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People Productivity Lunch & Learn
Welcome– Kristi Schaffner WW Channel Marketing
2004 Marketing Programs– Scott Cooper Vice President, WW Channel
Marketing People Productivity Business Partner Opportunity
– Colleen Campbell Program Manager, People Productivity
Lunch and Learn Schedule Question / Answer Panel
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© 2002 IBM Corporation
Business Partner 2004 Marketing Programs
Scott CooperVice 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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© 2002 IBM Corporation
Market Opportunities for People Productivity
Colleen CampbellManager, People Productivity Program
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Why Is People Productivity Important?
Why Is People Productivity Important?– Key part of IBM On Demand Strategy
– Customer Requirements
– Growing Marketplace
– Market-leading Products Your Role Details on People Productivity Program Get on Board
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A Simple view of on demand Integration
The efficient and flexible combination of resources to optimize operations across
and beyond the enterprise
People Processes Information+ +
People Productivity Program
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What is People Productivity?
People Productivity simplifies access to content, applications, people, and processes. It includes a security-rich enterprise-wide collaborative portal and content management system that is designed to enable people to do their work from virtually anywhere, at virtually anytime, faster and more effectively. The result is a personalized workplace tailored specifically to each person’s role.
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We are positioned to solve customers’ key business pains
Geog. Disbursed Teams
Decrease Redundancy
Improve Access To Information
Improve Productivity
Better Project Management
More Responsive To Customers
Faster Decisions
Make Better Decisions
Improve Specific Business Aspects
Control Costs
Supply Chain Integration
Get The Input of Many People
Customers Required It
Increase Competence
Capture Intellectual Capital
Reduce Cycle Time
Improve productivity
Connect dispersed teams
Improve responsiveness
Source: IBM Profiling Research, 10-02
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Partners and IBM help solve those painsImprove Productivity
– Instant access to information and experts to save $200k
Sofor Oy, IBM Business Partner– Estimate $50M/Yr saved in reduced development costs & improved information exchange
PureEdge, IBM Business Partner
Improve Responsiveness– Reduced turnaround time of HR processes by 40% Pre-emptive Systems, IBM Business Partner – Creates customer workplaces in 1 minute vs. 48 hours Incentric Solutions, IBM Business Partner
Connect Dispersed Teams– Web-based collaboration reduces TCO by 30% SteelEye Technology, IBM Business partner– Online eLearning courses resulted in 1200% ROI in first year
Berbee Information Networks, IBM Business Partner
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A fast growing market
Growth Rate
0% 2% 4% 6% 8% 10% 12% 14%
SWGComposite
Workplace andPortal
Content Mgmt
2003-2007 CAGR (2H03 GMV)
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A fast growing … multi billion market
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
2003 2004 2005
Portal
Workplace
Contentmanagement
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Competitive Landscape
Messaging
Application server
SMB
Content Management and Collaboration
Portal
Database
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Messaging
Application server
SMB
Content Management and Collaboration
Portal
Database
Competitive Landscape
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Messaging
Application server
SMB
Content Management and Collaboration
Portal
Database
Competitive Landscape
IBM
People Productivity Solutions
Customized links to
favorite apps
Virtual teaming
Awareness
Document library
Personalized content Messaging
and calendar
E-meetings
Personalized employee services
People locator
E-learning
The Reality of People Productivity
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People Productivity: Integrated Environment
Workplace is about People
and Collaboration
Portal is about integration of
information and business processes
Content Management is about leveraging any type of information–
where and when it is needed
Customized links to favorite
appsh
Virtual teaming
Awareness
Document library
Personalized content
Messaging and calendar
E-meetings
Personalized employee services
People locator
E-learning
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Products and Offerings
Lotus Workplace 1.1Lotus Notes/Domino 6.5
Workplace is about People and Collaboration
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Products and Offerings
Lotus Workplace 1.1Lotus Notes/Domino 6.5
Workplace is about People and Collaboration
WebSphere Portal 5.0WebSphere Commerce 5.5WebSphere Everyplace AccessWebSphere Enterprise TransformationTivoli Security & Management
Portal is about integration of information and business processes
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Products and Offerings
Lotus Workplace 1.1Lotus Notes/Domino 6.5
Workplace is about People and Collaboration
WebSphere Portal 5.0WebSphere Commerce 5.5WebSphere Everyplace AccessWebSphere Enterprise TransformationTivoli Security & Management
Portal is about integration of information and business processes
DB2 Content ManagerDB2 Content Manager OnDemandDB2 Document ManagerLotus Workplace Web Content ManagementLotus Domino Document Manager
Content Management is about leveraging any type of information
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2003: We achieved market leadership
Source: IBM Analysis based on Industry Reports/Market Research
Collaboration
#1 market share in collaboration category 46% of Integrated Collaborative Environments 73% market share of enterprise instant messaging #1 collaboration software on Linux
Portal
#1 market revenue share in portal category 39% growth in new license revenue YTY 3Q02-3Q03 Voted “Best Enterprise Portal Platform” (2003 Codie Awards) Won best “Enterprise Information Integration Platforms & Portals”
in Intelligent Enterprise’s annual Readers’ Choice awards
Content Management
#1 market share in Content and Document Management 10,000+ customers with a 34% growth rate Digital Content Management Company of the Year 2003
—Frost & Sullivan
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Gartner Magic Quadrants: IBM in the Leaders Quadrant
IBM in the leaders quadrant Messaging Smart Enterprise Suite (as of 3/4/2003
Application Integration Vendor (as of 5/2003)
Enterprise Application Server (as of 5/2003)
Horizontal Portal Product (as of 3/2003)
Web Services Major Vendor Influence (as of 9/2003)
Legacy Modernization (as of 2/2003)
Programmatic Integration Server (as of 3/2003)
Presentation Integration Server (as of 3/2003)
Sell-Side E-Commerce (as of 10/2002)
Integrated Document Management (as of 6/10/2003)
IBM
Ability toexecute
Completeness of vision
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Why Is People Productivity Important?– Key part of IBM On Demand Strategy
– Customer Requirements
– Growing Marketplace
– Market-leading Products Your Role Details on People Productivity Program Get on Board
Your Role
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A Compelling Opportunity across all of our Business Partners
Open Platform to integrate Value-added capabilities and extensions
A Platform for repeatable, cross-industry, scaleable from mid-market to enterprise
Rapid Time-to-Market for profitable engagements and satisfied customers
In the fastest growing multi-billion dollar market
SystemIntegrators
SoftwareVendors
SolutionProviders
Hosting Service
Providers
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What’s in it for your customers?IT managers
– Enables a highly responsive, productive workforce to compete in a dynamic marketplace
– Secures enterprise-wide cohesion and collaboration through an integrated, adaptive and flexible infrastructure
– Increases operational efficiencies and saves costs by eliminating IT redundancies and complexity
Line of business (LOB) managers– Enables the organization to respond more dynamically to customer needs and
the marketplace while controlling costs
– Creates a high-performing workplace that helps employees gain faster access to information and interact more effectively with customers, suppliers, partners and colleagues
– Offers true connectivity and collaboration anytime, anywhere and from any device
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Details on People Productivity Program
Why Is People Productivity Important?– Key part of IBM On Demand Strategy
– Customer Requirements
– Growing Marketplace
– Market-leading Products Your Role Details on People Productivity Program Get on Board
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What is a program?
A program is an end-to-end integrated set of marketing activities that address strategic intent and provide a compelling solution to customer needs and differentiates IBM from the competition
A program integrates all appropriate marketing mix elements, including:
Advertising
PR
AR
References
Launches
Events
Demand Generation
Partners
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How Marketing will contribute to your success
Advertising
PR
AR
References
Launches
Lotusphere
Demand Generation
Competition
Partners
Providing the air cover you need
Advertising
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Advertising
PR
AR
References
Launches
Events
Demand Generation
Partners
On-Going Product Announcements
How Marketing will contribute to your success
Launches
May October
• Launch 1• WW Launch Events
• Launch 2• WW Launch Events
• Lotus Workplace Collaborative platform 2.0
• Notes/Domino 6.5.1 • WebSphere Portal 5.02
• Lotus Workplace products 2.5
• Lotus Notes and Domino 7.0• WebSphere Portal 5.1
Advertising
• Participation with us in events• Leverage event materials • Generate Demand
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Advertising
PR
AR
References
Launches
Events
Demand Generation
Competition
Partners
A dedicated program– Addressing IT and LOB
– With lead generating actions
MailE-mailEventsTelemarketingWeb Pages
Demand Generation
How Marketing will contribute to your success
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2004 SWG People Productivity Demand Generation
“Middleware is Everywhere”
AdvertisingPeople
Productivity
People Productivity Intro Theme
Follow-up
(TeleMarket)
PortalTheme/offering
Content Management Theme/offering
Collaboration Theme/offering
Awareness ActionInterest Desire
Leads passed to qualified
partners
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Business Partner Zone
Program Overview
Marketing materials
By subtheme
Co-marketing
Enablement maps and information
www.ibm.com/partnerworld/software
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Get on board….
• Make sure your profile is up to date with PartnerWorld for Software
• Build Partner Plan including marketing activities
• Utilize roadmaps to build additional skills
• Leverage our marketing materials to create demand for your business
• Register for Virtual Innovation Center
• http://www.ibm.com/partnerworld/vic• Submit your customer references at the BPZone home page
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Lunch and Learn Series:
25 March – Automation Presentation & audio replay available on the
BP Zone –> Events -> Teleconferences–Marketing Lunch & Learn teleconferences
8 April – People Productivity Presentation & audio replay available by 4/12
on the BP Zone –> Events -> Teleconferences–Marketing Lunch & Learn teleconferences
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 in conjunction with the Integration Lunch & Learn
Agenda
Presentation “Making Money with Integration” 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 information
For 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