© 2014 IBM Corporation


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.
2
See the last page in this deck for additional resources on SaaS, Cloud, and utility-based computing
© 2014 IBM Corporation

Market dynamics and disruptive technologies are driving the shift to SaaS consumption models
Developers want
Low touch, easy to consume, continuously updated software
Mobile
Cloud Social
Lines of Business want
Access from anywhere
To create new offerings by composing services from multiple providers
Big Data
Embedded Intelligence
IT Operations wants
To manage on-premise, Cloud, and hybrid environments
CxOs want
Predictability
Lower costs
Quicker business value
3 © 2014 IBM Corporation

4
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
Decision Makers
Decision
Makers
Economic
Buyers
Influencers
Recommenders
CIO
CTOs
IT Managers
IT Operations
Manager
Data Center
Manager
Developers
Technical
Leaders
System
Administrators
IT Operations
Data Scientists
Practitioners
*Source: Google & Compete
B2B Customer Study, June 2012
Users
© 2014 IBM Corporation

5
 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 Corporation

6
© 2014 IBM Corporation

C&SI on the April TT Study
Hyenas …
VMware
CommVault
SolarWinds
ServiceNow
Splunk
MobileIron
New Relic
C&SI (2014-15)
7
Old Lions …
HP
Symantec
CA
BMC
C&SI (2012-13)
© 2014 IBM Corporation

Market Demands
• Ability to progressively add capabilities
• Leverage existing and new IT investments
• Pay per use predictability
• Visibility across the entire “IT Supply Chain”
8
Competition Delivers
✖
Niche-level capabilities
✖
Narrow delivery model – SaaS only
✖
Limited out of the box integrations
✖
Limited end-to-end visibility
C&SI Delivers
 Broad portfolio of capabilities
 Support for On-Premise, SaaS, or hybrid
 Seamless integration across multiple offerings
 Visibility across entire enterprise
© 2014 IBM Corporation

What is IBM Service Engage?
A
to experience and acquire our on-premise and SaaS solutions
IBM Service Engage
Learn • Explore • Try • Use (Buy) • Extend • Support
9
for 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 accelerate the close to extend what your clients are already buying at lower total cost via Software as a
Service
© 2014 IBM Corporation

10
IBM Performance Management for Applications and Infrastructure solutions increases your end user satisfaction with complete visibility and control of your application environment.
Pain points
• Increasing maintenance costs
• No end-to-end view of app health
• Missed SLAs
How this offering helps
• 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%
User scenarios
• Quickly identify and resolve a bottleneck
• Ensure SLA and KPI compliance
• Manage all types of workloads
• Prevent outages
Typical buyers
• IT Ops Managers reduce infrastructure costs
• LOB Owner accelerate delivery of new services
• App Developers monitor their apps
•
List Price
• IBM Monitoring
(SaaS): $25/month per Average Managed
Virtual Server (aMVS)
IBM Application
Diagnostics (SaaS):
$120/ month per
Average Managed
Virtual Server (aMVS)
Competitive Differentiators
• 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
Questions to ask
• 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 Corporation

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
• Need to reduce expenses
• No resources to build an automation infrastructure
• Lack of technical know-how hinders automation
How this offering helps
• 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
User scenarios
• 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
Typical buyers
• 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
Starts at $70 per 1,000 executed jobs per month
11
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
Competitive Differentiators
• 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.
Questions to ask
• 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 Corporation

12
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
• Fragmented service management processes are causing inefficiency
• No visibility of assets across the enterprise
• Hard to manage multiple apps on different platforms
How this offering helps
• 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
User scenarios
• Combine processes controls with runbooks
• Synch data across unified domains
• Get a working environment up and running in hours, not weeks
List Price
• $99/month per Authorized
User
• $297/month per
Concurrent User
Entitlement Price
• $49/month per Authorized
User
• In addition to avg S&S cost of $26//month per
Authorized User
Competitive differentiators
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
Typical buyers
• LOB owner: Low cost, quick TTV, ease of use and scalability to grow with evolving needs.
• IT Manager: Reduce infrastrasture costs
Questions to ask
• 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?
© 2014 IBM Corporation

S ervice Engage faster time to value for your clients
P
OC in days not weeks / months with 30 day evals
E arn quick wins, close more often, earn more money via 2x ACV (PCO1 & PCO2)
E xpand your footprint in your accounts using a land and expand strategy
D isplace competitors, on flexibility, broad capabilities, lack of comparable offer
13
https://www.ibmserviceengage.com/
© 2014 IBM Corporation

• Organic & Paid Search
•
Re-targeting
• Content Syndication
•
Social Media Advertising
• 3 rd Party Practitioner Events
•
Social Casts
IBM Service
Engage
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
Sold into LOB business




Focus on Business Objectives
Time to Market
Return on Investment
Speed of Deployment
14
14
LEARN
Your Client ’ s
Business Problem and/or Objective
EXPLORE
SaaS capability to deliver
“ best practice ” process & capability
TRY
Client trials
SaaS offering, delivering business process & capability
BUY
Close the deal
EXPLORE
Understand Explore Develop Implement Confirm & Repeat
Service Engage 30 day evaluation removes the POC dependency, and shortens the sales cycle from weeks/months to days © 2014 IBM Corporation

Andrew – need updates for MAM and MII
Tremendous opportunities to up-sell and cross-sell
IBM Monitoring (SaaS)
Workload Automation
(SaaS)
SmartCloud Control
Desk (SaaS)
SmartCloud Control Desk (SaaS)
Netcool OMNIbus
Business Service Management
SmartCloud Analytics
Netcool OMNIbus
SmartCloud Control Desk (SaaS)
IBM Endpoint Manager
Netcool Omnibus
Tivoli Application Dependency
Discovery Manager (TADDM)
Detect an issue, automatically open a ticket
Generate alerts when monitored KPI exceeded
Improve MTTR for monitored business processes
Predict and prevent problems with insight into patterns and trends
Create alerts for workload problems
Open incidents for workload failures
Trigger automatic provisioning of a desktop
Generate tickets based on selected events
Use Configuration Information (CI) and relationship data to manage unplanned change
Workload Automation (SaaS) also integrates with Cognos, Datastage, Informatica, Netezza, WebSphere MQ,
Platform LSF, Sterling Connect Direct.
© 2014 IBM Corporation

The SaaS & Service Engage Center of Competency (CoC) serves as a war room, providing a resource for sellers to get help closing a SaaS deals.
16
The CoC web site provides information on the following:
• Overviews
• FAQs
• Terms & Conditions
• Privacy
• SaaS vs on-premise
• Competition
• Pricing
• ELAs & SaaS
• DSR / ISR scripts
• Typical sales cycle
• Links to SaaS Offering info
Sellers can use the CoC:
• For self-service
• To submit a question to the community
• To request help
IBMers w3.ibm.com/csicenter/sellers
Partners http://www.ibm.com/csicenter/partners/*
© 2014 IBM Corporation

Amsterdam
Dallas
Singapore
 Working with local partners to expand into additional regions
17
From January 17, 2014 announcement:
IBM plans to invest over $1.2 billion to build 15 data centers around the world this year to add to the 12 it already operates, and the 13 it recently acquired through its $2 billion purchase of cloud computing company SoftLayer last year.
IBM said the new investments will give its business clients the ability to place and control their data globally.
© 2014 IBM Corporation

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
18
See the SaaS Center of Competency web site for further details on country-unique privacy requirements
© 2014 IBM Corporation

 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: Onpremise, SaaS, integrated experience
 Integration with broader
Service Management capabilities
 Accelerate sales velocity with
Service Engage
 Unsurpassed breath of capabilities
19 © 2014 IBM Corporation

20
Andrew – need Straight Talks for MAM and MII
Sales Kits:

SaaS sales kit SSW , PartnerWorld
 At Go Live see the SaaS updates to these sales kits:
 IBM Application 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
– w3
 Center of Competency - partners
 Service Engage
To learn more about the technologies:
 Cloud , Cloud computing
 SaaS: WWW , YouTube
Straight Talk sessions
January 23:
 SaaS 101
February
 APM payload – February 13
 SC CD payload - scheduling
 WA payload – February 18
March 12

Changing the Game with C&SI
SaaS (for partners)
© 2014 IBM Corporation