New Solution Go-To Market

Joerg Klueckmann

Head EBPM Product Marketing

February 21, 2012 | 2

Reduce

Complexity

Reduce

Complexity

Reduce

Complexity

February 21, 2012 | 3

New Solution Go-To Market

Reducing complexity

ARIS

webMethods

Adabas

Terracotta

Metismo

Natural

CentraSite

Customer

Pain Point

Business

Value

Use

Cases

Technology

Capability

Solution Best

Practice

Roadmap &

Methodology

Solution

Architecture

February 21, 2012 | 4

New Solution Go-To Market

Making success repeatable

ARIS

webMethods

Adabas

Terracotta

Metismo

Natural

CentraSite

Customer

Pain Point

Business

Value

Use

Cases

Technology

Capability

Best

Practice

Roadmap &

Methodology

Solution

Architecture Solution

February 21, 2012 | 5

New Solution Go-To Market

Accelerating Time-to-Value

ARIS

webMethods

Adabas

Terracotta

Metismo

Natural

CentraSite

Accelerating Sales Success

Accelerating Time-to-Value

February 21, 2012 | 6

New Solution Go-To Market

Accelerating Time-to-Value

Based on real Business Values

Business Use Cases as presentable show

cases

Enriched with Industry Use Cases and

examples based on real customer cases

Solution Architecture based on required

technical Capabilities from our product

portfolio and their integration

Contains Methodology and Content to

accelerate Time-to-Value

February 21, 2012 | 7

Industry Use Case Citizen Self Service

Transparent Government

Business Use Case Process Transformation

Business Values Increase Customer Satisfaction

Enhance Quality

February 21, 2012 | 8

Industry Use Case Supply Chain Optimization

Order Visibility

Business Use Case Process Automation

Process Visibility

B2B Integration

Business Values Improved Process Transparency

Increased Efficiency

Improved Collaboration

February 21, 2012 | 9

Markets as defined by industry analysts

Process Design

Process Analyses

Simulation, etc.

BPA Business Process Analyses

Process Improvement Process Automation Rules, etc.

BPMS Business Process Management Suites

Integration Server Adapters Broker, etc.

ESB Enterprise Service Bus Suite

Partner Integration Adapters Standards, etc.

B2B Business to Business Middleware

Appl. Integration Adapters Gateway, etc.

AIM Application Integration & Middleware

IT Planning Portfolio Management Architecture, etc.

EAMS Enterprise Architecture Management Suites

Service Governance Service Lifecycle Policies, etc.

SOA Gov. Service Oriented Architecture Governance

Risk Management Auditing Regulations, etc.

GRC Governance, Risk & Compliance

Leader Leader Visionary Leader

Leader Leader Leader Leader

February 21, 2012 | 10

Solution Portfolio

Business Solutions Industry Solutions Technical Solutions

February 21, 2012 | 11

Business Solution Portfolio 2012

Enterprise-BPM

•Business Process Analysis

•Business Process Management

•Process Intelligence

•Enterprise Architecture

Management

•Risk & Compliance

Management

Integration & SOA

•Application Integration

•Business-to-Business

• SOA

•Master Data Management

Application Development

•Application Modernization

February 21, 2012 | 12

Customers´ Business Values Achieved by BPA

• Increase Process Agility

• Achieve Business Transparency

• Reduce Implementation Times

• Increase Process Efficiency

• Enhance Quality

February 21, 2012 | 13

How BBVA Achieved Process Efficiency

February 21, 2012 | 14

How Customers Use BPA

Generic use cases

• Process Transformation

• BPM Governance

• Change Management

• Process-driven SAP

Industry-specific use cases

• Service Unbundling (Utilities sector)

• Telecom Transformation

• Defense Transformation

February 21, 2012 | 15

Process Transformation in 2 Minutes

February 21, 2012 | 16

Solution Architecture & Capabilities

February 21, 2012 | 17

Industry Solutions

February 21, 2012 | 18

Prime

Better Time-to-Value

• Methodology, Tasks

• Roadmap, Delivery

Infrastructure

• Proposal Templates

• Project Calculator

• Value Fast Track

• Project Tracking

February 21, 2012 | 19

February 21, 2012 | 20

60 days to

value

First go-live after 60 days

Real proof of value a solutions

Based on ready-made virtual machine

Agile and lean

Low-risk

No-regret move

Reduced sales complexity

Prime

Better Time-to-Value

February 21, 2012 | 21

Better Time–to-Value Predefined industry process frameworks

February 21, 2012 | 22

Better Time–to-Value Pre-assigned Key Performance Indicators

February 21, 2012 | 23

Industry.PerformanceREADY Available Content by Industry and Topic

Cross-Industries

Industries

February 21, 2012 | 24

>>We’ve cut fulfillment time by

greater than 70 percent<<

>>Instead of reacting to problems, now we can

start preventing problems before they happen.<<

>>We are saving three million Euros

a year in operating costs.<<

>>Process-driven realignment of our operations

has increased productivity by 30 percent.<<

>>The ROI has partly been reached

already during project duration time.<<

Thank you