© 2013 IBM Corporation / Confidential
Gain maximum benefit from channel Technical
Professionals (CTPs) & the technical pro...
© 2013 IBM Corporation
Agenda
 Current Express Product and options (including CDM)
 Cognos Express Planner and CDM Demo
...
© 2013 IBM Corporation
Cognos Express – current offerings
 Express 10.2.1 launched October 2013
– Fix Pack 1 released Apr...
© 2013 IBM Corporation
IBM Cognos Express – NEW Capabilities
Increasing Business Value…
Improved
Visualization
Experience
...
© 2013 IBM Corporation
The problem
Contributors
Approvers
Report
Consumers
Reviewers
Document
Managers
Corp Consol
ERP
Leg...
© 2013 IBM Corporation
The solution - CDM
Corp Consol
ERP
Legacy Systems
Existing
Source Systems
Corp GL
Global data
colle...
© 2013 IBM Corporation
What makes CDM unique?
Direct data connectivity (incl. TM1 and BI data) with real time
updates
Re...
© 2013 IBM Corporation
What reports can CDM produce?
The list is long. Common high-value examples:
Financial Statement Re...
© 2013 IBM Corporation
CDM Express
Additional Notes:
• For customers with BI Express or PM Express, the customer must buy ...
© 2013 IBM Corporation10 IBM Confidential
Channel Programs
 Partner Program:
– Technical skills program specifically targ...
© 2013 IBM Corporation11 IBM Confidential
Partner First Program
© 2013 IBM Corporation
Brand Development Plan example
12 IBM Confidential
© 2013 IBM Corporation
Brand Development Plan example
13 IBM Confidential
© 2013 IBM Corporation
OpenTEC
a new presales platform
© 2013 IBM Corporation15 IBM Confidential
What is OpenTEC
© 2013 IBM Corporation
What is OpenTEC?
• Exclusively for Business Partners and IBM GBS
• Easy-to-use, self service capabi...
© 2013 IBM Corporation
What is OpenTEC?
• Proofs of Technology (PoTs)
What can you
show using
OpenTEC?
• PoTs are a step i...
© 2013 IBM Corporation
Purpose: What is a Remote Proof of Technology (PoT)?
A PoT is more than just a
demonstration
Unlock...
© 2013 IBM Corporation
Purpose: How do PoTs enhance Selling?
They enhance your credibility
They illustrate Proficiency and...
© 2013 IBM Corporation
What OpenTEC is NOT
© 2013 IBM Corporation
Limitations to OpenTEC
© 2013 IBM Corporation
Summary: OpenTEC Benefits
Cloud-Based
Tool to enable
BPs to
provision IBM
PoTs almost
anywhere
PoTs...
© 2013 IBM Corporation
Functional Overview
Interface: Mobile Application*
Use: Event Booking & Management
Currently only a...
© 2013 IBM Corporation
Interface: Web-Based Portal
Use: Event Booking & Management;
for Event Attendees to access the
PoT
...
© 2013 IBM Corporation
Getting Access
• User ID and Password is generated for individual Partner
users – it is not a group...
© 2013 IBM Corporation
Getting Enabled
• A guide to getting started with OpenTEC will
be sent to you along with your User ...
© 2013 IBM Corporation
Partner Criteria
 Partners joining OpenTEC must have:
 SVP Authorisation (to Access a PoT, you mu...
© 2013 IBM Corporation
Asset Status by Brand
• 19 assets in Pipe line
• 96 Assets in OpenTEC, 25
approved by SME
© 2013 IBM Corporation
Collaborative
solutions
4
Rational
7
Security
5
WebSphere
15
29
C&SI
14
Information
Management
9
In...
© 2013 IBM Corporation
Feedback from potential users
We will discuss
an internal
process on
requesting
asset
availability....
© 2013 IBM Corporation31 IBM Confidential
Project Cooper
© 2013 IBM Corporation32 IBM Confidential
Project Cooper benefits
© 2013 IBM Corporation
BA Experience Workshops
 Business Simulation provides “a
day in the life” example of
Management us...
© 2013 IBM Corporation
Driving Smarter Decisions
for Better Business Outcomes
Through the strategic application of
Busines...
© 2013 IBM Corporation
35
How are we doing?
IT
SALES
MARKETING
CUSTOMER
SERVICE
HR
OPERATIONS
PRODUCT
DEVELOPMENT
FINANCE
...
© 2013 IBM Corporation36
?
Decide
& Act
How are we doing?
Reports Real Time Monitoring
Immediate Insights
Scorecards & Das...
© 2013 IBM Corporation
Sample agenda
Business Analytics Experience Workshop @ Customer X
09.00 Welcome/ Introduction
09.10...
© 2013 IBM Corporation
Enablements
 AnalyticsZone.com
– For all our customers and partners
• Download Cognos Express tria...
© 2013 IBM Corporation39
Colm Kenneally IBM United Kingdom
Client Technical Specialist
Business Analytics
Mid Market & Par...
© 2013 IBM Corporation40 IBM Confidential
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Gain maximum benefit from Channel Technical Professionals and the technical programs

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Gain maximum benefit from Channel Technical Professionals and the technical programs by Colm Kenneally, IBM Business Analytics, Mid-Market and Partner Enablement.

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Gain maximum benefit from Channel Technical Professionals and the technical programs

  1. 1. © 2013 IBM Corporation / Confidential Gain maximum benefit from channel Technical Professionals (CTPs) & the technical programs May 8th, 2014 Colm Kenneally Business Analytics Mid Market & Partner Enablement
  2. 2. © 2013 IBM Corporation Agenda  Current Express Product and options (including CDM)  Cognos Express Planner and CDM Demo  Channel Programs  How CTPs can help 2 IBM Confidential
  3. 3. © 2013 IBM Corporation Cognos Express – current offerings  Express 10.2.1 launched October 2013 – Fix Pack 1 released April 2014  Closer to latest Enterprise BI and TM1 functionality  Simplified licence roles – PM User – BI User  Cognos Disclosure Management Express licencing – No Express software version – same installation as Enterprise CDM – Limit of 25 users – No XBRL support – Great to demo – Xcelerator/Planner data flowing through to CDM output 3 IBM Confidential
  4. 4. © 2013 IBM Corporation IBM Cognos Express – NEW Capabilities Increasing Business Value… Improved Visualization Experience Extended Mobile Support Integrated Scorecarding Capabilities Richer Support for Microsoft Additional enhancements o TM1RunTi o IBM Dynamic Query Analyzer (DQA) o Operations Console A broader, more extensible platform o Cognos Disclosure Management(CDM) o Cognos Software Development Kit(SDK) o Cognos Controller
  5. 5. © 2013 IBM Corporation The problem Contributors Approvers Report Consumers Reviewers Document Managers Corp Consol ERP Legacy Systems Existing Source Systems Corp GL Interface Spreadsheets Paper Reports Interface Tools & processes no longer sustainable Various Required Reports EDW data BI data
  6. 6. © 2013 IBM Corporation The solution - CDM Corp Consol ERP Legacy Systems Existing Source Systems Corp GL Global data collection Analytic Data Management, Synchronization IBM Cognos FSRIBM Cognos TM1 Report Types User Management, Workflow, Process Control Contributors Approvers Report Consumers Reviewers Document Managers EDW BI
  7. 7. © 2013 IBM Corporation What makes CDM unique? Direct data connectivity (incl. TM1 and BI data) with real time updates Report lifecycle management (protocol and methodology to manage reports from beginning to end) Report lifecycle governance (audit trail) Holistic solution that supports many worldwide tagging requirements CDM IS NOT a point solution CDM IS a market-leading platform for report production management
  8. 8. © 2013 IBM Corporation What reports can CDM produce? The list is long. Common high-value examples: Financial Statement Reporting Management / Board books Legal Exposure Notes Treasury Management Regulatory Reporting (including XBRL) Carbon Disclosure Reporting ….and many more
  9. 9. © 2013 IBM Corporation CDM Express Additional Notes: • For customers with BI Express or PM Express, the customer must buy the CDM Express Connector in addition to CDM Express Admins and Users • For customers with the Cognos Complete Connector, the customer needs to just buy CDM Express Admins and Users • At least one CDM Express Admin is required; CDM Express users may perform all other tasks except administrative • CDM Express is limited to 25 users max; at >25 users customers must buy the CDM Starter Server, but may use existing express users on full CDM (including Admins) • For regulatory reporting requirements, customers should look at Standard CDM pricing. XBRL is not available for CDM Express • Data aggregation not offered with CDM Connector; already available via PM Connector
  10. 10. © 2013 IBM Corporation10 IBM Confidential Channel Programs  Partner Program: – Technical skills program specifically targeted at enabling key focus partners in new areas, with the specific intention of growing revenue  OpenTEC: – First-of-a-kind program to allow BP-provisioned PoTs to drive significant increase in Channel SW Sales opportunities  Project Cooper: – Best practice program to fast-track skills transfer to Business Partners  Techsales Partner support – Primary Techsales contact  Enablements – General and individual enablements for Business Partners
  11. 11. © 2013 IBM Corporation11 IBM Confidential Partner First Program
  12. 12. © 2013 IBM Corporation Brand Development Plan example 12 IBM Confidential
  13. 13. © 2013 IBM Corporation Brand Development Plan example 13 IBM Confidential
  14. 14. © 2013 IBM Corporation OpenTEC a new presales platform
  15. 15. © 2013 IBM Corporation15 IBM Confidential What is OpenTEC
  16. 16. © 2013 IBM Corporation What is OpenTEC? • Exclusively for Business Partners and IBM GBS • Easy-to-use, self service capability • Service in place to compliment existing process Cloud-based access to European TEC services • Event management • Asset provisioning and deploymentTwo Components • Most recent (Cross-Brand) SW Pre-Sales Assets • Instant Single Asset Image for Software Demonstration • Certification for BPs to deliver IBM PoTs independently What’s Available?
  17. 17. © 2013 IBM Corporation What is OpenTEC? • Proofs of Technology (PoTs) What can you show using OpenTEC? • PoTs are a step in the Sales Cycle • …they are NOT a Silver Bullet • Use as part of Establishing and Enhancing Credibility Where do PoTs fit into the Sales Cycle? • One-to-One as part of an Opportunity • One-to-Many In a Demand Generation Event • When You Want To Differentiate From Competition When would you use OpenTEC?
  18. 18. © 2013 IBM Corporation Purpose: What is a Remote Proof of Technology (PoT)? A PoT is more than just a demonstration Unlock the Client’s imagination A PoT is available from almost anywhere
  19. 19. © 2013 IBM Corporation Purpose: How do PoTs enhance Selling? They enhance your credibility They illustrate Proficiency and Solution Effectiveness PoTs are a key set of presales tools from IBM that will Help You Sell More
  20. 20. © 2013 IBM Corporation What OpenTEC is NOT
  21. 21. © 2013 IBM Corporation Limitations to OpenTEC
  22. 22. © 2013 IBM Corporation Summary: OpenTEC Benefits Cloud-Based Tool to enable BPs to provision IBM PoTs almost anywhere PoTs will Help You Sell More OpenTEC can be used in One-to- One or One- to-Many Events
  23. 23. © 2013 IBM Corporation Functional Overview Interface: Mobile Application* Use: Event Booking & Management Currently only available on Android for BPs
  24. 24. © 2013 IBM Corporation Interface: Web-Based Portal Use: Event Booking & Management; for Event Attendees to access the PoT Functional Overview
  25. 25. © 2013 IBM Corporation Getting Access • User ID and Password is generated for individual Partner users – it is not a group login! • Multiple individuals from the same BP can be given Access Partners Request Access Through IBM Associates, Partner Reps or by emailing OpenTEC@uk.ibm.com • BP must be SVP Auth. to access PoTs in Product Group • Once authorization is confirmed by IBM Associate / Partner Rep, User ID and Password is generated Authorisation for Access to OpenTEC • Access is offered with a 30 Day Activation Period, during which time the Partner should run an internal or customer event using an IBM Asset to complete activation. 30 Day Activation Period
  26. 26. © 2013 IBM Corporation Getting Enabled • A guide to getting started with OpenTEC will be sent to you along with your User ID and PW Quick Start • Your IBM Associate or Partner Rep. will work with the OpenTEC Team to schedule user training Training Session • To deliver a PoT as an Event, you must click “Certify Me” in the OpenTEC Portal. Your IBM Associate or Partner Rep. will complete a checklist with you to get you certified. Getting Certified
  27. 27. © 2013 IBM Corporation Partner Criteria  Partners joining OpenTEC must have:  SVP Authorisation (to Access a PoT, you must be certified as an IBM Reseller in the relevant Product Group)  Experience in delivering Software Demonstrations/PoTs to clients  A good relationship with IBM SWG Technical Sales Teams  A potential pipeline of PoT engagements throughout 1H 2014 continuing into 2H 2014  Availability for OpenTEC application education (1.5 hours max.)  Willingness to be trained/approved by asset owners on individual PoT delivery (where required)  Willingness to initially use assets in English  Sufficient Bandwidth to host PoT Events
  28. 28. © 2013 IBM Corporation Asset Status by Brand • 19 assets in Pipe line • 96 Assets in OpenTEC, 25 approved by SME
  29. 29. © 2013 IBM Corporation Collaborative solutions 4 Rational 7 Security 5 WebSphere 15 29 C&SI 14 Information Management 9 Industry Solutions 5 Business Analytics 52 Asset usage by Brand
  30. 30. © 2013 IBM Corporation Feedback from potential users We will discuss an internal process on requesting asset availability. SCC The certification for teaching PoT makes me comfortable we are delivering the best possible class. Choose Portal Cannot wait to use the system – it is going to completely change the way we run our business. Cenit AG The simplicity of the system is key in encouraging utilisation. IBM GBS The speed of accessing the OpenTEC PoT Image in Germany is surprisingly quick. IRIS ICT
  31. 31. © 2013 IBM Corporation31 IBM Confidential Project Cooper
  32. 32. © 2013 IBM Corporation32 IBM Confidential Project Cooper benefits
  33. 33. © 2013 IBM Corporation BA Experience Workshops  Business Simulation provides “a day in the life” example of Management using “Business Analytics”  Introduces The Performance Management Framework and the PM Manager book with a clear, pragmatic approach providing a common language and unifying map for effective alignment between IT and the business Experience Business Analytics for Business Impact
  34. 34. © 2013 IBM Corporation Driving Smarter Decisions for Better Business Outcomes Through the strategic application of Business Analytics Software • Cut Costs • Improve Profits • Drive Cash Flow • Manage Risk • New Opportunities • Compliance & Governance
  35. 35. © 2013 IBM Corporation 35 How are we doing? IT SALES MARKETING CUSTOMER SERVICE HR OPERATIONS PRODUCT DEVELOPMENT FINANCE How we are doing? Why? What should we be doing?
  36. 36. © 2013 IBM Corporation36 ? Decide & Act How are we doing? Reports Real Time Monitoring Immediate Insights Scorecards & Dashboards Immediate Insights to Business Performance
  37. 37. © 2013 IBM Corporation Sample agenda Business Analytics Experience Workshop @ Customer X 09.00 Welcome/ Introduction 09.10 Brief Overview / Introduction to the Workshop 09.30 Business Simulation Q 1 • Review Finance and Market Characteristics • Analysis & Definition of Management Strategy • Set prices and R&D Strategy 11.00 Business Simulation Q 2 • Review Performance and Sales tactics • Adjust Marketing and Sales strategy 12.00 Evaluation of Results & Summary 12.15 Discussion & Questions 12.30 End of Simulation Workshop
  38. 38. © 2013 IBM Corporation Enablements  AnalyticsZone.com – For all our customers and partners • Download Cognos Express trial version • Cognos Insight sample projects • RAVE visualisation examples  Partnerworld – Demos – Presentations – Competitive Information – Practice Accelerator Trainings – Purpose • Participants will learn about the TM1 Implementation process through training modules organized around the TM1 BASIM Implementation method. • Through a series of presentations, discussions and hands-on exercises based on a case study, participants will learn how to apply the most important set of implementation skills & methods to ensure a successful client go-live . 38 IBM Confidential
  39. 39. © 2013 IBM Corporation39 Colm Kenneally IBM United Kingdom Client Technical Specialist Business Analytics Mid Market & Partner Enablement Phone +44 7977 415 147 colm.kenneally@uk.ibm.com
  40. 40. © 2013 IBM Corporation40 IBM Confidential

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