IBM CEEMEA SOA SWAT Team © 2007 IBM Corporation Johannesburg, Aug. 21, 2008 Selling to the Line of...

IBM CEEMEA SOA SWAT Team

© 2007 IBM Corporation

Johannesburg, Aug. 21, 2008

Selling to the Line of Business: Industry specific SOA approaches

Unified Sales Process for SOA

Dr. Julius PETER

SOA Sales Executive, CEMAAS [email protected]


2 Johannesburg, Aug. 21, 2008

Banking

High

Medium

Low

Banking and Insurance are likely first adopters for SOA, with Government and Telcos in the second wave

Insurance/Other Finace

Discrete Manufacturing

Process Manufacturing

Healthcare

Telecom/Media/Transport/Utilities

Retail/Wholesale

Business Services

Education

Government

Note: The ranking for “Standards” has been estimated through the adoption level of one of the following: WebSphere, .NET or Netweaver

W.Europe

Source: IDC SOA Survey 2007



Driving Business Value with Service Orientation

Leading industry analysts indicate IT / consulting vendors have done a poor job of making SOA relevant to the business audience

IBM can rise above the clutter of SOA messaging by establishing a clear link between IBM's SOA offering and the buyer's business results

Market data supports this conclusion:

- LOBs are most responsible for defining business objectives of IT projects 40% of the time - 63% of respondents perceive SOAs as being business-driven rather than IT-driven (Cutter Benchmark Review,

Aug 2004). - SOA is about business change: it speeds business change, facilitates business connections, and enhances

business control (Forrester, March 2005). - In 67% of opportunities, middleware is purchased to support business projects with LOB and C-level execs (US

Industry Buyer Behavior, Oct 2004).

Combine the basic SOA message (architecture, tooling, runtime, skills) with industry specific business messages

Add in industry specific Assets , e.g. best-of-class

- Process models- Data Models- Service Definitions

And double your WIN Chances with your Clients!



500+ Reusable Assets

Banking & Financial Markets


Insurance

IBM SOA Business CatalogThe place to find your SOA assets

200+ Adapters 250+ Portlets Rational Patterns and Plug-ins SWG, GTS and GBS SOA Services

Cross Industry

www.ibm.com/soa/soabusinesscatalog


Government

3665+ IBM &3665+ IBM &Partner AssetsPartner Assets

(Over 67% Partner (Over 67% Partner Assets)Assets)



Industry ModelsPredefined SOA Data, Process, Service

Proven Industry value- 400 clients

Business structured Easily customized Standards compliant Integrated tooling Open platform

Industries Supported

- Banking, Financial Markets- Insurance, Healthcare Payers- Telecommunications - Retail

Business Analyst

Solution Architect

DataModeler

Process Modeler

Project Manager

Master Data Management

EnterpriseData Warehouse

BusinessIntelligence

Enterprise Applications

EntityAnalytics

Data Models

Process Models

Service Models

Service Oriented Architecture

Model Management

Model Lifecycle and Governance Methodology

Enable rapid cost-effective SOA solutions



Industry Frameworks

Product Development Integration Framework

Service Provider Development Environment

Payments Framework for Financial Services

Information Integration Framework

Retail Integration Framework

Software Architecture for Energy & Utilities

Industry-specific extensions and accelerators that exploit key industry standards

Process and data models supporting key business area usage patterns, built on an SOA foundation

Offerings from IBM and its Business Partners to implement business processes that drive innovation

IBM Industry Frameworks = IBM Middleware + Industry-Specific Extensions + Industry Standards Support



Driving differentiation by linking business with IT

Through an integrated business solutions portfolio

Strategic Business Drivers

Business Solutions

Industry Framework

SOAPlatform &

InfrastructureTechnology Platform

e.g. Tools, Runtime, Storage

Industry extensionse.g. (insert Banking example)

IBM & Partner IPe.g. (insert Banking example)

Client Requirements

An Industry Framework: A software platform with following attributes

Industry-specific extensions / standards Focused on industry-specific business

issues/usage patterns Supports an ecosystem of business partners Based on service-oriented architecture

A Solution: An offering that solves a client's business problem through a combination of

Defined intellectual property, technology frameworks, applications, tools and methodologies from IBM or Business Partners

Industry and subject matter expertise Global delivery model



Industry Frameworks

Front Office Optimization

Risk & Compliance

Strategic Drivers

Respond to Changing Regulatory Requirements To Ensure Capital

Adequacy

Improve Risk Management to Ensure Regulatory Compliance & Operational

Controls

Drive Organic Growth to Deliver Increased Top Line Revenue

Payments Framework/ Fin Services (PFFS)

Banking Industry Solutions map

Back Office Operations

Modernize & Standardize Legacy Systems For Cost Containment & Increased Efficiency

• Customer Care & Insight

• Multi-channel Transformation

•Branch•Self Service•Contact Center•Channel Integration

Workforce Effectiveness

• Core Systems Transformation

• Lending• Credit Risk

Collections• Back Office

Integration• Payments

Financial Risk Management

Operational Risk Management

Governance and Compliance

Financial Management

• Business Performance Management

• Finance Transformation

• Business Risk Management Enterprise Risk Management

Enable organization to manage talent & maximize performance

Industry Solutions

Solution Offerings

Customer Care & Insight (CCI) Framework

• Workforce Performance

• Workforce Development

• Workforce Collaboration & Knowledge Management

• HR Strategy & Transformation

Infrastructure: servers, storage, communication networks & associated servicesInfrastructure

SOA Foundation



Industry Framework

Customer Care & Insight Solution focus

Solution Offerings

Customer Care & Insight FrameworkCustomer Care & Insight Framework


Industry Extensions

Platform (key components)

Customer Care & Insight SolutionCustomer Care & Insight Solution

•Know Your Customer - Development Stage•Up Sell/Cross Sell - Concept Stage •Preferences - Concept Stage•Event Based Decisioning - Concept Stage•Disputes - Concept Stage

•Mapping and integration of WCC to IFW and IAA models•Cognos risk adjusted profitability blueprint•Extension of logical BDW and IIW models, physical models and mapping customer domain and data integration to BDW and IIW

• Customer Information Optimization• Insight Optimization• Customer Marketing Optimization

•Householding - Concept Stage•Dynamic Product Bundling - Concept Stage•Marketing Communications - Concept Stage•Case Management - Concept Stage•Campaign Management - Concept Stage

• InfoSphere Warehouse

• InfoSphere MDM Server

• Enterprise Content Mgmt.

• Information Server• IBM Cognos

• Business Services Fabric

• Process Server• Business Monitor• Application Server• Enterprise Service Bus

• Data Modeler• Software Architect

• Access Manager• Identity Manager

• Forms

• Customer Sales Optimization• Customer Service Optimization• Customer Compliance & Fraud Optimization

Information Mgmt. WebSphere Rational Tivoli Lotus

ISV EcosystemISV Ecosystem

IBM Assets



Government - Defense Network Centric Operations (NCO) Solutions Map

IndustryIndustrySolutionsSolutions

Industry Industry FrameworkFramework

Business Transformation and

OperationsNCO Intelligence

Strategic Strategic DriversDrivers

Solution Solution OfferingsOfferings

Command and Control (C2)

NCO Logistics

Need to enable coalition operations, creating interoperability within and between country military organizations

Flat/declining near-term military budgets – but increased focus and spend on information management & net-centric capabilities

Clients struggle to overcome information systems that rely on stove-piped, custom-built applications ,tightly bound from the network up to the presentation layer.

Business process transformation increasingly seen as part of critical roadmap for operations optimization: military, peacekeeping, or humanitarian

• Business Transformation Consulting Financial Transformation

• Asset Management

• Human Capital Management

• Tactical Messaging Interoperability Hub (TMIH) - integration and exploitation of military messaging

• Distributed Information Services Hub (DISH) -analysis and interpretation of multi media information sources

• Decision Support Software Services

NCO Intelligence Business Services -producing actionable intelligence from structured & unstructured data.

Smart Surveillance

NCO Logistics Business Services - application of the best commercial technology & business practice to optimize end to end military logistics operations

ERP Services System Management

Services

Infrastructure: servers, storage, communication networks & associated servicesInfrastructureInfrastructure

Applying the concept of operations known as Network-centric Operations (NCO)

Government NCO Framework

SOA Foundation Accelerator (PG52)Collaboration (CCES) (PG52)



IBM Network Centric Operations (NCO) Framework

Network Centric Operations FrameworkNetwork Centric Operations Framework


Industry ExtensionsIndustry Extensions

Key Components from SOA FoundationKey Components from SOA Foundation

Network Centric Operations SolutionNetwork Centric Operations Solution

• GS Method Work products• Tactical Data Link Multilink Engine Schema• IBM DLPS Adapter / MLE Schema• Tactical HMI for Handhelds• Joint Fires & Targeting Process Model• NATO NC3TA SWG Product Mapping

• IBM SOA Foundation Accelerator (SOAF-A)•Pre-Configured IBM SWG SOA Infrastructure Stack•Providing Core Enterprise Services

• Tactical Messaging Interoperability Hub (TMIH)•Data Link Interoperability

• Core Collaboration Enterprise Services (CCES)•Interoperability and Collaboration Tools

• DB2 Enterprise Edition• WebSphere Customer

Center**• Entity Analytics Solution **• Global Name Recognition **• IBM Information Server **• Cognos**• Filenet**

• Process Server• Business Monitor• Application Server• Enterprise Service Bus• Message Broker• DataPower• Registry and Repository• UDDI• Business Services Fabric

• Directory Server• Enterprise Portal• Monitoring• ITCAM for SOA• Netcool Ominbus• Identity Manager• Access Manager

• Sametime• Quickplace• WebSphere Portal Server

• Collaboration Center Portlets

• Virtual Operations Center (VOC)•Crisis Management and Planning Support

• Distributed Information Services Hub (DISH)•Complex Event Processing for Video Feeds

• NCO Center of Excellence - Helsinki, Finland•Partnership with Customers

Information Mgmt. WebSphere Tivoli Lotus

Partner EcosystemPartner Ecosystem

IBM Assets (Available Today or in progress)IBM Assets (Available Today or in progress)

• VMWare Images of Pre-Integrated SOA Foundation SW • Extensive NCO Wiki – at https://w3.webahead.ibm.com/w3ki2/display/NCO/Home

• Data Mappings for TDLXML (Tactical Data Link XML), Common Message Format (Ultra), Universal Shipborne Automatic Identification System (NMEA AIS), and USAF/MITRE Tactical Messaging Format

• WebSphere Real Time

Industry Solutions(GBS)

Industry Framework(SWG)

• RequisitePro• Systems Developer

• ClearCase• Asset Manager• Telelogic

Rational



SOA for Industries on www.ibm.com

http://www-306.ibm.com/software/solutions/soa/index.html?S_TACT=107AG01W&S_CMP=campaign



SOA for Industries on w3.ibm.com

http://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=XW&docID=O929859E94208P32



Available Industry SOA Scenarios on W3 Aerospace and defense

- Product Lifecycle Management

Automotive

- Product Lifecycle Management- Dealer Collaboration- Manufacturing Productivity

Banking

- Core Banking Transformation - Mortgage Lending- Wholesale Payments- Multi-Channel Transformation - Open New Account

Chemical and petroleum

- Production Alert

Electronics

- Supply Chain Alert

Financial markets

- Trade Processing Management Scenario- Payments

Government

- Multichannel Access for Social Services and Social Security

- Public Safety and Security Rapid Response- eForms: Permits and Licensing

Healthcare and life sciences- Clinician Services Scenario- Benefits Enrollment Scenario- Claims Transformation Scenario- Solution for COmpliance in a Regulated Environment

Insurance- Claims Management- Life Policy- Channel Management

Media and Entertainment - Media Hub

Retail- Master Data Management- Open POS- Next Generation e-Commerce

Telecommunications- BSS/OSS Transformation Scenario - Next Generation services platform for telecommunications- Unified Services Creation Enviroment



How to Win with SOA - the IBM SOA Unified Sales Process

A solution to a frequent SOA sales problem: SOA can be an overwhelming concept – so customers are often reluctant/unsure where to start

A cross IBM SOA sales approach which provides customer value and progresses customer opportunities to really getting the customer started

A method to leverage the power of a team IBM value proposition and effectively sell IBM products and services in support of the SOA paradigm

A pool of trained, qualified resources to assist your account team in driving business around SOA



SOA Unified Sales Process – 3 Key Steps



USP Step 3 – Selecting the Appropriate Workshop(s)

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