IBM SWG Acquisitions Channel Strategy

Transcription

1 IBM SWG Acquisitions Channel Strategy David Griffith SWG Channels, Acquisitions Europe IOT 4 th August , david.griffith@uk.ibm.com

2 AGENDA 1/ Rationale for IBM SWG Acquisitions Strategy 2/ The Story So Far 3/ The Channel Strategy for Acquisitions 4/ What s In It For The Partners 5/ Example Collateral Available Today 6/ Call To Action

3 Acquisitions complement our organic growth strategy Complementary Point Products Complementary technology buys Gain time to market Leverage IBM channels Opportunistic Consolidations + + Significant revenue streams Leverage install base Achieve cost and expense synergies Market Leadership Market leaders in growth segments Strong ecosystems Large customer install bases Command premium valuations Building a Smarter Planet

4 IBM s Acquisition Process Select the right companies In the right markets To enhance the portfolio With clear synergies Cultural fit Apply financial responsibility Disciplined acquisition process Attractive valuations Focused incremental investments Adds to shareholder value Integrate quickly and efficiently Full-time Integration teams Best practices and tools GM sponsorship and accountability Leverage IBM Global Sales / Support / Channel Structure Best of Breed Global Development Globally Integrated Support Functions Consistent global processes Consistent worldwide delivery

5 Over the past 5 years, acquisition revenue has trebled to be nearly 30% of Europe SWG and the SWG integration team has also evolved a Go To Market focus to support this Increasing Go To Market focus drive early engagement, activate RTM; initiate sales plays (cross sell, up sell, leverage of IBM sales channels) Added Sales Operations Integration 2010 Averaging 3 acquisitions per year, exclusively focused on operational integration back 5 office Introduced Go To Market Integration PMs to co-ordinate the customer facing actions and cue in brand team 2011 Consolidate Sales Admin roles into Customer Fulfilment to support Sellers in FCT license transactions John Teltsch appoints Acquisition Sales Leader for Europe Some IMT s also invest dedicated x-acq. headcount 2012 Split Quote to Cash team into Set Up and Delivery, pilot Deal Desk for Algo through Delivery team and CF IMT Geo Growth plans for each acquisition in place. Actively involved on all new deals in Due Diligence and Geo Growth plan development 2013 Sales Transaction Support (incl CF) agree to expand mission to all Saas and appliances and support Europe Saas CoC Shift performance driver from achieving target to ambition, to capitalise on growth opportunities from acquisitions Currently managing 11 SWG acquisitions with active pipeline, driving Go To Market and maintained Operational excellence Successfully pilot voluntary new HR transfer approach allowing accelerated timeline to reduce employee uncertainty and change impact Remove operational barriers, minimise adverse impact of 2014 change IBM Corporation

6 Acquisitions Complement IBM s Organic Growth Strategy Objective: Growth Revenue Acceleration Develop Talent and Expertise Leverage IBM, Exploit Synergies Continued attractiveness to existing and potential partners Trusteer Daeja Xtify The Now Factory Fiberlink Cloudant Aspera Silverpop Acquisition Performance Exceeding Financial Targets Accelerating IBM s Strategic Intent Increasing Customer Success Increasing value to a wider range of partnerships

7 IBM Software One Solutions aimed at buyer-aligned solutions Big Data & Analytics Data Warehouse Augmentation Big Data Exploration Financial & Operational Performance Management Predictive Customer Intelligence Narrative Reporting & Disclosure Mgmt. Cloud Virtualization Cost & Complexity Reduction Simple, Scalable, Efficient Data Protection Unified Endpoint Management Mobile Cross-platform Mobile Applications Mobile Application Testing Bring-Your-Own-Device (BYOD) Social Business Platform for Social Business Customer Digital Experience Employee Digital Experience Security Security Intelligence Advanced Threat Protection Database & Application Protection DevOps & Product Development Collaborative Development Continuous Testing Continuous Release & Deploy SW and System Engineering Smarter Process Improving Effectiveness of Business Operations Smarter Cities Integrated Law Enforcement Smarter City Platform Smarter Commerce Digital Marketing Optimization Governance, Risk, and Compliance for Critical Corporate Data Multi-Enterprise Process Collaboration Supply Chain Optimization ecommerce Campaign Customer Experience Management Price and Promotion Optimization Supplier Management, Risk and Compliance Acquisitions are taking IBM to the new breed of buyer CMO CxO Line of Business VP ecommerce Our new partner programs are aimed at helping BPs reach the new breed of buyer: 7

8 Acquisitions complement and enhance the portfolio supporting our Growth Initiatives Growth Initiatives Recent Acquisitions (since 2010) Cloud Network automation 2010 Automated data migration 2012 Cloud integration 2010 Cloud computing infrastructure 2013 Database As A Service 2013 Analytics Governance, compliance, risk management 2010 Financial governance 2010 Data warehouse appliances 2010 Financial risk management 2011 Automated BI 2013 Master data management 2010 Data navigation & exploration 2012 Customer & network analytics 2013 Compensation & sales performance mgt 2012 Mobile Mobile computing platform 2012 Mobile mgt 2010 Web fraud detection 2013 Mobile customer experience management 2012 Mobile Customer Engagement 2013 FIBERLINK Mobile Device Mgt Social Small business server solutions 2008 Hosted, multilingual service 2009 Talent Management 2012 Security Security Intelligence 2011 Fraud protection and advanced security 2013 Smarter Commerce B2B integration 2010 Customer experience mgt 2012 Enterprise marketing mgt 2010 Web analytics 2010 Procurement & contract mgt 2011 Pricing, promotion and product mix optimization 2012 Mobile Customer Engagement 2013 Web fraud detection 2013 extreme File Transfer Marketing & Marketing Automation 2014

9 IBM Software Group Acquisitions Circled in Red include a SAAS Capabiliy Growth Initiatives Recent Acquisitions (since 2010) Cloud Network automation 2010 Automated data migration 2012 Cloud integration 2010 Cloud computing infrastructure 2013 Database As A Service 2013 Analytics Governance, compliance, risk management 2010 Financial governance 2010 Data warehouse appliances 2010 Financial risk management 2011 Automated BI 2013 Master data management 2010 Data navigation & exploration 2012 Customer & network analytics 2013 Compensation & sales performance mgt 2012 Mobility Mobile computing platform 2012 Mobile mgt 2010 Web fraud detection 2013 Mobile customer experience management 2012 Mobile Customer Engagement 2013 FIBERLINK Mobile Device Mgt Social Small business server solutions 2008 Hosted, multilingual service 2009 Talent Management 2012 Security Security Intelligence 2011 Fraud protection and advanced security 2013 Smarter Commerce B2B integration 2010 Customer experience mgt 2012 Enterprise marketing mgt 2010 Procurement & contract mgt 2011 Web analytics 2010 Pricing, promotion and product mix optimization 2012 Mobile Customer Engagement 2013 Web fraud detection Marketing & Marketing Automation 2014 extreme File Transfer 2014

10 IBM s full breadth of cloud offerings supported by IBM Acquisitions Think it. Build it. Tap into it. Smarter Commerce Business Process as a Service Smarter Analytics Smarter Cities Smarter Workforce Software as a Service Watson solutions Software solutions Platform as a Service Middleware solutions Infrastructure as a Service Public. Private. Dynamic Hybrid. SOFTLAYER IBM SmartCloud Enterprise + Infrastructure solutions

11 Acquisitions deliver CAMS solutions Link to IBM SaaS solutions Optimize everything Marketing Optimization SoftLayer Cloudant Aspera Innovation & Collaboration IBM Connections SmartCloud Engage SmartCloud Meetings Sametime Family IBM BlueWorks Live Compete on Analytics SmartCloud Analytics Social Media Analytics Digital Analytics Cognos Express Cognos Insight IBM Cognos TM1 on Cloud Superior Customer Insight Predictive Capabilities Security & Fraud Customer awareness & analytics SPSS statistics SPSS data collection IBM predictive insight QRadar AppScan Trusteer Fiberlink Ultimate Customer Experience IBM Digital Marketing Campaign Customer Experience Mgmt LIV Tealeaf CX emessage Silverpop Cost Efficiency Service Engage SoftLayer Cloudant Business Agility SoftLayer BlueMix IBM BlueWorks Live 11 Service Improvement SmartCloud Provisioning SmartCloud Monitoring SmartCloud Orchestrator SmartCloud Control Desk Aspera Service Engage Everywhere Connectivity Worklight CastIron Fiberlink Notes Traveler inotes Aspera Social Everything SmartCloud Notes SmartCloud Connections SmartCloud Engage SmartCloud Meetings Sametime Family Websphere Portal Express Commerce on Cloud

12 Target Timelines Acquisition Channel Strategy - Step by Step Process ASSESSMENT PHASE Announcement to Close Establish Required Channel Strategy Input from WW and acquired company Establish Required Partner Profile/Type Identify appropriate existing IBM BPs Assess Existing Acquired Channel PREPARATION PHASE Close to Close plus 3 mths EXECUTION PHASE Close Thru TOB + Ongoing Partner Engagement Positioning and Value Proposition Solutioning, Competitive Landscape Market Opportunity Enablement Marketing Demand Creation and Communication Existing Customers and Active Partners GTM Activity and Launch Partner Enablement & Channel Readiness 12 GOVERNANCE PHASE Close Thru TOB + Ongoing Channel Plan on a Page per Acquisition Capability and value statement Brand, Portfolio Pull- Through Partner Map by IMT, by SaaS/Cloud, by Buyer Sales Engagement Plan Sector, Accounts, Partners Lead Generation, Enablement, Communications plans Exec Sponsorship & Sign Off Governance & Stakeholder Review Hold Reviews against agreed KPIs and Success Metrics with key stakeholders Establish cadence process with the partner for pipeline and sales execution review

13 Communications & Channel Activation Plan Monthly conference call for Business Partners and VADs with Acquisitions Update by IMT (local speakers where required) Distribute Partner-Ready summary packs per acquisition showing positioning, value proposition and market opportunity Identified Partner Profile per Acquisition Is right for your business? Channel Execution & Success Rapid deployment of Partner-Ready demonstration capability per acquisition Open Tec. Presentation slots at annual or 6mthly IMT Partner Summits VAD roadshows for Business Partners where applicable

14 Partner Engagement Per Acquisition: Solution Area, Growth Play Competitive Landscape Business Issue Addressed rationale for the acquisition Revenue Opportunity Portfolio Pull Through Existing Sales GTM Partner Type Brand Partner Readiness Requirements Gap Channel Capability This is now available for the majority of acquisitions

15 Partner Profile per Acquisition Xtify Domain Expertise Mobile Marketing Existing Worklght and EMM Partners Agencies, Mobile Marketing and Brand, sub-contractors developing mobile apps Existing EMM partners Existing Smarter Commerce Partners Global SIs Aspera Fiberlink Trusteer Existiing Commerce Partners File Transfer Infrastructure Domain Expertise Existing B2B/ MFT domain expertise Data Analytics Managed Service Providers FS/Pharmaceutical/Telco Industry Focus Global Sis Existing mobility and Mobile First partners Smarter Infrastructure capability Domain Expertise in Mobile Device Management Security focus SAAS SSP Program partners Mobile services provider Financial Services Industry for corporate web fraud Existing Security Brand BPs 15

16 Partner Profile per Acquisition Kenexa Tealeaf Worklight Daeja Cloudant Domain expertise in HR/Talent Management/Recruitment HR Change Consulting Organisations Recruitment Specialists Capabilities - Workforce analytics, workforce experience and Social learning, SAAS Ability to sell to or has existing relationships with CMO, VP ecommerce, web areas within client community Digital Marketing Agencies Global Sis Customer Experience domain expertise. Mobile Marketing domain expertise ecommerce Existing ECM Partners OEM/Technology Organisations Document Management Domain Expertise Domain Expertise in Application Development Existing Worklght, Websphere, Mobile First and Rational Partners Complementary Mobile ISVs Mobile Application Developers Managed Service Providers Xaas Solution Providers Cross industry - gaming is a focus Global SIs 16

17 AGENDA Example Collateral Available Today Fiberlink Europe Market Assessment

18 Strategic Rationale Customers are struggling with the complexity of managing mobile devices Multiple devices and operating systems, company owned and employee Bring- Your-Own-Device (BYOD) Enterprise application and data management/security Changing business models on-premise versus SaaS, perpetual versus subscription MDM segment is growing 22% CAGR from WW. Fiberlink would accelerate organic plans to address the Mobile Device Management (MDM) opportunity MobileFirst focused user experience and design Proven SaaS business and go-to-market model Container and application wrapping capabilities, doc sync and app management capabilities Bring additional mobile-specific skills into IBM (both Development and Sales)

19 Fiberlink fits with IBM s MobileFirst initiative Industry Solutions Strategy & Design Services Fiberlink Banking Insurance Retail Transport Telecom Government Healthcare Automotive Management Mobile Device Management Mobile Security Mobile Application Management Mobile Content Management SaaS Business Model IBM & Partner Applications Application & Data Platform Security Devices Network Servers Cloud & Managed Services Analytics Development & Integration Services

20 IBM MobileFirst Offerings Protect Enterprise Mobility Management Fiberlink MaaS360 (SWG) IBM MobileFirst Device Procurement & Deployment Services* (GTS) MobileFirst Managed Mobility Services (GTS) Security (SWG) Secure Transactions - Trusteer Mobile IBM Security Access Manager for Mobile Mobile Infrastructure Management Mobile Virtualization Services (GTS) IBM MobileFirst Network Services (GTS) Mobile Infrastructure Analytics Services* (GTS) Mobile Consulting Services (GBS) Mobile IT Strategy and Plan Mobile Platform Design & Implementation Mobile Integration Services Mobile Application Management Services *New addition to portfolio in 2014 Transform Mobile Consulting Services (GBS) Mobile Enterprise Strategy Mobile and Digital Design (IBM Interactive) Industry Process Transformation / Front Office Transformation IBM MobileFirst Industry Solutions* Mobile Maturity Model & Target Operating Model* M2M2P Strategy* Mobile Infrastructure Consulting* (GTS) Build Mobile Consulting Services (GBS) Mobile App Design and Development Mobile Factory (Global Delivery) Mobile Test Strategy & Testing Services IBM MobileFirst Platform Worklight (SWG) Mobile Quality Assurance (SWG) IBM MobileFirst Application Platform Services* (GTS) IBM MobileFirst Cloud Servicess in BlueMix (SWG) Data as a Service (Cloudant-SWG) Engage Mobile Customer Engagement Xtify (SWG) Presence Zones (SWG) MobileFirst Collaboration Services (GTS) Mobile and Digital Design (GBS/IBMi) Omni-Channel Experience Assessment and Strategy (GBS) Mobile Employee Engagement Smarter Workforce Mobile Accelerator (GBS) Mobile Analytics Tealeaf CX Mobile (SWG)

21 Competitor Landscape (Fiberlink) Perceived as MDM leader, $60M in rev with majority from perpetual. Offerings include mobile application management (appstore, policy management and newly announced application wrapping and container) MDM is core to company, SaaS is relatively new. No Blackberry 10 support. Claiming fastest growth with aggressive sales force. Just announced application wrapping offering. Claims largest enterprise deployments. Ranks highest in analyst product evaluations. Recently announced container capabilities Not an MDM company. PIM and Container are at the core of company. MDM comes from partnership with BoxTone. Large base, but customers dislike Good (due to dated user experience and rigid pricing practices). Company is litigious and has gone through several ownership/leadership changes. Smaller, SaaS company that offers both MDM and traditional laptop/server mgmt as a service. Laptop offering built on IBM BigFix technology, therefore, integrating into IBM architecture is easiest. Strong growth and competitive offering, recently announced container capabilities. Gartner Comments on Fiberlink: Pro Excellent client reference feedback: Strong presales & post sales support including technical assistance during installs Smooth & uneventful implementations Competitive pricing & offerings Con Lacks on premise option Limited local presence outside the US Mobile content management lacks support for corporate file servers and network drive access, file sharing, PC file synchronization 21

22 Gartner Magic Quadrant for Mobile Device Management, May 2013 Around 125 vendors claim to offer MDM WW. Gartner has 18 vendors in the 2013 Magic Quadrant (down from 20 in 2012). Capabilities are tight within the leaders in the space basic MDM is easily commoditised Airwatch is the primary competitor based on their SaaS capabilities Differentiation is based on: Delivery method (SaaS) Ease of use Advance management/security capabilities Global sales

23 Fiberlink Product Offerings Offering Device Management DTM MDM Expense Management App Management MAM App Cloud Collaboration Portal App Security Description Visibility, control, software, and compliance management of PCs and Macs Over-to-air configuration, reporting, and security of mobile devices Monitoring, alerts, and roaming controls for mobile data usage Enterprise app catalog, app inventory reporting, public app policy mgmt, & app push/wipe Secure, globally optimized distribution and storage of enterprise apps Mobile and PC browser-based application lists, ratings, reviews, and requests App containerization, AAA, compliance checking, and DLP enforcement (aka wrapping) Doc Management Secure Doc Sharing Doc Cloud Policy-controlled document distribution (push) and user access to Sharepoint Secure, globally optimized distribution and storage of enterprise documents Other Services Offered Security & Privacy Web Security Work Persona Mobile Integration Identity & Certs Access Cntrl Network Access Cntrl Policy-based, content security (URL filtering) of mobile web browsing Dual-persona business environment for PIM, Doc management, browsing, and enterprise apps AD/LDAP integration, including certificate authority integration for identity certificates On-premise & cloud integration for device discovery, policy mgmt, and access controls Off-the-shelf, 3 rd party integrations for network discovery, interrogation and access controls 23

24 Call To Action offer from us to help! Assess the priority acquisitions for your business use us to help! Engage with your local channel teams/vads to assist on detailed SME support. Define GTM strategies for client engagement. Useful Links: connections.ibm.com/wikis/home?lang=en_gb#!/wiki/w2b8e8ab090bd_48f1_97f0_4072f4a77a72/page/ Acquisitions%20Corner Primary Contact: David Griffith, ,

25 Call To Action Future Events! 'Expand your Mobility and Security Capabilities with IBM Software Group Acquisitions' Q4 Half day event venue and date tbc If you are interested in finding out more about this event please contact

26