IBM Industry Solutions Strategy Creating client value through industry solutions based on SOA Fiona Mc. Master VP Industry Solutions, IBM Software Group, Asia Pacific
Agenda § Market dynamics § What CEO's are telling us § How IBM can provide unique industry value § India best practice § Next steps in the transformation journey 2
SOA is maturing in AP and IBM leads the market Source : Springboard Research: Service-Oriented Architecture in Asia Pacific: Poised for Take-off; Nov. 12 th, 2007 SOA Market in Asia Pacific is huge and growing at 40% 42% 2500 Revenue US$M 41% Growth Rate % 2000 40% 1500 39% 38% 1000 Leading SOA Vendors in Asia Pacific 50% 37% 500 36% 0 35% 2006 2007 2008 2009 2010 “. . IBM is currently the clear leader in the region in terms of both mind and market share. " 25% 65% of SOA adopters are increasing their investment 40% 0% 32% 30% 28% 22% 20% Microsoft HP Oracle Others IBM Which vendor do you consider to be best suited to help you migrate to SOA? 15% 10% 1% 0% Increase >10% 5 -10% 1 -5% Hold 0% 1% Decrease 1 -5% 5 -10% 1% Don’t Know 3
India Leads Asia Pacific in SOA adoption Source : Springboard Research: Service-Oriented Architecture in Asia Pacific: Poised for Take-off; Nov. 12 th, 2007 “The Service Oriented Architecture market in India is expected to grow at a compound annual growth rate of 49% from 2006 -2009, making it the fastest growing market in the region. “Although the Indian market is still in the nascent stage, large organisations in banking, manufacturing and telecommunications are beginning to plan enterprise-wide SOA deployments. "Indian companies have one of the highest awareness levels of SOA and its benefits in the region. ” Springboard Research A majority of the market-leading companies and those with global ambitions are more actively considering SOA than their less ambitious counterparts. The government sector is also showing keen interest in deploying SOA. ". Springboard Research . 4
IBM Global CEO Study : May 2008 The Enterprise of the Future Key Messages The Enterprise of the Future is Hungry for Change More CEOs than ever before – 8 in 10 – anticipate turbulent change, and plan bold moves in response The Enterprise of the Future is Innovative Beyond Customer Imagination Three-quarters of CEOs view increasingly demanding customers not as a threat, but as opportunity to differentiate The Enterprise of the Future is Globally Integrated The vast majority of CEOs aggressively move toward global integration – and radically reconfigure business designs The Enterprise of the Future is Disruptive by Nature More than two-thirds of CEOs strongly focused on the most sustainable form of innovation – business model transformation The Enterprise of the Future is Genuine, Not Just Generous Faced with rising customer expectations of corporate social responsibility, more than two-thirds take a positive view, and plan to innovate 5
Different Perspectives On SOA Middleware-based approach leads the way Buy Package and Adapt The Application-led Perspective Fit Cost ? Time X Build From Scratch The SI/Services-led Perspective Fit Cost XX Time XX Assemble Choice of Proven Components to suit business need Blueprint Industry Standard The Components, Connections, & Adapters Middleware Perspective Fit Cost Time 6
IBM is bringing the pieces together to deliver integrated SOA-based “industry solutions” IBM Services and Partners üBusiness Strategy Knows Client’s Business and IT Expertise üSOA Expertise üSolutions üIndustry Expertise üGlobal Delivery Client Tested Assets IBM Software Group üBroad and deep product portfolio üGlobal install base Delivery Excellence üSOA Foundation üIndustry Frameworks 7
Driving differentiation by linking business with IT Through an integrated Industry solutions portfolio An Industry Solution Strategic Business Drivers Industry Solutions Industry Framework SOA Foundation & Infrastructure Governance Solves a client's business problem through: § Industry and subject matter expertise § Defined IP, apps, tools and methodologies § Partner Content § Global Delivery Model An Industry Framework Software Platform based on business-area usage patterns and includes Industry-specific extensions § Implements relevant industry-specific standards § Based on service-oriented architecture § Supports an ecosystem of business partners 8
IBM has built a portfolio of 52 industry solutions Solutions Finance Banking/Ins -360 Degree View of Cust Banking - Front Office Multi-Chn Banking - Core Systems Banking – Payments Insurance - Core Solution Insurance - Front Office Soln Insurance - Business Performance Cross-Finance Risk&Compliance Fin Mkts - Low Latency Mkt Data Telecommunications Next Gen Service Creation Next Gen Service Delivery Service Management BSS/OSS Integration Web 2. 0 / Innovation Factory Single View of Customer & Product Frame work Key IBM SW Products CCI CBRF PFFS • Information on Demand • Cognos, Models • Enterprise Content Mgr • Branch Transformation WFO Toolkit • Portal • Process Server • Message Broker • Web. Sphere Front Office SPDE • Web. Sphere Telco Server • Integration Server • Rational Composer, UP for IMS, Clear. Case/Quest • Rational Portfolio Mgr • Tivoli Maximo, Netcool, • Tivoli Security Energy &Utilities Customer Ops x. Formation Intelligent Utility Network Utilities Network Revitalization Enterprise Asset Management SAFE • Common Store SAFE • Integration Server SAFE • Intelligent Minder SAFE Public – Government / Health Defence : Network centric ops Customs, ports and border mgt Public Safety and Security e-Government Social Services & Security Government Shared Service Ctr Healthcare Payer x. Formation Healthcare Provider x. Formation NCO • Tivoli Maximo CPBM • Identity Manager • Access Manager TIF • Information Integrator • Content Manager • Portal HIF • WS Health, Tivoli, Lotus HIF Portal, WEA Solutions Distribution – CPG & Retail Merchandising & supply chain Retail - Multi-channel retailing Retail -Total Store Retail - Business Intelligence CPG Integrated Market Mgt Consumer Driven Supply Chn Frame work RIF RIF Distribution - Travel & Transport Airlines and GDS Airports Rail Services Freight and Logistics Travel-related services Key IBM SW Products • Content Manager • Product Center • Filenet, Cognos • Commerce Server • Integration Server • Partner Gateway • Tivoli Maximo • Information Warehouse • Master Data Mgt Industrial – Aerospace & Defence, Automotive, Chemicals & Petroleum, Electronics A&D - Product Lifecycle Mgt PDIF A&D - Supply chain after mkt PDIF Auto - Product Lifecycle mgt PDIF • Portal Auto - Manufacture productivity MIF • Pervasive / Mobile SW Auto - Marketing, sales & svcs • Process Server C&P - i. Plant(intelligent Plant IIF • Integration Server C&P - i. Field Intelligent Oil Field IIF • Product Center C&P – Ent. Asset Mgt / RFID IIF • Data. Stage Elect - Valu chain – Rosetta. Net MIF • Tivoli Maximo x. Ind - Product Devt Integration PDIF-MIF • Presence Server Elect - Enterprise/Supplier Integ PDIF Elect - Value chain mgt visibility Elect - Sales Service Chan. Mgt Media Production and Distribution MH 9
IBM has a number of frameworks in market today to support the Industry Solutions Communications Distribution Financial Industrial Public Telecoms Consumer Products Banking Automotive Government Energy and Utilities Retail Financial Markets Electronics Education Media and Entertainment Travel & Transport Insurance Aerospace& Defense Healthcare Chemical & Petroleum Life Science & Pharmaceutics SPDE : Service Provider RIF : Retail Integration PFFS : Payments for MIF : Manufacturing NCO : Network Centric Development Environment Framework Financial Services Integration Framework Operations Framework SAFE : Solution Architect- CCI : Customer Care & PDIF : Product CPBM : Customs, Ports ure Framework for Energy Insight Framework Development Integration and Borders Framework MHUB : Media Hub WFO : Low Latency IIF : Information TIF : Trusted Identity Market Data Distribution Integration Framework CBRF : Core Banking Framework in market today HIF : Health Integration Renovation Framework IPAF : Insurance Product Acceleration Framework 10
Sample Solution : Customer Care and Insight Positioning within an overall solution portfolio Drive Organic Improve Modernize Respond Enable Solution & Industry. Risk Strategic to SOA Management to organization to Standardize Growth to Changing Offerings Solutions Drivers Foundation manage talent & Regulatory Legacy Ensure Deliver Increased For Requirements Systems Top Regulatory maximize Compliance & Line Cost performance To Ensure Revenue Containment & Operational Capital Adequacy Increased Controls Efficiency Industry Frameworks Infrastructure Front Office Optimization Back Office Operations Risk & Compliance • Customer Care and Insight • Multi-channel Transformation • Branch • Self Service • Contact Center • Channel Integration • Core Systems Transformation • Lending • Cedit Risk • Collections • Back Office Integration • Payments § Financial Risk Management § Operational Risk Management § Governance and Compliance Customer Care and Insight Framework (CCI) Workforce Effectiveness • Workforce Performance • Workforce Development • Workforce Collaboration & Knowledge Mgt • HR Strategy & Transformation Financial Management • Business Performance Mgt • Finance Transformation • Business Risk Management • Enterprise Risk Management Payments Framework for Financial Services (PFFS) Infrastructure: servers, storage, communication networks & associated services 11
Customer Care and Insight Customer Care & Insight Solution Offerings • Customer Information Optimization • Customer Sales Optimization • Insight Optimization • Customer Service Optimization • Customer Marketing Optimization • Customer Compliance & Fraud Optimization IBM Services Assets • Householding • Know Your Customer • Dynamic Product Bundling • Up Sell/Cross Sell Target ISV Ecosystem • Marketing Communications • Preferences • Case Management • Event Based Decisioning • Campaign Management • Disputes Customer Care & Insight Framework Industry Extensions • Mapping and integration of Info. Sphere MDM Server to IFW models • Cognos risk adjusted profitability blueprint • Extension of logical BDW models, physical models and mapping customer domain and data integration to BDW Key Components from SOA Foundation Web. Sphere • Business Services Fabric, Process Server, Business Monitor, Application Server, Enterprise Service Bus, Information Management. • Info. Sphere Warehouse, Info. Sphere MDM Server, Enterprise Content Mgmt. , Information Server, Cognos Infrastructure Lotus • Forms Rational Tivoli • Data Modeler • Software Architect • Access Manager • Identity Manager Infrastructure: servers, storage, communication networks & associated services 12
Solutions at work with Reliance Life virtual office Implementation of “Lifeline” for customers, advisors and employees §One of leading Life Insurance providers in India §Fastest growing provider for 2005 -2006 § 5 th in terms of new premium revenue Business Challenge §Late market entry §Channel development beyond traditional branch §Create internal culture based on P&L and facts 13
Solutions at work with Reliance Life virtual office Implementation of “Lifeline” for customers, advisors and employees Solution §Front Office solution based on SOA & CCI §Single View across all customers §Online facilities for customers, agents and employees Benefits §Faster time to market §Reduced agent attrition and churn §Agent & Policy admin costs down 8% year-year § 1 st in industry to allow customized self service §Improved sales culture and productivity 14
IBM India Industry Solutions Team IBM India Industry Software Sales Sanjeev Dhinda Asia Pacific Industrial Sector Manager Subrata Dasgupta Executive, SW Industry Sales Rajesh K Iyer Asia Pacific Strategy & Enablement Contacts Communications Sector Finance Sector IBVA Consulting Industrial & Distribution Sectors Comms BPTE Jayant Barve Ananda Bose Anand Raisinghani Goutam Kurumella TBH Raj Durvasula subrata. dasgupta@in. ibm. com: Tel: 91 99675 37654 jaybarve@in. ibm. com; Tel: 91 98672 58860 ananbose@in. ibm. com; Tel: 91 98676 98305 anand. raisinghani@in. ibm. com; Tel: 91 98200 66824 vikrant_c@in. ibm. com; Tel: 91 98672 10367 gkurumel@in. ibm. com; Tel: 91 98457 83007 IBM India Industry Software Lab Pankaj Sinha Program Director Lab Services&Solutions Software Services Industry Solutions Kumar. Balagopalin Web. Sphere Saif Islam Rational Distribution & Industrial Sector Communication Sector Government Sector Financial Sector Healthcare Sector Cross Industry SOA Manufacturing Retail / CP Transport Telecomms Digital Media Government Public Sector Banking Insurance Financial Mkts Healthcare Solution Integration Framework Aryender Sharma Info Mgnt Priyansh Dixit Deepak K Koshy Naval Khosla S Raiguru S. G. Senthilvel Rajavel Sekaran Anand Krishnamoorthy Tivoli Mahesh Paradkar Lotus/WPLC 15
Next Steps Client Executive IBM Client Team Exploration IBM Software Sales § § § Industry Solutions Specialists Industry Consultants IBM Laboratory Technical Sales SOA Specialists Understand needs of the IT Architecture Client Specific Solution Architecture IT Foundation to Support Business Needs and Objectives On Site Briefings, IBM Events Demonstrations, Case Study Visits, Lab or Briefing Center Visits Understand Business Value and Impact Business Value Assessment - Process Analysis - Business Problem Analysis 16
Industry Business Value Assessment (IBVA) Specialists with industry, consulting, & software background ühow to apply technology to solve your business problems üdetermine value of solutions relative to the current environment ühelp visualize recommended solution and its business impact 17
Be bold, fast and innovate - The time is now! "The country is now universally recognised as a nation on the move and takes its place amongst the successful economies in the region. The future potential is enormous but the country's destiny is in our hands. The time has come to move from small increments to bold, large initiatives. … Ratan Tata, Tata Group Chairman “I think that our fundamental belief is that for us growth is a way of life and we have to grow at all times. ” “We call it infectious impatience … and we are trying to inculcate it in the entire organization. Infectious impatience. So that things not only get done but get done in double quick time. ” … Mukesh Ambani, Chairman and Managing Director of Reliance Industries Always think outside the box and embrace opportunities that appear, wherever they might be. … Lakshmi Mittal, Chairman & CEO of Arcelor Mittal 18
Thank You Fiona Mc. Master VP Industry Solutions, IBM Software Group, Asia Pacific
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