BMC Sales kickoff 2016 keynote
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This is the keynote Robin Purohit, Group President of BMC's Enterprise Solutions Group gave at Sales Kickoff in April 2016.
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BMC Sales kickoff 2016 keynote
- 1. Robin Purohit Slides Group President, ESO
- 2. Bring On the Digital Enterprise
- 3. The Role of the CIO is changing INNOVATION ITCIO CPO LOB CMO CISO Developers CORE IT
- 4. Chief People Officer 73% Time to help CPOs bring on employee retention with the of organizations tackle onboarding to improve employee retention * Source: Onboarding Trends Report, Impact Instruction Group, November 2015 DIGITAL WORKPLACE
- 7. 7 Bring on the DIGITAL WORKPLACE Top 25 BMC is #1 *Gartner, Critical Capabilities for IT Service Support Management Tools, Chris Matchett, Katherine Lord, Tapati Bandopadhyay, August 25, 2015 Monster Q4 for MyIT with Service Broker Digital Workplace Leader according to Gartner* Search requests on gartner.com with senior executives
- 8. Enable LOBs to bring on competitive advantage with of consumers experienced "out-of-stock" in the past 12 months 81% Line of Business AGILE APPLICATION DELIVERY
- 9. BMC Control-M Accelerate business automation BMC Discovery Suppliers Shipping Pricing Point of SaleInventory Warehouse Logistics BMC NGT
- 11. Control-M Automation API TrueSight Pulse Empower developers with automation solutions that fuel their world
- 12. Bring on faster time to wow with AGILE APPLICATION DELIVERY “With Control-M Workload Change Manager, Target’s delivery teams have reduced an application change averaging up to 3 weeks down to 3 minutes in their process.” —Target DevOps Manager
- 13. Chief Information Security Officer of executives say security breaches still occur even when vulnerabilities and remediations have been identified 44% Remediate vulnerabilities by aligning Security and Operations teams
- 14. Prevent Remedy + Microsoft Compliance Center Remediate BladeLogic Threat Director Protect BMC Discovery
- 15. Bring on an open and secure business with SECOPS “BMC’s BladeLogic Threat Director is the first solution to give security teams visibility into operational plans while giving operations an actionable view of threat data based on risk level.” — Sean Pike, IDC
- 16. New CIO challenges BMC R4 Solutions 100 customers added in 3 years! Operations Cost 20% Increase Innovation
- 17. You’ve got to start with the customer experience and work back towards the technology – not the other way around. “ ”- Steve Jobs Think about the things you use in your daily life….the things you love to use not only because they are beautiful, but because they just… WORK. These things that delight you don’t occur by accident. They are designed with you - the customer - in mind. “ “ - George Kaempf, Area Vice President User Experience Create beautiful customer experiences
- 18. BIG DATA DIGITAL WORKPLACE AGILE APPLICATION DELIVERY MULTI-SOURCE CLOUD SECOPS SERVICE MANAGEMENT EXCELLENCE Design DEM solutions for CUSTOMER INITIATIVES
- 19. TrueSight Capacity Opt Control-M Discovery Remedy MyIT Service Broker HR Case Remedy MyIT Truesight Operations Discovery BladeLogic Truesight Operations Control-M MyIT Service Broker Discovery Truesight Pulse Control-M Release Lifecycle Mgmt Threat Director Remedy Bladelogic Discovery Cloud Lifecycle Mgmt SERVICE MANAGEMENT EXCELLENCE MULTI-SOURCE CLOUD Remedy DIGITAL WORKPLACE AGILE APPLICATION DELIVERY BIG DATA SECOPS DEM architecture: A new approach Cloud Lifecycle Mgmt
- 20. FY17 focus: DEM architecture fundamentals DEM Architecture Team REST APIs & BMC iPaaS Common Visual Design Library Simplified Installation & Deployment
- 21. Control-M in the Cloud Innovation Studio TrueSight Intelligence One-click automation in AWS and Azure Extensible platform for digital innovation Big Data Analytics for Proactive Service Health CIO LOB CIO CIO CMO Developers FY17 DEM Platform Innovations
- 22. Our Commitment to YOU... Bring On Digital Enterprise Management
Editor's Notes
- Today, I want to talk to you about our new customer-centric lens that we’re applying across the ESO business. These include: DEM Customer Initiatives New Innovations & Integrations New Approach to DEM Architecture
- Business is changing, moving faster and becoming more mobile, more digitized. As business is changing, so is the role of the CIO where according to IDC, 45% of worldwide technology spending will be controlled by LOB executives by 2018. Traditionally, technology purchasing was a core IT function. However, with technological innovations in cloud, mobility, and analytics moving at breakneck speed, LOB execs have learned to do more on their own to speed their company’s digital transformation agendas. To enable business innovation, the CIO must partner with LOBs as well as the CISO in order to ensure faster and securer time to value. Persona Stats: LOB – as much as 40% of all Technology Spending occurs outside of core IT (Predicts 2015: The Digital Workplace Underscores the Benefits of a Consumerized Work Environment, Gartner report, November 2014) CISO – Security market spending is $75B in 2015 growing to $170B by 2020 CMO - Marketing technology spend to reach $120B by 2025 CPO (HR) - $12.2B in 2015, growing to $15.4B in 2018 – 8.2% CAGR (IDC/Forrester) DevOps tools market growing at 15% CAGR Power is shifting to the creator class Technological innovation has ushered in both a top-down and bottom-up digital transformation. Every business now depends on developers to build products and services that drive innovation. Technology no longer supports business, it is the business. Without investing in technology and the developers who make it all work, companies will fail to adapt to the brave new digital world. CIOs and LOBs must work together on digital transformation Working in the trenches of the business, LOB execs are in a poised position to identify where digital can have the biggest impact on employee retention, faster time to value and the customer experience. IT needs to support this fast-paced innovation agenda through providing multi-source cloud options for LOB stakeholders to select and integrate, becoming a lean cloud provider for shared services (ITaaS) and ensuring rapid security remediation to constantly evolve vulnerabilities in partnership with the CISO.
- Becoming a digital enterprise requires laser focus on people. And so, our DEM journey begins with Monika, CPO of a large retailer. She’s concerned about meeting the needs of incoming millennial talent who demand an onboarding experience that is every bit as mobile, social and technologically proficient as they are. While Monika’s budget for HR Ops is going down, she does have a CEO mandate to invest in a modern employee experience to improve retention and people productivity.
- To create a great first impression for new employees, Monika partnered with IT to build an onboarding experience that was digital and data entry free. Alex, a developer that the CSO wants to hire, is the first to go through this new digitized experience. He receives his welcome letter from BMC via email on his iPhone and is prompted to use the onboarding solution in MyIT to complete the onboarding process. Once Alex has signed the offer letter, he's presented with an onboarding checklist that is fully automated and digital. As part of this checklist, he's given the option to take a selfie for his badge after validating his identity. Once he sends his photo, he’s completed all the items on the checklist and is ready to start his first day.
- When he shows up at the new office on day 1, Alex taps into MyIT to locate where his manager Carolyn, the Chief of Store Operations, is in the building and choose a workspace for the day that is close to her office. Anxious to get started, he heads over to her office to find out his first assignment. When he meets with Carolyn, she tells him that he’s been assigned to build an “instant inventory” app and explains that he’ll need to request access to the Development Bundle through MyIT Service Broker. He does this right from her desk and walks back to his office ready to build.
- As you’ve seen in this demo, the Digital Workplace enables CIOs to partner with HR executives to create amazing employee experiences. Helping IT partner with HR to bring on a better employee experience will allow you to extend BMC’s reach across your accounts and tap into the $12B+ HR technology spending opportunity. I want to assure you that the Digital Workplace is top of mind for your customers. When I spoke to Gartner analyst Matt Cain recently, he said that the Digital Workplace was a top 25 searched term on the Gartner website with the majority of those being senior executives. Even better, BMC won Gartner’s top rating for the Digital Workplace capabilities in its 2015 Critical Capabilities for IT Service Support Management Tools report. To back up Gartner’s endorsement, sales for MyIT Service Broker in Q4 were stronger than ever through key Digital Workplace deals with the BBC and Bank of America. To help broker conversations between your CIO champions and their respective HR execs, I’d like to share a great example of how the UK Sales team brought on the Digital Workplace @ the BBC. Customer Situation Insourcing the HR function currently provided by Capita and developing a shared services model for HR. Workplace technology transformation – mobile, digital productivity strategy - transforming employee experience of internal services including HR, IT, Facilities. Why BMC Purpose built HR Case Management solution - fast time to value through out of the box templates & HR workflows Alignment with industry best practice tiered shared service delivery model Integration with MyIT – enabling BBC to provide self-service capabilities for HR services as well as IT Alignment with BBC workplace transformation – intuitive, modern, mobile
- Getting back to our demo -- the "instant inventory" app that Alex has been assigned to is on the critical path for Carolyn, the CSO, who needs to help her store managers manage inventory levels from their mobile devices. Recent studies have shown that 81% of store consumers have experienced “out-of-stock”. Those disappointed shoppers then lead to a loss in business as 57% of in-store shoppers blame the retailer when a product is unavailable. Carolyn doesn’t want to lose customers, which is why she hired Alex to create an app that mitigates the future loss of revenues.
- The Retail Operations team already uses Ctrl-M to automate inventory processes across myriad of applications/DBs that run on-premise, in the cloud, and on the mainframe. Ctrl-M is the magic that makes sure these processes complete on time and the new Application Integrator enables the core IT team to automation new applications and systems as the core IT team modernizes their back office systems NGT’s key value and benefit is the ability for operation teams to automatically keep even the largest of database objects well organized without disrupting the 24x7 apps that access and update the data. Managing large objects without disrupting the applications is a key BMC differentiator that separates us from IBM and CA.
- Our Chief of Store Operations has a vision to deliver on-demand instantaneous store inventory at a push of button. This new innovative app demands that developers are able to integrate with the existing complexity of core IT systems while delivering a beautiful user experience.
- Thanks to the innovation delivered by Control-M Automation API, Alex has the full power of Control-M at his fingertips, and he can take ownership of the complex scheduling and integration requirements for this application. He now has the ability to do this in the context of his chosen development tools though a modern web services programming model. Since this app is being built on Amazon Web Services, Alex uses TrueSight Pulse to quickly monitor and confirm that the application is scaling appropriately and not experiencing any performance issues. The 1-second resolution is a must for looking at things like response times for a mobile application that will be used globally by 1000s of users 24x7.
- Our Application Delivery initiative represents an opportunity for you to bridge core IT with innovation IT in your accounts to create a more aligned and effective IT organization as well as show them the business value (i.e. faster time to market, product and service innovation, etc.) that can be achieved when Development and Operations teams work together collaboratively to deliver what the business needs. To help facilitate agile app development conversations with your customers, I’d like to highlight a recent win @ Target. At Target, Jeff Mierow WLA Tiger and pre-sales consultant Aaron Baldwin, with support from Allison Craig, AM. Target has been a long time Control-M customer and is one of the most forward leaning and accomplished agile/continuous integration/continuous delivery practitioners. With Control-M Workload Change Manager, Target’s delivery teams have reduced an application change averaging up to 3 weeks down to 3 minutes in their process. In mid March, they were exposed to our new Automation API – after their “Test Day” here are some comments they reported back to the person responsible for their DevOps tools and process: “With this API, not having to know anything about Control-M and never having to go into the Control-M tool, I can deploy my job from Jenkins to Control-M in seconds.” “To change a job’s name and all the dependencies, it used to take me hours. Not only the name but also conditions. But in JSON or XML we can do a “replace all” to the job and apply it to all the jobs, so it’s now a simple change down to a few seconds…” “I’m most excited about build concept – with JSON you can go in and run a script against the CLI to verify best practices, just a basic syntax check, and if I don’t meet it, it fails out of Jenkins. We can put all these test and validations into our process. Using our automated testing before we deploy widely lowers our risk level and helps us go fast.”
- Julie is worried because as the retail operations environment is getting more open across new applications and clouds, there are increased opportunities for vulnerabilities to get in.
- Protect Another thing on Julie’s mind as her company prepares to launch another mobile app is the rapid rise in Zombie servers. The real danger lies in the fact that IT departments in many companies don’t even know they’re there so aren’t keeping track of them. Unmonitored servers don’t have the latest security patches and open the door to bot attacks that can paralyze their network and security breaches and allow hackers to steal sensitive information, employee data, intellectual property, and other valuable business assets. Thankfully, her Operations team is aware of Zombies and is using BMC Discovery to get an up-to-date view of everything in the app’s environment so they can quickly compare the systems scanned to identify potential blind spots in their security process. Remediate But Julie’s job is not done. She still needs a holistic assessment plan of the risks including what’s already been scheduled. To get insight into all the vulnerabilities that have been discovered over time, she recently invested in a brand new solution from BMC called BladeLogic Threat Director. This tool not only shows her Operations and Security teams the risks in their environment but also, for the first time ever, provides them with the current plans to address them which will help the teams quickly focus on what needs to be fixed next and manage their time more effectively. Prevent The CSO recently informed Julie that several of her Store Managers were sending emails to each other containing sensitive data about inventory levels on high-in-demand toys. While Carolyn knew they were just trying to do their jobs and help customers find the toy that topped their kid’s wish list, she was concerned that if the data got into their competitors’ hands, it could mean devastating losses in sales. After listening to Carolyn, Julie decided to purchase DLP for MSFT’s i360 suite to track all the confidential info that was being sent out via email from the store managers. Once confidential info is sent, the functionality kicks off an incident response into RMDY to immediately alert the CSO and shut down the manager’s outbox until Carolyn confirms it’s ok.
- Empower your customers to create competitive advantage by bringing together Security and Operations teams to work effectively to identify, remediate, and track vulnerabilities easily. With BMC solutions, your customers will be able to take a more comprehensive SecOps approach that helps them identify, remediate and track vulnerabilities, allowing them to plan ahead and automate tasks. This automation makes it possible to speed up security and compliance-related activities significantly and help eliminate the disruption of normal business activity. As a result, both audit and remediation become routine, ongoing activities V. emergencies. Once your customers focus on becoming more proactive, they’ll be able to automatically address security issues to protect their company. To help demonstrate the BMC SecOps advantage to your customers, I’d like to highlight a recent win @ Telefonica O2. Customer Situation: Telefonica O2 had no industrialized capabilities to understand contextualize or remediate known system vulnerabilities. EU regulations dictated that a company can be fined up to five percent of their holding company's global turnover if their customer data is breached. Telefonica O2 started a security project called "Secure Configuration" to initiate security best practices. Value Proposition: A number of solutions offer discovery and reporting capabilities, but BMC's solution is the only one that can automate remediation of the known vulnerabilities at scale. Additionally, the company is using Qualys for vulnerability scanning and the native integration with BMC's SecOps portal, provides an operational dashboard contextualizing vulnerabilities with business services. Impact: With BMC's solutions, Telefonica O2 will have an improved ability to protect customer data and satisfy regulatory obligations and see a return on investment in 12 months. There will also be a faster time to value as a result of the pre-integration with the company's Service and Configuration Management solutions and vulnerability scanner.
- Sanjay, the CIO, is being asked to cut his shared services budget by 20% to shift investment into new digital business initiatives. At the same time, he is being asked to enable a higher speed of innovation by his LOB stakeholders. He needs to keep moving the needle on his cost structure compared to public clouds, so he decides to embrace end-to-end Service Management Excellence across all of his IT staff using extreme automation & real-time collaboration, plus using integration between Remedy and BladeLogic with the new Closed Loop Automation Smartflow. Sanjay will also need to squeeze another 30% cost of his mainframe MLC spend by using R4 to understand/plan mainframe capacity bill and using intelligent capping to automatically limit this spend while meeting the needs of the business critical workloads for the retail inventory application. MLC and MainView Customer Win: Pacific Life Pacific Life was also paying $2.5M per year in IBM monthly license charges, facing 5% increases to this each year with no additional benefit. They selected the full BMC MLC Cost Management suite and MainView monitor because they realized that they could immediately increase the amount transaction flow and serve customers faster. Secondarily, they are now saving significantly both on a monthly and annual basis. Now, Pacific Life is increasing customer satisfaction, while reducing costs, potentially saving $900,000 or more over the next 4 years. By running BMC R4 solutions, particularly Intelligent Capping, Pacific Life now runs all of their critical mainframe workloads without delay, ensuring customer experiences are optimized. Business Challenges: Rapid mobile growth that maxed out their mainframe workload capability, delaying work and impacting customers High overhead and extra MLC costs associated with running IBM OMEGAMON and IBM RMF One guy managed information in spreadsheets to solve performance and cost issues. Results: Improved customer satisfaction by delivering faster services: Because they now run BMC R4 solutions, particularly Intelligent Capping, Pacific Life now runs all of their critical mainframe workloads without delay, ensuring customer experiences are optimized. On pace to save $900,000 or more over 4 years: Reduced MLC costs by $35,000x4 = 140K per year by removing RMF Subzero potential savings of $255K over 4 years iCap and MV savings approximately $500K over 4 years Selected MainView even though IBM offered to renew OMEGAMON for FREE, because of its higher efficiency, ease of use, and lower costs. They implemented MainView in just 4 days (each OMEGAMON update took 4 weeks!) Extend his Digital Workplace solution based on MyIT to include an app store & dynamic marketplace of owned and approved cloud services, linking to CLM for infrastructure-as-a-service requests. A great example of this in action is the recent Ministry of Defense Service Mgmt, Dig Workplace, and Multi-Source Cloud use case.
- Steve Jobs once said that you’ve got to start with the customer experience and work back towards the technology – not the other way around. As you’ve seen in the demo today, our personas are defining our DEM solutions, not the other way around. George Kaempf, our head of UX, is thinking along these same lines. His mission is to design experiences that delight the customer because they are designed with them in mind from the very beginning. He and his team have already built a beautiful, persona-based user experiences for Smart IT, MyIT Service Broker, etc. Now, they’ll apply this same approach across our entire DEM portfolio.
- To complement our beautiful customer experiences, we’re building a new, more modern DEM architecture based on initiatives that our customers are driving. In speaking with customers over the last year, I’ve realized their challenges aren’t that different from one another. Each is struggling with how to be more digital, more agile, more cloud, more secure. All of these challenges have bubbled up into 6 core initiatives that we’re aligning our new architectural vision around. These include Agile Application Delivery, SecOps, Multi-source Cloud, Service Management Excellence, Digital Workplace and Big Data.
- Each of the 6 initiatives represented here composes a solution that spans our entire portfolio. Instead of operating in silos, our products are connected and aligned to one another around a common customer goal. Focusing our initiatives on goals our customers want to achieve will act as a pivot point for you to move from higher level, DEM messaging to more solutions-oriented conversations with your customers while driving multiple sales motions.
- Keeping focused on customers requires a new approach to a common architecture that enables us to weave together our building blocks into the customer’s environment to address their DEM initiatives. The fundamentals of this approach are a) modern REST APIs for each building block combined with a easy to use BMC integration layer called “iPAAS” to connect to each other & 3rd party products b) A common visual design library across BMC products that enables us to provide a beasutiful user experience at the solution level and c) a simplified installation/deployment approach so customers have a great first impression. To ensure we maintain a customer-relevant architecture that is both beautiful and secure, we’ve formed a peer based team of our top ESO architects and engineering managers. They are committed to put these fundamentals in place in FY17 and are also addressing common standards such single sign on, security, and federal/government compliance policies. I’m happy to report that this Committee is already off to the races. During the week of March 22, they held a first ever Architect and Engineering Leadership Summit where technology leaders from across the portfolio came together to agree on the commitments they could make for FY17 on integration architecture/APIs/common technology standards that enable solution use cases. They came out of that summit with the first version of a 5-year technology vision that was presented (and well received) to Visa at the end of March.
- These new game changing innovations are going to help Sajay, the CIO, address his new challenges and collaborate with his new friends. How Sanjay helps the LOB: Ctrl-M. As part of his relentless cost reduction focus, Sanjay is looking to move as many on-premise applications as possible to AWS. Running Ctrl-M natively on AWS will help him drive business automation on this new environment with a pay-as-needed approach. How Sanjay help the developer: R9.5 innovation studio enables him to extend his service management excellence platform to Alex, part of the Creator class, and even enable the LOB analysts to create new business workflow without writing a line of code. How Sanjay helps the CMO: Herb will also be using BMC’s new big data analytics platform, Truesight Intelligence, to partner with the CMO to determine if customer sentiment on out-of-stock merchandise is getting better or worse with the new real-time inventory approach and correlate the IT service health IT metrics to pro-actively take corrective action. All of these new BMC innovations run on AWS, have extensions built by the BMC community or on our marketplace, and have subscription entry price to enable Herb to try them without a lot of upfront investment.
- As you’ve seen and heard today, ESO is rich with game-changing opportunities for you and your customers. Opportunities that can not only bring on bigger deals for you but also bring on greater market share for BMC. My commitment to you is steadfast: We will make these DEM customer initiatives and common architecture a reality. To ensure this happens, I’ve asked Bill Berutti, Elizabeth Xiu, Herb Van Hook, Jeff Hess, Gur Steif and Mitch Meyers to step in and lead these customer-focused initiatives. What I need from each of you is your ongoing collaboration and feedback to help ensure that this new approach and architecture has stickiness with customers. Starting this week, my leadership team will be participating in many of the AM/Specialist track discussions to gather your input. We’re looking forward to igniting conversations that will help ensure we are in lock step with your customer’s expectations. To keep the dialogue going beyond SKO, we're building a new portal which will serve as an open invitation for you to join the conversation that's happening around the ESO business, engage with others on topics such as a common architecture and share ideas for a better future.