IBM Software Group Web Sphere software IBM Software
IBM Software Group | Web. Sphere software ® IBM Software Group Web. Sphere Business Partner Executive Planning Workshop August 2005 (Please use in Slide Show mode!) © 2004 IBM Corporation 1
IBM Software Group | Web. Sphere software Workshop Agenda § Business Overview 4 Discussion around questionnaire 4 Other relevant background topics § Web. Sphere topics to create profit 4 Revenue growth opportunities 4 Expense reduction ideas § Account Strategy 4 Qualification / progression / closing tactics and assistance on existing opportunities 4 Long term strategy § Pipeline Building Initiatives 4 Review of current marketing initiatives 4 Identify new demand generation activities § Wrap Up and Next Steps 2
IBM Software Group | Web. Sphere software ® IBM Software Group Ideas to generate revenue growth Back to Agenda © 2004 IBM Corporation 3
IBM Software Group | Web. Sphere software Web. Sphere Market Opportunity 2005 SMB Opportunity is Larger and Growing Faster than Large Enterprise Thousands Large Enterprise 1000+ (Integrated/Aligned) $7. 9 B 2. 9% AGR $2. 4 B 2. 7% AGR Medium Bus. 100 – 999 (Territory Mid -Market) $3. 3 B 8. 1% AGR Small Bus. 1 -99 $3. 35 B 6. 8% AGR # of customers Large SMB 1000+ (Territory Focus Accounts) Millions IBM S&D Coverage: Companies not covered by Integ/Aligned teams are covered by GSMB teams Sources: GSMB Finance, 1 H 05 GMV 4
IBM Software Group | Web. Sphere software Why Web. Sphere - it drives additional REVENUE WAS WBI Commerce Wireless Portal New servers Storage Processor upgrades Web. Sphere Services Integration Development Hosting Websphere can drive 5 -10 X of the initial sale With net new licenses of software, services And hardware. Development tools Security/ DB 2 Portal add-ons 5
IBM Software Group | Web. Sphere software Market Share 2004 Application server 38. 4% Portal: 21. 6% Composite App Suites*: 26. 8% Web. Sphere Market Momentum Market Share 2003 Application server 35. 5% Portal: 20. 6% Composite App Suites*: 23. 5% 2005 Market Share 2002 Application server 36. 4% Portal: 19. 1% Market Share 2001 Application server 31. 4% Portal: 7. 0% Market Share 2000 Application server 22. 1% Portal: 3. 4% Market Share 1999 Application server 21. 7% Business integration 12. 8% 1999 1998 2003 2002 2001 2000 2004 On demand operating environment, industry solutions, open services infrastructure with SOA Business Integration 5 styles of integration, Cross Worlds acquisition, Express launch Open integrated tool environment Eclipse, Web services, Portal, Pv. C Web. Sphere software platform common development tools Web. Sphere software product line launched for Javabased Web applications (Application Server & Performance Pack) Source: Gartner Application Integration, Middleware and Portals Market Worldwide, August 2002 and April 2005 sting of application servers, integration suites, portal products and application platform suites 6
IBM Software Group | Web. Sphere software IBM’s Proven Experience and Commitment to Web. Sphere Nobody invests more Continued success § IBM investing over $1 B a year around SOA and Web services § More than 87, 000 Web. Sphere customers § Over 6, 700 IBM developers § More than 3, 150 active ISV solutions § Over 10, 750 IGS technical practitioners trained on Web. Sphere § More than 4, 000 partners § Over 1. 1 million registered Web. Sphere developers worldwide Award-winning SOA Software Application Server Category Winner - Web. Sphere Application Server Computer. World Hong Kong Awards (6/05) Best Distributed Computing Solution - Web. Sphere MQ, Codie Awards (5/05) IBM tops elite vendor list -Intelligent Enterprise Editors’ Choice Awards (April 2005) IBM Overall Winner in Application Integration Middleware -CRN Channel Champions Award (March 2005) 7
IBM Software Group | Web. Sphere software The customer issue is Growth “The Bold” are assuming The Top Customer Issuesmore risk The Customer Problem is complexity The Top Technologies Enabling Bold Initiatives 1. Integration-enhancing systems and processes 86% 2. Data access/warehousing 42% 3. Portals 11. SOA 35% 19% CIO Magazine August 2005 CIO Magazine 2005 "The Bold 100 Honoree Survey" 1, 238 Companies – Source: “Your Turn: The Global CEO Study 2004” – IBM Business Consulting Services Source: 310 CIOs at large companies - Accenture 8
IBM Software Group | Web. Sphere software Strategy The path to growth - SOA Leading the Way to Flexibility and Responsiveness Service-Oriented Architecture (SOA) Componentization Strategy Business Innovation and Optimization SOA = Web. Sphere Optimize Integration Foundation + ESB Automate Open Standards Integrate Component Reuse Present Connect Integrated Platform Capabilities Past Point Products Base Application Server People Integration Process Integration Information Integration Web. Sphere Performance Pack § Load balancing § Caching § File replication Web. Sphere Application Server Java Servlet Engine Application Infrastructure Connector Application Services Integration Application Database Base HTTP Server 9
IBM Software Group | Web. Sphere software ‘On Ramps’ to SOA Customers enter from one ‘on ramp’ … Optimize processes (Business Process Management) n io t a z i m i pt Track real-time critical business performance indicators (Business Activity Monitoring) s s ine IBM s Bu d. O n na tio a ov n In Gain valuable insight from business data (Business Intelligence) Align and manage IT operations with business priorities (IT/Business Service Management) … or customers enter from multiple ‘on ramps’ 10
IBM Software Group | Web. Sphere software Why Service Oriented Architecture? § Enables flexible connectivity of applications or resources § Promotes re-use of systems to lower costs § Use of implementation independent interfaces simplifies integrating different systems § Enabler for process modeling and automation 11
IBM Software Group | Web. Sphere software What is different about SOA from other approaches? Today’s world-class business Traditional Business Technology first How you approach the problem is different Business first Monolithic; Resources What is necessary is different Modular; Services Silos How you architect the solution is different “Integration points” Difficult and costly to change What is possible is different Flexibility “IBM has the technology, experience, industry-driven adoption model and deep industry understanding required for (our) comprehensive SOA implementation” — Kevin Roach, Vice President, Rockwell Automation 12
IBM Software Group | Web. Sphere software Web. Sphere Provides: § Tools to create services quickly § Infrastructure to execute services § Adapters for services which execute existing application function (i. e. SAP, Siebel, CICS, People. Soft) § Enterprise Service Bus to connect services and service requesters § Service combining frameworks to integrate services into applications 4 Deliver services to user desktops 4 Assemble services into business processes 4 Combine multiple data services into a single data service 13
IBM Software Group | Web. Sphere software SOA Capabilities within Web. Sphere Helping Improve Business Flexibility Business Innovation & Optimization Process Integration Information Integration People Integration Information Integration Application Infrastructure 14
IBM Software Group | Web. Sphere software People Integration Interact with information, applications and business processes at any time from anywhere Customer Challenges Customer Benefits from Web. Sphere § Systems and applications users needs are not all integrated nor easy to use § Easy interaction with multiple processes and applications from a single access point § Mobile workers do not have access to information and applications they require in the field § Secure mobile access to business applications and information Cut cost of customer service § Customer service centers costs are high because time is spent on routine tasks, rather than value add inquiries Enterprise Portal Web. Sphere Portal § Automation of routine call center functions while improving customer experience and convenience Mobile Access Web. Sphere Everyplace Offerings Conversational Access Web. Sphere Voice Offerings 15
IBM Software Group | Web. Sphere software Process Integration Optimize and integrate business processes to keep them in line with strategic goals Customer Challenges Customer Benefits from Web. Sphere § Inability to streamline business processes, meet regulations, at low cost. § Need to integrate people and applications in the business process § Unable to monitor, control & continuously improve business operations § Model, simulate and optimize business processes § Choreograph process activities across the organization § Monitor and manage process performance Process Modeling and Simulation Process Automation Web. Sphere Business Modeler Web. Sphere Process Server WBI Message Broker Web. Sphere Integration Developer Process Management Web. Sphere Business Monitor 16
IBM Software Group | Web. Sphere software Information Integration Access and manage information that is scattered throughout the enterprise and across the value chain Customer Challenges § Both structured and unstructured information are spread across one or more enterprises in a variety of databases, packaged applications, master files, mainframes, etc. § Information gathering and review processes to coordinate multiple channels leveraging multiple customer touch points are lengthy § Business processes to access and manage product information span departments and/or enterprises Customer Benefits from Web. Sphere § Manage and synchronize product reference information across the enterprise § Centralize structured and unstructured information from disparate sources for easy access and use by users such as merchandisers § Create a consistent, unified view of diverse data and content Global Data Synchronization Multi-channel Commerce Heterogeneous Information Integration Web. Sphere Product Center Web. Sphere Information Integrator Web. Sphere Commerce Web. Sphere Information Integrator 17
IBM Software Group | Web. Sphere software Application Integration Assure reliable and flexible information flow between diverse applications and organizations Customer Challenges § Applications are not integrated in a flexible and reliable method across the enterprise, reducing business responsiveness § Differences between many internal and partner applications must be managed § Maintaining point to point or custom written integration interfaces is cost and time prohibitive Application Connectivity § Reliably and seamlessly exchange data between multiple applications § Manage differences between multiple applications and business partners § Adopt an enterprise wide, flexible, service oriented approach to integration Application and Partner Mediation Suppliers Web. Sphere MQ Customer Benefits from Web. Sphere Enterprise Integration Backbone Customers Web. Sphere Business Integration Message Broker Web. Sphere Partner Gateway Web. Sphere Business Integration Message Broker Web. Sphere Application Server 18
IBM Software Group | Web. Sphere software Application Infrastructure Build, deploy, integrate and enhance new and existing applications Customer Challenges Customer Benefits from Web. Sphere § High turnover and training costs due to antiquated applications § Unable to extend the business logic in legacy applications into new applications being developed § Unable to meet customer and competitive demands on infrastructure performance, scalability, and manageability § Quickly web-enable green-screen applications § Adapt legacy applications for use in new java environments § Deliver operational efficiency and enterprise Quality of Services (Qo. S) for a mixedworkload infrastructure Modernizing the User Interface Web. Sphere Host Access Transformation Services Extending Legacy Applications into Web Infrastructure CICS Transaction Server Web. Sphere Studio Enterprise Dev Building a Robust, Scalable, Secure, Application Infrastructure Web. Sphere Studio Enterprise Dev Web. Sphere Application Server 19
IBM Software Group | Web. Sphere software Accelerators Pre-built capabilities and solution expertise to speed Web. Sphere implementations Customer Challenges Customer Benefits from Web. Sphere § Lack of experience / expertise leading to project risk, time and cost Cut greater cost of customer service § Pre-built capabilities reduce deployment time, effort and costs § Inefficient, disparate processes without reusable components § Proven technology, architecture and best practices to decrease project risk § Rising development costs with each new business functionality request § Buy vs. Build: out of the box capabilities save 7 -10 times over customer built Pre-Built Sell-Side Processes Pre-Built Supply Chain Integration Pre-Built Industry Specific Middleware Industry Middleware 20
IBM Software Group | Web. Sphere software Role Based Development for SOA Observation Model Rational Requisite. Pro Web. Sphere Business Modeler Create Observation Model with KPIs & export to Monitor Create, Simulate & Analyze As-Is Business Model Create, Simulate, Analyze and Optimize To-Be Business Model Business Analyst UML Model Relational Database Schemas RDB Mapping Create & Manage System Requirements UML Rational Data Architect 4 Q 05 Data Architect Trace Requirements & Create System Use Case Realizations Architect Rational Software Architect BPEL WSDL Choreograph services using BPEL, WSDL, etc. Web. Sphere Integration Developer Configure Human Task Manager (including Ad. Hoc) & Client WSDL Create Financial Reports & ROI Estimates Integration Developer Use Business Rules, State Machines, Web Services, Adapters, ESB, etc. Runtime §Web. Sphere Process Server §Web. Sphere Portal Server §Web. Sphere Business Monitor Test WSDL EAR Model & Implement Services, & expose as Web Services Deploy and Test Run Develop Portlets Administration J 2 EE Developer Portal Developer Run-time Statistics Monitor Business Operations 21 Analyst
IBM Software Group | Web. Sphere software Bringing SOA to life with Web. Sphere Mid Level Executive Dashboard Using Web. Sphere Portal, Monitor, Modeler, and Sametime Using Web. Sphere Portal and Monitor External Information affecting performance Risk Factors Manage risk Monitored Actions Track status of projects Collaboration Work with teams to resolve situations Scorecards Key Performance Indicators for business units Business Alerts Notification of situations that require Monitored Processes response Metrics of critical business processes Prompted Actions Select an operation to improve performance Reports & Analyses Understanding trends by combining real-time performance and historical information 22
IBM Software Group | Web. Sphere software Modeling as a Sales Tool Sell Value/Sell SOA IBM Web. Sphere Business Modeler § Engage with Line of Business Executives § § § Simple to use business modeling tool Analyze Business Problems Resources, time, cost Perform “What If” analysis Quickly summarize 4 cost benefits 4 time savings § Import from Visio § Export BPEL § This sells the VALUE of optimizing a customer’s business § Requires Consultative selling skills 23
IBM Software Group | Web. Sphere software IBM Solutions Builder Express Reusable SOA solutions for SMB Customers What is Solutions Builder Express? § Set of tools that enables Partners to sell, design and deploy solutions on IBM Express middleware using sales materials, technical tools and implementation guides. § Developed with Business Partners for Business Partners designed to support partners every step of the way. § All the tools and resources are free. How does it benefit Business Partners? § Partners can build repeatable SMB solutions leveraging IBM Express products faster and easier. § Partners can up-sell their own value-added products and services—increasing ROI and repeat business. Sell more IBM Solutions Builder Express Toolkit for Business Partners § § § Close sales Customer presentations Technology demos Solution architectures Implementation checklists Sample code Reach new markets 24
IBM Software Group | Web. Sphere software Components of Solution Starting Points 1. Solution Overview ü ü Solution concepts and business value Solution architecture Recommended software, hardware, tools JSP programming Networking SQL …. Skills required to implement the solution Task descriptions and time estimates to plan services engagement 2. Demo Toolkit Customizable presentation: Solution Benefits and Overview Video clips of the solution How-to document to assist with using and customizing the assets 3. Implementation Guide Implementation checklist Instructions, tips, techniques for solution installation and use Customization information Use cases (guided tour) that can be used as part of demo or education Sample code, data, scripts, configurations to get up and running quickly 25
IBM Software Group | Web. Sphere software IBM Solutions Builder Express Portfolio Business Integration Express Solutions • Banking Supplement • Healthcare Supplement § § § • Retail Supplement § EDI with AS 2 protocol (Japanese Only) Portal/Workplace Express Solutions § Collaborative Portal B 2 B Connectivity B 2 B Process integration Process Integration for i. Series Integration of Diverse Applications and Data Item Management and Synchronization with UCCnet § B 2 B Portal § Information Integration § Employee Portal § Product Lifecycle Management Business Integration § Collaborative Employee Portal for Retail • ISV Supplement w/SAP § e-commerce Express Solutions § Employee Portal for i. Series § Easy Creation of an e-commerce Website for Retail § Collaborative Community Portal for § B 2 B e-commerce i. Series Content Management Express Solutions § Collaborative Document Management § Managing Content within Business Processes § Managing Content for Insurance Claims Processing § Document Management in a Banking Loan Application Process § B 2 B e-commerce Analytics § Collaborative Workplace s Banking Supplement s Healthcare Supplement s Retail Supplement s Domino Enterprise Modernization Supplement s Bank Branch Transformation Infrastructure Express Solutions § § Secured External Access to Company Resources Rapid Foundation for e-business Infrastructure Consolidation on Linux Web Application Integration, Migration and Development Using DB 2 UDB Express (Japanese Only) § Easy Implementation of Backup and Restore (Japanese Only) § Business Rules Integration § Database Server Migration and Development for. NET Web Applications § ITIL Based Incident Management (JAPANESE Only) § Rapid Foundation for e-business on Express Runtime Business Intelligence Express Solutions § Data Analytics • Retail Supplement • Insurance Supplement • Cognos Supplement • Portalizing Data Analytics Supplement • Data Warehouse Construction 26
IBM Software Group | Web. Sphere software Build, Sell, & Deploy your Solutions with SBE § Learn more about IBM Express middleware and Solutions Builder Express 4 Technical Sales Enablement Events 4 Virtual Innovation Center: www. ibm. com/partnerworld/vic § Create solutions 4 Solutions Builder Express: www. ibm. com/partnerworld/solutionsbuilder 4 Nominate yourself for the Solutions Accelerator program § Engage us and other partners 4 Residency program 4 Partner Forum: www. ibmexpress. com 4 Contact: sbuilder@us. ibm. com 4 Tell us your interests, your success stories, and how we might help! 27
IBM Software Group | Web. Sphere software Gluecode SMB SOA starting point for Java servers § Low-end application server for occasions requiring a quick and simple Java application server that complements IBM’s existing portfolio § Download Gluecode Standard Edition code for free § Purchase support on an annual subscription basis 4 Basic Subscription: $900/server 4 Professional Subscription: $2900/server 4 Premium Subscription: $4900/server § IBM to provide easy migration from Gluecode to Web. Sphere Application Server § Available in US English today § WAS XD includes support for Gluecode! 28
IBM Software Group | Web. Sphere software Consider an SOA practice on Compliance § Business controls reporting § Business process control § Data movement control § Content management and records retention § Access control and identity management § Software license compliance § Software development compliance 29
IBM Software Group | Web. Sphere software Web. Sphere Offerings for Compliance Web. Sphere Process Integration SW (Business Process Control) 4 Web. Sphere Process Server 4 Web. Sphere Business Modeler 4 Web. Sphere Business Monitor Web. Sphere Application Integration SW (Data Movement Control) 4 Web. Sphere MQ Extended Security Edition 4 Commerce. Quest Process Manager for Data 4 Web. Sphere Business Integration Message Broker 30
IBM Software Group | Web. Sphere software Leverage i. Series/Web. Sphere as an SOA platform § 245, 000 active i. Series Customers § 450, 000 i. Series Servers Proven, secure & reliable platform Highest customer satisfaction in industry Highest loyalty score in VARBusiness 2004 § Solutions Oriented 70% buy machines for ERP applications >85% buy through local partners § Still early in e. Business Adoption 93% have < 1000 employees 80% will begin web transactions in next 2 years 31
IBM Software Group | Web. Sphere software i. Series/Web. Sphere SOA Services Framework Web. Sphere Application Server, Express, ND Business Innovation & Optimization Web. Sphere Development Studio Client People Integration Web. Sphere MQ Web. Sphere Business Integration Server Express Process Integration Web. Sphere Application Server XD WBI Message Broker Web. Sphere Business Integration (WBI) Server WBI Server Foundation Web. Sphere Portal Extend Web. Sphere Portal Express and Portal Enable Application Integration Information Integration Application Infrastructure SOA 32
IBM Software Group | Web. Sphere software i. Series exposing customer applications as services Web. Sphere Development Studio for i. Series (5722 -WDS) Host compilers C/C++ COBOL RPG ADTS All your Compilers and PDM, SEU, etc. Web. Sphere Development Studio Client Use Web Perspective to create i. Series Program call Bean Provides checkbox to create Web Service Remote System Explorer i. Series Projects Web Tools for i. Series Java Tools for i. Series IBM Web. Facing Tool Classic Tools (CODE and Visual. Age RPG) Enterprise Generation Language Host Access Transformation Services Rational Web Developer Web service provider Wizards: - 5250, Non 5250, and DB 2 Generate Web services directly from HATS Studio and e. GL 33
IBM Software Group | Web. Sphere software Tools to assist in migrating for SOA/Open Standards Convert. net to J 2 EE – Mainsoft. com 34
® IBM Software Group Ideas to reduce your expenses © 2004 IBM Corporation
IBM Software Group | Web. Sphere software IBM Resources § Enablement 4 Online product training - VIC 4 Presales assistance – SWIC 4 Use Pass We Pay Program - Certification 4 Leverage skills from Lab Services (ISSW) for initial engagements 4 Web. Sphere Sales Assistance Center - WSAC@US. IBM. COM § Marketing 4 IBM Telemarketing - Lead generation 4 IBM Events – Live SOA Tour § IBM Partnerships 4 IBM Global Services 4 Client Teams 36
IBM Software Group | Web. Sphere software Marketing with Campaign Designer § Reduce your expenses! § Use IBM created graphics for 4 Postcards 4 Flyers 4 Print Ads § Customizable with your messages § Includes Industry based content § https: //www. developer. ibm. com/par tnerworld/mem/mkt/customize. html 37
IBM Software Group | Web. Sphere software Executive Assessment (EA) § What is it? 4 Demand generation / prospecting / consultative selling tool to help Business Partners create a business case and perform a billable consultative service 4 20+ Modules focus on cross brand midmarket, Lotus, DB 2, Tivoli, Web. Sphere and cross-brand solutions 4 No-charge to ALL Partner. World members! § Training 4 Available via the Partner. World Web site including written training. doc and on demand video training in Windows Media & Real formats § How to Use Executive Assessment 4 Position as a value-added or billable service in literature & marketing materials 4 Use when prospecting, cold calling or when speaking to a current customer 4 Use as an offer in a marketing campaign § Success 4 Charging from $3, 000 -30, 000 (US). Bidding on and winning deals from $50 -75, 000 (US) to $5 million! § Access via ibm. com/partnerworld > Selling resources > Identify opportunities > Executive Assessment 38
IBM Software Group | Web. Sphere software IBM SOA Self Assessment Tool § Online diagnostic, co-developed with IBM Global Services SOA Center of Excellence § Users answer questions about practices in key SOA categories of Process, Architecture, Application, and Infrastructure § Available in English today at: http: //www. ibm. com/software/websphere/ § Translations 2 H 05 39
IBM Software Group | Web. Sphere software Partner Profitability Tool § Estimate a partner’s ROI over 2 years for selling: 4 IBM Software and the Partner's Services 4 Partner Services that drive IBM Software sold through other channels § Pre-loaded with US average transaction size and services drag by product § Investment analysis considers all income/expenses 4 Sales, Technical, Marketing Investments 4 Additional HW investments required 4 Product discounts/bonuses 40
IBM Software Group | Web. Sphere software Process Integration Decision Matrix Tool § Prompted Excel tool to help select the right process integration tool § Excellent sales aid to reps in qualifying customers § To be updated with new Process Server announcement 41
IBM Software Group | Web. Sphere software IBM Global Financing Match costs with benefits over the project lifetime 4 Conserves customers cash, reduces partners assets 4 Accelerates return on investment 4 Overcome budget constraints 4 Allows customer to make complete investment now 4 Cost of funds which approximates their cost of capital 4 Helps IT/EU department deliver a stronger business case for the investment - Fortune 500 Corporate Treasurer 42
IBM Software Group | Web. Sphere software Partnering § Define core strengths § Decide which complementary technologies to make internal investments in § Find other business partners who have complementary skills and go to market (http: //www. developer. ibm. com/bpconnections/bpcms. nsf/Public. Finda. BP? Open. Form&NL=en) § Find consulting firms – mainly programmers and project managers who are entrenched in IT departments – and subcontract to them § Partner with IGS/BCS and ISSW – be subcontract able 43
® IBM Software Group Account Strategy Closing near term business Back to Agenda © 2004 IBM Corporation
IBM Software Group | Web. Sphere software Tactical actions to assist in closing current deals § List current deals in pipeline for the next 90 days § Highlight deals with inhibitors to closing § Brainstorm on methods to resolve inhibitors § Document actions to close Opportunity Revenue Inhibitor Action Date Owner 45
® IBM Software Group Pipeline Building Initiatives Back to Agenda © 2004 IBM Corporation
IBM Software Group | Web. Sphere software This Quarter’s Plays from Web. Sphere Marketing Demand Generation tactics and seminars, designed by IBM Web. Sphere Marketing for Business Partners to execute. To see what’s relevant this quarter, click here! 47
IBM Software Group | Web. Sphere software Cross-sell Portal and HATS § Customer Profile: Customers that have purchased Web. Sphere Portal and have green screen applications. Customers that have HATS with multiple green screen apps and other web apps. § Opportunity: There are over 13, 000 mainframes and over 400, 000 i. Series customers. § Questions to Ask: 1. Portal add on: How many green screen applications are you enabling with HATS? 2. Portal add on: How are each of those apps used in the execution of a business task? Does the user have to use multiple apps and possibly re-key data from one app to another? 3. HATS add on: How are you making available your green screen applications as a part of your Portal? § Core Products: Web. Sphere Portal Server, Web. Sphere Host Access Transformation Services (HATS) 48
IBM Software Group | Web. Sphere software Web-Enable Host Applications § Customer Profile: Customer has existing 3270/5250 green-screen application and needs to deliver a Web GUI interface. Customer has limited or no Java skills to meet the business needs. Application needs to be delivered in very short timeframe § Opportunity: Tens of millions of emulation desktops currently in place. 70% of business applications and data reside on i. Series and z. Series hosts. § Questions to Ask: 1. What are your plans to make bring your green screen applications to the web? 2. Describe the learning curve and challenges of bringing on a new employee? How does the usability of your green screen applications affect that? § Core Product: Web. Sphere Host Access Transformation Services (HATS) 49
IBM Software Group | Web. Sphere software Up-sell of existing Web. Sphere MQ to WBI Broker § Customer Profile: Existing Web. Sphere MQ customers whose integration requirements have grown beyond point-to-point style. § Opportunity: Over 10, 000 implementations of Web. Sphere MQ are in use, but most do not use a broker. § Questions to Ask: 1. Is there a need for applications to be synchronized? (e. g. a new employee processed by two human resource applications? 2. 3. 4. Are there independently designed MQ applications that need to be integrated. Do existing MQ enabled applications need to be integrated with purchased applications ? Do existing MQ enabled applications need to exchange information with telemetry devices or programmable devices such as cash register controllers, telephones, or kiosks? Do existing MQ enabled applications need to act as a Web Service provider or consume a Web Services? 5. § Core Product: WBI Message Broker 50
IBM Software Group | Web. Sphere software Add Modeling and Monitoring to MQ Workflow § § § Customer Profile: Current WBI MQ Workflow customer. Want to tie business processes directly to the implementation of those processes in the IT system. Want to monitor Key Performance Indicators at the business level. Opportunity: If you present Business Integration but don’t discuss Model/Manage, you leave money on the table. According to Gartner, the BPM market will be $900 M by 2005. Average deal size: $250 K for large enterprise (large BPM solutions range well over $1 M), $50 K for SMB. Questions to Ask: 1. How do you link your MQ Workflow processes more closely to your business processes? 2. Would it help if you could simulate and optimize business processes before deploying them into production, get real-time feedback from production processes, and attain continuous, closed-loop process improvement? § Core Products: WBI Modeler, WBI Monitor 51
IBM Software Group | Web. Sphere software Mobile Sales Force § Customer Profile: Want mobile sales force to have instantaneous access to customer and product information Including customer orders, credit history, inventory availability and product detail. § Opportunity: Through 2005, more than 65 percent of the Fortune 2000 companies will adopt mobile applications. “ - Gartner Research. Motivation to adopt : an increase in customer satisfaction and revenue while lowering costs. It gives these companies a competitive advantage. Average deal size is $180 K. § Questions to Ask: 1. What are your plans for providing mobile access to your sales force? § Core Products: Web. Sphere Everyplace Connection Manager (WECM), Web. Sphere Everyplace Access (WEA) 52
IBM Software Group | Web. Sphere software BEA Winback § Customer Profile: Customers currently using BEA Weblogic Server or BEA Tuxedo. Customers feeling the pain of BEA’s exorbitant maintenance and subscription pricing § Opportunity: There are 15, 000 BEA customers World-wide. Many of these are large accounts, in particular in industries such as Finance, Banking, and Telco. § Questions to Ask: 1. Explain your current relationship with BEA 2. How satisfied are you with BEA’s current pricing for maintenance and support? 3. What are your plans for a strategic enterprise application environment besides a simple application server? § Core Products: Web. Sphere Application Server Network Deployment (WASND), Web. Sphere Studio Application Developer Integration Edition (WSADIE), Rational Application Develop (RAD). 53
IBM Software Group | Web. Sphere software WBI Server Express § Customer Profile: Any ERP or business system initiative in SMB. Also, Portal and § Opportunity: commerce projects. Connectivity – upsell from or expand MQ deals. WBI Server Express $5, 999 WBI Server Express Plus starting @ $19, 999 Provides almost immediate back-end integration out of the box WBI Server Express: § Is fully functional in less than 30 minutes § Installs in less than 4 minutes § Get configured in less then 4 minutes 4 Suite of Pre-packaged adapters and Process templates 4 Support for Open standards including Web services 4 Runs on Windows, Linux and OS/400 4 4 § Questions to Ask: 1. 2. 3. § Does customer have Commerce or Portal installed? Are there new application being installed, developed or migrated to? Does customer need to extend applications from basic messaging to more process application integration? Core Products: WBI Server Express, WBI Server Express Plus 54
IBM Software Group | Web. Sphere software Web. Sphere Information Integrator § Customer Profile: Customer has disparate data in multiple repositories and employees need simplified access to complete their tasks. § Opportunity: Need a common view to diverse and distributed data. Makes it easy to access many databases in a high performing way as IF they were a single database. Customer needs to interact with existing host applications through their portal. § Questions to Ask: 1. Do you have access to ALL the data and content across your company in a single view regardless of where the data resides without moving the data or changing the platform? § Core Product: Web. Sphere Information Integrator 55
IBM Software Group | Web. Sphere software Web. Sphere Pricing Pilot i. Series Model 520 Uni Processor Servers § New Announcement: Web. Sphere Pricing Pilot for i. Series 520 Uni Servers §Announcement– May 17, 2005 (Annc. Letter 205 -120) §Pilot is New Per Processor Pricing on i. Series Model 520 UNI processor servers § 2 new prices: P 05 and P 10 price, plus trade ups to P 10 and P 20 -60 as appropriate § No change to existing Express product multiplatform prices for P 20 -60 tiers SWG Express Products and HATS Pilot and Current Prices $USD Per Processor Price by Tier P 05 Uni* P 10 Uni* P 20 -60** NA 16, 650 33, 300 Web. Sphere Bus Integration Server Express for e. Server i 5 520 2, 000 3, 000 5, 999 Web. Sphere Bus Integration Server Express Plus for e. Server i 5 520 5, 000 10, 000 19, 999 NA 15, 000 20, 000 5, 000 10, 000 Per User Web. Sphere Portal – Express for e. Server i 5 520 Web. Sphere Commerce - Express for e. Server i 5 520 HATS for e. Server i 5 520 WS Portal Express and WS Commerce Express not available on P 05 tier. (Portal requires 750 CPW / Commerce requires 1000 CPW) * New Pilot Prices **Note: P 20 -P 60 tier existing prices are for multiplatform Existing prices 56
IBM Software Group | Web. Sphere software Existing customers to up sell § List each customer and the selling steps needed to close Current Customer Solution/Prod Up Sell Solution Activity to close Date Owner 57
IBM Software Group | Web. Sphere software New target customers/markets to enter § Develop demand generation ideas w/ dates/actions/assignment Customer/Market Activity Dates Reason to act Offer Owner Revenue 58
IBM Software Group | Web. Sphere software New product areas/sales accelerators to leverage § Develop demand generation tactics w/ dates/actions/assignment Product Area/Sales Activity Dates Action Owner Partner Solution SMB i. Series Financing Modeler Partnering Other 59
® IBM Software Group Wrap up and Next Steps Back to Agenda © 2004 IBM Corporation
® IBM Software Group Back to Agenda © 2004 IBM Corporation
IBM Software Group | Web. Sphere software IBM Web. Sphere Business Integration Family Today Web. Sphere Business Integration Server Foundation v 5. x Version 6 z/OS Web. Sphere Process Server v 6 Tech Preview 4 Q 04, Beta 2 Q 05, GA 3 Q 05 Web. Sphere Business Integration Server v 4. x z/OS Qo. S Web. Sphere Interchange Server Web. Sphere MQ Workflow WBI Message Broker Web. Sphere MQ Server z/OS WBI Message Broker Beta 2 Q 05, GA 3 Q 05 Web. Sphere MQ Server z/OS Qo. S The core Process Integration platform: • Workflow, Interchange Server, Server Foundation 62
IBM Software Group | Web. Sphere software IBM Web. Sphere Integration Reference Architecture IBM Business Innovation and Optimization Software Offerings Development Services IBM Software Development Platform Business Innovation and Optimization Services Web. Sphere Business Monitor/ Tivoli BSM/ Tivoli SLA Interaction Services IBM Workplace Web. Sphere Portal DB 2 Alphablox Process Services Information Services Web. Sphere Process Server Web. Sphere Information Integrator DB 2 Alphablox Connectivity Services Partner Services Business Application Services Application & Information Assets DB 2 Data Warehouse Edition IT Services Management 63
IBM Software Group | Web. Sphere software i. Series Enterprise Preloaded Software § In 2004 the following products were part of the i. Series Enterprise Edition Bundling SW 4 4 4 Websphere express* (comes as part of the OS) DB 2 for Linux Tivoli Access Manager Quickplace Content Manager DB 2 express for Linux WAS express for Linux Portal Express Plus Domino Utilities Express DB 2 Extenders TSM EE Tivoli Monitoring § In 2005 only the products in blue are included. 64
IBM Software Group | Web. Sphere software Reference Links § IBM Web. Sphere partner information 4 www. ibm. com/websphere/partners § Solutions Builders Express 4 www. ibm. com/partnerworld/solutionsbuilder § i. Series Pricing Pilot details 4 http: //www-306. ibm. com/common/ssi/fcgibin/ssialias? infotype=AN&subtype=CA&htmlfid=897/ENUS 205120&appname=USN#@2 h@60@ § Gluecode 4 http: //www-306. ibm. com/software/info/websphere/may 2005 announce/IBM § Find an IBM Partner to leverage 4 http: //d 03 bphrb. partner. boulder. ibm. com/bpconnections/bpcms. nsf/Public. Se arch. GUI? Open. Frameset&NL=en § Campaign Designer 4 https: //www. developer. ibm. com/partnerworld/mem/mkt/customize. html 65
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