IBM Software One Overview for BP Teams New! Refreshed IBM Software One portfolio, updated enablement and demand generation materials available

Transcription

1 IBM Software One Overview for BP Teams New! Refreshed IBM Software One portfolio, updated enablement and demand generation materials available

2 IBM Software One Simplified Software offering portfolio aligned to high growth areas Offerings built with cross-sell and up-sell in mind to provide the ability to go wider and deeper Proven success for IBM sellers and Partners in this marketplace The IBM Software One initiative provides important resources to aid in uncovering opportunities and progressing deals for volume products. Comprehensive marketing campaigns to provide air cover and pave the way for your client conversations Creates consistent focus across Software & GBE S&D Sellers 2

3 A NEW single initiative to attract new clients and grow Software revenue in IBM s Enterprise ( Invest & Opportunistic) accounts leveraging one prioritized set of dooropener solutions 1. Value: Client Relevant Addressing High Growth Leadership Agendas Appealing technology to address client key pain points Fast time to value: Competitive price & quick deployment Attractive ROI - pay back within one year 2. Speed: Designed For Sellers Consistent Targeted Prospecting Kits ONE stop shop for Enablement & Sales Materials Proven, repeatable, high volume products Short sales cycle & good cross sell/up sell opportunities Supported by NEW Propensity to Buy & Close Tools 3. Synergy: Team IBM Supported ONE program: Enabled for ALL Routes to Market Supported by Marketing Demand Programs Aligned with Channel Skills & Campaigns Consistent focus across Software & S&D Sellers

4 IBM Software One portfolio aligned to SWG market categories 9 growth categories with 33 door opening solutions for your sales success! Big Data & Analytics Data Warehouse Augmentation Big Data Exploration Acquire, Grow and Retain Customers Planning, Budgeting, Forecasting and Analysis (was Financial Performance Mgmt) Disclosure Management DevOps & Product Development Collaborative Development Continuous Testing Continuous Release & Deploy SW and System Engineering Security Cloud Mobile Social Business Security Intelligence Advanced Threat Protection Database & Application Protection Virtualization Cost & Complexity Reduction Simple, Scalable, Efficient Data Protection Unified Endpoint Management Cross-platform Mobile Applications Mobile Application Testing Bring-Your-Own-Device (BYOD) Platform for Social Business Exceptional Digital Experience Smarter Workforce Smarter Commerce Digital Marketing Optimization Secure File Transfer and Compliance B2B Integration Supply Chain Optimization ecommerce Cross-Channel Campaign Management Customer Experience Management Pricing, Promotion and Product Mix Optimization Supplier Management, Risk and Compliance Smarter Process Improving Effectiveness of Business Operations Smarter Cities Law Enforcement for Public Safety Intelligent Operations Learn more! Prospecting & Progression resources available at IBM Software One on PartnerWorld 4

5 Customer Insight Foundation Challenges Difficulty in managing, integrating and leveraging ever growing data from disparate systems Creating a holistic, data-driven and actionable customer view and predicting future needs, preferences and behavior Difficulty ensuring insights can be accessed by decision makers & then applying those insights to business issues Difficulty to segment target market and to identify most profitable customer segments Managing brand and reputation and giving the customer a consistent brand experience across all touch points IBM Customer Analytics Capabilities Predictive Modeling Forecasting & Simulation Social Analytics Sentiment Analysis Enablement Business Rules & Optimization Statistical Analysis Data & Text Mining Dashboards Customer Insight Foundation Prospecting Kit Customer Analytics Sales Play Vito Letter/ Content Benefits Attract Ideal Customers Reduce costs due to improved segmentation Deliver the right message at the right time and through the right channel Grow Customer Lifetime Value Analyze and predict trends in behavior and sentiment to cross-sell/up-sell Collect all data regardless of format & location to create 360º customer view Retain Loyal & Profitable Customers Detect customers at risk of churning, deliver right offer to make them stay Identify full & near advocates, develop nurture communications strategy Target Buyers VP/Director/Manager Customer Service, Customer Care, Sales & Customer Service VP/Director/Manager Interactive Marketing, ecommerce, Online Marketing VP/Director/Manager Marketing, Offer Management, Marketing Programs Chief Customer Officer / Chief Analytics Officer

6 Financial Performance Management Challenge Organizations are making key decisions without having full visibility into the information to be able to make the best business decisions possible. There is a lack of control and integrity throughout the entire Financial Performance Management process that can introduce risk, errors and lack of transparency. NEW Benefits Gain Time Streamline process through automation and improved workflows reducing the cost of process Perform value-add analysis to drive improvement in performance with information in one place and in a format needed to provide fast response Gain Control Reduce risk of missing compliance deadlines for regulatory reporting Ability to produce appropriate business models where professionals can apply their business insight Gain Confidence Make better business decisions based on accurate, auditable, secure, traceable data Integrate financial and operational planning to gain insight through collaboration with peers Time Control Confidence Activities Consolidation of accounts Align costs Strategic Planning and Forecasting Production of financial statements Regulatory and management reporting Identify opportunities for improvement Test scenarios and decisions Line of Business (LOB) Planning and Forecasting Target Office of Finance: Controllers Line of Business: Sales, Marketing, Operations, HR Office of Finance and LOB Plays Narrative Reporting & Disclosure Management Profitability Modeling and Optimization Planning, Analysis and Forecasting Close, Consolidate and Report Value Modeling and Optimization 6 Financial Performance Management Prospecting Kit

7 Challenges Protect against sophisticated adversaries Process massive data volumes in realtime Comply with numerous information security regulations Unable to detect breaches until months later Unable to conduct thorough forensic investigation after breach does occur IBM QRadar Key Capabilities Correlates, prioritizes & alerts on security & compliance incidents SIEM with network anomaly detection enables immediate detection of unusual activities Distinguished by its ease of deployment and massive scalability Security Intelligence Benefits Protect sensitive data by rapidly detecting breaches Save time/resources by prioritizing security and compliance risks Correlate billions of events per day as nerve center of Security Ops Center Target Buyers CISO, VP/Director of Security, Security/Network Engineer, Compliance Officer Enablement Security Intelligence Prospecting Kit QRadar SIEM Sales Kit Podcast/PPT QRadar SIEM (15 mins.) Among businesses who have adopted a Security Intelligence service: Source: A commissioned study conducted by Forrester Consulting on behalf of IBM Global Technology Services,

8 Digital Marketing Optimization Challenges Increase website & conversion rates Reduce pay per click (PPC) costs Increase PPC conversions Create real-time offers Digital Marketing Optimization Capabilities Orchestrate relevant digital interactions to attract and retain new visitors and grow revenue throughout the customer's lifecycle Target Buyers Interactive Marketing Digital Marketing Internet Marketing Online Advertising Web Analytics Marketing Search Engine Marketing Benefits Financial: Maximize the lifetime value of each existing and prospective customer by identifying and automating up-sell, cross-sell, and retargeting programs at each stage of the digital customer lifecycle. Strategic: Ensure your digital presence meets the needs of your customers by understanding how visitors interact with a brand s digital presence and identifying opportunities to optimize visitors' online experience. Operational: Improve marketing efficiency by automating personalized marketing programs and content across , display advertising, search, mobile devices and social media. Competitive: Uncover opportunities for growth and areas for improvement with competitive intelligence about the performance of peers and competitors. Enablement Digital Marketing Optimization Prospecting Kit Industry views, starting questions, VITO letters, etc. Digital Marketing Optimization wins and references (CRDB) NEW Digital Marketing Optimization IBM Marketing Center: Cloud-based solution for marketers - combines digital analytics with real-time marketing in a single app

9 Lead with IBM Software One Entry point solutions designed and refreshed to attract new clients and drive revenue growth How to Succeed in 3 Easy Steps Simplified portfolio aligned to high growth market categories Door opening offerings presenting ideal cross-sell and up-sell opportunities Proven success for IBM sellers and Business Partners Enablement, prospecting and progression resources available Comprehensive marketing campaigns to generate awareness and demand 1. Get Enabled and Jumpstart your Prospecting at IBM Software One on PartnerWorld Updated! Prospecting and Progression Guides now include target buyer role and industry fit; new call guides and client presentations New! Conversation Guides on IBM Software Story on PartnerWorld 2. Build your Pipeline Use Ready to Execute campaigns to create new leads Exploit SWG BP Sales Plays Available on PartnerWorld Explore IBM Software Co-Marketing opportunities New! Software One BP ebook now on PW 3. Progress Effectively and Close Leverage the progression materials in each Guide Accelerate deal closure with Value Driven Proposals; coaching for VDP and utilizing deal scorecard avail on IBM Software One on PW Use Propensity-to-Close models to speed deal closure New! Sample IBM Software One sales proposals for BPs on IBM Software One on PartnerWorld Work with IBM Global Financing to remove client s budget obstacles 9

10 IBM Software One end to end support Demand Generation Accelerating pipeline creation SWG demand programs prioritized for these offerings as must execute Ready-to-Execute campaigns aligned to IBM Software One Business Partner Co-Marketing support New Sales Enablement Delivering comprehensive enablement - in one place New New sales enablement assets including prospecting guides and progression kits Propensity to Buy lists by IMT being delivered now Brand Sales plays aligned to IBM Software One portfolio End to End Ecosystem Improving sales efficiency: quickly validate and pass leads to best routes Lead passing improved through automation and lead governance desks Propensity to Close modeling on current qualified leads Joint GBE/SWG Management System New

11 IBM Software One Demand Generation Resources Leverage Ready to Execute (RTE) campaigns mapped to IBM Software One IBM Software One solutions are fully supported by Ready To Execute (RTE) campaigns, with nurture streams and relevant offers BP Sales Plays on PartnerWorld also mapped to IBM Software One! How BPs Access RTE campaigns Review the campaign descriptions on the PartnerWorld Ready to Execute page Select a campaign and note its search words For partner access only. Go to the IBM Co-Marketing Center on PartnerWorld: Click on Continue Login with your PartnerWorld userid and password Partners must go through PW so PPS information is passed to CMC Use Search Words to find the campaign Note to IBM team Click here to read instructions for employee access to the IBM Co-Marketing Center assets 11

12 Team with IBM to drive demand generation for IBM Software One IBM Software Co-Marketing Funds This Worldwide offering provides funds to eligible Business Partners to generate demand, drive leads and win revenue 2013 enhancements Increased eligible Business Partner participation Additional funds for proven results Expanded Software co-marketing agency and VAD support Supports progression activities Expanded to drive SaaS solution demand generation Co-Marketing Funding Allocation Prioritized for IBM Software One Demand Generation 12

13 Oct-2013 IBM Software One Sales Enablement on PartnerWorld Leverage Prospecting and Progression resources to generate and close business Introducing Conversation Guides on IBM Software Story on PartnerWorld Frame the opportunity & lay out the IBM advantage Identify the lead Software One solutions that best meet client needs. Highlights include customer stories who have used solutions to successfully transform their business IBM Software One on PartnerWorld Updated Prospecting and Progression Guides for each Software One solution New Additional Sales Materials including: Prospecting letters, call scripts Progression resources Client presentations and more! New Software One Sales Proposal Templates Sample Sales Proposals for lead Software One offerings Customizable

14 IBM Software One Progression Guidance Sharing Best Practices to Drive Seller Success Leverage IBM sales value driven proposal coaching, deal scorecard and Software One progression resources Access SWG Co-marketing funding now available for progression tactics Utilize Propensity to Close (P2C) rankings available in GPP to prioritize pipeline opportunities to engage Leverage f2f Events to help close the deal Remove client budget obstacles with IGF financing New! Progression Resources at IBM Software One On PartnerWorld Updated Software One progression assets in each solution Guide New Software One Sales Proposal templates New Value Driven Proposal coaching webinar New SWG Deal Scorecard coaching webinar and asset 2

15 New! for Progression! Value Driven Proposal and Deal Scorecard Increase your Win Rate and Accelerate Deal Closures Value Driven Proposals Coaching Articulate a tailored value proposition early in the cycle to the ultimate buyer Find business reason why client must buy this quarter Client understands how IBM differentiates to meet their goals Client understands how IBM differentiates to meet their goals Deliver written proposal articulating the value proposition for all decision makers Use Deal Scorecard to Accelerate Win Rate Prevent slipped deals Validate delivery of compelling, differentiated value proposition aligned to client need Value Driven Proposal & Deal Scorecard Coaching webinars now available on Software One on PartnerWorld

16 Accelerate deal closure with Propensity-to-Close Models What Testing Usage IBM analytics ranks the likelihood an opportunity will close from 1-5 (quintiles) 1 Has the most likelihood to close (does not guarantee it will close) 5 Has the least likelihood to close (does not mean it will not close) Ranks all IBM opportunities (IBM OI and BP OI) IBM has tested the system against all OI sources in all geographies and found it to be highly accurate (tuned for local geographies) Sellers, including BPs, working on multiple opportunities use quintile rankings to prioritize which opportunities should be addressed first Propensity to Close rankings now available within GPP or by contacting your VAD or IBM representative. 16

17 How to get started 3 Simple Steps to Drive New SWG Pipeline and Revenues with IBM Software One 1. Get Enabled and Jumpstart your Prospecting Bookmark now! IBM Software One on PartnerWorld Learn client value propositions, target roles Leverage the IBM Software One Solution Prospecting & Progression Guides Take advantage of the Conversation Guides on IBM Software Story on PartnerWorld 2. Build your Pipeline Take advantage of Ready to Execute campaigns to create new leads (see appendix for mapping) Exploit SWG BP Sales Plays Available on PartnerWorld to drive results (see appendix for mapping) Work with your IBM team to explore IBM Software Co-Marketing opportunities Refer to Software One BP ebook for quick prospecting information 3. Progress Effectively and Close Leverage the progression resources in each Prospecting and Progression Guide Accelerate deal closure with Value Driven Proposals; coaching for VDP and utilizing deal scorecard avail on IBM Software One on PW Use Propensity-to-Close rankings in GPP to accelerate deal closure Customize sample IBM Software One sales proposals for BPs on IBM Software One on PW Work with IBM Global Financing to remove client s budget obstacles 17 Contact Linda Okoniewski, IBM SWG Marketing Manager for more information

18 Thank you! Questions? Send an to Linda Okoniewski, IBM SWG Marketing Manager 18

19 IBM Software One Solutions and Lead With offerings 19

20 IBM Software One Solutions and Lead-With Products Q4 13 (1 of 5) 1. BIG DATA & ANALYTICS LEAD-WITH PRODUCTS Data Warehouse Augmentation Big Data Exploration Planning, Budgeting, Forecasting and Analysis (formerly known as Financial Performance Management) Acquire, Grow and Retain Customers (Q4) Disclosure Management 2. SECURITY Security Intelligence Advanced Threat Protection Database & Application Protection PureData System for Analytics, BigInsights, Optim Data Explorer (Vivisimo) and BigInsights Cognos Express PureData System for Analytics, Cognos Express, SPSS Modeler IBM Disclosure Management QRadar SIEM Security Network Protection XGS InfoSphere Guardium, IBM Security AppScan 3. CLOUD Virtualization Cost & Complexity Reduction Simple, Scalable, Efficient Data Protection Unified Endpoint Management SmartCloud Patch Management, SmartCloud Monitoring, SmartCloud Cost Management, Tivoli Storage Manager for Virtual Environments Tivoli Storage Manager Suite for Unified Recovery Endpoint Manager for Patch Management 20 New in Q4

21 IBM Software One Solutions and Lead-With Products Q4 13 (2 of 5) 4. MOBILE LEAD-WITH PRODUCTS Cross-platform Mobile Applications Mobile Application Testing Worklight (MobileFirst Platform) Rational Test Workbench Bring-Your-Own-Device (BYOD) Endpoint Manager for Mobile Devices 5. SOCIAL BUSINESS Platform for Social Business Exceptional Digital Experience Connections, SmartCloud Engage, Connections, Portal (includes Portal Now), Notes/Domino Social Edition Customer Experience Suite (Q4) Smarter Workforce Employee Experience Suite, Connections 6. SMARTER PROCESS Improving Effectiveness of Business Operations Blueworks Live, BPM Express, DataCap New in Q4 21

22 IBM Software One Solutions and Lead-With Products Q4 13 (3 of 5) 7. DEVOPS & PRODUCT DEVELOPMENT LEAD-WITH PRODUCTS Collaborative Development Continuous Testing (Q4) Continuous Release & Deploy Software and Systems Engineering (SSE) Team Concert Rational Quality Manager, Test Workbench, Test Virtualization Server UrbanCode Release, UrbanCode Deploy Rational DOORS, Rhapsody Design Manager, Quality Manager, Team Concert, Method Composer New in Q4 22

23 IBM Software One Solutions and Lead-With Products Q4 13 (4 of 5) 8. SMARTER COMMERCE LEAD-WITH PRODUCTS Digital Marketing Optimization Secure File Transfer and Compliance (MFT) B2B Integration Supply Chain Optimization ecommerce Cross-Channel Campaign Management (Q4) Customer Experience Management (Q4) Pricing, Promotion and Product Mix Optimization (Q4) Supplier Management, Risk and Compliance Marketing Center Sterling Connect: Direct, IBM Sterling File Gateway, IBM Sterling Secure Proxy, IBM Sterling Control Center, WebSphere MQ File Transfer Edition Premise: Sterling B2B Integrator, WebSphere Transformation Extender, On-Cloud: Sterling Collaboration Network ILOG CPLEX Optimization Studio ILOG ODM Enterprise Sterling Distributed Order Management, WebSphere Commerce for B2C Direct,WebSphere Commerce for B2B Direct, WebSphere Commerce B2C Multi-Channel,WebSphere Commerce B2B Channel Mngmt, WebSphere Commerce as a Service Campaign (Unica), Digital Analytics Accelerator (Netezza/Unica) Tealeaf Customer Experience Integrations DemandTec Marketing Solutions Emptoris Supplier Lifecycle Management (SaaS version) New in Q4 23

24 IBM Software One Solutions and Lead-With Products Q4 13 (5 of 5) 9. SMARTER CITIES LEAD WITH PRODUCTS Law Enforcement for Public Safety i2 Analyst s Notebook, i2 Analyst s Notebook Premium, i2 ibase, Intelligent Video Analytics Intelligent Operations Intelligent Operation Suite New in Q4 24

25 IBM Software One Demand Generation Guidance for Business Partners Solutions Mapped to Ready to Execute Kits & BP Sales Plays 25

26 IBM Software One Solutions, Lead-With Products Q4 13, RTE campaigns (1 of 5) 1. BIG DATA & ANALYTICS LEAD-WITH PRODUCTS Information Management RTE Mktg Campaigns Business Analytics RTE Marketing Campaigns Data Warehouse Augmentation PureData System for Analytics, BigInsights, Optim Get a Simple Appliance for Serious Analytics Analyze a Huge Volume and Gain Insights to Big Data Data Lifecycle Governance campaigns Big Data Exploration Data Explorer (Vivisimo) and BigInsights Analyze a Huge Volume and Gain Insights to Big Data Planning, Budgeting, Forecasting and Analysis Cognos Express BI with Performance Mgmt. and Personal Analytics Forecasting in Turbulent Times Acquire, Grow and Retain Customers PureData System for Analytics, Cognos Express, SPSS Modeler Disclosure Management IBM Disclosure Management tbd Customer Analytics for Banking Predictive Customer Analytics 2. SECURITY Security RTE Marketing Campaigns Security Intelligence QRadar SIEM IBM Security Intelligence Advanced Threat Protection Security Network Protection XGS IBM Network Security Database & Application Protection InfoSphere Guardium, IBM Security AppScan IBM Application Security 3. CLOUD C&SI (Tivoli) RTE Marketing Campaigns Virtualization Cost & Complexity Reduction Simple, Scalable, Efficient Data Protection SmartCloud Patch Management, SmartCloud Monitoring, SmartCloud Cost Management, Tivoli Storage Manager for Virtual Environments Tivoli Storage Manager Suite for Unified Recovery Reduce IT Complexity and Cost Storage Management Reduce IT Complexity and Cost Unified Endpoint Management Endpoint Manager for Patch Management Endpoint Management for Patch 26

27 IBM Software One Solutions, Lead-With Products Q4 13, RTE campaigns (2 of 5) 4. MOBILE LEAD-WITH PRODUCTS Cross-platform Mobile Applications Worklight (MobileFirst Platform) WebSphere RTE Marketing Campaigns C&SI (Tivoli) RTE Marketing Campaigns WebSphere - Build and Connect Mobile Applications Mobile Application Testing Rational Test Workbench tbd Bring-Your-Own-Device (BYOD) 5. SOCIAL BUSINESS Platform for Social Business Exceptional Digital Experience 6. SMARTER PROCESS Improving Effectiveness of Business Operations Endpoint Manager for Mobile Devices Connections, SmartCloud Engage, Connections, Portal (includes Portal Now), Notes/Domino Social Edition Customer Experience Suite Blueworks Live, BPM Express, DataCap C&SI- Manage and Secure data, devices and applications IBM Collaboration Solutions RTE Mktg Campaigns Social Business Campaign Create Exceptional Customer Experiences Business Analytics RTE Mktg Campaigns WebSphere RTE Mktg Campaigns Business Analytics - Predictive Analytics WebSphere Business Process Management 27

28 IBM Software One Solutions, Lead-With Products Q4 13, RTE campaigns (3 of 5) 7. DEVOPS & PRODUCT DEVELOPMENT LEAD-WITH PRODUCTS Rational RTE Marketing Campaigns Collaborative Development Team Concert Application Lifecycle Management Continuous Testing Software and Systems Engineering (SSE) Rational Quality Manager, Test Workbench, Test Virtualization Server Rational DOORS, Rhapsody Design Manager, Quality Manager, Team Concert, Method Composer Application Lifecycle Management Complex and Embedded Systems 28

29 IBM Software One Solutions, Lead-With Products Q4 13, RTE campaigns (4 of 5) 8. SMARTER COMMERCE LEAD-WITH PRODUCTS Industry Solutions RTE campaigns Digital Marketing Optimization Marketing Center Enterprise Marketing Management Secure File Transfer and Compliance (MFT) B2B Integration Supply Chain Optimization ecommerce Sterling Connect: Direct, IBM Sterling File Gateway, IBM Sterling Secure Proxy, IBM Sterling Control Center, WebSphere MQ File Transfer Edition Premise: Sterling B2B Integrator, WebSphere Transformation Extender, On-Cloud: Sterling Collaboration Network ILOG CPLEX Optimization Studio ILOG ODM Enterprise Sterling Distributed Order Management, WebSphere Commerce for B2C Direct,WebSphere Commerce for B2B Direct, WebSphere Commerce B2C Multi- Channel,WebSphere Commerce B2B Channel Mngmt, WebSphere Commerce as a Service Secure Data Transfer and Compliance Supplier and Partner Integration Coming soon Coming soon Cross-Channel Campaign Management Campaign (Unica), Digital Analytics Accelerator (Netezza/Unica) Coming soon 29

30 IBM Software One Solutions, Lead-With Products Q4 13, RTE campaigns (5 of 5) 9. SMARTER CITIES LEAD WITH PRODUCTS C&SI (Tivoli) RTE Marketing Campaigns Law Enforcement for Public Safety i2 Analyst s Notebook, i2 Analyst s Notebook Premium, i2 ibase, Intelligent Video Analytics Coming soon Intelligent Operations Intelligent Operation Suite tbd 30