© 2013 IBM Corporation BP Enablement Growth Opportunities with Business Analytics Business Partner...

© 2013 IBM Corporation

BP Enablement

Growth Opportunities with Business Analytics Business Partner Rally 2013

Presenter Name Mel Zeledon, VP Channels and Mid Market, Business Analytics

Date March 19, 2013

© 2013 IBM CorporationBusiness Partner Rally 2013

THANK YOU To Our Business Partners!

Increasing the Value You DeliverBy expanding portfolio solution offerings

Growing IBM Business AnalyticsIncreasing License Market Share

Driving Customer SuccessDelivering High Quality Project Implementations


Our Mission

Deliver innovation and solutions that enable organizations to:

Leverage all information, all perspectives, all people, and all decisions at the point of impact.

Address key functional and industry imperatives and drive accelerated outcomes.

Weave analytics into the fabric of enterprise processes to help build smarter businesses.

Manage risk, regulation & compliance

Manage risk, regulation & compliance

Grow, retain and satisfy customersGrow, retain and satisfy customers

Transform financial processes

Transform financial processes

Increase operational efficiency

Increase operational efficiency


Business Partnerswill account for

5 7%

of the total middlewareopportunity in 2015

Smarter Analytics2015 software

opportunity

$76 billion

1:2012 IBV Global Big Data Study 2: IBM Global Business services, The Global CFO Study 2010, 1H12 IBM Market Insights

Why Smarter Analytics matter to your clients

In 2012, nearly

of organizations report a competitive advantage with information and analytics1

More profit growth2

and


IBM delivers the broadest porfolio to drive better business outcomes

IBM Business Analytics

Industry Solutions

Software Categories

Functional Solutions

Core Capabilities

REPORT PREDICT

DisclosureManagement

Profitability Modeling & Optimization

Production Planning

Customer Acquisition

CustomerLifetime

Value

CustomerLoyalty

& Retention

Risk Mitigation Planning

Risk Aware Decisioning

Forecast

Contribute

Decision Management


Business Analytics Go-To-Market

CustomersCustomer AnalyticsCustomersCustomer Analytics

Advanced client segmentation

Leveraging customer sentiment analysis

Reducing customer churn

Advanced client segmentation

Leveraging customer sentiment analysis

Reducing customer churn

1 FinanceFinancial Operations& Processes

FinanceFinancial Operations& Processes2 Risk

Regulatory, Risk & Fraud

RiskRegulatory, Risk & Fraud3 4 Operations

OperationalEfficiency

OperationsOperationalEfficiency

Enabling rolling plan, forecast & budgeting

Automating the financial close process

Delivering real-time dashboards

Enabling rolling plan, forecast & budgeting

Automating the financial close process

Delivering real-time dashboards

Making risk-aware decisions

Managing financial and operational risks

Reducing the cost of compliance

Making risk-aware decisions

Managing financial and operational risks

Reducing the cost of compliance

Optimizing the supply chain

Transform threat & fraud identification processes

Deploying predictive maintenance capabilities

Optimizing the supply chain

Transform threat & fraud identification processes

Deploying predictive maintenance capabilities

Future relevance requires

integrating traditional data with new sources and types of information to power

transformation

TransactionSocialDocumentsMachineApplication


Scorecarding & Dashboarding

Predictive Modeling

Sentiment Analysis

Reporting & Visualization

Business Rules & Optimization

Social Analytics

Forecasting & Simulation

Real-time Decisions

Cap

ab

ilit

ies

Cap

ab

ilit

ies

IBM Customer Analytics solutions provide actionable insights to attract, grow and retain customers

Up sell/Cross-sell Analysis

Customer Loyalty

Statistical Analysis

Price Optimization

Churn Prediction

Data & Text Mining

Social Analytics

Enterprise Feedback Mgmt


IBM Financial Analytics solutions help organizations transform processes and optimize performance

• Deliver fast, reliable performance reports and analysis

• Automate financial close process

• Meet new disclosure and filing mandates (XBRL)

• Deliver fast, reliable performance reports and analysis

• Automate financial close process

• Meet new disclosure and filing mandates (XBRL)

• Improve visibility with driver-based and predictive forecasts

• Rapidly adjust and realign resources

• Improve visibility with driver-based and predictive forecasts

• Rapidly adjust and realign resources

• Define, measure, and adjust strategy with metrics

• Deliver engaging, up-to-the-

minute dashboards

• Define, measure, and adjust strategy with metrics

• Deliver engaging, up-to-the-

minute dashboards

Cap

ab

ilit

ies

Cap

ab

ilit

ies

Financial ReportingFinancial Reporting

Performance ManagementPerformance Management

Planning, Budgeting& Forecasting

Planning, Budgeting& Forecasting

Profitability Modeling

Profitability Modeling

Disclosure ManagementDisclosure

Management

Financial Consolidation

Financial Consolidation


Predictive Analytics

ReportAlign

Plan

Incentive Compensation Management

Incentive Compensation Management


IBM Risk Analytics solutions enable risk-aware business decisions and improved compliance management

Cap

ab

ilit

ies

Cap

ab

ilit

ies

Scenario Modeling

Workflow

Reporting & Visualization


Real-time Decisions

Planning

Collaborating

Data Management

Cross Industry

Sell Side (Banks and Financial Markets)

• Strategic Business Planning

• Balance sheet risk management

- ALM & liquidity risk

- Regulatory & economic capital

• Strategic Business Planning

• Balance sheet risk management

- ALM & liquidity risk

- Regulatory & economic capital

Buy Side (Asset Owners, Services, and Managers)

• Operational risk management

• Loss event case studies & database

• Governance and IT risk

• Operational risk management

• Loss event case studies & database

• Governance and IT risk

• Portfolio construction and risk management for investment portfolios

• Economic Capital & Solvency II

• Actuarial and financial modeling

• Portfolio construction and risk management for investment portfolios

• Economic Capital & Solvency II

• Actuarial and financial modeling

• Policy and compliance management

• Enterprise disclosure management

• Financial controls management

• Internal Audit

• Policy and compliance management

• Enterprise disclosure management

• Financial controls management

• Internal Audit


Business rules OptimizationPredictive analytics

Business Process Management

Decisionservices

Reporting, Analysis, & Predictions


Modeling

Planning, Budgeting & Forecasting

Resource Optimization

Predictive Analytics Statistical AnalysisData & Text Mining


Forecasting & SimulationReal-time DecisionsCa

pa

bil

itie

sC

ap

ab

ilit

ies

Sales PerformanceManagement

Sales PerformanceManagement

Asset Management

Asset Management

Supply Chain Management Supply Chain Management

Threat & Fraud Detection

Threat & Fraud Detection

IBM Operational Analytics solutions use predictive analytics business rules and optimization to drive dynamic decision-making


IBM Business Analytics Leadership

Forrester Enterprise BI

Forrester Self-Service BI

Nucleus Value Matrix: AnalyticsPredictive Analytics: Market StrengthChallengers Leaders Victors


Gartner recognizes IBM as the leader in the industry

Source: Morgan Stanley’s March 9, 2012 report “Gartner’s ‘Magic Quadrants’ Help Identify Gaps in IBM’s Software Strength


PersonalWorkgroup / DepartmentalEnterprise


Business Intelligence

Advanced Analytics

Performance Management

Financial Performance Management

FinanceFinance Financial ServicesFinancial Services

Audit / RiskAudit / Risk

FinancialServicesFinancialServicesLine of

BusinessLine of

Business

SalesSales

SalesPerformanceManagement

Risk Management

Risk Management

(Open Pages)

(Algorithmics)


Line ofBusiness

Line ofBusiness

IT/FinanceIT/Finance

Expand Your Business Analytics Capabilities


Cognos 10 / Express / Insight

Enterprise

TM1

Cognos FSR

Varicent

Algorithmics

Open Pages

SPSS Statistics (1)

SPSS Enterprise (2)

Cognos 10 / Express / Insight

Enterprise

TM1

Cognos FSR

Varicent

Algorithmics

Open Pages

SPSS Statistics (1)

SPSS Enterprise (2)

Business Analytics Authorized Portfolios

Cognos RiskSPSS (2)

Open Distribution

Cognos Insight Standard Edition

Cognos RiskSPSS (2)

Open Distribution

Cognos Insight Standard Edition

* Available in Japan also for Shrink-wrap distribution


IBM Cognos Family – Channel Growth

• Gaining Momentum• Free Personal Edition• Pre-sales, POCs

• Standard edition $ growth

• Best of breed• Scalability • Larger deployments• Path from CI and CX

BP # Deals


Leverage Business Partner Programs and Tools

Lead Generation Enablement Incentives

Business Partner Self Sufficiency

VADs, BPLM and IBM

Sales Alignment

IBM Events

IBM Co-Marketing

BP lead generation

VAD Marketing

Cognos Insight Personal Edition

Business Partner Learning Center Sales Pre-sales Technical Implementation Coaching Services Lab Services

GB Rebates SVI OI, OO BA Capability SVI VAP VAP for Gov. PSP extra margin BPLM Solution Acceleration 2X SVI Competitive

SaaS Incentive Models

Deal Clinics

IBM Lead Passing

Sales tools, Blueprints

Demos

Clear Communication


High Value Engagement Guideline with Business Partners

Integrated

Aligned

General BusinessLarge Enterprise

Route to Market = Business PartnersRoute to Market = Business Partners

General BusinessMid-Market

BusinessPartnerResell

BusinessPartnerCo-sell

BusinessPartnerCo-sell

Business Partner Resell

Business Partner Resell

Business Partner Co-Sell

Business Partner Co-Sell


Partnering Best Practices

Communicate, set expectations with sales reps early!

Communicate, set expectations with BPs early! 4

Progress and close deals expeditiouslyEngage BA Channels teams 3

Become BA proficient and self sufficient

Respect the BP's lead role on BP OI driven opportunities 2

Invest in Lead GenerationTreat BPs fairly and respectfully 1

IBM BA Sales Reps IBM BA Business Partners


ProductTraining

ImplementationTraining Accreditation

ImplementationCoaching/Mentoring

• Sales

• Pre-sales

• Pre-sales

• Delivery Consultant

• Project Management


• Sales

• Pre-Sales



Sales Training



MethodologyTraining

Make Use of New BA Practice Accelerators

BP Enablement Success Roadmap

•Basic

•Intermediate

•Mastery

•Certification

•Sales Play

•Demo

•Certification

•Methodologies

•Download URL

•Assets and Templates

•End to End Case Study

•Workshop / Simulation

•Online-Resources

•Virtual Coaching

•Project-Based Mentoring

•IBM Peer Reviews

•Multi Level Accreditation


Business Partner Learning Center (BPLC) Re-launch

Simple and intuitive with fewer clicks and

less decision points

New BPLC URL ibm.com/partnerworld/babplc

New BA Partnerworld URL ibm.com/partnerworld/businessanalytics


Extend your Solutions & Service Offerings with New IBM Software Practice Accelerators

21

Implementation Training

Case study based boot camps & workshops

Classroom, online delivery Knowledge repositories

Accreditation

Recognizes expert deployment practices

Bronze / Silver / Gold Qualify with skills &

successful deployments

Mentoring

Hands-on experience with IBM experts

IBM or Business Partner led projects

Coaching

Remote access to IBM delivery experts

Expert advice available when needed

Pay per engagement or subscription pricing

ibm.com/partnerworld/page/swg_com_sfw_software_practice_accelerator


Coaching, Mentoring & Consulting Offerings

SWG On Demand Consulting

Expert Advice

Offering Light Touch Heavy Touch

VA

LUE

AC

CE

LER

AT

ION

VA

LUE

AC

CE

LER

AT

ION

LEVEL OF ASSISTANCELEVEL OF ASSISTANCE

Gain Access To:• Expert implementation

guidance.• Troubleshooting & root-

cause analysis.• Proactive planning and risk

analysis.• Benchmark your process

solution against best practice.

• Deliverable acceleration.

CoachingCoaching• 24 hour access via request

system.• Unlimited app dev Q&A.• Services Assets.• Best practices • Up to 3 contacts.

Guardian ServicesGuardian Services• Assistance with Specific Deliverables.• Weekly Planning Calls.• Access to quarterly process reviews.• Bridge to Standard SWG Services.• Single Point of Contact.• Extended Services Hours.• Additional Deliverable Assistance.

Coaching

Standard

Help with selected implementation tasks

Extension of your project / program team

Mentoring


Implementation Training Development: 2013 Launch Plans

Q3

VaricentSPSS ModelerCognos FSR

VaricentSPSS ModelerCognos FSR

TM1Open Pages - Fast TrackFSR/CDM

TM1Open Pages - Fast TrackFSR/CDM

Cognos BI ControllerSocial Media AnalyticsAnalytic AnswersSygmaPlex

Cognos BI ControllerSocial Media AnalyticsAnalytic AnswersSygmaPlex

Development Partnership Lab Services Practices, Sales Enablement,

Channels Management and Product Development

Q2Q1


Your custom solution built on IBM software

Your “value add” with IBM-hosted

SaaS

Your managed service usingIBM Software

ApplicationServiceProvider

Your solution bundled withIBM software

IBM PrimarySupport Provider

Business Partner Hosted Software

as a Service

IBM Solution Provider

IBM Softwareas a Service

Managed ServiceProvider

Take advantage of new IBM and Business Partner Hosted Software-as-a-Service models

AnalyticAnswers

Risk AnalyticsSales


Social Media Analytics (1H 2013)New!

BA SaaSsolutions


Lead Generation +Dedicated License Reps +

License Sales Focus =

Service Backlog and Increased BP Profitability

Services Centric License + Services Synergy

$

t

$

t

Invest in License Sales Capacity!


Increasing the Value You DeliverBy expanding portfolio solution offerings

Growing IBM Business AnalyticsIncreasing License Market Share

Driving Customer SuccessDelivering High Quality Project Implementations


Business Partner Growth Through Collaboration

Presenter Name

Presenter Job Title, IBM Organization Name

Date

© 2013 IBM Corporation28

Agenda

Moving to a capability conversation delivers a competitive advantage

Expanding across the Business Analytics portfolio is good for business

Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue

Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience

Source: If applicable, describe source origin


Gain competitive advantage with a complete solution


Differentiate yourself in the market – offer a complete Business Analytics solution that addresses business problems

Distance yourself from the competition – elevate the conversation within deals that are too focused on features & functions and

won or lost on price– grow your portfolio to match client buying agendas

Deliver an analytics vision– create a roadmap of the business pains you can solve today and tomorrow– paint the vision of how you can help them turn information into insight


Client buying agendas align to a rich set of capabilities

Accelerate product and service innovation

Optimize IT and business infrastructure

Manage risk, security and compliance

Deliver enterprise mobility

Need Capabilities

Mobile Development and Connectivity

Mobile Management and Security

Cloud and IT Optimization Asset and Facilities Management Enterprise Endpoint Management

Application Lifecycle Management Complex and Embedded Systems Enterprise Modernization

Identity and Access Management Data Protection Application Security Infrastructure Protection Security Intelligence and

Compliance Analytics

Business Analytics Data Management Big Data Data Warehousing Enterprise Content Management Information Integration

and Governance

Turn information into insights

Deepen engagement with customers, partners and employees

Enable the agile business

Need Capabilities

Social Collaboration Unified Communications Web Experience Commerce Enterprise Marketing

Management Smarter City Operations

Business Process Management Connectivity, Integration

and SOA Application Infrastructure


Source: IBM Market Insights, 1H12 IBM Software Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. IBM source data is based on analysis done by the IBM Market Intelligence Department. IBM Market Intelligence data is provided for illustrative purposes and is not intended to be a guarantee of market opportunity

IBM software market opportunity by business need52% of the opportunity comes from two needs, while enterprise mobility spurs the highest growth 2012-15

3131



Manage risk, security and compliance



Enable the agile business


2012 Total market opportunity $147B($5B not captured with a capability)

2012-15 Relative growth by business need


Not includedManage risk, security and compliance



Enable the agile busines




Challengers Leaders Victors

Today you may be focused on one of these key software categories within the BA portfolio


The Business Analytics portfolio provides multiple entry points and upsell paths to help you grow




Advanced Analytics


Financial Performance Management

FinanceFinance Financial ServicesFinancial Services


FinancialServicesFinancialServicesLine of

BusinessLine of

Business

SalesSales

SalesPerformanceManagement

Risk Management

Risk Management

(Open Pages)

(Algorithmics)


Line ofBusiness

Line ofBusiness

IT/FinanceIT/Finance


Agenda







The demand for BA solutions means more opportunity for partners who deliver multiple capabilities across the portfolio

– Analysis on partners who sold only from the Cognos product family vs. partners who sold from both the Cognos product family + the SPSS product family

– Reflects the average revenue per partner over a 12 month period

Partners who sold Business Intelligence Solutions

Partners who sold both Business Intelligence and Predictive Analytics Solutions

(SPSS Statistics)

Partners who sold both Business Intelligence and Predictive Analytics Solutions (SPSS Enterprise)

$235K $688K $901K

Potential to make 2.9x to 3.8x more revenue per year


Average sales and services opportunities across the portfolio

Source: IBM Business Partner Profitability Tool, PartnerWorld

Software Category

Product Average Deal Size

Average Sales Cycle

Average Services Drag


Cognos Enterprise $90K 225 days 35 days @ $214 / hr = $60K

Cognos Express $30K 60 days 50 days @ $188 / hr = $75K


Cognos TM1 $80K 180 days 60 days @ $156 / hr = $75K

Cognos Financial Statement Reporting (FSR)

$150K 90 days 33 days @ $227 / hr = $60K

Cognos Controller $100K 189 days 65 days @ $144 / hr = $75K

Predictive Analytics

SPSS Modeler Premium $60K 120 days 5 days @ $300 / hr = $12K

SPSS Modeler Professional

$30K 120 days 3 days @ $300 / hr = $7,200

Risk Analytics

Algorithmics $750K 220 days 2 – 3x license revenue

Open Pages $400K 220 days 2 – 3x license revenue


Agenda







The BA and IM conversation roadmap

Business Analytics Software and Solutions

Services

Apply Business Analytics

…to anticipate and shape business outcomes

Plan an Information Strategy

…to align with their business strategy

Master Their Information

…to ensure it is accurate, relevant and governed

Despite an abundance of data and content, most decision makers act without the right

information and insight

LOB and IT leaders can optimize business outcomes by working together to:

Information Management Software, Services and Solutions

Organizations that connect people with trusted, relevant information and leverage Business Analytics are able to confidently predict,

plan and act to optimize business outcomes


Research shows us where partners have been most successful at selling BA and IM offerings together

When Business Partners expand their skills and solutions across multiple software product groups, they can achieve incremental incentives and benefits

For example, IBM’s Solution Accelerator Incentive (SAI) is designed to reward Business Partners for cross selling eligible IBM hardware and software solutions.

Business Partners that leverage SAI can earn additional discounts above the baseline incentive on selected cross-sell solutions.

Several new solutions have been added to support Information Management and Business Analytics opportunities



You have the potential to increase your revenue by four times

Results show that Business Partners that expand their capabilities and sell both Information Management and Business Analytics software have the potential to increase their revenue opportunity by four times, compared to Business Partners that sell exclusively within one product area


BA and IM growth opportunities at a glance



Agenda







• $6.7B solution opportunity

• Industry Solutions at play here with Business Analytics

• Attract, motivate and empower your workforce


• Industry Solutions and ICS at play here with Business Analytics

• Increase levels of customer care and satisfaction

• Increase revenue driven by key influencers

• Capture and act on expanded customer data


• Industry Solutions and ICS at play here with Business Analytics

• Increase levels of customer care and satisfaction

• Increase revenue driven by key influencers

• Capture and act on expanded customer data

Create an exceptional customer experience

Smarter Workforce

Unlock business analytics opportunities to grow your business and address new audiences


Create a Smarter Workforce Create Exceptional Customer Experiences

Improve employee satisfaction and retention through analysis of workplace motivations and success factors.

Improve employee effectiveness by putting analytics in the hands of everyone

Execute personalized policies that boost employee engagement and performance -- using insights based on analytics.

Improve recruiting efforts by identifying traits of top performers and embedding these insights to ensure every decision is data-driven.

Optimize employee scheduling and headcount planning based on budget, projects, and evolving needs.

Attract more valuable customers through granular segmentation efforts to determine the right offer, channel, time, and place.

Maximize customer profitability through cross sell and up sell while improving customer loyalty and retention

Unlock the value of Social Media Analytics by understanding and acting on customer sentiment.

IBM software capabilities transform the organization for business advantage


In a smarter workforce, leaders and employees transform the organization for business advantage

AttractIdentify, attract and recruit the top talent and integrate them to your culture

65% of global companies are having problems finding employees with the skills they need1

EmpowerEnable people to hit the ground running in new roles and to continually share and develop their skills so that they can make the greatest impact to the business

41% of GenY say social media in the workplace is important to them2

MotivateInspire your workforce to make a difference and cultivate creative leaders and improve performance

People-focused businesses generated 26% more revenue per employee, had 40% lower turnover rates3

Source 1: Towers Watson; Source3: Pew Internet & American Life Project; Source 2: Prescient Digital; Source 3: Bersin Report The Science of Fit


Sentiment Analysis

Real-time Decisions

Cap

ab

ilit

ies

Cap

ab

ilit

ies

Use analytics to understand your customers and deliver an exceptional customer experience to them

Up sell/Cross-sell AnalysisCustomer

Loyalty

Statistical Analysis

Price Optimization

Churn Prediction

Data & Text Mining

Social Analytics

GrowSuccessful organizations focus on growing customer lifetime value by delivering targeted cross-sell and up-sell offers to grow not only revenue, but also to deepen customer relationships with personalized offers.

AttractAttracting valuable customers requires uncovering patterns and trends in their behavior and then targeting those with similar attributes.

Organizations can run more efficient and cost-effective marketing campaigns, avoid saturation, reduce marketing costs, and achieve an overall higher ROI.

RetainA strategic customer retention strategy not only detects customers that may churn, but delivers targeted offers to those customer to make them stay.

When done well, organizations are able to enhance loyalty by turning satisfied customers into advocates


Take the following steps to develop your 2013 growth strategy

Look at the ‘Information into Insights’ capabilities in the context of your business model

Identify your expansion options and the products you want to learn more about

Contact the Channel Sales Manager in your region to discuss an enablement plan

http://ibm.com/pwsmartanalytics


Thank you!Thank you!

© 2012 IBM Corporation49 IBM Confidential22 December 2011 © 2012 IBM Corporation

IBM BUSINESS ANALYTICSTOP SALES PERFORMANCE 2012AWARD


Finalistas – Top 5


Melhor resultado em Vendas de 2012

© 2013 IBM Corporation BP Enablement Growth Opportunities with Business Analytics Business Partner...

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Transcript of © 2013 IBM Corporation BP Enablement Growth Opportunities with Business Analytics Business Partner...