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© 2011 IBM Corporation
November 2011
IBM Smarter Commerce Solution Off Ramps
© 2011 IBM Corporation 2
Introduction
Purpose The purpose of this document is to enable an IBM Business Partner to leverage IBM Smarter Commerce as an entry point for a discussion with midmarket CXO level executives and quickly convert the discussion into potential opportunities by selecting the appropriate offerings that help address the most pressing challenges of midsize businesses in the age of the empowered customer.
Key steps in selecting appropriate off ramps – Understand the challenges and opportunties of midsize companies in an era where customers have unlimited
access to information, do commerce from virtually anywhere and instantly share their views with the world. Resources:
• IBM Smarter Commerce for Midmarket - Customer presentation • IBM CMO Study Midmarket Point of View • IBM CMO Study – Midmarket Solution Off Ramps
– Use slides 3-9 to review key Smarter Commerce concepts – Use slide 11 to identify the solutions and offerings that best align to the core processes of Smarter Commerce – Refer to the Offerings One-Pagers (slides 13-26) to understand how each selected offering links to the core
processes of Smarter Commerce, to find a summary description of the solution, what differentiates it from competitive offerings, the pain points it addresses, expected customer benefits, references and where you’ll be able to find additional information.
NOTE: This document includes examples of offerings in the IBM midmarket portfolio that align to the core processes of Smarter Commece. To know more about these and other offerings in our portfolio go to: Where to look for additional information. The actual availability of the offerings in each country needs to be confirmed by the Geo teams.
© 2011 IBM Corporation 3
Key Smarter Commerce concepts
© 2011 IBM Corporation 4
This is changing the entire way products are sourced, manufactured and distributed—and making business more complex than ever.
Customer expectations of service, price and delivery is soaring.
Customers now have unlimited access to information and can instantly share it with the world
Social networking and mobile commerce have dramatically changed the dynamic between buyer and seller.
We have entered the age of the empowered customer
155 million Number of tweets sent via Twitter each day
75% Percentage of people who believe companies don’t tell the truth in advertisements
$93 billion Amount in sales missed due to out of stock inventory
© 2011 IBM Corporation 5
These disruptive forces ripple from the customer through the enterprise and across entire industries
Source: IBV Analysis
Individuals
• The connected consumer
• The networked workforce
• The empowered citizen
Industries
• Value migration
• Value chain redefinition
• Fragmentation
Enterprises
• Evolved business models
• Optimized digital operations
• Connected enterprise
“The consumer is using new channels to
perceive value, and associated pricing
implications.“ Consumer Products CEO, United States
"Profits will shift away from analog
distribution to digital distribution;
we will see increased margins in
digital distribution and increased
international distribution.“ Media and Entertainment CEO, United
States
“Disintermediation of clients by smaller
niche players (such as mobile players)
is cause for concern.“ Financial Markets CEO, Canada
© 2011 IBM Corporation 6
Understand and
anticipate
customer
behavior and
needs based on
customer
insights across
all channels
Adapt sourcing and
procurement based
on customer
demand and
optimize supplier
interactions across
extended value
chains
Market, sell and
fulfill the right
product and service
at the right price,
time and place
Service customers flawlessly, predict and drive customer loyalty
Power has shifted to the customer — compressing margins and changing paradigms
In this new era, businesses need to:
© 2011 IBM Corporation 7
It drives growth by enhancing, extending, and redefining the value you provide
At IBM we call the path forward: Smarter Commerce
Smarter Commerce is a strategic approach that places the customer at the center of your business operations
It increases margins by boosting efficiency at every stage of the commerce cycle
It synchronizes your entire value chain to deliver consistent and predictable outcomes
It maximizes the insight generated through customer interactions
It capitalizes on social and mobile commerce
It improves collaboration and visibility for your customers & partners
Customer
© 2011 IBM Corporation 8
Customer
Smarter Commerce focuses on three dimensions centered around the customer
You need an approach that
allows you to more effectively
connect, collaborate, conduct
commerce and create a
differentiated customer
experience
In today’s world of instant
business, you need deep
insights, in real-time that you
can turn into immediate action
Customer Insight In turn, you must re-think
how your customers define value, and the changes you
must make to your value chain so you can deliver
exactly what your customers want - profitably
Customer Value Strategy
Customer & Partner Engagement
…increasing the value companies generate
for their customers and partners in a
rapidly changing digital world
© 2011 IBM Corporation 9
Smarter Commerce can help transform every phase of the commerce cycle
Buy Drives intelligent,
adaptive and optimized
extended supply chains based on
customer demand
Market Creates
personalized and relevant offers
with unified cross-channel
marketing
Service Anticipates
behavior and delivers flawless customer service
across all channels
Sell Enables
customers and partners to
buy what they want, when and
where
Sourcing, controlling and procurement of goods and services
Targeted and personalized marketing across all customer interactions
Selling and fulfillment of products and services across all channels
Servicing
customer needs across all
interaction channels
Market Buy
Service Sell
Customer
Insight Strategy
Engagement
© 2011 IBM Corporation 10
Solution Mapping
© 2011 IBM Corporation 11
Smarter Commerce solution on-ramps for midsize businesses
Market Buy Sell
IBM Retail Store Solutions
IBM SPSS Modeler Premium
IBM WebSphere Portal Express
Supply Chain Management & Performance
B2B Trading Partner Integration Cross-channel Selling & Fulfillment
GTS SWG STG
IBM WebSphere Commerce Express IBM Sterling Connect:Direct
IBM Smart Analytics System 5710
Enterprise Marketing Management
IBM WebSphere Portal Express
IBM Coremetrics Dig Mktg Suite
IBM Unica Marketing Operations OnDemand
IBM Unica Email Optimization OnDemand
Service
IBM SPSS Modeler Premium
IBM Smart Analytics System 5710
Customer Analytics
IBM SPSS Modeler Premium
IBM i for Business Intelligence
IBM i Solution Edition for SugarCRM
Express PCI Assessments
Service & Support
IBM WebSphere Portal Express
IBM Sterling B2B Collaboration Network
Customer Integration & Collaboration
IBM WebSphere Portal Express
IBM Sterling Connect:Direct
IBM Sterling B2B Collaboration Network
IBM AnyPlace Kiosk
IBM Cognos Express
© 2011 IBM Corporation 12
Offerings One-Pagers
© 2011 IBM Corporation 13
IBM SPSS Modeler Premium
Messaging link to the CMO Study Findings
In the digital era, organizations need to understand customers and act quickly on what they learn. As midmarket marketing leaders manage the shift towards digital
technologies, enhancing customer loyalty/advocacy is their top priority. IBM SPSS Modeler Premium enables organizations to mine their data to uncover hidden
patterns that can be used to answers questions such as – which product is a customer segment likely to buy, which channels does a customer prefer, which products
can be upsold / cross-sold to a particular customer segment.
Benefits / Business Value
Ability to identify which customers are likely to respond to a marketing offer
Ability to predict what products and services prospects are likely to purchase together (retail market basket analysis)
Mitigate risk through preventive action
– Identify which insurance claims have a high probability of fraud
– Predict which robots on an assembly line are likely to fail (predictive maintenance)
– Deploy police resources based on "hot spots" (predictive policing)
Solution Overview
IBM SPSS Modeler Premium is a powerful, versatile data and text analytics
workbench that helps midsize organizations build accurate predictive models
quickly and intuitively in order to proactively and repeatedly exploit revenue
opportunities, reduce costs and increase operational productivity.
It goes beyond the analysis of structured numerical data alone to help with the
analysis of unstructured data, such as web activity, blog content, customer
feedback, e-mails, articles and more, to create the most accurate predictive
models possible.
Why IBM
Combines enterprise-scale data and text mining capabilities coupled with extensive integration capabilities
Allows business stakeholders to create powerful predictive models visually and intuitively
Provides an integrated workbench for both numerical and text analytics that can be integrated with IBM’s Business Intelligence platform to not only generate insights but also share results with the larger organization and include them as part of the planning process
Additional Sales Enablement
PartnerWorld
Pain Points
Inability to use historical data to predict the future and thereby anticipate and
prepare for events
Given the volatility of both financial and consumer sentiments, generating
insights from historical trends is a complex task
Opportunity to identify the right segment for a particular campaign/product and
services before launching them
False claims and attempts at insurance fraud
Client References
Neck & Neck
Mentoring Minds
PostFinance
© 2011 IBM Corporation 14
Messaging link to the CMO Study Findings
Midmarket marketing leaders say their four biggest challenges are decreasing brand loyalty, the data explosion, growth of channel and device choices and social media.
In order to cope with the data explosion, enterprises need data warehousing solutions that help them overcome departmental si los and make sense of the huge amount
of data both within and outside the organization.
Benefits / Business Value
Ability to gain insight through the analysis of both structured and unstructured data
Ease of use through visual tools to aggregate and transform data and wizards and templates to simplify data mining
Reduced administration costs through pre-optimized workload management feature
Proven technology out-of-the-box
Integrated single vendor support
Solution Overview
IBM Smart Analytics System 5710 offers a combined solution consisting of a
simplified, integrated, data warehousing platform and a complete business
intelligence and analytics suite. This compact, appliance-like solution is a single
system delivering the right balance of power and simplicity out-of-the-box. Pre-
integrated and optimized with IBM software and hardware based on years of
experience, midsize customers can get results in days rather than months.
Available on the Linux platform, IBM Smart Analytics System 5710 offers the
following pre-configured capacities: 1,485 GB, 3.0 TB and 13.2 TB.
Why IBM
Faster time to value - with an industry unique combination of analytics software and server and storage hardware optimized for top performance by IBM experts and delivered by local solution providers
Compact - a single system delivering the right balance of power and simplicity; it consumes 50% less floor space than its X050 model predecessors, helping further reduce storage costs
Proven technology - from an industry leading IT vendor with years of client successes with systems optimized for analytics workloads
Additional Sales Enablement
PartnerWorld
ibm.com
Blog: Want to get started with
Business Analytics?
Pain Points
Velocity of business requires more data analysis to be done faster
Lack of expertise and time to tune and optimize software
Information not leveraged effectively because it is incomplete or siloed
Increased need to aggregate and analyze information dynamically
Increasing cost of management
Need to address increasingly mixed workload environment
More diverse environments to address diverse user population and data with
the same or fewer support personnel
Client References
Convergence CT
A.G. Barr
IBM Smart Analytics System 5710
© 2011 IBM Corporation 15
Messaging link to the CMO Study Findings
Demonstrating ROI and increasing the effectiveness of marketing is a top focus for CMOs. IBM Cognos Express provides compelling reports and ad hoc queries that
can be used by CMOs to demonstrate their effectiveness and provide consistent and reliable information to answer critical business questions. In addition, the scenario
building capability of Cognos helps marketing leaders plan the impact of various strategic scenarios thereby enabling them to react quickly to changing business
conditions.
Benefits / Business Value
Provides consistent, reliable information to answer critical business questions:
How are we doing? Why? What should we be doing?
Enables the organization to react quickly to changing business conditions
through streamlined reporting, planning, budgeting and forecasting
Increases productivity and revenue and reduces operational costs
It Is easy to buy, install and use
Solution Overview
Integrated business intelligence (BI) and planning solution, purpose-built to meet
the needs of midsize companies. It delivers the essential reporting, analysis,
dashboard, scorecard, planning, budgeting and forecasting capabilities that
midsize companies need at a price they can afford. Everything is included in a
pre-configured solution that is easy to install, easy to use and easy to buy.
Why IBM
Cognos is the first and only integrated business intelligence and planning solution purpose-built to meet the needs of midsize companies
Pre-configured solution that is simple to install, configure, administer, manage and use, minimizing technical effort and resources
Provides the widest range of business intelligence capabilities in the industry
Allows clients to start small, start anywhere
Protects a client's investments with a solution that grows with their business need
Additional Sales Enablement
PartnerWorld ibm.com
Pain Points
Business users don’t have access to the information they need
Users do not have confidence that they have the information to make better
decisions
Inability to deliver timely, reliable forecasts and plans that align operational
tactics with financial targets
Limited IT resources, BI and predictive analytics expertise and budgets
Client References
McCormick and Schmick’s Restaurants
Mercury Medical
Cincinnati Zoo and Botanical Garden
IBM Cognos Express
© 2011 IBM Corporation 16
Messaging link to the CMO Study Findings
Many organizations struggle to develop customer insights because they primarily focus on understanding markets rather than individuals. In this digital era, where
customers are doing more and more shopping online, organizations need to readily understand customers’ online behaviors and act quickly on what they learn. IBM
Coremetrics Digital Marketing Optimization Suite enables organizations to profile online visitors at an individual level and track them through the various stages of the
sales cycle.
Benefits / Business Value
SaaS based application designed to be purchased and used by marketeers
without support from IT
Complete customer profile to target customers better
More effective targeting and re-targeting
Increased marketing ROI
Improved marketing asset utilization and customer loyalty
Solution Overview
Through the fusion of web analytics and marketing automation, IBM Coremetrics
Digital Marketing Optimization Suite empowers marketers to turn site visitors into
repeat customers and loyal advocates, by orchestrating a personalized and
compelling experience throughout each customer’s digital lifecycle. Coremetrics
Web Analytics is the base offering with sophisticated analytics and marketing
automation applications available as add-on components.
Why IBM
Recognized as industry leader by Forrester Wave, October 2011
Superior digital marketing capabilities especially in marketing attribution and
real-time analytics
Vision and solutions for Smarter Commerce
Robust SaaS platform
Additional Sales Enablement
PartnerWorld
Pain Points
Margin compression as consumers hunt for bargains online and in stores
Challenge in predicting consumer preferences and buying behavior in the
online environment
Need view of consumer behavior across channels for a holistic customer
profile
Inability to respond quickly and in real time to customer behaviors
Client References
Ace Mart Restaurant Supply
FootSmart
SkyMall, Inc.
IBM Coremetrics Digital Marketing Optimization Suite
© 2011 IBM Corporation 17
Messaging link to the CMO Study Findings
Across all industries, the two biggest barriers hindering CMOs from adopting new tools and technologies are cost and lack of certainty about ROI. Midmarket marketing
leaders are in agreement, with 82 percent citing cost as the biggest barrier to technology adoption and 60 percent citing lack of ROI certainty. With IBM Unica Marketing
Operations OnDemand, both barriers are successfully overcome, as this offering helps the CMO capture value by doing more with less resources and drive greater
efficiency in running a leaner marketing organization.
Benefits / Business Value
Improves and increases marketing efficiency with greater throughput
Track and report on project progress to remain on schedule and within budgetary limits.
Organize a digital marketing asset library for use by internal personnel and external agencies and vendors.
Speed campaigns to market by eliminating the barriers to collaboration through hosted markup and approval tools.
Easy to administer and maintain, with a quick deployment cycle (i.e. in days)
Additional Sales Enablement
PartnerWorld ibm.com
Pain Points
The global marketplace has made collaboration across departments more
challenging. Workforces are scattered across time zones and dedicated
marketing personnel are limited; yet are expected to deliver on time without
exceeding available budgets.
Marketing organizations are still relying on paper tracking mechanisms to
coordinate digital marketing efforts.
IT staff is lean and prioritizes meeting operational needs rather than
addressing marketing requirements.
Client References
IBM midmarket client references are not yet available based on recent acquisition
of Unica
IBM Unica Marketing Operations OnDemand
Solution Overview
Marketing Operations OnDemand is a hosted single marketing resource
management console that empowers marketing operations with tactical
campaign tracking and accountability, strategic program collaboration and asset
management across the entire company. Provides marketers with a rich set of
capabilities available “on demand” that help marketing teams work more
productively and effectively do: Planning & Budgeting; Workflow, traffic, and
scheduling; Online proofing, mark-up, reviews, and approvals; Expense
Tracking; and Time Tracking.
Why IBM
• In October 2011, IBM (Unica) is positioned as a leader in the Gartner Magic
Quadrant for Integrated Marketing Management: "IBM (Unica) is a Leader for
its broad IMM [Integrated Marketing Management] vision, its execution in
multichannel campaign management and integrated MRM (marketing resource
management) offerings, its trek toward digital marketing and its on-demand
production management capabilities.”
• Depth and breadth of IBM portfolio to support the entire spectrum of Smarter
Commerce needs with a a modular approach to address key challenges today
and grow with confidence.
© 2011 IBM Corporation 18
Messaging link to the CMO Study Findings
As the pressure on CMOs grows to improve the ROI of marketing, they must increase the penetration of digital marketing techniques such as email marketing. IBM
Unica Email Optimization OnDemand can help improve digital marketing ROI by ensuring that more emails get through to customers. It also provides insights about the
actions users take upon receiving the marketing messages at an individual level.
Benefits / Business Value
A positive brand experience for customers across platforms and channels.
Rendering: Ensures uniform rendering of emails across all mobile, desktop and
web email clients
Deliverability: Track whether your emails are being delivered to the inbox or
spam folder & improve performance through quick & targeted intervention
Social Email Analytics identifies when customers share links from email
campaigns on Facebook & Twitter providing insight on how email drives
activity and engagement across-channels and platforms.
Additional Sales Enablement
PartnerWorld
ibm.com
Pain Points
• Email clients, mobile devices and browsers all render emails and landing
pages uniquely making it difficult for an email marketer to test if their emails
render properly without the use of automated tools
• ISPs constantly evolve their anti-spam filtering schemas causing legitimate
email to be routed or marked as spam.
• Blacklists can hamper the ability of a legitimate marketer to deliver email to
their customers, without tools and insight they may not know they are black
listed nor be able to resolve the blacklisting without significant brand damage.
• Inability to identify who are the most potent social influencers.
IBM Unica Email Optimization OnDemand
Why IBM
• In October 2011, IBM (Unica) is positioned as a leader in the Gartner Magic
Quadrant for Integrated Marketing Management: "IBM (Unica) is a Leader for
its broad IMM [Integrated Marketing Management] vision, its execution in
multichannel campaign management and integrated MRM (marketing resource
management) offerings, its trek toward digital marketing and its on-demand
production management capabilities.”
Depth and breadth of support for email clients, browser and mobile clients.
Solution Overview
IBM Unica Email Optimization is a cloud based solution to optimize email
communications from creation, deployment, social sharing and landing pages.
It has several components, including Design and Rendering tools, Deliverability
Tracking via seed list, Email Client Identification and Social Email Analytics,
which allows customers to track the viral potential of every link in their emails.
Client References
IBM midmarket client references are not yet available based on recent acquisition
of Unica
© 2011 IBM Corporation 19
Messaging link to the CMO Study Findings
CMOs are facing significant challenges and most feel underprepared to manage them. Overall, the data explosion, social media, growth of channel and device choices
and shifting consumer demographics were the top four concerns for all CMOs. In this digital era, organizations need to understand customers and act quickly on what
they learn. IBM Websphere Commerce Express enables midsize firms to quickly establish a web presence, thereby allowing them to leverage the digital channels
effectively and efficiently, both upstream and downstream.
Benefits / Business Value
Enables you to launch an online presence with the basics, then grow as your
needs change
Allows you to create and customize the store site right away with out-of-the-box
capabilities
Provides powerful tools that allow business users to manage their site
effectively without special technical skills
Delivers a flexible solution, built on open standards
Solution Overview
Designed for small to midsize businesses looking to jumpstart their online
presence, IBM Websphere Commerce is a complete solution designed to help
growing companies do business on the Web.
The solution provides a broad collection of tools for easy administration and
management of your site. Most are built into an intuitive web-based framework
called IBM Management Center for WebSphere Commerce, which can help you
with everything from managing the look and feel of your store, to catalog
management, to creating and maintaining orders, and tracking store activities.
Why IBM
IBM has the broadest commerce portfolio which enables customers to not only meet their current requirements but also plan for the future without needing to make unnecessary investments today
IBM Websphere Commerce Express is an essential solution that offers capabilities used by top midsize internet retailers
Easy to use, with a ready to deploy Starter store that increases speed to market and reduces TCO
Mobile commerce, social commerce, marketing and merchandising capabilities integrated.
Additional Sales Enablement
PartnerWorld ibm.com
Pain Points
Improve customer service in order to increase sales, better serve existing customers, attract new customers, and increase loyalty or retain current customers
As business models evolve, a number of customers are moving to online space to buy, creating an immediate need to move customer interactions to the most cost-effective channels like the web
Reach new markets (for example, do business in new locales, sell to businesses as well as consumers)
Client References
Bishop Co.
BJU Press
IBM WebSphere Commerce Express
© 2011 IBM Corporation 20
Messaging link to the CMO Study Findings
Forward thinking midmarket CMOs need to capitalize on new digital channels to foster new relationships, engage with customers throughout the entire customer
lifecycle, and build online communities to strengthen brand loyalty. IBM WebSphere Portal Express can help them by offering application integration, document
management, web content management and collaboration capabilities in addition to popular social capabilities, such as blogs, wikis, tagging and ratings, in a single,
easy-to-deploy solution targeted at small and medium business.
Benefits / Business Value
IBM WebSphere Portal Express enables midsize businesses
• To deploy Intranet/extranet example sites in under an hour and customize as needed to add capabilities; or build-from-scratch using a Site Wizard or leveraging WebSphere Portal NOW.
• To quickly create/modify portal content without IT help
• To provide customers and employees with timely information and access to applications, people and processes via a single consistent user interface.
• To easily leverage popular social capabilities, including blogs, wikis, tagging and ratings,
Why IBM
IBM WebSphere Portal Express:
Is extensible, open standards- based, and can grow to address the needs of
practically any size organization, helping ensure the value of your IT investment
Provides a broad range of integrated services required to support customer
facing business with ready portal web solutions
Additional Sales Enablement
ibm.com
Pain Points
Responsive to the needs of the marketplace by providing customers with highly
personalized access to what they need, when they need it, anywhere, any time
Drive revenue and increase brand loyalty by providing enhanced web
experiences that include native social and mobile capabilities
Improve access to expertise within the organization and collaborate in real-time
Client References
Mark’s Work Warehouse
IBM WebSphere Portal Express
Solution Overview
IBM WebSphere Portal Express:
Can help small and midsize businesses easily deploy and customize web sites to accelerate time to value
Offers application integration, document management, web content management and collaboration capabilities in a single, easy-to-deploy solution targeted at small and medium businesses
Includes popular social capabilities, namely blogs, wikis, tagging and ratings, as well as an updated configuration wizard and enhanced analytics support
© 2011 IBM Corporation 21
Messaging link to Smarter Commerce
Smarter Commerce improves collaboration and visibility with your customers and suppliers. B2B Integration provides seamless and secure integration of key business
processes. With B2B Integration companies can: 1) Build and maintain a dynamic supplier community and customer connections; 2) Automate and optimize information
movement within the supplier community and B2B customers; 3) Integrate supplier and customer information with internal systems; 4) Provide a foundation for
strategic decision making for collaborative supplier communities and B2B customers.
Benefits / Business Value
Improve responsiveness by supporting any data type or format with over 300,000 pre-connected trading entities
Boost profit margins by automating business transactions with partners of any size or technical capability
Optimize B2B performance by improving strategic decision making with real-time end-to-end process visibility
Faster trading partner on-boarding
Reduce the risk of non-compliance with secure signing, validation, and transparent auditing
Solution Overview
IBM Sterling B2B Collaboration Network is a flexible cloud B2B Integration
solution providing reliable, secure connectivity and collaboration with customers
and business partners. It also delivers unprecedented visibility and control over
the business processes shared with outside companies. IBM Sterling B2B
Collaboration Network suite of services includes IBM Sterling Information Broker
as well as a comprehensive set of community services, transformation services,
visibility services and software-as-as-service.
Why IBM
In 2011, Aberdeen Research conducted an analysis of IBM Sterling Collaboration Network customers and found that automating manual process for the most common transactions results in cost savings between 58% - 77%.
IBM offers a modular approach to address key challenges today and grow with confidence
Facilitate growth of B2B community without burdening internal resources and capital
Deploy solutions on-premises, as-a-Service, or as a hybrid combination.
Additional Sales Enablement
PartnerWorld ibm.com
Pain Points
Increasingly diverse business communities
Costly, error-prone manual business processes
Complying with customer requirements
Lack of real-time business visibility & control
Limited IT & business resources to implement & manage B2B infrastructure
projects
Finance and compliance issues; failed audits
Lengthy on-boarding of new partners
Client References
Huhtamaki Americas
The Random House Group
IBM Sterling B2B Collaboration Network
© 2011 IBM Corporation 22
Messaging link to Smarter Commerce
Smarter Commerce Customer Integration & Collaboration helps enterprises optimize their B2B customer interactions. The solution enables companies to 1) connect
with their B2B customers and partners, building and simplifying system communications, and 2) automate the transactions, files and business processes through which
revenue flows. Once connection and automation have been accomplished, the solution 3) enables improved collaboration between the people involved. The
collaborative foundation fosters innovation and provides increased visibility for more strategic decision-making. IBM is the only vendor who can offer a comprehensive
solution that is integrated and offers you choice in delivery models.
Benefits / Business Value
Scalable architecture to support growth.
Reliable & secure file transfers, internal or external to the organization, regardless of use case.
Visibility over file transfers with audit trails and reports to verify compliance and adherence to SLAs.
Consolidation of file transfer servers and security management.
Automated processes in transforming and routing files.
Reduced time & costs to on-board & troubleshoot trading partner file transfers.
Why IBM
Ranked as a leader in B2B Integration and Managed File Transfer by Gartner
Security
- The IBM Sterling protocol has never been breached
- The average cost to mitigate a security breach is $6.65M2
Improved staff productivity
- Minimize failures – a 99.9997% measured file transfer success rate.1 The average cost per file transfer to troubleshoot is $.05221
Additional Sales Enablement
PartnerWorld ibm.com
Pain Points
Comply with customer B2B mandates Improved customer service - Answer the question, “where is my order/file?” Performance of growing volume of file transfers Increasing security risks to networks & data High risk of FTP based file transfers Increasing costs for file-based data movement Delays in on-boarding new trading partners Lack of visibility over file transfer activity & SLAs Provide actionable information to business users Impact to business of unreliable file transfers
Client References
SXC Health Solutions
Taishin International Bank
IBM Sterling Connect:Direct
1Data points referenced in this presentation represent findings from an internal IBM Sterling research study - December 10, 2009 2 Data from Ponemon Institute 2009 Annual “Cost of Data Breach” US studies
Solution Overview
IBM Sterling Connect:Direct is the point-to-point file transfer software optimized
for high-volume, secure, assured delivery of files within and among enterprises.
Sterling Connect:Direct can deliver files with: Predictability that assures
delivery via automated scheduling, checkpoint restart, and automatic
recovery/retry; Security that ensures that customer information stays private,
and that file transfers are auditable for regulatory compliance via a proprietary
protocol, authorization, and encryption (FIPS 140-2, and Common Criteria
certified); Performance that handles the most demanding loads, from high
volumes of small files to multi-gigabyte files.
© 2011 IBM Corporation 23
Messaging link to the CMO Study Findings
Today’s midmarket CMOs need to find ways to use the increasing flow of data to their advantage and turn insight into action that drives a better bottom line. Organizing
and using their information strategically is key. IBM i for Business Intelligence establishes a foundation for a data warehouse and makes operational reporting easy.
Benefits / Business Value
Turn data into insight
Operational reporting made easy
Establishes a foundation for a data warehouse
Leverages existing system i skills and resources
Solution Overview
IBM i for Business Intelligence is a packaged solution targeted at existing IBM i
midsize customers that combines the strengths of Power Systems, IBM i, DB2 for
i, DB2 Web Query and data transportation software to deliver an integrated
platform that houses the extracted and transported data sourced from production
systems. It enables midsize businesses to quickly and easily get up and running
with operational reporting and transition into a robust data warehouse as
business needs change. It is offered in 3 configurations, all including 3 days of
services to ensure a fast start.
Why IBM
A secondary box:
- Alleviates processing cycles on the production environment
- Gets the customer new technology without disrupting their production box
- Can be used for many other things too - i.e. testing new levels of OS;
development
Start-up services allow a fast start – new informational reporting in 3 days
Additional Sales Enablement
PartnerWorld
Pain Points
Forced outside of an IBM i infrastructure to avoid impact to production system
Using Query/400 – and missing the advantages of web-based access and rich
graphical interfaces
Client References
No references available, as this offering has been recenly announced.
IBM i for Business Intelligence
© 2011 IBM Corporation 24
Messaging link to the CMO Study Findings
To delight customers and increase their loyalty, midmarket marketing leaders need to integrate marketing with all sales channels to gain a better understanding of each
individual customer. They also need to work with their CXO peers to ensure the organization consistently displays its character at every marketing, sales or customer
service interaction. The IBM i Solution Edition for SugarCRM is a fully integrated solution that helps streamline marketing, sales and support to provide a single view of
the customer, enabling the company to treat each individual customer the way he expects everytime. The positive impact on revenue and customer satisfaction
combined with the low cost of acquistion and ownership of this bundled solution helps deliver the ROI that CMOs tend to be measured on.
Benefits / Business Value
Helps increase revenue with additional and faster sales while reducing sales expense for sales tracking
Streamline marketing, sales and support with a fully integrated CRM solution that includes the security and control of an integrated hardware and software solution
Leverage software optimized to run on the IBM i platform, for industry leading scalability, performance and energy efficiency
Reduce cost of acquisition with bundled pricing and cost of ownership with minimal maintenance and ongoing support
Solution Overview
IBM i Solution Editions are designed to help midsize businesses take advantage of the combined experience and expertise of IBM and independent software vendors (ISVs) in building business value with IT investments. Each Solution Edition provides a simplified, easy to manage, high performance IT environment for core business applications. This SugarCRM and IBM solution provides simple cost-effective customer relationship management (CRM) to help build lasting relationships with customers. Coupled with the total integration delivered by IBM i and the Solution Edition system discount, this solution delivers the performance today’s businesses need while driving down the total cost of ownership.
Why IBM
Fully integrated solution that combines the industry leading scalability,
performance, energy efficiency and high availability of the IBM i platform with a
fast growing, simple and cost effective CRM solution.
Superior service and support with highly coordinated joint service teams
Easy to deploy (install in minutes) and integrate with existing systems
SugarCRM is based on open source, so it can easily be modified or extended
to work with existing or new applications
Additional Sales Enablement
PartnerWorld
PW – SugarCRM Product Capabilities
Pain Points
Need to provide marketing, sales and customer support with a single view of
the customer to support business growth
Need to be more responsive to customers to increase customer satisfaction
Need to build lasting relationships with customers
Need to deploy a CRM solution on a platform that is scalable, easy to
administer and secure
Client References
No references available, as this offering has been recenly announced.
IBM i Solution Edition for SugarCRM
© 2011 IBM Corporation 25
Messaging link to the CMO Study Findings
Marketing ROI is a key metric for today’s CMOs. One way a CMO can help improve marketing ROI is by influencing the customer experience across all channels that
customers use to buy. For the traditional bricks and mortar shopping environment, IBM SurePOS point-of-sale solutions help speed checkout and enhances customer
service by enabling price lookup in addtion to providing a multi-channel view of customers.
Benefits / Business Value
Helps speed checkout and enhances customer service by enabling price lookup, faster transactions, multi-channel view of customers
Open platform enables easy integration with newly introduced systems
Reduces IT cost by managing your POS and applications from a central site
IBM retail hardening helps ensure system reliability in a variety of environments and helps extend service life to 7+ years, reducing environmental waste
Extended 2 – 3 year marketing cycle helps businesses add technology without “rip and replace”
Solution Overview
IBM SurePOS point-of-sale solutions are for small to midsize retailers that need
the same reliability and performance as large, global organizations and demand
exceptional value. These solutions provide the power and industry-leading
technology to run today's off-the-shelf and customized applications for front-end
and back-office functions, including checkout and inventory control. In addition,
the energy-efficient processor helps reduce power consumption and virtually tool
free serviceability helps lower total cost of ownership.
Why IBM
Investment protection - Retail hardened design, reliability, IBM breadth of
product offerings, open standards, systems management capability means you
can grow with IBM with low TCO.
Energy efficiency through deep sleep power automation
Tool-free serviceability with easy access to key components
Superior customer shopping experience
Additional Sales Enablement
PartnerWorld
ibm.com
Pain Points
Need to improve same-store sales and optimize checkout
Employees lack knowledge of products and systems
Lack of POS flexibility/expandability to deliver needed functionality
Increasing POS support costs
Implementing new functionality, including computer-generated ordering / replenishment, payment card initiatives, loyalty programs and loss prevention
Low reliability of POS solution affects the ability to conduct business
Minimizing environmental impact
Client References
Vicsal Development Corp.
Limited Stores, LLC
Compass Group France
IBM SurePOS
© 2011 IBM Corporation 26
Messaging link to the CMO Study Findings
Today’s CMOs can improve marketing ROI by influencing the customer experience. Providing self-service technologies for customers helps meet the growing demands
of customers who expect to have options to shop wherever and whenever they want. By offering this flexibility, companies can improve their customer service and build
customer loyalty – an area that CMOs feel unprepared to deal with. The innovative IBM AnyPlace Kiosk unit delivers a powerful multimedia experience in an ultra-
compact form factor with the flexibility to be placed virtually anyplace.
Benefits / Business Value
Flexibility to be placed virtually anyplace
Easy to manage, easy to service, and built eco-friendly with an innovation design for ultimate usability
All-in-one integrated design, avoiding the purchase of separate pieces, parts or accessories and taking advantage of features and hardware that are designed to work together
Robust, stable platform, helps enable efficient roll out of self-service solutions, and of future deployments
Solution Overview
The innovative IBM AnyPlace Kiosk unit delivers a powerful multimedia experience in an ultra-compact form factor with the flexibility to be placed virtually anyplace. This family of kiosks is easy to manage, easy to service, and built eco-friendly with an innovation design for ultimate usability. It can be used in a variety of applications from the growing IBM Self Service Alliance program of IBM Business Partners. The IBM AnyPlace Kiosk family includes performance units in 19", 17" and 15" sizes that offer larger screens, faster processors, more memory, larger hard drives and faster graphics as well as dual-display capability and wireless options to enable superior digital media kiosks.
Why IBM
Unmatched depth and breadth of self-service expertise that drives real
business value
Superior integration capabilities to protect legacy investments and extend
business assets
Additional Sales Enablement
PartnerWorld
ibm.com
Pain Points
Difficulty in attracting and retaining customers who will remain loyal to your business
Difficulty in training and educating store employees to have the breadth and depth of product knowledge to meet consumer needs
Lack of a differentiated in-store experience versus local and national competitors
Dissatisfied customers who are forced to wait in long lines to complete transactions/tasks that can be easily automated with a self-service kiosk
Client References
Riso Gallo S.p.A.
Specsavers
IBM AnyPlace Kiosk
© 2011 IBM Corporation 27
Messaging link to the CMO Study Findings
The Payment Card Industry – Data Security Standard is an extensive guideline that regulates how credit / debit card data needs to be secured. There are 12 areas that
each company needs to comply with in order for them to be able to process credit/debit payment transactions. What would it mean to your business if you were found
non-compliant and your business was not allowed to process credit an debit transactions? Would your clients be able to process orders? Would you lose some
business? Would you lose some clients? Protect the ability of your customers to pay you electronically and make sure that how you handle their payment information
protects their data.
Benefits / Business Value
Certified PCI subject matter expertise to walk clients through the entire compliance process
Increases efficiency in achievement and maintenance of PCI compliance
Reduces costs of achieving and maintaining PCI compliance by taking the guesswork out of interpreting the PCI requirements and the remediation steps to become compliant
Acts as advocate for client with PCI Standards Board to get compensating controls approved
Solution Overview
Express PCI assessments are designed to help clients meet the Payment Card Industry Data Security Standard for compliant quarterly network vulnerability scans. Our services are intended to help those clients who need to meet PCI requirements as well as those that have already achieved compliance but need to continue to gain efficiencies in maintaining PCI compliance.
• The entry point for this play is the Express PCI assessments
• Additionally, Express PCI assessments provide pull through and uncover additional IBM sales opportunities for additional PCI assessment services as well as IBM cross brand solutions from SWG, STG, GBS and GTS
Why IBM
The IBM offer includes subject matter expertise to assist customers in
interpreting the results of automated scans, Other vendors offers scans only
and leave it up to the client to understand the results and implement the right
remediation steps for compliancy.
IBM is the only vendor with solutions that address all 12 PCI requirements
IBM is globally certified to perform PCI services and unlike others, provides full
remediation assistance to help clients meet PCI requirements more quickly
and efficiently.
Pain Points
Lacking the expertise on staff to understand the output of network vulnerability
scans and identify areas of non-compliance
How to take necessary remediation steps required to pass the quarterly PCI
vulnerability scans for certification
How to gain efficiencies to maintain PCI compliance from a cost, resource and
solution standpoint
IBM TMS - security enablement & vulnerability management - Express PCI assessments
Additional Sales Enablement
PartnerWorld ibm.com
Client References
Tilly's Inc.
© 2011 IBM Corporation 28
APPENDIX
© 2011 IBM Corporation 29
Where to look for additional Information
Systems and Technology Group PartnerWorld – Systems & Technology Group
Software Group
PartnerWorld – Software
Global Technology Services PartnerWorld - Global Technology Services
IBM Global Financing PartnerWorld - IBM Global Financing
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