IBM Software Group | WebSphere software
®
IBM Software Group
WebSphere Business Partner Executive
Planning Workshop
August 2005
(Please use in Slide Show mode!)
© 2004 IBM Corporation
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IBM Software Group | WebSphere software
Workshop Agenda
 Business Overview
 Discussion around questionnaire
 Other relevant background topics
 WebSphere topics to create profit
 Revenue growth opportunities
 Expense reduction ideas
 Account Strategy
 Qualification / progression / closing tactics and assistance on existing
opportunities
 Long term strategy
 Pipeline Building Initiatives
 Review of current marketing initiatives
 Identify new demand generation activities
 Wrap Up and Next Steps
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IBM Software Group | WebSphere software
®
IBM Software Group
Ideas to generate revenue growth
Back to Agenda
© 2004 IBM Corporation
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IBM Software Group | WebSphere software
WebSphere Market Opportunity
2005 SMB Opportunity is Larger and Growing
Faster than Large Enterprise
Thousands
Large Enterprise 1000+
(Integrated/Aligned)
$7.9B
2.9% AGR
$2.4B
2.7% AGR
Medium Bus.
100 – 999
(Territory
Mid-Market)
$3.3B
8.1% AGR
Small
Bus.
1-99
$3.35B
6.8% AGR
# of customers
Large SMB 1000+
(Territory Focus
Accounts)
Millions
IBM S&D Coverage: Companies not covered by Integ/Aligned teams are covered by GSMB teams
Sources: GSMB Finance, 1H05 GMV
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IBM Software Group | WebSphere software
Why WebSphere - it drives additional REVENUE
WAS
WBI
Commerce
Wireless
Portal
New servers
Storage
Processor upgrades
WebSphere
Services
Integration
Development
Hosting
Websphere can
drive 5-10X of the
initial sale
With net new
licenses of
software,services
And hardware.
Development tools
Security/ DB2
Portal add-ons
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IBM Software Group | WebSphere software
Market Share 2004
Application server 38.4%
Portal: 21.6%
Composite App Suites*:26.8%
WebSphere Market Momentum
Market Share 2003
Application server 35.5%
Portal: 20.6%
Composite App Suites*: 23.5%
Market Share 2002
Application server 36.4%
Portal: 19.1%
Market Share 2001
Application server 31.4%
Portal: 7.0%
Market Share 2000
Application server 22.1%
Portal: 3.4%
Market Share 1999
Application server 21.7%
Business integration 12.8%
1999
2004
2003
2002
2001
2000
2005
On demand operating
environment, industry
solutions, open services
infrastructure with SOA
Business Integration 5 styles of integration,
Cross Worlds acquisition, Express launch
Open integrated tool environment Eclipse, Web services, Portal, PvC
WebSphere software platform
common development tools
1998
WebSphere software product line launched for Javabased Web applications (Application Server &
Performance Pack)
Source: Gartner Application Integration, Middleware and
Portals Market Worldwide, August 2002 and April 2005
*consisting of application servers, integration suites, portal products and application platform suites
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IBM Software Group | WebSphere software
IBM’s Proven Experience and Commitment to
WebSphere
Nobody invests more
Continued success
 IBM investing over $1B a year around
SOA and Web services
 More than 87,000 WebSphere customers
 Over 6,700 IBM developers
 More than 3,150 active ISV solutions
 Over 10,750 IGS technical practitioners
trained on WebSphere
 Over 1.1 million registered WebSphere
developers worldwide
 More than 4,000 partners
Award-winning SOA Software
Application Server Category Winner - WebSphere Application
Server ComputerWorld Hong Kong Awards (6/05)
Best Distributed Computing Solution - WebSphere MQ,
Codie Awards (5/05)
IBM tops elite vendor list -Intelligent Enterprise Editors’ Choice Awards
(April 2005)
IBM Overall Winner in Application Integration Middleware
-CRN Channel Champions Award (March 2005)
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IBM Software Group | WebSphere software
The customer issue is Growth
“The
The Bold”
Top Customer
are assuming
Issuesmore
risk
The Customer Problem is complexity
The Top Technologies Enabling
Bold Initiatives
83.1%
90%
80%
70%
67.8%
Same
37%
39.8%
50%
Increased
39.2%
54%
Decreased
9%
2. Data access/warehousing
42%
Building
3.Infrastructure
Portals
35%
Operations
29%
14%
11. SOA
30%
19%
CIO Magazine August 2005
20%
Problems
CIOFixing
Magazine
2005 "The Bold 100 Honoree Survey"
12%
Integrate Systems
Development
9%
10%
10%
0%
86%
17%
60%
40%
1. Integration-enhancing
Enhancing
Testing
Infrastructure
systems
and processes
9%
Revenue Growth
Cost Reduction
Asset Utilization
Risk Mgmt
1,238 Companies – Source: “Your Turn: The Global CEO Study 2004” – IBM
Business Consulting Services
Source: 310 CIOs at large companies - Accenture
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IBM Software Group | WebSphere software
Strategy
The path to growth - SOA
Leading the Way to Flexibility and Responsiveness
Service-Oriented Architecture (SOA)
Componentization Strategy
Business Innovation and Optimization
SOA = WebSphere
Optimize
Integration
Foundation + ESB
Automate
Open Standards
Integrate
Component Reuse
Present
Connect
Integrated Platform Capabilities
Past
Point Products
Base Application Server
People
People
Integration
Integration
Process
Process
Integration
Integration
Information
Information
Integration
Integration
WebSphere
Performance Pack
 Load balancing
 Caching
 File replication
WebSphere
Application
Server
Java Servlet
Engine
Application
Infrastructure
Application Infrastructure
Connector
Application
Services
Integration
Application Integration
Application
Database
Base
HTTP
Server
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IBM Software Group | WebSphere software
‘On Ramps’ to SOA
Customers enter from one ‘on ramp’ …
Optimize processes
(Business Process Management)
Track real-time critical business
performance indicators
(Business Activity Monitoring)
Gain valuable insight from
business data
(Business Intelligence)
Align and manage IT operations
with business priorities
(IT/Business Service Management)
… or customers enter from multiple ‘on ramps’
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IBM Software Group | WebSphere software
Why Service Oriented Architecture?
 Enables flexible connectivity of applications or resources
 Promotes re-use of systems to lower costs
 Use of implementation independent interfaces simplifies integrating
different systems
 Enabler for process modeling and automation
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IBM Software Group | WebSphere software
What is different about SOA from other approaches?
Today’s world-class
business
Traditional Business
Technology first
How you approach the
problem is different
Business first
Monolithic;
Resources
What is necessary
is different
Modular;
Services
Silos
How you architect the
solution is different
“Integration points”
Difficult and costly
to change
What is possible
is different
Flexibility
“IBM has the technology, experience, industry-driven adoption model and deep
industry understanding required for (our) comprehensive SOA implementation”
— Kevin Roach, Vice President, Rockwell Automation
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IBM Software Group | WebSphere software
WebSphere Provides:

Tools to create services quickly

Infrastructure to execute services

Adapters for services which execute existing application function
(i.e. SAP, Siebel, CICS, PeopleSoft)

Enterprise Service Bus to connect services and service requesters

Service combining frameworks to integrate services into
applications

Deliver services to user desktops

Assemble services into business processes

Combine multiple data services into a single data service
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IBM Software Group | WebSphere software
SOA Capabilities within WebSphere
Helping Improve Business Flexibility
Business Innovation
& Optimization
Process
Integration
Process Integration
People
Integration
Information
Integration
People
Integration
Information
Integration
Application Integration
Application
Integration
Application Infrastructure
Application
Infrastructure
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IBM Software Group | WebSphere software
People Integration
Interact with information, applications and business
processes at any time from anywhere
Customer Challenges
Customer Benefits from WebSphere
 Systems and applications users needs are not
all integrated nor easy to use
 Easy interaction with multiple processes and
applications from a single access point
 Mobile workers do not have access to
information and applications they require in the
field
 Secure mobile access to business applications
and information
Cut cost of customer service
 Customer service centers costs are high
because time is spent on routine tasks, rather
than value add inquiries
Enterprise Portal
WebSphere Portal
 Automation of routine call center functions
while improving customer experience and
convenience
Mobile Access
WebSphere Everyplace Offerings
Conversational Access
WebSphere Voice Offerings
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IBM Software Group | WebSphere software
Process Integration
Optimize and integrate business processes to keep them in line
with strategic goals
Customer Challenges
Customer Benefits from WebSphere
 Inability to streamline business processes,
meet regulations, at low cost.
 Need to integrate people and applications in
the business process
 Unable to monitor, control & continuously
improve business operations
 Model, simulate and optimize business
processes
 Choreograph process activities across the
organization
 Monitor and manage process performance
Process Modeling
and Simulation
Process Automation
WebSphere Business
Modeler
WebSphere Process Server
WBI Message Broker
WebSphere Integration Developer
Process Management
WebSphere Business
Monitor
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IBM Software Group | WebSphere software
Information Integration
Access and manage information that is scattered throughout
the enterprise and across the value chain
Customer Challenges
 Both structured and unstructured information
are spread across one or more enterprises in a
variety of databases, packaged applications,
master files, mainframes, etc.
 Information gathering and review processes to
coordinate multiple channels leveraging
multiple customer touch points are lengthy
 Business processes to access and manage
product information span departments and/or
enterprises
Customer Benefits from WebSphere
 Manage and synchronize product reference
information across the enterprise
 Centralize structured and unstructured
information from disparate sources for easy
access and use by users such as
merchandisers
 Create a consistent, unified view of diverse
data and content
Global Data Synchronization
Multi-channel Commerce
Heterogeneous Information Integration
WebSphere Product Center
WebSphere Product Center
WebSphere Information Integrator
WebSphere Commerce
WebSphere Information Integrator
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IBM Software Group | WebSphere software
Application Integration
Assure reliable and flexible information flow between diverse
applications and organizations
Customer Challenges
 Applications are not integrated in a flexible and
reliable method across the enterprise,
reducing business responsiveness
 Differences between many internal and partner
applications must be managed
 Maintaining point to point or custom written
integration interfaces is cost and time
prohibitive
Application Connectivity
 Reliably and seamlessly exchange data
between multiple applications
 Manage differences between multiple
applications and business partners
 Adopt an enterprise wide, flexible, service
oriented approach to integration
Application and Partner Mediation
Suppliers
WebSphere MQ
Customer Benefits from WebSphere
Enterprise Integration Backbone
Customers
WebSphere Business Integration Message
Broker
WebSphere Partner Gateway
WebSphere Business Integration
Message Broker
WebSphere Application Server
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IBM Software Group | WebSphere software
Application Infrastructure
Build, deploy, integrate and enhance new and existing
applications
Customer Challenges
Customer Benefits from WebSphere
 High turnover and training costs due to
antiquated applications
 Unable to extend the business logic in legacy
applications into new applications being
developed
 Unable to meet customer and competitive
demands on infrastructure performance,
scalability, and manageability
 Quickly web-enable green-screen applications
 Adapt legacy applications for use in new java
environments
 Deliver operational efficiency and enterprise
Quality of Services (QoS) for a mixedworkload infrastructure
Modernizing the User Interface
WebSphere Host Access
Transformation Services
Extending Legacy Applications
into Web Infrastructure
Building a Robust, Scalable,
Secure, Application Infrastructure
CICS Transaction Server
WebSphere Studio Enterprise Dev
WebSphere Studio Enterprise Dev
WebSphere Application Server
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IBM Software Group | WebSphere software
Accelerators
Pre-built capabilities and solution expertise to speed
WebSphere implementations
Customer Challenges
Customer Benefits from WebSphere
 Lack of experience / expertise leading to
greater project risk, time and cost
Cut cost of customer service
 Pre-built capabilities reduce deployment time,
effort and costs
 Inefficient, disparate processes without reusable components
 Proven technology, architecture and best
practices to decrease project risk
 Rising development costs with each new
business functionality request
 Buy vs. Build: out of the box capabilities save
7-10 times over customer built
Pre-Built
Sell-Side Processes
Pre-Built
Supply Chain Integration
Pre-Built
Industry Specific Middleware
Industry
Middleware
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IBM Software Group | WebSphere software
Role Based Development for SOA
Observation
Model
Rational RequisitePro
WebSphere Business Modeler
Create
Observation
Model with KPIs &
export to Monitor
Create, Simulate &
Analyze As-Is
Business Model
UML
Model
Relational
Database
Schemas
RDB
Mapping
Create & Manage
System
Requirements
UML
Rational
Data
Architect
4Q05
Data
Architect
Trace
Requirements &
Create System
Use Case
Realizations
Architect
Rational
Software
Architect
WebSphere Integration
Developer
Configure Human
Task Manager
(including AdHoc) & Client
Create, Simulate,
Analyze and
Optimize To-Be
Business Model
Business
Analyst
Choreograph
services
using BPEL,
WSDL, etc.
BPEL
WSDL
WSDL
Create Financial
Reports & ROI
Estimates
Integration
Developer
Use Business Rules,
State Machines,
Web Services,
Adapters, ESB, etc.
Runtime
WebSphere Process Server
WebSphere Portal Server
WebSphere Business Monitor
Test
WSDL
EAR
Model & Implement
Services, & expose as
Web Services
Deploy and
Test
Run
Develop
Portlets
Administration
Portal
Developer
J2EE
Developer
Run-time
Statistics
Monitor
Business
Operations
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Analyst
IBM Software Group | WebSphere software
Bringing SOA to life with WebSphere
Mid Level
Executive
Dashboard
Executive
Dashboard
Using WebSphere
Portal, Monitor,
Modeler,
and Sametime
Using
WebSphere
Portal
and
Monitor
External Information
Information affecting performance
Risk Factors
Manage risk
Monitored Actions
Track status of projects
Collaboration
Work with teams to
resolve situations
Scorecards
Key Performance
Indicators for
business units
Business Alerts
Notification of
situations that require
Monitored Processes
response
Metrics of critical
business processes
Prompted Actions
Select an operation to
improve performance
Reports & Analyses
Understanding trends by
combining real-time performance
and historical information
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IBM Software Group | WebSphere software
Modeling as a Sales Tool
Sell Value/Sell SOA
IBM WebSphere Business Modeler
 Engage with Line of Business Executives





Simple to use business modeling tool
Analyze Business Problems
Resources, time, cost
Perform “What If” analysis
Quickly summarize
 cost benefits
 time savings
 Import from Visio
 Export BPEL
 This sells the VALUE of optimizing a
customer’s business
 Requires Consultative selling skills
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IBM Software Group | WebSphere software
IBM Solutions Builder Express
Reusable SOA solutions for SMB Customers
What is Solutions Builder Express?
 Set of tools that enables Partners to sell, design and deploy
solutions on IBM Express middleware using sales materials,
technical tools and implementation guides.
 Developed with Business Partners for Business Partners
designed to support partners every step of the way.
 All the tools and resources are free.
How does it benefit Business Partners?
 Partners can build repeatable SMB solutions
leveraging IBM Express products faster and
easier.
 Partners can up-sell their own value-added
products and services—increasing ROI and
repeat business.
Sell more
IBM Solutions Builder Express
Toolkit for Business Partners





Close sales
Customer presentations
Technology demos
Solution architectures
Implementation checklists
Sample code
Reach new markets
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IBM Software Group | WebSphere software
Components of Solution Starting Points
1. Solution Overview




Solution concepts and
business value
Solution
architecture
Recommended software,
hardware, tools
JSP programming
Networking
SQL
….
Skills required to
implement the solution
Task descriptions and time
estimates to plan services
engagement
2. Demo Toolkit
Customizable presentation:
Solution Benefits and Overview
Video clips of the solution
How-to document to assist with
using and customizing the assets
3. Implementation Guide
Implementation
checklist
Instructions, tips,
techniques for solution
installation and use
Customization
information
Use cases (guided tour)
that can be used as part of
demo or education
Sample code, data,
scripts, configurations to
get up and running quickly
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IBM Software Group | WebSphere software
IBM Solutions Builder Express Portfolio
Business Integration Express Solutions
Portal/Workplace
Express Solutions
 B2B Connectivity
 B2B Process integration
 Process Integration
 Collaborative Portal
 Process Integration for iSeries
Content Management
Express Solutions
•
Banking Supplement
 Integration of Diverse Applications and Data
•
Healthcare Supplement
 Item Management and Synchronization with UCCnet
 Collaborative Document Management
•
Retail Supplement
 EDI with AS2 protocol (Japanese Only)
 Managing Content within Business
Processes
 B2B Portal
 Information Integration
 Employee Portal
 Product Lifecycle Management Business Integration
 Collaborative Employee Portal for
Retail
 e-commerce Express Solutions
 Employee Portal for iSeries
 Easy Creation of an e-commerce Website for Retail
 Collaborative Community Portal for
iSeries
 B2B e-commerce
•
ISV Supplement w/SAP
 Managing Content for Insurance
Claims Processing
 Document Management in a Banking
Loan Application Process
 B2B e-commerce Analytics
 Collaborative Workplace

Banking Supplement
Infrastructure Express Solutions

Healthcare Supplement
 Secured External Access to Company Resources

Retail Supplement

Domino Enterprise
Modernization Supplement
 Rapid Foundation for e-business
 Infrastructure Consolidation on Linux
 Bank Branch Transformation
 Web Application Integration, Migration and Development Using DB2
UDB Express (Japanese Only)
 Easy Implementation of Backup and Restore (Japanese Only)
 Business Rules Integration
 Database Server Migration and Development for .NET Web
Applications
 ITIL Based Incident Management (JAPANESE Only)
 Rapid Foundation for e-business on Express Runtime
Business Intelligence
Express Solutions
 Data Analytics
•
Retail Supplement
•
Insurance Supplement
•
Cognos Supplement
•
Portalizing Data Analytics
Supplement
• Data Warehouse Construction
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IBM Software Group | WebSphere software
Build, Sell, & Deploy your Solutions with SBE

Learn more about IBM Express middleware and
Solutions Builder Express
 Technical Sales Enablement Events
 Virtual Innovation Center: www.ibm.com/partnerworld/vic

Create solutions
 Solutions Builder Express:
www.ibm.com/partnerworld/solutionsbuilder
 Nominate yourself for the Solutions Accelerator program

Engage us and other partners
 Residency program
 Partner Forum: www.ibmexpress.com
 Contact: sbuilder@us.ibm.com
 Tell us your interests, your success stories, and how we might help!
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IBM Software Group | WebSphere software
Gluecode
SMB SOA starting point for Java servers
 Low-end application server for occasions requiring a quick and simple
Java application server that complements IBM’s existing portfolio
 Download Gluecode Standard Edition code for free
 Purchase support on an annual subscription basis
 Basic Subscription: $900/server
 Professional Subscription: $2900/server
 Premium Subscription: $4900/server
 IBM to provide easy migration from Gluecode to WebSphere
Application Server
 Available in US English today
 WAS XD includes support for Gluecode!
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IBM Software Group | WebSphere software
Consider an SOA practice on Compliance
 Business controls reporting
 Business process control
 Data movement control
 Content management and
records retention
 Access control and identity
management
 Software license compliance
 Software development
compliance
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IBM Software Group | WebSphere software
WebSphere Offerings for Compliance
WebSphere Process Integration SW (Business Process Control)
WebSphere Process Server
WebSphere Business Modeler
WebSphere Business Monitor
WebSphere Application Integration SW (Data Movement Control)
 WebSphere MQ
 WebSphere MQ Extended Security Edition
 CommerceQuest Process Manager for Data
 WebSphere Business Integration Message Broker
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IBM Software Group | WebSphere software
Leverage iSeries/WebSphere as an SOA platform
 245,000 active iSeries Customers
 450,000 iSeries Servers
Proven, secure & reliable platform
Highest customer satisfaction
in industry
Highest loyalty score in
VARBusiness 2004
 Solutions Oriented
70% buy machines for ERP
applications
>85% buy through local
partners
 Still early in eBusiness
Adoption
93% have < 1000 employees
80% will begin web
transactions in next 2 years
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IBM Software Group | WebSphere software
iSeries/WebSphere SOA Services Framework
WebSphere Application Server,
Express, ND
Business
Innovation &
Optimization
WebSphere Development Studio
Client
People
Integration
WebSphere MQ
WebSphere Business Integration
Server Express
Process
Integration
WebSphere Application Server XD
WBI Message Broker
WebSphere Business Integration
(WBI) Server
WBI Server Foundation
WebSphere Portal Extend
WebSphere Portal Express and
Portal Enable
Application
Integration
Information
Integration
Application
Infrastructure
SOA
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IBM Software Group | WebSphere software
iSeries exposing customer applications as services
WebSphere Development Studio for
iSeries (5722-WDS)
Host compilers
C/C++
COBOL
RPG
WebSphere Development Studio Client
Use Web
Perspective to
create iSeries
Program call
Bean
Provides
checkbox to
create Web
Service
Remote System Explorer
iSeries Projects
Web Tools for iSeries
Java Tools for iSeries
ADT
S
IBM WebFacing Tool
Classic Tools (CODE and
VisualAge RPG)
Enterprise Generation
Language
Host Access
Transformation Services
Rational Web Developer
All your
Compilers and
PDM, SEU, etc.
Web service
provider
Wizards:
- 5250, Non5250, and DB2
Generate Web
services directly
from HATS
Studio and eGL
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IBM Software Group | WebSphere software
Tools to assist in migrating for SOA/Open Standards
Convert .net to J2EE – Mainsoft.com
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®
IBM Software Group
Ideas to reduce your expenses
© 2004 IBM Corporation
IBM Software Group | WebSphere software
IBM Resources
 Enablement
Online product training - VIC
Presales assistance – SWIC
Use Pass We Pay Program - Certification
Leverage skills from Lab Services (ISSW) for initial engagements
WebSphere Sales Assistance Center - WSAC@US.IBM.COM
 Marketing
IBM Telemarketing - Lead generation
IBM Events – Live SOA Tour
 IBM Partnerships
IBM Global Services
Client Teams
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IBM Software Group | WebSphere software
Marketing with Campaign Designer
 Reduce your expenses!
 Use IBM created graphics for
Postcards
Flyers
Print Ads
 Customizable with your messages
 Includes Industry based content
 https://www.developer.ibm.com/par
tnerworld/mem/mkt/customize.html
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IBM Software Group | WebSphere software
Executive Assessment (EA)

What is it?
 Demand generation / prospecting / consultative selling tool to help Business
Partners create a business case and perform a billable consultative service
 20+ Modules focus on cross brand midmarket, Lotus, DB2, Tivoli, WebSphere and
cross-brand solutions
 No-charge to ALL PartnerWorld members!

Training
 Available via the PartnerWorld Web site including written training .doc and on
demand video training in Windows Media & Real formats

How to Use Executive Assessment
 Position as a value-added or billable service in literature & marketing materials
 Use when prospecting, cold calling or when speaking to a current customer
 Use as an offer in a marketing campaign

Success
 Charging from $3,000-30,000 (US). Bidding on and winning deals from $50-75,000
(US) to $5 million!

Access via ibm.com/partnerworld > Selling resources > Identify opportunities
> Executive Assessment
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IBM Software Group | WebSphere software
IBM SOA Self Assessment Tool
 Online diagnostic, co-developed
with IBM Global Services SOA
Center of Excellence
 Users answer questions about
practices in key SOA categories of
Process, Architecture, Application,
and Infrastructure
 Available in English today at:
http://www.ibm.com/software/websphere/
 Translations 2H05
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IBM Software Group | WebSphere software
Partner Profitability Tool
 Estimate a partner’s ROI over 2 years for selling:
 IBM Software
 IBM Software and the Partner's Services
 Partner Services that drive IBM Software sold through other channels
 Pre-loaded with US average transaction size and services drag
by product
 Investment analysis considers all income/expenses
 Sales, Technical, Marketing Investments
 Additional HW investments required
 Product discounts/bonuses
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IBM Software Group | WebSphere software
Process Integration Decision Matrix Tool
 Prompted Excel tool to help select the right process integration tool
 Excellent sales aid to reps in qualifying customers
 To be updated with new Process Server announcement
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IBM Software Group | WebSphere software
IBM Global Financing
Match costs with benefits over the project lifetime
Conserves customers cash, reduces partners assets
Accelerates return on investment
Overcome budget constraints
Allows customer to make complete investment now
Cost of funds which approximates their cost of capital
 Helps IT/EU department deliver a stronger business case for the investment
- Fortune 500 Corporate Treasurer
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IBM Software Group | WebSphere software
Partnering
 Define core strengths
 Decide which complementary technologies to make internal
investments in
 Find other business partners who have complementary skills and go
to market
(http://www.developer.ibm.com/bpconnections/bpcms.nsf/Public.
FindaBP?OpenForm&NL=en)
 Find consulting firms – mainly programmers and project managers
who are entrenched in IT departments – and subcontract to them
 Partner with IGS/BCS and ISSW – be subcontract able
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®
IBM Software Group
Account Strategy
Closing near term business
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© 2004 IBM Corporation
IBM Software Group | WebSphere software
Tactical actions to assist in closing current deals
 List current deals in pipeline for the next 90 days
 Highlight deals with inhibitors to closing
 Brainstorm on methods to resolve inhibitors
 Document actions to close
Opportunity
Revenue
Inhibitor
Action
Date
Owner
45
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IBM Software Group
Pipeline Building Initiatives
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© 2004 IBM Corporation
IBM Software Group | WebSphere software
This Quarter’s Plays from WebSphere Marketing
Demand Generation tactics and seminars, designed by
IBM WebSphere Marketing for Business Partners to
execute. To see what’s relevant this quarter, click here!
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IBM Software Group | WebSphere software
Cross-sell Portal and HATS

Customer Profile: Customers that have purchased WebSphere Portal
and have green screen applications. Customers that have HATS with
multiple green screen apps and other web apps.

Opportunity: There are over 13,000 mainframes and over 400,000
iSeries customers.

Questions to Ask:
1. Portal add on: How many green screen applications are you enabling with
HATS?
2. Portal add on: How are each of those apps used in the execution of a
business task? Does the user have to use multiple apps and possibly rekey data from one app to another?
3. HATS add on: How are you making available your green screen
applications as a part of your Portal?

Core Products: WebSphere Portal Server, WebSphere Host Access
Transformation Services (HATS)
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IBM Software Group | WebSphere software
Web-Enable Host Applications



Customer Profile: Customer has existing 3270/5250 green-screen
application and needs to deliver a Web GUI interface. Customer has
limited or no Java skills to meet the business needs. Application needs
to be delivered in very short timeframe
Opportunity: Tens of millions of emulation desktops currently in place.
70% of business applications and data reside on iSeries and zSeries
hosts.
Questions to Ask:
1. What are your plans to make bring your green screen applications to the web?
2. Describe the learning curve and challenges of bringing on a new employee? How
does the usability of your green screen applications affect that?

Core Product: WebSphere Host Access Transformation Services
(HATS)
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IBM Software Group | WebSphere software
Up-sell of existing WebSphere MQ to WBI Broker

Customer Profile: Existing WebSphere MQ customers whose
integration requirements have grown beyond point-to-point style.

Opportunity: Over 10,000 implementations of WebSphere MQ are in
use, but most do not use a broker.

Questions to Ask:
1.
Is there a need for applications to be synchronized? (e.g. a new employee processed by two human
resource applications?
2.
3.
4.
Are there independently designed MQ applications that need to be integrated.
Do existing MQ enabled applications need to be integrated with purchased applications ?
Do existing MQ enabled applications need to exchange information with telemetry devices or
programmable devices such as cash register controllers, telephones, or kiosks?
Do existing MQ enabled applications need to act as a Web Service provider or consume a Web
Services?
5.

Core Product: WBI Message Broker
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IBM Software Group | WebSphere software
Add Modeling and Monitoring to MQ Workflow





Customer Profile: Current WBI MQ Workflow customer. Want to tie
business processes directly to the implementation of those processes
in the IT system. Want to monitor Key Performance Indicators at the
business level.
Opportunity: If you present Business Integration but don’t discuss
Model/Manage, you leave money on the table.
According to Gartner, the BPM market will be $900M by 2005.
Average deal size: $250K for large enterprise (large BPM solutions
range well over $1M), $50K for SMB.
Questions to Ask:
1. How do you link your MQ Workflow processes more closely to your business
processes?
2. Would it help if you could simulate and optimize business processes before deploying
them into production, get real-time feedback from production processes, and attain
continuous, closed-loop process improvement?

Core Products: WBI Modeler, WBI Monitor
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IBM Software Group | WebSphere software
Mobile Sales Force

Customer Profile: Want mobile sales force to have instantaneous
access to customer and product information Including customer orders,
credit history, inventory availability and product detail.

Opportunity: Through 2005, more than 65 percent of the Fortune 2000
companies will adopt mobile applications.“ - Gartner Research.
Motivation to adopt : an increase in customer satisfaction and revenue
while lowering costs. It gives these companies a competitive
advantage. Average deal size is $180K.

Questions to Ask:
1. What are your plans for providing mobile access to your sales force?

Core Products: WebSphere Everyplace Connection Manager
(WECM), WebSphere Everyplace Access (WEA)
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IBM Software Group | WebSphere software
BEA Winback


Customer Profile: Customers currently using BEA Weblogic Server or
BEA Tuxedo. Customers feeling the pain of BEA’s exorbitant
maintenance and subscription pricing
Opportunity: There are 15,000 BEA customers World-wide. Many of
these are large accounts, in particular in industries such as Finance,
Banking, and Telco.

Questions to Ask:
1. Explain your current relationship with BEA
2. How satisfied are you with BEA’s current pricing for maintenance and support?
3. What are your plans for a strategic enterprise application environment besides a
simple application server?

Core Products: WebSphere Application Server Network Deployment
(WASND), WebSphere Studio Application Developer Integration
Edition (WSADIE), Rational Application Develop (RAD).
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IBM Software Group | WebSphere software
WBI Server Express

Customer Profile: Any ERP or business system initiative in SMB. Also, Portal and

Opportunity:
commerce projects. Connectivity – upsell from or expand MQ deals.




WBI Server Express $5,999
WBI Server Express Plus starting @ $19,999
Provides almost immediate back-end integration out of the box
WBI Server Express:

Is fully functional in less than 30 minutes

Installs in less than 4 minutes

Get configured in less then 4 minutes
 Suite of Pre-packaged adapters and Process templates
 Support for Open standards including Web services
 Runs on Windows, Linux and OS/400


Questions to Ask:
1.
Does customer have Commerce or Portal installed?
2.
Are there new application being installed, developed or migrated to?
3.
Does customer need to extend applications from basic messaging to more process application
integration?
Core Products: WBI Server Express, WBI Server Express Plus
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IBM Software Group | WebSphere software
WebSphere Information Integrator

Customer Profile: Customer has disparate data in multiple repositories
and employees need simplified access to complete their tasks.

Opportunity: Need a common view to diverse and distributed data.
Makes it easy to access many databases in a high performing way as
IF they were a single database. Customer needs to interact with
existing host applications through their portal.

Questions to Ask:
1. Do you have access to ALL the data and content across your company in a single view
regardless of where the data resides without moving the data or changing the
platform?

Core Product: WebSphere Information Integrator
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IBM Software Group | WebSphere software
WebSphere Pricing Pilot
iSeries Model 520 Uni Processor Servers
 New Announcement: WebSphere Pricing Pilot for iSeries 520 Uni Servers
Announcement– May 17, 2005 (Annc. Letter 205-120)
Pilot is New Per Processor Pricing on iSeries Model 520 UNI processor servers
2 new prices: P05 and P10 price, plus trade ups to P10 and P20-60 as appropriate
 No change to existing Express product multiplatform prices for P20-60 tiers
SWG Express Products and HATS
Pilot and Current Prices $USD
Per Processor Price by Tier
P05 Uni*
P10 Uni*
P20-60**
NA
16,650
33,300
WebSphere Bus Integration Server Express for eServer i5 520
2,000
3,000
5,999
WebSphere Bus Integration Server Express Plus for eServer i5
520
5,000
10,000
19,999
NA
15,000
20,000
5,000
10,000
Per User
WebSphere Portal – Express for eServer i5 520
WebSphere Commerce - Express for eServer i5 520
HATS for eServer i5 520
WS Portal Express and WS Commerce Express not available on P05 tier.
(Portal requires 750 CPW / Commerce requires 1000 CPW)
* New Pilot Prices
**Note: P20-P60 tier existing prices are for multiplatform
Existing
prices
56
IBM Software Group | WebSphere software
Existing customers to up sell
 List each customer and the selling steps needed to close
Current
Customer
Solution/Prod
Up Sell
Solution
Activity to close
Date
Owner
57
IBM Software Group | WebSphere software
New target customers/markets to enter
 Develop demand generation ideas w/ dates/actions/assignment
Customer/Market
Activity
Dates
Reason to act
Offer
Owner
Revenue
58
IBM Software Group | WebSphere software
New product areas/sales accelerators to leverage
 Develop demand generation tactics w/ dates/actions/assignment
Product Area/Sales
Activity
Dates
Action
Owner
Partner Solution
SMB
iSeries
Financing
Modeler
Partnering
Other
59
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IBM Software Group
Wrap up and Next Steps
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© 2004 IBM Corporation
®
IBM Software Group
Backup
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© 2004 IBM Corporation
IBM Software Group | WebSphere software
IBM WebSphere Business Integration Family
Today
Version 6
WebSphere Business
Integration Server
Foundation v5.x
z/OS
WebSphere Process Server v6
Tech Preview 4Q04, Beta 2Q05, GA 3Q05
WebSphere
Business
Integration
Server
v4.x
z/OS
QoS
WebSphere
Interchange
Server
WebSphere
MQ Workflow
WBI Message
Broker
WebSphere MQ Server
z/OS
WBI Message Broker
Beta 2Q05, GA 3Q05
WebSphere MQ Server
z/OS
QoS
z/OS
QoS
The core Process Integration platform:
• Workflow, Interchange Server, Server Foundation
62
IBM Software Group | WebSphere software
IBM WebSphere Integration Reference Architecture
IBM Business Innovation and Optimization Software Offerings
Development Services
IBM Software Development Platform
Business Innovation and Optimization Services
WebSphere Business Monitor/ Tivoli BSM/ Tivoli SLA
Interaction
Services
IBM Workplace
WebSphere Portal
DB2 Alphablox
Process
Services
Information
Services
WebSphere Process
Server
WebSphere
Information Integrator
DB2 Alphablox
Connectivity Services
Partner Services
Business Application
Services
Application &
Information Assets
DB2 Data
Warehouse Edition
IT Services Management
63
IBM Software Group | WebSphere software
iSeries Enterprise Preloaded Software
 In 2004 the following products were part of the iSeries Enterprise
Edition Bundling SW












Websphere express* (comes as part of the OS)
DB2 for Linux
Tivoli Access Manager
Quickplace
Content Manager
DB2 express for Linux
WAS express for Linux
Portal Express Plus
Domino Utilities Express
DB2 Extenders
TSM EE
Tivoli Monitoring
 In 2005 only the products in blue are included.
64
IBM Software Group | WebSphere software
Reference Links
 IBM WebSphere partner information
 www.ibm.com/websphere/partners
 Solutions Builders Express
 www.ibm.com/partnerworld/solutionsbuilder
 iSeries Pricing Pilot details
 http://www-306.ibm.com/common/ssi/fcgibin/ssialias?infotype=AN&subtype=CA&htmlfid=897/ENUS205120&appname=USN#@2h@60@
 Gluecode
 http://www-306.ibm.com/software/info/websphere/may2005announce/IBM
 Find an IBM Partner to leverage
 http://d03bphrb.partner.boulder.ibm.com/bpconnections/bpcms.nsf/PublicSe
archGUI?OpenFrameset&NL=en
 Campaign Designer
 https://www.developer.ibm.com/partnerworld/mem/mkt/customize.html
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