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Automation Lunch & Learn

WelcomeKristi Schaffner WW Channel Marketing

2004 Marketing ProgramsScott Cooper Vice President, WW Channel Marketing

Automation Business Partner OpportunityDavid Rice Program Manager, Automation

Lunch and Learn Schedule Question / Answer

Panel

Business Partner 2004 Marketing Programs

Scott Cooper

Vice President, WW Channel Marketing

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Turn e-business on demand into Customer Demand

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BP participation in “Big Play” programs

“Big Play” Sales & Mktg Materials

•Executive Assessment

•Campaign Designer

Participation in local “Big Play” co-mktg events & campaigns:

• Shared co-mktg funds available to qualified BPs

• Agency assistance avail

• Lead mgmt

Participation in “Big Play” fast start quick pipe builders

• Shared co-mktg funds available to qualified BPs

• Agency assistance avail

PWS Value Pack Partner Plan Certifications, Mktg Results

BP

Des

ired

Lev

el o

f P

arti

cip

atio

n

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Plan your move - build a PartnerPlan

Where you want to play

How much you want to sell

How much you want to earn

Brand specialties, skills

Solution & industry focus

Co-marketing participation

Resources, milestones & performance tracking

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David RiceProgram Manager, AutomationIBM SWG

IBM Automation from A to $: The Future is NowIBM Automation from A to $: The Future is Now

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Agenda

Automation – what it is and why you should care

Tools and support you need

Customers are Automating today

Get on board – next steps

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Delivering Automation through the On Demand Operating Environment

• Automation/Virtualization• Availability• Security• Optimization• Provisioning• Infrastructure Orchestration• Business Service Management• Resource Virtualization of

Servers, Storage, Distributed Systems/Grid and the Network

Infrastructure Management

On Demand Operating Environment

Integration

Infrastructure Management

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What is Automation?

Automation is the ability to dynamically take action to make better use of assets, reduce cost, and increase availability and resiliency to achieve business goals.

Business Service Management

Infrastructure Orchestration

Availability OptimizationSecurity Provisioning

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Defining the Capabilities

Optimization

Security

Provisioning

Availability

Orchestration Senses, triggers , responds according to business goals.

Helps ensure information assets, confidentiality and data integrity are protected

Makes available right resources to right processes and people

Helps ensure the health and appropriate functioning of IT

Helps ensure the most productive utilization of IT

BSMManage using business priority, manage service levels

27-32% savings triage time

25-35% higher first call close rates 35-40% reduced admin time

35-40% reduced access time

20-25% greater utilization

40-50% fewer batch restarts

15-35% reduced capital outlay

25-30% reduced staff req’ts

40-50% savings in SLA reporting

15-30% savings on time for root cause determination, downtime

Increase resource utilization from 20% avg. to as high as 50%

30-40% reduced admin time

Automation enables an on demand business model

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Optimization

Provisioning

Availability

Orchestration

BSM

Tivoli Provisioning Manager Tivoli Configuration Manger Tivoli Identity Manager WebSphere Application Server Enterprise

Edition Image Ultra, a ThinkVantage Technology

Tivoli Monitoring Family Tivoli Enterprise Console Tivoli Storage Area Network Manager Tivoli Management Portal DB2 Automation Tool Tivoli Monitoring for Transaction Performance WebSphere Application Server Network Deployment DB2 Recovery Expert

Tivoli Performance Modeler Tivoli Storage Resource Manager Tivoli Decision Support for OS/390 WebSphere Edge Server WebSphere Application Server for z/OS Tivoli Storage Optimizer for z/OS DB2 Performance Expert DB2 SQL Performance Analyzer Lotus Workplace DB2 Parallelism with SMP

Tivoli Business Systems Manager WebSphere Business Integration Family Tivoli Service Level Advisor

DB2 Intelligent Miner

Tivoli Intelligent ThinkDynamic Orchestrator Intelligent Infrastructure Management Offerings IBM Web Infrastructure Orchestration

Automation: From Products to Complete Offerings & Services

Security BRMS for OS/400 IBM Enterprise Identity Mapping Tivoli Identity Management Family Tivoli Storage Manager Family IBM Tivoli Directory Server IBM Tivoli Directory Integrator Embedded Security Subsystem, a

ThinkVantage Technology

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Automation addresses customers’ top 3 concerns

According to customers the following capabilities are critical for their business:

Sources: ebusiness on demand Attributes and capabilities study, Autonomic Study, Blueprint market drivers study, Tivoli Customer Study

… and reduce costs! 63%+ reducing IT costs

is top priority this year

Manage Complexity

Increase Business Agility

Only 15% of resources are utilized today

92% of processes are done manuallyHigh labor costs

CEO priorities shifting — from cost containment to growth

47% indicate that automating core processes is critical 50-66% have service level agreements in place

with 72% being manual

51% have flexibility as top priority 80% IT management effort is

spent on diagnosis

Optimize Resources

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Automation strategy evolves

• Manual processes• Reactive and tactically

aligned• Resource intensive

• Automated best practices• Proactive and Predictive• Automated provisioning

• Autonomic, self managed environment

• Dynamic provisioning

IT Focus Business Focus

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2

3

4

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Levels of Automation

BasicBasic

Managed

Predictive

Adaptive

Autonomic

Element Management

IT Service Management

On Demand Management

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Why should you care? Because . . .

Automation Market is $25B in 2004!

IBM has leadership in Automation and on demand

You can make money!

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Business Partner profitability

Reality Research & Consulting conducted a report analyzing Business Partner profitability when they engage with IBM software

A few of the results include: IBM provides an excellent return on a Business Partner’s overall

investment. IBM Business Partners, on average, report a 9 to 1 ratio of profit dollars to investment dollars.

IBM provides a 21X sales multiple. For every dollar a customer spends on IBM middleware, an additional $21 is spent by that customer on related software, hardware, and services purchases.

IBM certifications provide a significant ROI. Each dollar spent in training yields $345 in revenue.

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Automation Market is $25B in 2004

2004 Opportunity (in $Billions)

$25.3$25

$25

Integration

Automation

Virtualization

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Business Partner value proposition

For Resellers looking to provide “sense and respond” automation capabilities to customers to dynamically adapt their IT environment to meet their business priorities, IBM provides industry-leading, standards-based Automation software and technical expertise that allow you to bring automation-based solutions to an emerging market requiring business agility, optimization of IT resources and the management of IT risk and complexity.

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Business Partner value proposition

For ISVs + SIs looking to provide “sense and respond” automation capabilities to customers, to dynamically adapt their IT environment to meet their business priorities, IBM provides industry-leading, standards-based automation software and technical expertise that can help reduce time to market for new, differentiated Automation offerings. This allows you to bring your solutions to market faster than your competitors and respond more quickly to changing market opportunities.

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Orchestration and Provisioning Automation Library (OPAL)

NEW Workflow Resource Kit

Automation Catalog

Worldwide Innovation Centers and Education

Validation

Demand Generation

The tools and community that business partners need to build their business

around on demand automation

OPAL

Business Partner Value:

Make Profit

Deliver On Demand Automation

Decrease Operating Costs

Business Partner Value:

Make Profit

Deliver On Demand Automation

Decrease Operating Costs

Announcing!

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How Do You Play in OPAL?

IT Service Management Workflows

Determine host nameof target server

Retrieve Citrix application ID specific to the software package to be published

Get Citrix installation manager server ID

Pass information to Citrix application utility tool

1. Reusable and GUI based

2. Dynamically leverages data center model

3. Automated sense and respond

Traditional Scripts1. Time consuming to build and maintain

2. Infrastructure changes require script updates (i.e. hard-coded)

3. Requires manual monitoring

Workflow Example: Publish an application in a Citrix environment

Ro

ll B

ack

What is a Workflow : A logical sequence of steps to install, configure and deploy a given resource and associated dependencies.

Reusable

Automated

Dynamic

Delivering Business Value: Capturing IT expert know-how and dynamically executing processes in response to changing business requirements

By Creating Workflows!

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The Orchestration And Provisioning Automation Library

Join the OPAL Team !

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Targeted information at the right time

CustomerReferences

Customers like you Automate

IT Optimization Reduce Complexity

Become AgileReduce Costs

Event/Web Casts and Executives on demand

White Papers:Analyst, ITIL,Automation

Automate on demand Demos & Tools

Virtual City (new eBAY)& Automation

Assessment Tool

Customers have knowledge of solutions before you get in the door

“Orchestration” print ad “Tiffany”online ad

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Driving Demand - Advertising Customers have knowledge of solutions before you get in the door

4 Automation ads in 2004

Leadership April

Business Agility June

Optimizing Resources August

Managing Complexity October

US in mkt dates; other Geos +6 wks

Become Agile

Manage Complexity

Optimize IT Resources

R

edu

ce C

ost

s

(Print + interactive)

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Driving Demand – Direct Marketing

Awareness..

4 Automation ads planned for 2004; Automation Leadership begins April

Gartner Symposium, Mar 30 – Apr 2: premier sponsorship

Peds by Auto subthemes; also includes TotalStorage + Autonomic peds

Become Agile

Manage Complexity

Optimize IT Resources

R

edu

ce C

ost

s

ConsiderationAll GEOs executing Automation tacticsProgram deliverables in-market today

PreferenceAutomation Product Guide offered with Intro PackMETA Group analyst report being used as offer for Business Agility Kit

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How we’re supporting you

Monthly Lunch and Learns Introduction to Automation scheduled for March 2004

Lunch and Learn CD-ROM Will feature all six of the core IBM Software Group plays

IBM Software Group Channel Ad Campaign Publications: CRN and VAR Business Runs June through December 2004 (U.S. only) Print and on-line placements

Teleconferences Hear from the experts Hear from your peers

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Automation Launch Americas GigaWorld, Florida May 17 - 20

OPAL & BPM AnnouncementLas Vegas, NV

Feb 29 – March 3

EMEA, GigaWorld, Barcelona, June 7 - 9

OPAL AnnouncementCeBIT, Hannover,

March 18 - 24

AP Launch CitiesQ2 – Q3

Gartner Spring Automation VSP, San Diego, CA Mar 29 – April 2

IBM Identity SummitVictoria, Canada

April 27 - 28EMEA Launch CitiesCross ebod event &

Automation SeminarsQ2 – Q4

IBM Automation Launch - Key Worldwide Events – 1H 04

IBM Software World, Tokyo, Japan

May 17 - 19

IBM Identity SummitRome, ItalyApril 21- 23

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Business Partner Zone

Program Overview

Marketing materials

Co-marketing

Enablement maps and information

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Use the Automation Assessment Tool to establish a technology strategy

Use the Automation Selling Tool to establish a product strategy

Use the Presentation Wizard to build custom presentation

Use the ROI Analyst to detail the ROI

Automation Sales Tools

…help you identify opportunities

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Automation Sales ToolsTechnology Strategy for Automation, Security and Storage

Automation Selling Tool

Product focused

Assess “maturity”

IBM product recommendations

Automation Assessment Tool

Focus on processes, skills, products

Assess “readiness”

Recommendations for improving all areas

o

Improving IT Operations Improving Business Operations

on demandManagement

IT ServiceManagement

ElementManagement

1 2 1 2

BasicBasic Managed

Predictive

Adaptive

Autonomic

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Automation Sales ToolsArticulating Solution Value

Presentation Wizard

Product focused

Automatically builds “customer ready”

presentations

Access to the latest presentations

ROI Analyst Tool

Focused on the unique value of Automation offerings

Products are individually represented

Value metrics are updated at each Launch

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Self-study: The Automation Assessment Tool  

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/tac_sel_ssaat.html

Audience: Anyone desiring knowledge about the Automation Assessment Tool.

Description: The Automation Assessment Tool (AAT) is an enhanced version of Autonomic Computing Value Assessment Tool (ACVAT) which was deployed in 1Q03. Like the ACVAT, the AAT is intended to help customers assess the maturity of their existing autonomic capabilities and to help guide the development of their autonomic computing strategies. Specific insights and recommendations are provided in six key operational areas that are fundamental to autonomic computing, including a high level view of the potential business value. The results from the assessment will help communicate the value for customers to purchase IBM products and services.

Prerequisites: You will need access to the Internet. If you have not done so already, you will be asked to register for PartnerWorldUniversity before accessing the workspace where the Colleges are located.

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IBM automation helps our systems stay responsive, and when problems do arise, we can get systems back up and running quickly. —Glen Barry, UPS

Manage Complexity

IBM delivers continuous, effective and stable IT operations and IBM’s approach to automation results in optimized operational and business value for Sanyo. —Yamada, Manager, SANYO,

Japan

The capabilities of IBM automated identity provisioning enables us to provision access correctly, control access rather than just grant it and do it all in a way that is auditable but flexible in allowing us to bring on new users quickly. —Garry Kolb, Oppenheimer Funds

Optimize Resources

Reduce CostsIncrease Agility

IBM (Tivoli) software helped Prudential Financial intelligently automate its systems to reduce downtime by 40%. And, realize a $3.4 million ROI in 8 months.

Others are Achieving Automation Benefits Today

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What should you do after leaving this session?

1. Determine how you can leverage the Automation imperatives

Deepen your knowledge of IBM Automation

Know solutions, competition, value

2. Assess your current skill base

Build-out Automation expertise

3. Focus on the customer

Understand their pains

Map IBM Automation software solutions to meet their pains

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Helpful URLs

PartnerWorld for Software / Partner Zone

Automation Marketing Materials: https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/docs/DGSH-5UANMA?opendocument (enter userid & password)

IBM On Demand - Automation

www.ibm.com/software/info/openenvironment/automation.html

Tivoli Knowledge Center online:www.ibm.com/software/tivoli/partners

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Lunch and Learn Series:

25 March – Automation 11:00am – 12:00pm Eastern Toll free within the US: 800-210-9006; Direct dial: 1-719-457-2621 Passcode: 530043

8 April – People Productivity 11:00am – 12:00pm Eastern Toll free within the US: 800-946-0741; Direct dial: 1-719-457-2649 Passcode: 528642

22 April – Integration + Think Thursday 11:00am – 12:30pm Eastern Toll free within the US: 800-946-0705; Direct dial: 1-719-457-2637 Passcode: 626434

6 May - Small-Medium Business (SMB) + Think Thursday

11:00am – 12:30pm Eastern Toll free within the US: 800-231-9012 Direct dial: 1-719-457-2617 Passcode: 740259

20 May - Software Development Platform

11:00am – 12:00pm Eastern Toll free within the US: 800-946-0712 Direct dial: 1-719-457-2641 Passcode: 124242

3 June - Install Base + Think Thursday 11:00am – 12:30pm Eastern Toll free within the US: 800-231-9012 Direct dial: 1-719-457-2617 Passcode: 704247

The entire series will be available on CD from IBM Publication Ordering Early Q2“Program In a Box”

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Introducing Think Thursday When

Thursday 22 April 2004 at 11:00 a.m. EST/4:00 p.m. GMT Agenda

Presentation “Making Money with WebSphere” will cover:Comprehensive overview of WebSphere capabilities and qualitiesCurrent market dynamicsProof points showing the WebSphere value proposition and business value for

Business Partners Speaker

Sunil Soares, Business Unit Executive, WebSphere Worldwide SMB &Channel Sales Logistics

Call in info: US/Canada 800-946-0705, Toll International: 719-457-2637 Passcode: 626434

For additional program informationFor more information on this event or future calls, visit the Virtual Information

Center at www.ibm.com/partnerworld/vic. Detailed Think Thursday program information will be included in the Sales and Marketing section under Sales Enablement -> Events.

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Calling All SMB Business Partner Customer References

Highlight your Success via the IBM Customer Reference Program

Submit yours today!Available on the BPZone home page (in shortcuts list)

Benefits to you:Increased credibility with your existing and prospective

customers

Opportunity for various joint IBM press and marketing opportunities

Benefits to your customer:Opportunity to be seen as an industry leader.

Potential to drive more business

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Questions & Answers