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© 2013 IBM Corporation
BP Enablement
Growth Opportunities with Business Analytics Business Partner Rally 2013
Presenter Name Mel Zeledon, VP Channels and Mid Market, Business Analytics
Date March 19, 2013
© 2013 IBM CorporationBusiness Partner Rally 2013
THANK YOU To Our Business Partners!
Increasing the Value You DeliverBy expanding portfolio solution offerings
Growing IBM Business AnalyticsIncreasing License Market Share
Driving Customer SuccessDelivering High Quality Project Implementations
© 2013 IBM CorporationBusiness Partner Rally 2013
Our Mission
Deliver innovation and solutions that enable organizations to:
Leverage all information, all perspectives, all people, and all decisions at the point of impact.
Address key functional and industry imperatives and drive accelerated outcomes.
Weave analytics into the fabric of enterprise processes to help build smarter businesses.
Manage risk, regulation & compliance
Manage risk, regulation & compliance
Grow, retain and satisfy customersGrow, retain and satisfy customers
Transform financial processes
Transform financial processes
Increase operational efficiency
Increase operational efficiency
© 2013 IBM CorporationBusiness Partner Rally 2013
Business Partnerswill account for
5 7%
of the total middlewareopportunity in 2015
Smarter Analytics2015 software
opportunity
$76 billion
1:2012 IBV Global Big Data Study 2: IBM Global Business services, The Global CFO Study 2010, 1H12 IBM Market Insights
Why Smarter Analytics matter to your clients
In 2012, nearly
of organizations report a competitive advantage with information and analytics1
More profit growth2
and
© 2013 IBM CorporationBusiness Partner Rally 2013
IBM delivers the broadest porfolio to drive better business outcomes
IBM Business Analytics
Industry Solutions
Software Categories
Functional Solutions
Core Capabilities
REPORT PREDICT
DisclosureManagement
Profitability Modeling & Optimization
Production Planning
Customer Acquisition
CustomerLifetime
Value
CustomerLoyalty
& Retention
Risk Mitigation Planning
Risk Aware Decisioning
Forecast
Contribute
Decision Management
© 2013 IBM CorporationBusiness Partner Rally 2013
Business Analytics Go-To-Market
CustomersCustomer AnalyticsCustomersCustomer Analytics
Advanced client segmentation
Leveraging customer sentiment analysis
Reducing customer churn
Advanced client segmentation
Leveraging customer sentiment analysis
Reducing customer churn
1 FinanceFinancial Operations& Processes
FinanceFinancial Operations& Processes2 Risk
Regulatory, Risk & Fraud
RiskRegulatory, Risk & Fraud3 4 Operations
OperationalEfficiency
OperationsOperationalEfficiency
Enabling rolling plan, forecast & budgeting
Automating the financial close process
Delivering real-time dashboards
Enabling rolling plan, forecast & budgeting
Automating the financial close process
Delivering real-time dashboards
Making risk-aware decisions
Managing financial and operational risks
Reducing the cost of compliance
Making risk-aware decisions
Managing financial and operational risks
Reducing the cost of compliance
Optimizing the supply chain
Transform threat & fraud identification processes
Deploying predictive maintenance capabilities
Optimizing the supply chain
Transform threat & fraud identification processes
Deploying predictive maintenance capabilities
Future relevance requires
integrating traditional data with new sources and types of information to power
transformation
TransactionSocialDocumentsMachineApplication
© 2013 IBM Corporation
Scorecarding & Dashboarding
Predictive Modeling
Sentiment Analysis
Reporting & Visualization
Business Rules & Optimization
Social Analytics
Forecasting & Simulation
Real-time Decisions
Cap
ab
ilit
ies
Cap
ab
ilit
ies
IBM Customer Analytics solutions provide actionable insights to attract, grow and retain customers
Up sell/Cross-sell Analysis
Customer Loyalty
Statistical Analysis
Price Optimization
Churn Prediction
Data & Text Mining
Social Analytics
Enterprise Feedback Mgmt
© 2013 IBM Corporation
IBM Financial Analytics solutions help organizations transform processes and optimize performance
• Deliver fast, reliable performance reports and analysis
• Automate financial close process
• Meet new disclosure and filing mandates (XBRL)
• Deliver fast, reliable performance reports and analysis
• Automate financial close process
• Meet new disclosure and filing mandates (XBRL)
• Improve visibility with driver-based and predictive forecasts
• Rapidly adjust and realign resources
• Improve visibility with driver-based and predictive forecasts
• Rapidly adjust and realign resources
• Define, measure, and adjust strategy with metrics
• Deliver engaging, up-to-the-
minute dashboards
• Define, measure, and adjust strategy with metrics
• Deliver engaging, up-to-the-
minute dashboards
Cap
ab
ilit
ies
Cap
ab
ilit
ies
Financial ReportingFinancial Reporting
Performance ManagementPerformance Management
Planning, Budgeting& Forecasting
Planning, Budgeting& Forecasting
Profitability Modeling
Profitability Modeling
Disclosure ManagementDisclosure
Management
Financial Consolidation
Financial Consolidation
Scorecarding & Dashboarding
Predictive Analytics
ReportAlign
Plan
Incentive Compensation Management
Incentive Compensation Management
© 2013 IBM Corporation
IBM Risk Analytics solutions enable risk-aware business decisions and improved compliance management
Cap
ab
ilit
ies
Cap
ab
ilit
ies
Scenario Modeling
Workflow
Reporting & Visualization
Business Rules & Optimization
Real-time Decisions
Planning
Collaborating
Data Management
Cross Industry
Sell Side (Banks and Financial Markets)
• Strategic Business Planning
• Balance sheet risk management
- ALM & liquidity risk
- Regulatory & economic capital
• Strategic Business Planning
• Balance sheet risk management
- ALM & liquidity risk
- Regulatory & economic capital
Buy Side (Asset Owners, Services, and Managers)
• Operational risk management
• Loss event case studies & database
• Governance and IT risk
• Operational risk management
• Loss event case studies & database
• Governance and IT risk
• Portfolio construction and risk management for investment portfolios
• Economic Capital & Solvency II
• Actuarial and financial modeling
• Portfolio construction and risk management for investment portfolios
• Economic Capital & Solvency II
• Actuarial and financial modeling
• Policy and compliance management
• Enterprise disclosure management
• Financial controls management
• Internal Audit
• Policy and compliance management
• Enterprise disclosure management
• Financial controls management
• Internal Audit
© 2013 IBM Corporation
Business rules OptimizationPredictive analytics
Business Process Management
Decisionservices
Reporting, Analysis, & Predictions
Scorecarding & Dashboarding
Modeling
Planning, Budgeting & Forecasting
Resource Optimization
Predictive Analytics Statistical AnalysisData & Text Mining
Business Rules & Optimization
Forecasting & SimulationReal-time DecisionsCa
pa
bil
itie
sC
ap
ab
ilit
ies
Sales PerformanceManagement
Sales PerformanceManagement
Asset Management
Asset Management
Supply Chain Management Supply Chain Management
Threat & Fraud Detection
Threat & Fraud Detection
IBM Operational Analytics solutions use predictive analytics business rules and optimization to drive dynamic decision-making
© 2013 IBM CorporationBusiness Partner Rally 2013
IBM Business Analytics Leadership
Forrester Enterprise BI
Forrester Self-Service BI
Nucleus Value Matrix: AnalyticsPredictive Analytics: Market StrengthChallengers Leaders Victors
© 2013 IBM CorporationBusiness Partner Rally 2013
Gartner recognizes IBM as the leader in the industry
Source: Morgan Stanley’s March 9, 2012 report “Gartner’s ‘Magic Quadrants’ Help Identify Gaps in IBM’s Software Strength
© 2013 IBM CorporationBusiness Partner Rally 2013
PersonalWorkgroup / DepartmentalEnterprise
PersonalWorkgroup / DepartmentalEnterprise
Business Intelligence
Advanced Analytics
Performance Management
Financial Performance Management
FinanceFinance Financial ServicesFinancial Services
Audit / RiskAudit / Risk
FinancialServicesFinancialServicesLine of
BusinessLine of
Business
SalesSales
SalesPerformanceManagement
Risk Management
Risk Management
(Open Pages)
(Algorithmics)
Audit / RiskAudit / Risk
Line ofBusiness
Line ofBusiness
IT/FinanceIT/Finance
Expand Your Business Analytics Capabilities
© 2013 IBM CorporationBusiness Partner Rally 2013
Cognos 10 / Express / Insight
Enterprise
TM1
Cognos FSR
Varicent
Algorithmics
Open Pages
SPSS Statistics (1)
SPSS Enterprise (2)
Cognos 10 / Express / Insight
Enterprise
TM1
Cognos FSR
Varicent
Algorithmics
Open Pages
SPSS Statistics (1)
SPSS Enterprise (2)
Business Analytics Authorized Portfolios
Cognos RiskSPSS (2)
Open Distribution
Cognos Insight Standard Edition
Cognos RiskSPSS (2)
Open Distribution
Cognos Insight Standard Edition
* Available in Japan also for Shrink-wrap distribution
© 2013 IBM CorporationBusiness Partner Rally 2013
IBM Cognos Family – Channel Growth
• Gaining Momentum• Free Personal Edition• Pre-sales, POCs
• Standard edition $ growth
• Best of breed• Scalability • Larger deployments• Path from CI and CX
BP # Deals
© 2013 IBM CorporationBusiness Partner Rally 2013
Leverage Business Partner Programs and Tools
Lead Generation Enablement Incentives
Business Partner Self Sufficiency
VADs, BPLM and IBM
Sales Alignment
IBM Events
IBM Co-Marketing
BP lead generation
VAD Marketing
Cognos Insight Personal Edition
Business Partner Learning Center Sales Pre-sales Technical Implementation Coaching Services Lab Services
GB Rebates SVI OI, OO BA Capability SVI VAP VAP for Gov. PSP extra margin BPLM Solution Acceleration 2X SVI Competitive
SaaS Incentive Models
Deal Clinics
IBM Lead Passing
Sales tools, Blueprints
Demos
Clear Communication
© 2013 IBM CorporationBusiness Partner Rally 201317
High Value Engagement Guideline with Business Partners
Integrated
Aligned
General BusinessLarge Enterprise
Route to Market = Business PartnersRoute to Market = Business Partners
General BusinessMid-Market
BusinessPartnerResell
BusinessPartnerCo-sell
BusinessPartnerCo-sell
Business Partner Resell
Business Partner Resell
Business Partner Co-Sell
Business Partner Co-Sell
© 2013 IBM CorporationBusiness Partner Rally 2013
Partnering Best Practices
Communicate, set expectations with sales reps early!
Communicate, set expectations with BPs early! 4
Progress and close deals expeditiouslyEngage BA Channels teams 3
Become BA proficient and self sufficient
Respect the BP's lead role on BP OI driven opportunities 2
Invest in Lead GenerationTreat BPs fairly and respectfully 1
IBM BA Sales Reps IBM BA Business Partners
© 2013 IBM CorporationBusiness Partner Rally 2013
ProductTraining
ImplementationTraining Accreditation
ImplementationCoaching/Mentoring
• Sales
• Pre-sales
• Pre-sales
• Delivery Consultant
• Project Management
• Delivery Consultant
• Sales
• Pre-Sales
• Project Management
• Delivery Consultant
Sales Training
• Project Management
• Delivery Consultant
MethodologyTraining
Make Use of New BA Practice Accelerators
BP Enablement Success Roadmap
•Basic
•Intermediate
•Mastery
•Certification
•Sales Play
•Demo
•Certification
•Methodologies
•Download URL
•Assets and Templates
•End to End Case Study
•Workshop / Simulation
•Online-Resources
•Virtual Coaching
•Project-Based Mentoring
•IBM Peer Reviews
•Multi Level Accreditation
© 2013 IBM CorporationBusiness Partner Rally 201320
Business Partner Learning Center (BPLC) Re-launch
Simple and intuitive with fewer clicks and
less decision points
New BPLC URL ibm.com/partnerworld/babplc
New BA Partnerworld URL ibm.com/partnerworld/businessanalytics
© 2013 IBM CorporationBusiness Partner Rally 2013
Extend your Solutions & Service Offerings with New IBM Software Practice Accelerators
21
Implementation Training
Case study based boot camps & workshops
Classroom, online delivery Knowledge repositories
Accreditation
Recognizes expert deployment practices
Bronze / Silver / Gold Qualify with skills &
successful deployments
Mentoring
Hands-on experience with IBM experts
IBM or Business Partner led projects
Coaching
Remote access to IBM delivery experts
Expert advice available when needed
Pay per engagement or subscription pricing
ibm.com/partnerworld/page/swg_com_sfw_software_practice_accelerator
© 2013 IBM CorporationBusiness Partner Rally 2013
Coaching, Mentoring & Consulting Offerings
SWG On Demand Consulting
Expert Advice
Offering Light Touch Heavy Touch
VA
LUE
AC
CE
LER
AT
ION
VA
LUE
AC
CE
LER
AT
ION
LEVEL OF ASSISTANCELEVEL OF ASSISTANCE
Gain Access To:• Expert implementation
guidance.• Troubleshooting & root-
cause analysis.• Proactive planning and risk
analysis.• Benchmark your process
solution against best practice.
• Deliverable acceleration.
CoachingCoaching• 24 hour access via request
system.• Unlimited app dev Q&A.• Services Assets.• Best practices • Up to 3 contacts.
Guardian ServicesGuardian Services• Assistance with Specific Deliverables.• Weekly Planning Calls.• Access to quarterly process reviews.• Bridge to Standard SWG Services.• Single Point of Contact.• Extended Services Hours.• Additional Deliverable Assistance.
Coaching
Standard
Help with selected implementation tasks
Extension of your project / program team
Mentoring
© 2013 IBM CorporationBusiness Partner Rally 2013
Implementation Training Development: 2013 Launch Plans
Q3
VaricentSPSS ModelerCognos FSR
VaricentSPSS ModelerCognos FSR
TM1Open Pages - Fast TrackFSR/CDM
TM1Open Pages - Fast TrackFSR/CDM
Cognos BI ControllerSocial Media AnalyticsAnalytic AnswersSygmaPlex
Cognos BI ControllerSocial Media AnalyticsAnalytic AnswersSygmaPlex
Development Partnership Lab Services Practices, Sales Enablement,
Channels Management and Product Development
Q2Q1
© 2013 IBM CorporationBusiness Partner Rally 2013
Your custom solution built on IBM software
Your “value add” with IBM-hosted
SaaS
Your managed service usingIBM Software
ApplicationServiceProvider
Your solution bundled withIBM software
IBM PrimarySupport Provider
Business Partner Hosted Software
as a Service
IBM Solution Provider
IBM Softwareas a Service
Managed ServiceProvider
Take advantage of new IBM and Business Partner Hosted Software-as-a-Service models
AnalyticAnswers
Risk AnalyticsSales
Performance Management
Social Media Analytics (1H 2013)New!
BA SaaSsolutions
© 2013 IBM CorporationBusiness Partner Rally 2013
Lead Generation +Dedicated License Reps +
License Sales Focus =
Service Backlog and Increased BP Profitability
Services Centric License + Services Synergy
$
t
$
t
Invest in License Sales Capacity!
© 2013 IBM CorporationBusiness Partner Rally 2013
Increasing the Value You DeliverBy expanding portfolio solution offerings
Growing IBM Business AnalyticsIncreasing License Market Share
Driving Customer SuccessDelivering High Quality Project Implementations
© 2013 IBM Corporation
Business Partner Growth Through Collaboration
Presenter Name
Presenter Job Title, IBM Organization Name
Date
© 2013 IBM Corporation28
Agenda
Moving to a capability conversation delivers a competitive advantage
Expanding across the Business Analytics portfolio is good for business
Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue
Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience
Source: If applicable, describe source origin
© 2013 IBM Corporation29
Gain competitive advantage with a complete solution
Source: If applicable, describe source origin
Differentiate yourself in the market – offer a complete Business Analytics solution that addresses business problems
Distance yourself from the competition – elevate the conversation within deals that are too focused on features & functions and
won or lost on price– grow your portfolio to match client buying agendas
Deliver an analytics vision– create a roadmap of the business pains you can solve today and tomorrow– paint the vision of how you can help them turn information into insight
© 2013 IBM Corporation
Client buying agendas align to a rich set of capabilities
Accelerate product and service innovation
Optimize IT and business infrastructure
Manage risk, security and compliance
Deliver enterprise mobility
Need Capabilities
Mobile Development and Connectivity
Mobile Management and Security
Cloud and IT Optimization Asset and Facilities Management Enterprise Endpoint Management
Application Lifecycle Management Complex and Embedded Systems Enterprise Modernization
Identity and Access Management Data Protection Application Security Infrastructure Protection Security Intelligence and
Compliance Analytics
Business Analytics Data Management Big Data Data Warehousing Enterprise Content Management Information Integration
and Governance
Turn information into insights
Deepen engagement with customers, partners and employees
Enable the agile business
Need Capabilities
Social Collaboration Unified Communications Web Experience Commerce Enterprise Marketing
Management Smarter City Operations
Business Process Management Connectivity, Integration
and SOA Application Infrastructure
© 2013 IBM Corporation
Source: IBM Market Insights, 1H12 IBM Software Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. IBM source data is based on analysis done by the IBM Market Intelligence Department. IBM Market Intelligence data is provided for illustrative purposes and is not intended to be a guarantee of market opportunity
IBM software market opportunity by business need52% of the opportunity comes from two needs, while enterprise mobility spurs the highest growth 2012-15
3131
Deliver enterprise mobility
Deepen engagement with customers, partners and employees
Manage risk, security and compliance
Turn information into insights
Optimize IT and business infrastructure
Enable the agile business
Accelerate product and service innovation
2012 Total market opportunity $147B($5B not captured with a capability)
2012-15 Relative growth by business need
Turn information into insights
Not includedManage risk, security and compliance
Accelerate product and service innovation
Deliver enterprise mobility
Enable the agile busines
Deepen engagement with customers, partners and employees
Optimize IT and business infrastructure
© 2013 IBM Corporation32
Challengers Leaders Victors
Today you may be focused on one of these key software categories within the BA portfolio
© 2013 IBM Corporation33
The Business Analytics portfolio provides multiple entry points and upsell paths to help you grow
PersonalWorkgroup / DepartmentalEnterprise
PersonalWorkgroup / DepartmentalEnterprise
Business Intelligence
Advanced Analytics
Performance Management
Financial Performance Management
FinanceFinance Financial ServicesFinancial Services
Audit / RiskAudit / Risk
FinancialServicesFinancialServicesLine of
BusinessLine of
Business
SalesSales
SalesPerformanceManagement
Risk Management
Risk Management
(Open Pages)
(Algorithmics)
Audit / RiskAudit / Risk
Line ofBusiness
Line ofBusiness
IT/FinanceIT/Finance
© 2013 IBM Corporation34
Agenda
Moving to a capability conversation delivers a competitive advantage
Expanding across the Business Analytics portfolio is good for business
Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue
Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience
Source: If applicable, describe source origin
© 2013 IBM Corporation35
The demand for BA solutions means more opportunity for partners who deliver multiple capabilities across the portfolio
– Analysis on partners who sold only from the Cognos product family vs. partners who sold from both the Cognos product family + the SPSS product family
– Reflects the average revenue per partner over a 12 month period
Partners who sold Business Intelligence Solutions
Partners who sold both Business Intelligence and Predictive Analytics Solutions
(SPSS Statistics)
Partners who sold both Business Intelligence and Predictive Analytics Solutions (SPSS Enterprise)
$235K $688K $901K
Potential to make 2.9x to 3.8x more revenue per year
© 2013 IBM Corporation36
Average sales and services opportunities across the portfolio
Source: IBM Business Partner Profitability Tool, PartnerWorld
Software Category
Product Average Deal Size
Average Sales Cycle
Average Services Drag
Business Intelligence
Cognos Enterprise $90K 225 days 35 days @ $214 / hr = $60K
Cognos Express $30K 60 days 50 days @ $188 / hr = $75K
Performance Management
Cognos TM1 $80K 180 days 60 days @ $156 / hr = $75K
Cognos Financial Statement Reporting (FSR)
$150K 90 days 33 days @ $227 / hr = $60K
Cognos Controller $100K 189 days 65 days @ $144 / hr = $75K
Predictive Analytics
SPSS Modeler Premium $60K 120 days 5 days @ $300 / hr = $12K
SPSS Modeler Professional
$30K 120 days 3 days @ $300 / hr = $7,200
Risk Analytics
Algorithmics $750K 220 days 2 – 3x license revenue
Open Pages $400K 220 days 2 – 3x license revenue
© 2013 IBM Corporation37
Agenda
Moving to a capability conversation delivers a competitive advantage
Expanding across the Business Analytics portfolio is good for business
Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue
Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience
Source: If applicable, describe source origin
© 2013 IBM Corporation
The BA and IM conversation roadmap
Business Analytics Software and Solutions
Services
Apply Business Analytics
…to anticipate and shape business outcomes
Plan an Information Strategy
…to align with their business strategy
Master Their Information
…to ensure it is accurate, relevant and governed
Page 38
Despite an abundance of data and content, most decision makers act without the right
information and insight
LOB and IT leaders can optimize business outcomes by working together to:
Information Management Software, Services and Solutions
Organizations that connect people with trusted, relevant information and leverage Business Analytics are able to confidently predict,
plan and act to optimize business outcomes
© 2013 IBM Corporation39
Research shows us where partners have been most successful at selling BA and IM offerings together
When Business Partners expand their skills and solutions across multiple software product groups, they can achieve incremental incentives and benefits
For example, IBM’s Solution Accelerator Incentive (SAI) is designed to reward Business Partners for cross selling eligible IBM hardware and software solutions.
Business Partners that leverage SAI can earn additional discounts above the baseline incentive on selected cross-sell solutions.
Several new solutions have been added to support Information Management and Business Analytics opportunities
Source: If applicable, describe source origin
© 2013 IBM Corporation40
You have the potential to increase your revenue by four times
Results show that Business Partners that expand their capabilities and sell both Information Management and Business Analytics software have the potential to increase their revenue opportunity by four times, compared to Business Partners that sell exclusively within one product area
© 2013 IBM Corporation41
BA and IM growth opportunities at a glance
Source: If applicable, describe source origin
© 2013 IBM Corporation42
Agenda
Moving to a capability conversation delivers a competitive advantage
Expanding across the Business Analytics portfolio is good for business
Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue
Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience
Source: If applicable, describe source origin
© 2013 IBM Corporation
• $6.7B solution opportunity
• Industry Solutions at play here with Business Analytics
• Attract, motivate and empower your workforce
• $6.7B solution opportunity
• Industry Solutions and ICS at play here with Business Analytics
• Increase levels of customer care and satisfaction
• Increase revenue driven by key influencers
• Capture and act on expanded customer data
• $6.7B solution opportunity
• Industry Solutions and ICS at play here with Business Analytics
• Increase levels of customer care and satisfaction
• Increase revenue driven by key influencers
• Capture and act on expanded customer data
Create an exceptional customer experience
Smarter Workforce
Unlock business analytics opportunities to grow your business and address new audiences
© 2013 IBM Corporation
Create a Smarter Workforce Create Exceptional Customer Experiences
Improve employee satisfaction and retention through analysis of workplace motivations and success factors.
Improve employee effectiveness by putting analytics in the hands of everyone
Execute personalized policies that boost employee engagement and performance -- using insights based on analytics.
Improve recruiting efforts by identifying traits of top performers and embedding these insights to ensure every decision is data-driven.
Optimize employee scheduling and headcount planning based on budget, projects, and evolving needs.
Attract more valuable customers through granular segmentation efforts to determine the right offer, channel, time, and place.
Maximize customer profitability through cross sell and up sell while improving customer loyalty and retention
Unlock the value of Social Media Analytics by understanding and acting on customer sentiment.
IBM software capabilities transform the organization for business advantage
© 2013 IBM Corporation
In a smarter workforce, leaders and employees transform the organization for business advantage
AttractIdentify, attract and recruit the top talent and integrate them to your culture
65% of global companies are having problems finding employees with the skills they need1
EmpowerEnable people to hit the ground running in new roles and to continually share and develop their skills so that they can make the greatest impact to the business
41% of GenY say social media in the workplace is important to them2
MotivateInspire your workforce to make a difference and cultivate creative leaders and improve performance
People-focused businesses generated 26% more revenue per employee, had 40% lower turnover rates3
Source 1: Towers Watson; Source3: Pew Internet & American Life Project; Source 2: Prescient Digital; Source 3: Bersin Report The Science of Fit
© 2013 IBM Corporation
Sentiment Analysis
Real-time Decisions
Cap
ab
ilit
ies
Cap
ab
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ies
Use analytics to understand your customers and deliver an exceptional customer experience to them
Up sell/Cross-sell AnalysisCustomer
Loyalty
Statistical Analysis
Price Optimization
Churn Prediction
Data & Text Mining
Social Analytics
GrowSuccessful organizations focus on growing customer lifetime value by delivering targeted cross-sell and up-sell offers to grow not only revenue, but also to deepen customer relationships with personalized offers.
AttractAttracting valuable customers requires uncovering patterns and trends in their behavior and then targeting those with similar attributes.
Organizations can run more efficient and cost-effective marketing campaigns, avoid saturation, reduce marketing costs, and achieve an overall higher ROI.
RetainA strategic customer retention strategy not only detects customers that may churn, but delivers targeted offers to those customer to make them stay.
When done well, organizations are able to enhance loyalty by turning satisfied customers into advocates
© 2013 IBM Corporation47
Take the following steps to develop your 2013 growth strategy
Look at the ‘Information into Insights’ capabilities in the context of your business model
Identify your expansion options and the products you want to learn more about
Contact the Channel Sales Manager in your region to discuss an enablement plan
http://ibm.com/pwsmartanalytics
© 2013 IBM Corporation48
Thank you!Thank you!
© 2012 IBM Corporation49 IBM Confidential22 December 2011 © 2012 IBM Corporation
IBM BUSINESS ANALYTICSTOP SALES PERFORMANCE 2012AWARD
© 2012 IBM Corporation50
Finalistas – Top 5
© 2012 IBM Corporation51
Melhor resultado em Vendas de 2012
© 2012 IBM Corporation52
Melhor resultado em Vendas de 2012