellers) et ESN (Entreprises de Services Numériques, ex SSII) qui ne se sont pas encore mués en MSP pur jus passent directement à la case CSB.<br />
<br />
Ils font le bonheur des Softlayer (IBM), MS Azure, Amazon Web Services, Google Compute et autres CloudWatt, Numergy, OVH... mais aussi des MSPs spécialisés tels qu'<a href="http://aspaway.blogspot.fr/">Aspaway</a> et, bien sûr, des éditeurs SaaS en mal de canaux de distribution.<br />
<br />
Les grossistes, et notamment les <b>VADs</b> (Value Added Distributors), déploient leurs talents d'intermédiaires entre les "Vendors" (constructeurs et éditeurs de technologies, fournisseurs de services Cloud) et le "Channel" au travers de plateformes d'Agrégation de Services Cloud destinées plus particulièrement aux MSP et aux CSB.<br />
<br />
<br />
Les plus avisés des <b>Consultants,</b> Cabinets de Conseil et autres Sociétés de Services Business surfent à la fois sur leur image de "<b>Trusted Advisors</b>" et sur la profusion - et la complexité - des offres Cloud pour accompagner, qui les DSI et/ou les "Métiers", qui les dirigeants de PME.<br />
<br />
Réflexion sur les nouveaux modèles de business permis par le Cloud, adéquation des besoins aux offres disponibles, mise en oeuvre, personnalisation, agrégation (bienvenue aux API), formation, gestion du changement, infogérance applicative, etc... Les opportunités de business ne manquent pas pour qui sait <b>délivrer des services et des résultats business</b>, "as a service".<br />
<br />
<span style="font-size: large;"><b>A la semaine prochaine pour la suite ! </b></span><br />
Nous jetterons un oeil sur les pragmatiques et les visionnaires parmi :<br />
<ul>
<li>les fournisseurs de <b>technologies</b> (matériels, logiciels...) et autres gros acteurs </li>
<li>les <b>éditeurs</b> de logiciels métiers et autres ISV, Startups...</li>
</ul>
<b><span style="font-size: large;">Et vous, quel est votre point de vue sur l'évolution de l'Ecosystème Cloud en 2014? </span> </b><br />
<br />
<b>Bonne Année, pieds sur terre, tête au dessus des nuages ! </b><br />
<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" width="134" /></a></div>
<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
06 76 75 40 71<br />
<a href="http://twitter.com/loicsim">@loicsim</a> <a href="http://twitter.com/cluballiances">@cluballiances</a> <a href="http://twitter.com/aspaway">@aspaway</a><br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
</a><br />
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<img alt="View Loic Simon's profile on LinkedIn" border="0" height="33" src="http://www.linkedin.com/img/webpromo/btn_viewmy_160x33.png" width="160" />
</a> <ol>
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Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-50414518640082113242013-12-16T08:04:00.000+01:002013-12-16T08:04:43.898+01:00Tsunami Cloud - Surfeurs et Rameurs - Retour sur mes prédictions 2013 - @loicsim<div class="separator" style="clear: both; text-align: center;">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzJHvdt2tDg26emY5T3Lji08LltSVvX94LBCuxp66vAxNjyIp8kmq2HdClzeEK-Vi8OWGU9IydXKqMOsNPhD7b8QzBpnMfKvsCCCV8Fgq5fjvZ5d90nOeR3wZ9KHRm8m78xzUlW3n1cYU/s1600/predictionscloud.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="244" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjzJHvdt2tDg26emY5T3Lji08LltSVvX94LBCuxp66vAxNjyIp8kmq2HdClzeEK-Vi8OWGU9IydXKqMOsNPhD7b8QzBpnMfKvsCCCV8Fgq5fjvZ5d90nOeR3wZ9KHRm8m78xzUlW3n1cYU/s320/predictionscloud.jpg" width="320" /></a></div>
<br />
C'est la période des bilans et des analyses pour préparer l'année qui vient.<br />
Je relis certains des articles que j'ai écrits à propos de l'évolution de l'<b>écosystème Cloud</b>.<br />
<br />
Voici ma revue de celui que j'ai intitulé <b><a href="http://thoughtsoncloud.fr/index.php/2013/01/ecosysteme-cloud-2013-6-surfeurs-et-6-rameurs-dans-le-tsunami-cloud/">Ecosystème Cloud 2013 : 6 Surfeurs et 6 Rameurs dans le Tsunami Cloud</a></b> <br />
<br />
<span style="color: blue;">En bleu</span>, je partage mon point de vue sur ce qui s'est passé en 2013 pour chaque type d'acteurs (j'ai laissé le texte d'origine en noir).<br />
<br />
<h2>
<span style="font-size: large;">6 rameurs – 2013 <strike>ne sera pas</strike> <span style="color: blue;">n'a pas été</span> de tout repos pour les acteurs IT traditionnels</span></h2>
<ol>
<li><b>VARs et SSII</b> : Beaucoup de <b>revendeurs à valeur ajoutée</b>
(Value Added Resellers) et de sociétés de services hésitent encore à
embrasser le cloud. Ils vont commencer à ressentir la pression des
nouveaux « pure players » du cloud, revendeurs ou intégrateurs SaaS et
autres «Cloud Brokers» (courtiers en services cloud). Le nombre
d’opportunités de ventes perdues face à des propositions cloud et SaaS
va exploser en 2013.<span style="color: red;"> <span style="color: blue;">En fait, les pure players sont encore restés timides cette année, mais ç'est en train de changer !</span></span><span style="color: blue;">
Par contre, ça y est, les SSII (pardon, les ESN!), et les VARs sont
désormais dans la phase du "comment" et non plus du "pourquoi" en ce qui
concerne le Cloud. </span></li>
<li><b>VADs</b> : Les <b>grossistes à valeur ajoutée</b>
(Value Added Distributors) font la promotion de leurs innovantes
plateformes d’agrégation de services cloud. Mais leur adoption par le
channel va prendre plus de temps que prévu. Les fournisseurs doivent
d’abord correctement intégrer leurs services cloud dans ArrowSphere,
StreamOne et autres plateformes. Par ailleurs les VADs sont lents à se
transformer pour le cloud et n’ont pas encore établi leur pertinence et
leur crédibilité de distributeurs de services cloud. <span style="color: blue;">Pour
la 3ème année d'affilée, Arrow ECS et TechData ont présenté leurs
solutions d'agrégation de services Cloud à Partner VIP! ArrowSphere et
StreamOne peinent à décoller vraiment. Par contre, Arrow ECS a compris
l'intérêt d'apporter un catalogue d'offres aux MSPs et exploite
ArrowSphere à cet effet. Intéressant, mais différent de la promesse
initiale de l'agrégation de services cloud pour VARs. A suivre...</span></li>
<li><b>ISVs</b> : Les <b>éditeurs de logiciels</b>
(Independent Software Vendors) traditionnels sont submergés
d’alternatives pour exploiter le cloud. Ils font face à trop d’options
pour porter leurs applications sur le cloud ou pour développer des
solutions cloud natives. Tout en gardant un œil sur la concurrence des
pure players, ils doivent aussi décider comment et à quelle vitesse
intégrer la mobilité, le big data, le social business, etc… Pas simple ! <span style="color: blue;">Eh,
non, toujours pas simple de s'y retrouver dans la jungle des offres (a)
des MSPs et CSPs de tout poil... dont Aspaway et IBM/SoftLayer, bien
sûr, (b) des fournisseurs de technologies / plateformes de PaaS, de
mobilité, de big data, de social business, etc... qu'il devient urgent
d'exploiter. </span></li>
<li><b>MSPs</b> : les fournisseurs de services <b>d’infogérance et/ou d’hébergement</b>
(Managed Service Providers) ont du mal à trouver une position solide
dans le cloud. Doivent-ils s’attaquer à un marché IaaS/PaaS en cours de
commoditisation par les Amazon, Google, MS Azure, IBM SmartCloud et les
nouveaux arrivants tels que CloudWatt ou Numergy ? Peuvent-ils réussir
dans des niches verticales ou communautaires à forte valeur ajoutée ?
Ceux qui offrent encore du <a href="http://thoughtsoncloud.com/index.php/2012/09/it-ecosystem-whos-prepared-for-the-cloud-tsunami/" target="_blank">Cloud Canada Dry</a> souffrent pour rester à flot dans le tsunami cloud. Quant aux <b>Telcos</b>, je n’ai pas une bonne vision de leur capacité à sortir du lot en 2013. <span style="color: blue;">Beaucoup
de mouvements dans ce secteur en 2013. La guerre du IaaS fait rage. IBM
ferme SmartCloud Enterprise après le rachat hautement stratégique de
SoftLayer. Les MSPs, poussent comme des champignons en France. Mais leur
maîtrise du cloud est encore imparfaite et leur spécialisation /
verticalisation n'est pas encore très visible. </span></li>
<li><b>Grands fournisseurs établis</b> : Les gros
constructeurs et fournisseurs de technologies courent après l’or du
cloud depuis deux ou trois ans. Mais ils n’ont pas encore totalement
adapté leurs <b>processus</b>, leurs indicateurs clés de performance (<b>KPIs</b>) et leurs mécanismes de <b>reporting</b> aux nouvelles règles du jeu du cloud. Si on y rajoute la difficulté à <b>faire évoluer les compétences internes et les cultures</b>, on comprend que l’accélération du cloud n’est pas une promenade de santé pour eux non plus ! <span style="color: blue;">Lente
évolution dans ce domaine, mais j'ai perçu un changement chez les
entités IBM telles que IBM Software Group ou IBM Technology Services :
Le Cloud est maintenant partout ou, tout du moins, dans tous les
évènements et dans la plupart des campagnes marketing.</span></li>
<li><b>Cloud Builders</b>: les <b>intégrateurs d’infrastructures</b>
et autres CSI (Consultants and Systems Integrators) font tous des plans
pour vendre, concevoir, mettre en oeuvre et opérer des infrastructures
de <b>clouds privés et hybrides</b>. Mais ils peinent à attirer, développer et garder les bons <b>talents</b>
et compétences pour se différencier et se positionner en experts cloud.
Ils ont aussi du mal à proposer des solutions en opex (payez en
fonction de votre usage) au lieu de capex (achetez votre infrastructure
cloud). <span style="color: blue;">Pas d'évolution radicale ici, en dehors du
fait que la grande majorité des aspirants Cloud Builders essaient de
développer, avec plus ou moins de bonheur, un business de MSP</span>.</li>
</ol>
<h2>
<span style="font-size: large;">6 surfeurs – 2013 <strike>va faire</strike> <span style="color: blue;">a fait</span> briller certains acteurs du Cloud</span></h2>
<ol>
<li><b>Fournisseurs de BPaaS</b>: Les fournisseurs de contenus
et de données, les prestataires de services business, les BPOs
(business process outsourcers) exploitent des solutions IaaS, PaaS, SaaS
pour proposer leurs services en mode BPaaS (<b>Business Process as a Service</b>).
Les analystes du cloud les appellent parfois des « canaux verticaux »
(vertical channels) parce qu’ils répondent aux besoins business
spécifiques d’un segment d’industrie ou d’une fonction dans
l’entreprise. Ce sont des partenaires commerciaux attirants pour les
fournisseurs de services cloud qui ont du mal à embarquer leurs canaux
et partenaires traditionnels dans le cloud. Certains fournisseurs de
services business industrialisent également leurs offres de conseil, de
fourniture de données ou de services business en les transformant en
logiciels « as a service » dans le cloud! <span style="color: blue;">2013 n'a
pas été l'année de la déferlante des fournisseurs de BPaaS, ni des
partenariats innovants entre éditeurs SaaS et prestataires de services
business. Mais ça frémit: On voit notamment IBM draguer les Marketing
Service Providers pour ses offres Marketing, Mobiles et Analytics. Et
c'est bien dans les usages business du Cloud que tout le monde voit
désormais l'évolution des offres et solutions "valeur".</span></li>
<li><b>AppStores B2B</b> : Je fais cette prédiction en avance
de phase pour la France, mais nous détecterons sans doute en 2013 des
gagnants potentiels dans la course aux services B2B (Business to
Business) d’<b>agrégation</b>, d’intermédiation, de courtage (brokerage) de <b>places de marché</b>, de <b>communautés</b>
verticales ou de magasins d’applications (AppStores). Beaucoup veulent
être de la partie avec les VADs, les Telcos, les distributeurs B2B ou
les gros acteurs de l’IT et du web. <span style="color: blue;">Ca démarre,
poussé notamment par l'explosion du M de SMAC (Social, Mobile,
Analytics, Cloud) et par la culture des API qui se répand à grande
vitesse.</span></li>
<li><b>Startups SaaS</b>: Dans tous les domaines, ERP et
solutions métier y-compris, les Startups SaaS commencent à déferler sur
le marché français. Elles forcent les éditeurs adeptes du <a href="http://thoughtsoncloud.com/index.php/2012/09/it-ecosystem-whos-prepared-for-the-cloud-tsunami/" target="_blank">SaaS Canada Dry</a>
à migrer vers le cloud, à traiter le SaaS sérieusement, à acquérir
certains de ces natifs du cloud ou à risquer de perdre pied. Qu’elles
soient bien financées ou démarrées avec des bouts de ficelle
(bootstrapping), ces pure players profitent de la guerre du IaaS et du
Paas pour payer de manière flexible les plateformes dont elles ont
besoin pour développer, lancer et opérer leurs services SaaS. Si, en
plus, elles génèrent leurs leads par de l’<a href="http://clubcloud.blogspot.fr/2011/12/cloud-channel-marketing-mes-6-plus-6.html" target="_blank">inbound ou du social marketing</a>, leurs concurrents établis ont vraiment du souçi à se faire ! <span style="color: blue;">Eurocloud,
IBM SmartCamp, LeWeb... reconnaissent tous ce phénomène au travers de
leurs trophées Startups. Par contre, les analystes du marché IT ont de
plus en plus de mal à les mettre dans les cases traditionnelles
d'éditeurs, de revendeurs, d'intégrateurs, etc... Avez-vous déjà entendu
le dirigeant d'une startup du web se définir comme un "éditeur"? Et
pourtant, beaucoup concurrencent directement les éditeurs B2B "canal
historique", en profitant de la guerre du IaaS, des avancées du PaaS, du
"Content Marketing"...</span></li>
<li><b>DSI Cloud Brokers</b>: De plus en plus de DSI
transforment leurs départements informatiques en Cloud Brokers afin de
s’aligner étroitement avec les lignes de business (LOBs). Elles
provisionnent et intègrent des ressources IaaS, PaaS, SaaS, XaaS au
travers d’un <b>catalogue de services cloud</b> sélectionnés
(compliance, sécurité, intégration…) et négociés (niveaux de services,
réversibilité…). Ces services cloud sont issus de leurs clouds privés,
qu’ils soient « on premise » ou hébergés, mais aussi et de plus en plus
de <b>clouds publics</b>. Dans la même veine, des sociétés de services régionales jouent le rôle de <b>DSI externalisée</b> et de cloud broker pour le compte de <b>PME/PMI</b>. <span style="color: blue;">Le
CSB - Cloud Service(s) Broker(age) - avec ses variantes linguistiques
et sous-modèles de business, depuis l'agrégateur à l'agent, en passant
par l'intégrateur et le "comparateur" - fait désormais l'objet de très
nombreux articles, points de vue, livres blancs, briefs... [1] IDC,
Gartner, Forrester et Saugatuck Technologies et d'autres éduquent les
DSI et les intégrateurs à leur nouveau rôle de CSB. [2] Les grossistes
agrégateurs de services cloud et les fournisseurs de plateformes
d'agrégation et de brokerage (Parallels, Jamescracker...) évangélisent
les VARs et les MSPs et leur proposent de développer un business de CSB.
</span></li>
<li><b>Clients Fournisseurs Cloud</b>: Guidées par ces DSI ou ces sociétés de services de confiance (« trusted advisors »), certains de nos clients <b>repensent leur informatique et réinventent leur business</b> pour <b>fournir des services cloud à leurs propres clients</b> et autres « stakeholders ». La frontière entre client et fournisseur IT devient floue. <span style="color: blue;">Toutes
les entreprises deviennent des fournisseurs de services cloud, mais, le
plus souvent, elles ne le savent pas et/ou ne le disent pas. Elles
délivrent tout simplement un meilleur service business à leurs clients
et autres stakeholders en s'appuyant sur des technologies et services
cloud. Autre phénomène lié à l'explosion de la création et de l'usage de
"logiciels" (exploités de plus en plus en XaaS), de plus en plus de
Startups se font désormais racheter par des sociétés dont les activités
sont (étaient!) en dehors de l'IT. A suivre... </span></li>
<li><b>Experts Cloud</b>: La pénurie de talents cloud
techniques et commerciaux profite aux précurseurs. Consultants,
architectes, intégrateurs, intégrateurs, développeurs, administrateurs,
(bonjour devops!), avant-ventes, vendeurs, voire marketeurs cloud : tous
sont chassés et attirés par les fournisseurs cloud de tous types. Quel
meilleur moment pour être un « <b>Cloud SME</b> » (subject matter expert). <span style="color: blue;">C'est
d'autant plus vrai en cette fin 2013 que le marché du cloud se
complexifie à vitesse grand V. Plus personne - et surtout pas moi -
n'est capable de tout embrasser, de tout comprendre. D'où la nécessité
de faire appel à des experts de plus en plus pointus, (dont des
développeurs et autres experts du DevOps) et/ou des
consultants/architectes capables de lever la tête de dessous le capot!
Par ailleurs, le phénomène décrit au paragraphe précédent participe à la
croissance des besoins en compétences dans tous les domaines du cloud. </span></li>
</ol>
<h2>
<span style="font-size: large;">Quel<strike>le</strike>s sont VOS <strike>prédictions</strike> <span style="color: blue;">retours d'expérience/réflexions</span> pour le Cloud et son écosystème en 2013 <span style="color: blue;">et 2014</span>?</span></h2>
<h2>
<span style="font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" width="134" /></a> </span></h2>
<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
06 76 75 40 71<br />
@loicsim<br />
@aspaway<br />
@cluballiances<br />
<h2>
<a href="http://fr.linkedin.com/in/loicsimonibm"><img alt="View Loic Simon's profile on LinkedIn" border="0" height="33" src="http://www.linkedin.com/img/webpromo/btn_viewmy_160x33.png" width="160" /></a></h2>
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-49081787010066794502013-12-02T11:00:00.001+01:002013-12-02T11:00:25.963+01:00Cloud - Partagez la passion de l'écosystème SaaS avec Aspaway, IBM et Loic Simon à SaaS Discute #SaaSDiscute<div class="separator" style="clear: both; text-align: center;">
<a href="http://techtoc.tv/uploads_event/4000/3533/0_6086_400.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="320" src="http://techtoc.tv/uploads_event/4000/3533/0_6086_400.jpg" width="213" /></a></div>
Le tournage de la première saison de <a href="http://techtoc.tv/saasdiscute-saison1">SaaS Discute</a> est une bonne opportunité de partager expérience et expertise pour les éditeurs et leur écosystème (fournisseurs, intégrateurs, SaaS Brokers, MSPs, consultants métiers, experts bizdev...).<br />
<br />
Soutenu par IBM, <a href="http://aspaway.blogspot.com/">Aspaway </a>est le sponsor de cette première saison que je co-organise avec Frédéric Bascuñana de Webcastory. <br />
<br />
Vous êtes plus de 40 à nous rejoindre sur les quatre plateaux TV interactifs de type "talkshow" qui sont tournés<b> jeudi 5 décembre</b>. Le sujet de la journée est "la conversion des éditeurs de logiciels vers le Cloud".<br />
<br />
Je contribue moi-même au quatrième épisode qui clôt la journée sur le thème des <a href="http://techtoc.tv/event/6182/conception-logicielle-et-design/editeurs-de-logiciels/4.-editeurs--les-defis-de-la-diffusion-des-solutions-saas">défis de la diffusion des solutions SaaS</a>.<br />
Je continuerai à y partager ma passion pour le développement du businesss Cloud et de son écosystème*.<br />
<br />
Retrouvez tous les détails de <a href="http://techtoc.tv/saasdiscute-saison1">SaaS Discute</a>, Saison 1 sur les <a href="http://techtoc.tv/saasdiscute-saison1">pages de techtoc.tv</a> qui lui sont consacrées et dans la présentation ci-dessous.<br />
<br />
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/28776341" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px;" width="597"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://www.slideshare.net/aspaway/20131205-saas-discute-saison-1-28776341" target="_blank" title="2013.12.05 SaaS Discute - Saison 1">2013.12.05 SaaS Discute - Saison 1</a> </b> from <b><a href="http://www.slideshare.net/aspaway" target="_blank">Aspaway</a></b> </div>
<br />
Vous pouvez encore demander (places très limitées!) à participer aux tournages du 5 décembre, et, surtout, vous enregistrer pour être avertis de la mise à disposition des épisodes résultants :<br />
<ul>
<li><strong><a href="http://techtoc.tv/event/6179/conception-logicielle-et-design/editeurs-de-logiciels/1.-editeurs--les-defis-du-cloud-pour-le-business-model">1. Business Models & Profitabilité</a></strong></li>
<li><a href="http://techtoc.tv/event/6180/conception-logicielle-et-design/editeurs-de-logiciels/2.-packaging-d--une-offre-saas--chemin-de-croix-et-nirvana"><strong>2. Développement & Packaging de l'Offre</strong></a></li>
<li><a href="http://techtoc.tv/event/6181/conception-logicielle-et-design/editeurs-de-logiciels/3.-hebergement--un-choix-strategique-pour-les-editeurs-saas"><strong>3. Exploitation & Hébergement</strong></a></li>
<li><a href="http://techtoc.tv/event/6182/conception-logicielle-et-design/editeurs-de-logiciels/4.-editeurs--les-defis-de-la-diffusion-des-solutions-saas"><strong>4. Go to Market et Diffusion de l'Offre</strong></a></li>
</ul>
<br />
<br />
Exprimez votre intérêt sur <a href="http://techtoc.tv/saasdiscute-saison1">http://techtoc.tv/saasdiscute-saison1 </a><br />
Vous pouvez aussi me contacter pour en discuter. <br />
<br />
<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" width="134" /></a></div>
<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
06 76 75 40 71<br />
<br />
<a href="http://twitter.com/loicsim">@loicsim</a> <a href="http://twitter.com/aspaway">@aspaway</a><br />
<a href="http://aspaway.blogspot.com/">http://aspaway.blogspot.com</a><br />
<br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
<img alt="View Loic Simon's profile on LinkedIn" border="0" height="33" src="http://www.linkedin.com/img/webpromo/btn_viewmy_160x33.png" width="160" />
</a><br />
* Un grand merci aux membres du jury des <a href="http://www.partner-vip-france.com/Les-gagnants-des-trophees-Golden-Cloud-2013_a234.html">Golden Cloud de Partner VIP</a> qui m'ont attribué le 1er Trophée de la Passion pour le Channel Cloud !Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-5108122527086889682013-11-16T12:39:00.000+01:002013-11-16T12:39:52.219+01:00SaaS Discute - 5 décembre - Invitation au Tournage de la Saison 1<div class="separator" style="clear: both; text-align: center;">
<a href="http://techtoc.tv/uploads_event/4000/3533/0_6086_400.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="320" src="http://techtoc.tv/uploads_event/4000/3533/0_6086_400.jpg" width="213" /></a></div>
Etes-vous concerné par <b>la migration des éditeurs de logiciels vers le SaaS/Cloud</b> ?<br />
Rejoignez-nous <b>jeudi 5 décembre</b> sur le plateau Techtoc.tv de l'émission <b><a href="http://techtoc.tv/saasdiscute-saison1">SaaS Discute</a></b>.<br />
<br />
Soutenu par<b> IBM, <a href="http://aspaway.fr/">Aspaway</a></b> est le sponsor de la première saison de SaaS Discute dont quatre épisodes seront tournés sous la forme de <b>Talkshows collaboratifs</b> d'une heure chacun:<br />
<br />
1.<a href="http://techtoc.tv/event/6179/conception-logicielle-et-design/editeurs-de-logiciels/1.-editeurs--les-defis-du-cloud-pour-le-business-model"> Les Défis du Cloud pour le <b>Business Model</b> des Editeurs</a><br />
2. <a href="http://techtoc.tv/event/6180/conception-logicielle-et-design/editeurs-de-logiciels/2.-packaging-d--une-offre-saas--chemin-de-croix-et-nirvana"><b>Packaging</b> d'une Offre SaaS, Chemin de Croix et Nirvana</a><br />
3. <a href="http://techtoc.tv/event/6181/conception-logicielle-et-design/editeurs-de-logiciels/3.-hebergement--un-choix-strategique-pour-les-editeurs-saas"><b>Hébergement</b>, un Choix Stratégique pour les Editeurs SaaS</a><br />
4.<a href="http://techtoc.tv/event/6182/conception-logicielle-et-design/editeurs-de-logiciels/4.-editeurs--les-defis-de-la-diffusion-des-solutions-saas"> Editeurs, les Défis de la <b>Diffusion</b> des Solutions SaaS</a><br />
<br />
Participez aux débats, partagez expérience et expertise, rencontrez pairs et experts... <br />
<br />
Allez sur la page : <b><a href="http://techtoc.tv/saasdiscute-saison1">http://techtoc.tv/saasdiscute-saison1</a></b><br />
Vous y trouverez :<br />
<ul>
<li>les informations sur SaaS Discute, saison 1</li>
<li>la liste des <b>participants</b> prévus à ce jour</li>
<li>un formulaire où vous pourrez donner <b>votre point de vue</b> sur les sujets</li>
<li>le moyen d'exprimer <b>votre intérêt</b> pour SaaS Discute (<b>contributeur ou spectateur</b>)</li>
</ul>
Travail en écosystème oblige, vous devrez d'abord renseigner votre profil sur Techtoc.tv. <br />
<br />
<b>Rendez-vous le 5 décembre pour discuter SaaS avec les Editeurs et leur écosystème ! </b>
<b> </b><br />
<br />
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" width="134" /></a><b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
06 76 75 40 71<br />
<a href="http://twitter.com/loicsim">@loicsim</a> <a href="http://twitter.com/aspaway">@aspaway</a><br />
<a href="http://aspaway.blogspot.com/">http://aspaway.blogspot.com</a> <br />
<br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
<img alt="View Loic Simon's profile on LinkedIn" border="0" height="33" src="http://www.linkedin.com/img/webpromo/btn_viewmy_160x33.png" width="160" />
</a>Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-13706286303517334942013-11-15T08:14:00.000+01:002013-11-15T08:14:04.494+01:00Débat de clôture de Partner VIP - Une PME à la table des grands fournisseurs de l'écosystème Cloud<div class="separator" style="clear: both; text-align: center;">
<a href="http://www.partner-vip-france.com/photo/titre_4860336.jpg?v=1363346060" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="80" src="http://www.partner-vip-france.com/photo/titre_4860336.jpg?v=1363346060" width="400" /></a></div>
Ce <b>mercredi 20 novembre à 15h40</b>, <a href="http://www.partner-vip-france.com/"><b>Partner VIP</b></a> réunit un aéropage intéressant dans le cadre de sa conférence de clôture, avec des hauts représentants de:<br />
<ul>
<li><b>Dell</b> &<b> IBM</b>, deux "Constructeurs" qui n'en sont bien sûr plus depuis belle lurette (en tout cas pour celui que je connais bien!) </li>
<li><b>Arrow ECS</b> & <b>Azlan (Techdata)</b>, deux "VADs" (Value Added Distributors) qui essaient de se muer en "Agrégateurs de Services Cloud" (ça fait la 3ème année qu'ils nous parlent de ArrowSphere et de StreamOne à Partner VIP...)</li>
<li><b>Cloudwatt</b> & <b>Numergy</b>, nos deux "Souverains" du IaaS en puissance, sur lesquels je ne dirai rien (ils n'en ont pas besoin, vu les forces marketing et commerciales qu'ils déploient!)</li>
<li><a href="http://aspaway.fr/"><b>Aspaway</b></a>, dont le nom nous rappelle les années d'expérience de cet expert des solutions d'hébergement pour éditeurs, intégrateurs et entreprises... </li>
</ul>
<b>Le sujet du débat </b>est un peu long, mais plutôt clair:<br />
"<i>Pour un partenaire ou un
éditeur au moment de construire son offre Cloud se pose le choix de ses
fournisseurs. Entre VAD, spécialiste du Cloud, opérateur télécoms,
broker, fournisseurs en direct... Qui est à même de mieux vous aider ?</i>"<br />
Tout sera certainement très poli et bien policé (par Fréderic Simottel qui anime la table).<br />
<br />
<b>Seul dans sa catégorie</b>, mon nouveau boss, <b>Michel Theon</b> (eh oui, <a href="http://www.cloud-guru.fr/2013/11/ibm-detache-loic-simon-chez-aspaway/">je viens de me faire détacher chez Aspaway par IBM</a>) représentera bien les <b>MSP français</b> (Managed Service Provider, dénomination ramenée par nos amis anglo-saxons). <br />
<a href="http://experiences-saas.com/" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="http://www.cloud-guru.fr/wp-content/uploads/2013/10/pav%C3%A9_250x250_t%C3%A9l%C3%A9chargement_guide_saas_V2.jpg" /></a><br />
<div style="text-align: right;">
</div>
Son côté pragmatique et "<b>pieds sur terre</b>" séduit <b>depuis 13 ans</b> les éditeurs (ISV en anglais), intégrateurs, consultants et autres ESN (ex SSII en français).<br />
Ils s'appuient sur leur partenariat avec Aspaway (et IBM, le fournisseur de l'hébergement et du IaaS d'Aspaway) pour construire et/ou développer leur business <b>BPaaS ou SaaS</b> en se différenciant par la valeur.<br />
<br />
A propos, si vous venez à <a href="http://www.partner-vip-france.com/">Partner VIP</a> (ce que je vous conseille vivement), profitez-en pour assister aux deux <b>ateliers de retour d'expérience</b> qui sont co-animés par <a href="http://aspaway.fr/">Aspaway</a> (Patrice Lagorsse), <a href="http://izzili.com/">Izzili</a> et <a href="http://planonsoftware.com/psa/">Planon Site Alpha</a>.<br />
<br />
Bon, j'arrête là la publicité pour Aspaway (qui en fait beaucoup moins que les 6 autres, vous ne trouvez pas?). Je vous souhaite un <a href="http://www.partner-vip-france.com/">Partner VIP 2013</a> plein de <b>partage d'expérience et d'expertise</b> et de relations business, comme d'habitude.<br />
<br />
Moi-même, je ne pourrai pas être des vôtres, et ce malgré la passion pour l'écosystème Cloud qui m'a amené à accompagner Partner VIP depuis sa naissance.<br />
Mais peut-être vous verrai-je <b>le 5 décembre</b> lors de <b><a href="http://aspaway.blogspot.fr/2013/11/saas-discute-saison-1-episodes-1-4.html">SaaS Discute</a></b>, saison 1...).<br />
<br />
A très bientôt, pieds sur terre, tête au dessus des nuages!<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" width="134" /></a></div>
<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr</a><br />
loic_simon@fr.ibm.com <br />
06 76 75 40 71<br />
<a href="http://twitter.com/loicsim">@loicsim</a> <a href="http://twitter.com/aspaway">@aspaway</a> <a href="http://twitter.com/cluballiances">@cluballiances</a><br />
<a href="http://aspaway.blogspot.com/">http://aspaway.blogspot.com</a><br />
<br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
<img alt="View Loic Simon's profile on LinkedIn" border="0" height="33" src="http://www.linkedin.com/img/webpromo/btn_viewmy_160x33.png" width="160" />
</a><br />
<br />Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-46652373572176057462013-10-04T16:20:00.001+02:002013-10-04T19:42:57.621+02:00Lancement commercial d'une offre SaaS - Rejoignez-nous au Dîner Editeurs du 17 octobre!<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhbGcNqFYERec-uCAoNbQL-Y1haCJdbP-JqWvvEEuLPpaJSVyBqped1UvZfae2TcMTZz1b3qTzmqAjgas5k2Q7ssmIUwe27CiVSOHevxuggKUj2tn8iXMRGhmv_sPNETrhtlzGi8T2vN9A/s1600/cloudaspaway.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhbGcNqFYERec-uCAoNbQL-Y1haCJdbP-JqWvvEEuLPpaJSVyBqped1UvZfae2TcMTZz1b3qTzmqAjgas5k2Q7ssmIUwe27CiVSOHevxuggKUj2tn8iXMRGhmv_sPNETrhtlzGi8T2vN9A/s1600/cloudaspaway.jpg" /></a></div>
<h3>
Depuis le 1er octobre, je suis détaché par IBM chez <a href="http://www.aspaway.fr/">Aspaway </a></h3>
Mon expérience d'évangéliste auprès de l'écosystème IT en migration vers le SaaS/Cloud me sera utile pour accompagner cet expert de l'hébergement applicatif dans le développpement de son business Cloud "powered by IBM".<br />
<br />
<h3>
Cela fait plus de 13 ans que les 4 fondateurs d'Aspaway et leur équipe servent les éditeurs et leurs clients</h3>
Pour les entreprises clientes et les intégrateurs fonctionnels, Aspaway s'appuie sur les services des datacenters IBM pour proposer des solutions d'hébergement et
d'infogérance pour applications de gestion.<br />
Pour les éditeurs de logiciels métiers, Aspaway a aussi développé un savoir-faire inégalé dans le packaging, la vente, la mise en oeuvre et, bien sûr, la délivrance d'applications hébergées et de solutions SaaS dans le Cloud.<br />
<br />
<h3>
Editeurs, partagez l'expérience de vos pairs !</h3>
<a href="http://isv-aspaway.fr/wp-content/uploads/2013/10/DinerVIP.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="135" src="http://isv-aspaway.fr/wp-content/uploads/2013/10/DinerVIP.jpg" width="200" /></a><b>Le 17 octobre</b>, nous organisons un dîner pour dirigeants d'éditeurs afin qu'ils partagent l'expérience de leurs pairs (<b>Site Alpha, Addenda, Coheri</b>s...) dans le <b><a href="http://isv-aspaway.fr/">lancement commercial d'une offre SaaS</a>.</b><br />
J'y serai avec Michel Théon et Patrice Lagorsse d'Aspaway.<br />
<br />
<h3>
<a href="http://isv-aspaway.fr/">Inscrivez-vous</a> au dîner du 17 octobre</h3>
Rendez-vous sur le <a href="http://isv-aspaway.fr/">micro-site qui présente cet évènement de la série "Dîner VIP Expériences SaaS"</a>. Son sujet principal est "<a href="http://isv-aspaway.fr/">Créer les conditions du succès commercial de son offre SaaS</a>". <br />
<i>Attention, l'invitation est réservée aux dirigeants d'éditeurs de logiciels et le nombre de places est limité...</i><br />
<br />
<h3>
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s1600/Loic+Simon+1.JPG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiwsDacGkef1IP59xqS8c5Ou_11dHoTvwXkX5ZZNwrnFb3iEsFGHtQHUczRaLbDadfUFfVBeyZ1WPRbdAs0Ed0e_rAUnOC5Ai70nSGTtQOG0PUoAbwmLVgQnuVIVSaRCindpyAx5ioLyug/s200/Loic+Simon+1.JPG" width="133" /></a>Un projet d'hébergement? La volonté de développer un business SaaS? </h3>
Appelez-moi au <b>06 76 75 40 71</b> ou écrivez-moi sur <a href="mailto:lsimon@aspaway.fr">mon adresse email Aspaway.</a> <br />
<br />
<b>Loic Simon</b><br />
IBM Business Development, Aspaway<br />
<a href="mailto:lsimon@aspaway.fr">lsimon@aspaway.fr </a><br />
<a href="http://fr.linkedin.com/in/loicsimonibm">
<img alt="View Loic Simon's profile on LinkedIn" border="0" height="33" src="http://www.linkedin.com/img/webpromo/btn_viewmy_160x33.png" width="160" />
</a>
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-16154206918163403542013-08-24T07:29:00.000+02:002013-08-27T15:06:08.113+02:00Partage d'expérience et d'expertise au Cloud Ecosystem Forum<div class="separator" style="clear: both; text-align: center;">
<a href="http://1.bp.blogspot.com/-uuAN84r4CtE/UfJ-zL7RLkI/AAAAAAAANVw/DoaRTZLCP5I/s800/IMG_3366.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="425" src="http://1.bp.blogspot.com/-uuAN84r4CtE/UfJ-zL7RLkI/AAAAAAAANVw/DoaRTZLCP5I/s640/IMG_3366.JPG" width="640" /></a></div>
<span style="font-size: large;"><b>5 juillet 2013: 11ème Forum de l'Ecosystème SaaS et Cloud</b></span><br />
Pour la <b>11ème fois depuis 2008</b>, les acteurs français du <b>Cloud</b> se sont réunis le vendredi 5 juillet sous l'égide d'IBM pour <b>développer leur business</b> en partageant expérience et expertise avec leurs pairs et avec les experts du <b><a href="http://clubcloud.blogspot.com/">Club Cloud des Partenaires</a> </b>(évolution du <a href="http://www.cluballiances.com/"><b>Club Alliances</b></a>).<br />
<br />
L'importance croissante des partenariats, alliances et réseaux de distribution pour le développement du Cloud nous a conduit à souligner l'originalité de ce <b>forum 100% dédié aux fournisseurs de SaaS et de Cloud</b> en le renommant "<a href="http://www.cloudecosystemforum.com/"><b>Cloud Ecosystem Forum</b></a>".<br />
<br />
<span style="font-size: large;"><b>Un format éprouvé qui évolue depuis 6 ans avec le Cloud</b></span><br />
Organisé depuis 2008 sous mon impulsion, animé deux fois par an par les experts du Club Alliances devenu Club Cloud des Partenaires, le Forum a gagné ses lettres de noblesse et bénéficie d'un financement croissant par IBM.<br />
<br />
C'est ce qui nous a permis d'en faire progresser la forme, mais aussi d'intégrer son édition d'automne dans <b><a href="http://www.partner-vip-france.com/">Partner VIP</a></b>, évènement annuel lancé en novembre 2011 pour réunir l'écosystème IT autour de thèmes forts comme le Cloud.<br />
<br />
Le format de Partner VIP est conforme à nos objectifs de partage d'expérience et d'expertise et de rencontres business entre partenaires. Les principaux fournisseurs du Cloud y confrontent leurs points de vue devant leurs partenaires et élargissent ainsi le spectre des éditeurs, hébergeurs, infogéreurs, revendeurs, distributeurs, intégrateurs, consultants et autres "cloud brokers" (y compris certains DSI) que nous pouvons toucher. <br />
<b>Rendez-vous les 19 et 20 novembre prochains au prochain <a href="http://www.partner-vip-france.com/">Partner VIP</a>!</b><br />
<b><span style="font-size: large;"> </span></b><br />
<b><span style="font-size: large;">Rejoignez-nous aussi les 28, 29 et 30 août dans le cadre de
<a href="http://www-01.ibm.com/software/fr/SolutionConnect2013/">IBM SolutionsConnect</a></span><a href="http://www-01.ibm.com/software/fr/SolutionConnect2013/"> </a></b><br />
Cet évènement annuel d'envergure est organisé par IBM Software
qui y fait une part croissante au Cloud et à son écosytème.<br />
<b>MSPs et ISVs</b>, participez avec nous à la <a href="http://www-01.ibm.com/software/fr/SolutionConnect2013/les-temps-forts.html">session spécifique qui vous est réservée le 29 août!</a><br />
<span style="font-size: large;"><b></b></span><br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://plus.google.com/photos/105178182852229919786/albums/5904919855762550897" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="426" src="http://1.bp.blogspot.com/-nC-VDvDoozQ/UfKBW9-pK2I/AAAAAAAANZk/8Xl-CqpazGQ/s640/IMG_3433.JPG" width="640" /></a></div>
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<span style="font-size: large;"><b>Retrouvez les documents associés au Forum sur <a href="http://www.cloudecosystemforum.com/">le blog du Cloud Ecosystem Forum</a>:</b></span><br />
<span style="font-size: large;"><span style="font-size: small;">En attendant le prochain Cloud Ecosystem Forum, rendez-vous sur <a href="http://www.cloudecosystemforum.com/">www.cloudecosystemforum.com</a> pour parcourir l'historique du Forum et accéder aux document exploités lors des dernières éditions.</span></span><br />
<span style="font-size: large;"><span style="font-size: small;">J'ai intégré ci-dessous quelques unes des présentations utilisées dans les conférences et ateliers du 5 juillet </span></span><br />
<span style="font-size: large;"><span style="font-size: small;">Et voici aussi une s</span></span>élection de photos prises ce jour là (<i>Si vous ne voyez pas le diaporama (flash!), <a href="https://plus.google.com/photos/105178182852229919786/albums/5904919855762550897">suivez ce lien pour accéder aux photos)</a></i><br />
<br />
<embed flashvars="host=picasaweb.google.com&hl=fr&feat=flashalbum&RGB=0x000000&feed=https%3A%2F%2Fpicasaweb.google.com%2Fdata%2Ffeed%2Fapi%2Fuser%2F105178182852229919786%2Falbumid%2F5904919855762550897%3Falt%3Drss%26kind%3Dphoto%26hl%3Dfr" height="400" pluginspage="http://www.macromedia.com/go/getflashplayer" src="https://static.googleusercontent.com/external_content/picasaweb.googleusercontent.com/slideshow.swf" type="application/x-shockwave-flash" width="600"></embed> <br />
Vous pouvez également télécharger les présentations ainsi que quelques vidéos sur le <a href="http://www-935.ibm.com/industries/fr/fr/cloudforum/assets/presentations.html">micro-site IBM préparé par le Marketing IBM à l'occasion du 11ème Cloud Ecosystem Forum</a> <br />
<br />
<i>Je vous souhaite de bien terminer l'été, pieds sur terre, tête au dessus des nuages.</i><br />
<br />
<br />
<br />
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" mozallowfullscreen="" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/25199112" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px; max-width: 597px;" webkitallowfullscreen="" width="100%"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://fr.slideshare.net/clubcloud/20130705-ibm-cloud-ecosystem-forum-pleniere-matin" target="_blank" title="2013.07.05 [IBM] Cloud Ecosystem Forum - Pleniere Matin">2013.07.05 [IBM] Cloud Ecosystem Forum - Pleniere Matin</a> </b> from <b><a href="http://www.slideshare.net/clubcloud" target="_blank">Club Cloud des Partenaires</a></b> </div>
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" mozallowfullscreen="" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/25201342" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px; max-width: 597px;" webkitallowfullscreen="" width="100%"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://fr.slideshare.net/clubcloud/20130705-ibm-cloud-ecosystem-forum-atelier-directions-techniques" target="_blank" title="2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Directions Techniques">2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Directions Techniques</a> </b> from <b><a href="http://www.slideshare.net/clubcloud" target="_blank">Club Cloud des Partenaires</a></b> </div>
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" mozallowfullscreen="" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/25204871" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px; max-width: 597px;" webkitallowfullscreen="" width="100%"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://fr.slideshare.net/clubcloud/20130705-ibm-cloud-ecosystem-forum-atelier-fournisseur-de-services-et-de-processus-metiers" target="_blank" title="2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Fournisseur de Services et de Processus Metiers">2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Fournisseur de Services et de Processus Metiers</a> </b> from <b><a href="http://www.slideshare.net/clubcloud" target="_blank">Club Cloud des Partenaires</a></b> </div>
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" mozallowfullscreen="" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/25198923" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px; max-width: 597px;" webkitallowfullscreen="" width="100%"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://fr.slideshare.net/clubcloud/ibm-cloud-ecosystem-forum-atelier-marketing-et-commercial-2013" target="_blank" title="2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Marketing et Commercial">2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Marketing et Commercial</a> </b> from <b><a href="http://www.slideshare.net/clubcloud" target="_blank">Club Cloud des Partenaires</a></b> </div>
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" mozallowfullscreen="" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/25202500" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px; max-width: 597px;" webkitallowfullscreen="" width="100%"> </iframe> <br />
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<b> <a href="https://fr.slideshare.net/clubcloud/20130705-ibm-cloud-ecosystem-forum-atelier-rv-des-experts-cloud-builders" target="_blank" title="2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier RV des Experts Cloud Builders">2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier RV des Experts Cloud Builders</a> </b> from <b><a href="http://www.slideshare.net/clubcloud" target="_blank">Club Cloud des Partenaires</a></b> </div>
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" mozallowfullscreen="" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/25205556" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px; max-width: 597px;" webkitallowfullscreen="" width="100%"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://fr.slideshare.net/clubcloud/20130705-ibm-cloud-ecosystem-forum-atelier-editeurs-evolution-vers-le-saas" target="_blank" title="2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Editeurs - Evolution vers le SaaS">2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Editeurs - Evolution vers le SaaS</a> </b> from <b><a href="http://www.slideshare.net/clubcloud" target="_blank">Club Cloud des Partenaires</a></b> </div>
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" mozallowfullscreen="" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/25205433" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px; max-width: 597px;" webkitallowfullscreen="" width="100%"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://fr.slideshare.net/clubcloud/20130705-ibm-cloud-ecosystem-forum-atelier-editeurs-evolution-vers-le-modele-saas" target="_blank" title="2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Editeurs - Evolution vers le modele SaaS">2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier Editeurs - Evolution vers le modele SaaS</a> </b> from <b><a href="http://www.slideshare.net/clubcloud" target="_blank">Club Cloud des Partenaires</a></b> </div>
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" mozallowfullscreen="" scrolling="no" src="http://www.slideshare.net/slideshow/embed_code/25205675" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px; max-width: 597px;" webkitallowfullscreen="" width="100%"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="https://fr.slideshare.net/clubcloud/20130705-ibm-cloud-ecosystem-forum-atelier-msp" target="_blank" title="2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier MSP">2013.07.05 [IBM] Cloud Ecosystem Forum - Atelier MSP</a> </b> from <b><a href="http://www.slideshare.net/clubcloud" target="_blank">Club Cloud des Partenaires</a></b> </div>
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-56435898359370676372013-06-12T10:59:00.002+02:002013-06-12T10:59:18.469+02:00RV (des experts) vendredi 5 juillet, pour mon 11ème Forum de l'écosystème SaaS et Cloud !<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="http://4.bp.blogspot.com/-z4ya6tztKsk/T66Pv5k9GPI/AAAAAAAAERc/lObo3kOVeII/s1152/IMG_1174.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="212" src="http://4.bp.blogspot.com/-z4ya6tztKsk/T66Pv5k9GPI/AAAAAAAAERc/lObo3kOVeII/s320/IMG_1174.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">2012 - Forum du Club Cloud des Partenaires</td></tr>
</tbody></table>
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="http://1.bp.blogspot.com/-kEAMF_Bnwd4/TgY6-4hQuNI/AAAAAAAADkM/HegfViUjpxY/s1152/IMG_8732.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="212" src="http://1.bp.blogspot.com/-kEAMF_Bnwd4/TgY6-4hQuNI/AAAAAAAADkM/HegfViUjpxY/s320/IMG_8732.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">2011 - Forum des Partenaires du Cloud IBM</td></tr>
</tbody></table>
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="http://2.bp.blogspot.com/-yiBwMQHRxOs/TLbUefUYIzI/AAAAAAAAC9k/ypwnoir2Cpg/s1024/IMG_7625.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="240" src="http://2.bp.blogspot.com/-yiBwMQHRxOs/TLbUefUYIzI/AAAAAAAAC9k/ypwnoir2Cpg/s320/IMG_7625.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">2010 - Forum SaaS et Cloud IBM</td></tr>
</tbody></table>
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<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="http://3.bp.blogspot.com/-qsJLtZ9TnyA/SiqKOUNo35I/AAAAAAAAB6I/wmOcLEPGnXc/s800/IMG_0027.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img border="0" height="400" src="http://3.bp.blogspot.com/-qsJLtZ9TnyA/SiqKOUNo35I/AAAAAAAAB6I/wmOcLEPGnXc/s400/IMG_0027.JPG" width="265" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">2009 - Forum Solutions as a Service</td></tr>
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<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="http://4.bp.blogspot.com/-Vytezq6dQ00/STOyLasomTI/AAAAAAAABJM/bgX5rYxeSWY/s1024/IMG_5585.JPG" imageanchor="1" style="margin-left: auto; margin-right: auto;"><img alt="" border="0" height="240" src="http://4.bp.blogspot.com/-Vytezq6dQ00/STOyLasomTI/AAAAAAAABJM/bgX5rYxeSWY/s320/IMG_5585.JPG" title="2008 - Forum du Club Alliances" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">2008 - Forum du Club Alliances</td></tr>
</tbody></table>
<b>Vendredi 5 juillet, pour la 11ème fois depuis 2008</b>, les experts du Club Cloud des Partenaires (évolution du <a href="http://www.cluballiances.com/">Club Alliances</a> souhaitée par IBM) co-animeront le <a href="http://www.cloudecosystemforum.com/">Cloud Ecosystem Forum</a> (nouveau nom du Forum bi-annuel que j'ai créé début 2008 à l'intention des acteurs du SaaS et du Cloud).<br />
<br />
Malgré un accident du travail qui me cloue actuellement à la maison, j'espère bien être une fois de plus en mesure d'assurer le 5 juillet mon rôle d'animateur de l'écosystème des partenaires Cloud IBM.<br />
<br />
Retrouvez l'histoire de ce Forum sur le blog que je lui ai dédié depuis quelques années et dont l'URL simplifié est désormais <a href="http://www.cloudecosystemforum.com/">www.cloudecosystemforum.com</a>.<br />
<br />
Dirigez-vous ensuite vers le micro-site d'inscription géré par le Marketing IBM.<br />
Arrêt de travail oblige, j'ai dû leur laisser depuis mi-mai toute la responsabilité des invitations, de la logistique et de l'organisation finale du Forum... en espérant que ce sera pour le meilleur ! <br />
<br />
RV (des experts...) vendredi 5 juillet ?<br />
<br />
<span style="font-size: large;"><i><b>Loic</b></i></span><a href="http://www.cloudecosystemforum.com/"><br /></a>
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<a href="http://infogr.am/Cloud-Ecosystem-Forum" style="color: #acacac; text-decoration: none;" target="_blank">Vendredi 5 juillet 2013 : 11ème Cloud Ecosystem Forum</a> | <a href="http://infogr.am/" style="color: #acacac; text-decoration: none;" target="_blank">Infographics</a></div>
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-15578812391884285582013-05-06T17:24:00.000+02:002013-06-01T07:47:47.171+02:005 juillet - Partagez votre Expertise - Cloud Ecosystem Forum - #FcloudIBM<div class="separator" style="clear: both; text-align: center;">
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L'agenda du 11ème <b><a href="http://www.cloudecosystemforum.com/">Cloud Ecosystem Forum</a></b> fait une large place au partage d'expérience et d'expertise, notamment dans les ateliers "<b>RV des Experts</b>".<br />
<br />
<b><span style="font-size: large;">Voulez-vous partager votre propre expertise/expérience dans l'un des RV des Experts? </span></b><br />
<br />
Contactez Loic Simon - <a href="mailto:loic_simon@fr.ibm.com">loic_simon@fr.ibm.com</a> +33 6 76 75 40 71 -<br />
Ou remplissez ce formulaire:<br />
<br />
<iframe frameborder="0" height="1100" marginheight="0" marginwidth="0" src="https://docs.google.com/forms/d/1VBIi8xwKyOiOheN7wOXKRc0uWFmD535KjQSOgOMEBs4/viewform?embedded=true" width="610">Chargement en cours...</iframe>
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-83288526413116876582013-04-25T09:21:00.000+02:002013-04-25T09:21:56.715+02:007 juin - Développez votre Business SaaS - RV des Experts EditeursEn attendant le <a href="http://www.cloudecosystemforum.com/">11ème Cloud Ecosystem Forum</a> que nous sommes en cours de replanification, nous proposons aux <b>Dirigeants d'éditeurs désireux de développer leur Business SaaS</b> de participer à notre prochain:<br />
<span style="font-size: small;"><b> </b></span><br />
<span style="font-size: small;"><b><span style="font-size: large;">"RV des Experts Editeurs"- 7 juin - 8h à 11h</span></b></span><br />
Animé par des experts d'IBM et du Club Cloud des Partenaires, le "RV des Experts" permet un véritable partage d'expérience et d'expertise entre les participants. <br />
Sans langue de bois, sans marketing, nous y abordons des sujets clés pour les acteurs en migration vers le Cloud ou en recherche d'accélération de leur business Cloud.<br />
<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgpUA1djBWNp0W9U2YyTXFA9usGRWTIBWvRan1edQyuNykblcue1DBafxr7Bql_MNyBGqiPgnqrEksFozj9f0ATSZ4Zh2cFvKjG1Cjhnr_qLooJcj0_yu1f5X9jf6fC09sNmci8zJMCWlg/s1600/SaaS_Business_Development_.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="300" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgpUA1djBWNp0W9U2YyTXFA9usGRWTIBWvRan1edQyuNykblcue1DBafxr7Bql_MNyBGqiPgnqrEksFozj9f0ATSZ4Zh2cFvKjG1Cjhnr_qLooJcj0_yu1f5X9jf6fC09sNmci8zJMCWlg/s400/SaaS_Business_Development_.png" width="400" /></a></div>
<b> <span style="font-size: large;">Agenda : points clés pour le développement d'un Business SaaS</span></b><br />
<br />
<ol>
<li>Définition et mise en oeuvre d'un <b>modèle profitable de business SaaS</b>, voire BPaaS... </li>
<li><b>Développement d'applications SaaS</b> directement dans le Cloud, portage d'une application existante dans le Cloud sans redéveloppement, "packaging" d'une solution complète...</li>
<li><b>Industrialisation du "delivery" d'une solution SaaS</b> au travers d'un partenariat avec des experts des infrastructures IaaS et des plateformes PaaS sous-jaçentes.</li>
<li><b>Développement du Business</b> par l'exploitation d'un <b>écosystème de partenaires </b>complémentaires et l'adoption de <b>méthodes de marketing</b> innovantes. </li>
</ol>
<iframe frameborder="0" height="1000" marginheight="0" marginwidth="0" src="https://docs.google.com/forms/d/1yMiWsxAKh4vk9Y0Hj2h_Jic654CUOwUcvVJaO93yoVo/viewform?embedded=true" width="650">Chargement en cours...</iframe>
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-36111092838728283402013-04-07T10:21:00.001+02:002013-05-06T16:27:26.458+02:00Le 11ème Cloud Ecosystem Forum, c'est finalement le Vendredi 5 juillet ! #FcloudIBM<span style="font-size: large;"><b>MODIFICATION DE DATE <span style="font-size: large;"><span style="font-size: large;">:</span> </span></b><strike>7 juin</strike><b> --> 5 juillet</b></span><br />
<br />
Le prochain <a href="http://www.forumcloudibm.com/"><b>Cloud Ecosystem Forum*</b></a> se tiendra <b>vendredi </b><strike>7 juin</strike><b><strike> </strike>5 juillet <strike></strike>de 8h30 à 18h</b>, à l'<a href="http://www-05.ibm.com/fr/clientcenter/practices.html">IBM Client Center de Paris </a><br />
Ce Forum en est à sa 11ème édition en 6 ans. Il réunit les<b> acteurs de l'écosystème SaaS et Cloud</b> qui y <b>partagent expérience et expertise</b> et y <b>rencontrent des partenaires</b> pour <b>développer leur business.</b><br />
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<tr><td class="tr-caption" style="text-align: center;">Un RV des Experts (MSPs)</td></tr>
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Au fil des années, nous avons peaufiné la formule du Forum pour éliminer au maximum les côtés marketing et "bonne parole".<br />
<h3>
<span style="font-size: large;">L'<a href="http://forumcloudibm.blogspot.fr/p/agenda.html">agenda</a> favorise le partage d'expéri<span style="font-size: large;">ence <span style="font-size: large;">et d'expertise...</span></span></span></h3>
<ul>
<li>Ateliers "RV des Experts" de 2 heures qui réunissent en petits groupes ceux qui ont les mêmes responsabilités (directions générales, marketing & commerciales, techniques, recherche & développement) et les mêmes modèles de business (cloud builder, fournisseur de ressources, cloud broker...) </li>
<li>Conférences qui mèlent "pieds sur terre" (retours d'expérience...) et "tête au dessus des nuages" (défis et opportunités...)</li>
<li>RV d'affaires formels et informels... </li>
</ul>
<ul>
</ul>
<h3>
<span style="font-size: large;"><span style="font-size: large;">...p</span>our les dirigeants et les experts de l'écosystème Cloud </span></h3>
Le Forum est organisé par <b>IBM</b> et par les animateurs du <b><a href="http://clubcloud.blogspot.com/">Club Cloud des Partenaires</a></b> / <a href="http://www.cluballiances.com/">Club Alliances</a>.<br />
Nous y accueillons tous les acteurs de l'écosystème cloud, coopétiteurs et consultants indépendants y compris.<br />
Les DSI qui veulent devenir des cloud builders, cloud providers et/ou cloud brokers sont également les bienvenus.<br />
Par contre nous suggérons aux utilisateurs clients finaux de s'inscrire à d'autres évènements Cloud mieux adaptés à leurs besoins. <br />
<br />
Du fait de son angle plutôt "<b>Stratégie, Partenariats et Business Development</b>", le forum s'adresse tout particulièrement aux: <br />
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="http://4.bp.blogspot.com/-Cx-Ie6syGU8/T66QGXDkvtI/AAAAAAAAES8/Yk757u8Q2k8/s1152/IMG_1113.JPG" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="213" src="http://4.bp.blogspot.com/-Cx-Ie6syGU8/T66QGXDkvtI/AAAAAAAAES8/Yk757u8Q2k8/s320/IMG_1113.JPG" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Sylvain Mousset, Cegid, 9ème Forum, mai 2012</td></tr>
</tbody></table>
<ul>
<li><b>dirigeants</b> : présidents, directeurs généraux, directeurs commerciaux, directeurs techniques, directeurs marketing, directeurs des alliances, directeurs channels </li>
<li><b>experts cloud</b> : business development, marketing, vente, avant-vente, consulting, développement, administration...</li>
<li>collaborateurs d'IBM et de ses VADs qui cherchent des partenaires Cloud ou les aident à développer leur business (attention, focus Cloud uniquement !). </li>
</ul>
<h3>
<span style="font-size: large;">Save the date - Vendredi <span style="font-weight: normal;"><strike>7 juin</strike></span><span style="font-size: large;"> 5 juillet : <a href="http://forumcloudibm.blogspot.fr/p/inscription.html"><span style="font-size: large;">I</span>nscription sur le site du Forum</a></span>! </span></h3>
<div style="text-align: left;">
<i><span style="font-size: large;"><span style="font-size: small;"><span style="font-weight: normal;">* <b>A propos du Cloud </b><span style="font-size: small;"><b>Ecosystem Forum</b>: </span>Au fil des années, <span style="font-size: small;">c</span>e Forum s<span style="font-size: small;">em<span style="font-size: small;">estriel </span></span>100<span style="font-size: small;">% dédié à l'écosystème SaaS et Cloud </span>s'est successivement appelé Forum du Club Alliances, Forum SaaS et Cloud IBM, Forum du Club Cloud des Partenaires<span style="font-size: small;"> et<span style="font-size: small;">, désormais <span style="font-size: small;">"Cloud Ecosystem Forum" (<span style="font-size: small;">devinez pourquoi<span style="font-size: small;">...). </span></span></span></span></span></span></span></span></i></div>
<div style="text-align: left;">
<span style="font-size: large;"><span style="font-size: small;"><span style="font-weight: normal;"><span style="font-size: small;"><i><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">Depuis 2 ans<span style="font-size: small;">, la session d'automne du Forum est intégrée dans <span style="font-size: small;"><a href="http://www.partner-vip-france.com/Telechargements-des-presentations-de-PartnerVIP-2012_a166.html">Partner VIP</a><span style="font-size: small;">.</span></span></span></span></span></span></span></i></span></span></span></span></div>
<br />
<span style="font-size: large;"><span style="font-size: small;"><span style="font-weight: normal;"><span style="font-size: small;"><i><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" /></a><b><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Loic Simon</span></b><br />
<span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Cloud Channel Development Executive - IBM</span><br />
<a href="mailto:loic_simon@fr.ibm.com"><span style="background-color: transparent; color: #000099; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: underline; vertical-align: baseline;">loic_simon@fr.ibm.com</span></a></span></span> +33 6 76 75 40 71</span></span></span></span></span></span></span></i></span></span></span></span> Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-74329258873641584572013-04-01T19:23:00.000+02:002013-04-02T16:07:07.432+02:00B2B [SaaS/Cloud] Inbound Marketing : Retour d'expérience par Loic Simon [12 avril, IBM]Vendredi 12 avril, j'interviens dans le cadre du "<b>Club des Directeurs Marketing Partenaires</b>" [IBM].<br />
J'y partage mon expérience (bonne et mauvaise !) et mon expertise (acquise sur le tas depuis 2007) de l'exploitation des médias et réseaux sociaux dans un contexte <b>Marketing B2B</b>.<br />
<br />
<b><span style="font-size: large;">Inbound Marketing !</span></b><br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqgx9-RkW8nZ7ruajkldXP94HVKpVLYKdDdW_g2zKCK7ONqH8WmwQjK71qxwK2YdGkge-XIOkCzf1xx5MkSl9FUm3IoucdI5mk7356f4GAH37rqDGrxJJIjLgoAaM3udKg7ygqAujageM/s1600/Inbound+Marketing+-+par+1min30.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="300" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqgx9-RkW8nZ7ruajkldXP94HVKpVLYKdDdW_g2zKCK7ONqH8WmwQjK71qxwK2YdGkge-XIOkCzf1xx5MkSl9FUm3IoucdI5mk7356f4GAH37rqDGrxJJIjLgoAaM3udKg7ygqAujageM/s400/Inbound+Marketing+-+par+1min30.jpg" width="400" /></a></div>
<br />
<b><a href="http://loicsimon.blogspot.fr/2013/04/dont-ask-for-permission-just-do-it.html">Sans demander la permission, juste en m'y mettant</a></b>, j'ai embrassé le "<b><a href="http://clubcloud.blogspot.fr/2012/09/inbound-marketing-pour-faire-venir.html">Inbound Marketing</a></b>" depuis plus de 6 ans.<br />
<br />
Avec <a href="http://fr.linkedin.com/in/thierrybayon">Thierry Bayon</a> (<a href="http://www.marketor.fr/">Marketor</a> et <a href="http://www.saas-guru.com/">SaaS-Guru</a>) et quelques apprentis (merci, <a href="http://fr.linkedin.com/in/rnicault">Romain Nicault</a> !), nous avons permis à plusieurs partenaires IBM de se mettre au "Marketing d'attraction", au "Marketing 2.0", au "Content Marketing" (quoique...), au "Social Media Marketing"... <br />
<br />
<span style="font-size: large;"><b>Blogging<span style="font-size: large;">, </span>Slideshare...</b></span><br />
<span style="font-size: large;"><b> </b></span> <br />
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6rlCmK9iSDmiO_ZkupL7EFyM_r98RQYSA8ss_AhyfGiJZrZNh5UZRlwZ8xAdlP1H-LHqpSRIEXwqE4v26XsJM_F4kV59awM7sSWJCnEfie1wWOjutLQ1aFohV5cPMdSNxevwn4jq0AQQ/s1600/Loic_Pirate_-_avec_Christine.png" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="232" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6rlCmK9iSDmiO_ZkupL7EFyM_r98RQYSA8ss_AhyfGiJZrZNh5UZRlwZ8xAdlP1H-LHqpSRIEXwqE4v26XsJM_F4kV59awM7sSWJCnEfie1wWOjutLQ1aFohV5cPMdSNxevwn4jq0AQQ/s320/Loic_Pirate_-_avec_Christine.png" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Loic (avec Christine, années 80) - déjà Corsaire !</td></tr>
</tbody></table>
Comme d'autres intervenants reviendront largement sur les outils que sont <a href="http://fr.linkedin.com/in/loicsimonibm/">LinkedIn</a> et <a href="https://twitter.com/IBMCloudFR">Twitter</a>, je concentrerai mon intervention sur<br />
<ul>
<li>quelques bonnes raisons et façons d'exploiter un <b><a href="http://thoughtsoncloud.fr/">BLOG B2B</a></b>, en association avec <a href="http://fr.slideshare.net/clubcloud">Slideshare </a>(entre autres...)</li>
<li>mon retour d'expérience au travers du <a href="http://www.cluballiances.com/">Club Alliances</a>, du <a href="http://clubcloud.blogspot.com/">Club Cloud des Partenaires</a>, du <a href="http://www.forumcloudibm.com/">Cloud Ecosystem Forum</a> et du tout nouveau blog IBM <a href="http://thoughtsoncloud.fr/">Thoughts on Cloud.</a></li>
</ul>
J'insère déjà ci-dessous le BROUILLON du deck que je finaliserai d'ici le 12 avril et dont je tirerai les slides que j'exploiterai réellement...<br />
<br />
Revenez donc le 12 avril pour les versions définitives, postées sur Slideshare, bien entendu (en 4 parties, vu la taille des images...).<br />
<br />
Je vous ai aussi rajouté quelques présentations de Hubspot et d'autres experts du Inbound Marketing.<br />
<br />
<iframe src="http://www.slideshare.net/slideshow/embed_code/18053961" width="597" height="486" frameborder="0" marginwidth="0" marginheight="0" scrolling="no" style="border:1px solid #CCC;border-width:1px 1px 0;margin-bottom:5px" allowfullscreen webkitallowfullscreen mozallowfullscreen> </iframe> <div style="margin-bottom:5px"> <strong> <a href="http://www.slideshare.net/ClubAlliances/20130412-1-b2-b-cloud-inbound-marketing-dont-ask-for-permission-just-do-it-loic-simon" title="2013.04.12 #1 - b2 b [cloud] inbound marketing - don't ask for permission, just do it - loic simon" target="_blank">2013.04.12 #1 - b2 b [cloud] inbound marketing - don't ask for permission, just do it - loic simon</a> </strong> from <strong><a href="http://www.slideshare.net/ClubAlliances" target="_blank">IBM - Club Alliances</a></strong> </div>
<iframe src="http://www.slideshare.net/slideshow/embed_code/18054108" width="597" height="486" frameborder="0" marginwidth="0" marginheight="0" scrolling="no" style="border:1px solid #CCC;border-width:1px 1px 0;margin-bottom:5px" allowfullscreen webkitallowfullscreen mozallowfullscreen> </iframe> <div style="margin-bottom:5px"> <strong> <a href="http://www.slideshare.net/ClubAlliances/20130412-2-b2-b-cloud-inbound-marketing-dont-ask-for-permission-just-do-itppt-loic-simon" title="2013.04.12 #2 - b2 b [cloud] inbound marketing - don't ask for permission, just do it.ppt - loic simon" target="_blank">2013.04.12 #2 - b2 b [cloud] inbound marketing - don't ask for permission, just do it.ppt - loic simon</a> </strong> from <strong><a href="http://www.slideshare.net/ClubAlliances" target="_blank">IBM - Club Alliances</a></strong> </div>
<iframe src="http://www.slideshare.net/slideshow/embed_code/18054198" width="597" height="486" frameborder="0" marginwidth="0" marginheight="0" scrolling="no" style="border:1px solid #CCC;border-width:1px 1px 0;margin-bottom:5px" allowfullscreen webkitallowfullscreen mozallowfullscreen> </iframe> <div style="margin-bottom:5px"> <strong> <a href="http://www.slideshare.net/ClubAlliances/20130412-3-b2-b-cloud-inbound-marketing-dont-ask-for-permission-just-do-it-loic-simon" title="2013.04.12 #3 - b2 b [cloud] inbound marketing - don't ask for permission, just do it - loic simon" target="_blank">2013.04.12 #3 - b2 b [cloud] inbound marketing - don't ask for permission, just do it - loic simon</a> </strong> from <strong><a href="http://www.slideshare.net/ClubAlliances" target="_blank">IBM - Club Alliances</a></strong> </div>
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Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-15096200184103023052013-03-06T10:00:00.000+01:002013-04-01T20:48:25.623+02:005 avril - 5ème RV des Experts Cloud Builders et MSPs : Openstack, SmartCloud Orchestrator, DevOps, PaaS, Retour d'expérience Cloud Privé - #IBMCloud <span style="font-size: large;"><i><span style="font-size: large;"><b>[MAJ, date confirmée : 5 avril<span style="font-size: large;">, 8h-11h]</span></b></span></i></span><br />
<span style="font-size: large;"><i><span style="font-size: large;"><b><span style="font-size: large;"> </span></b></span></i> </span><br />
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhYIY2um8_785cjPy9gXqWwZCDxvlumqUaWgdhhWevkfv-MXC5lsJEXKgTEbb5_UT86Ixt-FqILkSBsAZaZDV7JndjaL1MT_HUlP8ZF5FOcEIPal6c4VvBesspU0jWPwN1pe2Hyj-QmlpY/s1600/2012.11.20_-_Cloud_Business_Models.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="214" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhYIY2um8_785cjPy9gXqWwZCDxvlumqUaWgdhhWevkfv-MXC5lsJEXKgTEbb5_UT86Ixt-FqILkSBsAZaZDV7JndjaL1MT_HUlP8ZF5FOcEIPal6c4VvBesspU0jWPwN1pe2Hyj-QmlpY/s320/2012.11.20_-_Cloud_Business_Models.png" width="320" /></a><span style="font-size: large;">Vous êtes <a href="http://clubcloud.blogspot.fr/2013/02/cloud-builders-6-defis-6-opportunites.html"><b>Cloud Builder</b></a> et/ou <a href="http://clubcloud.blogspot.fr/2012/10/partenariat-msp-et-ibm-point-de-vue-et.html"><b>MSP</b></a> (Managed Service Provider).</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">En attendant le 11ème <a href="http://www.forumcloudibm.com/">Cloud Ecosystem Forum</a> <span style="font-size: large;"></span>qui se tiendra le 7 juin, participez au <b>5ème RV des Experts</b> qui vous est destiné.</span><br />
<span style="font-size: large;"><br /></span>
<span style="font-size: large;">L'objectif du RV des Experts est le <b>partage d'expérience et d'expertise</b> avec des experts d'IBM et entre vous.<b> </b></span><br />
<br />
<b><span style="font-size: large;">Vendredi 5 avril - 8h à 11h</span></b><span style="font-size: large;"><b> - </b></span><span style="font-size: large;"><b><b>IBM Bois-Colombes </b></b></span><span style="font-size: large;"><b><span style="font-size: small;"><b><span style="font-size: small;"> </span></b></span></b></span><br />
<span style="font-size: large;"><b><span style="font-size: small;"><b><span style="font-size: small;">P</span>ossibilité de participer à distance, mais c'est moins bien! </b></span> </b></span> <br />
<br />
<span style="font-size: large;"><b>Sujets <span style="font-size: large;">abordés</span>:</b></span><br />
<ul>
<li><span style="font-size: large;"><b>DevOps, </b>PaaS...<b><br /></b></span></li>
<span style="font-size: large;">
</span>
<li><span style="font-size: large;"><b>OpenStack<span style="font-size: large;">, </span></b>SmartCloud Orchestrator...<b><br /></b></span></li>
<span style="font-size: large;">
</span>
<li><span style="font-size: large;"><b>Retour d'expérience / mise en oeuvre Cloud Privé</b></span></li>
<li><b><span style="font-size: large;">Votre suggest<span style="font-size: large;">ion<span style="font-size: large;">?</span></span></span></b></li>
</ul>
<iframe frameborder="0" height="1200" marginheight="0" marginwidth="0" src="https://docs.google.com/forms/d/1odugxu_A12ZGhItRCbx00nGUNA_y2RY4r_tso0qA8_M/viewform?embedded=true" width="600">Chargement en cours...</iframe>
<script src="//storify.com/IBMCloudFR/rv-des-experts-cloud-builders-and-msps.js"></script><noscript>[<a href="//storify.com/IBMCloudFR/rv-des-experts-cloud-builders-and-msps" target="_blank">View the story "RV des Experts Cloud Builders & MSPs" on Storify</a>]<h1>
RV des Experts Cloud Builders & MSPs</h1>
<h2>
5ème RV des Experts du Club Cloud des Partenaires à destination des Cloud Builders et des MSPs.</h2>
<p>
Storified by <a href="http://storify.com/IBMCloudFR">IBM Cloud Français</a>· Sat, Mar 16 2013 09:28:37</p>
<div>
5ème RV des Experts Cloud Builders et MSPs - Date? Sujets? #IBMCloud http://bit.ly/XVZqQq #IBMCloudIBM Cloud Français</div>
<div>
Cloud Builders : 6 défis, 6 opportunités en surfant le tsunami Cloud http://bit.ly/WWmwf1IBM Cloud Français</div>
<div>
IBM Smart Cloud Entry: deploying an IBM i 7.1 and an AIX 7.1 in less than 7 minuteslc82lc82</div>
<div>
Le Cloud Computing et la gestion des services http://bit.ly/ZERPFSIBM Cloud Français</div>
<div>
1-2-3 DevOps environnement avec L’IBM SmartCloud Application Services! http://bit.ly/13RQ3IN #SmartCloud #IBMCloudIBM Cloud Français</div>
<div>
IBM SmartCloud Application Services: DevOps Scenarioibmsmartcloudeprise</div>
<div>
IBM SmartCloud Continuous Deliveryibmservicemanagement</div>
<div>
Combatting MSP Margin Erosion http://ht.ly/2vhVUCIBM Cloud Français</div>
<div>
IBM PureSystems for MSP: Think outside the box! http://ht.ly/2vgrluIBM Cloud Français</div>
</noscript>
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-9242966414658829892013-03-04T08:20:00.001+01:002013-03-04T08:20:08.847+01:00IBM PartnerWorld Leadership Conference 2013 - VideosSi, comme moi, vous n'avez pas participé "in the flesh" au PartnerWorld Leadership Conference de la semaine dernière, retrouvez les vidéos associées ci-dessous ou sur le site <a href="http://www.livestream.com/ibmpartnerworld">http://www.livestream.com/ibmpartnerworld</a>
<iframe frameborder="0" height="310" scrolling="no" src="http://cdn.livestream.com/embed/ibmpartnerworld?layout=5&browseMode=false&height=310&width=640" style="border: 0; outline: 0;" width="640"></iframe><br />
<div style="font-size: 11px; padding-top: 10px; text-align: center; width: 640px;">
Watch <a href="http://www.livestream.com/?utm_source=lsplayer&utm_medium=embed&utm_campaign=footerlinks" streaming="" title="live" video="">live streaming video</a> from <a at="" href="http://www.livestream.com/ibmpartnerworld?utm_source=lsplayer&utm_medium=embed&utm_campaign=footerlinks" ibmpartnerworld="" livestream.com="" title="Watch">ibmpartnerworld</a> at livestream.com</div>
<br />
<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" /></a><b><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Loic Simon</span></b><br />
<span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Cloud Channel Development Executive - IBM</span><br />
<a href="mailto:loic_simon@fr.ibm.com"><span style="background-color: transparent; color: #000099; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: underline; vertical-align: baseline;">loic_simon@fr.ibm.com</span></a><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;"> </span><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">+33 6 76 75 40 71</span><span style="font-size: xx-small;"><br /></span></span></span>Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-16001629724320601992013-02-10T21:23:00.001+01:002013-02-11T19:14:17.101+01:00Cloud Builders : 6 défis, 6 opportunités en surfant le tsunami cloud<a href="http://thoughtsoncloud.com/wp-content/uploads/2012/09/85101-a-wave-crashing.gif" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="211" src="http://thoughtsoncloud.com/wp-content/uploads/2012/09/85101-a-wave-crashing.gif" width="320" /></a>Dans ce second article de la série <i>Surfez le tsunami cloud*</i>, je reviens sur les défis et les opportunités auxquels font face les intégrateurs d'infrastructures et les CSIs (consultants and systems integrators) qui embrassent un modèle de business de <b>cloud builder</b>.<br />
<br />
<b><span style="font-size: large;">Les cloud <span style="font-size: large;">b</span>uilders con<span style="font-size: large;">çoivent, <span style="font-size: large;">construisent et mettent en o<span style="font-size: large;">euvre des cloud<span style="font-size: large;">s privés.</span></span></span></span> </span></b><br />
Souvent, ils complètent leurs services en fournissant aussi l'hébergement et/ou l'infogérance associés à ces clouds privés.<br />
Leurs clients sont des moyennes et grandes entreprises qui ont besoin d'un cloud privé, mais aussi des "cloud providers" qui veulent fournir des services cloud à leurs propres clients ou à des communautés (transformant alors le cloud construit pour eux en un cloud communautaire ou public).<br />
<br />
On trouve des cloud builders parmi les <b>revendeurs de matériels/logiciels et les intégrateurs d'infrastructures</b> traditionnels tels que APX, D.FI, Overlap, SCC, mais aussi chez les <b>CSIs</b> comme Sogeti, Cap Gemini, IBM GTS (Global Technology Services). <br />
Pour mettre en oeuvre les clouds privés qu'ils construisent, les cloud builders exploitent les <a href="https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sol_cloud_computing_builders">technologies matérielles et logicielles de fournisseurs tels qu'IBM</a> (PureSystems, Tivoli..). Ils adhèrent souvent aux programmes de certification cloud comme par exemple l'<a href="http://www.clubcloud.blogspot.fr/2012/06/certifications-cloud-contrainte-ou.html">IBM Cloud Computing Specialty.</a><br />
<br />
<b><span style="font-size: large;">Les cloud <span style="font-size: large;">b</span>uilders d<span style="font-size: large;">é</span>veloppent des compétence<span style="font-size: large;">s et des services dans <span style="font-size: large;">plusieurs domaines complémentai<span style="font-size: large;">res :</span></span></span></span></b><br />
<ul>
<li><b>Consulting cloud</b> : définir une "cloud roadmap", bâtir l'architecture cloud cible, construire un catalogue de services, concevoir des processus "devops", accompagner la transformation vers le cloud. </li>
<li><b>Architectures cloud</b> : exploiter des architectures de référence (voir par exemple la <a href="http://thoughtsoncloud.com/index.php/2012/11/cloud-computing-and-management-principles-what-to-look-for/">IBM CRRA</a>) pour construire les infrastructures et les services cibles. </li>
<li><b>Technologies cloud </b>: choisir les bonnes technologies et composantes matérielles et logficielles en fonction de chaque usage, charge de travail (workload), projet...</li>
<li><b>Gestion de services cloud </b>: aider le client à standardiser, automatiser, industrialiser la délivrance de services cloud.</li>
<li><b>Cloud hybride, cloud brokerage</b> : exploiter des services de cloud publics quand c'est pertinent, compléter le cloud privé par des services de cloud public fournis par des fournisseurs sélectionnés.</li>
<li><b>Financement cloud</b> : fournir des solutions en mode capex (capital expenses), mais aussi en mode opex (operational expenses) et en paiement à l'usage.</li>
<li><b>Délivrance de services cloud </b><b></b>: héberger et gérer le service cloud du client une fois qu'il est construit, proposer des services d'infogérance partagés/mutualisés, agir comme un MSP (Managed service provider), un "cloud provider"...</li>
</ul>
<b><span style="font-size: large;"><span style="font-size: large;">Comme beaucoup de leurs fo<span style="font-size: large;">urnisseurs, les cloud builders commencent souvent par du "cloud washing"</span></span></span></b> <br />
Dans le cadre de ma mission de développement des partenaires cloud, je travaille régulièrement avec des partenaires IBM qui sont ou veulent être des cloud builders.<br />
Plusieurs ont clairement entrepris leur voyage vers le cloud, mais certains continuent à pratiquer le "cloud washing" en associant un vocabulaire cloud à leurs offres traditionnelles autour des infrastructures virtualisées (et de l'hébergement/infogérance), mais sans développer de vraies solutions cloud.<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgSbwgC7UR-Fnhw-NlAuTyhnkDhNygNaFt7NhRrcRIbP_2MX9JYTtbAcBqAlg8DlleWWTmB1UQbMrIVLzgeNMo275m5XE8bhZ-0Cgky0wQd0m2zOvJHZ3Vcczx3kGM_KTzuKw1IMzJN_34/s1600/2012.02.29_-_Beyond_Virtualization.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="233" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgSbwgC7UR-Fnhw-NlAuTyhnkDhNygNaFt7NhRrcRIbP_2MX9JYTtbAcBqAlg8DlleWWTmB1UQbMrIVLzgeNMo275m5XE8bhZ-0Cgky0wQd0m2zOvJHZ3Vcczx3kGM_KTzuKw1IMzJN_34/s400/2012.02.29_-_Beyond_Virtualization.png" width="400" /></a></div>
<br />
Lorsqu'ils ont vraiment décidé de surfer le tsunami cloud, les cloud builders font face à des défis qui sont autant d'opportunités :<br />
<br />
<b><span style="font-size: large;">6 <span style="font-size: large;">défis</span> pour les <span style="font-size: large;">c</span>loud <span style="font-size: large;">b</span>uilders:</span></b><br />
<ol>
<li><b>Faire face à la pénurie de talents <span style="font-size: small;"></span></b><span style="font-size: small;">: <span style="font-size: small;"><span style="font-size: small;">Dans un marché cloud où les tensions montent sur le f<span style="font-size: small;">ront des <span style="font-size: small;">compétences, les </span></span></span>cloud builders</span> ont du mal à attirer et à ret<span style="font-size: small;">enir les talents cloud dont ils <span style="font-size: small;">ont besoin pour se différencier et être positionnés comme des experts dans l<span style="font-size: small;">e domaine d<span style="font-size: small;">es clouds privés et hybri<span style="font-size: small;">des.</span></span></span></span></span> </span></li>
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<li><span style="font-size: small;"><b>Off<span style="font-size: small;">rir des solutio<span style="font-size: small;">n<span style="font-size: small;">s en</span></span></span> <span style="font-size: small;">o</span>pex</b> : </span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">Bien que le m<span style="font-size: small;">ode</span></span> c</span>apex<span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"> </span></span></span>soit <span style="font-size: small;">t<span style="font-size: small;">oujours favorisé par cert<span style="font-size: small;">aines caté<span style="font-size: small;">gories de clien<span style="font-size: small;">ts,<span style="font-size: small;"> <span style="font-size: small;">il y a de plus en plus de demande<span style="font-size: small;">s pour des solutions de cloud privé délivrées en mode opex</span></span></span></span></span></span></span></span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;">.<span style="font-size: small;"> La pression des offres IaaS<span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">/PaaS/<span style="font-size: small;">SaaS d<span style="font-size: small;">es acteurs d<span style="font-size: small;">u cloud public force les </span></span><span style="font-size: small;">cloud builders et leurs fournisseurs de tec<span style="font-size: small;">hnol<span style="font-size: small;">ogies à <span style="font-size: small;">trouver des <span style="font-size: small;">montages <span style="font-size: small;">innovants pour p<span style="font-size: small;">roposer <span style="font-size: small;">leurs solutions de cloud privé "</span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;">as a service"<span style="font-size: small;">.</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></li>
<li><b>Devenir (ou non) un "cloud provider": </b>Beaucoup de cloud builders sont aussi devenus des MSP (managed service provider) qui pratiquent l'hébergement et/ou l'infogérance d'infrastructures. Mais ce côté de leur business manque généralement d'ampleur et de profondeur<span style="font-size: small;"> e<span style="font-size: small;">t </span></span>beaucoup restent en mode "cloud washing" ou "cloud canada dry" : Tout en appelant leur offre "cloud", ils fournissent en fait des infrastructures virtualisées qu'ils provisionnent, gèrent et supportent de manière plus ou moins artisanale, sans self service, sans catalogue de services et sans véritable standardisation, automatisation, industrialisation, elasticité... Vont-ils réussir dans un marché IaaS en cours de commoditisation ou doivent-ils devenir des cloud brokers et exploiter les services cloud de fournisseurs plus spécialisés ?<b> </b></li>
<li><b>Résister aux fournisseurs : </b>La plupart des cloud builders viennent du monde des revendeurs et des intégrateurs d'infrastructures. Ils répondent aux sollicitations et aux priorités de leurs fournisseurs majeurs. Or, ceux-ci ont souvent encore des difficultés à ajuster leurs processus, leur reporting, leurs indicateurs clés et leurs équipes pour un business cloud. D'autres fournisseurs pensent trouver le Graal en s'adressant désormais aux directions fonctionnelles en plus de l'IT. Plutôt que d'organiser des complémentarités entre partenaires (P2P - partner to partner), ils poussent, souvent à mauvais escient, leurs revendeurs d'infrastructures à sortir de leur domaine d'expertise et à développer des compétences fonctionnelles autour de leurs solutions applicatives. Certains cloud builders ont du mal à résister à la fois aux priorités du business de revente traditionnel et à des diversifications contre nature ! <b> </b></li>
<li><b>Développer une culture cloud : </b>Les directions des ventes et les ingénieurs d'affaires des intégrateurs n'ont pas toud acquis un niveau de confort suffisant avec le cloud. Ils trouvent tous types de mauvaises explications pour résister au cloud, depuis les objections tarte à la crème des prospects jusqu'au tagging "cloud" de n'importe quel projet de virtualisation... sans cloud. Le développement d'une culture cloud chez un revendeur/intégrateur historique est une tâche ardue qui nécessite souvent de dédier des équipes pour réussir.<b> </b></li>
<li><b>Se focaliser et s'allier :<span style="font-size: small;"> </span></b><span style="font-size: small;"><span style="font-size: small;">L<span style="font-size: small;">orsqu'ils décident <span style="font-size: small;">tout<span style="font-size: small;"> à <span style="font-size: small;">la fois de contruire<span style="font-size: small;"> et d'opérer des cloud par eux-mê<span style="font-size: small;">mes, beaucoup de cloud builders<span style="font-size: small;"> manq<span style="font-size: small;">uent d<span style="font-size: small;">e compétences et de<span style="font-size: small;"> <span style="font-size: small;">moyens</span> </span></span>pour être bien positionnés dans les deux doma<span style="font-size: small;">ines à la fois<span style="font-size: small;"> : </span></span></span></span></span></span></span></span></span></span></span></span>consultants/architect<span style="font-size: small;">es</span>/builders <span style="font-size: small;">ET f<span style="font-size: small;">ournisseur de services </span></span>cloud. De plus, lorsqu'ils élargissent et diversifient leur portefeuille cloud et qu'ils veulent délivrer les produits et les services correspondants avec leurs propres ressources, ils délivrent un signal négatif aux partenaires complémentaires avec lesquels ils pourraient d'associer. Pour eux, c'est un vrai challenge que de passer d'un mode "nous faisons tout pour vous par nous-même" à une approche "nous sommes excellents dans certains domaines précis, et nous nouons des partenariats pour vous apporter une solution complète". </li>
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<b><span style="font-size: large;">6 <span style="font-size: large;">opportunit<span style="font-size: large;">és<span style="font-size: large;"> pour les <span style="font-size: large;">c</span></span></span>loud <span style="font-size: large;">b</span>uilders<span style="font-size: large;"> :</span></span></span></b><br />
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<li><span style="font-size: small;"><b><span style="font-size: small;"><span style="font-size: small;">Fournir des compétences cloud<span style="font-size: small;"><span style="font-size: small;"> <span style="font-size: small;">: </span></span></span></span></span></b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">La pénurie de talents c</span>loud<span style="font-size: small;"> profite <span style="font-size: small;">aux cloud builders qui ont solidifié <span style="font-size: small;">leur position <span style="font-size: small;">sur le marché du cloud privé<span style="font-size: small;"> et qui tire<span style="font-size: small;">nt</span> profit des certifications <span style="font-size: small;">et des compétences cloud de leurs consultants, archite<span style="font-size: small;">ctes<span style="font-size: small;">, intégrateurs</span> et avant-vente</span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">.</span></span> </span> </span></span></span></span></span></span></span><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><br /></span></span></span></span></span></b></span></li>
<li><span style="font-size: small;"><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">P<span style="font-size: small;">roposer des solutions </span></span><span style="font-size: small;">capex et<span style="font-size: small;"> </span></span></span><span style="font-size: small;">o</span>pex<span style="font-size: small;"> </span>: </span></b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">Les cloud builders <span style="font-size: small;">solides financièrement qui savent <span style="font-size: small;">exploiter les possibilités de fi<span style="font-size: small;">nancement et les </span>programmes de "pay as you grow" </span></span></span>de leurs fou<span style="font-size: small;">rnisseurs trouvent<span style="font-size: small;"> des méthodes innovantes pour <span style="font-size: small;">proposer des solutions de cloud privé flexibles en mode opex<span style="font-size: small;">.</span></span></span></span></span></span><b><span style="font-size: small;"> </span></b></span></li>
<li><span style="font-size: small;"><b><span style="font-size: small;"><span style="font-size: small;">Infogérer <span style="font-size: small;">des clouds</span></span><span style="font-size: small;">:<span style="font-size: small;"> </span></span></span></b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">Certains cloud builders <span style="font-size: small;"><span style="font-size: small;">résist<span style="font-size: small;">e</span>nt à la tentation de devenir un<span style="font-size: small;"> fournisseur de services de cloud p<span style="font-size: small;">ublic</span> par eux même<span style="font-size: small;">.<span style="font-size: small;"> Ils préfèr<span style="font-size: small;">ent<span style="font-size: small;"> <span style="font-size: small;">jouer</span> <span style="font-size: small;">un rôle de</span></span></span></span></span><span style="font-size: small;"> cloud <span style="font-size: small;">broker pour apporter </span>des services c<span style="font-size: small;">omplémentaires à leur clients. <span style="font-size: small;">I</span>ls <span style="font-size: small;">développent aussi leur business cloud récurrent en <span style="font-size: small;"></span></span></span></span></span></span></span></span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">infogér<span style="font-size: small;">ant les cloud<span style="font-size: small;">s</span></span> des clients</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"></span>, et ce quelque <span style="font-size: small;">soit l<span style="font-size: small;"><span style="font-size: small;">eur</span> </span>nature</span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"> </span>(</span></span></span>c<span style="font-size: small;">loud </span>privé<span style="font-size: small;">, hybrid<span style="font-size: small;">e</span>, communau<span style="font-size: small;">taire</span>, public...) <span style="font-size: small;">et l<span style="font-size: small;">eur</span></span><span style="font-size: small;"> localisation (<span style="font-size: small;">c<span style="font-size: small;">hez le client, hébergé <span style="font-size: small;">dans un data center tiers<span style="font-size: small;">, hébergé par le cloud builder lui-même, fourni <span style="font-size: small;">par un cloud public...)</span></span></span></span></span></span></span></span>.</span> </span></span></span></span></span></span></span></span></span><b><span style="font-size: small;"><span style="font-size: small;"><br /></span></span></b></span></li>
<li><span style="font-size: small;"><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">S'a<span style="font-size: small;">dosser à certains fournisseurs<span style="font-size: small;"><span style="font-size: small;"> </span></span></span></span></span>: </span></span></span></b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">Les cloud builders qui choisissent de <span style="font-size: small;">s'adosser à <span style="font-size: small;">des<span style="font-size: small;"> </span>vendeurs de technologies cloud <span style="font-size: small;">leaders répondent aux </span><span style="font-size: small;">o<span style="font-size: small;">bjectifs</span></span> de ces fournisseurs de montrer un forte <span style="font-size: small;">p<span style="font-size: small;">rogr</span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">ession de leur bu<span style="font-size: small;">siness clo<span style="font-size: small;">ud.</span></span><span style="font-size: small;"><span style="font-size: small;"> En <span style="font-size: small;">ma<span style="font-size: small;">îtris<span style="font-size: small;">ant</span> les technologies matérielles et/ou logic<span style="font-size: small;">ielles de ces <span style="font-size: small;">fournisseurs, ils acquièrent <span style="font-size: small;">la c<span style="font-size: small;">onfiance de <span style="font-size: small;">prospects et clients à la recherche d<span style="font-size: small;">'expertise, <span style="font-size: small;">mais ausi celle des équipes vente et avant-vente des dits fournisseurs. Ce<span style="font-size: small;">s derniers </span>sont <span style="font-size: small;">contents<span style="font-size: small;"> </span></span>de <span style="font-size: small;">s'appuyer sur des partenaires souvent aussi ou plus compétents qu'eux<span style="font-size: small;"><span style="font-size: small;"> <span style="font-size: small;">en matière de cloud.<span style="font-size: small;"> <span style="font-size: small;">Ce type d'opportunité n'est pas <span style="font-size: small;">nouveau, mais l'alignement avec <span style="font-size: small;">un</span> <span style="font-size: small;">fournisseur <span style="font-size: small;">reste une stratégie effic<span style="font-size: small;">ace<span style="font-size: small;">, surtout dans des mar<span style="font-size: small;">chés nouveaux <span style="font-size: small;">ou</span> peu matures... si tant est que le fournisseur est <span style="font-size: small;">en c<span style="font-size: small;">apacité de devenir un leader <span style="font-size: small;">de</span> ces m<span style="font-size: small;">archés !</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"> </span></span></span></span></span></span></span></span></span></span></span> </span></span></span></span><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><br /></span></span></span></b></span></li>
<li><span style="font-size: small;"><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><b><span style="font-size: small;"><span style="font-size: small;"><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">D<span style="font-size: small;">évelopper une culture</span> cloud<span style="font-size: small;"> <span style="font-size: small;">: </span></span></span></span></span></span></span></b></span></span></b></span></span></span></span></b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">M</span>igrer vers un business cloud est un peu plus simple pour un</span></span></span></span></span></span></span></span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"> cloud builder <span style="font-size: small;">que pour ceux qui choisissent d'autres modèles de business cloud. <span style="font-size: small;">Que <span style="font-size: small;">ce soit sou<span style="font-size: small;">s un angle techn<span style="font-size: small;">ique ou <span style="font-size: small;">financier, <span style="font-size: small;"><span style="font-size: small;"></span></span>les cloud builders continuent à trav<span style="font-size: small;">ailler en mode </span><span style="font-size: small;">p<span style="font-size: small;">rojet (</span></span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">consulting<span style="font-size: small;">, </span>int<span style="font-size: small;">é</span>gration et mise<span style="font-size: small;"> en oeuvre de cloud<span style="font-size: small;">s privés</span>)<span style="font-size: small;"><span style="font-size: small;">. Ils<span style="font-size: small;"> </span></span>revendent <span style="font-size: small;">souvent d<span style="font-size: small;">es ma<span style="font-size: small;">tériel<span style="font-size: small;">s</span> et <span style="font-size: small;">de l</span>ogiciels comme ils ont l'habitude de l<span style="font-size: small;">e faire</span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;">.</span></span> <span style="font-size: small;">En refocalisant certains de leurs consultants, ar<span style="font-size: small;">chitectes, <span style="font-size: small;">in<span style="font-size: small;">tégrateurs<span style="font-size: small;">, </span></span>avant-vente et vendeurs <span style="font-size: small;">sur la vente et la <span style="font-size: small;">c</span></span><span style="font-size: small;"><span style="font-size: small;">onstruction de cloud<span style="font-size: small;">s, ils <span style="font-size: small;">démarre<span style="font-size: small;">nt</span> tout naturellement une culture technique cloud<span style="font-size: small;"> en interne <span style="font-size: small;">et chez leurs clients.<span style="font-size: small;"> <span style="font-size: small;">L</span>e succès d<span style="font-size: small;">u déploiement d'une culture<span style="font-size: small;"> commerciale cloud dép<span style="font-size: small;">end d<span style="font-size: small;">u bon alignement des forces <span style="font-size: small;">commerci<span style="font-size: small;">ales et d<span style="font-size: small;">e leurs dir<span style="font-size: small;">igeants. </span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">C<span style="font-size: small;">omme</span></span> c'est typiquement parmi <span style="font-size: small;">les dir<span style="font-size: small;">igeants</span> commerciaux<span style="font-size: small;"> <span style="font-size: small;">"h<span style="font-size: small;">istoriques" </span></span></span>qu'on retrouve les plus réti<span style="font-size: small;">cents <span style="font-size: small;">au clou<span style="font-size: small;">d</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span>, i</span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span>l <span style="font-size: small;">peut <span style="font-size: small;">être</span></span> <span style="font-size: small;">pertinent de nommer un directeur/leade<span style="font-size: small;">r des ventes cloud dédi<span style="font-size: small;">é<span style="font-size: small;">.</span> </span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"></span></span></span></span></span></span></span></span></span> </span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span></span><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"> </span></span></span></b></span></li>
<li><span style="font-size: small;"><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">S<span style="font-size: small;">e focaliser et s<span style="font-size: small;">'allier<span style="font-size: small;"> :</span></span></span> </span></span></span></span></span></b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">L<span style="font-size: small;">es cl</span></span>oud builders qui comprennent la puissance de la spécialisation et des partenariats <span style="font-size: small;"><a href="http://partner2partner.blogspot.fr/">P2P (<span style="font-size: small;">partner to partner)</span></a></span> <span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">répond<span style="font-size: small;">ent mieux</span> aux besoins <span style="font-size: small;">cloud des clients <span style="font-size: small;">à qui ils peuvent </span><span style="font-size: small;">fournir de vrais résultats business<span style="font-size: small;"> (e<span style="font-size: small;">t pas seulement des infrastructures)<span style="font-size: small;">. Ils </span></span></span>bénéf<span style="font-size: small;">ici<span style="font-size: small;">en<span style="font-size: small;">t</span></span> <span style="font-size: small;">également </span>d'une position plus claire et plus fo<span style="font-size: small;">r<span style="font-size: small;">te dans leur propre domaine d'expertise</span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">. <span style="font-size: small;">Pour <span style="font-size: small;">nouer des partena<span style="font-size: small;">riats cloud avec <span style="font-size: small;">leurs pairs (intég<span style="font-size: small;">rateurs fonctionnels<span style="font-size: small;"> et experts métier notamment, mais <span style="font-size: small;">aussi <span style="font-size: small;">MSP<span style="font-size: small;">s et fournisseurs de services cloud)<span style="font-size: small;">, ils sont assistés par certains fournisseurs <span style="font-size: small;">majeurs <span style="font-size: small;"><span style="font-size: small;">comme IBM </span>et par leurs VADs<span style="font-size: small;"> </span></span></span></span></span></span></span></span></span></span></span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">(<span style="font-size: small;"><span style="font-size: small;">v</span>al<span style="font-size: small;">ue added distributors), <span style="font-size: small;">mais aussi par des experts spécialis<span style="font-size: small;">és</span></span><span style="font-size: small;"><span style="font-size: small;"> qui ma<span style="font-size: small;">îtrisent <span style="font-size: small;">l</span>e s<span style="font-size: small;">ujet de<span style="font-size: small;">s</span></span> canaux de distribution, <span style="font-size: small;">d</span>es partenariats et <span style="font-size: small;">d</span>es alliances</span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"> cloud. <span style="font-size: small;"> </span></span></span><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"> </span></span></span></span></span></span></span></span></span></span></span> <span style="font-size: small;"><span style="font-size: small;"> </span></span></span></span></span></span> </span></span></span> </span></span></span></span></span><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><br /></span></span></span></b></span></li>
</ol>
<span style="font-size: small;"><span style="font-size: small;">Ma liste est évidemment su<span style="font-size: small;">bjecti<span style="font-size: small;">ve.<span style="font-size: small;"> <span style="font-size: small;">N'hésitez<span style="font-size: small;">-<span style="font-size: small;">pas à <span style="font-size: small;"><span style="font-size: small;">nous parler </span>d'autres challenges ou d'autres opportunités pour les cloud build<span style="font-size: small;">ers en 2013 !</span></span></span></span></span></span></span></span></span></span><br />
<br />
<span style="font-size: small;"><b><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: large;">*Surf<span style="font-size: large;">e<span style="font-size: large;">z</span> le <span style="font-size: large;">tsunami</span></span> <span style="font-size: large;">c</span>loud</span></span></span></span></b></span><br />
<span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;">Dans cette série d'articles, <span style="font-size: small;">j<span style="font-size: small;">'ob<span style="font-size: small;">serv<span style="font-size: small;">e la migration de l'écosystème IT vers le cloud, avec un focus sur<span style="font-size: small;"> :<span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"> </span></span></span></span></span></span></span></span></span></span></span></span></span></span><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhGPSlynrzYB_t1pdKUSKbfs_avMU3sgQpij0IPQUL4pf5wC9MTWjiFLG333JijThHN5PZQ6Z6caPAUKbFBiNuO3w_qrJ3AYTpr4tJ-sPLiW2NU_HDK8zzUkVwIGHu1WSAHtM13h2SbWFw/s1600/2012.11.20_-_Cloud_Business_Models.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="214" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhGPSlynrzYB_t1pdKUSKbfs_avMU3sgQpij0IPQUL4pf5wC9MTWjiFLG333JijThHN5PZQ6Z6caPAUKbFBiNuO3w_qrJ3AYTpr4tJ-sPLiW2NU_HDK8zzUkVwIGHu1WSAHtM13h2SbWFw/s320/2012.11.20_-_Cloud_Business_Models.png" width="320" /></a></div>
<ol>
<li><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><a href="http://thoughtsoncloud.fr/index.php/2013/01/editeurs-reinventez-votre-business-au-dela-du-saas/"><span style="font-size: small;">les éditeurs qui </span>reinvent<span style="font-size: small;">ent leur business a<span style="font-size: small;">u delà du SaaS </span></span></a>... (premier <span style="font-size: small;">article</span>),</span></span></span></span></li>
<li>les intégrateurs d'infrastructures et les CSIs qui deviennent cloud builders... (cet article),</li>
<li>les MSPs et hébergeurs/infogéreurs qui industrialisent la délivrance de services cloud, </li>
<li>les VARs et les distributeurs qui deviennent des revendeurs cloud, des cloud brokers, des agrégateurs de services cloud,
</li>
<li>les prestataires de services business qui exploitent le cloud et bouleversent le marché IT. </li>
</ol>
<span style="font-size: small;">Dans la même <span style="font-size: small;">veine, v</span>ous pouvez également lire m<span style="font-size: small;">on papier</span> sur le<span style="font-size: small;"> <a href="http://www.clubcloud.blogspot.fr/2012/07/cloud-coming-out-de-lecosysteme-it.html"><b><span style="font-size: small;">C</span>oming ou<span style="font-size: small;">t cloud de l'<span style="font-size: small;">é</span></span>cosyst<span style="font-size: small;">ème IT</span></b></a><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><span style="font-size: small;"><b> </b><span style="font-size: small;">ou <span style="font-size: small;">mes</span></span><b> <a href="http://thoughtsoncloud.fr/index.php/2013/01/ecosysteme-cloud-2013-6-surfeurs-et-6-rameurs-dans-le-tsunami-cloud/"><span style="font-size: small;">P</span>r<span style="font-size: small;">é</span>dictions <span style="font-size: small;">pour l'écosystème cloud en 2013</span></a><span style="font-size: small;">.</span></b></span></span></span></span></span></span><br />
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<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" /></a><b><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Loic Simon</span></b><br />
<span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Cloud Channel Development Executive - IBM</span><br />
<a href="mailto:loic_simon@fr.ibm.com"><span style="background-color: transparent; color: #000099; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: underline; vertical-align: baseline;">loic_simon@fr.ibm.com</span></a><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;"> </span><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">+33 6 76 75 40 71</span><span style="font-size: xx-small;"><br /></span></span></span><br />
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Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-70740133971840153922013-02-06T11:22:00.000+01:002013-02-06T11:22:10.317+01:00Capturez la Croissance du Cloud avec IBM - Soirée EBEN - #ITPartners #IBMCloudIBM était invité à dire quelques mots sur le Cloud dans le cadre du Business Club ETC et de la soirée organisée par la <a href="http://www.federation-eben.com/">Fédération EBEN</a> à l'intention de près de 300 de ses adhérents, (revendeurs informatiques, impression et/ou telecom) réunis dans le cadre de<a href="http://clubcloud.blogspot.fr/2013/02/5-et-6-fevrier-it-partners-vars.html"> IT Partners 2013</a> (5 et 6 février).<br />
<br />
Voici la présentation que j'ai exploitée sur le thème des perspectives du Cloud et des modèles de business associés.<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjozCNWJlWJTZzCA9VxeKj0tbZVFhZ45pjtis9zx2Aq0GvEKKbwfpR8vNGD2yQE3lsWt-8fLVphrMmZS4LTPXDuVZv0bwWnjMnDEPebRdxUTWtwKBScjVi4VLEQq4f8akC4z1Xnr9ujRXY/s1600/2012.11.20_-_Cloud_Business_Models.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="267" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjozCNWJlWJTZzCA9VxeKj0tbZVFhZ45pjtis9zx2Aq0GvEKKbwfpR8vNGD2yQE3lsWt-8fLVphrMmZS4LTPXDuVZv0bwWnjMnDEPebRdxUTWtwKBScjVi4VLEQq4f8akC4z1Xnr9ujRXY/s400/2012.11.20_-_Cloud_Business_Models.png" width="400" /></a></div>
<br />
Mon intervention suivait celle de Sylvie Chauvin de <a href="http://www.markess.fr/home.php">Markess</a> sur les challenges et les opportunités du Cloud pour les revendeurs PME.<br />
<br />
<iframe allowfullscreen="" frameborder="0" height="486" marginheight="0" marginwidth="0" mozallowfullscreen="" scrolling="no" src="http://fr.slideshare.net/slideshow/embed_code/16376798" style="border-width: 1px 1px 0; border: 1px solid #CCC; margin-bottom: 5px;" webkitallowfullscreen="" width="597"> </iframe> <br />
<div style="margin-bottom: 5px;">
<b> <a href="http://fr.slideshare.net/clubcloud/20130205-it-partners-soire-eben-capturez-la-croissance-du-cloud-avec-ibm-loic-simon" target="_blank" title="2013.02.05 it partners - soirée eben - capturez la croissance du cloud avec ibm - loic simon">2013.02.05 it partners - soirée eben - capturez la croissance du cloud avec ibm - loic simon</a> </b> from <b><a href="http://fr.slideshare.net/clubcloud" target="_blank">Club Cloud des Partenaires</a></b><br />
<br />
Intéressés par une intervention d'IBM sur un sujet Cloud dans l'un de vos évènements?<br />
N'hésitez-pas à me contacter!<br />
<b> </b> </div>
<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" /></a><b><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Loic Simon</span></b><br />
<span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Cloud Channel Development Executive - IBM</span><br />
<a href="mailto:loic_simon@fr.ibm.com"><span style="background-color: transparent; color: #000099; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: underline; vertical-align: baseline;">loic_simon@fr.ibm.com</span></a><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;"> </span><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">+33 6 76 75 40 71</span><span style="font-size: xx-small;"><br /></span></span></span>Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-39983211624871350222013-02-04T08:08:00.000+01:002013-02-04T08:18:29.169+01:005 et 6 février - IT Partners: VARs régionaux, pourquoi et comment devenir un Cloud Broker?<div class="separator" style="clear: both; text-align: center;">
<a href="http://www.itpartners.fr/site/FR/Le_salon/Presentation,C3394,I3389.htm?KM_Session=4345d661a044d20ae27bad4bde8da530f" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" src="http://lb7o.reedexpo.fr/Data/kmreed_itpartners/wysiwyg/F_b9b273152999c71cc4db2efe95cedf4850578e2d4fc70.gif" /></a></div>
Comme l'an passé, je serai à<b> <a href="http://www.itpartners.fr/site/FR/Le_salon/Presentation,C3394,I3389.htm?KM_Session=4345d661a044d20ae27bad4bde8da530">IT Partners</a></b> demain et après-demain 5 et 6 février.<br />
<br />
Sur le <b>stand IBM (D22)</b> et dans les allées, je renseignerai notamment les <b>VARs et SSII qui servent les PME/PMI</b> et les collectivités de leur région et qui embrassent progressivement le Cloud.<br />
<br />
Si vous êtes un VAR et que vous êtes de plus en plus<br />
<ul>
<li>Interlocuteur de confiance des PME de votre région pour tout ce qui concerne l'informatique, </li>
<li>DSI à la place d'un DSI qui n'existe pas dans les PME,</li>
<li>Fournisseur de moyens informatiques externalisés pour les PME,</li>
</ul>
venez discuter avec moi des différents <b>modèles de business Cloud</b> qui peuvent correspondre à vos objectifs de croissance et de profitabilité.<br />
<br />
Voyez notamment pourquoi et comment vous pouvez embrasser un <a href="http://ibmcloudcatalog.blogspot.com/2011/12/smartcloud-enterprise-pour-les-cloud_8746.html">rôle de "<b>Cloud Broker</b>"</a>, c'est à dire de revendeur (à valeur ajoutée, bien sûr) de services de cloud public (IaaS, PaaS, SaaS) et/ou devenir un fournisseur de services business "as a service" (BPaaS).<br />
<br />
Evaluez l'opportunité d'appuyer votre développement sur des services tels que <a href="http://ibmcloudcatalog.blogspot.com/2011/03/smart-business-development-and-test-on.html">IBM SmartCloud Enterprise</a>, <a href="http://ibmcloudcatalog.blogspot.com/2011/11/ibm-smartcloud-application-services.html">IBM SmartCloud Application Services</a> et autres services et solutions de cloud public "B2B" d'IBM.<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjcH0pJw_vzT8aYrzeq7V1QQdjNhsUdFBB1FsjmYvXhGLq2266mppslQuqVLrjOraE7ng4mNN5Z4Dq8GMprgwDd6SPb9rbotVkPdsfsbP39CuUDtEuXssGDmVBBkC9AcRb2Iee2cQih-X4/s1600/2012.11.20_-_Cloud_Business_Models.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="267" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjcH0pJw_vzT8aYrzeq7V1QQdjNhsUdFBB1FsjmYvXhGLq2266mppslQuqVLrjOraE7ng4mNN5Z4Dq8GMprgwDd6SPb9rbotVkPdsfsbP39CuUDtEuXssGDmVBBkC9AcRb2Iee2cQih-X4/s400/2012.11.20_-_Cloud_Business_Models.png" width="400" /></a></div>
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Si vous êtes intéressé(e) par un échange d'expérience et d'expertise sur les modèles de business cloud (cloud builder, cloud provider, cloud reseller...), appelez-moi sur mon portable pour me proposer un RV demain ou après-demain, sur IT Partners.<br />
<br />
<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" /></a><b><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Loic Simon</span></b><br />
<span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Cloud Channel Development Executive - IBM</span><br />
<a href="mailto:loic_simon@fr.ibm.com"><span style="background-color: transparent; color: #000099; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: underline; vertical-align: baseline;">loic_simon@fr.ibm.com</span></a><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;"> </span><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">+33 6 76 75 40 71</span><span style="font-size: xx-small;"><br /></span></span></span><br />
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<br />Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.comtag:blogger.com,1999:blog-4102307800159904920.post-60087545775410694232013-01-17T22:55:00.000+01:002013-01-24T06:34:57.366+01:0024 janvier - Tendances Cloud, Table Ronde : 7 Experts répondent à vos questions Cloud<!--[if !mso]>
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<b><span style="color: blue;"><i><span style="font-family: Arial,Helvetica,sans-serif;"><span style="mso-bidi-font-weight: normal;"><span lang="FR" style="font-size: 14.0pt; mso-ansi-language: FR;">[MAJ ce 24 janvier matin - 3 dernières invitations offertes - voir ci-dessous !]</span></span></span></i></span></b><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="mso-bidi-font-weight: normal;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"> </span></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="mso-bidi-font-weight: normal;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">7<span style="font-family: inherit;"> des contributeurs au livre blanc « Tendances
Cloud 2013 » (</span></span></span><span style="font-family: inherit;"><span style="mso-bidi-font-weight: normal;"><span style="color: black; font-size: 14.0pt;"><a href="http://www.tendances-cloud.com/"><span lang="FR" style="mso-ansi-language: FR;">www.tendances-cloud.com</span></a></span></span><span style="mso-bidi-font-weight: normal;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">) partagent expérience et expertise sur le
Cloud et son écosystème.</span></span></span></span></div>
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<span style="font-family: inherit;"><b><span lang="FR" style="color: #5291ef; font-size: 14.0pt; mso-ansi-language: FR;">Quand ?</span></b><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"> </span></span></div>
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<b><span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">Jeudi 24 janvier <i>de</i> 14h à 17h30 </span></span></b></div>
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<span style="font-family: inherit;"><b><span lang="FR" style="color: #5291ef; font-size: 14.0pt; mso-ansi-language: FR;">Où ?</span></b><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"> </span></span></div>
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<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">Centre de conférence Arpège Paris Victoire</span></span></div>
<div class="MsoNormal" style="margin-top: 6.0pt; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: inherit;"><b><span lang="FR" style="color: #5291ef; font-size: 14.0pt; mso-ansi-language: FR;">Qui ? </span></b></span></div>
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<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">Communauté d’experts Cloud réunie autour du projet collaboratif
« Tendances Cloud 2013 » animé par PowerOn en partenariat avec IBM.</span></span></div>
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<span style="font-family: inherit;"><b><span lang="FR" style="color: #5291ef; font-size: 14.0pt; mso-ansi-language: FR;">Pour qui ? </span></b></span></div>
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<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">Dirigeants d’entreprises, DSI, consultants, experts,
journalistes et autres professionnels intéressés par l’évolution et les
bénéfices du Cloud pour l’entreprise.</span></span></div>
<div class="MsoNormal" style="margin-top: 6.0pt; mso-layout-grid-align: none; text-autospace: none;">
<span style="font-family: inherit;"><b><span lang="FR" style="color: #5291ef; font-size: 14.0pt; mso-ansi-language: FR;">Quoi ?</span></b></span></div>
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<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">Votez pour les sujets cloud qui seront abordés en
priorité : </span><span style="font-size: small;"><a href="http://clicks.aweber.com/y/ct/?l=IftDc&m=3Zg_Ez4H_nh4ohm&b=uYJ0Anob0QnYqR9RYIrgRQ"><span lang="FR">https://poweron01.wufoo.eu/forms/tendances-cloud-2013-confarence-networking/</span></a></span></span></div>
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<span style="font-family: inherit;"><b><span lang="FR" style="color: #5291ef; font-size: 14.0pt; mso-ansi-language: FR;">Comment ? </span></b></span></div>
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<b><span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">Inscription sur : </span><span style="font-size: 14.0pt;"><a href="http://clicks.aweber.com/y/ct/?l=IftDc&m=3Zg_Ez4H_nh4ohm&b=gK6Q6sg1pJElQrNiSlVy4g"><span lang="FR" style="mso-ansi-language: FR;">http://fr.amiando.com/tendancescloud.html</span></a></span></span></b></div>
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<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">En tant que <a href="http://clubcloud.blogspot.fr/2012/12/parcourez-tendances-cloud-2013-en.html">contributeur à Tendances Cloud</a>, j’ai encore 3
invitations dont je peux faire profiter les plus rapides (entrez bien toute la ligne)</span></span><br />
<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"><br /></span></span>
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<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;">Bonne Année, pieds sur terre, tête au dessus des nuages !. </span></span><br />
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<span style="font-family: inherit;"><span lang="FR" style="color: black; font-size: 14.0pt; mso-ansi-language: FR;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAo_IT09NLbC1ABM96PNRGkcL80ZR8u6e5Xf3mpjMobiJxyXkHcHle4f8xaqjlJptlUs1Swr_MK1GvQopB4dP87N6axNuqJwdXoiG-OJvF91Dm4w2JhORf0b694l86sIgJ-7PfMb6XTpE/s1600/loic+simon.jpg" /></a><b><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Loic Simon</span></b><br />
<span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">Cloud Channel Development Executive - IBM</span><br />
<a href="mailto:loic_simon@fr.ibm.com"><span style="background-color: transparent; color: #000099; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: underline; vertical-align: baseline;">loic_simon@fr.ibm.com</span></a><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;"> </span><span style="background-color: transparent; color: black; font-family: Arial; font-size: 11pt; font-style: normal; font-weight: normal; text-decoration: none; vertical-align: baseline;">+33 6 76 75 40 71</span><span style="font-size: xx-small;"><br /></span> </span></span></div>
Club Allianceshttp://www.blogger.com/profile/08418503753586330507noreply@blogger.com