IBM Tivoli WW Enablement IBM Tivoli Software | July 2, 2015 | © 2010 IBM Corporation Learning for...

IBM Tivoli WW Enablement

IBM Tivoli Software | April 19, 2023 | © 2010 IBM Corporation

Learning for Growth 2010

IBM Worldwide Software Sales

Increase business results with Maximo in Transportation

Ken Donnelly

Worldwide Transportation Industry Leader

[email protected]



IBM Worldwide Software Sales2 | IBM Tivoli Software | April 19, 2023 | © 2010 IBM Corporation2

Agenda

1. Why Should You Sell

2. The Transportation Landscape, Industry Trends and Market Dynamics

3. Asset Management Challenges

3. Value Proposition

4. Competitive Landscape

5. Driving OI (Opportunity Identification)

6. Case Studies, Stories, etc.

7. Resources

8. Questions

9. Sample Rail Presentation



IBM Worldwide Software Sales3 | IBM Tivoli Software | April 19, 2023 | © 2010 IBM Corporation

Why Sell Maximo Solutions for Transportation?

Top Reason: To Make Money!

Why Sell to the Transportation industry segments? High Win Percentage

Railways – 90% win rate since 2008

Airports – 90% win rate since 2008

Fleet – High win rate when included as part of an Enterprise deal

Many Existing Customers

Strong References

Excellent Product Fit




The Transportation Landscape

Aviation MRORail & TransitDistribution Maritime

More Complex NeedsLess Complex Needs

Airports

Industry All Travel & Transportation

Seaports

Segments

Clients

References

AssetsManaged

200+ 100+ 20 50 30 140 20

Yes Yes Yes Yes Yes Yes Yes

Support Fleet Facilities Runway Ground Fleet IT

Truck Fleet Facilities IT

Facilities Cranes (Fleet) IT

Vessels Locomotives Passenger

Cars Linear Assets Support Fleet Facilities IT

Aircraft Support Fleet Facilities IT

High High High High High Very High HighSolution Fit

Primary Assets in BoldPrimary Assets in Bold

Fleet




Maximo Solutions by T&T segment

Maximo Solution Assets Managed (primary Assets in Bold)

Maximo for Transportation Support Fleet Truck Fleet Cranes Vessels Rolling Stock Support Fleet

Maximo Asset Config. Mgr. Vessels Rolling Stock Aircraft

Maximo Linear Asset Mgr. Runway Linear Assets

Maximo Asset Management Facilities Facilities Facilities Facilities Facilities

Tivoli Asset Mgmt. for IT IT IT IT IT IT IT

Maximo Scheduler All All All All All All

Maximo Spatial Asset Mgmt. Runway Linear Assets

Maximo for Service Providers All All

Aviation MRORail & TransitDistribution MaritimeAirports

Travel & Transportation

Seaports




Industry Trends & Market Dynamics

Distribution & Fleet

• Paperless Ticketing• Kiosk Check-In• General increase in IT

Spend• 2/3 of airports planning to

leverage productivity applications

• Infrastructure Optimization• Lowering Enterprise costs• Greater IT Support for

Tenants* Source: Airline Business

Rail & Transit

• Recovery funds target infrastructure improvements

• Decline in freight transport, but recent recovery signs

• Smarter Rail through equipment integration

• Increased focus and revenue for IBM

• Continued strong global market for rail EAM

• EAM competitors recognizing opportunity

• New truck sales are down• Companies are keeping

vehicles longer• 2010 emission standards

will likely not affect PM costs immediately

• Resale values are down• Maintenance costs

increasing 5% annually• Carbon legislation will

result in retrofit programs• Tires & fuel still top costs

Airports




Asset Management Challenges

• Meet changing FAA/CAA maintenance requirements

• Enhance tracking of airport security assets

• Maintain a high level of uptime on:

• Scanning equipment• Baggage handling equip.• Elevators, escalators, etc. • Bridging Airport Operations

and Airport Maintenance• Heightened Security

• Managing multiple assets – rolling stock, linear, etc.

• Increasing asset reliability and availability

• Growing service demands• Aging workforce• Aging infrastructure• Recovering warranties• Capturing costs• Optimizing inventories• Driving condition based

PM programs

• Increasing asset reliability and availability

• Improving asset performance to reduce the impact of rising fuel costs

• Recovering warranties• Capturing actual asset costs

for labor, materials, tools & services

• Reducing inventory costs• Capturing accurate data to

drive condition based PM programs

Distribution & Fleet Rail & TransitAirports




Value Proposition

Business ScenariosKey ROI

Data PointsCustomer Examples

Labor Utilization Up 10-20% • A major US railroad is saving US $8M annually by

better tracking labor to specific work

Asset Availability Up 3-5% • A large OEM reduced overhaul process time from 56

days to 21 days

Equipment purchases Down 3-5% • A transit & rail company saved US $9.5M by meeting

100% availability with less

Warranty recoveries Up 10-50% • A consumer products company with a medium size

fleet increased warranty recovery 50%

Inventory needs Down 20-30% • A large passenger railroad was able to identify US

$18M in excess or obsolete inventory

Inventory carrying costs Down 5-20% • A railroad reduced saved US $1.8M impacting

financing, insurance, handling, overhead, etc.

Material Costs Reduced 10-50% • A rail maintenance service company reduced costs

20% by optimizing material purchases

Purchasing Costs Reduced 10-50% • A transit & rail company reduced purchasing staff by

20%

Start with stories, follow with BVA



IBM Worldwide Software Sales10

| IBM Tivoli Software | April 19, 2023 | © 2010 IBM Corporation

Competitive Landscape

• Maximo is the leader!• ERP Competitors

• SAP developing linear solution with HCL AXON, still needs heavy customization

• Oracle has no OOTB solution

• EAM/ERP• IFS strongest, but rarely

engaged• Mincom lacks investment

and focused solutions

• Niche• Old technology, struggling

• No legitamate leader• ERP Competitors

• No fleet solution, higher project costs, few references

• EAM/ERP• Infor has multiple offerings,

but seems less active

• Niche• Most common type of

competitor, only support fleet, often older technology

• AssetWorks, Cetaris are top challengers with web solutions

Distribution & Fleet Rail & Transit

• Maximo is the leader!• ERP Competitors

• Lower interest, few references

• EAM/ERP• Infor Datastream next closest

competitor, less active

• Niche• Most common type of

competitor, often older technology or more generic, cannot support IT, service management or fleet well

Airports




Driving Opportunity Identification

• All Airports are targets, but focus on 1M+ passengers annually

• Leverage Maximo’s leadership & references

• Target airport management companies:

• Like BAA, Swissport• Upsell to existing clients• Transportation, service

provider, scheduler, etc.• Position “Smarter Planet”

messaging

• Every railway with 50+ locos or passenger cars

• Transit with 300 buses • Consider outsource

providers & OEMs as well• Look for opportunity in

rolling stock or linear• See if they have any

stimulus funding and high speed rail projects• Upgrading funds can often

buy EAM solutions

• Leverage GRIC & “Smart”

• Fleet only deals should be 1,000 vehicles, but if they use Maximo for other assets a few hundred is okay

• Upsell to existing clients• Trucking & Distribution will

be more competitive• Look for support fleets• Position “Smarter Planet”

messaging

Distribution & Fleet Rail & TransitAirports





Las Vegas McCarran International AirportManaging all asset classes, improves productivity and increases revenue

Deliver quality experience

Diverse customer base

Increase efficiency and service quality

Consolidate asset information from silos

Improve largely manual processes

IBM Maximo Asset Management

Tivoli Asset Management for IT

Tivoli Service Request Manager

Integration to ERP application

Consolidate legacy financial and operational systems

Unifies management of Facilities and IT assets

Improved technician productivity and repair resolution

IT cost reduction

Increased revenue

Accurate charge-back information

Enhanced security efforts

Streamlined compliance reporting

Business Challenges IBM Solution Business Benefits

“By unifying the management of all our IT and operational assets using IBM solutions, we can maintain an industry leadership position and improve quality of service for travelers. IBM asset management software has also helped us realize a higher percentage of recoverable fees and directly improve revenue as a result.”

Enterprise Resource Planning Systems Consultant





Blue Bell CreameriesManaging the Distribution of Premier Ice Cream with IBM Maximo

Increase vehicle reliability and service levels

Eliminate manual processes

Increase labor utilization

Implement single, centralized system

IBM Maximo for Transportation

Support all fleet assets

Solution focus Work Management Asset Management Warranty Management Inventory Management

Fuel interface to multiple systems

Integrated fleet optimization

Single central data repository

Centralized management

Distributed cost control

15,000 labor hours saved

Increased Warranty recovery by 50%

Improved tracking of costs and asset depreciation

Business Challenges IBM Solution Business Benefits

Manufacturer of premium ice cream managing over 1,670 transportation assets and supporting 44 distribution branches across 16 U.S. states





Bombardier TransportationSupporting global rail services with a single asset management solution

IBM Maximo for Transportation to manage rolling stock, including asset management, work management and warranty recovery

IBM Maximo Asset Configuration Manager to support the configuration management of rail equipment

Integration to SAP corporate financial system

Improved Warranty tracking Failure reporting available to all

Bombardier customers Able to manage customer configuration of

delivered rail assets Manage aftermarket parts business Implemented inventory optimization from

an IBM Business Partner and reduced inventory costs by 20%

Meets long term strategic direction

Business Challenges IBM Solution

Bombardier Transportation required a multi-site, multi-language EAM solution to support rail service operations at over 60 separate rail systems around the world

Manage over 100,000 assets globally, supporting over 100 work sites

Replace customization with out of the box capabilities for configuration management & warranty recovery

Integrate with existing financial system & support planned interfaces with health monitoring & RFID

Business Benefits

Founded in 1942 by Joseph Bombardier, Bombardier is the global leader in passenger rail equipment and third largest manufacturer of civil aircraft. Rail services represent 20% of Bombardier Transportation’s revenue.





Help Resources

Tools and Help Resources

Tivoli Virtual Sales Academy (TVSA)

Maximo for Transportation Sales Kit

Worldwide Transportation Industry Leader Ken Donnelly, [email protected]

EAM Sales Enablement Team Toni Hodge, Manager,

[email protected]

Theo Winkelmann, [email protected]

Steve Lee, [email protected]

Jim Li – [email protected]

Maximo Product Marketing Mary Gorzynski, [email protected]

Ron Wallace, [email protected]

Eric Luyer, [email protected]

Maximo Product Management Darren Kwasnycia – Transportation,

[email protected]

Don Busiek, [email protected]

Tivoli Marketing – Distribution Marni Enghauser,

[email protected]

Global Rail Innovation Center Keith Dierkx – Director, Global Rail Leader

[email protected]

Travel & Transportation S&D Team John Maley – Logistics Leader,

[email protected]

Ravi Shankar – Airports Leader, [email protected]

Brian E. O’Rourke – Aviation Leader, [email protected]

SWG Business Development – T&T Julie Shainock, [email protected]





Maximo for Transportation Demo





Presenting Maximo to T&T Segments

Asset and Service Management for Rail and Transit





Questions?





Thank You!

IBM Tivoli WW Enablement IBM Tivoli Software | July 2, 2015 | © 2010 IBM Corporation Learning for...

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Transcript of IBM Tivoli WW Enablement IBM Tivoli Software | July 2, 2015 | © 2010 IBM Corporation Learning for...