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Automation Lunch & Learn
WelcomeKristi Schaffner WW Channel Marketing
2004 Marketing ProgramsScott Cooper Vice President, WW Channel Marketing
Automation Business Partner OpportunityDavid Rice Program Manager, Automation
Lunch and Learn Schedule Question / Answer
Panel
Business Partner 2004 Marketing Programs
Scott Cooper
Vice President, WW Channel Marketing
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Turn e-business on demand into Customer Demand
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BP participation in “Big Play” programs
“Big Play” Sales & Mktg Materials
•Executive Assessment
•Campaign Designer
Participation in local “Big Play” co-mktg events & campaigns:
• Shared co-mktg funds available to qualified BPs
• Agency assistance avail
• Lead mgmt
Participation in “Big Play” fast start quick pipe builders
• Shared co-mktg funds available to qualified BPs
• Agency assistance avail
PWS Value Pack Partner Plan Certifications, Mktg Results
BP
Des
ired
Lev
el o
f P
arti
cip
atio
n
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Plan your move - build a PartnerPlan
Where you want to play
How much you want to sell
How much you want to earn
Brand specialties, skills
Solution & industry focus
Co-marketing participation
Resources, milestones & performance tracking
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David RiceProgram Manager, AutomationIBM SWG
IBM Automation from A to $: The Future is NowIBM Automation from A to $: The Future is Now
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Agenda
Automation – what it is and why you should care
Tools and support you need
Customers are Automating today
Get on board – next steps
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Delivering Automation through the On Demand Operating Environment
• Automation/Virtualization• Availability• Security• Optimization• Provisioning• Infrastructure Orchestration• Business Service Management• Resource Virtualization of
Servers, Storage, Distributed Systems/Grid and the Network
Infrastructure Management
On Demand Operating Environment
Integration
Infrastructure Management
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What is Automation?
Automation is the ability to dynamically take action to make better use of assets, reduce cost, and increase availability and resiliency to achieve business goals.
Business Service Management
Infrastructure Orchestration
Availability OptimizationSecurity Provisioning
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Defining the Capabilities
Optimization
Security
Provisioning
Availability
Orchestration Senses, triggers , responds according to business goals.
Helps ensure information assets, confidentiality and data integrity are protected
Makes available right resources to right processes and people
Helps ensure the health and appropriate functioning of IT
Helps ensure the most productive utilization of IT
BSMManage using business priority, manage service levels
27-32% savings triage time
25-35% higher first call close rates 35-40% reduced admin time
35-40% reduced access time
20-25% greater utilization
40-50% fewer batch restarts
15-35% reduced capital outlay
25-30% reduced staff req’ts
40-50% savings in SLA reporting
15-30% savings on time for root cause determination, downtime
Increase resource utilization from 20% avg. to as high as 50%
30-40% reduced admin time
Automation enables an on demand business model
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Optimization
Provisioning
Availability
Orchestration
BSM
Tivoli Provisioning Manager Tivoli Configuration Manger Tivoli Identity Manager WebSphere Application Server Enterprise
Edition Image Ultra, a ThinkVantage Technology
Tivoli Monitoring Family Tivoli Enterprise Console Tivoli Storage Area Network Manager Tivoli Management Portal DB2 Automation Tool Tivoli Monitoring for Transaction Performance WebSphere Application Server Network Deployment DB2 Recovery Expert
Tivoli Performance Modeler Tivoli Storage Resource Manager Tivoli Decision Support for OS/390 WebSphere Edge Server WebSphere Application Server for z/OS Tivoli Storage Optimizer for z/OS DB2 Performance Expert DB2 SQL Performance Analyzer Lotus Workplace DB2 Parallelism with SMP
Tivoli Business Systems Manager WebSphere Business Integration Family Tivoli Service Level Advisor
DB2 Intelligent Miner
Tivoli Intelligent ThinkDynamic Orchestrator Intelligent Infrastructure Management Offerings IBM Web Infrastructure Orchestration
Automation: From Products to Complete Offerings & Services
Security BRMS for OS/400 IBM Enterprise Identity Mapping Tivoli Identity Management Family Tivoli Storage Manager Family IBM Tivoli Directory Server IBM Tivoli Directory Integrator Embedded Security Subsystem, a
ThinkVantage Technology
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Automation addresses customers’ top 3 concerns
According to customers the following capabilities are critical for their business:
Sources: ebusiness on demand Attributes and capabilities study, Autonomic Study, Blueprint market drivers study, Tivoli Customer Study
… and reduce costs! 63%+ reducing IT costs
is top priority this year
Manage Complexity
Increase Business Agility
Only 15% of resources are utilized today
92% of processes are done manuallyHigh labor costs
CEO priorities shifting — from cost containment to growth
47% indicate that automating core processes is critical 50-66% have service level agreements in place
with 72% being manual
51% have flexibility as top priority 80% IT management effort is
spent on diagnosis
Optimize Resources
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Automation strategy evolves
• Manual processes• Reactive and tactically
aligned• Resource intensive
• Automated best practices• Proactive and Predictive• Automated provisioning
• Autonomic, self managed environment
• Dynamic provisioning
IT Focus Business Focus
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2
3
4
5
Levels of Automation
BasicBasic
Managed
Predictive
Adaptive
Autonomic
Element Management
IT Service Management
On Demand Management
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Why should you care? Because . . .
Automation Market is $25B in 2004!
IBM has leadership in Automation and on demand
You can make money!
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Business Partner profitability
Reality Research & Consulting conducted a report analyzing Business Partner profitability when they engage with IBM software
A few of the results include: IBM provides an excellent return on a Business Partner’s overall
investment. IBM Business Partners, on average, report a 9 to 1 ratio of profit dollars to investment dollars.
IBM provides a 21X sales multiple. For every dollar a customer spends on IBM middleware, an additional $21 is spent by that customer on related software, hardware, and services purchases.
IBM certifications provide a significant ROI. Each dollar spent in training yields $345 in revenue.
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Automation Market is $25B in 2004
2004 Opportunity (in $Billions)
$25.3$25
$25
Integration
Automation
Virtualization
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Business Partner value proposition
For Resellers looking to provide “sense and respond” automation capabilities to customers to dynamically adapt their IT environment to meet their business priorities, IBM provides industry-leading, standards-based Automation software and technical expertise that allow you to bring automation-based solutions to an emerging market requiring business agility, optimization of IT resources and the management of IT risk and complexity.
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Business Partner value proposition
For ISVs + SIs looking to provide “sense and respond” automation capabilities to customers, to dynamically adapt their IT environment to meet their business priorities, IBM provides industry-leading, standards-based automation software and technical expertise that can help reduce time to market for new, differentiated Automation offerings. This allows you to bring your solutions to market faster than your competitors and respond more quickly to changing market opportunities.
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Orchestration and Provisioning Automation Library (OPAL)
NEW Workflow Resource Kit
Automation Catalog
Worldwide Innovation Centers and Education
Validation
Demand Generation
The tools and community that business partners need to build their business
around on demand automation
OPAL
Business Partner Value:
Make Profit
Deliver On Demand Automation
Decrease Operating Costs
Business Partner Value:
Make Profit
Deliver On Demand Automation
Decrease Operating Costs
Announcing!
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How Do You Play in OPAL?
IT Service Management Workflows
Determine host nameof target server
Retrieve Citrix application ID specific to the software package to be published
Get Citrix installation manager server ID
Pass information to Citrix application utility tool
1. Reusable and GUI based
2. Dynamically leverages data center model
3. Automated sense and respond
Traditional Scripts1. Time consuming to build and maintain
2. Infrastructure changes require script updates (i.e. hard-coded)
3. Requires manual monitoring
Workflow Example: Publish an application in a Citrix environment
Ro
ll B
ack
What is a Workflow : A logical sequence of steps to install, configure and deploy a given resource and associated dependencies.
Reusable
Automated
Dynamic
Delivering Business Value: Capturing IT expert know-how and dynamically executing processes in response to changing business requirements
By Creating Workflows!
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The Orchestration And Provisioning Automation Library
Join the OPAL Team !
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Targeted information at the right time
CustomerReferences
Customers like you Automate
IT Optimization Reduce Complexity
Become AgileReduce Costs
Event/Web Casts and Executives on demand
White Papers:Analyst, ITIL,Automation
Automate on demand Demos & Tools
Virtual City (new eBAY)& Automation
Assessment Tool
Customers have knowledge of solutions before you get in the door
“Orchestration” print ad “Tiffany”online ad
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Driving Demand - Advertising Customers have knowledge of solutions before you get in the door
4 Automation ads in 2004
Leadership April
Business Agility June
Optimizing Resources August
Managing Complexity October
US in mkt dates; other Geos +6 wks
Become Agile
Manage Complexity
Optimize IT Resources
R
edu
ce C
ost
s
(Print + interactive)
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Driving Demand – Direct Marketing
Awareness..
4 Automation ads planned for 2004; Automation Leadership begins April
Gartner Symposium, Mar 30 – Apr 2: premier sponsorship
Peds by Auto subthemes; also includes TotalStorage + Autonomic peds
Become Agile
Manage Complexity
Optimize IT Resources
R
edu
ce C
ost
s
ConsiderationAll GEOs executing Automation tacticsProgram deliverables in-market today
PreferenceAutomation Product Guide offered with Intro PackMETA Group analyst report being used as offer for Business Agility Kit
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How we’re supporting you
Monthly Lunch and Learns Introduction to Automation scheduled for March 2004
Lunch and Learn CD-ROM Will feature all six of the core IBM Software Group plays
IBM Software Group Channel Ad Campaign Publications: CRN and VAR Business Runs June through December 2004 (U.S. only) Print and on-line placements
Teleconferences Hear from the experts Hear from your peers
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Automation Launch Americas GigaWorld, Florida May 17 - 20
OPAL & BPM AnnouncementLas Vegas, NV
Feb 29 – March 3
EMEA, GigaWorld, Barcelona, June 7 - 9
OPAL AnnouncementCeBIT, Hannover,
March 18 - 24
AP Launch CitiesQ2 – Q3
Gartner Spring Automation VSP, San Diego, CA Mar 29 – April 2
IBM Identity SummitVictoria, Canada
April 27 - 28EMEA Launch CitiesCross ebod event &
Automation SeminarsQ2 – Q4
IBM Automation Launch - Key Worldwide Events – 1H 04
IBM Software World, Tokyo, Japan
May 17 - 19
IBM Identity SummitRome, ItalyApril 21- 23
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Business Partner Zone
Program Overview
Marketing materials
Co-marketing
Enablement maps and information
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Use the Automation Assessment Tool to establish a technology strategy
Use the Automation Selling Tool to establish a product strategy
Use the Presentation Wizard to build custom presentation
Use the ROI Analyst to detail the ROI
Automation Sales Tools
…help you identify opportunities
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Automation Sales ToolsTechnology Strategy for Automation, Security and Storage
Automation Selling Tool
Product focused
Assess “maturity”
IBM product recommendations
Automation Assessment Tool
Focus on processes, skills, products
Assess “readiness”
Recommendations for improving all areas
o
Improving IT Operations Improving Business Operations
on demandManagement
IT ServiceManagement
ElementManagement
1 2 1 2
BasicBasic Managed
Predictive
Adaptive
Autonomic
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Automation Sales ToolsArticulating Solution Value
Presentation Wizard
Product focused
Automatically builds “customer ready”
presentations
Access to the latest presentations
ROI Analyst Tool
Focused on the unique value of Automation offerings
Products are individually represented
Value metrics are updated at each Launch
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Self-study: The Automation Assessment Tool
http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/tac_sel_ssaat.html
Audience: Anyone desiring knowledge about the Automation Assessment Tool.
Description: The Automation Assessment Tool (AAT) is an enhanced version of Autonomic Computing Value Assessment Tool (ACVAT) which was deployed in 1Q03. Like the ACVAT, the AAT is intended to help customers assess the maturity of their existing autonomic capabilities and to help guide the development of their autonomic computing strategies. Specific insights and recommendations are provided in six key operational areas that are fundamental to autonomic computing, including a high level view of the potential business value. The results from the assessment will help communicate the value for customers to purchase IBM products and services.
Prerequisites: You will need access to the Internet. If you have not done so already, you will be asked to register for PartnerWorldUniversity before accessing the workspace where the Colleges are located.
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IBM automation helps our systems stay responsive, and when problems do arise, we can get systems back up and running quickly. —Glen Barry, UPS
Manage Complexity
IBM delivers continuous, effective and stable IT operations and IBM’s approach to automation results in optimized operational and business value for Sanyo. —Yamada, Manager, SANYO,
Japan
The capabilities of IBM automated identity provisioning enables us to provision access correctly, control access rather than just grant it and do it all in a way that is auditable but flexible in allowing us to bring on new users quickly. —Garry Kolb, Oppenheimer Funds
Optimize Resources
Reduce CostsIncrease Agility
IBM (Tivoli) software helped Prudential Financial intelligently automate its systems to reduce downtime by 40%. And, realize a $3.4 million ROI in 8 months.
Others are Achieving Automation Benefits Today
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What should you do after leaving this session?
1. Determine how you can leverage the Automation imperatives
Deepen your knowledge of IBM Automation
Know solutions, competition, value
2. Assess your current skill base
Build-out Automation expertise
3. Focus on the customer
Understand their pains
Map IBM Automation software solutions to meet their pains
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Helpful URLs
PartnerWorld for Software / Partner Zone
Automation Marketing Materials: https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/docs/DGSH-5UANMA?opendocument (enter userid & password)
IBM On Demand - Automation
www.ibm.com/software/info/openenvironment/automation.html
Tivoli Knowledge Center online:www.ibm.com/software/tivoli/partners
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Lunch and Learn Series:
25 March – Automation 11:00am – 12:00pm Eastern Toll free within the US: 800-210-9006; Direct dial: 1-719-457-2621 Passcode: 530043
8 April – People Productivity 11:00am – 12:00pm Eastern Toll free within the US: 800-946-0741; Direct dial: 1-719-457-2649 Passcode: 528642
22 April – Integration + Think Thursday 11:00am – 12:30pm Eastern Toll free within the US: 800-946-0705; Direct dial: 1-719-457-2637 Passcode: 626434
6 May - Small-Medium Business (SMB) + Think Thursday
11:00am – 12:30pm Eastern Toll free within the US: 800-231-9012 Direct dial: 1-719-457-2617 Passcode: 740259
20 May - Software Development Platform
11:00am – 12:00pm Eastern Toll free within the US: 800-946-0712 Direct dial: 1-719-457-2641 Passcode: 124242
3 June - Install Base + Think Thursday 11:00am – 12:30pm Eastern Toll free within the US: 800-231-9012 Direct dial: 1-719-457-2617 Passcode: 704247
The entire series will be available on CD from IBM Publication Ordering Early Q2“Program In a Box”
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Introducing Think Thursday When
Thursday 22 April 2004 at 11:00 a.m. EST/4:00 p.m. GMT Agenda
Presentation “Making Money with WebSphere” will cover:Comprehensive overview of WebSphere capabilities and qualitiesCurrent market dynamicsProof points showing the WebSphere value proposition and business value for
Business Partners Speaker
Sunil Soares, Business Unit Executive, WebSphere Worldwide SMB &Channel Sales Logistics
Call in info: US/Canada 800-946-0705, Toll International: 719-457-2637 Passcode: 626434
For additional program informationFor more information on this event or future calls, visit the Virtual Information
Center at www.ibm.com/partnerworld/vic. Detailed Think Thursday program information will be included in the Sales and Marketing section under Sales Enablement -> Events.
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Calling All SMB Business Partner Customer References
Highlight your Success via the IBM Customer Reference Program
Submit yours today!Available on the BPZone home page (in shortcuts list)
Benefits to you:Increased credibility with your existing and prospective
customers
Opportunity for various joint IBM press and marketing opportunities
Benefits to your customer:Opportunity to be seen as an industry leader.
Potential to drive more business
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Questions & Answers