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Introduction to Cognos Insight

for Business Partners

February 8, 2012

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Watch the Chat Box at lower right of your screen

(We will answer as many as time permits)

Enter your question in thechat window on the right of

the session

Address questions

to ALL

Watch for information you can

copy/paste

Todays session is scheduled to run for 1 hour

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Presenters

Dan PotterProduct Marketing - Cognos Mid-market Business UnitBusiness Analytics, IBM Software Group

David ClementProduct Marketing - Cognos Mid-market Business Unit

Business Analytics, IBM Software Group

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Data Discovery Market Opportunity

Market size

$800M 33%

large and fastgrowing market

Growth

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Introducing

IBM Cognos Insight

Personal Analyticsfor independent

exploration, what-ifmodeling, andsharing.

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Introducing Cognos Insight

On the desktop, standalone Guided data acquisition & modeling

Analysis and visualization

Dashboard creation

Scenario modeling

Exchange files with other users

Connected to a Cognos server

Access content store

Plan contribution Publish dashboards

Create ad hoc planning apps

Promote content to be managed

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Cognos Insight, part of the Cognos FamilyBusiness Analytics Solutions You Cant Outgrow

server

server

server

Solve individual &

team problemsquickly

Orchestrate work & minimizecost of broader deployment

Coordinate Enterprise executionthrough consistency & broad access to

a wide range of data & functionality

Typical Criteria Small Workgroup Enterprise

Buying Center Business Individual LOB-led IT-Led

Community Size Individuals (

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Cognos Insight Competition

Competitors MS Excel is the incumbent. QlikView, Tableau, other niche discovery vendors.

Differentiation

Business users can create and share. Guided data acquisition, drag and drop

creation, simple modeling. Not just quick views of data but also powerful scenario modeling capabilities.

Analytic engine with write-back to input your own data, instant comparisons,annotations, data spreading, rules.

Wired for the enterprise doesnt sacrifice business user agility for a solution thatis not IT endorsed or future-proof

No rework consume existing enterprise BI content

No silos publish to enterprise system for governed deployment

No dead ends extensible to broader business analytics including predictiveanalytics, managed reporting, performance management, etc

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Target LOB as Point of Entry

Highest anticipated demand on front office functions

As deployment expands, we interface more with IT to make Cognos the standard

Expand into FPM through Finance

Source: If applicable, describe source origin

Sales

CustomerService

Finance

IT

Operations

ProductDevelopment

HumanResources

Marketing

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Packaging and Pricing

User Cost Standalone Share FilesPublish

to Server

Contribute toManaged

Plans

StandardEdition

$500 Use with

BI

Inc w/ Adv Biz

Author role$1,680

Use withPlanning

Inc w/Contributor role

$2,200

Personal

Edition (Q2)Free

Use withExpress (Q2)

TBD

Subject to NDA Obligations with IBM references to potential future products are subject to the Disclaimer

Q2

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Channel Strategy for Low Cost, High Volume Product

Free Personal Edition

Openly available in online Community, registration required Leads sent to inside sales for qualification, upsell or routing

Lead nurturing stream kicks-off (offers sent at various intervals)

Paid Standard Edition

Primary channel is Inside Sales

Available in PPA to all direct sellers and BA Partners Available in IBM Software Online Catalog

More than 30 countries (in more than 20 languages) can buy IBM softwareonline

Can use credit card

Software available for download

For new and existing customers Available in open distribution

Leverage all IBM resellers globally

Upselling server products by Direct and SVP partners

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Languages Supported

English

Portuguese

Chinese (Simplified)

Chinese (Traditional)French

German

Italian

Japanese

Korean

Spanish

Danish

Finnish

Norwegian (Bokml)

SwedishTurkish

Croatian

Czech

Hungarian

Polish

Romanian

Russian

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Bringing Functional & Industry Use Cases to Life

Insight apps include: Dashboards Key metrics Sample data

Detailed descriptions Embedded book chapter

Chapters by Function Marketing

Sales

Customer Service

Finance

Prod Development

Operations

HR

IT

Exec Management

Books by Industry

Retail

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Demonstration

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Cognos Insight Opportunityfor SVP Partners

Capitalize on rapid growth of Data Discovery market Differentiated solution for LOB driven opportunities

Meets the needs of both business users and IT

Upsell to existing Cognos customers

Trade-up to Advanced Business Author role to useInsight with a BI server

Sell TM1 into the BI base as it is the repository for Insightapplications

Stop the encroachment of niche vendors like QlikViewand Tableau

Land and Expand

Low cost entry into the Cognos family for small,departmental deployments and easy to expand into

additional sales of Express and Enterprise serversDeliver compelling demos

From zero to dashboard in minutes

Instant response and flexibility via in-memory

Rapid prototyping and publishing

Show both analysis and planning capabilities

Market size

$800M 33%

large and growingmarket

Growth

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What to do and When?

Product was GA (shipping) on February 7 Get enabled

Introduce and sell more into existing accounts

Many will be entitled; upsell others to ABA role; or have new users buyStandard Edition

Sell ICAS or TM1 server into BI accounts Identify new LOB driven, departmental opportunities

Marketing launch on March 7

Start external promotion

Point customers and prospects to the Community Share your success with us!

Feb 7GA

March 7Launch

Q2Free Personal

Edition

Q4Interactive

Visualizations

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IBM Cognos Insight Technical OverviewDate: February 17 - 10 am EST

Learn what this new product means within the C10 family. How/when and why to position it.What features does it bring for your customers, view a demo, and be prepared for the launch.Register here: https://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qut38&lang=en

Upcoming Events

Take Action!

Learn about IBM Cognos Insightget enabled, drive Customers and Prospects to Virtual

Launch on March 7th! IBM Innovations in Business Analytics

Attend IBM Cognos Insight Virtual Launch on March 7th!

IBM Cognos TM1 v10.1: Innovations in Planning, Analysis and ForecastingDate: February 14 - 10 am ESTLearn how the newest advances in IBM Cognos TM1 v10.1 can help your customers establish a more

dynamic, reliable planning and analysis system that connects operational and financial performance to helpanticipate and act on business opportunities and manage risk more effectively.Register here: https://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qsrfl&lang=en

https://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qut38&lang=enhttp://events.unisfair.com/index.jsp?eid=1127&seid=21&code=vinsighthttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qsrfl&lang=enhttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qsrfl&lang=enhttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qsrfl&lang=enhttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qsrfl&lang=enhttp://events.unisfair.com/index.jsp?eid=1127&seid=21&code=vinsighthttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qut38&lang=enhttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qut38&lang=enhttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qut38&lang=en

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IBM Cognos Insight - Updates and Enablement Resources will be added tothe BA section of PartnerWorld here:

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insight

https://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qsrfl&lang=enhttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qsrfl&lang=enhttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qsrfl&lang=enhttps://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwojhil8qsrfl&lang=enhttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insight

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Cognos Insight v10.1 Partner Enablement Plan

Targeted training Event/Content Date

Sales training Cognos Insight Webinar February 8

Business Partner Rallies

- 17 events planned globally

March May

Look for Information on PWLate Feb.

Technical Sales Online Community Q1 Q2

Recordings

- Personal Insight- Workspace Construction- Rapid Application Design- What If Analysis

March 7

Available on PWhttps://www.ibm.com/partnerworld/page/pw_com_sfw_ba_ibm_cognos_insight

Product training 1 day public education course via SPVC

(self-paced virtual classroom)

Mid to late Q2

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insighthttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_sfw_ba_ibm_cognos_insight

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Q&A

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