ibm software group | websphere software ® websphere business partner executive planning workshop...

IBM Software Group | WebSphere software

®

WebSphere Business Partner Executive Planning Workshop

May, 2005IBM WebSphere Business Partner Sales and Marketing

IBM Software Group

© 2004 IBM Corporation


Workshop Agenda Business Overview

Discussion around questionnaire Other relevant background topics

WebSphere topics to stimulate ideas and opportunities

Ideas to Leverage

Account Strategy Qualification / progression / closing tactics and assistance on existing opportunities Long term strategy

Services / Solution Development Discussion New services or solutions incremental to current capabilities New services or solution area Skill development and enablement

Pipeline Building Initiatives Review of current marketing initiatives Identify new demand generation activities

Wrap Up and Next Steps


Sample actions from a workshop1. General issues:

- send the presentation about WS to BP IBM

- WS Roadmap for the next 6 - 12 months IBM

- iSeries contact IBM

- SBO case Express products USU mail to Brian IBM

- Document of BLU - Team to public BP

2. Opportunity Customer A:

- check with local WS Commerce Sales team

a) studies from Gartner of the development of shops

in total and the common go to market model IBM

b) possible contact to an consultant who could

support Customer A in its planning for an eshop IBM

c) check out, if there are any commerce forums in local country

for customers to participate and exchange knowhow IBM

- coordinate the Team Sercon, SWG, HW and Customer A

to clarify the strategy for the customer and work together IBM

- present proposal in November BP

3. Opportunity Customer B:

- POC IBM Portal on iSeries together with HATS SWIC/ BP

- contact into iSeries, what SW is delivered for free with the HW IBM

- Olap Topic - perhaps discussion about Cube Views IBM

Present proposal to customer in November BP


®

WebSphere topics to stimulate ideas and opportunities

IBM Software Group


Back to Agenda


2005 SMB Opportunity is Larger and Growing Faster than Large Enterprise WebSphere Revenue Mix is Skewed to Integrated/Aligned

Sources: GSMB Finance, 2H04 GMV

2004 Planning Forecast vs. Mkt Oppty

0%10%20%30%40%50%

60%70%80%90%

100%

WS Rev Mkt Oppty

Integ/Aligned

SMB

2005 WW WebSphere SMB (Med/Large) middleware opportunity = $5.8B @ 5.7% AGR Large enterprise opportunity = $6B at 4.2% AGR The WebSphere revenue mix is skewed to slower growing large enterprise accounts

Marketplace Insight: WebSphere SMB Market Segmentation

$6B

4.2% AGR

$1.9B

4.2% AGR

$3.0B

6.6% AGR

$4.6B

8.9% AGR

# o

f custo

me

rs

Millions

Thousands

Small Bus.1-99

Medium Bus. 100 – 999 (Territory Mid-Market)

Large SMB 1000+ (Territory Focus Accounts)

Large Enterprise 1000+ (Integrated/Aligned)

IBM S&D Coverage: Companies not covered by Integ/Aligned teams are covered by GSMB teams


On Demand Drives Results Through Business Flexibility

Companies that are farther along in their On Demand Business journey show stronger business results than others in their industry

1.3 pts 1.2 pts .6 pts

Improvement in Performance Metrics vs. Industry Peers*

Gross Profit

MarginROI ROA

15 pts

Higher growth inEarnings

*Median difference in 3 year improvement of performance metric between the most advanced companies and their sectors (S&P 1500) in North America.

Source: IBM On Demand Business Impact Research Analysis, December 2004

1.8 pts

P/E


Why WebSphere - it drives additional REVENUE for YOU and Your Business Partner

WebSphere ServicesIntegration

DevelopmentHosting

New serversStorage

Processor upgrades

Development toolsSecurity/ DB2Portal add-ons

WASWBI

CommerceWireless

Portal

Websphere Sales Start out modest

However within the next 6-12 months

It can drive 5-10X of the initial sale With net new licenses of

software,servicesAnd hardware.


Changing Market Conditions Drive On Demand Business Needs: Addressing Top Business and IT Priorities

Top IT priorities

Top business priorities

Streamline or optimize business processes

Boost worker productivity across company

Improve customer service

85%

85%

84%

Application Integration

BI/Data warehouse

Security

42%

42%

48%

Sources: Outlook 2004: Priorities 1Q InformationWeek Research, January 2004;Merrill Lynch CIO Survey Results, September 2004

Economic volatility and globalization

Increasing consolidation across industries

Increasing regulations and industry standards

Technical realities

“More than 80% of CEOs see unpredictable market forces as the key inhibitor to growth.”

Source: IBM’s Global CEO Survey, February 2004


Evolution of WebSphere: Leading the Way to Flexibility and Responsiveness

BaseBase

HTTPHTTP

ServerServer

Java ServletJava ServletEngineEngine

DatabaseDatabase

Co

nn

ect

or

Co

nn

ect

or

WebSphereWebSpherePerformance PackPerformance Pack

Load balancingLoad balancing CachingCaching File replicationFile replication

ApplicationApplicationServicesServices

WebSphereWebSphereApplicationApplication

ServerServer

PastPoint Products

Base Application Server

PresentIntegrated Platform

Capabilities

IntegrationApplication

People Integration

Process Integration

Information Integration

InfrastructureApplication

Accelerators

Process Integration


PeopleIntegration


Application Infrastructure

StrategyService-Oriented Architecture (SOA)

Componentization StrategyBusiness Innovation and Optimization

Automate

Integrate

Connect

Optimize

On Demand Transformation


CompositeApplications

Effectiveness

Interactions

Efficiency

Connections

Tasks

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks


SIMPLIFIED WebSphere Marketing Message

Integrate people, processes and information

Extend your reach

Optimize application infrastructure

Process Integration


PeopleIntegration



Accelerators


Business Integration Enabled by IBM WebSphere

People Integration


Process Integration

ApplicationIntegration

ApplicationInfrastructure

Helping Improve Business Flexibility

Business Innovation & Optimization


Start with your business. Develop a step by step plan.

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks

From Large to Small Customers, Industry Specific Roadmaps:

(Banking, Financial Markets, Insurance, Electronics, Government, Retail, etc..)


Value: Framing New and Existing Projects in the Context of a Vision

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks

You Are Here

How Do I Get Here?


Business Flexibility News New Business Integration Adoption Model

New Acquisitions to Bolster the Business Integration Model

New Partnerships to Bolster the Business Integration Model

New Sales and Education Tools

SOA Self Assessment Tool

SOA Integration Framework

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks

People Integration


Process Integration



Collaborative PortalEnterprise PortalMobile Worker Access Conversational Access

Process Modeling and SimulationProcess AutomationProcess Management

Heterogeneous Data & Content IntegrationData Enhancement and TransformationMaster Data Management

Application ConnectivityApplication & Partner MediationEnterprise Backbone

Modernizing the User InterfaceIntegrating Legacy & Web InfrastructureBuilding a Secure, Robust Application Infrastructure


• Model business processes.• Simulate, predict

costs/bottlenecks• Modify to optimize.• Leverage models

What is it?

Value

• Understand how the business performs

• Insights to make the business perform better

• Test the impact of change without risk

Core:• WebSphere

Business Integration Modeler

WebSphere Offerings



What is it?

Value




Core:• WebSphere


WebSphere Offerings

Core:• WebSphere


WebSphere Offerings


Set a Vision of Flexibility, Establish a Roadmap

Set DirectionExecute

RoadmapRealize Business

Value

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks

Automate

Integrate

Connect

Optimize




Effectiveness

Interactions

Efficiency

Connections

Tasks

People Integration


Process Integration



Collaborative PortalEnterprise PortalMobile Worker Access Conversational Access

Process Modeling and SimulationProcess AutomationProcess Management

Heterogeneous Data & Content IntegrationData Enhancement and TransformationMaster Data Management

Application ConnectivityApplication & Partner MediationEnterprise Backbone

Modernizing the User InterfaceIntegrating Legacy & Web InfrastructureBuilding a Secure, Robust Application Infrastructure




What is it?

Value




Core:• WebSphere


WebSphere Offerings


1999

2000

2001

2002

2004-2005

WebSphere software product line launched to build, deploy and manage Java-based Web applications (Application Server & Performance Pack)

WebSphere software platformcommon development tools

Open integrated tool environment - Eclipse, Web services, Portal, PvC

Business Integration 5 styles of integration, Cross Worlds acquisition, Express launchMarket Share 1999

Application server 21.7%Business integration 12.8%

WebSphere Market Momentum

On demand operating environment, industry solutions, open services infrastructure with SOA

Market Share 2000Application server 22.1%Business integration 13.1%Portal: 3.4%


1998

2003



Source: Gartner Application Integration, Middleware and Portals Market Worldwide, August 2002 and May 2004

“IBM is gaining share in every market, whereas most vendors

were flat or negative.”Joanne Correia, Gartner Dataquest, “IBM continues

gains in server software,” CNET, May 12, 2004


IBM’s Proven Experience and Commitment to WebSphere

Nobody invests more $1 billion annual investment in

engineering

Over $5 billion investment in technology acquisitions

Over 6,700 IBM developers

Over 10,750 IGS technical practitioners trained on WebSphere

Continued success More than 87,000 WebSphere customers

More than 4,000 partners certified on WebSphere software since 1999

More than 3,150 active ISV solutions on WebSphere

Over 1.1 million registered WebSphere developers worldwide

Best Java Enterprise Portal Technology, Best Java Modeling Tool, Best Web Services Development Toolkit, Best Enterprise Application Integration Technology, Best Web Services Management Tool, Best Java Messaging Tool —JavaPro Readers’ Choice Awards (October 2004)

Technology Innovator: IBM WebSphere Business Integration Server Express —VARBusiness Magazine’s 2004 Technology Innovator Awards (October 2004)

Award-winning WebSphere Software

Best Web Services Solution: IBM WebSphere Application Server —2004 Codie Awards (May 2004)


At 6x Software revenue, Services opportunity is over $18 Billion.

Source: AIM Software, Worldwide, 2003 -- 2008, Gartner, July 14, 2004

Worldwide Segment Market Forecast for Application Integration Middleware and Portal Market Segments, New Software License Revenue (US$Millions)

For each $1.00 spent

on Applications, $1.10 spent

on Infrastructure

and $6.20 spent on Services.

$3.00B

$2.62B$2.80B

$3.21B

2005 2006 2007 2008

Integration Suites

CAGR 5.2%

Portal Products

CAGR 7.1%

App. Platform Suites

CAGR 11.6%

Back to agenda

®

IBM Software Group


Ideas to leverage

Back to Agenda


Best Practices - Partnering!

Define core strengths

Decide which complementary technologies to make internal investments in

Find other business partners who have complementary skills and go to market

Find consulting firms – mainly programmers and project managers who are entrenched in IT departments – and subcontract to them

Partner with IGS/BCS and ISSW – be subcontract able


Partnering Reference:

Software resell revenue Services revenue

Software revenue Services revenue

SAB WABCOBusiness Problem: Unacceptable customer satisfaction with order fulfillmentSolution: BPI: Integrate and streamline order management, supply chain, and

procurement

Sigma Integra (SI)Consulting and integration

skills using WBI

Sync, Inc. (ISV)“Sync Solutions”tm SCM software

packageNeeded integration to other business

systems for a full BPI solution

New Partnership! More Opportunities, Better Customer Coverage


Best Practices - Repeatable Solutions!

Focus on what you do best, tailored to solve specific types of business problems in specific industries.

“Product-ize” your solution

Sell through IBM

Get your IBM SSR-BP to help you engage with IBM Sales and Marketing


Repeatable Solutions Reference:

Royalty revenue Services revenue Software resell revenue

Services revenue

Product revenue

Finnveden PowertrainBusiness Problem: Reduce internal operational costs

Solution: Enable access to existing ERP system by customers and trading Partners.

ZystemsRepeatable WBI

MethodologyProven Success

CypointDelivered Corporate

PortalNeeded BI skills to complete solution

iCore“Movex” Adapter

New Partnership! Over 12 new opportunities!


IBM Solutions Builder Express Approachhttp://w3.ncs.ibm.com/smb.nsf/SMB/AMER-65FMYL?OpenDocument&Area=SMBAmericas


Electronics

Banking

Retail

Financialmarkets

Automotive

People Process Information

Insurance

Wholesale

CPG

Product life-cycle management

Supply chainmanagement

Production,operations,

logistics

Supply chainintegration

B2Ce-commercemanagement

B2Be-commerce

Inventory,warehouse and

shipping management

e-commerce Security anddisaster recovery

Customercall-center

management

Customer andproduct profitability

Product life-cycle management

Web Meetings/e-Learning

Portals

Customer service

Bankingdocument

management

Branchintegration/automation

Customerinsight

Digital media/contentmanagement

Customeranalytics

Wirelessinventory

management

Risk andcompliance

Branchoffice

automation

Customeranalytics/

mining

Underwriting/Claim

processing

Insurancedocument

Management

Customerinsight

Sarbanes-Oxley

Businessintelligence CRM ECM

Production, operations, logistics

Item Management and synchronization Customer management workplace

Key industry solution areas

Horizontal

Integration


Express Portfolio

What mid-sized firms want, at an affordable price

Business Partners

Solutions

Builder Express

Medium Business Go-To-Market ApproachHelping partners sell more solutions more often to the midmarket


Collaborative Portal

Portal Access for the Mobile Workforce

Mobile e-business

Collaborative Community Portal

Employee Portal

Collaborative Employee Portal for Retail Employee Portal for iSeries

Collaborative Document Management

Managing Content within Business Processes

Managing Content for Insurance Claims Processing

Document Management in a Banking Loan Application Process

Business Integration Express Solutions

B2B Connectivity

B2B Process integration

Process Integration

B2B Portal

Integration of Diverse Applications and Data

Item Management and Synchronization with UCCnet

e-commerce Express Solutions

Easy Creation of Website for Retail

B2B e-commerce

Infrastructure Express Solutions

Secured External Access to Company Resources Rapid Foundation for e-business Mobile e-business Portal Access for the Mobile Workforce Infrastructure Consolidation on Linux

Portal/Workplace Express Solutions

Content Management Express Solutions

Business Intelligence Express Solutions

B2B e-commerce Analytics

Customer Insight for Retail

Information Transformation for

Analysis

IBM Solutions Builder Express (SBE) PortfolioSolution Starting Points available now


SBE Consultant Tool


Global ISV Solutions - Citrix for WebSphere Portal

Integrate non-web apps

Deliver web apps to low bandwidth connections

Bandwidth, Help Desk, Centralized App Mgmt & PC Refresh Cost Reduction


Global ISV Solutions – Adobe Intelligent Document Solutions

Adobe LiveCycle products optimized on WebSphere App Server Adobe products provide best performance and

features when run on WebSphere Application Server

Only commercial app server supported by LiveCycle (today)

Adobe Designer integration with WSAD A plug-in for WebSphere Studio Application

Developer Enables developers to include Adobe forms with

their Java development projects

Adobe form portlet for WebSphere Portal Allows organizations to easily deploy specialized

user portals that include form filling and processing alongside other applications

Adobe forms integration with WBI Enables data sharing between Adobe forms and

back-end business systems via WebSphere Business Integrator


Global ISV Solutions – Bowstreet Portlet Factory

Dynamic, timely access to operational data and historical data

Native integration with IBM WebSphere Portal

Business user configurable

Multi-source data integration

Role-based composite applications (tailored to diverse audiences)

Decreased deployment time

Real-time alerting with adjustable thresholds


Find ISVs in PartnerWorld Industry Networks

The PartnerWorld Industry Networks offer a rich set of incremental industry-tailored benefits to all PartnerWorld members who want to build their vertical market capabilities and attract potential customers in the markets they serve worldwide. Whether you focus on one or more industries, or you serve small or large companies, IBM has the technology and resources to help you more effectively meet your clients' needs and grow your business.

Automotive Banking Education and learning Fabrication and assembly Financial markets Government Healthcare and life sciences Insurance Media and entertainment Retail Telecommunications Wholesale

http://www.developer.ibm.com/isv/marketing/industrynetworks/index.html


SBE Consultant Tool Flow

Interview Process

Recommend Pattern

Pattern Guidance

Business Rules

SBE Starting Points


iSeries Customer Opportunity

245,000 active iSeries Customers 450,000 iSeries Servers

Proven, secure & reliable platform

Highest customer satisfaction in industry

Highest loyalty score in VARBusiness 2004

Solutions Oriented

70% buy machines for ERP applications

>85% buy through local partners

Still early in eBusiness Adoption

93% have < 1000 employees

80% will begin web transactions in next 2 years


Model 810e-business software*V5R3 includes entitlement to use WebSphere Application Server – Express and IBM Director Multi-Platform on all processors

Datacenter Mgmt ToolsPerformance ToolsDB2® Query Mgr/SQL Dev Tool Kit

HardwareNone

iSeries V5R3 Packaging by ProcessorModel 550, 570, 595e-business software*V5R3 includes entitlement to use WebSphere Application Server – Express and IBM Director Multi-Platform on all processors

WebSphere Portal Exp Plusƒ 40 User Licenses (550)ƒ 60 User Licenses (570)ƒ 80 User Licenses (595)

DB2 Qry Mgr/SQL Dev KitDB2 SMPDB2 Extenders - XML & TextXML ToolkitDatacenter Mgmt ToolsTivoli

ƒ Monitor for the Webƒ Storage Manager EE

ƒ 1 server per startup processorƒ 5 clients - total

BRMS & Media/Stg ExtPerformance ToolsHA Switchable ResourcesHardwareProcessor activation for Linux or AIX 5L

IXS 2.0 GHz/1GB server mem

Model 520e-business software*V5R3 includes entitlement to

use WebSphere Application Server – Express and IBM Director Multi-Platform on all processors

WebSphere Portal Exp Plusƒ 20 User Licenses

Datacenter Mgmt Tools Performance Tools DB2 Qry Mgr/SQL Dev KitHardware None

Model 825, 870, 890e-business software*V5R3 includes entitlement to use WebSphere Application Server – Express and IBM Director Multi-Platform on all processors

WebSphere Portal Exp Plusƒ 20 User Licenses

DB2 Qry Mgr/SQL Dev KitDB2 SMPDB2 Extenders - XML & TextXML ToolkitDatacenter Mgmt ToolsTivoli

ƒ Monitor for the Webƒ Storage Manager EE

ƒ 1 server per startup processor ƒ 5 clients - total

BRMS & Media/Stg ExtPerformance ToolsHA Switchable ResourcesHardwareProcessor activation for Linux (Models 870 and 890 only)

IXS 2.0 GHz/1GB server mem

Enterprise Edition Models Include These FeaturesSupport for Multiple Operating Environments

i5/OS Power LinuxWindows Integration Support AIX 5L

Enterprise Workload Manager

Support for Dynamic Logical Partitioning (LPAR)Support for 5250 OLTP (maximum CPW)

Unlimited use capacity for Interactive on a per processor basisSupport for Web Modernization

Apps refaced with the WebFacing Tool do not use Interactive Licensing for i5/OS

Licenses for i5/OS and software that is processor based are provided for each of the "start-up" processors for the server model

NEW


Modeling - Roadmap to a Customer for Life

Business Process

Optimization is THE #1 priority

in 2004-- Information Week Study 2Q04 –

400 business-technology executives Business Performance ManagementBusiness Activity Monitoring

Business Process Modeling

Process In

tegration

is the K

ey!

ModelAs-Is

AnalyzeAs-Is

To-BeModel

ImplementNew

Process

Begin a newprocess

AndTune this one

Compare

BusinessMeasurements

MonitorNew

Process


Process Modeling: WHY? WebSphere Business Integration Modeler delivers realistic visual representations and analysis

of the way your organization performs its work

Understand what is really going on

Evaluate process capabilities

Detect problem areas

Validate possible solutions

Define performance measures

Implement modified process

A clear understanding of how a

process works is a prerequisite to

meeting the demands of a

changing environment


IBM Resources Enablement

IBM product training - VIC Certification SWIC VAP/TCI agreement Industry reference database WebSphere Sales Assistance Center - [email protected]

Marketing Lead generation IBM Events – Live City Tour, Top Gun

IBM Partnerships IBM Global Services Client Teams IBM Global Financing Lab Services


WebSphere Advertising

Use IBM Ads for your own campaigns!

Campaign Designer https://www.developer.ibm.com/

partnerworld/mem/mkt/customize.html


Partner Profitability Tool

Estimate a partner’s ROI over 2 years for selling: IBM Software IBM Software and the Partner's Services Partner Services that drive IBM Software sold through other channels

Initially available with Information and Application Infrastructure (WebSphere), Information Management (Data) and Midmarket (Express)

Software Development Platform (Rational), Information Infrastructure (Tivoli), and People Productivity (Lotus) to be available within the month

Pre-loaded with average transaction size and services drag by product

Investment analysis considers all income/expenses Sales, Technical, Marketing Investments Additional HW investments required Product discounts/bonuses


Conserves cash

Accelerates return on investment

Overcome budget constraints

Allows customer to make complete investment now

Cost of funds which approximates their cost of capital

Helps IT/EU department deliver a stronger business case for the investment

Using IBM Global Financing to match costs with benefits over the project lifetime

Customer Benefits

- Fortune 500 Corporate Treasurer Back to agenda

®

IBM Software Group


Account Strategy

Closing near term business

Back to Agenda


Tactical actions to assist in closing current deals

List current deals in pipeline for the next 90 days

Highlight deals with inhibitors to closing

Brainstorm on methods to resolve inhibitors

Document actions to close

Opportunity Revenue Inhibitor Action Date Owner

Back to agenda

®

IBM Software Group


Solution Development

Back to Agenda


Solution development

Identify your core strengths

List deals and what it helped solve for your customer over the past 2 years

What new capabilities do you want to add?

What markets do you want to serve over the next 2 years?

Do you want to develop the solution on your own?

Do you want to leverage other partners/skills to accelerate solution?

What skills do you have to add and when?

What are the key demand generation plans to sell?

What is the market potential and who competes today?

Can SBE be a starting point to lower your investment?


Solution development worksheet example

Account Name

Industry Software Resold or Influenced

Services delivered

IT Problems Solved

Business Problems Solved

Abc corp Distribution WBI Server Express, Portal

Architecture study, design, deployment, e/u and staff training

Integration of disparate systems; process automation; usability.

Inventory reduction; lower DSO;

Def corp Manufacturing WBI Server Express

IT solution consulting, deployment

Integration of suppliers systems

WIP Inventory reduction; shorter order fulfilment from suppliers


Build a solution offering - example

Process Integration Practice Business consultation

Obtain LOB requirements

Model current and “to be” processes with IT and LOB

Architectural consultation

Drive LOB requirements with IT

Solution design

Perform the design with IT – define interfaces, protocols, meta data etc.

Implementation

Perform the coding, Deploy the solution

Maintanence

Monitor the solution against LOB objectives

Make changes as required


Go to Market! – example of a seminar invitation

Seminar for Manufacturing and Distribution LOB and IT managers

“Process Integration for Medium size Manufacturers and Distributors” – Reducing Inventory, Accounts Receivable, and shortening production cycle times within your current IT environment”

Learn how IBM Business Partner can help you boost your bottom line with simple integration solutions that leverage your existing IT investments.

Back to agenda

®

IBM Software Group


Pipeline Building Initiatives

Back to Agenda


This Quarter’s Plays from WebSphere Marketing

Demand Generation tactics and seminars, designed by IBM WebSphere Marketing for Business Partners to

execute. To see what’s relevant this quarter, click here!


Cross-sell Portal and HATS Customer Profile: Customers that have purchased WebSphere Portal

and have green screen applications. Customers that have HATS with multiple green screen apps and other web apps.

Opportunity: There are over 13,000 mainframes and over 400,000 iSeries customers.

Questions to Ask:

1. Portal add on: How many green screen applications are you enabling with HATS?

2. Portal add on: How are each of those apps used in the execution of a business task? Does the user have to use multiple apps and possibly re-key data from one app to another?

3. HATS add on: How are you making available your green screen applications as a part of your Portal?

Core Products: WebSphere Portal Server, WebSphere Host Access Transformation Services (HATS)


Web-Enable Host Applications Customer Profile: Customer has existing 3270/5250 green-screen

application and needs to deliver a Web GUI interface. Customer has limited or no Java skills to meet the business needs. Application needs to be delivered in very short timeframe

Opportunity: Tens of millions of emulation desktops currently in place. 70% of business applications and data reside on iSeries and zSeries hosts.

Questions to Ask:

1. What are your plans to make bring your green screen applications to the web?

2. Describe the learning curve and challenges of bringing on a new employee? How does the usability of your green screen applications affect that?

Core Product: WebSphere Host Access Transformation Services (HATS)


Up-sell of existing WebSphere MQ to WBI Broker Customer Profile: Existing WebSphere MQ customers whose

integration requirements have grown beyond point-to-point style.

Opportunity: Over 10,000 implementations of WebSphere MQ are in use, but most do not use a broker.

Questions to Ask:1. Is there a need for applications to be synchronized? (e.g. a new employee processed by two human

resource applications?

2. Are there independently designed MQ applications that need to be integrated.

3. Do existing MQ enabled applications need to be integrated with purchased applications ?

4. Do existing MQ enabled applications need to exchange information with telemetry devices or programmable devices such as cash register controllers, telephones, or kiosks?

5. Do existing MQ enabled applications need to act as a Web Service provider or consume a Web Services?

Core Product: WBI Message Broker


Add Modeling and Monitoring to MQ Workflow Customer Profile: Current WBI MQ Workflow customer. Want to tie

business processes directly to the implementation of those processes in the IT system. Want to monitor Key Performance Indicators at the business level.

Opportunity: If you present Business Integration but don’t discuss Model/Manage, you leave money on the table.

According to Gartner, the BPM market will be $900M by 2005. Average deal size: $250K for large enterprise (large BPM solutions

range well over $1M), $50K for SMB. Questions to Ask:

1. How do you link your MQ Workflow processes more closely to your business processes?

2. Would it help if you could simulate and optimize business processes before deploying them into production, get real-time feedback from production processes, and attain continuous, closed-loop process improvement?

Core Products: WBI Modeler, WBI Monitor


Mobile Sales Force Customer Profile: Want mobile sales force to have instantaneous

access to customer and product information Including customer orders, credit history, inventory availability and product detail.

Opportunity: Through 2005, more than 65 percent of the Fortune 2000 companies will adopt mobile applications.“ - Gartner Research. Motivation to adopt : an increase in customer satisfaction and revenue while lowering costs. It gives these companies a competitive advantage. Average deal size is $180K.

Questions to Ask:

1. What are your plans for providing mobile access to your sales force?

Core Products: WebSphere Everyplace Connection Manager (WECM), WebSphere Everyplace Access (WEA)


BEA Winback Customer Profile: Customers currently using BEA Weblogic Server or

BEA Tuxedo. Customers feeling the pain of BEA’s exorbitant maintenance and subscription pricing

Opportunity: There are 15,000 BEA customers World-wide. Many of these are large accounts, in particular in industries such as Finance, Banking, and Telco.

Questions to Ask:1. Explain your current relationship with BEA

2. How satisfied are you with BEA’s current pricing for maintenance and support?

3. What are your plans for a strategic enterprise application environment besides a simple application server?

Core Products: WebSphere Application Server Network Deployment (WASND), WebSphere Studio Application Developer Integration Edition (WSADIE), Rational Application Develop (RAD).


WBI Server Express Customer Profile: Any ERP or business system initiative in SMB. Also, Portal and

commerce projects. Connectivity – upsell from or expand MQ deals.

Opportunity: WBI Server Express $5,999 WBI Server Express Plus starting @ $19,999 Provides almost immediate back-end integration out of the box WBI Server Express:

Is fully functional in less than 30 minutes Installs in less than 4 minutes Get configured in less then 4 minutes

Suite of Pre-packaged adapters and Process templates Support for Open standards including Web services Runs on Windows, Linux and OS/400

Questions to Ask: 1. Does customer have Commerce or Portal installed?

2. Are there new application being installed, developed or migrated to?

3. Does customer need to extend applications from basic messaging to more process application integration?

Core Products: WBI Server Express, WBI Server Express Plus


WebSphere Information Integrator Customer Profile: Customer has disparate data in multiple repositories

and employees need simplified access to complete their tasks.

Opportunity: Need a common view to diverse and distributed data. Makes it easy to access many databases in a high performing way as IF they were a single database. Customer needs to interact with existing host applications through their portal.

Questions to Ask:

1. Do you have access to ALL the data and content across your company in a single view regardless of where the data resides without moving the data or changing the platform?

Core Product: WebSphere Information Integrator


Existing customers to up sell

List each customer and the selling steps needed to close

Current Customer

Solution/Prod Up Sell Solution

Activity to close Date Owner


New target customers/markets to enter

Develop demand generation ideas w/ dates/actions/assignment

Customer/Market Activity Dates Reason to act Offer Owner Revenue


New product areas/sales accelerators to leverage

Develop demand generation tactics w/ dates/actions/assignment

Product Area/Sales Activity Dates Action Owner

Partner Solution

SMB

iSeries

Financing

Modeler

Partnering

Other

Back to agenda

®

IBM Software Group


Wrap up and Next Steps

Back to Agenda


People IntegrationInteract with information, applications and business processes at any time from anywhere

Cut cost of customer service

Systems and applications users needs are not all integrated nor easy to use

Mobile workers do not have access to information and applications they require in the field

Customer service centers costs are high because time is spent on routine tasks, rather than value add inquiries

Customer Benefits from WebSphereCustomer Challenges

Easy interaction with multiple processes and applications from a single access point

Secure mobile access to business applications and information

Automation of routine call center functions while improving customer experience and convenience

WebSphere Portal WebSphere Everyplace Offerings

Mobile Access

WebSphere Voice Offerings

Conversational Access Enterprise Portal


Process IntegrationOptimize and integrate business processes to keep them in line with strategic goals

WebSphere Business Integration Modeler

WebSphere Business Integration Monitor

Process Modeling and Simulation

Process Automation Process Management

WebSphere Business Integration Server FoundationWebSphere Business Integration Server

Inability to streamline business processes, meet regulations, at low cost.

Need to integrate people and applications in the business process

Unable to monitor, control & continuously improve business operations


Model, simulate and optimize business processes

Choreograph process activities across the organization

Monitor and manage process performance


Information IntegrationAccess and manage information that is scattered throughout the enterprise and across the value chain

Global Data Synchronization Heterogeneous Information Integration

WebSphere Product Center WebSphere Information Integrator

Both structured and unstructured information are spread across one or more enterprises in a variety of databases, packaged applications, master files, mainframes, etc.

Information gathering and review processes to coordinate multiple channels leveraging multiple customer touch points are lengthy

Business processes to access and manage product information span departments and/or enterprises


Manage and synchronize product reference information across the enterprise

Centralize structured and unstructured information from disparate sources for easy access and use by users such as merchandisers

Create a consistent, unified view of diverse data and content

Multi-channel Commerce

WebSphere Product CenterWebSphere Information Integrator

WebSphere Commerce


Application IntegrationAssure reliable and flexible information flow between diverse applications and organizations

Applications are not integrated in a flexible and reliable method across the enterprise, reducing business responsiveness

Differences between many internal and partner applications must be managed

Maintaining point to point or custom written integration interfaces is cost and time prohibitive


Reliably and seamlessly exchange data between multiple applications

Manage differences between multiple applications and business partners

Adopt an enterprise wide, flexible, service oriented approach to integration

Application Connectivity Application and Partner Mediation Enterprise Integration Backbone

WebSphere MQ WebSphere Business Integration Message Broker

WebSphere Business Integration Connect

WebSphere Business Integration Message Broker

WebSphere Application Server

Suppliers Customers


WebSphere Host Access Transformation Services


Modernizing the User Interface Building a Robust, Scalable, Secure, Application Infrastructure

Build, deploy, integrate and enhance new and existing applications

Extending Legacy Applications into Web Infrastructure

CICS Transaction ServerWebSphere Studio Enterprise Dev

WebSphere Studio Enterprise Dev

WebSphere Application Server

High turnover and training costs due to antiquated applications

Unable to extend the business logic in legacy applications into new applications being developed

Unable to meet customer and competitive demands on infrastructure performance, scalability, and manageability


Quickly web-enable green-screen applications Adapt legacy applications for use in new java

environments Deliver operational efficiency and enterprise

Quality of Services (QoS) for a mixed-workload infrastructure


Cut cost of customer service

Lack of experience / expertise leading to greater project risk, time and cost

Inefficient, disparate processes without re-usable components

Rising development costs with each new business functionality request


AcceleratorsPre-built capabilities and solution expertise to speed WebSphere implementations

Pre-built capabilities reduce deployment time, effort and costs

Proven technology, architecture and best practices to decrease project risk

Buy vs. Build: out of the box capabilities save 7-10 times over customer built

Pre-Built Sell-Side Processes

Pre-Built Supply Chain Integration

Pre-BuiltIndustry Specific Middleware

IndustryMiddleware


Tools to Help Accelerate Understanding and Value Assessment and Education

Online diagnostic, co-developed with IGS SOA Center of Excellence, allowing customers to:

• Understand current level of SOA maturity

• Map their company onto the WebSphere Integration Adoption Model and compare against industry

SOA Self Assessment Tool SOA Education

New education available internally, as well as for customers and partners:

• Learn about the basics of SOA and Web services, including business aspects

• Deeper technical training for architects as well as developers

• Built based on our experiences and best practices

• Classroom as well as online


SOA Self Assessment Tool

Results User receives 4 sets of

recommendations, one for each category customized to the calculated level of maturity

User’s maturity level is mapped to Business Integration Adoption model for each category of question

Assessment User answers 16 questions about

state of SOA adoption

4 questions for each category – Processes, Architecture, Applications, Infrastructure


Leverage IBM’s Experience to help Jumpstart your SOA project and understanding:

Tools to Help Accelerate Understanding and Value SOA Jumpstart and SOA Integration Framework

SOA Jumpstart SOA Integration Framework

A set of tools and assets that greatly speeds service practioner delivery of SOA solutions

What is it? 2 Day On-site Session

Price? No charge

Where is it available? Worldwide

When is it available? Now

From Whom? IBM

Price? Delivered within service engagements and contracts

Where available? Phase 0 – WebSphere Services

Phase 1 (June) – IGS and WebSphere Services

When is it available? Now.

From whom? IBM

ibm software group | websphere software ® websphere business partner executive planning workshop...

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