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IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
IBM Partner Jam - 10th April 2013
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IBM Partner Jam - 10th April 2013

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  • MAIN POINT: Mobile is a big opportunity SPEAKER NOTES: There is a lot of compelling data in the marketplace, but we have identified 5 key trends or observations – supported by market data and by customer successes – that we believe have strong implications for the future of mobile. Mobile is about transacting. Whether shopping, purchasing, searching for or providing information, collaborating or seeking service, mobile enabled people and objects are seeking not simply to connect, but to complete tasks when, where and how they wish. As they transact they are creating vast streams of data that, with the right analytics, can teach us things about their behavior and their preferences that we could not learn in any other way. Mobile is the universal sensor. It is with most of us 100% of the time and is the primary means we use to interact with our employers, our customers, our family and our friends. But at the same time, the mobile experience must transcend any single device to accommodate multiple screens and touchpoints. The experience has to be consistent across channels, touchpoints and time. Finally, as we think about mobile, we can’t confine our thinking to devices like phones and tablets. The ability to tag things, sense things, power things and shrink things has extended mobility beyond people to nearly every other type of object on the planet. As we have said since the start of smarter planet things are becoming more instrumented, interconnected and intelligent than every before, and mobile is right at the center of that story. and will fundamentally change the way the world works. Sources: 1. Source: “China Mobile 50k survey”; Morgan Stanley Research; 2011 2. JiWire Mobile Audience Insights Report Q42011 3.IBM Coremetrics Retail Data – as published in 11/24/12 IBM Press Release 4. Time, Inc. 2012 5. GSMA, Machina Research
  • MAIN POINT: We have made strong progress in Mobile since the completion of our purchase of Worklight, just a year ago. Investment that went to Pure a year ago, is now coming to Mobile. SPEAKER NOTES: Throughout 2012 IBM has made significant progress in Mobile through a variety of acquisitions, investment and organic growth. We started 2012 with acquisition of Worklight which filled a key gap in our capability set and enables our clients to deliver rich mobile applications on a multitude of platforms. We released a new packaged offering to the market in IBM Mobile Foundation, launched several mobile service offerings along with several updated software offerings including IBM Mobile Connect and IBM Mobile Development Lifecycle Solution. In 2012, we also completed the acquisition of Tealeaf CX which provides important capabilities to drive analytics for mobile. Throughout the year we pulled together our comprehensive set of software and services capabilities and brought our IBM capability story to the market with the message that IBM has a broad set of capabilities to help clients build and connect mobile applications, manage and secure mobile devices, apps and data while extending their core capabilities to their employees and customers while transforming their mobile business.  Devices under management: GTS has 250,000 client devices + 120,000 IBM devices under management. we are told by analysts that that is the largest number of any services provider, but that's not a public statement http://www.computerworld.com/s/article/9225563/IBM_CIO_discusses_Big_Blue_39_s_BYOD_strategy Mobile Business Partners (WIP): 216 Sis partners other brands (working to obtain cross company and de-dup against current list) 120 ISVs 30+ across (team is working on the target) Mobile DeveloperWorks community Confirmed the traffic with the community owner. http://www.ibm.com/developerworks/mobile/   *In May 2012, from GBS: IBM Interactive was ranked in Top 10 Latest Agencies by Ad Age *In October 2012, from GTS released two services offerings Consulting and managed mobility services and Mobile Application Platform Management services  
  • MAIN POINT: Today we are launching a new IBM Mobile offering portfolio SPEAKER NOTES: Today IBM we are re-launching our mobile offering portfolio to provide customers with an end to end set of offerings to help them embrace mobile first. We will approach the marketplace with a series of solutions led by GBS that are industry oriented. We have agreement with GBS on the three most important usecases in each industry, which we will discuss in greater detail on the next chart. GBS will lead the dialogue around the transformation and we will the offer a range of HW and SW mobile enabled solutions to support the transformation. Today on the app store there are over 200 IBM Software packages that have mobile enabled clients. We also have mobile enabled services that you can get from the smart cloud. Across the bottom of the chart, you will see how we will broaden the concept around the IBM MobileFirst Platform. When we launch the new brand it will include the mobile application development platform. Today that is known as Worklight. We will have mobile analytics which is known as Tealeaf today. We have mobile security – which is managed today by app scan, ISAM and other products in the security portfolio. And we have mobile management – which today is mobile endpoint manager. These products will integrate to provide a seamless suit of capabilities. In addition, on the left, bottom and right hand side you see a set of strategy & design services, cloud & managed services, and development &integration services. Our colleagues in GTS and GBS have a set of services around mobile management, mobile application development and lifecycle management among others. And all of this will run on the cloud operating environment which enables customer to consume the solutions either on premise or in the cloud.
  • (iOS, Android, Windows, and BlackBerry)
  • (iOS, Android, Windows, and BlackBerry)
  • (iOS, Android, Windows, and BlackBerry)
  • * Mobile gestures such as zoom in/out, pinch in/out, scroll left/right and orientation change ** Requires integration with additional Tealeaf CX products
  • Single agent, single server so.. Extreme Scale Extreme Speed (impl, exec, remed) + VISIBILITY TO EDGE Heterogeneous, Distributed networks. Proactive V ’ s Reactive. ZERO DAY TO SEMI STRUCTURED. Converging Security and System Management JOBURG EXAMPLE + LAPTOP AND PHONE QUESTION
  • MIXED BANDWIDTH, MIXED DEVICES, INTERMITANTLY CONNECTED. WE ARE RADICALLY DIFFERENT FROM EVERYONE ELSE. CUSTOMER HQ AND NICE PRIOR HISTORIC PERIMETER BASED SECURITY MODEL. NO LONGER EXISTS AND OLD TECH BREAKS IN THE NEW WORLD! AGENTS ARE SMART AND ENFORCE POLICY, NOT SERVER SCAN BASED. (NAME/ CINEMA EXAMPLE). CDN LIKE POINT FOR CACHING. Most enterprise networks are highly distributed.  Users are connecting to your HQ site from across the Internet, while on the road, and also from remote offices – which makes security and systems management extremely challenging.  Additionally, most enterprise networks have bandwidth constraints – over wireless, shared MPLS, satellite links, etc - which makes pushing fat software packages and security patches over these latency-prone links a huge burden for the IT organization.  Moreover, many of these devices are intermittently connected – particularly those roaming laptops – which makes validating and updating their configuration virtually impossible. Finally, most enterprises have many different types of servers, desktops, laptops and handheld devices, making cross-platform support a must for any security and systems management solution. Unlike alternative solutions, BigFix was purpose-built to work efficiently within these types of environments.  As you can see from the diagram, BigFix Agents can be deployed on all types of devices, whether those are running Windows, Windows Mobile, different flavors of UNIX, Linux and Mac.  The BigFix Agent is the “brains” of the BigFix Unified Management Platform and continuously assesses the state of the endpoint against policy, whether connected to the network or not.  As soon as it notices that an endpoint is out of compliance with a policy or checklist, it informs the BigFix server and executes the configured remediation strategy, and immediately notifies the BigFix Server of task status (completed, in process, not completed). The BigFix Server manages policy content – delivered in messages called “ BigFix Fixlets ” and updated continuously via the BigFix Content Delivery cloud-based service – and enables the BigFix Operator to maintain real-time visibility and control over all devices in the environment – including instantaneous discovery of devices that aren ’ t managed by BigFix.  Because most of the analysis, processing and enforcement work is done by the BigFix Agent rather than the Server, ONE BigFix Server can support more than 200K endpoints, enabling customers to make the most of their security and systems management investment.  Whatever specific BigFix solution a customer uses – whether it ’ s endpoint protection, systems lifecycle management or security configuration and vulnerability management – it ’ s delivered via a single management console view. Additionally, new services can be provisioned and delivered via the BigFix Content Delivery cloud with no additional hardware or software installations or network changes. Deployment is straightforward, and is typically completed within hours or days. Agents can automatically be installed within minutes, without disrupting end-users.   Additionally, most customers deploy BigFix Relays to help manage distributed devices and policy content and as you can see in the diagram – an existing workstation can be leveraged for this purpose.  Promoting an Agent to a Relay takes minutes and doesn ’ t require dedicated hardware or network configuration changes.   It ’ s entirely up to the customer how many Relays to deploy and where they ’ d like to place them; however, we can certainly make recommendations based on business and technical considerations.  In addition to caching patches and other software updates close to end user devices, BigFix Relays manage the bandwidth used by BigFix to ensure that systems and security management tasks don ’ t consume all available network bandwidth. To a world accustomed to multiple, fragmented technologies and point solutions, BigFix offers an alternative: the industry ’ s only single-console, single-agent platform that addresses operations, security and compliance initiatives in real-time and at global scale. HIGHLY EXTENSIBLE – AUTO ON DEMAND FUNCTIONALITY ADD WITH JUST SWITCH ON CONTENT. Most enterprise networks are highly distributed.  Users are connecting to your HQ site from across the Internet, while on the road, and also from remote offices – which makes security and systems management extremely challenging.  Additionally, most enterprise networks have bandwidth constraints – over wireless, shared MPLS, satellite links, etc - which makes pushing fat software packages and security patches over these latency-prone links a huge burden for the IT organization.  Moreover, many of these devices are intermittently connected – particularly those roaming laptops – which makes validating and updating their configuration virtually impossible. Finally, most enterprises have many different types of servers, desktops, laptops and handheld devices, making cross-platform support a must for any security and systems management solution. Unlike alternative solutions, BigFix was purpose-built to work efficiently within these types of environments.  As you can see from the diagram, BigFix Agents can be deployed on all types of devices, whether those are running Windows, Windows Mobile, different flavors of UNIX, Linux and Mac.  The BigFix Agent is the “brains” of the BigFix Unified Management Platform and continuously assesses the state of the endpoint against policy, whether connected to the network or not.  As soon as it notices that an endpoint is out of compliance with a policy or checklist, it informs the BigFix server and executes the configured remediation strategy, and immediately notifies the BigFix Server of task status (completed, in process, not completed). The BigFix Server manages policy content – delivered in messages called “BigFix Fixlets” and updated continuously via the BigFix Content Delivery cloud-based service – and enables the BigFix Operator to maintain real-time visibility and control over all devices in the environment – including instantaneous discovery of devices that aren’t managed by BigFix.  Because most of the analysis, processing and enforcement work is done by the BigFix Agent rather than the Server, ONE BigFix Server can support more than 200K endpoints, enabling customers to make the most of their security and systems management investment.  Whatever specific BigFix solution a customer uses – whether it’s endpoint protection, systems lifecycle management or security configuration and vulnerability management – it’s delivered via a single management console view. Additionally, new services can be provisioned and delivered via the BigFix Content Delivery cloud with no additional hardware or software installations or network changes. Deployment is straightforward, and is typically completed within hours or days. Agents can automatically be installed within minutes, without disrupting end-users.   Additionally, most customers deploy BigFix Relays to help manage distributed devices and policy content and as you can see in the diagram – an existing workstation can be leveraged for this purpose.  Promoting an Agent to a Relay takes minutes and doesn’t require dedicated hardware or network configuration changes.   It’s entirely up to the customer how many Relays to deploy and where they’d like to place them; however, we can certainly make recommendations based on business and technical considerations.  In addition to caching patches and other software updates close to end user devices, BigFix Relays manage the bandwidth used by BigFix to ensure that systems and security management tasks don’t consume all available network bandwidth. To a world accustomed to multiple, fragmented technologies and point solutions, BigFix offers an alternative: the industry’s only single-console, single-agent platform that addresses operations, security and compliance initiatives in real-time and at global scale.
  • Transcript

    • 1. © 2012 IBM Corporation1Put your business in motionTwitter: @IBMMobileUKBenjamin Lowe – Service Management Channel Lead UK&I (IBM Software Group)
    • 2. © 2012 IBM Corporation2Five trends with significant implications for the enterpriseMobile is about transacting196% year to year increase in mobile cyber Monday sales between 2012 and 2011Mobile enables the Internet of Things91% of mobile users keep their device within arm’s reach 100% of the time243Mobile is primary590% of users use multiple screens as channels come together to create integratedexperiencesMobile must create a continuous brand experienceGlobal Machine-to-machine connections will increase from 2 billion in 2011 to 18billion at the end of 2022Insights from mobile data provide new opportunities75% of mobile shoppers take action after receiving a location based messages21. Source: “China Mobile 50k survey”; Morgan Stanley Research2. JiWire Mobile Audience Insights Report Q420113.IBM Coremetrics Retail Data – as published in 24/11/12 IBM Press Release4. IBM Global Technology Outlook 2013, Google5. GSMA, Machina Research
    • 3. © 2012 IBM Corporation3IBM has been building mobile enterprise capabilities200+ IBM Software appsavailable in App Stores;~ 1M downloadsCited as a leader in app designand managed services byForrester and Gartner10 acquisitions to strengthenour position since 2006125+ patents for wireless in2012, bringing total to 270Doubling 2013investment
    • 4. © 2012 IBM Corporation4The IBM MobileFirst offering portfolioAnalyticsSecurityManagementIBM and Partner ApplicationsApplication Platform and Data ServicesBanking Insurance Transport Telecom GovernmentIndustry SolutionsHealthcareRetail AutomotiveApplication & Data PlatformStrategy&DesignServicesDevelopment&IntegrationServicesCloud & Managed ServicesDevices Network Servers
    • 5. © 2012 IBM Corporation5IBM MobileFirst PlatformIBM WorklightIBM Rational Test WorkbenchIBM Mobile Application Platform Management• Automated testing for high quality mobileapps (planned beta in 1Q)• Streamlined deployment for privateclouds on PureApplication System• Single sign-on across multiple apps on adevice• Latest versions of all major mobile OS’s(iOS, Android, Windows, and BlackBerry)For clients that need to: Quickly develop and deploy high qualitymobile apps across multiple platforms Seamlessly connect rich mobileapplications to enterprise data andservicesIBM MobileFirst Platform offers: Native, web, or hybrid app development Tools to build & test high quality apps for manydevices Management, security, continuous delivery &distribution of apps Easy connectivity to existing data & servicesfor mobile usage On-premises or managed service deliveryAvailable Today!
    • 6. © 2012 IBM Corporation6IBM MobileFirst Management*Planned availability in 1Q 2013For Clients That Need To: Implement BYOD with confidence Manage secure sensitive data, regardlessof the device Handle multi-platform complexitieswith easeIBM MobileFirst Management Offers: Unified management across devices Option to wipe corporate data Configuration & enforcement of passwordpolicies, encryption, VPN access & camera use Streamlined workflow betweendevelopment & operations with anintegrated Enterprise App Store On-premises or managed service deliveryIBM Endpoint Manager for Mobile DevicesIBM Enterprise Services Managed MobilityIBM Mobile and Wireless Network ManagementAvailable Today!• Latest versions of all major mobile OS’s(iOS, Android, Windows, and BlackBerry)• Defense-grade encryptionthru FIPS 140-2 compliance*• Automatically grant or deny email accessbased on device compliance• Ease admin by setting and reportingIBM Notes Traveler security policies
    • 7. © 2012 IBM Corporation7IBM MobileFirst SecurityFor Clients That Need To: Protect devices and data Defend the network Ensure secure access Safeguard mobile apps Preserve user experience withoutcompromising securityIBM MobileFirst Security Offers: Context aware risk-based access control Mobile threat protection Strong session management & Single Sign-on Vulnerability analysis for mobile apps Visibility and analysis of security events fromthe device, network, user and app behaviorIBM Security Access Manager for Mobile and CloudIBM AppScan*Planned availability in 1Q 2013Available Today!• State-of-the-art high-quality vulnerabilityanalysis for mobile apps• Native support extended for iOSto accelerate enterprise usage*• Enhanced support for JavaScript analysisin hybrid mobile apps*• Out-of-the-box support for IBM Worklightbuilt apps to incorporate context awarerisk-based access
    • 8. © 2012 IBM Corporation8IBM MobileFirst AnalyticsFor Clients That Need To: Optimize digital & mobile experiencesto drive online conversion Analyze mobile behaviors and quantifybusiness impact of user struggles Improve customer service resolutionand drive loyaltyIBM MobileFirst Analytics Offers: Automatic detection of customer issuesthrough user and mobile device data User behavior drill down with high fidelityreplay & reporting of the user experience Correlated customer behavior with networkand application data High conversion and retention rates withquantifiable business impact analysisTealeaf CX MobileAvailable Today!• Capture and high-fidelity replay ofmobile gestures* for mobile websessions on iOS and Android-baseddevices• Add-on Heatmap, Link Analytics, FormAnalytics, and Attention Maps forbetter understanding of users’ intentthrough highly visual analytics**
    • 9. © 2012 IBM Corporation9IBM was positioned as a leader in the Forrester WaveTM:Enterprise Mobility Services, Q1 2013IBM received the highest score possible in “Current Offering”Source: Forrester Research Inc. “Forrester WaveTM”: Enterprise Mobility Services, Q1 2013”.Full report can be accessed at http://www.ibm.comThe Forrester Wave™ is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave™ are trademarks of Forrester Research, Inc. The Forrester Wave™ is a graphical representation ofForresters call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments. Forrester does not endorse any vendor, product, or service depicted in theForrester Wave. Information is based on best available resources. Opinions reflect judgment at the time and are subject to change.
    • 10. © 2012 IBM CorporationIBM Endpoint Manager – Unified Device ManagementThe first step to your BYOD journey
    • 11. © 2012 IBM Corporation1161%of CIOs putmobile as priorityincreased productivitywith mobile apps45%10 Billiondevicesby 2020BYOD and Mobile is a mandatory transformation
    • 12. © 2012 IBM Corporation12IBM Endpoint Manager, Built on BigFix Technology:The Power of One
    • 13. © 2012 IBM Corporation1313Security in a constantly changing distributed cloud worldFind all assets on yournetwork – NOWDeploy a softwareapplication worldwidein days.Patch hundreds ofthousands of physical andvirtual workstations,laptops and servers inminutes.Continuously enforcesecurity configurationbaselines, even onmobile and off-networkdevices to protect yourcloud.Patch anywhere,anytime over anynetwork.
    • 14. © 2012 IBM Corporation14Single Server & Console• Highly secure, highly scalable• Aggregates data, analyzes & reports• Pushes out pre-defined/custom policiesCloud-based Content Delivery• Highly extensible• Automatic, on-demand functionalitySingle Intelligent Agent• Performs multiple functions• Continuous self-assessment & policy enforcement• Minimal system impact (< 2% CPU)Lightweight, Robust Infrastructure• Use existing systems as Relays• Built-in redundancy• Support/secure roaming endpointsIBM Endpoint Manager : Secret Sauce….
    • 15. © 2012 IBM Corporation15Patch as quickly as you can provision…Our Closed Loop Speed is Our AdvantageReport PublishEvaluateTraditional Solutions IBM Endpoint ManagerEnforce EvaluatePublishReportChallenge Traditional client/server tools IBM Endpoint Manager PlatformComplete the policy enforcementloopEverything is controlled by theserver, which is slowDistributed computing withintelligent, universal agentIncrease the accuracy and speedof your knowledgeIt can take days to accurately closethe enforcement loopPolicy enforcement is accomplishedand proven in minutes instead ofdaysScalability cannot be attainedwithout large infrastructureinvestmentsAdministrators are still managingtools instead of being productiveDistributed processing meansscalability is unlimitedAdjust system policies dependingon environment, locationScan-based assessment, leading tostale data false sense of awarenessReal-time situational awarenessDecideEvaluateEnforceDecide15IBMEndpointManager
    • 16. © 2012 IBM Corporation16This means you can… Push 96 Microsoft patches to 10,000 endpointswithin 24 hours Achieve 98% first pass patch success rate in hours Reduce patch management FTE costs by 20 to one Distribute patches and software updates toendpoints around the globe…within 15 minutes Deploy endpoint management to 500,000+endpoints in six months, decreasing security issuesby 78% in one quarter16IBMEndpointManager
    • 17. © 2012 IBM Corporation17IBM Endpoint Manager and endpoint compliance17Compliance vs. baseline
    • 18. © 2012 IBM Corporation1818IBM Endpoint Manager Value Across the OrganizationIT Operations IT Security andComplianceFacilitiesUnified Endpoint ManagementIT AssetManagementMobileWorkforce• Attain real-timevisibility and control• Network discovery• Managed endpointhardware inventory• Managed endpointsoftware inventory• Software use analysisto reclaim under-usedapplications• PC software licensecompliance analysis• Compress patchcycles to minutes orhours with 98-99%first pass success• Patch 90+ OSversions and popular3rdparty Windowsapplications• Software distribution• OS deployment• Remote control• Server management• Ensure continuouscompliance across allendpoints, regardless oflocation or networkconnectivity• Security configurationbaselines• Vulnerabilityassessment• Network self-quarantine• Personal firewall• Multi-vendor anti-malware management• Endpoint protection• Data loss prevention /device control• Reduce annualelectricity costs by$20-$50 per PC/Mac• Wake-on-LAN• Current power usagebaselines and savingsmodels• Enable passwordpolicies and deviceencryption• Force encryptedbackup• Disable iCloud sync• Access to corporateemail, apps, VPN,WiFi contingent onpolicy compliance• Selectively wipecorporate data ifemployee leavescompany• Fully wipe if device islost or stolenMicrosoft Windows • Mac OSX • IBM AIX • HP-UX • Solaris • VMWare ESX Server7 versions of Linux • iOS • Android • Symbian • Windows Mobile / Phone1 console, 1 agent, 1 server: 250,000 endpoints, 90+ OS versions!20th November
    • 19. © 2012 IBM Corporation19 Device inventory Security policy mgmt Application mgmt Device config (VPN/Email/Wifi) Encryption mgmt Roaming device support Integration with internal systems Scalable/Secure solution Easy-to-deploy Multiple OS support Consolidated infrastructure Device Wipe Data Wipe (full ORpartial) Location info Jailbreak/Rootdetection Enterprise App store Self-service portal OS provisioning Patching Power Mgmt Anti-Virus MgmtTraditional Endpoint Management Mobile Device ManagementIBM & Business Partner Confidential
    • 20. © 2012 IBM Corporation2020Exposures Discovered – Customer Example– 189 software programs installed– 115 remained inactive in the analysis time period– 20 were accessed less than 10 times.– Desktop estate, Monday 17thOctober, machines were,– Inactive for a total of 14.93 hours– Active for an average of 4.37 hours– Switched off for only 4.65 hours– 1.3% of endpoints, compliant with the critical Microsoft patches– 188,736 OS vulnerabilities across these systems– 143,489 high vulnerability classification by Microsoft– <20% of all hard drive space is used on the average system– No anti-virus on 25 machines– 54 machines out of date virus definitions– 7 machines have turned anti-virus off– 12 running two types of AV– >90% of machines need a critical Adobe patch– >85% of machines require a critical Java patch– >88% of machines need a critical Quicktime patch
    • 21. © 2012 IBM Corporation2121Key Positioning Strategy: Tip of the Spear Rather than sell everything, sell to the principal pain. Are there patching issueswith a competitor? Compliance across roaming devices? Visibility of the latestinstalled software? Stay focused on the most critical requirement/functionality. Don’t position thewhole product as whole if not required. Our sellers have been most successful when using three easy steps:1. Propose a single product: Patch Management or Power Management astrong intro2. Get the platform installed in hours,see value in days/weeks. Custom content creation.3. Return for cross-sell opportunities when customersees the value of the product themselves!
    • 22. © 2012 IBM Corporation2222Key Selling Strategy: Pitfalls to avoid• Feature-by-feature comparisons– Devalues the power of our platform– Usually it’s the customer trying to get usto do their homework…– Doesn’t link to what the customer cares about• The “religious IT master”– The Microsoft-certified-emblazonedbusiness card– Or…“I love appliances, why don’tyou have one?”• Making absolute statements about the otherguys – quickly destroys your credibility
    • 23. © 2012 IBM Corporation23Identifying Competitive Opportunities1. Prospect is unhappy withexisting solution– Highly typical– Push for POC / pilot to prove value and expand2. Compelling events– Zero-day scenarios– Power management projects– Compliance audit failures/SLA issues3. Look for co-existence as well as displacement opportunities– e.g. SCCM + BigFix23
    • 24. © 2012 IBM Corporation24Legal Disclaimer• © IBM Corporation 2011. All Rights Reserved.• The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information containedin this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which aresubject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothingcontained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms andconditions of the applicable license agreement governing the use of IBM software.• References in this presentation to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/orcapabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment tofuture product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken byyou will result in any specific sales, revenue growth or other results.• If the text contains performance statistics or references to benchmarks, insert the following language; otherwise delete:Performance is based on measurements and projections using standard IBM benchmarks in a controlled environment. The actual throughput or performance that any user willexperience will vary depending upon many factors, including considerations such as the amount of multiprogramming in the users job stream, the I/O configuration, the storageconfiguration, and the workload processed. Therefore, no assurance can be given that an individual user will achieve results similar to those stated here.• If the text includes any customer examples, please confirm we have prior written approval from such customer and insert the following language; otherwise delete:All customer examples described are presented as illustrations of how those customers have used IBM products and the results they may have achieved. Actual environmental costsand performance characteristics may vary by customer.• Please review text for proper trademark attribution of IBM products. At first use, each product name must be the full name and include appropriate trademark symbols (e.g., IBMLotus® Sametime® Unyte™). Subsequent references can drop “IBM” but should include the proper branding (e.g., Lotus Sametime Gateway, or WebSphere Application Server).Please refer to http://www.ibm.com/legal/copytrade.shtml for guidance on which trademarks require the ® or ™ symbol. Do not use abbreviations for IBM product names in yourpresentation. All product names must be used as adjectives rather than nouns. Please list all of the trademarks that you use in your presentation as follows; delete any not included inyour presentation. IBM, the IBM logo, Lotus, Lotus Notes, Notes, Domino, Quickr, Sametime, WebSphere, UC2, PartnerWorld and Lotusphere are trademarks of InternationalBusiness Machines Corporation in the United States, other countries, or both. Unyte is a trademark of WebDialogs, Inc., in the United States, other countries, or both.• If you reference Adobe® in the text, please mark the first use and include the following; otherwise delete:Adobe, the Adobe logo, PostScript, and the PostScript logo are either registered trademarks or trademarks of Adobe Systems Incorporated in the United States, and/or othercountries.• If you reference Java™ in the text, please mark the first use and include the following; otherwise delete:Java and all Java-based trademarks are trademarks of Sun Microsystems, Inc. in the United States, other countries, or both.• If you reference Microsoft® and/or Windows® in the text, please mark the first use and include the following, as applicable; otherwise delete:Microsoft and Windows are trademarks of Microsoft Corporation in the United States, other countries, or both.• If you reference Intel® and/or any of the following Intel products in the text, please mark the first use and include those that you use as follows; otherwise delete:Intel, Intel Centrino, Celeron, Intel Xeon, Intel SpeedStep, Itanium, and Pentium are trademarks or registered trademarks of Intel Corporation or its subsidiaries in the United Statesand other countries.• If you reference UNIX® in the text, please mark the first use and include the following; otherwise delete:UNIX is a registered trademark of The Open Group in the United States and other countries.• If you reference Linux® in your presentation, please mark the first use and include the following; otherwise delete:Linux is a registered trademark of Linus Torvalds in the United States, other countries, or both. Other company, product, or service names may be trademarks or service marks ofothers.• If the text/graphics include screenshots, no actual IBM employee names may be used (even your own), if your screenshots include fictitious company names (e.g., Renovations, ZetaBank, Acme) please update and insert the following; otherwise delete: All references to [insert fictitious company name] refer to a fictitious company and are used for illustrationpurposes only.

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