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June 2011

Business Analytics and Optimization

© 2011 IBM Corporation
Business Analytics and Optimization

Topics



How to Talk About BAO to Customers



IBM’s BAO Offerings



Mid-Market...
Business Analytics and Optimization

Watson answered a grand challenge
Can we design a computing system that rivals a huma...
Business Analytics and Optimization

Imagine if you had all the answers you need to win?

Which
customers are
thinking of
...
Business Analytics and Optimization

Business Analytics and Optimization solutions work like
Watson – enabling you to find...
Business Analytics and Optimization

… and companies that invest in analytics
consistently outperform
Revenue Growth

Prof...
Business Analytics and Optimization

Delivering innovative analytics solutions
IBM Business Partner BrightStar Partners he...
Business Analytics and Optimization

Business Analytics and Optimization Defined

Business Analytics and Optimization is t...
Business Analytics and Optimization

IBM Software is Well Positioned to Address 2011 Midsize Client Priorities
2011 Midmar...
Business Analytics and Optimization

Business Analytics and Optimization is the next big investment
area for companies – s...
Business Analytics and Optimization

Business Analytics and Optimization solutions bridge the gap
between information and ...
Business Analytics and Optimization

Where organizations are focusing
Business Analytics and Optimization
Enhance
Customer...
Business Analytics and Optimization

Each BAO investment area represents a significant growth opportunity

Enhance Custome...
Business Analytics and Optimization

BAO opportunity by industry (mid-market)
Top 10 BAO Oppty.
Industries
Oppty
($M)

CAG...
Business Analytics and Optimization

Topics



How to Talk About BAO to Customers



IBM’s BAO Offerings



Mid-Market...
Business Analytics and Optimization

Business Analytics and Optimization Conversation Roadmap

Despite an abundance of dat...
Business Analytics and Optimization

Business Analytics and Optimization Conversation Roadmap

Despite an abundance of dat...
Business Analytics and Optimization

Conversation Ranges from Business to Technology Advantage
Business Advantage
the
conv...
Business Analytics and Optimization

Topics



How to Talk About BAO to Customers



IBM’s BAO Offerings



Mid-Market...
Business Analytics and Optimization

IBM is building the most comprehensive
Business Analytics and Optimization portfolio…...
Business Analytics and Optimization

Business Analytics and Optimization Software

Software

Turning information into insi...
Business Analytics and Optimization

IBM’s Extensive Portfolio of Workload Optimized Offerings
Systems

Netezza

Appliance...
Business Analytics and Optimization

Building the most comprehensive
Business Analytics and Optimization portfolio

2011

...
Business Analytics and Optimization

Topics



How to Talk About BAO to Customers



IBM’s BAO Offerings



Mid-Market...
Business Analytics and Optimization

Midmarket readiness
The midmarket portfolio consists of offerings that have passed a
...
Business Analytics and Optimization

Business Analytics and Optimization Software
Turning information into insights

Softw...
Business Analytics and Optimization

IBM’s Extensive Portfolio of Workload Optimized Offerings
Systems

Netezza

Appliance...
Business Analytics and Optimization

BAO Mid-market Sales Plays and Marketing Blueprints
Designed for Business Partners
Bu...
Business Analytics and Optimization

Turning Information into Insights
Business Analytics
Path 1:
BP has
invested in
IBM
d...
BP Profitability Tool

Business Analytics and Optimization

• Helps with in-depth business planning and decision making on...
BP Profitability Tool: Sample Report

Business Analytics and Optimization

31

© 2011 IBM Corporation
Business Analytics and Optimization

Software Value Plus
Open products
All IBM Business Partners may resell these through ...
Business Analytics and Optimization

IBM Smart Analytics System 1050 or 2050
OVERVIEW
IBM Smart Analytics Systems 1050 and...
Business Analytics and Optimization

Business Partner Sales Play

34

© 2011 IBM Corporation
Business Analytics and Optimization

Topics



How to Talk About BAO to Customers



IBM’s BAO Offerings



Mid-Market...
Business Analytics and Optimization

Campaign Assets for Business Analytics & Optimization
Business Analytics
Blueprint: B...
Business Analytics and Optimization

IBM Software Digital Marketing Planning Checklist for Business Partners
 Ensure Mark...
Business Analytics and Optimization

IBM Software Social Media Checklist for Business Partners
Follow, Listen, Engage, Con...
Business Analytics and Optimization

BAO is a Major Focus for Midmarket Customers

“There is a race to solidify Line of Bu...
Business Analytics and Optimization

Back-up

40

© 2011 IBM Corporation
Business Analytics and Optimization

Open product

IBM DB2 Express

OVERVIEW
•IBM’s Database solutions provide IBM Busines...
Business Analytics and Optimization

Open product

IBM Informix Editions
OVERVIEW Today's demanding business environments ...
Business Analytics and Optimization

IBM Cognos Express

OVERVIEW
IBM Cognos Express provides a one-stop integrated Busine...
Business Analytics and Optimization

Authorized product

IBM SPSS Modeler Premium
OVERVIEW
IBM SPSS Modeler is a high-perf...
Business Analytics and Optimization

Business Analytics and Optimization Message Map
for the Midmarket page 1 of 2
point o...
Business Analytics and Optimization

Business Analytics and Optimization Message Map
for the Midmarket page 2 of 2
Busines...
Business Analytics and Optimization

Delivering Innovative Solutions
Applied Analytix helped mid-size specialty produce gr...
Business Analytics and Optimization

Better Customer Insight Improves Customer Call Center
Experience for Both Customers a...
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  1. 1. June 2011 Business Analytics and Optimization © 2011 IBM Corporation
  2. 2. Business Analytics and Optimization Topics   How to Talk About BAO to Customers  IBM’s BAO Offerings  Mid-Market “Lead With” Offerings and Roadmaps  2 What is BAO and Why is it Important? Additional Marketing Resources © 2011 IBM Corporation
  3. 3. Business Analytics and Optimization Watson answered a grand challenge Can we design a computing system that rivals a human’s ability to retrieve, analyze and interpret vast amounts of information in real time, arriving at the highest probability correct answer in less than three seconds? 3 © 2011 IBM Corporation
  4. 4. Business Analytics and Optimization Imagine if you had all the answers you need to win? Which customers are thinking of leaving? Which transactions are fraudulent? Which new product has the greatest chance of success? How can I extract insight from all of my information? The ultimate differentiator today… …is being able to make more informed choices with confidence, to anticipate and shape business outcomes. 4 © 2011 IBM Corporation
  5. 5. Business Analytics and Optimization Business Analytics and Optimization solutions work like Watson – enabling you to find answers you need to win Analytics correlates to performance… 3x Organizations that lead in analytics outperform those who are just beginning to adopt analytics 5.4x Top Performers are more likely to use an analytic approach over intuition* *within business processes 5 Source: Analytics: The New Path to Value, a joint MIT Sloan Management Review and IBM Institute of Business Value study. Copyright © Massachusetts Institute of Technology 2010. © 2011 IBM Corporation
  6. 6. Business Analytics and Optimization … and companies that invest in analytics consistently outperform Revenue Growth Profit Growth Return on Invested Capital 5 Year CAGR (2004-2008) 5 Year CAGR (2004-2008) 5 Year Average (2004-2008) 12.5% >12x 33% more more 9.4% 32% 11.9% more 9.0% 7.3% 0.6% Finance organizations with business insight All other enterprises Revenue Growth: N = 580; EBITDA: N = 435; ROIC: N = 606 Source: IBM Institute for Business Value, The Global CFO Study 2010 6 © 2011 IBM Corporation
  7. 7. Business Analytics and Optimization Delivering innovative analytics solutions IBM Business Partner BrightStar Partners helped Cincinnati Zoo deploy a single, integrated IBM analytics solution that gave management and employees an “at a glance” view of the business across ticketing, retail and food segments, enabling decision making that resulted in revenue gains, smarter marketing spend and improved visitor service. Challenge • Maximize the recent increase in attendance • Raise guest spending through new incentives and loyalty programs • Improve services to visitors Solution • IBM Cognos software • Integrated view of ticketing, retail and food operations • Tailored promotions to visitors • Smart phone notification Benefits • 25% increase in in-park spending • Additional 50,000 visits per year • $350K increase in revenue in the first year 7 7 “Almost immediately after going live with IBM analytics software, we were able to increase our in-park spending by as much as 25 percent by utilizing 360 degree customer views. We turned that information into strategic offers to our guests, and arming our managers with realtime data enabled them to react to a dynamic and fluid business driven by seasonal weather patterns. It was instant payback.” - John Lucas, Director of Park Operations for Cincinnati Zoo and Botanical Gardens. © 2011 IBM Corporation
  8. 8. Business Analytics and Optimization Business Analytics and Optimization Defined Business Analytics and Optimization is the market category comprising the software, services, systems and solutions that enable organizations to turn the wealth of information available today into insight, creating new opportunities for business optimization. Capabilities and solutions span information management, enterprise content management and business analytics, as well as related areas including collaboration, optimization and storage management. 8 © 2011 IBM Corporation
  9. 9. Business Analytics and Optimization IBM Software is Well Positioned to Address 2011 Midsize Client Priorities 2011 Midmarket Trends Study • Emerging from recession, IT Budgets are growing • Spending is heavily allocated toward SW-based solutions Click here to see the MM Trends Study 2011 on PW SMB and w3 9 Source: 2011 Inside the Midmarket Trends Study. % indicating area is top priority. © 2011 IBM Corporation
  10. 10. Business Analytics and Optimization Business Analytics and Optimization is the next big investment area for companies – similar to other transformational initiatives like ERP or CRM in the past Transactional Automation • Task / Process Automation • Recording & Reporting Resource Planning • Business Efficiency • Aggregation and Data Warehousing $566B  3% CGR* Business Process Management • Cross-functional Integration • Performance Measurement Business Analytics and Optimization • Mastering Information • Anticipating and Shaping Outcomes $105B  8% CGR* Source: IBM Analysis on addressable market opportunity based on GMV 1H09 data; includes addressable Hardware, Software and Services opportunity. CGRs 2009-2012 10 © 2011 IBM Corporation
  11. 11. Business Analytics and Optimization Business Analytics and Optimization solutions bridge the gap between information and outcomes Information Explosion Optimized Outcomes How do I align my information with my business? How do I make the right information available when and where it’s needed? How do I support better decision making throughout my organization? Enhance Customer Understanding Optimize Real-Time Decisions Foster Collaborative Decisions Enable Enterprise Visibility 11 © 2011 IBM Corporation
  12. 12. Business Analytics and Optimization Where organizations are focusing Business Analytics and Optimization Enhance Customer Understanding • Customer Churn • Marketing Spend • Sales Productivity Optimize Real-Time Decisions • Fraud Protection • Health Monitoring • Trading Advantage Foster Collaborative Decisions Enable Enterprise Visibility • Customer Service • Claims Processing • Channel Management • Risk Management • Demand Visibility • Strategy Alignment Build an Efficient Information Management Foundation 12 • Reduced costs • Simplified integration • Actionable insight © 2011 IBM Corporation
  13. 13. Business Analytics and Optimization Each BAO investment area represents a significant growth opportunity Enhance Customer Understanding to Enable Profitable Growth Drive Real-Time Decision Optimization Foster Informed & Collaborative Decision making Enable Enterprise and Operational Visibility Building an Efficient Information Management Foundation Market Opportunity Market Opportunity Market Opportunity Market Opportunity Market Opportunity $11B $12B $15B $18B $74B CAGR 8.5% (‘10-’15) CAGR 7.8% (‘10-’15) CAGR 7.3% (’10-’15) CAGR 6.9% (’10-’15) CAGR 13 Source: 2Q10 GMV @CC Served IT plus Analytic Applications; figures reflect 2010 opportunity, with growth calculated from 2010-2015 5.4% (‘10-’15) © 2011 IBM Corporation
  14. 14. Business Analytics and Optimization BAO opportunity by industry (mid-market) Top 10 BAO Oppty. Industries Oppty ($M) CAGR 20102014 Banking 4945 6.3% Telecommuni cations 2907 6.7% Wholesale & CPG 2802 6.1% Insurance 2790 6.7% Industrial Products 2160 5.8% Retail 2101 6.7% Financial Markets 1782 6.6% CSI 1767 6.8% Electronics 1667 6.3% Media & Entertainment 1539 6.7% Healthcare 1491 7.2% 9 Industry Opportunity Growth Rate 8.5 8 Health Provider Petroleum 7.5 Telecommunications Utilities 7 Life Sciences Transportation CSI Retail Travel Media & Entertainment 6.5 Financial Markets 6 5.5 Insurance Banking Electronics Wholesale & CPG Industrial Products 5 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Opportunity SOURCE: NIMA 2010 based on GMV 2H09 Note: Data is provided for illustrative purposes and is not intended to be a guarantee of market opportunity 14 14 NA Midmarket priority industries © 2011 IBM Corporation
  15. 15. Business Analytics and Optimization Topics   How to Talk About BAO to Customers  IBM’s BAO Offerings  Mid-Market “Lead With” Offerings and Roadmaps  15 What is BAO and Why is it Important? Additional Marketing Resources © 2011 IBM Corporation
  16. 16. Business Analytics and Optimization Business Analytics and Optimization Conversation Roadmap Despite an abundance of data and content, most decision makers act without the right information and insight Organizations that connect people with trusted, relevant information and leverage Business Analytics are able to confidently predict, plan and act to optimize business outcomes LOB and IT leaders can optimize business outcomes by working together to: Plan an Information Strategy Master Their Information Apply Business Analytics …to align with their business strategy …to ensure it is accurate, relevant and governed …to anticipate and shape business outcomes BAO Strategy Services Information Management Software, Services and Solutions Business Analytics Software and Solutions Page 16 IBM Confidential 16 © 2011 IBM Corporation
  17. 17. Business Analytics and Optimization Business Analytics and Optimization Conversation Roadmap Despite an abundance of data and content, most decision makers act without the right information and insight Organizations that connect people with trusted, relevant information and leverage Business Analytics are able to confidently predict, plan and act to optimize business outcomes Business Analytics and Optimization (BAO) solutions enable these analytics-driven organizations to consistently outperform their peers. LOB and IT leaders can optimize business outcomes by working together to: Priority Business Outcomes: • Enhance Understanding to Enable Profitable Growth • Drive Real-Time Decision Optimization • Foster Informed / Collaborative Decision Making • Enable Enterprise & Operational Visibility Plan an Information Strategy Master Their Information Apply Business Analytics …to align with their business strategy …to ensure it is accurate, relevant and governed …to anticipate and shape business outcomes BAO Strategy Services Information Management Software Services and Solutions Business Analytics Software and Solutions Page 17 IBM Confidential 17 © 2011 IBM Corporation
  18. 18. Business Analytics and Optimization Conversation Ranges from Business to Technology Advantage Business Advantage the conversation the economic benefit 18 Conversation Spectrum Technology Advantage Gain unique insight across your organization to drive more revenue, decrease costs, mitigate risk and open up new opportunities Master your information and reduce IT costs while meeting the growing needs of your business • Enhance understanding to Enable Profitable Growth • Gain deep customer, marketing, competitive and operational insights • Detect patterns and predict opportunities and threats, intervening to change outcomes before they happen • Drive Real-Time Decision Optimization • Improve process efficiency and accuracy by enabling access to all relevant customer case information • Improve business agility, driving real-time decisions. Finance resources spend 50% of their time on routine data gathering & reporting. • Foster Informed / Collaborative Decision Making • Foster informed decision making and automate data analysis. Organizations that automate production of financial metrics show 29% better analytics satisfaction than those who rely on a manual process • Enable Enterprise & Operational Visibility • Plan, budget and forecast resources to stay ahead of changing conditions and shape better business outcomes • Drive strategic alignment, improving enterprise visibility and aligned execution.  Enable single view of business processes cutting across departmental silos improving productivity. High-growth Midmarket Chief Information Officers who proactively craft data into actionable information 35% more than Low-growth Midmarket counterparts  Master information explosion without burdening systems or IT department. 59% of Chief Executive Officers cite information explosion as a factor that will impact their organizations in the next 5 years.  Protect your investment and gain business insights without impacting departmental performance.  Deploy systems that ease installation & configuration to reduce IT costs on an ongoing basis.  Drive adoption among Non-IT users through applications that provide context-relevant interfaces and domain customization to address specific requirements. © 2011 IBM Corporation
  19. 19. Business Analytics and Optimization Topics   How to Talk About BAO to Customers  IBM’s BAO Offerings  Mid-Market “Lead With” Offerings and Roadmaps  19 What is BAO and Why is it Important? Additional Marketing Resources © 2011 IBM Corporation
  20. 20. Business Analytics and Optimization IBM is building the most comprehensive Business Analytics and Optimization portfolio… Business Analytics and Optimization Software Systems Business Analytics Business intelligence Predictive analytics Analytic applications Fin. Performance and Strategy Mgmt Governance, risk and compliance Netezza Appliances Enterprise Content Mgmt Advanced Case Mgmt Content analytics Document imaging and capture Info lifecycle governance Social content mgmt Enterprise Marketing Mgmt Research BAO Strategy Workload Optimized Systems and Appliances Information Management Data management Info integration & federation Data warehousing Info governance Big data platform Services Smart Analytics System Purescale Application System First of a Kind Projects Customer, Marketing and Sales Analytics Risk, Finance and Fraud Analytics Research Advisors Human Capital Analytics Supply Chain Analytics Analytics Patents Information Management Foundation Enterprise Information Management Enterprise Content Management Storage and Data Services Big Data Services Analytic Research Assets (COBRA, DIOS, TACS, etc) Web Analytics Decision Optimization Optimization and analytical decision support 20 © 2011 IBM Corporation
  21. 21. Business Analytics and Optimization Business Analytics and Optimization Software Software Turning information into insights Data warehousing Warehousing appliances Warehousing software Industry models 21 © 2011 IBM Corporation
  22. 22. Business Analytics and Optimization IBM’s Extensive Portfolio of Workload Optimized Offerings Systems Netezza Appliance IBM Smart Analytics System IBM InfoSphere Warehouse Integrated Optimized System Custom Solution Warehouse Accelerators Information Management Portfolio (Information Server, MDM, Streams, etc) Simplicity 22 The right mix of simplicity and flexibility Flexibility © 2011 IBM Corporation
  23. 23. Business Analytics and Optimization Building the most comprehensive Business Analytics and Optimization portfolio 2011 • More than $14B in Acquisitions Since 2005 • More than 10,000 Technical Professionals Social Analytics/Consumer Insight Workload Optimized Systems • More than 7,700 Dedicated Consultants Advanced Case Management Content Analytics Decision Management • Largest Math Department in Private Industry • More than 27,000 Business Partner Certifications Stream Computing Pervasive Content pureScale pureXML Deep Compression Developer Productivity Autonomic Operations 2005 23 © 2011 IBM Corporation
  24. 24. Business Analytics and Optimization Topics   How to Talk About BAO to Customers  IBM’s BAO Offerings  Mid-Market “Lead With” Offerings and Roadmaps  24 What is BAO and Why is it Important? Additional Marketing Resources © 2011 IBM Corporation
  25. 25. Business Analytics and Optimization Midmarket readiness The midmarket portfolio consists of offerings that have passed a rigorous readiness process to ensure suitability for midsize companies. 1. Litmus Test • Fit for midsize companies • Designed for ease of use • Clearly positioned against similar IBM offerings • Competitively priced • 2 year offering volume/revenue • Documented quantifiable value prop • Established upgrade path 2. Marketing & Development Assessment • Technical / Consumability Assessment • Clear messaging/value proposition • Competitive differentiation • Volume / Revenue targets by Geography • Route to Market Assessment • Technical / Partner requirements • Commitment at the country level 3. Channel Enablement Assessment  Planning assets: translation, tech support, sales education & support • Seller enablement assets: Quick Reference Guide, dashboard, web template, one-pager • Client collateral/content: announcement letter, client presentation, data / solution sheet, offering web sites The process puts emphasis on rapid ROI, ease of purchase, install, use, and maintain, and midmarket price points. 25 © 2011 IBM Corporation
  26. 26. Business Analytics and Optimization Business Analytics and Optimization Software Turning information into insights Software Cognos Express SPSS Modeler DB2 Express Informix Growth Edition IBM Smart Analytic System Data warehousing Warehousing appliances Warehousing software Industry models Midmarket “Lead With” Offerings 26 © 2011 IBM Corporation
  27. 27. Business Analytics and Optimization IBM’s Extensive Portfolio of Workload Optimized Offerings Systems Netezza Appliance IBM Smart Analytics System 1050, 2050 IBM InfoSphere Warehouse Integrated Optimized System Custom Solution Warehouse Accelerators Information Management Portfolio (Information Server, MDM, Streams, etc) Simplicity 27 The right mix of simplicity and flexibility Midmarket “Lead With” Offerings Flexibility © 2011 IBM Corporation
  28. 28. Business Analytics and Optimization BAO Mid-market Sales Plays and Marketing Blueprints Designed for Business Partners Business Need Turning Information into Insights Capability Business Analytics Business Analytics Data Warehousing Information Integration & Federation Data Management Data Management Information Integration & Fed. Lead-With Software Products Small Deals <$50K PW link IBM Cognos Express IBM SPSS Modeler Premium IBM Smart Analytics System (1050, 2050) IBM Smart Analytics System (1050, 2050) IBM DB2 Express IBM Informix Growth Edition IBM InfoSphere (coming soon) Sales Plays:  Business Analytics: Cognos Express and SPSS Modeler: Business Analytics for Midmarket https://www304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D232885Q16789F54  Data Management (DB2): https://www304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/L092377A53930E11/lc=en_US  Data Management (Informix) https://www304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/D414681T43504D26/lc=en_US  Data Warehouse: https://www304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/A029749N50412L24/lc=en_US BP Sales Kits on Lead With Midmarket Products  https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_smb_sw_volume_offerings Marketing Blueprints:  Business Analytics: http://public.dhe.ibm.com/partnerworld/pub/smb/blueprints/business_analytics_blueprint.pdf  Data Warehouse: http://public.dhe.ibm.com/partnerworld/pub/smb/blueprints/smart_analytics_systems_1050_2050_blueprint.pdf  Data Management: http://public.dhe.ibm.com/partnerworld/pub/smb/blueprints/data_management_for_business_analytics_blueprint.pdf Corporation © 2011 IBM 28
  29. 29. Business Analytics and Optimization Turning Information into Insights Business Analytics Path 1: BP has invested in IBM database Add IBM analytics capability Consider Cognos Express Consider SPSS Modeler Add IBM data warehouse Data Warehousing Consider Smart Analytics System Data Management Path 2: BP has invested in IBM analytics Add IBM database capability Consider DB2 Express Consider Informix Editions Up-sell potential: Information Integration Data Security Data Archiving Portals/Mashups Software capability name 29 © 2011 IBM Corporation
  30. 30. BP Profitability Tool Business Analytics and Optimization • Helps with in-depth business planning and decision making on whether to invest in and resell a specific product • Shows average deal size, sales cycle, services drag • Provides investment requirements (training, skills, certs, etc.) • Summarizes potential ROI for partner • Customizable to your assumptions 1 Select product and indicate your current experience level. Shows deal cycle, average size, services opportunity, etc. 2 Enablement summary shows sales and technical investments required based on your current expertise. 3 Investment summary shows product only, service only, or both. Shows total revenue and margin expectations. 4 30 Customize assumptions (deal volumes, salaries, margins, etc.). Review more detailed summaries. Print reports. Try it here: https://www-304.ibm.com/sales/gss/bpp/html/BPProfitability.jsp IBM Corporation © 2011
  31. 31. BP Profitability Tool: Sample Report Business Analytics and Optimization 31 © 2011 IBM Corporation
  32. 32. Business Analytics and Optimization Software Value Plus Open products All IBM Business Partners may resell these through the Passport Advantage program. (Sign up with a VAD and join PartnerWorld.) Authorized products IBM Business Partners who have obtained authorization through Software Value Plus may resell authorized products. Rewards Business Partners who invest in skills and high value solutions. (See bottom link.) Why should you get authorized? – Expand your support for new market segments – Increase your up-sell opportunities – Make your sales cycles more productive – Increase your revenue "The Software Value Plus Program is IBM Software Group's most innovative and customer focused initiative to date. By aligning customers with its most skilled partners like Ascendant Technology, IBM is reinforcing its commitment to customer value and to building a smarter planet." — Rob Thomas Vice President, Sales Ascendant Technology Eligibility requirements and steps to enroll 32 © 2011 IBM Corporation
  33. 33. Business Analytics and Optimization IBM Smart Analytics System 1050 or 2050 OVERVIEW IBM Smart Analytics Systems 1050 and 2050 are cost effective solutions for midmarket companies looking to quickly deploy analytics and business intelligence capabilities on a powerful data warehousing foundation. They are compact, appliance-like solutions on single systems delivering the right balance of power and simplicity out of the box. Pre-integrated and analytic workload optimized, with IBM software and hardware, based on years’ of experience, customers can gain results faster in days instead of months. Authorized product MARKET OPPORTUNITY • SMB/Midmarket: $1.16 billion opportunity, 18% of Market, 10% is Appliance Revenue and 11% of Appliance Market • Departmental: $3.13 billion opportunity, 49% of Market, 20% is Appliance Revenue and 57% of Appliance Market BUSINESS PARTNER Must be an authorized participant in IBM Software Value Plus for InfoSphere Data Warehouse. Must be have passed the IBM Smart Analytics System Sales Mastery exam. Optionally, if Cognos extensions are implemented then must also be an authorized participant in the IBM Software SVP (ValueNet) for Cognos. The programs are designed to reward Business Partners who invest in skills and high value solutions based on designated IBM Software portfolios. Must be authorized reseller of 1050/2050. News! Business Partners with SVP Cognos Resell authorization are now eligible to resell IBM Smart Analytics 1050/2050 VALUE TO PARTNER Sales Cycle: In as little as 3 months Integrated Solution Support Package – One Call Customer Support: see Announcement Letter for details Repeat business: Hardware, software and services opportunities by adding applications for new LOB applications with out-of-the box Warehouse Packs High Value Services: Data warehouse setup, customization and end user applications often 2-3 times iBM Smart Analytics Systems deal BP Reference “Smart Analytics is a great new offering”: The advantage of the (Smart Analytics System) solution is that it’s more or less a data warehouse in a box,” explains Robbie Crawford, Director at Barrachd. “It’s simple to deploy and it offers excellent performance with no bottlenecks, because it has been specifically designed for data warehouse workloads.” ASSUMPTIONS  5 BI Users included with all configurations unless otherwise stated  2 additional years of SW S&S included for all components to align with HW Warranty  Departmental Base 20 User Minimum  Departmental 30 User Minimum  Medium and Large configurations include Rack, KVM, and PDU  Prices are USD List  Linux Operating System GETTING STARTED! - Education and Enablement Announcement Letter: IBM Smart Analytics Web page: IBM Smart Analytics System Education - skills and knowledge building • Information Management Sales Mastery (M155) • IBM Smart Analytics System Sales Mastery (M226) • IBM ISW-9.7 & Smart Analytics Technical Mastery Test v1 (InfoSphere Warehouse) (M80) • IBM Cognos Business Intelligence Sales Professional V1 (M247) • Email to askData@ca.ibm.com for access to toolkit • IBM Learner Portal for Business Partners DATA SHEETS • IBM Smart Analytics Systems 1050/2050 Data sheet • IBM Smart Analytics System brochure (4 page) • IBM Smart Analytics brochure (12 page) 33 SALES KITS • IBM Smart Analytics Systems for the Midmarket • IBM Smart Analytics Systems • Ready to Go Balanced Warehouse AVERAGE DEAL SIZE: Small: $23K ($17K for 20 IBM Smart Analytics 1050 users plus $6K for 5 optional Cognos users) Large: $278K ($167K for IBM Smart Analytics 2050 per server pricing plus $12K for 10 optional Cognos users) BP INVESTMENT REQUIRED [available in profitability tool] Certification requirements Training requirements and course links Sales resource requirements Technical resource requirements Marketing/lead gen requirements Sales Incentives: • Note: Provided locally © 2011 IBM Corporation
  34. 34. Business Analytics and Optimization Business Partner Sales Play 34 © 2011 IBM Corporation
  35. 35. Business Analytics and Optimization Topics   How to Talk About BAO to Customers  IBM’s BAO Offerings  Mid-Market “Lead With” Offerings and Roadmaps  35 What is BAO and Why is it Important? Additional Marketing Resources © 2011 IBM Corporation
  36. 36. Business Analytics and Optimization Campaign Assets for Business Analytics & Optimization Business Analytics Blueprint: Business Analytics DG assets from Cognos brand on PartnerWorld (see note) Information Infrastructure Blueprint: Data Warehouse, featuring IBM Smart Analytics System Blueprint: Data Management (information infrastructure including Informix and DB2) – NEW! avail 6/1 Digital Marketing Kit: In Development – ETA Aug Flexible Asset: Business Analytics & Optimization (BAO) • Door Opener email & Direct Mail templates • eNurture emails (3 Streams) •Full creative to support one nurture stream •Content guidance to support other 2 eNurture streams • Call Guide Three Campaigns: 1. Business Analytics 2. Data Warehousing 3. Data Management Note: These DG assets are in a “secured” page in PartnerWorld (because Cognos Express partners require particular authorization/certification). If the MSV or IBMer does not see the content, you may request access to this secured content from this page https://www-304.ibm.com/partnerworld/wps/mem/overview/BF6A0. 36 © 2011 IBM Corporation
  37. 37. Business Analytics and Optimization IBM Software Digital Marketing Planning Checklist for Business Partners  Ensure Marketing Readiness – – – References: Success Story in a Box – Create a 3 minute video podcast and one page write up featuring your customer success story ($2,650, Audio Only-$660) Skills & Certifications – Value Package – Comprehensive technical enablement benefits package provides critical resources to help you more effectively develop and sell IBM software ($2k) Ensure you have a clear value prop and solution based sales approach  Establish Digital Presence – – – – – – – – – Social Media Training: Information about social media and how to use in your business Master the Series of 6 Social Media Education modules Web Content Syndication - Enhance the power of your company’s website with direct feeds of IBM product and marketing content from ibm.com. (no charge) Search Engine Marketing with IMPAQT - Analyze and unlock your web assets with this discounted consultative service to enhance your online presence and improve the performance of your website in online searches ($999) Solutions Daily – Publish your articles, podcasts, sponsor banner ads and more in this syndicated online news and advertising magazine created for IBM and IBM Business Partners (no charge) Business Partner Application Showcase - Put your industry applications in a searchable IBM-hosted web directory that makes it easy for clients, IBM Business Partners, and sales teams to find the solutions to meet their needs. (no charge) Business Partner Locator - It allows clients to identify IBM BPs (all types) with MM focus, that have earned specific skills, certifications, and specialties, at the local level. YTD has been visited 130,000 times by 30,000 individuals! Visit Communities for Business Partners and select “Show how to get started” to profile your self and join the PartnerWorld Community to collaborate with IBM subject matter experts and complementary Business Partners: Join the discussion on Using Business Partner Communities  Execute Campaign – IBM Midmarket Marketing Execution Blueprints  Host an Event – – – Client Events Package - IBM will host a meeting with you and one or more of your clients at one of our IBM Innovation Centers, IBM Forum Centres, or IBM Business Partner Innovation Centers. (cost varies) LotusLive: Online Collaboration and Business Social Networking Services - Host a web conference with a no charge account using LotusLive Meetings; combine your social network with web conferencing and collaboration capabilities with LotusLive Engage. (no charge) Web Conferencing - Conduct a conference easily and cost effectively with professional event facilitators to help you manage and run your conference from planning and rehearsal to delivery and follow up. ($600) IBM BAO External Web Site: www.ibm.com/bao 37 Benefits Available through IBM PartnerWorld © 2011 IBM Corporation
  38. 38. Business Analytics and Optimization IBM Software Social Media Checklist for Business Partners Follow, Listen, Engage, Contribute  Follow the IBM conversation: (check for local IBM content in your country) Blogs Collaborate for Success IBM Software Business Partner Blog Twitter (Key hashtag #ibmpartners) @ibmpartners @infomgmtpartner @LotusBusPartner @rationalpartner @tivolipartners @ibm_soa_bp @ibmwebspherebps @ibmsmb @ibmpw @IBMPartnerPlan LinkedIn YouTube IBM Software Business Partners IBM Midmarket Business Partners IBM Software Business Partners BAO Twitter account: http://www.twitter.com/IBM_BAO BAO related Blogs: http://www.adamgartenberg.com/gartenber g/agartenberg.nsf/) IM blogs: http://planetdb2.com Other twitter accounts to retweet http://twitter.com/#!/ibmbizanalytics http://smarterquestions.org/ BA Youtube Channel: http://www.youtube.com/user/ibmbusinessa nalytics IBM PartnerWorld SMB Communities IBM PartnerWorld Community infoBOOM Facebook IBM PartnerWorld SMB Group Infoboom on Facebook IBM Express Advantage Group IBM Lotus Business Partners Worldwide  Register your social accounts with IBM Aggregators, & use key hashtags to have your tweets appear: – Key Initiatives: IBM Centennial, Social Business – Events: Lotusphere, Pulse, Impact, IOD 38 © 2011 IBM Corporation
  39. 39. Business Analytics and Optimization BAO is a Major Focus for Midmarket Customers “There is a race to solidify Line of Business relationships” – Gartner Group, speaking about BAO Next steps  Contact your channel rep for your midmarket planning session.  Bring BAO to your clients – don’t wait for them to bring it up. 39 © 2011 IBM Corporation
  40. 40. Business Analytics and Optimization Back-up 40 © 2011 IBM Corporation
  41. 41. Business Analytics and Optimization Open product IBM DB2 Express OVERVIEW •IBM’s Database solutions provide IBM Business Partners a way to remove their clients growing concern over other database vendor’s license/renewal costs. With new compatibility feature applications written for other databases can be quickly enabled on DB2. •IBM Databases are the most cost efficient in the industry, as proven by numerous third party evaluations and benchmarks. IBM databases include new, innovative features that will further decrease Total Cost of Ownership for clients. Solutions developed / implemented on IBM Database Software can take advantage of efficiencies and innovations to give Business Partners - and their clients - an edge in the marketplace. MARKET OPPORTUNITY  Database Management & Tools is a $22B opportunity in 2011, growing about 5% annually per year through 2015 BUSINESS PARTNER DB2 Express is an “Open” offering and does not require "Authorization.“ Other DB2 offerings require BP to participate in Software Value Incentive (SVI) and/or Value Advantage Plus (VAP) VALUE TO PARTNER Well positioned in the Marketplace •DB2 is optimized to deliver industry-leading performance and high availability across multiple workloads, while lowering administration, storage, development, and server costs. •DB2 has made it significantly easier to enable Oracle and Sybase database solutions to IBM via PL/SQL compatibility and Sybase compatibility. These features along with Deep Compression, High Availability and Disaster Recovery offer Business Partners the ability to drive new demand from clients who face continually rising licensing costs from Oracle. •DB2 is cross industry focus; many successes in Financial Services, Healthcare, Public Sector, Insurance •Over 3,000 Oracle/Sun Winbacks for DB2 •Double Digit growth YTY in down economy Well positioned within IBM •DB2 Advanced Edition is ~70% less expensive than comparable Oracle offerings – and is simple to order using a single part number GETTING STARTED! - Education and Enablement • Recommended Education for DB2 • DB2 certification training • DB2 technical training information • Shrink your database using DB2 for Linux, UNIX and Windows row compression 41 PAIN POINTS  Issues with data reliability, integrity or compliancy.  Costs associated with data management and the need to simplify or automate everyday operations.  Application performance degradation or outages due to unanticipated side-effects of missed dependencies when changes rolled into production.  Increased database management costs and delayed revenue awaiting DBA availability to implement application or database migration or enhancements. SALES KITS • Up to Double (2X) SVI Competitive Incentive • Quick Reference Guide • DB2 Break free – Lowering Cost of Data Sales Play • Replace Oracle with DB2 9.7 and save on data infrastructure costs and performance DATA SHEETS • eBook: Uncover cost savings with IBM DB2 • DB2 Break free Seminar in-a-box • Redbook AVERAGE DEAL SIZE: Small: $15K Large: $250K+ Sponsors: IT Decision makers (CIO, IT Mgmt) and IT influencers (DB Administrators, Architects and Developers) © 2011 IBM Corporation
  42. 42. Business Analytics and Optimization Open product IBM Informix Editions OVERVIEW Today's demanding business environments are more dependent than ever on fast and efficient data management. Database provides the essential infrastructure upon which critical solutions are based, including ERP, CRM, data warehouse solutions and many other data store or transaction processing solutions. IBM's family of databases offer many unique advantages, providing clients with critical infrastructure at a lower total cost, while helping to improve service levels and performance. IBM's robust investment in the database area, including Informix, means that these database families are continually enhanced to support the rapidly changing and evolving needs of midsized customers. MARKET OPPORTUNITY • Information & Analytics midmarket total opportunity is $37B in 2011 for software, hardware and services • Of that figure, Information Platform is a $22.8B. • Information Management represents 41% of the $19B total global opportunity for middleware. IDEAL BUSINESS PARTNER: BP who’s Software Value Plus (SVP) Authorized for Database Management and Tools. Find SVP Authorized BPs here. Informix Choice Growth Editions require authorization. Informix Business Partners including: •System Integrators (SI’s), Regional System Integrators (RSI’s) and Solution Partners and ISVs with Informix applications who have the skills to deliver a combination of HW, SW, Services, Maintenance, & Financing; ability to sell the complete solution. •Resellers, particularly those who have developed value-add integration capabilities on top of their reselling. •Value Distributors are key as they often create solution bundles for their value nets as well as provide solution training for their reseller partners. Note: In the midmarket, IBM Informix is a strong lead-with offering with the lowest price point and low administrative overhead. VALUE TO PARTNER AVERAGE DEAL SIZE: • IBM Databases are more cost effective faster and cheaper than offerings from competitors • Average - $5K- $200K - Total cost of ownership of Informix is 31% cheaper than Microsoft SQL Server (ITG analyst paper: Cost/Benefit case for Informix) - Informix sales increased due to Microsoft SQL Server customer concerns with vendor lock-in, security and reliability issues• Small - $5K / 25 users (IBM Informix Choice - Informix sales increased due Oracle/SUN license fee increases Edition) • BP-provided services revenue is often 2-3 times the value of hardware and software • Large: up to $200K+ • BP Database Solution Providers in the Midmarket can earn up to 65% margin based on SVI incentives. • Estimate your ROI with this BP Profitability Tool • Informix customers have proven to be loyal, long-term customers that provide BPs with the ability to create an annuity stream over many years. • Common upsell / cross- sell opportunity -- Hardware: System x, System P, POWER. Software: InfoSphere and Cognos GETTING STARTED! Education and Enablement • IBM Software Value Plus – Rewards BPs who invest in Database Mngt & Tools skills / high value SW • Informix Quick Reference Tool for Informix BPs • Informix: PartnerWorld resources • Information Management Learner Portal 42 Sales Kits / Quick Reference Guide (QRG) • Database Management and Tools (QRG)  Discover the new face of Informix (Play/Kit) • Oracle-Sun Competitive plays (evaluate for database elements) • Oracle-Sun Attack for MM (QRG) • Midmarket Oracle-Sun (Sales Kit) Sales Incentives: • Note: Provided at local level. Data / Solution Sheets • Informix data sheet  Informix COST BUSTERS (website refresh in June) BP INVESTMENT REQUIRED (available in profitability tool) Certification requirements Training requirements and course links Sales resource requirements Technical resource requirements Marketing/lead gen requirements © 2011 IBM Corporation
  43. 43. Business Analytics and Optimization IBM Cognos Express OVERVIEW IBM Cognos Express provides a one-stop integrated Business Intelligence and planning solution purpose-built for midsize companies., Users can analyze data in a business context and quickly gain insight into company performance and trends to take immediate action, linking insight to action. It provides consistent, reliable information for better, faster decision-making to manage costs, drive profitability and increase growth. Authorized product MARKET OPPORTUNITY 1- 70% of midsize firms are looking to analytic solutions to improve operational efficiency and gain insights about their customers. 2- New IBM global study reveals CIOs look to Business Analytics to drive innovation and growth - 83% plan to invest in Analytics. BUSINESS PARTNER VARs who belong to SVP for Business Analytics; sell into the MidMarket, are IBM Cognos enabled and are selling IBM Cognos BI Solutions; and have Business Intelligence certifications and experience. VALUE TO PARTNER Most sales start with one or two Cognos Express modules and ~25 users. Additional users and modules are sold over time as the deployment expands. Leverage IBM Global Financing as a differentiator to provide low monthly payment; and account as OpEx vs CapEx. Example includes $25/user/month based on a minimum of $22,500 USD for 25 users financed over 48 months. Actual rates may vary based on creditworthiness, configuration details, etc. and are subject to credit approval by IBM Credit LLC. For some clients, total software and services is limited to 75% of hardware financed. Other conditions may apply. Sell to net new prospects, with new software and services, and build long term relationships for growth expansion with an opportunity to sell up and across, and provide continued services engagements as an organization grows PAIN POINTS IBM Cognos Express is the only midmarket BI & Planning product that delivers integrated Analysis, Reporting, Planning, Budgeting and Forecasting that drive greater efficiencies, reduce costs, and identify new growth opportunities. Business users don’t have access to the information they need nor do they have the confidence in the information to make better decisions AVERAGE DEAL SIZE: Typical Sales cycle: 2-4 months Typical project = 20 reporting seats = US$22,000; or 10 reporting seats and 5 planning seats = US$32,000. Entry level pricing = starting at US$14,500 Inability to deliver timely, reliable forecasts & plans that align operational tactics with financial targets Limited IT resources, BI and Predictive analytics expertise and budgets GETTING STARTED! - Education and Enablement Announcement Letter: Web page: • IBM Learner Portal for Business Partners • Enablement assets including training courses • Discounting promos, demo content, and other selling resources available on PartnerWorld • Competitive resources available on PartnerWorld 43 SALES KITS • Cognos Express Sales kit • Offer your prospects to view a demo, or assess their BA capabilities with the Aberdeen Business Analytics ROI Tool . • Invite them to our next Quarterly Virtual Summit. Sales Incentives: • Note: Provided locally Demand Gen Assets • Available on PartnerWorld DATA SHEETS • Cognos Express Data Sheet • Reporting for Midsize Companies • Transforming spreadsheets: planning, budgeting and forecasting for midsize companies © 2011 IBM Corporation
  44. 44. Business Analytics and Optimization Authorized product IBM SPSS Modeler Premium OVERVIEW IBM SPSS Modeler is a high-performance data mining and text analytics workbench that quickly delivers positive ROI by creating the predictive intelligence that allows MARKET OPPORTUNITY IDC expects that over the next five-year period the business analytics market will have a compound annual growth rate (CAGR) of 7.0%. organizations to proactively and repeatedly reduce costs and increase productivity. IBM SPSS Modeler Premium allows organizations to tap into the predictive intelligence held in all forms of data. Modeler Premium goes beyond the analysis of structured numerical data alone and includes information from unstructured data such as web activity, blog content, customer feedback, e-mails, articles, and more to create the most accurate predictive models possible. BUSINESS PARTNER VARs who are belong to SVP for Business Analytics; sell into the MidMarket, are IBM Cognos enabled and are selling IBM Cognos BI or Financial Performance Management Solutions; and have Predictive Analytics, Business Intelligence or Financial Performance Management certifications and experience. VALUE TO PARTNER - Include SPSS Modeler in your deals to increase pipeline and revenue. Incorporating Predictive Analytics into Performance Management can increase the ROI of the overall solution, according to IDC: “The median ROI for the projects that incorporated predictive technologies was 145%, compared with a median ROI of 89% for those projects that did not.” GETTING STARTED! - Education and Enablement Announcement Letter: Web page: IBM Learner Portal for Business Partners • Competitive resources available on PartnerWorld • Certification training, Learning Portal, and other enablement resources available on PartnerWorld • Technical resources available on PartnerWorld 44 • Pricing resources available on PartnerWorld PAIN POINTS Line of business pain points Users are not able to predict business outcome. Users don't understand what factors influence outcome. It is too time consuming to analyze relationships between business events. The business is too reactive and wants to be more proactive. IT Challenges supporting the Organization's Information Needs Too many costly analytical tools to maintain Too much IT involvement in supporting complex analysis for the business SALES KITS  Make Better Decisions Through Predictive Intelligence SPSS Modeler Sales Kit SPSS Modeler Average Deal Size: USD $40,000 DATA SHEETS Cognos Express /SPSS Modeler QRG AVERAGE DEAL SIZE:  Sales Incentives: • Note: Provided locally Improve Model Accuracy with Unstructured Data © 2011 IBM Corporation
  45. 45. Business Analytics and Optimization Business Analytics and Optimization Message Map for the Midmarket page 1 of 2 point of view needs our value proposition the conversation Despite the wealth of data and content available today, most decision makers are starved for the right information and insight. Analytics-driven organizations are outperforming their competitors by connecting people with trusted information, enabling them to make real-time decisions and act with confidence to deliver better business outcomes. Turn information into insight Drive better decisions across the organization Act faster and with more confidence Enable everyone in organization with timely insight Manage financial and operational risk IBM’s Business Analytics and Optimization software, services and solutions help midmarket organizations master information and gain insights for decision makers at all levels to anticipate, shape and optimize business outcomes. Business Advantage Conversation Spectrum Technology Advantage Gain unique insight across your organization to drive more revenue, decrease costs, mitigate risk and open up new opportunities the economic benefit 45 Master your information and reduce IT costs while meeting the growing needs of your business • Enhance understanding to Enable Profitable Growth • Gain deep customer, marketing, competitive and operational insights • Detect patterns and predict opportunities and threats, intervening to change outcomes before they happen • Drive Real-Time Decision Optimization • Improve process efficiency and accuracy by enabling access to all relevant customer case information • Improve business agility, driving real-time decisions. Finance resources spend 50% of their time on routine data gathering & reporting. • Foster Informed / Collaborative Decision Making • Foster informed decision making and automate data analysis. Organizations that automate production of financial metrics show 29% better analytics satisfaction than those who rely on a manual process • Enable Enterprise & Operational Visibility • Plan, budget and forecast resources to stay ahead of changing conditions and shape better business outcomes • Drive strategic alignment, improving enterprise visibility and aligned execution.  Enable single view of business processes cutting across departmental silos improving productivity. High-growth Midmarket Chief Information Officers who proactively craft data into actionable information 35% more than Low-growth Midmarket counterparts  Master information explosion without burdening systems or IT department. 59% of Chief Executive Officers cite information explosion as a factor that will impact their organizations in the next 5 years.  Protect your investment and gain business insights without impacting departmental performance.  Deploy systems that ease installation & configuration to reduce IT costs on an ongoing basis.  Drive adoption among Non-IT users through applications that provide context-relevant interfaces and domain customization to address specific requirements. © 2011 IBM Corporation
  46. 46. Business Analytics and Optimization Business Analytics and Optimization Message Map for the Midmarket page 2 of 2 Business Analytics entry points roles benefits case studies solutions 46 Information Management and Governance Line of Business Executives, Executive Professions, IT Managers Chief Information Officer, IT Managers • Drive greater efficiencies, reduce costs and identify new growth opportunities by consolidating, reporting and mining of enterprise level data. A midsize asset management company reduced its report generation time from 10 days to 2 days thereby providing managers with real-time in-depth business data. • Improve planning cycle from weeks down to days and increase organizations flexibility and responsiveness. A midsized pharmaceutical firm reduced its planning cycle from two months to two weeks by implementing a business management solution based on Cognos Express. • Deliver Up-to-date, transparent view of sales, turnover, profit, and inventory. US Lumber was able to better manage their profitability and inventory producing an incredible 3,623% ROI and 11 day payback of their Investment. • Reduce inventories with accurate production plans. Elie Tahari experienced a 30% reduction in its supply chain and logistics cost using solutions that provided it with real-time insights on sell-through rates and inventory. • Link Planning to strategic and operational targets. Blue Mountain was able to eliminate excess inventory, improve reporting and make more strategic pricing decisions and experienced a 1,822% ROI with 1 month payback. • Integrate and deliver single view of key business entities. A government agency in New York City improves its ability to manage vast amounts of data and better serve the city’s citizens by using IBM InfoSphere software solutions to create an easy-touse Common Client Index • Deliver continuous and reliable access to information enabling users to make fact based decisions. Italian healthcare institute FSM, enabled doctors, nurses and administrative employees to enter reports 24 hours without worrying about system availability. • Cost effectively manage the explosion of information. CYTA, a telecom provider, has gained 3 times faster server performance using Infosphere and reduce data table size by up to 70 percent using DB2. • Protect data and enable secure sharing of information reducing downtime and cost of information theft. Famous Smoke shop Strengthened data security to protect payment card data and support PCI DSS compliance using Informix. • Retain and govern information to support regulatory compliance and legal discovery. With IBM and SAP for Pharma, Inventia’s audit preparation requires between 50 and 60 percent less effort and users can reach relevant data 30 to 40 percent faster.      ICICI Prudential AMCO – Drive Efficiency and Reduce Cost AinPharmaciez – Improve Planning Cycle US Lumber – Gain Transparent view of Business Elie Tahari – Reduce Inventory Blue Mountain Resorts – Link Strategic Plann and Operational Targets Cognos Express (Reporter, Xcelerator, Advisor, Planner) Smart Analytics System(1050 and 2050) Business Analytics and Optimization Jumpstart IBM Mashup Center* DB2 Web Query for I CFO Performance dashboard *   HSS Connect- Integrate and Deliver single view  Fondazione Salvatore Maugeri - Deliver Continuous and Reliable Access to Information  Cyprus Telecommunications - Manage Information Explosion  Inventia Healthcare - Regulatory Compliance System Storage DB2 Express Edition Informix Growth , Choice Edition and Innovator-C edition Smart Analytics System (1050 and 2050) IBM Storage Optimization and Integration Services Tivoli and Data Protection Solutions Power Express Solutions Information Protection Services NOTES 1) A check mark indicates that this is a “lead with” offering in the Mid Market Program Framework (MMPF) 2) The default RTM for MidMarket = Business Partners for all Solutions unless otherwise Indicated. 3) An asterisk (*) indicates that the primary RTM = IBM Led © 2011 IBM Corporation
  47. 47. Business Analytics and Optimization Delivering Innovative Solutions Applied Analytix helped mid-size specialty produce grower Sun World harness IBM Cognos analytics technology and IBM i servers to save on harvesting, conserve energy costs and better serve customers while providing safe, more cost effective harvesting techniques in the field. Challenge – Operating efficiency of crops and harvesting – Wanted more detailed cost analysis Solution – IBM Cognos TM1 • Built a portal to analyze key operational details • Continuously uploads and is available for instant online access to data Benefits – 8% efficiency increase in farm labor – 20% decrease in fuel usage – $3 million in new business in 2009 / 20% increase in customer base Video 47 47 © 2011 IBM Corporation
  48. 48. Business Analytics and Optimization Better Customer Insight Improves Customer Call Center Experience for Both Customers and Agents Assurant’s RAMP (Real-time Analytics Matching Platform), developed collaboratively by IBM and Assurant, on an integrated platform supplied by IBM’s Business Partners Genesys and Avaya coupled with IBM advanced analytics, matches data about the individual customer with each contact center agent’s specific skills, expertise and past performance to optimize routing of calls. Challenge – Call routing frustrates both customers and contact center agents – Retaining customers and increasing profitability of those relationships Solution – IBM GBS BAO: Advanced Analytics and Optimization – IBM GBS CRM: Contact Center Optimization – IBM DB2 for AIX – IBM WebSphere Application Server – IBM Power 750 Express, Power Systems running AIX 6 – IBM Business Partner Genesys – IBM Business Partner Avaya Benefits – Increased saves (customer calling to cancel) by 119% – Increased customer retention revenue by 187%, improving call center profitability through an optimized customer experience – Reduced agent attrition rate by 25%-- meaning lower agent acquisition and training costs as well as improved customer service 48 48 © 2011 IBM Corporation

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