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IBM Software Group | WebSphere software
®
WebSphere Business Partner Executive Planning Workshop
May, 2005IBM WebSphere Business Partner Sales and Marketing
IBM Software Group
© 2004 IBM Corporation
IBM Software Group | WebSphere software
Workshop Agenda Business Overview
Discussion around questionnaire Other relevant background topics
WebSphere topics to stimulate ideas and opportunities
Ideas to Leverage
Account Strategy Qualification / progression / closing tactics and assistance on existing opportunities Long term strategy
Services / Solution Development Discussion New services or solutions incremental to current capabilities New services or solution area Skill development and enablement
Pipeline Building Initiatives Review of current marketing initiatives Identify new demand generation activities
Wrap Up and Next Steps
IBM Software Group | WebSphere software
Sample actions from a workshop1. General issues:
- send the presentation about WS to BP IBM
- WS Roadmap for the next 6 - 12 months IBM
- iSeries contact IBM
- SBO case Express products USU mail to Brian IBM
- Document of BLU - Team to public BP
2. Opportunity Customer A:
- check with local WS Commerce Sales team
a) studies from Gartner of the development of shops
in total and the common go to market model IBM
b) possible contact to an consultant who could
support Customer A in its planning for an eshop IBM
c) check out, if there are any commerce forums in local country
for customers to participate and exchange knowhow IBM
- coordinate the Team Sercon, SWG, HW and Customer A
to clarify the strategy for the customer and work together IBM
- present proposal in November BP
3. Opportunity Customer B:
- POC IBM Portal on iSeries together with HATS SWIC/ BP
- contact into iSeries, what SW is delivered for free with the HW IBM
- Olap Topic - perhaps discussion about Cube Views IBM
Present proposal to customer in November BP
IBM Software Group | WebSphere software
®
WebSphere topics to stimulate ideas and opportunities
IBM Software Group
© 2004 IBM Corporation
Back to Agenda
IBM Software Group | WebSphere software
2005 SMB Opportunity is Larger and Growing Faster than Large Enterprise WebSphere Revenue Mix is Skewed to Integrated/Aligned
Sources: GSMB Finance, 2H04 GMV
2004 Planning Forecast vs. Mkt Oppty
0%10%20%30%40%50%
60%70%80%90%
100%
WS Rev Mkt Oppty
Integ/Aligned
SMB
2005 WW WebSphere SMB (Med/Large) middleware opportunity = $5.8B @ 5.7% AGR Large enterprise opportunity = $6B at 4.2% AGR The WebSphere revenue mix is skewed to slower growing large enterprise accounts
Marketplace Insight: WebSphere SMB Market Segmentation
$6B
4.2% AGR
$1.9B
4.2% AGR
$3.0B
6.6% AGR
$4.6B
8.9% AGR
# o
f custo
me
rs
Millions
Thousands
Small Bus.1-99
Medium Bus. 100 – 999 (Territory Mid-Market)
Large SMB 1000+ (Territory Focus Accounts)
Large Enterprise 1000+ (Integrated/Aligned)
IBM S&D Coverage: Companies not covered by Integ/Aligned teams are covered by GSMB teams
IBM Software Group | WebSphere software
On Demand Drives Results Through Business Flexibility
Companies that are farther along in their On Demand Business journey show stronger business results than others in their industry
1.3 pts 1.2 pts .6 pts
Improvement in Performance Metrics vs. Industry Peers*
Gross Profit
MarginROI ROA
15 pts
Higher growth inEarnings
*Median difference in 3 year improvement of performance metric between the most advanced companies and their sectors (S&P 1500) in North America.
Source: IBM On Demand Business Impact Research Analysis, December 2004
1.8 pts
P/E
IBM Software Group | WebSphere software
Why WebSphere - it drives additional REVENUE for YOU and Your Business Partner
WebSphere ServicesIntegration
DevelopmentHosting
New serversStorage
Processor upgrades
Development toolsSecurity/ DB2Portal add-ons
WASWBI
CommerceWireless
Portal
Websphere Sales Start out modest
However within the next 6-12 months
It can drive 5-10X of the initial sale With net new licenses of
software,servicesAnd hardware.
IBM Software Group | WebSphere software
Changing Market Conditions Drive On Demand Business Needs: Addressing Top Business and IT Priorities
Top IT priorities
Top business priorities
Streamline or optimize business processes
Boost worker productivity across company
Improve customer service
85%
85%
84%
Application Integration
BI/Data warehouse
Security
42%
42%
48%
Sources: Outlook 2004: Priorities 1Q InformationWeek Research, January 2004;Merrill Lynch CIO Survey Results, September 2004
Economic volatility and globalization
Increasing consolidation across industries
Increasing regulations and industry standards
Technical realities
“More than 80% of CEOs see unpredictable market forces as the key inhibitor to growth.”
Source: IBM’s Global CEO Survey, February 2004
IBM Software Group | WebSphere software
Evolution of WebSphere: Leading the Way to Flexibility and Responsiveness
BaseBase
HTTPHTTP
ServerServer
Java ServletJava ServletEngineEngine
DatabaseDatabase
Co
nn
ect
or
Co
nn
ect
or
WebSphereWebSpherePerformance PackPerformance Pack
Load balancingLoad balancing CachingCaching File replicationFile replication
ApplicationApplicationServicesServices
WebSphereWebSphereApplicationApplication
ServerServer
PastPoint Products
Base Application Server
PresentIntegrated Platform
Capabilities
IntegrationApplication
People Integration
Process Integration
Information Integration
InfrastructureApplication
Accelerators
Process Integration
Information Integration
PeopleIntegration
Application Integration
Application Infrastructure
StrategyService-Oriented Architecture (SOA)
Componentization StrategyBusiness Innovation and Optimization
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
IBM Software Group | WebSphere software
SIMPLIFIED WebSphere Marketing Message
Integrate people, processes and information
Extend your reach
Optimize application infrastructure
Process Integration
Information Integration
PeopleIntegration
Application Integration
Application Infrastructure
Accelerators
IBM Software Group | WebSphere software
Business Integration Enabled by IBM WebSphere
People Integration
Information Integration
Process Integration
ApplicationIntegration
ApplicationInfrastructure
Helping Improve Business Flexibility
Business Innovation & Optimization
IBM Software Group | WebSphere software
Start with your business. Develop a step by step plan.
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
From Large to Small Customers, Industry Specific Roadmaps:
(Banking, Financial Markets, Insurance, Electronics, Government, Retail, etc..)
IBM Software Group | WebSphere software
Value: Framing New and Existing Projects in the Context of a Vision
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
You Are Here
How Do I Get Here?
IBM Software Group | WebSphere software
Business Flexibility News New Business Integration Adoption Model
New Acquisitions to Bolster the Business Integration Model
New Partnerships to Bolster the Business Integration Model
New Sales and Education Tools
SOA Self Assessment Tool
SOA Integration Framework
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
People Integration
Information Integration
Process Integration
ApplicationIntegration
ApplicationInfrastructure
Collaborative PortalEnterprise PortalMobile Worker Access Conversational Access
Process Modeling and SimulationProcess AutomationProcess Management
Heterogeneous Data & Content IntegrationData Enhancement and TransformationMaster Data Management
Application ConnectivityApplication & Partner MediationEnterprise Backbone
Modernizing the User InterfaceIntegrating Legacy & Web InfrastructureBuilding a Secure, Robust Application Infrastructure
Business Innovation & Optimization
• Model business processes.• Simulate, predict
costs/bottlenecks• Modify to optimize.• Leverage models
What is it?
Value
• Understand how the business performs
• Insights to make the business perform better
• Test the impact of change without risk
Core:• WebSphere
Business Integration Modeler
WebSphere Offerings
• Model business processes.• Simulate, predict
costs/bottlenecks• Modify to optimize.• Leverage models
What is it?
Value
• Understand how the business performs
• Insights to make the business perform better
• Test the impact of change without risk
Core:• WebSphere
Business Integration Modeler
WebSphere Offerings
Core:• WebSphere
Business Integration Modeler
WebSphere Offerings
IBM Software Group | WebSphere software
Set a Vision of Flexibility, Establish a Roadmap
Set DirectionExecute
RoadmapRealize Business
Value
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
Automate
Integrate
Connect
Optimize
On Demand Transformation
On Demand Transformation
CompositeApplications
Effectiveness
Interactions
Efficiency
Connections
Tasks
People Integration
Information Integration
Process Integration
ApplicationIntegration
ApplicationInfrastructure
Collaborative PortalEnterprise PortalMobile Worker Access Conversational Access
Process Modeling and SimulationProcess AutomationProcess Management
Heterogeneous Data & Content IntegrationData Enhancement and TransformationMaster Data Management
Application ConnectivityApplication & Partner MediationEnterprise Backbone
Modernizing the User InterfaceIntegrating Legacy & Web InfrastructureBuilding a Secure, Robust Application Infrastructure
Business Innovation & Optimization
• Model business processes.• Simulate, predict
costs/bottlenecks• Modify to optimize.• Leverage models
What is it?
Value
• Understand how the business performs
• Insights to make the business perform better
• Test the impact of change without risk
Core:• WebSphere
Business Integration Modeler
WebSphere Offerings
IBM Software Group | WebSphere software
1999
2000
2001
2002
2004-2005
WebSphere software product line launched to build, deploy and manage Java-based Web applications (Application Server & Performance Pack)
WebSphere software platformcommon development tools
Open integrated tool environment - Eclipse, Web services, Portal, PvC
Business Integration 5 styles of integration, Cross Worlds acquisition, Express launchMarket Share 1999
Application server 21.7%Business integration 12.8%
WebSphere Market Momentum
On demand operating environment, industry solutions, open services infrastructure with SOA
Market Share 2000Application server 22.1%Business integration 13.1%Portal: 3.4%
Market Share 2001Application server 31.4%Business integration 15.5%Portal: 7.0%
1998
2003
Market Share 2002Application server 36.4%Business integration 18.2%Portal: 19.1%
Market Share 2003Application server 41.3%Business integration 20.3%Portal: 21.9%
Source: Gartner Application Integration, Middleware and Portals Market Worldwide, August 2002 and May 2004
“IBM is gaining share in every market, whereas most vendors
were flat or negative.”Joanne Correia, Gartner Dataquest, “IBM continues
gains in server software,” CNET, May 12, 2004
IBM Software Group | WebSphere software
IBM’s Proven Experience and Commitment to WebSphere
Nobody invests more $1 billion annual investment in
engineering
Over $5 billion investment in technology acquisitions
Over 6,700 IBM developers
Over 10,750 IGS technical practitioners trained on WebSphere
Continued success More than 87,000 WebSphere customers
More than 4,000 partners certified on WebSphere software since 1999
More than 3,150 active ISV solutions on WebSphere
Over 1.1 million registered WebSphere developers worldwide
Best Java Enterprise Portal Technology, Best Java Modeling Tool, Best Web Services Development Toolkit, Best Enterprise Application Integration Technology, Best Web Services Management Tool, Best Java Messaging Tool —JavaPro Readers’ Choice Awards (October 2004)
Technology Innovator: IBM WebSphere Business Integration Server Express —VARBusiness Magazine’s 2004 Technology Innovator Awards (October 2004)
Award-winning WebSphere Software
Best Web Services Solution: IBM WebSphere Application Server —2004 Codie Awards (May 2004)
IBM Software Group | WebSphere software
At 6x Software revenue, Services opportunity is over $18 Billion.
Source: AIM Software, Worldwide, 2003 -- 2008, Gartner, July 14, 2004
Worldwide Segment Market Forecast for Application Integration Middleware and Portal Market Segments, New Software License Revenue (US$Millions)
For each $1.00 spent
on Applications, $1.10 spent
on Infrastructure
and $6.20 spent on Services.
$3.00B
$2.62B$2.80B
$3.21B
2005 2006 2007 2008
Integration Suites
CAGR 5.2%
Portal Products
CAGR 7.1%
App. Platform Suites
CAGR 11.6%
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®
IBM Software Group
© 2004 IBM Corporation
Ideas to leverage
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IBM Software Group | WebSphere software
Best Practices - Partnering!
Define core strengths
Decide which complementary technologies to make internal investments in
Find other business partners who have complementary skills and go to market
Find consulting firms – mainly programmers and project managers who are entrenched in IT departments – and subcontract to them
Partner with IGS/BCS and ISSW – be subcontract able
IBM Software Group | WebSphere software
Partnering Reference:
Software resell revenue Services revenue
Software revenue Services revenue
SAB WABCOBusiness Problem: Unacceptable customer satisfaction with order fulfillmentSolution: BPI: Integrate and streamline order management, supply chain, and
procurement
Sigma Integra (SI)Consulting and integration
skills using WBI
Sync, Inc. (ISV)“Sync Solutions”tm SCM software
packageNeeded integration to other business
systems for a full BPI solution
New Partnership! More Opportunities, Better Customer Coverage
IBM Software Group | WebSphere software
Best Practices - Repeatable Solutions!
Focus on what you do best, tailored to solve specific types of business problems in specific industries.
“Product-ize” your solution
Sell through IBM
Get your IBM SSR-BP to help you engage with IBM Sales and Marketing
IBM Software Group | WebSphere software
Repeatable Solutions Reference:
Royalty revenue Services revenue Software resell revenue
Services revenue
Product revenue
Finnveden PowertrainBusiness Problem: Reduce internal operational costs
Solution: Enable access to existing ERP system by customers and trading Partners.
ZystemsRepeatable WBI
MethodologyProven Success
CypointDelivered Corporate
PortalNeeded BI skills to complete solution
iCore“Movex” Adapter
New Partnership! Over 12 new opportunities!
IBM Software Group | WebSphere software
IBM Solutions Builder Express Approachhttp://w3.ncs.ibm.com/smb.nsf/SMB/AMER-65FMYL?OpenDocument&Area=SMBAmericas
IBM Software Group | WebSphere software
Electronics
Banking
Retail
Financialmarkets
Automotive
People Process Information
Insurance
Wholesale
CPG
Product life-cycle management
Supply chainmanagement
Production,operations,
logistics
Supply chainintegration
B2Ce-commercemanagement
B2Be-commerce
Inventory,warehouse and
shipping management
e-commerce Security anddisaster recovery
Customercall-center
management
Customer andproduct profitability
Product life-cycle management
Web Meetings/e-Learning
Portals
Customer service
Bankingdocument
management
Branchintegration/automation
Customerinsight
Digital media/contentmanagement
Customeranalytics
Wirelessinventory
management
Risk andcompliance
Branchoffice
automation
Customeranalytics/
mining
Underwriting/Claim
processing
Insurancedocument
Management
Customerinsight
Sarbanes-Oxley
Businessintelligence CRM ECM
Production, operations, logistics
Item Management and synchronization Customer management workplace
Key industry solution areas
Horizontal
Integration
IBM Software Group | WebSphere software
Express Portfolio
What mid-sized firms want, at an affordable price
Business Partners
Solutions
Builder Express
Medium Business Go-To-Market ApproachHelping partners sell more solutions more often to the midmarket
IBM Software Group | WebSphere software
Collaborative Portal
Portal Access for the Mobile Workforce
Mobile e-business
Collaborative Community Portal
Employee Portal
Collaborative Employee Portal for Retail Employee Portal for iSeries
Collaborative Document Management
Managing Content within Business Processes
Managing Content for Insurance Claims Processing
Document Management in a Banking Loan Application Process
Business Integration Express Solutions
B2B Connectivity
B2B Process integration
Process Integration
B2B Portal
Integration of Diverse Applications and Data
Item Management and Synchronization with UCCnet
e-commerce Express Solutions
Easy Creation of Website for Retail
B2B e-commerce
Infrastructure Express Solutions
Secured External Access to Company Resources Rapid Foundation for e-business Mobile e-business Portal Access for the Mobile Workforce Infrastructure Consolidation on Linux
Portal/Workplace Express Solutions
Content Management Express Solutions
Business Intelligence Express Solutions
B2B e-commerce Analytics
Customer Insight for Retail
Information Transformation for
Analysis
IBM Solutions Builder Express (SBE) PortfolioSolution Starting Points available now
IBM Software Group | WebSphere software
SBE Consultant Tool
IBM Software Group | WebSphere software
Global ISV Solutions - Citrix for WebSphere Portal
Integrate non-web apps
Deliver web apps to low bandwidth connections
Bandwidth, Help Desk, Centralized App Mgmt & PC Refresh Cost Reduction
IBM Software Group | WebSphere software
Global ISV Solutions – Adobe Intelligent Document Solutions
Adobe LiveCycle products optimized on WebSphere App Server Adobe products provide best performance and
features when run on WebSphere Application Server
Only commercial app server supported by LiveCycle (today)
Adobe Designer integration with WSAD A plug-in for WebSphere Studio Application
Developer Enables developers to include Adobe forms with
their Java development projects
Adobe form portlet for WebSphere Portal Allows organizations to easily deploy specialized
user portals that include form filling and processing alongside other applications
Adobe forms integration with WBI Enables data sharing between Adobe forms and
back-end business systems via WebSphere Business Integrator
IBM Software Group | WebSphere software
Global ISV Solutions – Bowstreet Portlet Factory
Dynamic, timely access to operational data and historical data
Native integration with IBM WebSphere Portal
Business user configurable
Multi-source data integration
Role-based composite applications (tailored to diverse audiences)
Decreased deployment time
Real-time alerting with adjustable thresholds
IBM Software Group | WebSphere software
Find ISVs in PartnerWorld Industry Networks
The PartnerWorld Industry Networks offer a rich set of incremental industry-tailored benefits to all PartnerWorld members who want to build their vertical market capabilities and attract potential customers in the markets they serve worldwide. Whether you focus on one or more industries, or you serve small or large companies, IBM has the technology and resources to help you more effectively meet your clients' needs and grow your business.
Automotive Banking Education and learning Fabrication and assembly Financial markets Government Healthcare and life sciences Insurance Media and entertainment Retail Telecommunications Wholesale
http://www.developer.ibm.com/isv/marketing/industrynetworks/index.html
IBM Software Group | WebSphere software
SBE Consultant Tool Flow
Interview Process
Recommend Pattern
Pattern Guidance
Business Rules
SBE Starting Points
IBM Software Group | WebSphere software
iSeries Customer Opportunity
245,000 active iSeries Customers 450,000 iSeries Servers
Proven, secure & reliable platform
Highest customer satisfaction in industry
Highest loyalty score in VARBusiness 2004
Solutions Oriented
70% buy machines for ERP applications
>85% buy through local partners
Still early in eBusiness Adoption
93% have < 1000 employees
80% will begin web transactions in next 2 years
IBM Software Group | WebSphere software
Model 810e-business software*V5R3 includes entitlement to use WebSphere Application Server – Express and IBM Director Multi-Platform on all processors
Datacenter Mgmt ToolsPerformance ToolsDB2® Query Mgr/SQL Dev Tool Kit
HardwareNone
iSeries V5R3 Packaging by ProcessorModel 550, 570, 595e-business software*V5R3 includes entitlement to use WebSphere Application Server – Express and IBM Director Multi-Platform on all processors
WebSphere Portal Exp Plusƒ 40 User Licenses (550)ƒ 60 User Licenses (570)ƒ 80 User Licenses (595)
DB2 Qry Mgr/SQL Dev KitDB2 SMPDB2 Extenders - XML & TextXML ToolkitDatacenter Mgmt ToolsTivoli
ƒ Monitor for the Webƒ Storage Manager EE
ƒ 1 server per startup processorƒ 5 clients - total
BRMS & Media/Stg ExtPerformance ToolsHA Switchable ResourcesHardwareProcessor activation for Linux or AIX 5L
IXS 2.0 GHz/1GB server mem
Model 520e-business software*V5R3 includes entitlement to
use WebSphere Application Server – Express and IBM Director Multi-Platform on all processors
WebSphere Portal Exp Plusƒ 20 User Licenses
Datacenter Mgmt Tools Performance Tools DB2 Qry Mgr/SQL Dev KitHardware None
Model 825, 870, 890e-business software*V5R3 includes entitlement to use WebSphere Application Server – Express and IBM Director Multi-Platform on all processors
WebSphere Portal Exp Plusƒ 20 User Licenses
DB2 Qry Mgr/SQL Dev KitDB2 SMPDB2 Extenders - XML & TextXML ToolkitDatacenter Mgmt ToolsTivoli
ƒ Monitor for the Webƒ Storage Manager EE
ƒ 1 server per startup processor ƒ 5 clients - total
BRMS & Media/Stg ExtPerformance ToolsHA Switchable ResourcesHardwareProcessor activation for Linux (Models 870 and 890 only)
IXS 2.0 GHz/1GB server mem
Enterprise Edition Models Include These FeaturesSupport for Multiple Operating Environments
i5/OS Power LinuxWindows Integration Support AIX 5L
Enterprise Workload Manager
Support for Dynamic Logical Partitioning (LPAR)Support for 5250 OLTP (maximum CPW)
Unlimited use capacity for Interactive on a per processor basisSupport for Web Modernization
Apps refaced with the WebFacing Tool do not use Interactive Licensing for i5/OS
Licenses for i5/OS and software that is processor based are provided for each of the "start-up" processors for the server model
NEW
IBM Software Group | WebSphere software
Modeling - Roadmap to a Customer for Life
Business Process
Optimization is THE #1 priority
in 2004-- Information Week Study 2Q04 –
400 business-technology executives Business Performance ManagementBusiness Activity Monitoring
Business Process Modeling
Process In
tegration
is the K
ey!
ModelAs-Is
AnalyzeAs-Is
To-BeModel
ImplementNew
Process
Begin a newprocess
AndTune this one
Compare
BusinessMeasurements
MonitorNew
Process
IBM Software Group | WebSphere software
Process Modeling: WHY? WebSphere Business Integration Modeler delivers realistic visual representations and analysis
of the way your organization performs its work
Understand what is really going on
Evaluate process capabilities
Detect problem areas
Validate possible solutions
Define performance measures
Implement modified process
A clear understanding of how a
process works is a prerequisite to
meeting the demands of a
changing environment
IBM Software Group | WebSphere software
IBM Resources Enablement
IBM product training - VIC Certification SWIC VAP/TCI agreement Industry reference database WebSphere Sales Assistance Center - WSAC@US.IBM.COM
Marketing Lead generation IBM Events – Live City Tour, Top Gun
IBM Partnerships IBM Global Services Client Teams IBM Global Financing Lab Services
IBM Software Group | WebSphere software
WebSphere Advertising
Use IBM Ads for your own campaigns!
Campaign Designer https://www.developer.ibm.com/
partnerworld/mem/mkt/customize.html
IBM Software Group | WebSphere software
Partner Profitability Tool
Estimate a partner’s ROI over 2 years for selling: IBM Software IBM Software and the Partner's Services Partner Services that drive IBM Software sold through other channels
Initially available with Information and Application Infrastructure (WebSphere), Information Management (Data) and Midmarket (Express)
Software Development Platform (Rational), Information Infrastructure (Tivoli), and People Productivity (Lotus) to be available within the month
Pre-loaded with average transaction size and services drag by product
Investment analysis considers all income/expenses Sales, Technical, Marketing Investments Additional HW investments required Product discounts/bonuses
IBM Software Group | WebSphere software
Conserves cash
Accelerates return on investment
Overcome budget constraints
Allows customer to make complete investment now
Cost of funds which approximates their cost of capital
Helps IT/EU department deliver a stronger business case for the investment
Using IBM Global Financing to match costs with benefits over the project lifetime
Customer Benefits
- Fortune 500 Corporate Treasurer Back to agenda
®
IBM Software Group
© 2004 IBM Corporation
Account Strategy
Closing near term business
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IBM Software Group | WebSphere software
Tactical actions to assist in closing current deals
List current deals in pipeline for the next 90 days
Highlight deals with inhibitors to closing
Brainstorm on methods to resolve inhibitors
Document actions to close
Opportunity Revenue Inhibitor Action Date Owner
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®
IBM Software Group
© 2004 IBM Corporation
Solution Development
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IBM Software Group | WebSphere software
Solution development
Identify your core strengths
List deals and what it helped solve for your customer over the past 2 years
What new capabilities do you want to add?
What markets do you want to serve over the next 2 years?
Do you want to develop the solution on your own?
Do you want to leverage other partners/skills to accelerate solution?
What skills do you have to add and when?
What are the key demand generation plans to sell?
What is the market potential and who competes today?
Can SBE be a starting point to lower your investment?
IBM Software Group | WebSphere software
Solution development worksheet example
Account Name
Industry Software Resold or Influenced
Services delivered
IT Problems Solved
Business Problems Solved
Abc corp Distribution WBI Server Express, Portal
Architecture study, design, deployment, e/u and staff training
Integration of disparate systems; process automation; usability.
Inventory reduction; lower DSO;
Def corp Manufacturing WBI Server Express
IT solution consulting, deployment
Integration of suppliers systems
WIP Inventory reduction; shorter order fulfilment from suppliers
IBM Software Group | WebSphere software
Build a solution offering - example
Process Integration Practice Business consultation
Obtain LOB requirements
Model current and “to be” processes with IT and LOB
Architectural consultation
Drive LOB requirements with IT
Solution design
Perform the design with IT – define interfaces, protocols, meta data etc.
Implementation
Perform the coding, Deploy the solution
Maintanence
Monitor the solution against LOB objectives
Make changes as required
IBM Software Group | WebSphere software
Go to Market! – example of a seminar invitation
Seminar for Manufacturing and Distribution LOB and IT managers
“Process Integration for Medium size Manufacturers and Distributors” – Reducing Inventory, Accounts Receivable, and shortening production cycle times within your current IT environment”
Learn how IBM Business Partner can help you boost your bottom line with simple integration solutions that leverage your existing IT investments.
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®
IBM Software Group
© 2004 IBM Corporation
Pipeline Building Initiatives
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IBM Software Group | WebSphere software
This Quarter’s Plays from WebSphere Marketing
Demand Generation tactics and seminars, designed by IBM WebSphere Marketing for Business Partners to
execute. To see what’s relevant this quarter, click here!
IBM Software Group | WebSphere software
Cross-sell Portal and HATS Customer Profile: Customers that have purchased WebSphere Portal
and have green screen applications. Customers that have HATS with multiple green screen apps and other web apps.
Opportunity: There are over 13,000 mainframes and over 400,000 iSeries customers.
Questions to Ask:
1. Portal add on: How many green screen applications are you enabling with HATS?
2. Portal add on: How are each of those apps used in the execution of a business task? Does the user have to use multiple apps and possibly re-key data from one app to another?
3. HATS add on: How are you making available your green screen applications as a part of your Portal?
Core Products: WebSphere Portal Server, WebSphere Host Access Transformation Services (HATS)
IBM Software Group | WebSphere software
Web-Enable Host Applications Customer Profile: Customer has existing 3270/5250 green-screen
application and needs to deliver a Web GUI interface. Customer has limited or no Java skills to meet the business needs. Application needs to be delivered in very short timeframe
Opportunity: Tens of millions of emulation desktops currently in place. 70% of business applications and data reside on iSeries and zSeries hosts.
Questions to Ask:
1. What are your plans to make bring your green screen applications to the web?
2. Describe the learning curve and challenges of bringing on a new employee? How does the usability of your green screen applications affect that?
Core Product: WebSphere Host Access Transformation Services (HATS)
IBM Software Group | WebSphere software
Up-sell of existing WebSphere MQ to WBI Broker Customer Profile: Existing WebSphere MQ customers whose
integration requirements have grown beyond point-to-point style.
Opportunity: Over 10,000 implementations of WebSphere MQ are in use, but most do not use a broker.
Questions to Ask:1. Is there a need for applications to be synchronized? (e.g. a new employee processed by two human
resource applications?
2. Are there independently designed MQ applications that need to be integrated.
3. Do existing MQ enabled applications need to be integrated with purchased applications ?
4. Do existing MQ enabled applications need to exchange information with telemetry devices or programmable devices such as cash register controllers, telephones, or kiosks?
5. Do existing MQ enabled applications need to act as a Web Service provider or consume a Web Services?
Core Product: WBI Message Broker
IBM Software Group | WebSphere software
Add Modeling and Monitoring to MQ Workflow Customer Profile: Current WBI MQ Workflow customer. Want to tie
business processes directly to the implementation of those processes in the IT system. Want to monitor Key Performance Indicators at the business level.
Opportunity: If you present Business Integration but don’t discuss Model/Manage, you leave money on the table.
According to Gartner, the BPM market will be $900M by 2005. Average deal size: $250K for large enterprise (large BPM solutions
range well over $1M), $50K for SMB. Questions to Ask:
1. How do you link your MQ Workflow processes more closely to your business processes?
2. Would it help if you could simulate and optimize business processes before deploying them into production, get real-time feedback from production processes, and attain continuous, closed-loop process improvement?
Core Products: WBI Modeler, WBI Monitor
IBM Software Group | WebSphere software
Mobile Sales Force Customer Profile: Want mobile sales force to have instantaneous
access to customer and product information Including customer orders, credit history, inventory availability and product detail.
Opportunity: Through 2005, more than 65 percent of the Fortune 2000 companies will adopt mobile applications.“ - Gartner Research. Motivation to adopt : an increase in customer satisfaction and revenue while lowering costs. It gives these companies a competitive advantage. Average deal size is $180K.
Questions to Ask:
1. What are your plans for providing mobile access to your sales force?
Core Products: WebSphere Everyplace Connection Manager (WECM), WebSphere Everyplace Access (WEA)
IBM Software Group | WebSphere software
BEA Winback Customer Profile: Customers currently using BEA Weblogic Server or
BEA Tuxedo. Customers feeling the pain of BEA’s exorbitant maintenance and subscription pricing
Opportunity: There are 15,000 BEA customers World-wide. Many of these are large accounts, in particular in industries such as Finance, Banking, and Telco.
Questions to Ask:1. Explain your current relationship with BEA
2. How satisfied are you with BEA’s current pricing for maintenance and support?
3. What are your plans for a strategic enterprise application environment besides a simple application server?
Core Products: WebSphere Application Server Network Deployment (WASND), WebSphere Studio Application Developer Integration Edition (WSADIE), Rational Application Develop (RAD).
IBM Software Group | WebSphere software
WBI Server Express Customer Profile: Any ERP or business system initiative in SMB. Also, Portal and
commerce projects. Connectivity – upsell from or expand MQ deals.
Opportunity: WBI Server Express $5,999 WBI Server Express Plus starting @ $19,999 Provides almost immediate back-end integration out of the box WBI Server Express:
Is fully functional in less than 30 minutes Installs in less than 4 minutes Get configured in less then 4 minutes
Suite of Pre-packaged adapters and Process templates Support for Open standards including Web services Runs on Windows, Linux and OS/400
Questions to Ask: 1. Does customer have Commerce or Portal installed?
2. Are there new application being installed, developed or migrated to?
3. Does customer need to extend applications from basic messaging to more process application integration?
Core Products: WBI Server Express, WBI Server Express Plus
IBM Software Group | WebSphere software
WebSphere Information Integrator Customer Profile: Customer has disparate data in multiple repositories
and employees need simplified access to complete their tasks.
Opportunity: Need a common view to diverse and distributed data. Makes it easy to access many databases in a high performing way as IF they were a single database. Customer needs to interact with existing host applications through their portal.
Questions to Ask:
1. Do you have access to ALL the data and content across your company in a single view regardless of where the data resides without moving the data or changing the platform?
Core Product: WebSphere Information Integrator
IBM Software Group | WebSphere software
Existing customers to up sell
List each customer and the selling steps needed to close
Current Customer
Solution/Prod Up Sell Solution
Activity to close Date Owner
IBM Software Group | WebSphere software
New target customers/markets to enter
Develop demand generation ideas w/ dates/actions/assignment
Customer/Market Activity Dates Reason to act Offer Owner Revenue
IBM Software Group | WebSphere software
New product areas/sales accelerators to leverage
Develop demand generation tactics w/ dates/actions/assignment
Product Area/Sales Activity Dates Action Owner
Partner Solution
SMB
iSeries
Financing
Modeler
Partnering
Other
Back to agenda
®
IBM Software Group
© 2004 IBM Corporation
Wrap up and Next Steps
Back to Agenda
IBM Software Group | WebSphere software
People IntegrationInteract with information, applications and business processes at any time from anywhere
Cut cost of customer service
Systems and applications users needs are not all integrated nor easy to use
Mobile workers do not have access to information and applications they require in the field
Customer service centers costs are high because time is spent on routine tasks, rather than value add inquiries
Customer Benefits from WebSphereCustomer Challenges
Easy interaction with multiple processes and applications from a single access point
Secure mobile access to business applications and information
Automation of routine call center functions while improving customer experience and convenience
WebSphere Portal WebSphere Everyplace Offerings
Mobile Access
WebSphere Voice Offerings
Conversational Access Enterprise Portal
IBM Software Group | WebSphere software
Process IntegrationOptimize and integrate business processes to keep them in line with strategic goals
WebSphere Business Integration Modeler
WebSphere Business Integration Monitor
Process Modeling and Simulation
Process Automation Process Management
WebSphere Business Integration Server FoundationWebSphere Business Integration Server
Inability to streamline business processes, meet regulations, at low cost.
Need to integrate people and applications in the business process
Unable to monitor, control & continuously improve business operations
Customer Benefits from WebSphereCustomer Challenges
Model, simulate and optimize business processes
Choreograph process activities across the organization
Monitor and manage process performance
IBM Software Group | WebSphere software
Information IntegrationAccess and manage information that is scattered throughout the enterprise and across the value chain
Global Data Synchronization Heterogeneous Information Integration
WebSphere Product Center WebSphere Information Integrator
Both structured and unstructured information are spread across one or more enterprises in a variety of databases, packaged applications, master files, mainframes, etc.
Information gathering and review processes to coordinate multiple channels leveraging multiple customer touch points are lengthy
Business processes to access and manage product information span departments and/or enterprises
Customer Benefits from WebSphereCustomer Challenges
Manage and synchronize product reference information across the enterprise
Centralize structured and unstructured information from disparate sources for easy access and use by users such as merchandisers
Create a consistent, unified view of diverse data and content
Multi-channel Commerce
WebSphere Product CenterWebSphere Information Integrator
WebSphere Commerce
IBM Software Group | WebSphere software
Application IntegrationAssure reliable and flexible information flow between diverse applications and organizations
Applications are not integrated in a flexible and reliable method across the enterprise, reducing business responsiveness
Differences between many internal and partner applications must be managed
Maintaining point to point or custom written integration interfaces is cost and time prohibitive
Customer Benefits from WebSphereCustomer Challenges
Reliably and seamlessly exchange data between multiple applications
Manage differences between multiple applications and business partners
Adopt an enterprise wide, flexible, service oriented approach to integration
Application Connectivity Application and Partner Mediation Enterprise Integration Backbone
WebSphere MQ WebSphere Business Integration Message Broker
WebSphere Business Integration Connect
WebSphere Business Integration Message Broker
WebSphere Application Server
Suppliers Customers
IBM Software Group | WebSphere software
WebSphere Host Access Transformation Services
Application Infrastructure
Modernizing the User Interface Building a Robust, Scalable, Secure, Application Infrastructure
Build, deploy, integrate and enhance new and existing applications
Extending Legacy Applications into Web Infrastructure
CICS Transaction ServerWebSphere Studio Enterprise Dev
WebSphere Studio Enterprise Dev
WebSphere Application Server
High turnover and training costs due to antiquated applications
Unable to extend the business logic in legacy applications into new applications being developed
Unable to meet customer and competitive demands on infrastructure performance, scalability, and manageability
Customer Benefits from WebSphereCustomer Challenges
Quickly web-enable green-screen applications Adapt legacy applications for use in new java
environments Deliver operational efficiency and enterprise
Quality of Services (QoS) for a mixed-workload infrastructure
IBM Software Group | WebSphere software
Cut cost of customer service
Lack of experience / expertise leading to greater project risk, time and cost
Inefficient, disparate processes without re-usable components
Rising development costs with each new business functionality request
Customer Benefits from WebSphereCustomer Challenges
AcceleratorsPre-built capabilities and solution expertise to speed WebSphere implementations
Pre-built capabilities reduce deployment time, effort and costs
Proven technology, architecture and best practices to decrease project risk
Buy vs. Build: out of the box capabilities save 7-10 times over customer built
Pre-Built Sell-Side Processes
Pre-Built Supply Chain Integration
Pre-BuiltIndustry Specific Middleware
IndustryMiddleware
IBM Software Group | WebSphere software
Tools to Help Accelerate Understanding and Value Assessment and Education
Online diagnostic, co-developed with IGS SOA Center of Excellence, allowing customers to:
• Understand current level of SOA maturity
• Map their company onto the WebSphere Integration Adoption Model and compare against industry
SOA Self Assessment Tool SOA Education
New education available internally, as well as for customers and partners:
• Learn about the basics of SOA and Web services, including business aspects
• Deeper technical training for architects as well as developers
• Built based on our experiences and best practices
• Classroom as well as online
IBM Software Group | WebSphere software
SOA Self Assessment Tool
Results User receives 4 sets of
recommendations, one for each category customized to the calculated level of maturity
User’s maturity level is mapped to Business Integration Adoption model for each category of question
Assessment User answers 16 questions about
state of SOA adoption
4 questions for each category – Processes, Architecture, Applications, Infrastructure
IBM Software Group | WebSphere software
Leverage IBM’s Experience to help Jumpstart your SOA project and understanding:
Tools to Help Accelerate Understanding and Value SOA Jumpstart and SOA Integration Framework
SOA Jumpstart SOA Integration Framework
A set of tools and assets that greatly speeds service practioner delivery of SOA solutions
What is it? 2 Day On-site Session
Price? No charge
Where is it available? Worldwide
When is it available? Now
From Whom? IBM
Price? Delivered within service engagements and contracts
Where available? Phase 0 – WebSphere Services
Phase 1 (June) – IGS and WebSphere Services
When is it available? Now.
From whom? IBM