© 2014 IBM Corporation
Cloud & Smarter Infrastructure
SaaS 101 - Introduction to Software as a Service (SaaS) for Partners
© 2014 IBM Corporation2
What is Software as a Service (SaaS)?
Software as a Service (SaaS) is a software delivery model in which software and associated data are centrally hosted in the cloud. SaaS is typically accessed via a web browser. Payment for the service is through a subscription model.
You are using SaaS today if you access applications like Facebook, Twitter, or gmail.
See the last page in this deck for additional resources on SaaS, Cloud, and utility-based computingSee the last page in this deck for additional resources on SaaS, Cloud, and utility-based computing
© 2014 IBM Corporation3
What is driving the move to SaaS?Market dynamics and disruptive technologies are driving the shift to SaaS consumption models
Developers want
Lines of Business want CxOs want
Low touch, easy to consume, continuously updated software
SocialMobile
Embedded Intelligence
Cloud
Big Data
PredictabilityLower costs
Quicker business value
Access from anywhere
To create new offerings by composing services from
multiple providers
IT Operations wantsTo manage on-premise, Cloud, and hybrid environments
© 2014 IBM Corporation4
Decision making power is shifting from the traditional IT buyer to a new audience - the Line of Business owner & practitioner
By 2016, 80% of new investments will directly involve LOB execs with LOB leading decisions in more than 50% of those investments
48% discover brands they are not aware of while searching, 24% decide which brand to purchase solely from their self directed digital research
60% of the IT purchase process decision is completed before the prospect engages a vendor
… and the decision making process is changing
*Source: Google & Compete B2B Customer Study, June 2012
UsersUsers
RecommendersRecommenders
InfluencersInfluencers
Economic Buyers
Economic Buyers
Decision MakersDecision Makers
Decision Makers
Practitioners
CIOCTOsIT ManagersIT Operations ManagerData Center Manager
DevelopersTechnical LeadersSystem AdministratorsIT OperationsData Scientists
© 2014 IBM Corporation5
How can SaaS help?
Improved TCO due to lower infrastructure cost
Flexible subscription pricing
Minimal upfront investment
Continuous delivery of new capabilities allows rapid innovation and access to immediate code fixes
Lower risk with try & buy approach
Accelerates evaluations and decision making
© 2014 IBM Corporation6
Remember these?
The speed of destructive innovation is accelerating
SaaS has already changed the game
Don’t be a footnote in the history of computing.
The speed of destructive innovation is accelerating
SaaS has already changed the game
Don’t be a footnote in the history of computing.
© 2014 IBM Corporation77
New VendorsDouble Digit Growth
Traditional VendorsSingle Digit, Flat, Negative Growth
Fiberlink
New Relic
ServiceNow
Splunk
SolarWinds
Commvault
VMWare
CA HP
BMC Symmatec
EMCIBM C&SIBMC
Revenue ($B)
YTY
Gro
wth
(‘11
-’12)
Total revenue 1.3B (without VMWare)
Traditional competitors have high revenue, but are losing share to a new breed of competitors .. the Digital Engagers
“While the Old Lions fight, the Hyenas are stealing the food”C&SI on the April 2014 TT Study
© 2014 IBM Corporation8
Market Demands
• Ability to progressively add capabilities• Leverage existing and new IT investments • Pay per use predictability• Visibility across the entire “IT Supply Chain”
✖ Niche-level capabilities✖ Narrow delivery model – SaaS only✖ Limited out of the box integrations✖ Limited end-to-end visibility
Competition Delivers Broad portfolio of capabilities Support for On-Premise, SaaS, or hybrid Seamless integration across multiple offerings Visibility across entire enterprise
C&SI Delivers
© 2014 IBM Corporation9
What is IBM Service Engage?
A New Way to experience and acquire our on-premise and SaaS solutions
for engaging clients and partner via live guided demos available 24x7for engaging clients and partner via live guided demos available 24x7
to POC your clients … start a POC in 30 minutes, anytime, anywhere your client wants
to POC your clients … start a POC in 30 minutes, anytime, anywhere your client wants
to extend what your clients are already buying at lower total cost via Software as a Service
to extend what your clients are already buying at lower total cost via Software as a Service
to accelerate the closeto accelerate the close
IBM Service EngageLearn • Explore • Try • Use (Buy) • Extend • Support
IBM Service EngageLearn • Explore • Try • Use (Buy) • Extend • Support
New way….New way….
IBM Service EngageIBM Service Engage
© 2014 IBM Corporation10
Welcome to IBM Service EngageCumulative Data since 2/23/14:•14,877: Number of total visitors to Service Engage website•8,132: Number of unique visitors to Service Engage website•4378: Number of demos run across all payloads starting from Pulse
Number of Trials Currently Active on 3/16/14•406: Number of Trials currently provisioned across all payloads
Number of Customer Purchases•Passport Advantage
• SCCD: 5
•eCommerce• None
10
www.ibmserviceengage.com
© 2014 IBM Corporation11
IBM Performance Management for Applications and Infrastructure solutions increases your end user satisfaction with complete visibility and control of your application environment.
Pain points How this offering helps User scenarios Typical buyers
• Increasing maintenance costs
• No end-to-end view of app health
• Missed SLAs
• Find the root cause of application problems 90% faster
• Improve the availability of critical applications by 60-90% with integrated analytics
• Reduce the length of outages and slowdowns by 50%
• Quickly identify and resolve a bottleneck
• Ensure SLA and KPI compliance
• Manage all types of workloads
• Prevent outages
• IT Ops Managers - reduce infrastructure costs
• LOB Owner - accelerate delivery of new services
• App Developers - monitor their apps
List Price Competitive Differentiators Questions to ask
• IBM Monitoring (SaaS): $25/month per Average Managed Virtual Server (aMVS)
• IBM Application Diagnostics (SaaS): $120/ month per Average Managed Virtual Server (aMVS)
• Flexible delivery options allow for SaaS, on prem, and hybrid environments
• Integrated analytics for faster root cause analysis and problem resolution
• Broad application coverage from new cloud based languages to traditional enterprise workloads
• Do you have apps moving to – or already in – the Cloud, with connections to your data center?
• Are your app teams decentralizing and gaining independence?
• Are your app lines of business moving to an OpEx model?
© 2014 IBM Corporation12
IBM Workload Automation (SaaS) drives the execution of Business Processes with the lowest TCO across all environments, servers and applications. It offers speed of automation, power to business and precise governance.
Pain points How this offering helps User scenarios Typical buyers
• Need to reduce expenses
• No resources to build an automation infrastructure
• Lack of technical know-how hinders automation
• 30% reduction in execution time of business workloads, resulting in millions of $$$ in savings
• 90% reduction in labor costs and total control of business SLAs
• 35% savings in operation costs and improved staff productivity to support additional workloads
• Get time back by automating your processes - Automate BI & ERP processes in minutes
• Manage your business SLA’s - Run and monitor workloads wherever you are
• IT Ops managers - wants to move to a service-centric delivery organization
• LOB owner – wants low cost solution with immediate benefits, ease of use and scalability to grow with evolving needs.
List Price Competitive Differentiators Questions to ask
Starts at $70 per 1,000 executed jobs per month
Price decrease for larger volumes of jobs
1k - 25k jobs each 1k job pack is priced at $70/mth
25k - 250k jobs each 1k job pack is priced at $56/mth
250k – 1,000k jobs each 1k job pack is priced at $35/mth
> 1,000k jobs each 1k job pack is priced at $21/mth
• Get started with ZERO investment. Competitors force you to make an upfront commitment.
• Faster TTV with a ready-to-use application catalog. Competitors need your to reach out to business partners to get started.
• Powerful and Proven solution : Industry leading technology which offer robust optimization mechanisms to support changing business needs while still maintaining SLAs.
• IBM’s strong commitment to Open Standards - With OSLC, workload automation is easily integrated with other OSLC-enabled applications like monitoring, ticketing, etc.
• IT Ops manager: Are you spending too much time & money, building and managing your workload management infrastructure?
• LOB owner: Is it taking too much time to automate your processes, and monitor them for critical SLAs?
© 2014 IBM Corporation13
SmartCloud Control Desk (SaaS) delivers a unified service management solution to simplify business processes, maximize asset efficiency, and improve the end user experience
Pain points How this offering helps User scenarios Typical buyers
• Fragmented service management processes are causing inefficiency
• No visibility of assets across the enterprise
• Hard to manage multiple apps on different platforms
• Reduce IT change related outages by 70%
• Improve first call resolution rate by 25%
• Reduce request response times by 60%
• Lower help desk calls by 80% through end user empowerment and service request automation
• Combine processes controls with runbooks
• Synch data across unified domains
• Get a working environment up and running in hours, not weeks
• LOB owner: Low cost, quick TTV, ease of use and scalability to grow with evolving needs.
• IT Manager: Reduce infrastrasture costs
List Price Competitive differentiators Questions to ask
• $99/month per Authorized User
• $297/month per Concurrent User
Consistency – Single offering for both Enterprise & SMB, and SaaS and On-Premise
Capability –Provide deeper functionality than competition
Integration - With a wide range of IB/3rd party products to satisfy any clients needs
• Do you want a complete, integrated service management solution that includes configuration, change, asset, and/or license management?
• Is IT infrastructure support a core competency or an ongoing headache?
• Are your lines of business moving to a SaaS and/or OpEx model?
Entitlement Price
• $49/month per Authorized User
• In addition to avg S&S cost of $26//month per Authorized User
© 2014 IBM Corporation14
Maximo Asset Management (SaaS) reduces the complexity and cost of managing and maintaining enterprise assets, while increasing efficiency in work scheduling and inventory levels
Pain points How this offering helps
User scenarios Typical buyers
Lack of visibility and control over critical assets that affect compliance and business performance
Inefficient allocation of work resources
Costly asset failures causing increased asset downtime
Improve workforce utilization by 10% or more
Reduce inventory carrying costs by 20% or more
Increase Asset Utilitization by 3% - 5%
Consolidated asset and work management system
Robust planning and scheduling of work based on criticality of job task and availability of resources
Detailed inventory planning to react quickly to changing demand patterns
VP of Engineering, CIO, Maintenance Directors, Asset Reliability Officers
List Price Competitive differentiators Questions to ask $159/month per
Authorized UserScheduler add-on: $40/month for Authorized User license only
$477/month per Concurrent User
Market leading capabilities in a SaaS model, You no longer have to settle for ‘good enough’
Scheduling & Mobility as integral part of Maximo EAM solution
Support all your enterprise assets, including operational technology
Ability to transition to 'on premise' if business requirements change
Do you want a complete, integrated asset management solution that includes configuration, change, asset, and/or license management?
Is IT infrastructure support a core competency or an ongoing headache?
Are your lines of business moving to a SaaS and/or OpEx model?
Do you want the flexibility of being able to move from SaaS to on-premise (or the other way)?
© 2014 IBM Corporation15
Maximo Inventory Insight (SaaS) – Pre-configured inventory decision support system delivered as a service.
Pain points How this offering helps User scenarios Typical buyers
Inventory over- and under-stock conditions increase expenses and risk.
Inventory management ties up many resources.
Reduces inventory holding costs by 15-20% in first year.
Increases asset availability and utilization by avoiding parts outages
Automatically generates optimal stock replenishment plan.
Increase asset utilization and productivity
Automatically update Reorder Points in Maximo, at users discretion
Predict over-stock and out-of-stock conditions to generate optimal reorder management.
Identify stagnant inventory
Asset / maintenance / inventory managers
List Price Differentiators Questions to ask Based on BOTH inventory value
AND # users
Inventory value: Up to $100M - $3500/month $100M-$500M - $7500/month Over $500M - $15K/month
# Users $100 per authorized user per
month
Business: Pre-configured, EAM-integrated SaaS-delivered
Technical: Multiple analytics, small data collector, pure add-on
Do you know how much excess inventory your organization has?
How many dollars is your organization tying up in inventory?
Do you know the risk in asset downtime due to potential out-of-stock conditions?
How many people are involved in inventory management?
© 2014 IBM Corporation16
MaaS360 Mobile Device Management (SaaS) will simplify management, security, and maintenance—across all enterprise devices and all mobile platforms
Pain points How this offering helps User scenarios Typical buyers
Management and security concerns due to Bring Your Own Device (BYOD)
Growing number of new mobile platforms and devices used in the enterprise
Need to manage everything from policy to deployment, operations, content, compliance, security and monitoring.
Must balance employee productivity, privacy and corporate security.
Enroll, provision and configure devices, settings and mobile policy
Remotely Locate, Lock and Wipe lost or stolen devices
Enforce device security compliance: passcode, encryption, jailbreak / root detection
Separate corporate and personal data with a full dual persona container
Secure access to corporate mail, calendar, contacts, documents and intranet
Secure applications: provide DLP, micro-VPN, remote wipe
Enterprise needs to secure mobile devices (Mobile Device Management)
Enterprise need to secure, deploy and manage mobile applications (Mobile Application Management & Application Security)
Enterprises need to distribute, secure and edit mobile content (Mobile Content Management)
IT Operations CIO / CISO Line of Business Application Developer
List Price Differentiators Questions to ask
• MDM - $3/device/month• MDM Suite - $5/device/month• MAM Suite - $5/device/month• MCM Suite - $5/device/month
Proven cloud service – with 4500+ customers Dual persona container Part of IBM MobileFirst strategy and key
integrations with Trusteer, Worklight, Qradar and ICS
Are you concerned with employees using their own devices to access your corporate network?
Does your IT infrastructure embrace, secure, and manage all types of mobile platforms and devices?
Do you have automated policies to support the management of your mobile platform?
© 2014 IBM Corporation17
Why is this important to YOU?
Service Engage faster time to value for your clients
POC in days not weeks / months with 30 day evals
Earn quick wins, close more often, earn more money via 2x ACV (PCO1 & PCO2)
Expand your footprint in your accounts using a land and expand strategy
Displace competitors, on flexibility, broad capabilities, lack of comparable offer
Service Engage faster time to value for your clients
POC in days not weeks / months with 30 day evals
Earn quick wins, close more often, earn more money via 2x ACV (PCO1 & PCO2)
Expand your footprint in your accounts using a land and expand strategy
Displace competitors, on flexibility, broad capabilities, lack of comparable offer
Service Engage puts you and your clients in the drivers seat.
Take a drive today!
https://www.ibmserviceengage.com/https://www.ibmserviceengage.com/
© 2014 IBM Corporation18
What is the SaaS Sales Cycle?
LEARN
Your Client’sBusiness Problemand/or Objective
LEARN
Your Client’sBusiness Problemand/or Objective
EXPLORESaaS capability
to deliver“best practice”
process & capability
EXPLORESaaS capability
to deliver“best practice”
process & capability
TRYClient trials
SaaS offering,delivering business
process & capability
TRYClient trials
SaaS offering,delivering business
process & capability
BUY
Close the deal
BUY
Close the deal
Service Engage 30 day evaluation removes the POC dependency, and shortens the sales cycle from weeks/months to days
18
Understand Explore Develop Implement Confirm & Repeat
Sold into LOB business Focus on Business Objectives Time to Market Return on Investment Speed of Deployment
IBM Service Engage is enabling new routes to market that make it easier and faster to experience and acquire our on-premise and SaaS solutions
Digital & Practitioner Marketing
Tactics
Digital & Practitioner Marketing
Tactics
•Organic & Paid Search• Re-targeting• Content Syndication• Social Media Advertising• 3rd Party Practitioner Events• Social Casts
IBM Service Engage
IBM Service Engage Sold into LOB business
Focus on Business Objectives Time to Market Return on Investment Speed of Deployment
IBM Service Engage is enabling new routes to market that make it easier and faster to experience and acquire our on-premise and SaaS solutionsIBM Service Engage is enabling new routes to market that make it easier and faster to experience and acquire our on-premise and SaaS solutions
Sold into LOB business Focus on Business Objectives Time to Market Return on Investment Speed of Deployment
IBM Service Engage is enabling new routes to market that make it easier and faster to experience and acquire our on-premise and SaaS solutions
EXPLOREEXPLORE
© 2014 IBM Corporation19
Tremendous opportunities to up-sell and cross-sell It is a huge differentiator that other vendors cannot match!
If your customer has this Sell them this Scenario
SmartCloud Control Desk (SaaS) IBM Monitoring (SaaS) Detect an issue, automatically open a ticket
Netcool OMNIbus Generate alerts when monitored KPI exceeded
Business Service Management Improve MTTR for monitored business processes
SmartCloud Analytics Predict and prevent problems with insight into patterns and trends present in log files
Workload Automation Quickly and easily identify system and application problems that are impacting your workload
Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling Connect Direct
Workload Automation (SaaS)
Integrate scheduling needs of business applications like Cognos, Datastage, Netezza,etc.
Netcool OMNIbus Create alerts for workload problems
SmartCloud Control Desk (SaaS) Open incidents for workload failures
IBM Endpoint Manager SmartCloud Control Desk (SaaS)
Trigger automatic provisioning of a desktop
Netcool Omnibus Generate tickets based on selected events
Tivoli Application Dependency Discovery Manager (TADDM)
Use Configuration Information (CI) and relationship data to manage unplanned change
Note that all of the offerings in the middle column have on-premise versionsChoice is something only IBM can offer.
Note that all of the offerings in the middle column have on-premise versionsChoice is something only IBM can offer.
© 2014 IBM Corporation20
Tremendous opportunities to up-sell and cross-sell – part 2
If your customer has this Sell them this Scenario
Netcool Omnibus Maximo Asset Management (SaaS)
Generate tickets based on selected events
Maximo Inventory Insights Optimized inventory levels through analytics
Smarter Cities Link assets to municipal operations
Maximo Asset Management Maximo Inventory Insights (SaaS)
Leverage Pre-configured inventory decision support system to generate optimal reorder management and obtain insight on “stagnant” inventory
© 2014 IBM Corporation21
Where are the C&SI SaaS solutions hosted?
Active Data Centers - SoftLayer
Singapore
Dallas
Amsterdam
All C&SI SaaS offerings are currently hosted in SoftLayer data centers.
In 2014, additional data centers will be provided (SoftLayer or partner), based on business needs.
© 2014 IBM Corporation22
What do I need to know about Data Privacy?
Personal data generally includes information relating to an individual -think business card (e.g. names, email addresses, home address) In some countries, also includes information about identified partnerships, associations, or corporations.
IBM is a data processor, entity that processes personal data on behalf of the data controller, who would be the client responsible for entering the data.In most cases, Passport Advantage agreement covers data privacy for personal data.
EU and Switzerland have additional data privacy regulations but have established the ability to create a framework with the U.S for accessing personal data.
C&SI SaaS is in the process of obtaining EU Safe Harbor certification. This requires a risk assessment after we Go Live. In the meantime, we have security measures in place to restrict access to EU client data and for IBM non-U.S. employee access to Amsterdam hosting center in order to comply.
IBM has an Online Privacy Statement which is another EU Safe Harbor requirement
See the SaaS Center of Competency web site for further details on country-unique privacy requirements
See the SaaS Center of Competency web site for further details on country-unique privacy requirements
© 2014 IBM Corporation23
Service Engage Sales Center of CompetencyThe Center of Competency (CoC) serves as a war room to provide resources for sellers to help close SaaS deals.
The CoC web site provides the following general information:
Overviews FAQs Terms & Conditions Privacy SaaS vs on-premise Competition Pricing ELAs & SaaS Sample User Scenarios Typical sales cycle for a
SaaS deal Links to payload info
The CoC web site provides the following information for each SaaS payload:
Offering Capabilities Scalability & Security issues References FAQs SaaS versus On-premise Dealing with competition Typical Sales Cycle for this
payload Pricing, entitlements,
trade-ups Terms & Conditions TCO calculators Integrations & Extensions Doing evaluations
For IBM Sellers: https://ibm.biz/salescoc For Partners: www.ibm.com/csicenter/partners For IBM Sellers: https://ibm.biz/salescoc For Partners: www.ibm.com/csicenter/partners
© 2014 IBM Corporation24
What should I do next?
Go to Service Engage, learn about it, provide feedback
Learn about SaaS and C&SI’s 1H 2014 SaaS offerings.
Approach your top 5 customers with these questions: Does the overwhelming cost of maintaining their
infrastructure hinder developing new services that could bring in additional revenue?
Do they need to gain access to new capabilities quicker to innovate faster and stay ahead of their competitors?
Do they want to lower their Total Cost of Ownership (TCO) ?
Determine where your customer wants to be, and how they should get there.
Encourage them to test drive Service Engage today
Look for opportunities to up / cross-sell
Make a SaaS proposal.
Go to Service Engage, learn about it, provide feedback
Learn about SaaS and C&SI’s 1H 2014 SaaS offerings.
Approach your top 5 customers with these questions: Does the overwhelming cost of maintaining their
infrastructure hinder developing new services that could bring in additional revenue?
Do they need to gain access to new capabilities quicker to innovate faster and stay ahead of their competitors?
Do they want to lower their Total Cost of Ownership (TCO) ?
Determine where your customer wants to be, and how they should get there.
Encourage them to test drive Service Engage today
Look for opportunities to up / cross-sell
Make a SaaS proposal.
C&SI Strengths: Customer choice: On-
premise, SaaS, integrated experience
Integration with broader Service Management capabilities
Accelerate sales velocity with Service Engage
Unsurpassed breath of capabilities
C&SI Strengths: Customer choice: On-
premise, SaaS, integrated experience
Integration with broader Service Management capabilities
Accelerate sales velocity with Service Engage
Unsurpassed breath of capabilities
© 2014 IBM Corporation25
Sales Kits: SaaS sales kit SSW, PartnerWorld See the SaaS updates to these sales kits:
Performance Management sales kit IBM, PartnerWorld SmartCloud Control Desk sales kit IBM, PartnerWorld IBM Workload Automation sales kit IBM, PartnerWorld
Important web sites Center of Competency – for IBM sellers Center of Competency – for partners IBM Service Engage Software Sellers Workplace (SSW)
To learn more about the technologies: Cloud, Cloud computing SaaS: WWW, YouTube
Where can I learn more?
Working on Q2 enablement schedule
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