® IBM Software Group IBM Business Integration Software Value for Business Partners and Your Customers Sunil Soares Business Unit Executive, Web. Sphere Worldwide SMB and Channel Sales © 2004 IBM Corporation
IBM Software Group Agenda Ø Business Opportunity and IBM Software Momentum Ø IBM Software Strategy and Plans Ø Value of IBM Software for Business Partners Ø Get a Piece of the Action
IBM Software Group Operating Environment Integration Opportunity 2004 Total OE opportunity* by industry • Government $10. 1 B • Banking $9. 6 B • Computer Services $7. 5 B • Wholesale $6. 1 B • Telco $5. 1 B • Healthcare $4. 4 B • Other Production $3. 7 B • Retail $3. 6 B • Media & Ent. $3. 2 B • Financial Markets $3. 2 B • Education # of employees $3. 1 B § OE opportunity is 52% Americas, 31% EMEA, 17% Asia-Pacific § WW opportunity is 54% software, 46% hardware Source: GMV 2 H 03, IBM SWG (company size based on overall OE company size distribution) *US dollars
IBM Software Group Market Leadership IBM "continued its long time lead of this market, “ IDC says (June 2003) Leading industry analysts recognize IBM’s market share leadership across the core integration infrastructure components 2002 Share* 2001 -02 Growth% 300 200 §IBM The Gap Widens IBM 23. 3% 17. 5% BEA Systems 17. 3% 9. 6% Oracle Corp. 9. 5% 8. 0% Tibco Inc. 4. 9% -19. 4% web. Methods Source: Wintergreen Research Application Integration License Revenue Application Deployment Platform Software Market 4. 3% 6. 3% * Based on license revenue and license-related service fees “IBM Has Top Share in All Application Integration Middleware Markets” Gartner Dataquest, May 2003 Worldwide IBM Market Share Position Based on New License Revenue 100 Web. Methods Tibco See. Beyond Mercator Vitria 0 1999 2000 2001 2002 2003* * Estimate based on 1 H 03 actual growth rates 2000 Application Servers Integration Broker Suites Portals Message-Oriented Middleware Application Platform Suites Composite Market Transaction Processing Monitors Total Market 2001 2002 2 1 N/A 1 2 1 3 1 2 1 1 1 1 1 Sources: • IDC, “Application Deployment Platform Software Market, 2000 -2002, with Leading Suppliers” June 2003, Dennis Byron, Vice President, Business Process and Deployment Software Research • Gartner First Take "IBM Has Top Share in All Application Integration, Middleware Markets", J. Correia, Y. Natis, M. Pezzini, R. Schulte, 7 May 2003.
IBM Software Group Open Standards Leadership 1998 / 1999 2000 Java, XML and eb. XML Web Services and UDDI § Co-founder and lead § Co-author of architect for SOAP 1. 1 Rosetta. Net and submission § Author of XML 4 J to W 3 C § Chair OMG XML § Cofounder of Metadata Interch. UDDI. org and Format author of original § Co-author W 3 C UDDI specification Document Object § Co-author of Model WSDL § Founder. XML. org § IBM contributes § Elected to Board of SOAP 4 J to Directors in OASIS Apache Over 160 business integration technology patents 2001 2002 Web Services and Tools and Security § Led submission of § Founder and WSDL to the W 3 C chair, Web Services § Co-chaired W 3 Interoperability Web Services Organization Workshop § Co-author of web § Founder of services bus Eclipse. org process § Co-author of W 3 C specification XML Schema (BPEL, WS-TX, standard WS-TC) § Chair of Web Services Interactive § Co-author for Web Services Security Applications TC roadmap and specification First Web Services Gateway 2003 Web Services and Security § Submission of BPEL to OASIS § Co-chair WSBPELTC in OASIS § Submission of Common Base Events to WSDM TC in OASIS § Submission of WS-Manageability to WSDM TC in OASIS § Co-authored and published EPAL specification to WC 3 § Co-chair WSDM TC in OASIS § More than 1, 000 developers devoted to XML and more than 1, 500 focused on Linux. Over 200 software products running on Linux § Led workgroup responsible for finalization of SOAP 1. 2 First integrated private UDDI directory
IBM Software Group IBM’s Commitment to Integration § Over 100 million users of Lotus integrated collaborative software § Over 450, 000 companies rely on IBM DB 2 Information Management solutions § $1 billion annual investment in Engineering, $5 billion in technology acquisition § IBM offers over 50 industry-tailored business integration solutions that span 11 industries § IBM leads in all areas of Integration, including Application Integration, Portal, Business & Information Integration* § IBM Web. Sphere customers include 91 of the top 100 global companies (2003) § 2, 000 customers rely on Web. Sphere Business Integration Sources: Gartner, Sept. ’ 03, Oct. ’ 02 Aberdeen, Sept. 02 Award-winning Business Integration Environment Best Application Server, 2003: IBM Web. Sphere Application Server —Info. World Technology of the Year Awards Vendor of the Year, 2003: IBM —Business I Best Java Messaging Tool, 2003: IBM Web. Sphere MQ Best Enterprise Application Integration Technology, 2003: IBM Web. Sphere Application Developer, Integration Edition —Java. Pro Readers Choice Awards
IBM Software Group Agenda Ø Business Opportunity and IBM Software Momentum Ø IBM Software Strategy and Plans Ø Value of IBM Software for Business Partners Ø Get a Piece of the Action
IBM Software Group IBM Strategy and Plans § e-business on demand Business Integration Aligning IT with Business Priorities § SMB Meeting the Needs of Midmarket Customers and Business Partners § Industry Solutions Reflecting How Customers Want to Buy Software
IBM Software Group Integration is Key to On Demand An enterprise whose business processes are: § Dynamically responsive to any customer demand, market opportunity or external threat § Integrated end-to-end across the company § Integrated across industry value nets: partners, suppliers and customers Access Integration On Demand Processes bounded by functions Processes extend beyond functions Business-led processes extend to value nets A B C Develop services and products Provide financial management Manage supply and logistics Point-to-point Reactive Proactive
IBM Software Group Business Integration Capabilities from IBM Model Transform Integrate business functions and processes applications, processes and data islands of applications, processes and information Interact with resources anytime and anywhere Manage performance against business objectives Accelerate implementation of intelligent processes
IBM Software Group Business Integration Qualities from IBM Simple, integrated development § Common tools platform § Re-use and unification of assets Secure and scalable deployment § Common and flexible deployment environment § Flexible management and security infrastructure Standards leadership § Interoperability § Investment protection § Freedom of choice Proven experience § Augmented with best practices § Improved time to value § Risk mitigation Service Oriented Architecture (SOA) enablement
IBM Software Group e. Bay Establishes a Flexible Foundation Challenge § Scale for increased number of transactions Ø Digital camera sold every minute Ø 3. 1 million listings per day Ø 7. 6 million bids per day Ø 13+ million web services APIs called per day Ø 20+ million transactions per day Ø 625 million pages viewed per day § Link operations across enterprises § Integrate disparate systems § Increase business flexibility Solution New highly scalable, resilient architecture and application development environment § § Web. Sphere Application Server Web. Sphere Studio Application Developer Tivoli Performance & Availability Mgmt Solutions Tivoli Configuration & Operations Mgmt Solutions Business benefits § A solution that can grow with e. Bay § Rapid deployment of new services § Greater than 99. 9% availability Technology benefits 3 times/day, 6 days/week HTML rolls to the site § Once a week significant feature releases go live-to-site § Deployed internationally within 3 weeks § Nearly 30 K lines of code change weekly With no down time
IBM Software Group Web. Sphere Strategy and Plans § e-business on demand Business Integration Aligning IT with Business Priorities § SMB Meeting the Needs of Midmarket Customers and Business Partners § Industry Solutions Reflecting How Customers Want to Buy Software
IBM Software Group SMB Strategy: Success Through Business Partners Solution providers are critical to IBM’s SMB strategy § Key Route to Market 79% solutions driven through local solution providers In turn, solution providers serving the medium business segment need an open, flexible and secure software platform from a reliable teammate § Multi-platform support and non-proprietary approach to open standards Maximizes partner and customer’s future business flexibility § Proven, secure and reliable platform Maximizes long-term ROI § IBM will not compete in the application space
IBM Software Group SMB Customers Have Well-defined Needs SMB solutions must be: § Priced to Market Time to Value § Complete Software Solution § Easy to Learn and Use § Easy to Install § Easy to Integrate § Extensible and Flexible § Easy to Manage § Right Function § Reasonable Footprint
IBM Software Group Integration offerings for operating environment Spectrum of Value for larger clients Products & Services Product Bundles § IBM Web. Sphere Application Server § IBM DB 2 Everyplace § IBM Collaboration Portal Offering § IBM Web. Sphere Portal § IBM DB 2 Information Integrator for Content § IBM Business Integration Offering § IBM Web. Sphere Business Integration Tools § IBM DB 2 Data. Propagator § IBM Information Integration Offering § IBM DB 2 Content Manager for Data Retention Compliance § IBM Middleware Solution for Enterprise Content Mgt. § IBM DB 2 Content Manager for Research Compliance § IBM Web. Sphere Portal for Multiplatforms § IBM Business Intelligence for Basel II § IBM Web. Sphere Commerce Partner Portal § IBM DB 2 Data. Warehouse Edition § IBM Lotus Workplace Team Collaboration § IBM Web. Sphere Business Integration Modeler § IBM Web. Sphere Everyplace Access § IBM DB 2 Information Integrator § IBM DB 2 Content Management § IBM DB 2 UDB § IBM DB 2 Common Store § IBM DB 2 Records Manager § IBM DB 2 Document Manager § IBM Lotus Workplace § IBM Tivoli Business Services Management § Lotus Workplace Web Content Management § IBM Web. Sphere Business Integration Server Foundation § IBM Web. Sphere Digital Media Enabler § IBM Middleware Solution for Business Intelligence § IBM Compliance Portfolio Framework Spectrum of Value for mid-market clients Products & Services § IBM Business Integration Express § IBM Workforce Mobility Offering § IBM Web. Sphere Business Integration Connect Express § IBM DB 2 Information Integrator § IBM DB 2 UDB Express § IBM DB 2 Content Manger Express § IBM Web. Sphere MQ Express § IBM Web. Sphere Application Server - Express Product Bundles § IBM Web. Sphere Business Integration for Item Synchronization § PLM Express Solutions from IBM § IBM Web. Sphere Portal – Express Plus § IBM Domino Utility Server Express § IBM Domino Collaboration Express § Coming soon! Business Process Integration offering for midmarket customers Solution Building Blocks § IBM Mobile Office Entry Jumpstart Offering
IBM Software Group Plastic Surgery Center Challenge Facing declining revenues due to its outmoded business processes & poor productivity – in danger of losing patient base Business Benefits: Solution A new patient management system that streamlines business processes and provides instant access to patient data--based on Web. Sphere Express and Lotus software. "We were in danger of losing our patient base to competing clinics because of inferior service. We wanted the ability to instantly call up a patient's status at any point during his or her visit. " Patty Stibbs, Administrator, Plastic Surgery Center § Full payback in just 3 weeks § $250 K / yr. in additional revenue through improved productivity § Strengthened patient relationships through faster, better customer service Technology Benefits: § Standards-based environment supports business growth § Easily integrates with existing PC Local Area Network and most patient administration systems
IBM Software Group Majestic Wine Challenge Online wine store had outgrown its initial hardware infrastructure and needed to expand cost-effectively in order to meet peak demand Solution A hosted e-commerce solution that easily processes peak number of realtime customer wine purchases and better aligns IT expenses with revenue using pay-as-you-go cost model. "As costly as our infrastructure was, it was still inadequate to meet our peak demands. We needed a solution designed for fluctuating demand so that we could serve our customers while still controlling costs. " Jeremy Palmer, E -Commerce Director, Majestic Wine Business Benefits: § Continuing annual sales growth of 50% § Improved conversion rate § Improved customer experience § Improved staff productivity Technology Benefits: § Expanded capacity at peak periods § Ability to launch new sites using the same infrastructure § Avoid high fixed costs for IT infrastructure
IBM Software Group IBM Strategy and Plans § e-business on demand Business Integration Aligning IT with Business Priorities § SMB Meeting the Needs of Midmarket Customers and Business Partners § Industry Solutions Reflecting How Customers Want to Buy Software
IBM Software Group IBM Middleware for Industry Solutions Industry Know-How Consulting and Implementation Services ISV Applications Industry-Specific Middleware Core Products IBM Middleware Solutions Banking Financial Markets Insurance Consumer Products Energy & Utilities Telecom Automotive Electronics Life Sciences Retail Healthcare Government
IBM Software Group IBM is Core to Industry Middleware Solutions Insurance Integrated Claims Management Integrated Underwriting Policy Management Channel Distribution Integration Customer Insight … Banking In 2004, tripling industry resources for software development Sales and services resources that understand your industry Financial Markets Branch Transformation Front Office Insight Channel Empowerment Core Systems Transformation Risk & Compliance Foundation Wholesale Pmts Processing … Trade & Order Management Financial Info Interchange Post Execution Integration Risk & Compliance Foundation … Automotive Product Lifecycle Mgmt. Systems & SW Engineering Factory to Enterprise Integr Dealer Collaboration Early Warning for Warranty Telematics Retail / Wholesale Store Operations Advertising, Mktg & Promotions Merchandising Item Management Inventory Management Multi-Channel Management Consumer Products Item Management Customer Management Consumer Info. Management Brand Management Risk & Compliance Management … Energy & Utilities Trading & Settlement Mobile Workforce Management Contact Center Asset Operations Regulatory Compliance Telecom OSS/BSS Optimization Contact Center Optimizer Mobile Services Delivery Partner Content Enabler Next Gen Network Serv. Electronics Product Innovation Management Business Perf. Management Software Lifecycle Mgmt Supply Chain Collaboration Risk & Compliance Health Patient Centric Portal Healthcare Collaborative Network Clinical Decision Intelligence Payer Services Portal Health Plan Administration Government Access On Demand Workplace e-Forms & Records Mgmt. Government Collaboration Emergency Response Life Sciences Corporate Info Asset Management Investigator Recruitment & Trials Mgmt. Clinical Genomics Annotations & Knowledge Sharing Clinical Trials Management … … Complementing – not competing with – key ISVs in your industry … … …
IBM Software Group Agenda Ø Business Opportunity and IBM Software Momentum Ø IBM Software Strategy and Plans Ø Value of IBM Software for Business Partners Ø Get a Piece of the Action
IBM Software Group Why Team With IBM Software? Ø Increased efficiency Component-based portfolio speeds implementation Single vendor reduces support complexity Tight integration and common approach increases skills reusability Ø Increased software sales Average sales deal in 2003 closed by business partners was $xxxx Opportunities for cross-sell, up-sell across the portfolio Ø Services opportunities IBM software services engagements yield 8 x software revenue Ø Market leadership Customers want IBM-based solutions – shortens your sales cycle
IBM Software Group Cross-Brand Teaming Yields Even Greater Benefits IBM-related profits and revenue are highest for Business Partners who sell/influence across multiple IBM Software brands BP Revenue BP Potential Profits 5. 2 X Increase 8. 4 X Increase $7, 721/emp $16, 116/emp *Source: IBM MI Study, Q 4 CY 2001 -Q 1 CY 2002. Partner Means Based on IBM Customer Engagements Built on IBM Middleware $2, 846/emp $3, 883/emp "Profit amounts are for illustrative purposes only and are not intended to be representative of actual profits the Business Partner may realize. "
IBM Software Group Partnering With IBM Software is a Winning Strategy § Market leadership in a large and growing market § Strong focus on partners § Strong set of middleware offerings § Clear strategic vision Business Integration SMB Industry solutions § Bottom line results
IBM Software Group Agenda Ø Business Opportunity and IBM Software Momentum Ø IBM Software Strategy and Plans Ø Value of IBM Software for Business Partners Ø Get a Piece of the Action
IBM Software Group Roadmap to Partnering with IBM Demand Generation Turbo charges the path Earn 2 Learn 1
IBM Software Group Easy Steps to Partnering with IBM Software § Join Partner. World (www. ibm. com/partnerworld) § Leverage the Virtual Innovation Center (www. ibm. com/partnerworld/vic) § Get educated and get certified; if you pass, we pay (www. ibm. com/certify) Learn: Register and become enabled
IBM Software Group Take the First Steps Today 1. Register and take advantage of Partner. World program resources www. ibm. com/partnerworld 2. IBM software is looking for certified business partners – get educated and get certified; if you pass, we pay! www. ibm. com/certify 3. Work with your BPR or BDR to find out how you can make money with IBM software via various programs and incentives
IBM Software Group
IBM Software Group Backup: Contents § Additional detail on go-to-market resources from main presentation § Additional go-to-market resources not covered in main presentation
IBM Software Group Backup: Contents § Additional detail on go-to-market resources from main presentation § Additional go-to-market resources not covered in main presentation
IBM Software Group New in 2004: “Virtual” Innovation Center § Technical and sales education § FAQ’s and white papers § Forums/Discussion groups § Online support available 7 x 24 § Mentored support available 5 x 12 § Porting assistance § Solution Builder Express portfolio § Pre- and post-sale support § Downloads www. ibm. com/partnerworld/vic
IBM Software Group Global Solutions Directory An online directory containing thousands of software, hardware, and services solutions developed on IBM technologies § Over 20, 000 ISV solutions listed globally in 9 languages § 202, 000 solutions viewed/month § 140, 000 customer referrals to ISV websites/year § 1, 700 customer requests for information/year www. software. ibm. com/solutions/isv "Promoting our applications in the Global Solutions Directory allows us to expand into the SMB market faster and with greater success. " Andrew Dewhurst, Sales and Marketing Director, Frontline Consultancy and Business Services
IBM Software Group Innovation Centers Providing Business Partner support for every customer situation IBM Innovation Centers § Facilities for executive briefings and customer events § Solution demos and test drives Business Partner Innovation Centers § Proof of concept sessions § Scalability and benchmarking § Strategic planning workshops Virtual Innovation Center - Business Partners Sales Enablement Portal § Q&A – ask the expert § e-mentoring § … and more
IBM Software Group 2004 Business Partner Incentive Programs Top Contributor Initiative (TCI) Description § Performance-based, fee program § Three levels of participation Minimum revenue levels Targets apply Marketing plans § Annual Program § Enrollment by country Value Advantage Plus (VAP) ISV Advantage § Value-based discount opportunity for selling solutions with software to SMB or Enterprise customers § No revenue commitment or targets § Flexible, transaction based relationship: discount or fee § Ongoing program, annual revalidation § Local geo go-to-market program for nominated ISVs with strategic applications running on IBM e. Server, DB 2/Linux, Web. Sphere Ideal Partner Software Resellers in SMB ISVs, SIs or Solution Providers By invitation for top mid-market ISVs Key Benefits § Fees paid quarterly for selling into SMB § Quarterly bonus for target achievement § Offers highest discount opportunity § Partner. World for Software Advanced Level technical support § “Up front” discount at time of transaction § Participate in emphasis accelerators, e. g. Linux § Co-marketing § Migration assistance § Relationship and technical advocate assigned § Exercises VAP and TCI incentives
IBM Software Group Backup: Contents § Additional detail on go-to-market resources from main presentation § Additional go-to-market resources not covered in main presentation
IBM Software Group IBM Solutions Builder Express Portfolio What is IBM Solutions Builder Express Portfolio? IBM Solutions Builder Express is a portfolio of Solution Starting Points which are reusable assets that help Partners sell, design and implement SMB relevant solutions based on IBM middleware. These assets lead with Express products and are developed jointly by IBM and IBM Business Partners around real customer needs and business challenges in the SMB space. Why is IBM Solutions Builder Express Portfolio important? IBM Solutions Builder Express accelerates a partner’s Time-to-Value when designing and developing solutions based on IBM middleware by leveraging a proven reusable methodology and shows Partners how to exploit key capabilities of IBM middleware in a solutions. These solutions are aligned with both the key industries and the solutions areas identified as critical to SMB. IBM Solutions Builder is developed directly in response to end customer needs because it is defined, developed, tested and delivered together with resident Business Partners intimately familiar with their SMB customers' e-business problems and challenges. Where is IBM Solutions Builder Express Portfolio located? IBM Solutions Builder Express is available to members of Partner. World for Software through the Virtual Innovation Center, by joining Value Advantage Plus or through Small and Medium Business Advantage (Channel Enablement section).
IBM Software Group IBM Solutions Builder Express Portfolio Reusable Solution Starting Point assets that accelerate IBM Business Partners' ability to sell, design and implement SMB solutions based on leading IBM middleware products What is the value? • Accelerates Time-to-Value with customizable solutions, sized right for SMB market • Pre-defined reference solutions have significant, highvalue services opportunity and helps expand profitability in SMB market with rapid ROI in as little as 60 days • Aligned with high growth industry and solutions areas within SMB • Leverages combined strength of IBM’s individual SWG brands in a solutions orientation developed directly in response to end customer needs by resident Business Partners How to access? Partner. World for Software: Value Advantage Plus Virtual Innovation Center Small and Medium Business Advantage What do you get? Technical Materials: Easy to Use Steps • Solution overview • Solution architecture w/suggested IBM middleware, hardware specs, • Installation, configuration, & integration Guide • Sample code, scripts, & data • Guided tour of solution • Demo toolkit Marketing Materials: • Overview Brochures • Dedicated Web Pages • Playbooks Business Integration Business Intelligence Content Management e-commerce Infrastructure Portal/Workplace Automotive Banking Electronics Financial Markets Insurance Retail Wholesale Consumer Products
IBM Software Group Business Partner Engagement via Partner. World § Event and campaign calendar by geography § Co-marketing templates: 4 Executive letters 4 Email and direct mail text 4 Web content 4 Telemarketing scripts 4 Seminar and event presentations § Executive Assessment services assistance § Marketing How-To Guides 4 Direct marketing, multi-touch campaigns 4 Seminars and events 4 Outbound telemarketing campaigns
IBM Software Group SWG Events 2004 Events Details in “Events and Conferences” section of Partner. World Web site
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