Business Analytics Software Business Partner Guide Value Propositions

Business Analytics Software Business Partner Guide Value Propositions Click here for Table of Contents 1 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Market opportunity Business Analytics and Optimization (BAO) Business analytics is the key to enabling our clients to turn oceans of data into predictive models and actionable decisions. $166 B Opportunity in 2011 Why Analytics is Important to our clients… 33% more Revenue Growth >12 x more Profit Growth 12. 5% 9. 4% 32% more Return on Invested Capital 11. 9% 7. 3% 9. 0% 0. 6% Finance Organizations with Business Insight All Other Enterprises 2 IBM BAO Revenue (including SW, HW and services) 10% CAGR PTI: 14% CAGR 2009 2015 Click here for Table of Contents Source: IBM Investor Relations, May 2010; $16 B refers to cross-IBM revenue including Software, Services and Systems. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment. © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.

Market opportunity What is Driving Business Analytics & Optimization? Organizations Need Deeper Insight from Their Information 1 in 3 Lack Trust 1 in 2 Lack Access Business leaders frequently make decisions based on information they don’t trust, or don’t have Business leaders say they don’t have access to the information they need to do their jobs 83% Plan to Use of CIOs cited “business intelligence and analytics” as part of their visionary plans to enhance competitiveness 5. 4 x Widening Gap Top performers are 5. 4 X more likely to use an analytic approach over intuition “Drowning in Data…” “Starving for Information…” 3 Click here for Table of Sources: Contents IBM Institute for Business Value, 2009, IBM CIO Study 2010, TDWI: Next Generation Data Warehouse Platforms Q 4 2009, Analytics: The New Path to Value, 2010 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.

Portfolio overview Better Outcomes Smarter Decisions Actionable Insights Relevant Information Click here for Table of Contents 4 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Portfolio overview Full breadth of Business Intelligence (BI) for every decisionmaker Revolutionary way to work with BI Free to answer critical business questions Full breadth of predictive analytics Putting prediction in hands of the business Driving better business outcomes Simplify, structure and automate dynamic and sustainable Financial Performance & Strategy Management Monitor and analyze business performance against targets Plan, forecast and control enterprise resources aligned with corporate objectives Enterprise requirements Unifies enterprisewide risk and compliance initiatives into a single management system Provides synergy with Information & IT Governance, Risk Management and Security Ready-made packaged reporting and analyses based on the best practices Encompasses comprehensive portfolio Adaptable & extensible Source data from multiple transaction systems Click here for Table of Contents 5 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Value Propositions IBM BA Business Partners – Opportunity of a Lifetime High Growth Market Extraordinary BAO Synergies Highest IT, LOB Priority BP-Specific Products & Plays In IBM’s Top 4 Priorities Focus on Value, Solutions Best Products and Roadmap Best Team in the Industry Expanding Portfolio Best Business Partner Program Click here for Table of Contents 6 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Reference Business Partner Reference www. brightstarpartners. com Client: Cincinnati Zoo and Botanical Garden Challenge: Real-time analysis of attendance, sales and customer behavior Solution: IBM Cognos BI v 10, IBM Cognos Mobile Outcome/Results: è Helps the Zoo generate deep insight into guest visitation and spending behavior, unlocking profound new marketing insight and business optimization strategies. è Generated over $500, 000 in new revenues and expense reduction within year 1. è Increases overall attendance, prompting at least 50, 000 new “visits” in 2011 through enhanced targeted marketing achieved through insight gained from IBM Cognos. è Contributed to a 30. 7% growth in food sales and 5. 9% in retail sales over prior year. Click here for Table of Contents 7 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Partner Profile Business Partner Profile – Business Analytics Profile of Traditional Reseller § Value-driven, focused on BA segment only § Traditional revenue mainly in Services § Retooling their businesses to add the necessary infrastructure to sell software § Sales function driven by senior consultants that are highly dependent on BA brand reps § Works roughly 1 -3 deals per quarter Profile of High Volume Reseller § Velocity-driven, relationship-oriented § Revenue split between resale, SVI and Services with more holistic view of their customer base § Small sales organization - will include reps who get paid on software only but still dependent upon BA brand reps § Active marketing and business development functions § Works roughly 5 -15 deals per quarter Click here for Table of Contents 8 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 Visit the Business Analytics Partner. World Site to access Business Partner sales and marketing tools and materials and training 2 Complete your Business Analytics Business Partner profile 3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. 4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Business Analytics through Training & Certification. 5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 9 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation