Ugif 04 2011 france iiug 4 april - paris informix at ibm update ss
Click here to load reader
Transcript of Ugif 04 2011 france iiug 4 april - paris informix at ibm update ss
© 2011 IBM Corporation1
IBM Information Management
Informix Acceleration 2011
Steve Shoaf, WW Sales Executive, Informix
© 2011 IBM Corporation2
Informix Acceleration
Informix Business Direction
What saves a man is to take a step. Then another s tep. It is always the same step, but you have to take it.
Antoine de Saint-Exupery
© 2011 IBM Corporation3
Informix Acceleration
© Copyright IBM Corporation, 2009
Delight the install base: Enhance the Informix client relationship and improve client loyalty
Build Strategic Differentiation: Fix the messaging and enhance the overall Informix value proposition to the market
Create Proactive Sales Culture: Develop a proactive, high-touch culture, with expansion into growth areas (embedded, etc).
Build New, Profitable Revenue Streams: Build new revenue streams that capitalize on the strong and growing footprint of Informix
May 2010: Informix Revitalization Imperatives
© 2011 IBM Corporation4
Informix Acceleration
Build Strategic Differentiation
Delight the Install Base
Build New Revenue Streams
Create Proactive Culture
ImperativesYear 1: Enhance CustomerService and Support
Year 2: Round out business via key channel plays
Year 3: Significant Progress in New Markets
•Define new product packaging•Application support•New channel partners
•Define specialized market positioning•Publicize benchmarks•Announce Informix COE’s•Build ‘skills marketplace’•Triple technical writing output
•Expand Informix embedded•Assign IBM execs/lab to top clients•Create Informix Tiger Teams
•Recreate support experience•Enhance support offerings•Revitalize current ISV’s
• Lab to Geo’s program• Stronger Post Sales Assistance • Greater market presence
• TimeSeries – Smart Data• Informix Warehouse Accelerator• Informix Cloud/Flexible Grid
• Informix Specific Rep Training• Increased Workshops WW• Partner Co-marketing Programs
• GBS Alliances for E&U Industry• ISV Cloud – Support• Informix Genero Suite
Confidential at the moment
© 2011 IBM Corporation5
Informix Acceleration
Informix Product Positioning and Strategy
Delight the Install Base Define Specialized Markets
• Increase visibility
• Message visibility
• Be current, and lead
• Move to growth areas
• Develop true identity
• Increase specific capabilities
Two-Pronged Strategy
Product Positioning:1. IBM Informix is the database software voted number #1 in customer satisfaction.2. Clients choose Informix because it is reliable, low cost, and hassle free.3. Solution providers choose Informix because it is the easiest to embed and its autonomic capabilities.4. Available on Windows, Linux, Unix, and Mac OS.
While building strategic differentiation and creating a proactive culture
© 2011 IBM Corporation6
Informix Acceleration
Informix Acceleration….
New Edition:
Informix Ultimate Warehouse Edition
Application Modernization:
Informix Genero
Ecosphere modernization:
Informix Flexible Grid
Integration with IBM Industry Initiatives:
Energy & Utilities Industry – Smart Meter
© 2011 IBM Corporation7
Informix Acceleration
Informix Sales Strategy - IBM
� Focused Informix Sales Tiger Team/Swat Team
� Add Business Partners Specialties & Industries
� Key Industry focus Energy & Utilities
� Business value focus Informix Warehouse Accelerator
� Capture next wave Informix Genero for Mobile / GUI
Tactic Program(s)
© 2011 IBM Corporation8
Informix Acceleration
Informix Sales Growth Tactics
� Current Customers and customer of ISVs
– Informix Ultimate Warehouse Edition
• Data Marts, Data Warehouse
– Informix Genero
• 4GL to GUI migrations
• Mobile Device Applications
� Expanding Informix Market Share
– TimeSeries
– Cloud Computing-Flexible Grid
– Informix Features & Capabilities
© 2011 IBM Corporation9
Informix Acceleration
“The achievements of an organization are the results of the combined effort of each individual”
Vince Lombardi
© 2011 IBM Corporation10
Informix Acceleration