IBM Software Group Web Sphere software IBM Software
IBM Software Group | Web. Sphere software ® IBM Software Group Web. Sphere Business Partner Executive Planning Workshop May, 2005 IBM Web. Sphere Business Partner Sales and Marketing © 2004 IBM Corporation
IBM Software Group | Web. Sphere software Workshop Agenda § Business Overview 4 Discussion around questionnaire 4 Other relevant background topics § Web. Sphere topics to stimulate ideas and opportunities § Ideas to Leverage § Account Strategy 4 Qualification / progression / closing tactics and assistance on existing opportunities 4 Long term strategy § Services / Solution Development Discussion 4 New services or solutions incremental to current capabilities 4 New services or solution area 4 Skill development and enablement § Pipeline Building Initiatives 4 Review of current marketing initiatives 4 Identify new demand generation activities § Wrap Up and Next Steps
IBM Software Group | Web. Sphere software Sample actions from a workshop 1. General issues: - send the presentation about WS to BP - WS Roadmap for the next 6 - 12 months - i. Series contact - SBO case Express products USU mail to Brian - Document of BLU - Team to public 2. Opportunity Customer A: - check with local WS Commerce Sales team a) studies from Gartner of the development of shops in total and the common go to market model b) possible contact to an consultant who could support Customer A in its planning for an eshop c) check out, if there any commerce forums in local country for customers to participate and exchange knowhow - coordinate the Team Sercon, SWG, HW and Customer A to clarify the strategy for the customer and work together - present proposal in November 3. Opportunity Customer B: - POC IBM Portal on i. Series together with HATS - contact into i. Series, what SW is delivered for free with the HW - Olap Topic - perhaps discussion about Cube Views Present proposal to customer in November IBM IBM BP SWIC/ BP IBM BP
IBM Software Group | Web. Sphere software ® IBM Software Group Web. Sphere topics to stimulate ideas and opportunities Back to Agenda © 2004 IBM Corporation
IBM Software Group | Web. Sphere software Marketplace Insight: Web. Sphere SMB Market Segmentation 2005 WW Web. Sphere SMB (Med/Large) middleware opportunity = $5. 8 B @ 5. 7% AGR § Large enterprise opportunity = $6 B at 4. 2% AGR § The Web. Sphere revenue mix is skewed to slower growing large enterprise accounts 2005 SMB Opportunity is Larger and Growing Faster than Large Enterprise Web. Sphere Revenue Mix is Skewed to Integrated/Aligned Thousands Large Enterprise 1000+ (Integrated/Aligned) $6 B 4. 2% AGR $1. 9 B 4. 2% AGR Medium Bus. 100 – 999 (Territory Mid -Market) $3. 0 B 6. 6% AGR Small Bus. 1 -99 $4. 6 B 8. 9% 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, 2 H 04 GMV
IBM Software Group | Web. Sphere software On Demand Drives Results Through Business Flexibility Companies that are farther along in their On Demand Business journey show stronger business results than others in their industry Improvement in Performance Metrics vs. Industry Peers* 15 pts 1. 3 pts 1. 2 pts . 6 pts 1. 8 pts Higher growth in Earnings Gross Profit Margin ROI ROA P/E *Median difference in 3 year improvement of performance metric between the most advanced companies and their sectors (S&P 1500) in North America. Source: IBM On Demand Business Impact Research Analysis, December 2004
IBM Software Group | Web. Sphere software Why Web. Sphere - it drives additional REVENUE for YOU and Your Business Partner WAS WBI Commerce Wireless Portal New servers Storage Processor upgrades Web. Sphere Services Integration Development Hosting Development tools Security/ DB 2 Portal add-ons Websphere Sales Start out modest However within the next 6 -12 months It can drive 510 X of the initial sale With net new licenses of software, servic
IBM Software Group | Web. Sphere software Changing Market Conditions Drive On Demand Business Needs: Addressing Top Business and IT Priorities “More than 80% of CEOs see unpredictable market forces as the key inhibitor to growth. ” Source: IBM’s Global CEO Survey, February 2004 § Economic volatility and globalization § Increasing consolidation across industries § Increasing regulations and industry standards § Technical realities Top business priorities Streamline or optimize business processes 85% Boost worker productivity across company 85% Improve customer service 84% Top IT priorities Application Integration 48% BI/Data warehouse 42% Security 42% Sources: Outlook 2004: Priorities 1 Q Information. Week Research, January 2004; Merrill Lynch CIO Survey Results, September 2004
IBM Software Group | Web. Sphere software Evolution of Web. Sphere: Leading the Way to Flexibility and Responsiveness Past Present Point Products Base Application Server Integrated Platform Capabilities Web. Sphere Performance Pack Java Servlet Engine Connector Web. Sphere Application Server Application Services People Integration § Load balancing § Caching § File replication Process Integration Database Integration Application Base HTTP Server Application Infrastructure Strategy Service-Oriented Architecture (SOA) Componentization Strategy Business Innovation and Optimization Accelerators Information Integration
IBM Software Group | Web. Sphere software SIMPLIFIED Web. Sphere Marketing Message People Integration Process Integration Information Integration Application Infrastructure Accelerators Integrate Optimize Extend people, processes and information application infrastructure your reach
IBM Software Group | Web. Sphere software Business Integration Enabled by IBM Web. Sphere Helping Improve Business Flexibility Business Innovation & Optimization People Integration Process Integration Application Integration Information Integration Application Infrastructure
IBM Software Group | Web. Sphere software Start with your business. Develop a step by step plan. From Large to Small Customers, Industry Specific Roadmaps: (Banking, Financial Markets, Insurance, Electronics, Government, Retail, etc. . ) On Demand Transformation Optimize Effectiveness Automate Efficiency Integrate Tasks Connections On Demand Composite Transformati on Interactions Applications
IBM Software Group | Web. Sphere software Value: Framing New and Existing Projects in the Context of a Vision How Do I Get Here? On Demand Transformation Optimize Effectiveness Automate Efficiency Integrate Tasks Connections On Demand Composite Transformati on Interactions Applications You Are Here
IBM Software Group | Web. Sphere software Business Flexibility News § New Business Integration Adoption Model § New Acquisitions to Bolster the Business Integration Model § New Partnerships to Bolster the Business Integration Model § New Sales and Education Tools SOA Self Assessment Tool SOA Integration Framework
IBM Software Group | Web. Sphere software Set a Vision of Flexibility, Establish a Roadmap Set Direction Execute Roadmap Realize Business Value What is it? • • Model business processes. Simulate, predict costs/bottlenecks Modify to optimize. Leverage models Value • Understand how the business performs • Insights to make the business perform better • Test the impact of change without risk Web. Sphere Offerings Core: • Web. Sphere Business Integration Modeler
IBM Software Group | Web. Sphere software Web. Sphere Market Momentum “IBM is gaining share in every market, whereas most vendors were flat or negative. ” Market Share 2003 Application server 41. 3% Business integration 20. 3% Portal: 21. 9% Market Share 2002 Application server 36. 4% Business integration 18. 2% Portal: 19. 1% Joanne Correia, Gartner Dataquest, “IBM continues gains in server software, ” CNET, May 12, 2004 Market Share 2001 Application server 31. 4% Business integration 15. 5% Portal: 7. 0% Market Share 2000 Application server 22. 1% Business integration 13. 1% Portal: 3. 4% Market Share 1999 Application server 21. 7% Business integration 12. 8% 1999 1998 2000 2004 -2005 2003 2002 2001 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 to build, deploy and manage Java-based Web applications (Application Server & Performance Pack) Source: Gartner Application Integration, Middleware and Portals Market Worldwide, August 2002 and May 2004
IBM Software Group | Web. Sphere software IBM’s Proven Experience and Commitment to Web. Sphere Nobody invests more Continued success § $1 billion annual investment in engineering § More than 87, 000 Web. Sphere customers § Over $5 billion investment in technology acquisitions § More than 4, 000 partners certified on Web. Sphere software since 1999 § Over 6, 700 IBM developers § More than 3, 150 active ISV solutions on Web. Sphere § Over 10, 750 IGS technical practitioners trained on Web. Sphere § Over 1. 1 million registered Web. Sphere developers worldwide Award-winning Web. Sphere Software Technology Innovator: IBM Web. Sphere Business Integration Server Express —VARBusiness Magazine’s 2004 Technology Innovator Awards (October 2004) Best Java Enterprise Portal Technology, Best Java Modeling Tool, Best Web Services Development Toolkit, Best Enterprise Application Integration Technology, Best Web Services Management Tool, Best Java Messaging Tool —Java. Pro Readers’ Choice Awards (October 2004) Best Web Services Solution: IBM Web. Sphere Application Server — 2004 Codie Awards (May 2004)
IBM Software Group | Web. Sphere software Worldwide Segment Market Forecast for Application Integration Middleware and Portal Market Segments, New Software License Revenue (US$Millions) $3. 21 B $3. 00 B For each $1. 00 spent on Applications, $1. 10 spent on Infrastructure and $6. 20 spent on Services. $2. 62 B $2. 80 B At 6 x Software revenue, Services opportunity is over $18 Billion. Integration Suites Portal Products App. Platform Suites CAGR 5. 2% CAGR 7. 1% CAGR 11. 6% Source: AIM Software, Worldwide, 2003 -- 2008, Gartner, July 14, 2004 Back to agenda
® IBM Software Group Ideas to leverage Back to Agenda © 2004 IBM Corporation
IBM Software Group | Web. Sphere software Best Practices - 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 § 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
IBM Software Group | Web. Sphere software Partnering Reference: SAB WABCO Business Problem: Unacceptable customer satisfaction with order fulfillment Solution: BPI: Integrate and streamline order management, supply chain, and procurement Sigma Integra (SI) Consulting and integration skills using WBI ü Software resell revenue ü Services revenue Sync, Inc. (ISV) “Sync Solutions”tm SCM software package Needed integration to other business systems for a full BPI solution ü Software revenue ü Services revenue New Partnership! More Opportunities, Better Customer Coverage
IBM Software Group | Web. Sphere software Best Practices - Repeatable Solutions! § Focus on what you do best, tailored to solve specific types of business problems in specific industries. § “Product-ize” your solution § Sell through IBM 4 Get your IBM SSR-BP to help you engage with IBM Sales and Marketing
IBM Software Group | Web. Sphere software Repeatable Solutions Reference: Finnveden Powertrain Business Problem: Reduce internal operational costs Solution: Enable access to existing ERP system by customers and trading Partners. Zystems Repeatable WBI Methodology Proven Success ü Royalty revenue ü Services revenue Cypoint Delivered Corporate Portal Needed BI skills to complete solution i. Core “Movex” Adapter ü Product revenue ü Software resell revenue ü Services revenue New Partnership! Over 12 new opportunities!
IBM Software Group | Web. Sphere software IBM Solutions Builder Express Approach http: //w 3. ncs. ibm. com/smb. nsf/SMB/AMER-65 FMYL? Open. Document&Area=SMBAmericas
IBM Software Group | Web. Sphere software Key industry solution areas Integration People Electronics Product life-cycle management Process Supply chain management Information Production, operations, logistics Banking Supply chain integration Retail B 2 C e-commerce management Financial markets Automotive Product life-cycle management Insurance Web Meetings/e-Learning Horizontal Portals Customer insight Digital media/content management Customer analytics Wireless inventory management Risk and compliance Branch office automation Customer analytics/ mining Customer service Underwriting/ Claim processing Inventory, warehouse and shipping management Item Management and synchronization CPG Branch integration/ automation Production, operations, logistics B 2 B e-commerce Wholesale Banking document management e-commerce Security and disaster recovery Insurance Customer document insight Management Customer and product profitability Customer call-center management Customer management workplace Sarbanes. Oxley Business intelligence CRM ECM
IBM Software Group | Web. Sphere software Medium Business Go-To-Market Approach Helping partners sell more solutions more often to the midmarket Express Portfolio Solutions Builder Express Business Partners What mid-sized firms want, at an affordable price
IBM Software Group | Web. Sphere software IBM Solutions Builder Express (SBE) Portfolio Solution Starting Points available now Portal/Workplace Express Solutions Business Integration Express Solutions § Collaborative Community Portal § B 2 B Connectivity § B 2 B Process integration § Process Integration § B 2 B Portal § Integration of Diverse Applications and Data § Item Management and Synchronization with UCCnet § Employee Portal e-commerce Express Solutions § Collaborative Employee Portal for Retail Employee Portal for i. Series § Easy Creation of Website for Retail § B 2 B e-commerce § Collaborative Portal § Portal Access for the Mobile Workforce § Mobile e-business Infrastructure Express Solutions § Secured External Access to Company Resources § Rapid Foundation for e-business § Mobile e-business § Portal Access for the Mobile Workforce § Infrastructure Consolidation on Linux 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 Business Intelligence Express Solutions § B 2 B e-commerce Analytics § Customer Insight for Retail § Information Transformation for Analysis
IBM Software Group | Web. Sphere software SBE Consultant Tool
IBM Software Group | Web. Sphere software Global ISV Solutions - Citrix for Web. Sphere Portal § Integrate non-web apps § Deliver web apps to low bandwidth connections § Bandwidth, Help Desk, Centralized App Mgmt & PC Refresh Cost Reduction
IBM Software Group | Web. Sphere software Global ISV Solutions – Adobe Intelligent Document Solutions § Adobe Live. Cycle products optimized on Web. Sphere App Server 4 Adobe products provide best performance and features when run on Web. Sphere Application Server 4 Only commercial app server supported by Live. Cycle (today) § Adobe Designer integration with WSAD 4 A plug-in for Web. Sphere Studio Application Developer 4 Enables developers to include Adobe forms with their Java development projects § Adobe form portlet for Web. Sphere Portal 4 Allows organizations to easily deploy specialized user portals that include form filling and processing alongside other applications § Adobe forms integration with WBI 4 Enables data sharing between Adobe forms and back-end business systems via Web. Sphere Business Integrator
IBM Software Group | Web. Sphere software Global ISV Solutions – Bowstreet Portlet Factory § Dynamic, timely access to operational data and historical data § Native integration with IBM Web. Sphere Portal § Business user configurable § Multi-source data integration § Role-based composite applications (tailored to diverse audiences) § Decreased deployment time § Real-time alerting with adjustable thresholds
IBM Software Group | Web. Sphere software Find ISVs in Partner. World Industry Networks § The Partner. World Industry Networks offer a rich set of incremental industrytailored benefits to all Partner. World members who want to build their vertical market capabilities and attract potential customers in the markets they serve worldwide. Whether you focus on one or more industries, or you serve small or large companies, IBM has the technology and resources to help you more effectively meet your clients' needs and grow your business. § Automotive Banking Education and learning Fabrication and assembly Financial markets Government Healthcare and life sciences Insurance Media and entertainment Retail Telecommunications Wholesale § http: //www. developer. ibm. com/isv/marketing/industrynetworks/index. html
IBM Software Group | Web. Sphere software SBE Consultant Tool Flow Recommend Pattern Interview Process Business Rules Pattern Guidance SBE Starting Points
IBM Software Group | Web. Sphere software i. Series Customer Opportunity § 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
IBM Software Group | Web. Sphere software i. Series V 5 R 3 Packaging by Processor Model 810 Model 520 e-business software *V 5 R 3 includes entitlement to use Web. Sphere Application Server – Express and IBM Director Multi-Platform on all processors Datacenter Mgmt Tools §Performance Tools §DB 2® Query Mgr/SQL Dev Tool Kit Hardware §None e-business software *V 5 R 3 includes entitlement to use Web. Sphere Application Server – Express and IBM Director Multi-Platform on all processors § Web. Sphere Portal Exp Plus ƒ 20 User Licenses § Datacenter Mgmt Tools § Performance Tools § DB 2 Qry Mgr/SQL Dev Kit Hardware § None Enterprise Edition Models Include These Features § Support for Multiple Operating Environments i 5/OS Windows Integration Support § Enterprise Workload Manager Power Linux AIX 5 L NE W § Support for Dynamic Logical Partitioning (LPAR) § Support for 5250 OLTP (maximum CPW) Unlimited use capacity for Interactive on a per processor basis § Support for Web Modernization Apps refaced with the Web. Facing Tool do not use Interactive § Licensing for i 5/OS Licenses for i 5/OS and software that is processor based are provided for each of the "start-up" processors for the server model Model 825, 870, 890 §e-business software *V 5 R 3 includes entitlement to use Web. Sphere Application Server – Express and IBM Director Multi-Platform on all processors §Web. Sphere Portal Exp Plus ƒ 20 User Licenses §DB 2 Qry Mgr/SQL Dev Kit §DB 2 SMP §DB 2 Extenders - XML & Text §XML Toolkit Datacenter Mgmt Tools §Tivoli ƒ Monitor for the Web ƒ Storage Manager EE ƒ 1 server per startup processor ƒ 5 clients - total §BRMS & Media/Stg Ext §Performance Tools §HA Switchable Resources Hardware §Processor activation for Linux (Models 870 and 890 only) §IXS 2. 0 GHz/1 GB server mem Model 550, 570, 595 e-business software *V 5 R 3 includes entitlement to use Web. Sphere Application Server – Express and IBM Director Multi-Platform on all processors §Web. Sphere Portal Exp Plus ƒ 40 User Licenses (550) ƒ 60 User Licenses (570) ƒ 80 User Licenses (595) §DB 2 Qry Mgr/SQL Dev Kit §DB 2 SMP §DB 2 Extenders - XML & Text §XML Toolkit Datacenter Mgmt Tools §Tivoli ƒ Monitor for the Web ƒ Storage Manager EE ƒ 1 server per startup processor ƒ 5 clients - total §BRMS & Media/Stg Ext §Performance Tools §HA Switchable Resources §Hardware §Processor activation for Linux or AIX 5 L §IXS 2. 0 GHz/1 GB server mem
IBM Software Group | Web. Sphere software Modeling - Roadmap to a Customer for Life Model As-Is Analyze As-Is To-Be Model Business Process Modeling Begin a new process And Tune this one Compare Business Process Optimization is THE #1 priority in 2004 -- Information Week Study 2 Q 04 – 400 business-technology executives n Implement New Process io t a r eg y! t n e I s e. K s e th c o is Pr Business Measurements Monitor New Process Business Performance Management Business Activity Monitoring
IBM Software Group | Web. Sphere software Process Modeling: WHY? § Web. Sphere Business Integration Modeler delivers realistic visual representations and analysis of the way your organization performs its work 4 Understand what is really going on 4 Evaluate process capabilities 4 Detect problem areas 4 Validate possible solutions 4 Define performance measures 4 Implement modified process § A clear understanding of how a process works is a prerequisite to meeting the demands of a changing environment
IBM Software Group | Web. Sphere software IBM Resources § Enablement 4 IBM product training - VIC 4 Certification 4 SWIC 4 VAP/TCI agreement 4 Industry reference database 4 Web. Sphere Sales Assistance Center - WSAC@US. IBM. COM § Marketing 4 Lead generation 4 IBM Events – Live City Tour, Top Gun § IBM Partnerships 4 IBM Global Services 4 Client Teams 4 IBM Global Financing 4 Lab Services
IBM Software Group | Web. Sphere software Web. Sphere Advertising § Use IBM Ads for your own campaigns! § Campaign Designer 4 https: //www. developer. ibm. com/part nerworld/mem/mkt/customize. html
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 § Initially available with Information and Application Infrastructure (Web. Sphere), Information Management (Data) and Midmarket (Express) § Software Development Platform (Rational), Information Infrastructure (Tivoli), and People Productivity (Lotus) to be available within the month § Pre-loaded with 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
IBM Software Group | Web. Sphere software Using IBM Global Financing to match costs with benefits over the project lifetime Customer Benefits ŸConserves cash Ÿ Accelerates return on investment ŸOvercome budget constraints ŸAllows customer to make complete investment now ŸCost of funds which approximates their cost of capital Ÿ Helps IT/EU department deliver a stronger business case for the investment - Fortune 500 Corporate Treasurer Back to agenda
® 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 Back to agenda
® IBM Software Group Solution Development Back to Agenda © 2004 IBM Corporation
IBM Software Group | Web. Sphere software Solution development § Identify your core strengths § List deals and what it helped solve for your customer over the past 2 years § What new capabilities do you want to add? § What markets do you want to serve over the next 2 years? § Do you want to develop the solution on your own? § Do you want to leverage other partners/skills to accelerate solution? § What skills do you have to add and when? § What are the key demand generation plans to sell? § What is the market potential and who competes today? § Can SBE be a starting point to lower your investment?
IBM Software Group | Web. Sphere software Solution development worksheet example Account Name Industry Software Resold or Influenced Services delivered IT Problems Solved Business Problems Solved Abc corp Distribution WBI Server Express, Portal Architecture study, design, deployment, e/u and staff training Integration of disparate systems; process automation; usability. Inventory reduction; lower DSO; Def corp Manufacturing WBI Server Express IT solution consulting, deployment Integration of suppliers systems WIP Inventory reduction; shorter order fulfilment from suppliers
IBM Software Group | Web. Sphere software Build a solution offering - example § Process Integration Practice 4 Business consultation § Obtain LOB requirements § Model current and “to be” processes with IT and LOB 4 Architectural consultation § Drive LOB requirements with IT 4 Solution design § Perform the design with IT – define interfaces, protocols, meta data etc. 4 Implementation § Perform the coding, Deploy the solution 4 Maintanence § Monitor the solution against LOB objectives § Make changes as required
IBM Software Group | Web. Sphere software Go to Market! – example of a seminar invitation Seminar for Manufacturing and Distribution LOB and IT managers “Process Integration for Medium size Manufacturers and Distributors” – Reducing Inventory, Accounts Receivable, and shortening production cycle times within your current IT environment” Learn how IBM Business Partner can help you boost your bottom line with simple integration solutions that leverage your existing IT investments. Back to agenda
® 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!
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)
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)
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
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
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)
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).
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
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
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
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
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 Back to agenda
® IBM Software Group Wrap up and Next Steps Back to Agenda © 2004 IBM Corporation
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
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 Process Modeling and Simulation Web. Sphere Business Integration Modeler § Model, simulate and optimize business processes § Choreograph process activities across the organization § Monitor and manage process performance Process Automation Web. Sphere Business Integration Server Foundation Web. Sphere Business Integration Server Process Management Web. Sphere Business Integration Monitor
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
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 Business Integration Connect Web. Sphere Business Integration Message Broker Web. Sphere Application Server
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 Web. Sphere Application Server Building a Robust, Scalable, Secure, Application Infrastructure Web. Sphere Studio Enterprise Dev
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
IBM Software Group | Web. Sphere software Tools to Help Accelerate Understanding and Value Assessment and Education SOA Self Assessment Tool Online diagnostic, co-developed with IGS SOA Center of Excellence, allowing customers to: • Understand current level of SOA maturity • Map their company onto the Web. Sphere Integration Adoption Model and compare against industry SOA Education New education available internally, as well as for customers and partners: • Learn about the basics of SOA and Web services, including business aspects • Deeper technical training for architects as well as developers • Built based on our experiences and best practices • Classroom as well as online
IBM Software Group | Web. Sphere software SOA Self Assessment Tool Assessment § User answers 16 questions about state of SOA adoption § 4 questions for each category – Processes, Architecture, Applications, Infrastructure Results § User receives 4 sets of recommendations, one for each category customized to the calculated level of maturity § User’s maturity level is mapped to Business Integration Adoption model for each category of question
IBM Software Group | Web. Sphere software Tools to Help Accelerate Understanding and Value SOA Jumpstart and SOA Integration Framework SOA Jumpstart Leverage IBM’s Experience to help Jumpstart your SOA project and understanding: § What is it? 2 Day On-site Session § Price? No charge § Where is it available? Worldwide § When is it available? Now § From Whom? IBM SOA Integration Framework A set of tools and assets that greatly speeds service practioner delivery of SOA solutions § Price? Delivered within service engagements and contracts § Where available? Phase 0 – Web. Sphere Services Phase 1 (June) – IGS and Web. Sphere Services § When is it available? Now. § From whom? IBM
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