1Q Software Channel Marketing and Sales Plays

© 2009 IBM Corporation

1Q Software Channel Marketing and Sales Plays

North America Software Channel Marketing Team

January 13, 2010


North America Software Channel Marketing

Q4 Channel Marketing Priorities

Agenda

2010 Business Partner Kickoff Software Sales and Marketing Plays for 1Q

– Smarter Planet Messaging Alignment– Tivoli– Lotus– Rational– WebSphere– Information Management

Question and Answer




2010 IBM Software Business Partner Kickoff

Virtual Event for IBM Software Business Partners

Celebrate the kickoff of the Software Value Plus implementation!

Key announcements to help you drive business in 2010!

Guest speaker: Mark Jeffries, Communications Consultant"Strategic Communications and Soft Skills to Win!"

Title: Delivering Value in the New DecadeDate: January 25, 2010Start Times: 11:00 a.m. ET or 9:00 p.m. ET

Registration is open! Visit http://bit.ly/6YRvLI

Host: Sandy CarterVP, IBM SoftwareGroup Channels

Register today for the year’s most important event!

https://www-950.ibm.com/events/wwe/grp/grp004.nsf/v16_enrollall?openform&seminar=2EDN5NES&locale=en_US&S_TACT=NA




Sales Play Alignment to Smarter Planet Themes

SmartWorkSmartWork

Green & Beyond Green & Beyond

New Intelligence

New Intelligence

Dynamic Infrastructure


WebSphere Brand

Smarter CommerceDepartmental Business Process Management

Service Visibility and Governance

Tivoli Brand

Data Reduction and Storage Management

Transformation

Maintain the balance of spending and service

quality with Tivoli

Driving a holistic approach to security and compliance

management

Lotus Brand

Reduce costs through customer self-service web

sties and e-forms

Reduce costs by upgrading to Lotus Notes/Domino 8.5

and Upsell Advanced Collaboration

Position for Growth – Optimize Delivery Models

Rational Brand

Regulatory Compliance and Web Security with AppScan

Cut costs & accelerate delivery for WebSphere &

Portal customers w/Rational

Act on right information – Turn innovative ideas into

smarter products

Information Management Brand

Integrated Data Management for Fast-

Growing Data

Data Management Innovations

Trusted Business Information




Q1 Channel Sales PlaysMaintain the balance of spending and service quality – 10 mo ROIMore details in backup – click hereProvide discovery and centralized visibility into IT resources, management of resources, and automation of routine tasks, including diagnosis and repair. Diagnose and fix IT problems before customers are impacted. Easily report on how well IT is supporting the business. Insure business applications support, not hinder the business. Quickly resolve incidents and restore service. Identify application support issues to reduce downtime of critical resources. Improve service levels while keeping costs down.

A holistic approach to security & compliance mgmt. – 9 mo ROIMore details in backup – click hereQuickly drill down into user behavior, system activity and security information across all platform types. Compare log entries to baseline policy to help pinpoint and minimize security problems. Quickly deliver reports to support auditors’ evidence requests and security managers’ investigatory needs. Rapidly respond to incidents through the ability to set actions and alerts about privileged user activity, while allowing administrators to perform their jobs.

Data Reduction & Storage Mgmt. Transformation – 3 mo ROIMore details in backup – click hereThis play offers 5 entry points to begin the transformation journey to a more dynamic storage infrastructure. Although described in a logical sequence, these steps can be done in any order. The entry points are:Get control of your data: data discovery; performance mgmt; reportingGet rid of unneeded data: de-duplication, data archive/migration, non-critical dataVirtualize existing storage/SAN environmentLeverage high availability for active data: use snapshot technology and copy servicesProtect your data: adopt “incremental forever” technology for data backup and recovery

Tivoli Channel Marketing | Sue Ewig | [email protected]

PulseThe Pulse 2010 agenda features a wealth of opportunities for you to learn more about service management in a wide range of settings. You can:

– Hear a variety of IBM clients discuss how to implement more effective service management on any scale

– Explore over 150 product demonstrations– Attend hands-on labs and earn certifications– Network with peers, technical experts and industry leaders

Register now: www.ibm.com/tivoli/pulse

Tivoli Business Partner SummitBusiness Partner Summit will be held in conjunction with Pulse on Sunday, February 21st, preceding the start of the conference. This no-charge event will include executive insights to Tivoli’s strategy and direction. Simply check the box when you register for Pulse.

Pre-Pulse Tivoli Sales AcademyIf you're already coming to Pulse, consider coming a few days early to knock out some early learning. Join your channel and direct sales teams from Friday 2/19 to Saturday 2/20.

Interactive education sessions designed to help sellers plan and execute effectively for 2010. Sessions will include Level 2 white boarding (solutions specific), executing sales plays, using the IBM Business Value Analyst Tool for Tivoli and other interactive modules. Click to Register

Tivoli Software

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/R105751B51032O37/lc=en_US

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/R105751B51032O37/lc=en_US

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler?cmsId=R730930A61758O35&selectedTab=1

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/U657795S07260Y84

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/U657795S07260Y84

mailto:[email protected]

http://www.ibm.com/tivoli/pulse

https://www-950.ibm.com/events/swgeer/swgeer06.nsf/signin?openform&seminar=kwomfrh7wrrx4&lang=en

6

Lotusphere Orlando, Florida January 17-21

Business Development Day Sunday, January 17th

Exclusive for IBM Business Partners Competitive Track

Lotusphere Comes to You (LCTY) IBM hosted events BP hosted events Webcasts

Reduce Costs through Customer Self Service Web Sites and eForms Start with Cost Savings from Automated Forms and/or Customer Self Service. Innovate through Social Software. Reduce costs by working smarter.

Click here to see Just Push Go Marketing Template

Reduce Costs by Upgrading to Lotus Notes/Domino 8.5 and Up-Sell Advanced Collaboration Start with Cost Saving from Reduced Travel, More Efficient Meetings, and/or Infrastructure Savings with 8.5 Innovate through Advanced Collaboration. Click here to see Just Push Go Marketing Template

Position for Growth – Optimize Delivery Models Start with Cost Savings from alternative delivery models including SaaS and/or Collaboration Appliances. Innovate by Combining On- and Off-premise.

https://www-304.ibm.com/jct09002c/partnerworld/wps/servlet/mem/ContentHandler/V579168O03367N59

https://www-304.ibm.com/jct09002c/partnerworld/wps/servlet/mem/ContentHandler/V579168O03367N59

http://www-200.ibm.com/partnerworld/pwhome.nsf/weblook/smb_feature_justpushgo.html

https://www-304.ibm.com/jct09002c/partnerworld/wps/servlet/mem/ContentHandler/P957395J17921H42



http://www-200.ibm.com/partnerworld/pwhome.nsf/weblook/smb_feature_justpushgo.html

https://www-304.ibm.com/jct01005c/partnerworld/mem/strategy/smb_mktsell_dash_lotus_found_start.html

https://www-304.ibm.com/jct01005c/partnerworld/mem/strategy/smb_mktsell_dash_lotus_found_start.html




Rational Channel MarketingAmanda Travis/Austin [email protected]

Rational SoftwareQ1 ’10 Marketing Focus Areas:

Web Marketing Offers 1.) Internet Marketing Co-funded Marketing Offer-

Place your content - white papers, articles, Webcasts on relevant internet media sites

2.) Rational Content Syndication Benefit- Delivers Rational content directly into your Web environment

3.) Search Optimization Guidance- Best practices guide to optimize Web and social media

TSL Lead Qualification/Appt Setting Outbound call campaign to qualify aging pipe or

opportunities from the Internet Marketing Initiative

Just Push Go (Webcasts, Seminar, multi-touch tactics, Internet Marketing)

Just Push Go Content Turnkey Marketing tactics that include all marketing

elements from planning to content to execution to lead follow up and reporting in an easy to use infrastructure.

Webcast Demo: Just Push Go Demo

Rational Business Partner Playbooks End to end marketing campaign; campaign in a box

Rational Playbooks

Key Sales Kits:AppScan Sales Kit: Rational AppScan helps companies avoid the

cost associated with managing security breaches and assist them with mandatory Global Legal Regulation Compliance even in this economic downturn.

AppScan Sales Kit

Act on right information, turn innovative ideas into smarter products: Rational provides a just-right mix of best practices and marketplace-leading tools to deliver high-quality products with the right features to the right marketplace on time and

for less. Smarter Products

Cut Costs & Accelerate Delivery for WebSphere & Portal

Customer w/RAFW: Rational Automation Framework for WebSphere




Channel Marketing | Sandy Bickett | [email protected] Software

Focus: Smart Work Industries Healthcare, Retail, Banking

Participate: Business Agility Event

Educate: WebSphere Sales University February 1-4

Execute: Sales Plays

Smarter Commerce Help your customers deliver cross-channel commerce solutions that deliver seamless shopping experience across multiple channels and touch points. IBM WebSphere Commerce supports all of a company’s business models, while providing a rich, differentiated customer experience through a single platform.

Associated Products Commerce Express, Professional and Enterprise

Close the door on Open Source Competition Help defeat Open Source App Server Competition and communicate IBM's application infrastructure business value to all customers.

Associated products: Application Server v7, Community Edition

Service Visibility & Governance Provide customizable, scalable and automated service visibility and governance solutions enabling customers to manage, trust and secure services and documents in an SOA.

Associated products: DataPower Appliance XS40, Service Registry & Repository, WSRR ALE, MQ File Transfer Edition

Departmental Business Process Management Work smarter by exploiting new dimensions for competitive sustainable advantage. This play helps customers gain value quickly from a smaller initial project, also known as a “departmental” project.

Associated products: Business Modeler, Process Server, Business Monitor.

Additional Resources available for Departmental BPM play:

– BlueWorks Sales Kit– Campaign Designer

Propose and Close:

1.Special Bids See your IBM Sales Representative for information

2.Use Education Cards, Cash to Close, IGF, and IMPACT




Teaming With Business Partners (Information Management Partner Portal)

IM Brand Channel Marketing Contact

Chuck Sicard, [email protected]

IBM IOD 2009IBM IOD 2009 Global ConferenceOctober 24-28, 2010

Mandalay Bay Hotel, Las Vegas, Nevada

Information Management Software

Q1 Events & Education

IBM Virtual Information On Demand experience Forums for a Smarter Planet: New Intelligence Roadshow

(formerly IOD Comes To You)– Toronto, Dallas, San Francisco, 4th-tbd– Contact: Chuck Sicard for BP Showcase participation

IOD Campaign-in-a-Box

Midmarket Information Management Offerings

IBM Learner Portal for Information Management– Access code: imstandard (case sensitive)

You Pass We Pay

Q1 Channel Sales Plays

Trusted Business Information: InfoSphere Information Server, Cognos, Data Warehouse, IBM Mashup Center

IBM provides a comprehensive array of capabilities to create and deliver a unified and trusted view of enterprise information based on cleansed data. This ensures real-time access to the right data, to the right people, in a context they understand, when they need it.

– Trusted Business Information Playbook– Engines for a Smarter Planet – InfoSphere campaign in Campaign Designer

Managing Fast Growing Data: Optim The Optim integrated data management solutions address today's critical

business issues - data growth management, data privacy compliance, test data management, e-discovery, application upgrades, migrations and retirements.

– Managing Fast Growing Data Playbook– Optim Sales Arrows by Industry– Managing Data Growth campaigns in Campaign Designer

Data Management Innovations: DB2 and Informix IBM's family of databases offer many unique advantages that permit them to

provide this critical infrastructure to clients at a lower total cost and are designed to help clients improve service levels and performance.

– IDS Partner Playbook (Informix)– Ask Me How: Lowering the Cost of Data Playbook (DB2)

Additional Business Partner Priorities

Playbooks & Sales Kits Cognos ECM Balanced Warehouse IBM Mashup Center




This deck will be available today on PartnerWorld: www.ibm.com/partnerworld– Go to Products Software– On the right side, find a box called Features– Click on Quarterly Key Software Sales and Marketing Plays– Click on North America Software Channel Marketing and Sales Plays




Backup Slides

There are 3 focus channel plays for each brand (15 plays) The next 30 slides contain details on each of the plays (2 slides per play)

– Tivoli– Lotus– Rational– WebSphere– Information Management


IBM SWG Business Partner Plays

Alignment to Cost Busters and Hot Sellers Messaging:Companies need to do three things:

Focus on ValueMaximize

OpportunitiesAct with Speed

Do more with less Cash/capital focus Flexibility

Focus on the customer Businesses Initiatives

Re-align relationships Financial solidity of

suppliers, partners and customers

Revisit/renegotiate

Capture share Disrupt weak competitors Acquisitions

Build future capabilities Protect & acquire talent

Change your industry Bold moves Position globally

Risk & Transparency Business performance

management & analytics Risk management

Leadership Get the information to act Set the agenda

Manage change Clearly communicate

simple goals Seek and leverage

experience

1 2 3



SWG Channel Sales and Marketing Plays Mapped to IndustriesNote: Those highlighted indicate special affinity to the industry

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Optim-Managing Fast Growing Data X X X X

InfoSphere-Trusted Information Solutions X

Data Management Innovations X X X X

Reduce Costs Through Customer Self-Service Web Sites and eForms X X X X X X X X X X

Reduce Costs by Upgrading to Lotus Notes/Domino 8.5 and Up-sell Advanced Collaboration

X

Position for Growth - Optimize Delivery Models X

Regulatory Compliance and Web Security with AppScan X

Cut Costs & Accelerate Delivery for WebSphere & Portal Customers with Rational Automation Framework for WebSphere

X

Act on right information – Turn innovative ideas into smarter products

X X X X X X X X X X X

Maintain the balance of spending and service quality with Tivoli X

Data Reduction and Storage Management Transformation X X X

Driving a holistic approach to security and compliance management X X X X

Departmental Business Process Management X X X X X X X

Smarter Commerce X X X

Service Visibility and Goverance X



14

Accelerate Implementation of Enterprise Applications – Trusted Business Information

Customer pain points Solution business benefits

• Reduce costs and risks associated with implementation/upgrade of enterprise applications

• mitigate business continuity risks with deployment of enterprise application

• Increase cash flow by reconciling orders faster in ERP system and getting receivables sooner

• Reduce the time to access trusted information for business intelligence and decision making

• reduce process interruptions caused by inaccurate and incomplete data from legacy systems

• Up to 50% reduction in data integration costs

• Up to 70% reduction in order reconciliation effort

• Accelerate integration of mergers/acquisitions by consolidating ERP and other enterprise applications from merged/acquired companies faster and with better information quality

• Project risks and costs associated with implementation/upgrade of enterprise applications

• Mitigate business continuity risks with deployment of enterprise application to the enterprise

• Process interruptions that lead to inefficiencies in operations and drop in business productivity

• Lack of infrastructure and repeatable process to rapidly integrate new businesses and divest non-core operations

2 3112-20 month ROI


IBM SWG Business Partner PlaysInformation Management: Trusted Information Solutions

Play Description

Industry , Buying Behavior, Customer Value Proposition

Industry: ManufacturingCustomer Problem:. Deployment of SAP ERP to replace various legacy systems in multiple countriesUnable to load legacy data into SAP ERP due to data quality issues - duplicates, incomplete and non-standard data fieldsSolution Solved by: Implementing InfoSphere Information ServerBenefit Statement: Payback period of 20 months, better business understanding of current data before project start ,Streamline processes for

extraction, transform and data load in SAP and decrease time spent in fixing errors at and after go live .

Lead Offerings

Software:InfoSphere Information ServerInfoSphere MDM Server and MDM Server for PIM, IBM Industry ModelsIPS Services, IBM Mashup CenterIBM Cognos PM

Hardware:System X and P

Upsell, Cross Sell OpportunitiesOther member of InfoServer Family: DataStage, QualityStage, Foundation Tools, Federation Server

Competitive Differentiation: i) Metadata-driven integration drives breakthrough productivity. Ii) Industry-leading scalability and connectivity. Iii) demonstrated services expertise and industry content iv) web 2.0 capabilities.

Sales Scenario

IT Roles: CIOs and senior IT managers. CTO, Integration Development, Enterprise Architect, eCommerce /ERP Program Office, Large and medium-sized companies in industries undergoing significant acquisition activity, server and/or database consolidations. Companies dealing with complex, voluminous, and fragmented information about their customers / trading partners / products. Average deal size / Average sell cycle : Typical sales is 3-8 months. Average deal size is:Small = $250K ,Medium = $500K ,Large = $1M+

PartnersGSIs, SIs, RSI and ISVs who participate in SVI and VAP programs. Are certified on DataStage and QualityStage. Are successful in providing applications and sevices in Master Data Integration, Ricks and Compliance, SOA and Infrastructure Rationalization projects.

Reasons to Sell

Control Cost Containment. Increases developer productivity by 25% - automating much of the data integration process, Reduce budget overruns with ability to complete tasks. Increase accuracy in project proposals, plans, and requirements gathering & execution process.Reduce overall development time on average of 50% by re-using all components, jobs, processes and expand your SI business using InfoSphere solutions as a foundation for Building a Larger Practice.

Demand Gen Web Assets

Demos/videos Accelerate Enterprise Applications Event –in-a-box Engines for a Smarter Planet -InfoSphereWhitepapers

Identify Qualify & Present Propose Win & Support

Sales Assets-Partner Playbook

Brochures, Industry focused, Datasheets

Multiple White papers, Analyst reports, datasheets

Customer Scripted Presentation, demonstrations

Competitive differentiators, objection Handling, Telescript

Key Links: Details and customer collateral on the Web

Global Play Owner: Rick Miller Play Date: 1H 2010 Target: GB-LE & GB-MM

Category: Information Management Product Group: Data Management Program Framework: NI Program Smarter Planet: New Intelligence

Deliver InfoSphere story to customers that need trusted business information to make confident business decisions. IBM provides the most comprehensive array of capabilities to create and deliver a unified and trusted view of enterprise information based on cleansed data -- which is otherwise typically scattered across siloed systems. This ensures real-time access to the right data, to the right people, in a context they understand, when they need it.

BP Marketing Manager: Maureen Daley



16

Managing Fast Growing Data


Reduce Costs and Risks

• lower storage costs

• maintain production database size at desired level to streamline routine maintenance, mitigate need for continual performance tuning

• complete batch processes on time, reduce risk of unplanned downtime

Increase Productivity

• Improve application performance by archiving historical data from the production database(s)

• Ensure consistent performance to Service Level Agreements, thereby maintaining customer & employee satisfaction

Accelerate integration of mergers/ acquisitions

• archive historical business information from SAP and other applications from the acquired/merged companies facilitating faster application retirement and migration

• Performance degradation resulting from data growth

• Applications not available when customers want to do business with you

• Regulatory compliance needs for Data retention (Sox, Euro-Sox, J-Sox),

• Electronic discovery (US Federal Rules of Civil Procedure)

• Spiraling Storage costs combined with budget pressure

• Deteriorating service levels, customer complaints

• Increased maintenance requirements

1 3

9 month ROI



IM: Integrated Data Management for Managing Fast Growing Data

Play Description


Industry: RetailCustomer Problem: Manage database overload in critical CRM applications due to data growth over years, improve the management of more than

5,000 new cases added daily, maintain rigorous Service Level Agreements (SLAs) for performance and 24/7 availability and contain added costs to support data retention compliance requirements .

Solution Solved by: Optim Data Growth Solution for Siebel CRMBenefit Statement : Archived in excess of 50,000 cases per hour 3 to 3.5 million closed cases per year) to clear backlog of 1.2 million closed cases and

improved performance and availability of Siebel applications to support 50 call centers and 8000 concurrent users .

Lead Offerings

Software:IBM Optim Data Growth Solution Optim Test Data Management Optim Data Privacy ,IBM Data Studio,InfoSphere Data Architect

Hardware:Optim supports all major enterprise databases

Upsell, Cross Sell OpportunitiesOptim Test Data Management Solution Optim Solution for Data Retirement Optim Data Privacy Solution

Competitive Differentiation:HP/Outerba/yRIM for Databases Applimation/ Informia /Solix/Archivejinni

Sales ScenarioMedium and large sized companies with substantial data management infrastructure looking to work more efficiently. IT Roles: CTO & Technology Research ,Data & Content Administration ,Data, Information & Content Architecture ,Testing & Quality Management / Average deal size / Average sell cycle:$250K to $3M deals close in 6-9 months

PartnersBusiness Partners must be qualified to participate in the IBM Software ValueNet program for the Optim controlled-distribution model. This model supports our high-value Business Partners with higher margins and helps ensure customer satisfaction.The ideal Business Partner will have: Skills in the applications supported (Siebel, PS, JDE, EBS) or other custom or packaged applications.

Reasons to Sell

Archiving is one of the fastest growing segments of the software market at 33.6% CAGR.Managing data growth is a highly-visible customer pain point, High-margin product sales, Above-average daily services rate, Optim is a market leading technology that solves complex customer problems – complexity means margin, Partner flexibility to deliver maximum retained margin — Resell and OEM opportunities based on individual customer requirements. Adding a new solution for your customers: Great addition to: database practice, application practice for CRM/ERP. Enterprise-wide solution, up-sell and cross-sell opportunities.


Optim LibraryManaging Fast Growing Data Partner playbookManaging Fast Growing Data in these Economic times Event in a box



Brochures, events, datasheets, White papers, Analyst Reports Customer scripted presentations, demos

Competitive differentiators, objection Handling,


Global Play Owner: Tracy Polland Play Date: 1H 2010 Target: GB-LE & GB-MM

Category: Enterprise Data Management Product Group: Data Management Program Framework: NI Program Smarter Planet: New Intelligence


IBM Optim aligns application data management with business objectives to optimize performance, mitigate risks and control costs. The Optim integrated data management solutions address today's critical business issues - data growth management, data privacy compliance, test data management, e-discovery, application upgrades, migrations and retirements .



18

Data Management Innovations- Ask Me How to Lower Cost of Data in these Uncertain Economic Times


Reduce Costs and Risks• reduce storage needs through deep data

compression• manage large volumes of data with lower cost of

ownership – Save 30% or more over Oracle!• reduce risk to critical business information with

disaster recovery tools• superior performance and lowered cost of

ownership for SAP ERP and BI customers using DB2 as the database

Increase Productivity• For database administration and development

staff with powerful integrated tools

Accelerate integration of mergers/ acquisitions Deep compression capabilities of DB2 9 will lead

to savings of US$500,000 per year Industry: Banking, Financial Markets

1 3

12 month ROI

•Rising costs of data servers

•Growing data volumes

•Inadequate database performance

•Expensive database management

•Upcoming support contract renewals



IM: Data Management Innovations - DB2 and Informix

Play Description


Industry: BankingCustomer Problem: SunTrust Bank set out to reap more returns on its investment in its IT infrastructure, including the memory, storage and servers in

its database environment. At the same time, SunTrust wanted to manage risk and compliance and increase the productivity of its database administrators.

Benefit Statement Deep compression capabilities of DB2 9 will lead to savings of US$500,000 per year Industry: Banking, Financial Markets

Lead Offerings

DB2 including pureXML, deep compression and other orderable features, IDS 11.5, IBM solidDB Universal Cache, IBM Mashup Center , InfoSphere MDM for PIM and MDM Server, InfoSphere Information Sever, Cognos BI & PM, DB2 Smart Data Placement on solid-state storage, DS8000 and DS5000, IBM Tivoli Storage Flashcopy Mgr

Hardware:Supports all major enterprise databases

Upsell, Cross Sell OpportunitiesOptimInfoSphereCognos

Competitive Differentiation:Oracle — Compression Solution

Microsoft — SQL Server 2005

Teradata — Server with Compression Solution

Sales Scenario

Medium and large sized companies with substantial data management infrastructure looking to work more efficiently. IT Roles: CTO & Technology Research ,Data & Content Administration ,Data, Information & Content Architecture ,Testing & Quality Management / Average deal size / Average sell cycle:$250K to $3M deals close in 6-9 months. Proven way to lower a client’s IT costs, by reducing their storage costs (which on average are 48% of a system’s costs). DB2 has, by a long way, the best data compression in the industry. This means that DB2 has the lowest data storage requirements, significantly reducing the client’s total IT costs.

PartnersISVs, VARs and SIs partners who: Sell any database platform in the midmarket, Need to sell applications with little or no DBA requirements.Sell applications based on other Informix databases, Sell applications based on previous releases of Informix Dynamic Server XPS, Red Brick, Online, SE or CISAM

Reasons to SellIBM IDS sales are priced to provide lucrative revenue-generating opportunities for our Business Partners. Over 70% of our IDS revenue is done through business partners and we include business partner sales in our IBM Sales personnel’s sales targets to minimize channel conflict. The average IBM IDS deal size is approximately $38K in software, with typically an additional $12K in services revenue. The successful sales cycle averages 1-2 months .


Break free Seminar in-a-box Informix Warehouse Sales ArrowsAsk Me How Partner PlaybookIDS 11.5 Informix Partner Playbook



Brochures, events, datasheets,Sales Guides

White papers, Analyst Reports, Customer References

Customer scripted presentations, demos, webcasts

Competitive differentiators, objection Handling,

Key Links: Details and customer collateral on the Web for DB2 / Details and customer collateral on the Web for Informix

Global Play Owner: Camille Cannistraci Play Date: 1H 2010 Target: GB-LE & GB-MM

Category: Data Management Innovations Product Group: Data Management Program Framework: NI Program Smarter Planet: New Intelligence


Manage Data Over its Lifetime-Organizations are experiencing a huge growth in data. They need to transform their data environments to more real-time oriented., dynamic and powerful designs that are inclusive of new data types and technologies.



Reduce Costs through Customer Self-Service Web Sites and eFormsStart with Cost Savings from Automated Forms and/or Customer Self-Service. Innovate through Social Software.


● High operational costs with lengthy, inefficient process cycles

● Errors and delays due to multiple touchpoints; high cost to serve customers

● Difficult working with geographically dispersed teams

● Challenging to locate expertise within the organization

● Lost bills, missed payments reduce cash flow – costly to collect

● Cost of printing, storing, handling paper

● Payback in less than a year, from operational and people savings

● Up to 50% reduction in call volumes

● 15-20% additional revenue from online 24x7 self-service

● Ability to find experts and resources fast by searching tagged community information

● 50% process savings with self-service, e.g. reconcile to billing faster, get receivables sooner, improve cash flow

● Self-service community & activity creation supports flexible team structures across mult. geographies

1 2 3

< 12 Month Payback

Lead Offerings: Lotus Forms, WebSphere Portal, Lotus Connections



Global Play Owner: Catherine Stone Play Date: 1H 2010 Target: GB-LE and MM

Category: Portal Product Group: Portal Program Framework: Empowering People Smarter Planet Alignment: Smart Work (Smarter Collaboration, Dynamic Business Processes, Smart SOA), Green & Beyond

Lotus: Reduce Costs through Customer Self-Service Web Sites and eForms

Play DescriptionStart with Cost Savings from Automated Forms and/or Customer Self-Service. Innovate through Social Software. Reduce costs by working smarter. Improve processes while deepening relationships with customers, partners and employees. Portal NOW is the “starter kit” solution for companies who are new to portal or for departmental divisions of existing portal accounts.

Industry, Buying Behavior, Customer Value Proposition

Industry: Electronic forms, an integrated browser environment, and social software for business can provide benefits to companies in any industryCustomer Problem: Need to reduce internal process costs while improving customer satisfactionSolution Solved by: Implementing Lotus Forms, WebSphere Portal, and Lotus ConnectionsBenefit Statements: Optimizing costs with Lotus Forms to reduce printing, paper and paper handling and storage costs, while improving responsiveness and customer satisfaction. Shifting work by extending applications and business processes to customers, employees and vendors via a next generation web site that improves efficiency, lowers total cost of ownership, drives faster time to value. Maximizing satisfaction when users personalize their applications based on role, context, actions, location, and team needs. Leveraging social networking to locate experts and solve problems faster.

Lead Offerings

Software: - WebSphere Portal- IBM Accelerators- Lotus Forms- Lotus Connections

Hardware: System p,z,i,x

Upsell, Cross Sell Opportunities:•WebSphere Application Server•WebSphere Business Process Modeler

Competitive Differentiation, Solutions:•Portal is market share and magic quadrant leader •Oracle has multiple overlapping offerings•Connections is fastest growing SWG offering ever!•Find ISV solutions/portlets in Lotus Business Solutions Catalog

Sales Scenario Company size: 100+ employees. Audience: C-Level Executive, LOB Executive, IT Manager. Average software deal size for a customer with 1500 users: $200,000. Typical sell cycle: 90 to 180 days.

Partners RSIs, VARs with current WebSphere Portal certifications, Lotus Forms and Lotus Connections skills. ISVs with Portal or Forms-based solutions.

Reasons to Sell

Increase your services revenue: Install, configure, connect to external communities, integrate. Typical services contract starts at $US 25,000. Web presence/intranets are no longer optional: BPs can generate more Portal sales/services with WebSphere Portal NOW Template offering, by taking customers from zero to Web 2.0 content-driven portals in 3 weeks. Why should BPs care? Portal NOW provides incremental portal revenue with focus in GB and more services opportunity: shorter sales cycle and the market value for the Portal NOW project type typically ranges from $31K to 126K . Portal NOW has proven track record to sell Portal in SMBs and to compete more effectively against Open Source and SharePoint.Lotus Forms estimated cost savings typically range from 30% to 50% and the average payback for Lotus Forms is from 6 to 9 months. SIs can provide valuable integration services and ISVs can add value to their own Forms-based solutions by leveraging Lotus Forms additional functionality.


8 customizable email templates for Portal family offerings can be found on this page. Leverage the Web to generate leads, drive sales. Use the new Portal Internet Lead Generator template and ready-to-use assets provided by IBM. Show customers the Lotus Forms demo on YouTube. Progress and close leads using the Lotus Progression Kit .

Sales AssetsMarketing Materials

Identify: Web site Health-check questionnaireWebSphere Portal NOWSelling tools for Lotus Connections

Qualify & Present:Portal and Forms WhitepapersIndustry Value Kits

Propose:Portal presentationsIndustry Toolboxes for WebSphere Portal

Win & Support:Customer case studies WebSphere Portal NOW customer case studies


Lotus BP Marketing Manager: Lucy Hinckley



Reduce Costs by Upgrading to Lotus Notes/Domino 8.5 and Up-sell Advanced CollaborationStart with Cost Savings from Reduced Travel, More Efficient Meetings, and/or Infrastructure Savings with 8.5. Innovate through Advanced Collaboration.


• Reduce travel costs by using online meetings

• Lower telephone costs with built-in voice chat

• Extend life of existing telephony infrastructure;

avoid IP PBX upgrade costs

• Notes/Domino 8.5 savings as high as:

• Storage related savings of 40-60%

• Security / ID management savings of 25%

• Administration / maintenance savings of 30%

• Additional hardware consolidation savings of 30%

• Save about $300 per user with FREE Lotus

Symphony office productivity suite

• Share documents in/outside from shared location

• High travel costs to attend meetings

• Inefficiency (time not working) due to time spent travelling, arranging travel, accounting for travel

• Low productivity for mobile, remote and telecommuting employees

• Expensive and disparate IT / telephony infrastructures

• High long distance and/or cellular telephone charges

• High cost of finding, storing and sharing files

Lead Offerings: Lotus Notes/Domino, Sametime, Connections, Quickr

1 2 3

< 6 Month Payback


IBM SWG Business Partner PlaysLotus: Reduce Costs by Upgrading to Lotus Notes/Domino 8.5 and Up-sell Advanced Collaboration

Play Description

Start with Cost Savings from Reduced Travel, More Efficient Meetings, and/or Infrastructure Savings with 8.5.1 Innovate through Advanced Collaboration. Enhance employee productivity and save money as a result of better collaboration and decreased IT requirements. Deploy Lotus Smarter Collaboration: upgrade/upsell existing IBM Lotus N/D licenses to v8.5.1 Add collaboration 2.0 offerings. Sell to new customers by maximizing company’s current investments while offering increased capabilities at lower costs.


Industry: Cross (but particularly effective in Banking, Insurance, Government, Healthcare/Life Sciences, Telecom, Retail)Customer Problem: Need to reduce costs of infrastructure or add enhanced collaboration solutions while cutting costs/increasing ROISolution Solved by: Lotus N/D 8.5.1 & Collaboration 2.0, or mix/match the Lotus collaborative components for each user Benefit Statement: Help people work smarter together to drive more value from relationships, improve productivity and adaptability, tap expertise for

innovation, and significantly reduce the cost of doing business. Lotus Domino 8.5.1 extends its green capabilities with optimization features that help customers dramatically reduce energy consumption & resources, including as much as 40-60% savings in storage alone. IBM smarter collaboration solutions can be customized to fit each user’s work style and provide instant savings. Lotus Symphony offers FREE office productivity tools that can save about $300 per user from those using Microsoft Office.

Lead Offerings

Software:Lotus Notes & Domino Lotus SametimeLotus Connections Lotus Quickr Lotus Symphony Lotus Protector

Hardware:System xSystem p

Upsell, Cross Sell Opportunities:Tivoli Storage Manager

Competitive Differentiation:Lower TCO while adding collaboration Connections is fastest growing SWG offering!Find ISV solutions in Lotus Bus Solns Catalog

Sales Scenario

Dramatic savings from optimization and/or reduced Microsoft renewal costs. Notes/Domino can reduce: storage 40-60%; Security/ID 25%; Admin/Maintenance 30%; Other hardware 30%. Sametime cuts travel costs. Symphony can cut Microsoft renewal costs by 10%. • Install base: Customer size = 100+ users. Audience=C-Level/ LOB Execs, IT Mgr. Deal size=$20-150K. Sell cycle=45-60 days.• Whitespace: Customer size = 50+ users. Same audience as above. For 50 users, average deal = $10-15K. Sell cycle=60-90 days.

Partners RSIs, VARs with current Notes/Domino, Sametime, Connections, Quickr skills. ISVs with solutions that add value to Lotus offerings.

Reasons to SellImplementation service revenues are typically at least five times the software value. Because Lotus Notes & Domino is beating the competition: Competitive Leadership Flyer & the CRN article; ChannelWeb article; Computerworld article

Marketing Demand Generation Assets

Web banners & customizable email templates ; Leverage the Web to generate leads & drive sales through the new Just Push Go template for N&D and the Lotus Collab Internet Lead Generator; Show customers LotusKnows Collaboration & LotusKnows.com videos

Sales Assets


What's New in N&D FlyerLotus Connections v2.5 PrezLotus Protector v2.5 Video

Collab whitepapers & brochuresSelling tools for Lotus ConnectionsSymphony product page materials

Collab 2.0 for MSFT CustomersN&D 8.5 Demos & TrialsN&D Client Presentations

N/D Customer Success StoriesSametime case studies & refsQuickr demos, webcasts, etc.Lotus Progression Kit

Key Links: Details and customer collateral on the Web.

Global Play Owner: Tom Streeter Play Date: 1H 2010 Target: GB-MM & GB-LE

Category: Collaboration Product Group: N/A Program Framework: Midmarket, Empowering People, IT ManagerSmarter Planet Alignment: Smart Work and Green & Beyond


Brand Logo here




• From SaaS: • Replace fixed capital costs with variable expense• Be there virtually with online meetings

• Securely connect from anywhere, anytime via a Web browser and internet connection

• Affordable and accessible – lower upfront investment

• From Lotus Foundations appliance:• Low cost, on-premise solution including all the

essential software, with no IT required

• From both delivery models:• Share information more easily with customers,

suppliers and business partners• No IT staff required for implementation, extremely

easy to acquire• Work-ready integrated business applications• Integrated collaboration tools e.g. file sharing,

activities, chat, contact management, surveys, charts

• Difficult to collaborate beyond the firewall – with customers, partners and vendors

• Need to cut back on travel expenses

• Lack of internal resources to deploy and manage collaboration infrastructure

• Need to share large files inside and outside the company

• Want collaborative services but cannot afford the capital or operating expense associated with on-premise solutions

• Or, want an on-premise solution that doesn't require an IT staff

Position for Growth -- Optimize Delivery ModelsStart with Cost Savings from alternative delivery models including SaaS and/or Collaboration Appliances. Innovate by Combining On- and Off-premise.

1 2

< 12 Month Payback

Lead Offerings: LotusLive Engage/Meetings/iNotes, Lotus Foundations


IBM SWG Business Partner PlaysLotus: Position for Growth -- Optimize Delivery Models

Play Description

Start with Cost Savings from alternative delivery models including SaaS and/or Collaboration Appliances. Innovate by Combining On- and Off-premise. In difficult economic times, small businesses (5 to 500 employees) are laser-focused on increasing productivity while controlling costs. They want collaborative services but cannot afford the capital or operating expense. They are actively seeking new solutions and alternative IT delivery models (turnkey appliances and software-as-a-service). Lotus offers leading edge collaboration solutions in an on-premise, off-premise, or mixed environment.

Industry, Buying Behavior,

Customer Value Proposition

Industry: All industries, e.g. auto dealerships, education, non-profits (schools, religious organizations, health facilities), industrial outfits. legal, engineering, accounting services firms, dental / medical offices. Customer Problem: Need essential software capabilities without IT resources or administrative costs. Need scalable, secure, reliable solutions.Solution Solved by: A small business server or cloud-based solution designed for growth. Either can provide the essential software required to reliably run a business, securely and with simplicity. Benefit Statements: Helps people work smarter by providing a low cost way to keep pace with IT advancements, provide leading edge capabilities in a secure, reliable and low cost manner. Lotus Foundations is a small business server that provides the essential software a business needs. No in-house IT required. The time-to-value is immediate. LotusLive is a collection of online collaboration tools and services. Tangible cost savings come from: one integrated platform vs. disparate solutions; self-managing/self-healing capabilities & remote administration; fewer costs incurred from updates, problems and threats requiring manual intervention, or resulting in lost business data. Enablement is quick (hours, not days). Free training.

Lead Offerings

On-premise: Lotus Foundations Start includes: Notes/Domino, file mgmt, directory services, firewall, back-up/recovery, Lotus Symphony office productivity tools. Self- managing, self-healing, self-configuring

Off-premise: LotusLive Engage, Meetings, Notes, iNotes, Events, Connections

Upsell, Cross Sell OpportunitiesTivoli Continuous Data ProtectionLotus Foundations Branch Office

Competitive Differentiation:Access Linux, Domino and Microsoft Windows applications using VMware. Small footprint, Recovery, Autonomics, Data protection. Less downtime and lower costs than competitive solutions

Sales Scenario

Target: owner, office manager or person filling IT role. Lotus Foundations average deal size for 10 users: software only: $1,750 ($229/server; $149/CAL). Hardware + software: $4,150 (base appliancehardware: $2,409 + software ($229/server; $149/CAL). Sell cycle: 2-4 weeks. (For languages, see speaker notes.) LotusLive Engage average deal size250 users at $138K, 1200 users at $662,400 and 2500 users at $1.38M. LotusLive Meetings would be 15 users @$468/yr, 25 users @$720/yr and 1000 users @$948/year for each named leader. LotusLive iNotes at $3/user, LotusLive Engage at $15/user and LotusLive Connections @ $9.75/user

Partners VADs looking to drive volume sales; small business-focused VARs (including Net Integrations heritage partners), managed services providers

Reasons to SellTypical BP sells dozens of appliances per year, including remotely, earning standard margins on resale, and closing managed services agreements. BPs selling LotusLive earn Standard Perpetual License Resell and can build an annuity stream of revenues plus integration services. APIs coming in early 2010. Progress and close leads using the Lotus Progression Kit .


Overview for BPs, End User Flyer, BP Flyer, Overview presentation. Lotus Foundations Campaign in a box assets on Campaign Designer. IBM public site on Lotus Foundations / Introduction to Lotus Foundations on YouTube. LotusLive customizable email templates. LotusLive podcasts.

IdentifyLotus Foundations demoLotusLive demo and Activities demoLotusLive iNotes demo

Qualify & PresentCustomer presentationCampaign-in-a-Box Detailed Flyer

Propose30-day Foundations trial downloadLotusLive trial

Win & Support Case studies: Management consulting firm, Interior design firm, Calvary Baptist Academy, San Miguel School, Special Needs Nursing - Corner Stone, Lopez y CortinaSales Assets

Key Links: Details and customer collateral on the Web for Lotus Foundations / Details and customer collateral on the Web for Lotus Live

Global Play Owner: Cheri Bedair Play Date: 1H 2010 Target: GB-MM

Category: Collaboration Product Group: N/A Program Framework: Mid-Market Smarter Planet Alignment: Smart Work and Green and Beyond




26

Application Security and Compliance

1 3


<12 month ROI

• Ensure your web applications are secure and compliant with regulations such as PCI avoiding breach and regulatory compliance audit costs

• Over 40 standard security compliance reports, including PCI, ISO 17799, ISO 27001, HIPPAA, GLBA and Basel ll

• Static Analysis security testing and detection of website embedded Malware

• Manage online security and compliance with automated application vulnerability testing avoiding costly manual efforts

• Reduce costs and increase protection by integrating security throughout the entire software delivery process from development to deployment

• Regulatory Compliance – International and Country specific regulation compliance standards are difficult to manage and confirm compliance

• Smart products rely on Web-enabled software. Although they make our lives more convenient, they also introduce Web site security and compliance risks.

• Risk to reputation - website security issues now account for 55% of all security issues*. Data breaches and regulatory compliance audits (PCI) significantly damage your brand.

• Runaway Costs:1. 80% of development costs are spent

identifying and fixing defects. Studies have shown that found in production a defect is $16,000 to fix while only $25 if found in development

2. High consulting costs for ongoing manual security tests

3. Breach notification costs in 2008 were on average $202 per record and the total average cost per company was more than $6.6 million per breach**



Security Compliance and Web Application Security with AppScan

Play Description

- Rational AppScan helps companies avoid the cost associated with managing security breaches and assist them with mandatory Global Legal Regulation Compliance even in this economic downturn. Every customer that passes data across the internet needs AppScan!

- Rational AppScan accurately pinpoints critical web application vulnerabilities and manages the process of fixing them throughout the SDLC- AppScan scans for malware (malicious software), which gives AppScan a competitive advantage.


Industry: Cross Industry with focus on Retail, Heath, Finance and Government – plus any industry that passes data over the webCustomer Problem: Companies legally must adhere to global regulations or potentially face fines. Industry analyst firm Gartner reports

that 75% of cyber attacks today take place at the application level. Internal security attacks cost US business $400 Billion annually. Solution Solved by: AppScan increases development team productivity with seamless integration of security and compliance testing

throughout iterative delivery cycles pre and post production minimizing security beaches and the cost of fixing vulnerabilities Benefit Statement: AppScan accurately pinpoints critical vulnerabilities and manages the process of fixing them

Lead Offerings

Software: Rational AppScan Express, Rational AppScan Standard,

Hardware: Upsell, Cross Sell Opportunities: AppScan Source, Rational Tester, Rational Policy Tester, AppScan Build and Tester Edition, Tivoli Security Management Software, Rational Quality Manager and Rational Quality Manager Express

Competitive Differentiation: Solution depth and breath of Rational portfolio. AppScan Malware finder extension

Sales ScenarioAny Company that passes sensitive data across the internet is an opportunity. Federal regulations require security complianceAudience (IT,LOB) / Average deal size 25K Average sell cycle 3-6 months.

Partners VAR’s, VAD’s, SI’s who have demonstrated interest and expertise in compliance, Web Security or government regulations

Reasons to Sell

All industries need to address Regulatory Compliance such as PCI for businesses that accept Credit Cards or HIPPA for Healthcare and others, or face large fines or penalties. 80% of organizations will experience an application security incident by 2012. Current studies show that hackers are more likely to target smaller companies, because they are easy targets. AppScan is a short sell cycle and the new OnDemand offerings are perfect for GB clients (SaaS). Breach costs in 2008 were on average $202 per record and the total average cost per company was more than $6.6 million per breach .


Spanish Hacking 101 corecast, English Hacking 101 Overview corecast, English Hacking 101 demo corecast, Portuguese Dirty Dozen white paper, and 4 English white papers. AppScan/QM webcast with slides and transcript in Chinese, Japanese, Korean, Portuguese and Spanish. All materials are located in the AppScan Sales Kit link below.


Sales AssetsTelemarketing scripts, ROC guides, email templates, media vendors for list purchases & content syndication

Presentations, white papers, articles, shock spots

Free web application scan and proof of concept demo

AppScan technical and sales roadmaps


Global Play Owner: Dan Halle Play Date: 1H 2010 Target: GB-LE &/or GB-MM

Category: Security and Compliance Product Group: Rational Program Framework: ESD Smarter Planet Alignment: Dynamic Infrastructure



28

Cut Costs & Accelerate Delivery for WebSphere & Portal Customer with RAFW


Reduce your operational cost in as little as 3-6 months with unprecedented productivity improvements

• Increase productivity with reduced staff - Scale admin resources

• Improve application delivery speed and quality – deliver with a consistent, accurate, repeatable process

• Reduce the cost of compliance - get governance without extra work or hassle

313-6 month ROI

1. Companies need to cut operational costs in the face of their growing WAS/Portal environments & maintenance

2. WAS/Portal administration is manual, time consuming, and labor intensive

3. Application deployments are time-consuming, manual, and error-prone

4. Defects cause by configuration errors are frequent and costly

5. Admin resources are overwhelmed with the amount of administration



Cut Costs & Accelerate Delivery for WebSphere & Portal Customer w/RAFW

Play Description


Industry: Cross Industry with a focus on the Financial Services Sector and other highly regulated industries -Customer Problem: To help WebSphere businesses reduce their operational costs in the face of growing WAS and Portal environments needs Solution Solved by: Implementing RAFW Benefit Statement: Payback period of 7 months, first year savings of $300k, ROI 3 – 6 months .

Lead Offerings

Software: Rational Automation Framework for WebSphere, Rational Build Forge

Hardware: Upsell, Cross Sell OpportunitiesRational Build Forge, Rational Team Concert, WebSphere Application Server, WebSphere Portal

Competitive Differentiation:RAFW solution is field-tested and based on real-world customer situations. Over 450 specific actions available “Data-driven” solution that separates what is being deployed from how it is deployed to promote automation and re-use.

Sales Scenario

GB LE WS Application Server/WS Portal customers/Cross Industry. Who must reduce their IT operations costs in the face of shrinking operational budgets, Smaller, over-extended admin teams (Audience: IT, LOB) Av deal size $100k - $200+/ROI $700k per year, w/a payback period of 7 months/ first year savings of $300K/ RAFW is an additional charge to IBM Rational Build Forge. The price for a RAFW license with the Standard version of IBM Rational Build Forge is $31,500 USD. The price with the Enterprise version is $45,000 USD. RAFW is licensed by server and has the following Process Value Unit (PVUs) parameters. 1 RAFW license required for every 4000 WebSphere Application Server™ PVUs. 1 RAFW license required for every 1000 WebSphere Portal Server™ PVUs

Partners WAS and Portal VARs

Reasons to SellHelp businesses meet their challenges of growing WAS/Portal environments. With RAFW businesses can achieve a ROI in as little as 3-6 months byrealizing: Improved Productivity, on average 40% with the highest improvements at 200%, Improved Quality: on average 20% with the highest improvements at 70%, Reduction of Costs : on average 30% with the highest improvements at 65%


Demos and Rational Talks to you Podcast Series



Call scripts, messaging, conversation starters, Quick Reference Guide

Customer demos, email template, podcast

Customer Scripted Presentation, Case studies

Competitive differentiators, White papers


Global Play Owner: Denise Wynn Play Date: 1H 2010 Target: GB-LE & GB-MM

Category: Software Delivery Automation Product Group: Rational Program Framework: ESD Smarter Planet: Dynamic Infrastructure

Today more than ever, GB organizations are challenged to succeed within a reality of increasing operational costs, decreasing budgets, smaller teams and growing complexities. These businesses must find a way to maximize their budget and streamline their operations. To help WebSphere businesses reduce their operational costs in the face of growing WAS and Portal environments needs IBM Rational has introduced Rational Automation Framework for WebSphere, (RAFW), that extends Rational Build Forge, to offer a solution that helps scale scarce resources and mitigate costly inefficiencies.



30


• Supports the early phases when market needs are most critical

• Supports coordination and collaboration in the release planning

• helps to understand which features are demanded by the market

• provides collaboration between all organizations

• integrates market needs with requirement and development tools

• Reduce rework costs by using collaborative techniques to drive consensus between business and technical experts – eg. estimated project overrun reduction of 20%

• Make confident decisions faster to proactively address ever-changing inputs with greater visibility to metrics and effortless reporting

• At least 50% of the total development time is spent in the early phases

• Difficult to coordinate technology projects with product releases

• 80% of product features are never used

• Lack of communication between Marketing and Development

• No clear link between strategy and development

• Rework cost on projects: Poor requirements gathering contributes to at least 70% of rework costs

• Late detection of requirements errors: Errors detected late in the maintenance phase can cost up to 200x more than detected early in requirements analysis phase

• Lack of visibility to relevant project status: Information overload and inability to access tailored metrics by role and context


3-6 month ROI




Play DescriptionSoftware drives innovation for many products in the marketplace, impacting manufacturers of all sizes, in all industries. Rational provides a just-right mix of best practices and marketplace-leading tools to deliver high-quality products with the right features to the right marketplace on time and for less.


Industry: Companies developing and manufacturing products or integrating systems in industries, such as automotive, aerospace and defense, electronics, telecommunication networks, or medical devices, and are under pressures to innovateCustomer Problem: Consistently build the right products with the right features, for the right market, on budget. Solution Solved by: a just-right mix of best practices and marketplace-leading tools to deliver high-quality products with the right features to the right marketplace on time and for less. Benefit Statement: - Deliver what the market wants, deliver the right system, on time, on budget, support complex system – regulatory compliance, and reduce your cost of quality with 30-70% quality improvement:.

Lead Offerings

Software: Rational Focal Point, Rational DOORS, Rational Quality Manager Express, Rational Team Concert, Rational Thapsody

Hardware: Upsell, Cross Sell OpportunitiesRational System Architect, Rational Team Webtop, Rational Test RealTime

Competitive Differentiation:

Rational is the only company who can address the entire systems development lifecycle, with an integrated platform and integrated tools.

Sales Scenario

GB MM & LE: Cross Industry. 2 focal areas – C-Level - CEO, CFO, CTO, CMO, COO (for portfolio success/failure), and IT Dev manager or project manager for requirements or quality management. Ideal prospect is any company who is building software into systems, has a complex system architecture, needs impeccable quality, must adhere to compliance and standards, and needs to insure it’s the right product with the right features. Start with umbrella message and thru telescript, drill down to specific pain points and the solution. Avg deal size dependent on solution

PartnersBPs who work with Clients that are leveraging embedded software in their product development, especially driving innovation in the marketplace thru electronics and embedded software. The BP would have domain knoledge of product and portfolio mgmt or requirements driven quality management.

Reasons to SellCustomers are unable to consistently build the right features for the right market – on time, as their innovative ideas are arriving too late to market resulting in missed revenue opportunities. Secondly, Customers have limited visibility to manage the impact of changing requirementscausing late project releases due to changing priorities/scope, and lastly, finding quality issues after release or late in lifecycle, raising costs


ROI Calculators, Animation video, Presentations & Reason Call Telescripts, webcasts, Just Push Go road maps for Internet marketing, MORE SOON


Sales AssetsQuick Reference Guide, brochures, email templates, telemarketing script, brochures, messaging

White Papers, Sales presentation,Demo: Rational Quality managerPlay Sales Presentation

Trial DownloadsRational Quality Manager, case studies

IBM test automation ROI Calculator; Rational; IBM Rational Quality Manager; Demonstration Guide;IBM Rational Quality Manager Demonstration;IBM Rational Business Partner Training roadmaps


Global Play Owner: Tim Shortley Play Date: Q1 2010 Target: GB-LE & upper GB-MM

Category: PPM, RM, QM Product Group: Rational Program Framework: Smart Products & Services Smarter Planet Alignment: Dynamic Infrastructure



32

Maintain the balance of spending and service quality with Tivoli


Effective IT Resource Management• Provide discovery and centralized visibility into IT

resources, management of resources, and automation of routine tasks, including diagnosis and repair.

Improved Service Quality • Diagnose/Fix IT problems before customers are

impacted. Easily report on how well IT is supporting the business.. Insure business applications support, not hinder the business. Quickly resolve incidents and restore service.

Managed Costs• Identify application support issues to reduce downtime

of critical resources. Improve service levels while keeping cost down.

• Use IBM Global Financing offers to help seal the deal!

• Monitoring the performance and utilization of systems and servers is usually done by checking machine by machine which is time consuming and costly

• Over-utilization can be an issue because availability and performance are not tracked effectively thus affecting service quality

• Configuration and integration often takes more time when new machines are introduced and/or replaced.

• Most service support solutions lack self-service and knowledge management modules, propagating dependency on constant IT support which is not cost effective.

1

6 - 10 month ROI

2 3



IBM Tivoli: Maintain the balance of spending and service quality with Tivoli

Play Description

"Do more with less". The benefits of adopting IT Service Management are many: Effectively and efficiently deliver IT services, quantifiable process performance, extracting greater value of existing investments, and increase IT organizational productivity.

These IT Service Management benefits are available to organizations of any size. The Tivoli Foundations Solutions allow BPs to talk to customers who in the past saw Tivoli as a solution for Large organizations, which whilst feature rich was complex to install and maintain. Tivoli Enterprise offerings support your clients where more robust requirements are present.


Industry: Cross Industry Customer Problem: Many companies have insufficient centralized visibility of their IT environment. Monitoring the performance and utilization of systems and servers is

usually done by checking machine by machine which is time consuming and costly Solution Solved by implementing IBM Tivoli Foundations Application Manager or IBM Tivoli Monitoring and ITCAM for Applications.Benefit Statement: Proactive identification and response to problems and issues related to key applications – before critical applications and customers are impacted.Customer Problem: Need to improve IT help desk service quality, manage costs, and reduce risk. Solution Solved by: implementation of IBM Tivoli Foundations Service Manager or Tivoli Service Request Manager and IBM Tivoli Asset Management for ITBenefit Statement: Helps companies resolve problems fast to improve service and reduce risk. The searchable knowledge base delivers fast answers to help-desk agents

and end users.

Lead Offerings

Software: Tivoli Foundations Application Manager or ITM + ITCAM for ApplicationsTivoli Foundations Service Manager or TSRM + ITAM

Upsell, Cross Sell OpportunitiesSome customers may require additional functionality unavailable in Tivoli Foundations solutions. See sales kits for details.

Competitive Differentiation:Only IBM offers a complete end-to-end service management solution. Expanded IT Service Management are now provided by the Tivoli Foundations Solutions include mid-market pricing and out of the box service!, rapid deployment and shortened sales cycle.

Sales Scenario

GB-MM: Companies with between 100 and 1000 employees and an average of 25-50 servers which run Microsoft® Windows® or Linux® applications. May have limited IT Staff.GB-LE Companies of more than 1000 employees and remote offices, 50+ servers, multi platforms, and IT Staff. Need to automate their IT asset mgmt.Sales Cycle: Tivoli Foundations Solutions <45 days with an average solution deal size of $25KSales Cycle for more robust Tivoli Solutions: 4-6 months with an average software deal size of $40K

Partners Foundations: All IBM Business Partners. Software Value Plus Program requirements for more robust Tivoli Solutions

Reasons to Sell

Increase your services.General Business Midmarket opportunity for Service Management areas of Application Management: $1064M and Service Desk: $516MMidmarket represents substantial opportunity in emerging markets - surpass US and Europe in total opportunity in next couple of years.Tivoli Foundations solutions are priced to sell to mid market customers


Tivoli Foundations Demand Gen Materials Merkur Case Study for TSMR & ITAM Positioning ITM White Paper

Sales AssetsIBM Tivoli Service Request Manager Sales Kit IBM Tivoli Asset Management for IT Sales Kit IBM Tivoli Monitoring Sales Kit ITCAM for Applications Sales Kit


Global Play Owner: Liz Merrell Play Date: 1Q10 Target: GB-LE, GB-MM

Sponsoring Org/Brand: Tivoli Product Group: Automation Program Framework: MBI Smarter Planet Alignment: DI

Return to Tivoli main pageReturn to Tivoli main page



Cost reduction and information-led transformation – Data Reduction and Storage Management Transformation Play


• Automate storage management processes without impacting operations [Manage Risk]

• Optimize storage environments to maximize return on investments [Reduce Cost]

• Improve availability by optimizing performance of storage environments [Improve Service]

• Manage large scale complex heterogeneous storage environments with a reduce set of tools, future expenditures, and skills/headcount requirements

• Need to control storage costs due to exponential data growth

• Need to control increasing people and operational costs associated with managing data and storage

• Lack of a consolidated and centralized infrastructure to monitor, control and automate storage operations within the data center.

• Need to reduce costs, manage risk, improve availability, and maximize storage ROI.

• Need to protect data in the enterprise data center

1 3Fast ROI

2-3 months

Consider IBM Global Financing (IGF) to help your client finance the deal.



35

Cost reduction and information-led transformation -Data Reduction and Storage Management Transformation Play

Play Description

This play offers 5 entry points to begin the transformation journey to a more dynamic storage infrastructure. Although described in a logical sequence, these steps can be done in any order. Choose the one that best represents your customers needs, and start there. Use the other steps as recommendation and guidance to your customer to grow the deal or put plans in place for future data reduction and storage management actions. The entry points are:

1. Get control of your data: data discovery; performance management and reporting (TPC for Data)2. Get rid of unneeded data: de-duplication, data archive/migration, non business-critical data (TSM 6, TSM HSM, Info Archive, PROTECTier) 3. Virtualize existing storage/SAN environment (SVC/TPC)4. Leverage high availability for active data: use snapshot technology and copy services (IBM Storage Flashcopy Manager, TPC-R)5. Protect your data: adopt “Incremental Forever” technology for data backup and recovery (TSM, FastBack, CDPS Express)


The Data Reduction and Storage Management Transformation Play helps clients move to a more dynamic infrastructure and enables significant cost reduction (both capital and operational), as well as improved service levels, through information-led transformation in their enterprise data center. This play is industry agnostic.

Lead Offerings

Software:TSM 6TPC for DataTSM FastBackFlashcopy Mgr

Hardware:SVCPROTECTierInfo ArchiveCDPS Express

Upsell / Cross Sell Opportunities:IBM OptimSystem StorageXIV

Competitive Differentiation: IBM is the only vendor with a comprehensive set of data reduction and storage

management technologies IBM’s broad portfolio of data reduction and storage management solutions solve

customer issues with cutting edge “Incremental Forever” technology

Sales ScenarioGB-LE: $50-$100K+ is typical with multiple entry points; $150K+ is attainable with a total transformation projectAudience: IT (Typical sponsors: CTOs, IT directors; Influencers—system administrators, data managers, IT directors)Sales Cycle: 60 to 90 days

Partners VARs, RSIs Certification: IBM Certified Solution Advisor - Tivoli Storage Solutions 2009

Reasons to Sell,BP Value Prop

Strong existing Storage/TSM Customer Base; strong HW and Services x-sell Excellent VAP + SVI opportunity as well as other incentives Quick Ramp-up, Time to Value, and Revenue (training requirements: 1-2 days Sales, 2-3 day Tech Sales, 3-4 day Config, Implementation and Support)


Demand Gen: Sales and Marketing Guidance Translations: TBD

Sales AssetsIdentifyData ReductionStorage Resource Management

Qualify & PresentCustomer PresentationsWhitepaper

ProposeCase StudiesGrow Your Business

Win & SupportDemoIncentives


Global Play Owner: David Rice Play Date: Q1- Q4 2010 Target: GB-LE

Category: Product Group: Storage Management Program Framework: MBI Smarter Planet Alignment:

Tivoli Storage BP Marketing Manager: David Rice

DI-SPSM/Service Management for Information Technology





36

Reduce Complexity and Costs Driving a holistic approach to Security and Compliance Management


• Constant need to assess compliance to internal procedures/policy, emerging or long-standing regulations and legislation

• High cost of addressing and reporting on audit compliance across applications, servers, databases, security and networking devices

• Inability to sufficiently audit privileged user activities across IT systems

• Quickly drill down into user behavior, system activity and security information across all platform types.

• Compare log entries to baseline policy to help pinpoint and minimize security problems.

• Deliver reporting to support auditors’ evidence requests and security managers’ investigatory needs without burdening expensive subject matter experts.

• Rapidly respond to incidents through the ability to set actions and alerts about privileged user activity, while allowing administrators to perform their jobs.

1 39-12 month ROI


IBM SWG Business Partner PlaysTivoli: Driving a holistic approach to security and compliance management

Play Description

IBM Tivoli can provide customers with the industry’s leading software solutions for lowering the time and cost of establishing, managing and monitoring compliance with information security policies across the enterprise. IBM Tivoli uniquely provides a security compliance and audit management dashboard as well as the industry’s leading portfolio of identity and access management solutions. IBM Tivoli Security Information and Event Manager (TSIEM) is comprised of two products: IBM Tivoli Security Operations Manager (TSOM) and IBM Tivoli Compliance Insight Manager (TCIM). By centralizing log collection and event correlation across your enterprise, you can leverage an advanced compliance dashboard to link security events and user behavior to your corporate policies.


Industry: Cross with a focus on healthcare, utilities and energy, manufacturing, telecom, retail, and transportation industries will be most interested in log mgmt/compliance monitoring, and reporting. These industries are the largest adopters of ISO 27001 and ISO20000 (ITIL) and, have been largely unaffected by earlier information security regulations such as HIPAA and GLB. SOX/JSOX, Basel II/GLB, HIPAA, Data Privacy Policies, IT/Security Standards . As a result, these companies may represent a near “blank slate” when it comes to identity mgmt, access mgmt, and compliance verification and reporting.Customer Problem: Inability to sufficiently audit privileged user activities across IT systems; Inability to sufficient audit DMBS access across IT systems; Inability todetermine which user accounts are valid.Solved by: Tivoli Security Information and Event Manager ,Tivoli Compliance Insight Manager (TCIM)Benefit Statement: Assists in addressing to compliance issues in regulations and standards by automating compliance tasks, monitoring correspondence, reducing human error, and taming compliance costs; Reduces help-desk load by using Web self service and password reset/sync interfaces; Cuts elapsed turn-on time,automates routine administrative tasks and helps eliminate errors Assists in addressing compliance issues. Quickly respond to internal audits and regulatory mandates; Improves Regulatory Compliance with reporting and policy monitoring to support compliance verification.

Lead Offerings

Software:Tivoli Security Information and Event Manager ,Tivoli Compliance Insight Manager (TCIM)

Hardware: System z

Upsell, Cross Sell Opportunities: Tivoli IdentityManager and IBM Tivoli AccessManager customers, System zCustomers; IBM Internet SecuritySystems (ISS) customers.

Competitive Differentiation: IBM Tivoli now provides the industry's most powerful and comprehensive dashboard with TCIM. TCIM provides centralized collection, correlation and communication of audit-related data from virtually any target, and our Tivoli zSecure suite extends this support to System z mainframes. One TCIM server now handles the following, saving hardware and management costs: handles up to 10 times as many event sources as it did previously; TCIM processes as much as 40 GB per day of original log data; manages up to 120 GB of original logs per day for log management.

Sales ScenarioCustomer size: 1000+ users / Audience: CIO, Chief Compliance Officer (CCO), Chief information Security Officer ((CISO), and Director of IT Security/ Average deal size: $150000 / Average sell cycle: 6 months

Partners Security RSIs, VARs, IBM z BPs

Reasons to Sell•IIBM Tivoli Compliance Insight Manager Ranked #1 by Yphise (analyst report) •Compliance and audit processes are automated; Internal audit status is reported quickly and effectively; Costs are lowered across the IT infrastructure

Demand GenWeb Assets

TCIM Webcast: Best Practices for TCIM V8.5 Install , TCIM Webcast: Configuring TCIM with SUSE 9 to Collect syslog-ng Events, Tivoli zSecure 1.9 and TCIM 8.5 - Install and Config of zSecure TCIM z/OS Enabler


Sales AssetsQuick Ref Guide, Data Sheet, White Paper, Brochure,

Buyer’s Guide Client Presentations, Customer Reference Competitive info,

Tivoli Security User Compliance Mgmt Demo


Global Play Owner: Vivian Gawecki Play Date: Q1 2010 Target: GB-LE

Sponsoring Org/Brand: Tivoli Product Group: Security & Comp Mgmt Program Framework: MBI Smarter Planet Alignment: Dynamic Infrastructure




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Customer Pain Points Solution Business Benefits

Consistent Customer Experience…

• Creating a seamless shopping experience regardless of channel – online, in the store, over the phone and by mobile device

• Creating, managing and deploying marketing campaigns across direct and extended brand touch points

Customer Channel Optimization…

• Integrating operations across the Web, in-store and back-office systems

• Targeting the right customers with the right messages, offers, cross-sells and up-sells

Platform for today’s and tomorrow’s business…

• Improving Performance

• A scalable and flexible foundation that can grow as business needs demand

Smarter Commerce

…Deliver Responsive and Available Applications Customers Can Trust for the Least Cost

• Meet consumer expectations to be able to connect to anyone, at any time, about anything, from anywhere

• Increases customer loyalty by personalizing the shopping experience

…Enable shoppers to seamlessly utilize cross channels during a single buying session

• Deliver rich customer centric experiences with new Web 2.0 Stores and integrated Social Commerce

• Optimize cross channel interactions with Cross Channel Processes and Mobile Commerce

…Optimize Your Application Foundation

• 20% throughput improvements

• Expand cost-effectively into international markets and conduct business in the appropriate languages, currencies & buying behaviors

1 2<12-18 month ROI

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Play DescriptionHelp your customers deliver cross-channel commerce solutions that deliver seamless shopping experience across multiple channels and touch points. IBM WebSphere Commerce supports all of a company’s business models, while providing a rich, differentiated customer experience through a single platform. IBM WebSphere Commerce delivers a proven, flexible solution that scales to meet any business requirements regardless of industry, size of company, or selling model.


Industries: Retail, Consumer Electronics, Consumer Packaged Goods, Industrial, Distribution, Customer Problem: Need an e-Commerce solutions designed to address a company's online and cross-channel needsSolution Solved by: WebSphere Commerce V7.0Benefit Statement: Provide customers with consistent experience - online, in the store, over the phone and by mobile device

Lead Offerings

Software: WebSphere Commerce Enterprise V7.0 WebSphere Commerce Professional V7.0WebSphere Commerce Express V7.0

Hardware: System x, System p, System z

Upsell, Cross Sell Opportunities: WebSphere Application Server, WebSphere Application Server ND, WebSphere sMash Grow Your Business for more.

Competitive Differentiation: Broadest range of choice from Express, Enterprise or Professional solutions for Multi-channel integration across all sales channels, including mobile, in-store, POS, kiosk and online; Support for multiple sites on a single instance of WebSphere Commerce

Sales ScenarioTypical sponsors: e-Commerce Manager, Online Marketing Manager, e-Commerce Sales & MarketingClient Size: From 100 to +100,000 employees, WebSphere Commerce offers solutions to customers in small and medium size business to large enterprises

Partners RSIs, ISVs, VARs

Reasons to Sell• AMR Research Ranks WebSphere Commerce as Top B2C E-Commerce Platform• IBM WebSphere Commerce V7.0 enables companies to deliver a consistent, customer-centric experiences across multiple channels and touch points• Help your customers optimize Cross Channel Interactions & Cross Channel Processes

Marketing Demand GenWeb Assets

Web Assets for generating Awareness and Demand; Brochures, Solution kits, customer presentation proposal materials for customer engagements


Sales Assets

• WebSphere Commerce V7.0 First Look• B2B e-commerce solutions Brochure• Prospecting e-mail

• WebSphere Commerce V7.0 Solution Sheet

• WebSphere Commerce customer presentation

• B2B e-Commerce Solution Kit• WebSphere Commerce V7.0 proposal materials

• WebSphere Commerce case studies• IBM WebSphere special offers


Global Play Owner: Jeff Whitehill Play Date: 1H 2010 Target: GB-LE &/or GB-MM

Category: Application Infrastructure Product Group: SOA Foundation Program Framework: EBF Smarter Planet Alignment: Smart Work

IBM WebSphere: Smarter Commerce WebSphere BP Marketing: Manager: Mark Masercola



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Automate Manual Processes…

• Manual processes are expensive and slow

• Employees waste time on redundant tasks

• 2-6 month ROI

Transform Insights…

• Exceptions waste resources and increase costs

• Poor response time leads to lost opportunities

• 1-3 month ROI

Adapt and Respond…

• Change is expensive

• Business users can’t make process changes

• 6-8 month ROI

Sow the Seeds of Business Process Management on a Smaller Scale

…to Optimize Costs

• Reduce staffing requirements by 85%

• Reduce handling costs by 63%

• Reduce cycle times 3x

…into Effective Actions

• Reduce exceptions by 80%

• Visibility for smarter decisions

• Quickly react to opportunities and threats

…Dynamically to Change

• Enact change without IT rework

• Increase revenue 15% and reduce costs 30%

1-8 month ROI

1 2 3


IBM SWG Business Partner PlaysIBM WebSphere: Departmental Business Process Management

Play Description

In today’s fluctuating economy, Dynamic Business Processes enable businesses to adapt to the changing economic conditions – this is a critical factor to mitigate risk and drive profit for organizations of all sizes. IBM offers market leading Business Process Management capabilities through the IBM BPM Suite, that help customers to work smarter, thereby exploiting new dimensions for competitive sustainable advantage. This play helps customers gain value quickly from a smaller initial project, aka “departmental” and helps the seller use that initial project to springboard on to additional projects and grow the customer’s implementation.


Industry: Cross IndustryCustomer Problem: Looking for an initial BPM project with limited capacity requirements and little integration requirements. Solution Solved by: Departmental BPM Offering (280 PVUs of WPS and Monitor, up to two users of WID and Modeler Advanced)Benefit Statement: Departmental BPM from IBM allows customers to get up and running quickly with a first BPM project. It provides process agility and efficiencies by automating departmental processes and enabling flexibility for future process changes.

Lead Offerings

Software:• WebSphere Process Server• WebSphere Business Monitor• WebSphere Integration Developer• WebSphere Business Modeler Advanced

Hardware:- System x- System P- System z

Upsell, Cross Sell Opportunities:WebSphere Service Registry and Repository

Competitive Differentiation:Available on a wide range of platforms, including System z - Linux and z/OSBuilt upon world leading WebSphere Application ServerIncludes WebSphere ESB full capabilities and Supports the latest industry standardsRoles-based business spaces for all process participants

Sales Scenario

For customers (with a focus on LOB rather than IT) that are looking for a departmental BPM solution or General Business customers whose business requirements can be fulfilled with a limited capacity solution (up to 280 PVUs of WebSphere Process Server and WebSphere Business Monitor and up to two users of WebSphere Integration Developer and WebSphere Business Modeler Advanced).There are two primary additions to this play as compared to the 4Q 2009 Departmental BPM Sales Play

1. Extended PVUs for WebSphere Process Server and WebSphere Business Monitor to 280 (up from 100 in 3Q)

2. Added optional Lotus Forms at 50% off list

Also note that the average BPM services engagement is at US $500K

Partners Business Partners, RSIs, GSIs.

Reasons to Sell

Customers need the value of BPM to gain agility, efficiencies and drive down costs. Often times, they are seeking to prove BPM viability by deploying a departmental solution first. IBM allows customers to start small by providing flexible pricing for limited capacity BPM solutions which also addresses most General Business customers requirements. Solution Implementation and continuous business process improvement are key drivers for additional services and consulting revenue.


Campaign Designer email templates (general as well as industry specific)


Sales Assets

Brochures: BPM Solution, Process Automation adoption pattern and Industry specific (Automotive, Banking, Government, Healthcare, Life science, Insurance, Retail)Presentation: Process Automation, Human-Centric BPMMisc: Conversation Starters, Demand Generation/Prospecting Guidance

Whitepaper: Process Automation: Driving Strategic Value with BPMBrochure: Automate to innovate; enhance business performance with IBM process automation.Redbook: IBM Business Process Management Reviewer's Guide

Presentation: Processs Automation, Human-Centric BPM

What is BPM demo, Process Automation demo, Human-Centric BPM demo


Global Play Owner: Christophe Boily Play Date: Q1 2010 Target: GB-LE, GB-MM

Category: WebSphere Product Group: BPM Program Framework: EBF Smarter Planet Alignment: Smart Work – Dynamic Business Processes

WebSphere BP Marketing Manager: Mark Masercola



Increase Service Reuse, Reduce Costly Redundancies


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6-12 months ROI

•Maximize return on existing assets, on average[1] –

•Increase software reuse by 30%•Reduce integration costs by 25%•Improve app. maintenance productivity by 40-60%

• Growing services out of control

• “Not invented here” inhibiting reuse

• Duplication of effort and resources

• Missed market launch milestones



IBM WebSphere: Service Visibility & Governance

Play Description

WebSphere provides Enterprise Architects, Operations Managers and Software Developers with customizable, scalable and automated service visibility and governance solutions enabling them to manage, trust and secure services and documents in an SOA.


Industry: Cross IndustryCustomer Problem: Limited reuse of SOA services and overly complex management of services life cycle. Solution Solved by: Combination of WebSphere products that comprise Service Visibility & Governance category sales playBenefit Statement: Eliminate costly redundancies, encourage sharing across business units and put in place mechanisms that allow IT to quicklyadapt to changing business needs. SV&G solutions can 1) decrease service integration costs by up to 25%, 2) increase reuse by up to 30%, and 3) reduce management burden by 40-60%.

Lead Offerings

Software:• WebSphere DataPower XS40 & XI50 Appliances• WebSphere Service Registry & Repository (WSRR)• WebSphere Service Registry & Repository ALE• WebSphere MQ File Transfer Edition (MQ FTE)• WebSphere Extended Deployment (XD)

Hardware:- System x- System P- System z

Upsell, Cross Sell Opportunities:WebSphere BPM technologies, WebSphere ESB solutions

Competitive Differentiation:Balanced governance approach across build-time and run-time environmentsTight integration with other WebSphere SOA components

Sales Scenario

For SOA customers looking to improve ROI, IBM’s SV&G solutions will help them better control service development and maintenance by increasing the visibility of existing services, monitor their performance, deploy them in an optimized fashion, and notify all key stakeholders when changes are requested or required.

Partners Business Partners, RSIs, GSIs.

Reasons to Sell

Customers are always looking for ways to optimize the value of their existing SOA investments. SV&G solutions provide the basic intelligence (service metadata) and management framework for helping CIOs and IT managers conclusively demonstrate the efficiencies to be reaped from SOA investments.



Sales Assets

Brochures: A Smart Opportunity to Improve ROI of SOA Presentation:Misc: Executive Brief, Provide increased service visibility and improved governance with solutions from IBM

Whitepaper: Effective Governance of the Service Lifcycle (ZapThink)Brochure:

Presentation: Maximize Return on Assets in an SOA with Service Visibility & Governance

Demo: Increase Agility and Reduce Risk with WSRR ALE

Key Links:Details and customer collateral on the Web

Global Play Owner: Asker Ahmed Play Date: 1Q 2010 Target: GB-LE, GB-MM

Category: WebSphere Product Group: Connectivity Program Framework: EBF Smarter Planet Alignment: Smart Work – Smart SOA

WebSphere BP Marketing Manager: Mark Masercola

1Q Software Channel Marketing and Sales Plays

Documents

Transcript of 1Q Software Channel Marketing and Sales Plays