IBM Information Management    Informix Acceleration 2011    Steve Shoaf, WW Sales Executive, Informix                     ...
Informix AccelerationInformix Business Direction       What saves a man is to take a step. Then another step. It is always...
Informix AccelerationMay 2010: Informix Revitalization Imperatives                   Delight the install base: Enhance the...
Informix Acceleration                                Year 1: Enhance Customer               Year 2: Round out business    ...
Informix AccelerationInformix Product Positioning and Strategy                                            Two-Pronged Stra...
Informix Acceleration    Informix Acceleration….    New Edition:          Informix Ultimate Warehouse Edition    Applicati...
Informix AccelerationInformix Sales Strategy - IBM                Tactic                  Program(s)    Focused Informix S...
Informix AccelerationInformix Sales Growth Tactics    Current Customers and customer of ISVs       – Informix Ultimate War...
Informix Acceleration    “The achievements of an organization are the results of    the combined effort of each individual...
Informix Acceleration                        © 2011 IBM Corporation10
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Ugif 04 2011 france iiug 4 april - paris informix at ibm update ss

  1. 1. IBM Information Management Informix Acceleration 2011 Steve Shoaf, WW Sales Executive, Informix © 2011 IBM Corporation1
  2. 2. Informix AccelerationInformix Business Direction What saves a man is to take a step. Then another step. It is always the same step, but you have to take it. Antoine de Saint-Exupery © 2011 IBM Corporation2
  3. 3. Informix AccelerationMay 2010: Informix Revitalization Imperatives Delight the install base: Enhance the Informix client relationship and improve client loyalty Build Strategic Differentiation: Fix the messaging and enhance the overall Informix value proposition to the market Create Proactive Sales Culture: Develop a proactive, high-touch culture, with expansion into growth areas (embedded, etc). Build New, Profitable Revenue Streams: Build new revenue streams that capitalize on the strong and growing footprint of Informix © 2011 IBM Corporation3 © Copyright IBM Corporation, 2009
  4. 4. Informix Acceleration Year 1: Enhance Customer Year 2: Round out business Year 3: Significant Service and Support via key channel plays Progress in New Markets Imperatives Delight the Install •Recreate support experience • Lab to Geo’s program Base •Enhance support offerings • Stronger Post Sales Assistance •Revitalize current ISV’s • Greater market presence •Define specialized market positioning • TimeSeries – Smart Data Confidential at the Build Strategic •Publicize benchmarks • Informix Warehouse Accelerator moment Differentiation •Announce Informix COE’s • Informix Cloud/Flexible Grid •Build ‘skills marketplace’ •Triple technical writing output • Informix Specific Rep Training Create Proactive •Expand Informix embedded • Increased Workshops WW •Assign IBM execs/lab to top clients Culture • Partner Co-marketing Programs •Create Informix Tiger Teams Build New •Define new product packaging • GBS Alliances for E&U Industry •Application support • ISV Cloud – Support Revenue Streams • Informix Genero Suite •New channel partners © 2011 IBM Corporation4
  5. 5. Informix AccelerationInformix Product Positioning and Strategy Two-Pronged Strategy Delight the Install Base Define Specialized Markets • Increase visibility • Move to growth areas • Message visibility • Develop true identity • Be current, and lead • Increase specific capabilities While building strategic differentiation and creating a proactive cultureProduct Positioning:1. IBM Informix is the database software voted number #1 in customer satisfaction.2. Clients choose Informix because it is reliable, low cost, and hassle free.3. Solution providers choose Informix because it is the easiest to embed and its autonomic capabilities.4. Available on Windows, Linux, Unix, and Mac OS. © 2011 IBM Corporation5
  6. 6. Informix Acceleration Informix Acceleration…. New Edition: Informix Ultimate Warehouse Edition Application Modernization: Informix Genero Ecosphere modernization: Informix Flexible Grid Integration with IBM Industry Initiatives: Energy & Utilities Industry – Smart Meter © 2011 IBM Corporation6
  7. 7. Informix AccelerationInformix Sales Strategy - IBM Tactic Program(s) Focused Informix Sales Tiger Team/Swat Team Add Business Partners Specialties & Industries Key Industry focus Energy & Utilities Business value focus Informix Warehouse Accelerator Capture next wave Informix Genero for Mobile / GUI © 2011 IBM Corporation7
  8. 8. Informix AccelerationInformix Sales Growth Tactics Current Customers and customer of ISVs – Informix Ultimate Warehouse Edition • Data Marts, Data Warehouse – Informix Genero • 4GL to GUI migrations • Mobile Device Applications Expanding Informix Market Share – TimeSeries – Cloud Computing-Flexible Grid – Informix Features & Capabilities © 2011 IBM Corporation8
  9. 9. Informix Acceleration “The achievements of an organization are the results of the combined effort of each individual” Vince Lombardi © 2011 IBM Corporation9
  10. 10. Informix Acceleration © 2011 IBM Corporation10

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