Gain maximum benefit from Channel Technical Professionals and the technical programs
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© 2013 IBM Corporation / Confidential
Gain maximum benefit from channel Technical Professionals (CTPs) & the technical programsMay 8th, 2014 Colm KenneallyBusiness Analytics Mid Market & Partner Enablement
© 2013 IBM Corporation
Agenda
Current Express Product and options (including CDM)
Cognos Express Planner and CDM Demo
Channel Programs
How CTPs can help
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© 2013 IBM Corporation
Cognos Express – current offerings
Express 10.2.1 launched October 2013– Fix Pack 1 released April 2014
Closer to latest Enterprise BI and TM1 functionality
Simplified licence roles– PM User– BI User
Cognos Disclosure Management Express licencing– No Express software version – same installation as Enterprise CDM– Limit of 25 users– No XBRL support– Great to demo – Xcelerator/Planner data flowing through to CDM output
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© 2013 IBM Corporation
IBM Cognos Express – NEW CapabilitiesIncreasing Business Value…
Improved Visualization Experience
Extended Mobile Support
Integrated Scorecarding Capabilities
Richer Support for Microsoft
Additional enhancements
o TM1RunTio IBM Dynamic Query Analyzer (DQA)o Operations Console
A broader, more extensible platform
o Cognos Disclosure Management(CDM)
o Cognos Software Development Kit(SDK)
o Cognos Controller
© 2013 IBM Corporation
The problem
Contributors
Approvers
Report Consumers
Reviewers
DocumentManagers
Corp Consol
ERP
Legacy Systems
ExistingSource Systems
Corp GL
Interface
Spreadsheets
Paper Reports
Interface
Tools & processes no longer sustainable
Various Required Reports
EDW data
BI data
© 2013 IBM Corporation
The solution - CDM
Corp Consol
ERP
Legacy Systems
ExistingSource Systems
Corp GL
Global data collection
Analytic Data Management, SynchronizationIBM Cognos FSRIBM Cognos TM1
Report Types
User Management, Workflow, Process Control
Contributors Approvers Report ConsumersReviewers DocumentManagers
EDW
BI
© 2013 IBM Corporation
What makes CDM unique?Direct data connectivity (incl. TM1 and BI data) with real time
updates
Report lifecycle management (protocol and methodology to manage reports from beginning to end)
Report lifecycle governance (audit trail)
Holistic solution that supports many worldwide tagging requirements
CDM IS NOT a point solution
CDM IS a market-leading platform for report production management
© 2013 IBM Corporation
What reports can CDM produce?
The list is long. Common high-value examples:Financial Statement Reporting
Management / Board books
Legal Exposure Notes
Treasury Management
Regulatory Reporting (including XBRL)
Carbon Disclosure Reporting
….and many more
© 2013 IBM Corporation
CDM Express
Additional Notes:
• For customers with BI Express or PM Express, the customer must buy the CDM Express Connector in addition to CDM Express Admins and Users
• For customers with the Cognos Complete Connector, the customer needs to just buy CDM Express Admins and Users
• At least one CDM Express Admin is required; CDM Express users may perform all other tasks except administrative
• CDM Express is limited to 25 users max; at >25 users customers must buy the CDM Starter Server, but may use existing express users on full CDM (including Admins)
• For regulatory reporting requirements, customers should look at Standard CDM pricing. XBRL is not available for CDM Express
• Data aggregation not offered with CDM Connector; already available via PM Connector
© 2013 IBM Corporation10 IBM Confidential
Channel Programs
Partner Program: – Technical skills program specifically targeted at enabling key focus partners in
new areas, with the specific intention of growing revenue
OpenTEC: – First-of-a-kind program to allow BP-provisioned PoTs to drive significant
increase in Channel SW Sales opportunities
Project Cooper: – Best practice program to fast-track skills transfer to Business Partners
Techsales Partner support– Primary Techsales contact
Enablements– General and individual enablements for Business Partners
© 2013 IBM Corporation11 IBM Confidential
Partner First Program
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Brand Development Plan example
© 2013 IBM Corporation13 IBM Confidential
Brand Development Plan example
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OpenTECa new presales platform
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What is OpenTEC
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What is OpenTEC?
• Exclusively for Business Partners and IBM GBS• Easy-to-use, self service capability• Service in place to compliment existing process
Cloud-based access to European
TEC services
• Event management• Asset provisioning and deploymentTwo Components
• Most recent (Cross-Brand) SW Pre-Sales Assets• Instant Single Asset Image for Software Demonstration• Certification for BPs to deliver IBM PoTs independently
What’s Available?
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What is OpenTEC?
• Proofs of Technology (PoTs)What can you
show using OpenTEC?
• PoTs are a step in the Sales Cycle• …they are NOT a Silver Bullet• Use as part of Establishing and Enhancing Credibility
Where do PoTs fit into the Sales
Cycle?
• One-to-One as part of an Opportunity• One-to-Many In a Demand Generation Event• When You Want To Differentiate From Competition
When would you use OpenTEC?
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Purpose: What is a Remote Proof of Technology (PoT)?
A PoT is more than just a demonstration
Unlock the Client’s imagination
A PoT is available from almost anywhere
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Purpose: How do PoTs enhance Selling?
They enhance your credibility
They illustrate Proficiency and Solution Effectiveness
PoTs are a key set of presales tools from IBM that will Help You Sell More
© 2013 IBM Corporation
What OpenTEC is NOT
PURELY AN ENABLEMENT
TOOL
AVAILABLE TO ANYONE
A “SILVER BULLET”A POC TOOL
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Limitations to OpenTEC
IF YOU’RE RUNNING AN
EVENT, YOU’LL NEED TO RUN A
BANDWIDTH TEST
YOU’LL NEED INTERNET ACCESS
VMWARE IMAGES ARE
CONFIGURABLE, BUT NOT
EDITABLE (IT’S NOT A POC
ENVIRONMENT)
© 2013 IBM Corporation
Summary: OpenTEC Benefits
Cloud-Based Tool to enable
BPs to provision IBM PoTs almost
anywhere
PoTs will Help You Sell More
OpenTEC can be used in One-to-
One or One-to-Many Events
© 2013 IBM Corporation
Functional Overview
Interface: Mobile Application*
Use: Event Booking & Management
Currently only available on Android for BPs
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Interface: Web-Based Portal
Use: Event Booking & Management;
for Event Attendees to access the
PoT
Functional Overview
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Getting Access
• User ID and Password is generated for individual Partner users – it is not a group login!
• Multiple individuals from the same BP can be given Access
Partners Request Access Through IBM Associates,
Partner Reps or by emailing [email protected]
• BP must be SVP Auth. to access PoTs in Product Group• Once authorization is confirmed by IBM Associate / Partner
Rep, User ID and Password is generated
Authorisation for Access to OpenTEC
• Access is offered with a 30 Day Activation Period, during which time the Partner should run an internal or customer event using an IBM Asset to complete activation.
30 Day Activation Period
© 2013 IBM Corporation
Getting Enabled
• A guide to getting started with OpenTEC will be sent to you along with your User ID and PW
Quick Start
• Your IBM Associate or Partner Rep. will work with the OpenTEC Team to schedule user training
Training Session
• To deliver a PoT as an Event, you must click “Certify Me” in the OpenTEC Portal. Your IBM Associate or Partner Rep. will complete a checklist with you to get you certified.
Getting Certified
© 2013 IBM Corporation
Partner Criteria
Partners joining OpenTEC must have:
SVP Authorisation (to Access a PoT, you must be certified as an IBM Reseller in the relevant Product Group)
Experience in delivering Software Demonstrations/PoTs to clients
A good relationship with IBM SWG Technical Sales Teams
A potential pipeline of PoT engagements throughout 1H 2014 continuing into 2H 2014
Availability for OpenTEC application education (1.5 hours max.)
Willingness to be trained/approved by asset owners on individual PoT delivery (where required)
Willingness to initially use assets in English
Sufficient Bandwidth to host PoT Events
© 2013 IBM Corporation
Asset Status by Brand• 19 assets in Pipe line• 96 Assets in OpenTEC, 25
approved by SME
© 2013 IBM Corporation
Collaborative solutions
4
Rational
7
Security
5
WebSphere
15
29
C&SI
14
Information Management
9
Industry Solutions
5
Business Analytics
52
Asset usage by Brand
© 2013 IBM Corporation
Feedback from potential users
We will discuss an internal process on requesting
asset availability.
SCC
The certification for teaching PoT makes me comfortable we are
delivering the best possible class.Choose Portal
Cannot wait to use the system – it is going to
completely change the way we run our business.
Cenit AG
The simplicity of the system is key in
encouraging utilisation.
IBM GBS
The speed of accessing the OpenTEC PoT Image in
Germany is surprisingly quick.IRIS ICT
© 2013 IBM Corporation31 IBM Confidential
Project Cooper
© 2013 IBM Corporation32 IBM Confidential
Project Cooper benefits
© 2013 IBM Corporation
BA Experience Workshops
Business Simulation provides “a day in the life” example of Management using “Business Analytics”
Introduces The Performance Management Framework and the PM Manager book with a clear, pragmatic approach providing a common language and unifying map for effective alignment between IT and the business
Experience Business Analytics for Business
Impact
Experience Business Analytics for Business
Impact
© 2013 IBM Corporation
Driving Smarter Decisions for Better Business Outcomes
Through the strategic application of Business Analytics Software
• Cut Costs• Improve Profits• Drive Cash Flow• Manage Risk• New Opportunities• Compliance & Governance
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How are we doing?
IT
SALES
MARKETING
CUSTOMERSERVICE
HR
OPERATIONS
PRODUCTDEVELOPMENT
FINANCE
How we are doing?
Why?
What should we be doing?
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?Decide & Act
How are we doing?
Reports Real Time Monitoring
Immediate Insights
Scorecards & Dashboards
Immediate Insights to Business Performance
© 2013 IBM Corporation
Sample agenda Business Analytics Experience Workshop @ Customer X
09.00 Welcome/ Introduction
09.10 Brief Overview / Introduction to the Workshop
09.30 Business Simulation Q 1
• Review Finance and Market Characteristics
• Analysis & Definition of Management Strategy
• Set prices and R&D Strategy
11.00 Business Simulation Q 2
• Review Performance and Sales tactics
• Adjust Marketing and Sales strategy
12.00 Evaluation of Results & Summary
12.15 Discussion & Questions
12.30 End of Simulation Workshop
© 2013 IBM Corporation
Enablements
AnalyticsZone.com– For all our customers and partners
• Download Cognos Express trial version• Cognos Insight sample projects• RAVE visualisation examples
Partnerworld– Demos– Presentations– Competitive Information
– Practice Accelerator Trainings– Purpose
• Participants will learn about the TM1 Implementation process through training modules organized around the TM1 BASIM Implementation method.
• Through a series of presentations, discussions and hands-on exercises based on a case study, participants will learn how to apply the most important set of implementation skills & methods to ensure a successful client go-live .
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© 2013 IBM Corporation39
Colm Kenneally IBM United KingdomClient Technical SpecialistBusiness AnalyticsMid Market & PartnerEnablement
Phone +44 7977 415 147
© 2013 IBM Corporation40 IBM Confidential