RE9076: Dynamic Infrastructure for Retail – Smarter Retail Systems for a Smarter Planet
IBM Information Infrastructure - Retail Solutions Overview
Focus: Retain and expand our LE (core and invest) client’s point of service solutions and displace the competition. IBM
Information Infrastructure was launched on September 8, 2008 as a cohesive, unified cross-IBM strategic initiative, complete
solution portfolio and new client entry point for New Enterprise Data Center/Dynamic Infrastructure aimed at helping clients
effectively manage the information explosion and ultimately control, store, protect, mitigate risks and gain value from their
information assets. IBM solutions for retailing bring together integrated products, offerings and services from RSS, STG, SWG,
GTS, GBS and IGF -- the building blocks for the world’s strongest information infrastructure portfolio
Target Companies: Large
Enterprise/SMB LE businesses (all
geographies/countries, core, invest
and acquire accounts).
Target Titles: Senior IT and data
center facility managers. Also LOB &
C-Level.
Pains Addressed: Retail solutions from IBM are designed to help clients manage the
information explosion and address specific needs and challenges around information
compliance, availability, retention, and security
Information availability -- Improve decision making with continuous and reliable access
to information
Information compliance -- Simplify auditing, reporting, and data protection
requirements
Information retention -- Preserve or purge business records based on business policy
Information security -- Protect your confidential information from security threats
Play Scenario: There is a new paradigm in the way business must deal with information today. The explosion of the customer
touch points -- face to face, mobile, web, and social interactions – has caused a strain on business operations to the point where
companies are looking to optimize their information infrastructures to handle this change. IBM provides a full breadth of
capabilities and the broadest, integrated portfolio of innovative solutions that are designed to help you manage the information
explosion and address challenges around information compliance, availability, retention, and security across the enterprise; and
ultimately unlock the business value of that information for competitive advantage. Typical Results: Improved customer service
through reliable and efficient access to information that helps create a superior customer experience. Reduced cost through
increased operational efficiency. Reduced risk through data privacy and support for constant system and security updates.
IBM Solution: IBM solutions for retailing are point-of-sale and self service systems, software and services that are designed,
integrated and optimized to deliver timely, secure, and trusted information to the client’s customers at the point of service, and to
the organization. IBM provides a comprehensive approach and set of integrated solutions that are scalable, resilient and designed
to manage the information explosion to help clients meet compliance requirements and use real-time insights to create innovative
business models for smarter customer interactions and smarter operations.
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© 2009 IBM Corporation
RE9076: Dynamic Infrastructure for Retail – Smarter Retail Systems for a Smarter Planet
IBM Information Infrastructure - Retail Solutions Overview
Top IBM Differentiators:. IBM is the only vendor in
the market that can deliver and support the full
information infrastructure “stack” and address all of
our clients' information-centric challenges with best of
breed products, industry leading services, creative
financing and integrated solutions.
Heritage of innovation in developing proven and
tested technologies for retailing
Breakthrough solutions that enable massive
scalability
Leading innovator of encryption, secure key
management, and access control solutions to
simplify information security
Expanded ecosystem that helps ensure our
clients’ success
Full range of solutions available and optimized,
across the spectrum of business environments
including point of service, mainframe, midrange,
and smaller server environments.
World’s largest services team.
Unique solutions for savings in power and
environmental impact
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Proof Points:
1. IBM SurePOS 700 touchscreen solutions, IBM AnyPlace
kiosk and IBM Self Checkout provide virtually instant
access to product information and services.
2. Restricted access to information enables clients to achieve
and maintain PCI compliance with rock solid IBM 4690
Operating System.
3. IBM SurePOS ACE enables clients to leverage data for
reporting and analysis and gives clients a better overall
picture of customer buying habits to develop moretargeted services.
4. European retail giant, Carrefour, uses real-time business
intelligence to deliver a seamless experience for
customers, whether they are in the Carrefour supermarket,
hypermarket or convenience store. By redefining business
processes and transforming systems that support them,
Carrefour is orchestrating a seismic transformation that
strengthens customer loyalty —all without disrupting instore operations.
5. Fairway Markets, a family-owned specialty food business
in the NE-USA, counts on IBM solutions to flow critical
data to suppliers. This helps Fairway maintain its
competitive edge -- keeping shoppers’ favorite foods in
stock and offering promotions that keep supplies of fresh
produce moving.
© 2009 IBM Corporation
RE9076: Dynamic Infrastructure for Retail – Smarter Retail Systems for a Smarter Planet
IBM Information Infrastructure - Retail Solutions Overview
Tactics Planned: This program will leverage upon a
comprehensive 360 degree plan, with supporting
elements and tactics for each phase of the sales
cycle. Some of the key elements include launch
collateral, events, geo. events/roadshows,
tradeshow participation, Webcasts, post launch
opportunity identification and demand generation
tactics, web & interactive marketing, press and
media activities, analysts relations activities,
general education, internal and external
communications, and reference development.
Key Competitors:
Wincor
NCR
Fujitsu
HP
PC Cash Drawer solutions
Primary RSS Offerings: Point-of-sale solutions;
4690 Operating System; SurePOS ACE, AnyPlace
Kiosk, Business Partner services
RSS, STG, SWG, GTS, and IGF
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© 2009 IBM Corporation
RE9076: Dynamic Infrastructure for Retail – Smarter Retail Systems for a Smarter Planet
IBM Service Management - Retail Solutions Overview
Focus: Retain and expand our LE (core and invest) client’s point of service solutions and displace the competition. IBM Service
Management solutions provide visibility, control and automation across all business and IT assets to deliver higher value services.
These IBM solutions bring together integrated products, offerings and services from RSS, STG, SWG, GTS and IGF – to give
retail clients the building blocks to create a dynamic infrastructure and smarter business.
Target Companies: Large
Enterprise/SMB LE businesses (all
geographies/countries, core, invest
and acquire accounts).
Target Titles: Senior IT and data
center facility managers. Also LOB &
C-Level.
Pains Addressed: To achieve the top business objectives of improving service,
managing risk and reducing cost, clients need a clear view of business assets, IT assets,
people and processes to deliver differentiated services and achieve business objectives:
Visibility: Seeing business services and processes to improve decision making
Control: Putting the right policies and controls in place to ensure assets are leveraged
and managed for maximum business value, with the least amount of risk and exposure.
Automation: Build agility into business operations to improve workflow, reduce time to
market, and lower operational costs.
Play Scenario: While retailers are experiencing unprecedented economic and financial blows, changing consumer dynamics,
growing competitive and regulatory issues and exponential technology growth is driving new retail services. In order to effectively
design, deliver and manage new services, visibility, control and automation is needed across operational boundaries. Visibility
enables a retailer to establish a clear service strategy across business and IT and to gain real-time intelligence that can be acted
upon quickly and effectively. Control across both business and IT assets insures clients are using their assets and processes
efficiently, and they are being leveraged and managed for maximum business value, with the least amount of risk and exposure.
Automation builds in agility and improves workflow while reducing service time to market and costs..
Typical Results: Improved service management helps clients leverage and transform business & IT assets into high quality,
differentiated services and products. That means improved return on investment for the business and improved customer
satisfaction and retention
IBM Solution: IBM Service Management solutions help clients establish a platform for rapid deployment of new capabilities and
differentiated customer-focused services that achieve targeted business objectives. The solutions provide the visibility, control and
automation needed to design, deliver and manage these services across operational boundaries– to integrate processes and
systems that will drive operational excellence -- to monitor and protect assets to minimize disruptions -- and to facilitate
compliance with industry regulations.
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© 2009 IBM Corporation
RE9076: Dynamic Infrastructure for Retail – Smarter Retail Systems for a Smarter Planet
IBM Service Management - Retail Solutions Overview
Top IBM Differentiators:. IBM is the only
vendor in the market that can deliver a portfolio
of Service Management solutions that address
our clients workload challenges -- from
customer-facing to enterprise management
solutions. With best of breed products, industry
leading services, creative financing and
integrated solutions IBM beats the competition
with:
Heritage of innovation in developing proven
and tested technologies for retailing
Breakthrough solutions that enable massive
scalability
Leading innovator of encryption, secure key
management, and access control solutions
to simplify information security
Expanded ecosystem that helps ensure our
clients’ success
Full range of solutions available and
optimized, across the spectrum of business
environments including point of service,
mainframe, midrange, and smaller server
environments
World’s largest Business Partner team
Unique solutions for savings in power and
environmental impact
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Proof Points:
1.
2.
3.
4.
5.
IBM Self Checkout offers customers a self service option for checkout.
Automating the traditional staff-driven process frees staff to deliver other
services. “$1 of labor made available by self-checkout for redeployment
in-store drives $4-$28 of additional revenue.” (Wharton)
IBM AnyPlace Kiosk provides a self service, business-aligned platform for
both customers and staff. Automating access to product and service
information reduces staff interruptions while improving the customer
experience. “$1 of labor saved by self-checkout drives an additional $.65
to the bottom line, after-tax.”(Wharton)
IBM SurePOS 700 touchscreen solutions with 4690 Operating System
control unauthorized access to confidential sales and customer
information. “33% of consumers notified of a security breach will terminate
their relationship with the company they perceive responsible.” (IBM)
IBM Remote Management Agent (RMA) remotely manages infrastructure
and store systems from a central location and provides a view of asset so
potential problems can be addressed before service is affected. “Average
per hour cost of unplanned downtime is $42,000 per 1,000 transactions.”
(Maritz Poll 2008)
BEAT HP Central European retail leader, Mercator, is extending IBM
Retail Systems Management. SurePOS 700 touchscreen solutions, IBM
Self Checkout and AnyPlace kiosk throughout its shopping centers.
Visibility to business services and processes has improved decision
making. Putting policies and controls in place to leverage and manage
assets with the least amount of risk and exposure is proving its business
value. Automating services and processes is lowering costs and giving
Mercator an edge over competitors.
© 2009 IBM Corporation
RE9076: Dynamic Infrastructure for Retail – Smarter Retail Systems for a Smarter Planet
IBM Service Management - Retail Solutions Overview
Key Competitors:
HP
NCR
Fujitsu
Micros
Radiant
Tactics: Leverages 360 degree DI plan. Key elements include launch
collateral, geo. events/roadshows, webcasts, opportunity identification.
web & interactive marketing, press and media activities, education, and
reference development.
Primary Offerings: SurePOS 700 point-of-sale,
IBM Self Checkout, IBM AnyPlace Kiosk,
IBM 4690 Operating System, Remote Management Agent; NRSC, STG, SWG,
GTS, and IGF
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© 2009 IBM Corporation