TRIRIGA Overview for Business Partners
Gene Moran, Sales Enablement, IBM
August 4, 2011
Smarter Buildings:
A smarter way to manage real estate and facilities
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Today’s Agenda
 TRIRIGA Solution Overview
 Architecture/Interoperability
 IBM Strategy and Roadmap
 IWMS Market Position
 Customer Case Studies
 Prospecting/Opportunity ID/Qualification
 Sales Plays
 Sales Support Resources
 User Conference Update
2
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
The need for progress is clear
2
3
30 percent
Real estate is the second
largest expense on the
income statement for most
companies.
In most organizations the real
estate portfolio is on the
balance sheet as the third
most valuable or expensive
single asset.
Facilities investments and
operating costs can be
more than 30% of
corporate annual spending.
2025
42 percent
1
By 2025, buildings
worldwide will become
the top energy consumers.
Worldwide, buildings
consume 42% of all
electricity – up to 50% of
which is wasted.
Buildings are the number 1
contributor to global CO2
emissions.
3
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
What is a Smarter Building?
Smarter Buildings are well managed, integrated physical and digital infrastructures that provide optimal
occupancy services in a reliable, cost effective, and sustainable manner.
Smarter Buildings…
 Are more cost effective by reducing
energy and operating costs.
 Use active and designed-in techniques to
achieve reliability, efficiency and
environmental responsibility.
 Provide Visibility, Control and Automation
to building systems.
 Maintain a safer and more secure
workplace.
 Communicate in real-time to supporting
infrastructure (i.e. smart grid, broadband,
etc.).
4
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA and Maximo combine facility, real estate and enterprise asset management
IBM combines leadership solutions in two markets - Enterprise Asset Management and
Integrated Workplace Management Systems (IWMS) - to create comprehensive
Smarter Building solutions.
IBM Smarter Building Solutions
Maximo
Enterprise
Asset
Management
• Preventive
maintenance
• Work mgmt
• Inventory
mgmt
5
Intelligent
Building
Management
Integrated Workplace
Management Systems (IWMS)
Space &
Facilities
Management
Energy and
Environment
Sustainability
Capital
Project
Management
Real Estate
Portfolio
Management
• Real time
operations &
energy
monitoring
• Real-time
analytics
• Event
correlation
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA contributes unique capabilities that are essential to Tivoli’s strategy
 Integral to IBM initiatives for Smarter Planet and Smarter Buildings
– continues the growth and expansion of Smarter Planet solutions
 Important component of Tivoli’s Integrated Service Management strategy to provide
software, systems, best practices and expertise needed to manage infrastructure, people and
processes
– combines with and expands upon Tivoli and Software Group industry solutions
INSTRUMENTED
INTERCONNECTED
INTELLIGENT
 Core to Maximo Enterprise Asset Management for almost two decades
– Maximo is a leading provider of solutions for facility maintenance
– Key to ‘cross-asset class’ strategy driving competitive differentiation
Production
Infrastructure
Facilities
Infrastructure
+
6
Transportation
Infrastructure
+
Technology
Infrastructure
+
Communications
Infrastructure
+
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA and IBM solutions address a total view of facilities and real estate management
Seven closely-connected sets of business functions are needed to reduce real estate costs and improve
facilities management.
Critical business processes address the total building life cycle from construction, design, and project
management to leasing, portfolio management, datacenter infrastructure management, maintenance
management, energy and environmental sustainability and asset disposition.
With TRIRIGA and Maximo solutions, customers can accomplish these business processes from one vendor.
Integrated Workplace Management System (IWMS)
IBM Adds Two Elements
Operations
Management
Space &
Facilities
Management
Capital Project
Management
Real Estate
Portfolio
Management
Energy and
Environment
Sustainability
Service
Management
Datacenter
Infrastructure
Management
•
•
•
•
•
•
• Space
utilization
• Capacity
planning
• Move, add,
change
• Reservations
• Condition
assessment
• Capital planning
• Budgeting
• Construction
estimates
• Project mgmt
• Strategic RE
portfolio
planning
• Budgeting &
forecasting RE
expense drivers
• Lease &
contract admin
• Utility tracking
• Carbon output
measurement
• Environmental
opportunity
analysis
• Facilities
service desk
• Service level
agreements
• Contracted
services
• Customer
billing
• Space, power
and cooling
optimization
• Allocation
planning
• Move, Add,
Change
• Cable mgmt
7
Asset mgmt
Work mgmt
Inventory mgmt
Supply chain
Contracts
Key mgmt
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Business Outcomes
IWMS Areas
RE Portfolio
Management
Understand real
estate requirements
due to expansion or
M&A Activities
Visibility to
lease/rental
transactions events
can allow
opportunities to
secure below
market rates or
vacate underperforming
locations
Incorporate
demographics into
real estate location
decisions
8
Capital Projects
Ability to identify
priorities for funding
Understand project
risks and financial
benefits of potential
investments for
better decision
making
View performance
metrics
Understand payback
periods and annual
savings
Improve project
delivery by
accelerating
schedules
Accurate costing
information by
connecting to
RSMeans
Space Management
Operations
Understand and
Improve facility
utilization by
geography, location,
and organization
Reduce response times
to repair requests
Implement a
mobility strategy
Track locks and keys
Implement
streamlined move,
add, change
processes
Capture paper CAD
based
documentation in an
electronic
repository for better
access
Reduce inspection
violations
Minimize lost
productivity resulting
from facility downtime
Improve funding
visibility for better
funding decisions
Maximize maintenance
staff utilization
Contain maintenance
costs
Increase the
frequency of deficiency
reporting
Energy &
Environmental
Sustainability
Uncover viable
environmental
projects
Provide data to
assist in project
prioritization concrete analysis
of financial and
environmental
benefits
Focus on long-term
planning analytics
to identify trends
and enable
comparisons over
time
Track financial and
environmental
progress of the
projects against
defined targets.
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA Workplace Solution – One Technology Platform, One Common User Experience
Role/Process-based Navigation
Simple-to-Use
Interface
Adapts to User Needs
Reminders
Quick Links
My Bookmarks
Performance Management and Reporting
Pre-built Metrics
Crystal Reports
Time-trends
CAD Reports
My Reports
Award-winning Applications
Real Estate
Projects
Facility
Operations
Sustainability
Single Technology Platform
Enterprise-class Database Web-based Configuration
Document Repository
Upgrade Management
Interoperability
TRIRIGA Business
Connect
TRIRIGA Off-line
9
TRIRIGA Data
Connect
ESRI GIS Server
AutoCAD
MicroStation
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA Workplace Enterprise-Class Applications
Role-based Applications
TRIRIGA Real Estate
TRIRIGA Facilities
TRIRIGA Projects
TRIRIGA Operations
TRIRIGA Environmental
Portfolio Planning
Program Management
Space Management
Contact Center
CO2 Emission Tracking
Site Selection
Fund Management
Space Chargeback
Service Management
Utility Tracking
Waste Disposal
Transaction Management
Scope Management
Space Requests
Warranty Management
Lease Administration
Cost Management
Strategic Planning
Preventive Maintenance
Water Consumption
Lease Accounting
Schedule Management
Move Management
Facility Assessment
Security/Key
Management
Green Opportunities
Tracking
AR Tenant Tracking
Resource Management
Reservation Management
Payment Processing
Quality Management
Personnel Provisioning
Client Requests
Vendor Engagement
CAD Management
Inventory Management
Capital Planning
Procurement
LEED/BREEAM
Certification
Energy Star Integration
Resource Planning
TRIRIGA Core
Components
10
Geographies
People
Receiving
Customer Self Service
Reporting
Locations
Specifications
Invoicing
News
WPM Metrics
Organizations
Assets
Requests
Graphics
GIS Mapping
Vendors
Contracts
Tasks
Document Management
GANTT Schedules
© 2011 IBM Corporation
Real Property (Single) Platform
Smarter Buildings on a Smarter Planet
GUI Builder
Strategic Platform Objectives
– Streamline and reduce the number of databases
– Provide ability for systems to be more responsive to future changes
to support
—Support those unique business rules that make our customers competitive
—Support global customers
—Support communication between other key solutions
Data Modeler
• Unlimited Field count
• Graphical
• Manage Data
Relationships
Report Builder
•
•
•
•
11
Report any field
Report on any object
Graphs and Summaries
Incorporate into
dashboard
GUI Builder
• Robust/Configurable UI
• Dynamic UI
• Data validation
Workflow Builder
• Automate business
process
• Automate application
functions
• Rich Logic
• Data manipulation
Internationalization
• Localization Standards
- UOM
- Date/Time formats
- Language
- Currency
• Language Editor
• Currency Editor
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA Applications are Meta-Data Driven
Internal to TRIRIGA
TRIRIGA Development
Platform
Application
Development & Configuration
Application
Runtime
J2EE
TRIRIGA Builders
TRIRIGA
Applications
Business
Business
Java
Objects
Objects
Classes
Source
Control
12
Used by customers and partners
Business
Objects
GUIs
Workflows
Reports
Metadata
Repository
Business
Business
Business
Objects
Object
Objects
Instances
Application
Repository
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA Offline extends the supply chain and simplifies user
experience
TRIRIGA On-Line Work Task
TRIRIGA autocreates and sends
TRIRIGA Off-Line
Work Task (Excel)
emailed form autoupdates record
13
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Maximo and TRIRIGA Product Strategy
 Investment in both Maximo and TRIRIGA solutions will continue with enhancements delivered in new future
versions
– New versions of TRIRIGA 10 are planned for release in 2011 and 2012
 Maximo and TRIRIGA capabilities will ultimately converge into a single platform with a common
architecture, one underlying database, and one business process automation engine
 The converged product will offer customers the Maximo Enterprise Asset Management (EAM) capabilities
combined with the breadth of the TRIRIGA Integrated Workplace Management Systems (IWMS)
capabilities into a single comprehensive solution for managing facilities, real estate, energy and
environmental sustainability
 Convergence will benefit from a legacy of similar design philosophy of both Maximo and TRIRIGA
– Both are J2EE Java-based and web-architected
– Same approach to use of meta-data that preserves configuration data
– Similar use of role-based user experience
 IBM expects to offer customers an upgrade experience from their current Maximo or TRIRIGA
implementations to the converged platform that is similar to a typical upgrade process
 IBM intends to provide automation utilities and tools to move data and configurations, enabling a faster and
more efficient upgrade process
14
The information on the new product is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information on the new
product is for informational purposes only and may not be incorporated into any contract. The information on the new product is not a commitment, promise, or legal obligation to deliver
any material, code or functionality. The development, release, and timing of any features or functionality described for our products remains at our sole discretion. © 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Product roadmap for facilities, real estate, energy and environmental sustainability solutions
2010
2011
2012
2013/2014
TRIRIGA
TRIRIGA 10
RELEASED Oct 2010
TRIRIGA 10.x
4Q 2011
TRIRIGA 10.x
• FASB lease accounting
compliance
• Reservation management
• Translations: French,
Spanish, Brazilian
Portuguese
• IWMS enhancements
• Additional translations
Converged
Platform
• Converged Maximo and
TRIRIGA platform
Maximo
Maximo 7.5
Maximo 7.x
RELEASED May 2011
• Asset management and
industry solution
enhancements
IBM Intelligent Building
Management Solution
IIBM 1.1
• Additional translations and
globalization
• Utilities for upgrade
automation (data and
configurations)
IIBM 1.x
2Q 2011
• Enhanced analytics
• Integrated portfolio and operational
performance planning
15
The information on the new product is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information on the new
product is for informational purposes only and may not be incorporated into any contract. The information on the new product is not a commitment, promise, or legal obligation to deliver
any material, code or functionality. The development, release, and timing of any features or functionality described for our products remains at our sole discretion. © 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Industry analysts validate TRIRIGA’s leadership
“TRIRIGA’s strong sustainability module, TRIRIGA Real Estate
Environmental Sustainability (TREES) and its early promotion of
FASB changes that will have a profound effect on the real estate
industry are two examples of why it is the leading vendor on
“Completeness of Vision” (X axis) in the Gartner Magic Quadrant for
Integrated Workplace Management Systems.”
Rob Schafer, Research Director - Integrated
Workplace Management Systems, 2011
“Our Clean Technology Award winner, TRIRIGA, has developed
enterprise-class sustainability software that provides a virtually
unique platform for tracking energy usage in a broad real estate
portfolio."
Dr. Stephen Stokes, Managing Vice President of
Sustainability, 2009
“TRIRIGA is the dominant leader in terms of vision on the Integrated
Workplace Management Systems Market”
“TRIRIGA’s Corporate Strategy is thorough and extremely
professional”
16
Steven Hanks, CEO, 2009
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA is named in Leaders quadrant for Gartner IWMS MQ
I
Gartner, “Magic Quadrant for Integrated Workplace Management Systems” by Rob Schafer, January 31, 2011
This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from
TRIRIGA.
The Magic Quadrant is copyrighted 2011 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts
Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant,
and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to
action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
17
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Partial TRIRIGA customer list
18
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Government
State
Local
Higher Education
TRIRIGA leads public sector
Partial TRIRIGA customer list
19
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Peer Companies Committed to TRIRIGA
Elected to standardize on TRIRIGA IWMS for all FedEx companies including
FedEx Office retail locations. 100K+ locations, $1.3B in rent expenditures,
$100M+ in project expenditures
Project currently underway
Global Real Estate and Facilities standardized on TRIRIGA for all real estate
functions globally (Corporate, residential, refineries, stations, land, surplus
properties). Consolidating over 100 applications
Starbuck’s standardized on TRIRIGA for new store rollouts. TRIRIGA Projects
was used to build approximately 300 stores a month. TRIRIGA Offline was
created to help communicate bids for their 20,000 vendors. Every day that was
shaved off the project schedule calculated to an additional million dollars in store
revenue.
TRIRIGA is the standard platform within Chevron Business RE Services
Working through an application consolidation effort
TRIRIGA elevated in IT stack to be a peer application of SAP3
320,000 people in 150+ countries
Managing over 300M square feet of space
Quantified savings of over $1B after implementing TRIRIGA
The State Department standardized on TRIRIGA to help manage their diverse
portfolio globally with over 300M sqft in over 100 Countries
20
| © 2008 TRIRIGA INC.
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Wells Fargo Bank
•Manage the dynamic Facilities and Space needs for Mortgage
lending and refinancing business. WF has a $24BB mortgage
portfolio (#1 in USA)
Strategic Goals
Solution Needs
• Decrease customer refinancing processing time
•Increase revenue days per Mortgage specialist by
reducing on-boarding and off boarding times
•Ensure security processes are followed
•FM system to integrate with HR, Finance, Purchasing,
Security and RE systems
•Eliminate manual and duplicate processes
•Reduce touch points to “on-board” new team member
Project Facts
• Top-line revenue contribution estimate at over
$200MM
•($1620/day x 25 days X 5000
• Implemented: CAD integrator, Portfolio, Facilities,
Business Connects
•Integrated with 6 external systems
Total SQF (Million)
Number of Leaes
Locations
21
49 Mil
270
650
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Capital One
Capital One is one of the largest credit card/financial
companies in the world - Fortune #145.
Strategic Goals
Solution Needs
• Merge new bank acquisitions into corporate
infrastructure
• Application consolidation
• Employee self-service
• Consolidate 4 operating companies into a single
application
• Upgrade existing application to latest release
• Clean up data as it is migrated to new system
Project Facts
• Competitive analysis demonstrated TRIRIGA’s
applications could be extended throughout the
enterprise
• More robust technology underpinnings
22
• Commitment of TRIRIGA’s leadership team to
successful project
• Fixed-fee arrangement removed risk
• 6-month implementation
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TD Bank
TD Bank, America’s Most Convenient Bank®, is one of the 15 largest
banks in the United States with $160 billion in assets, and provides
Customers with a full range of financial products and services at more
than 1,100 retail stores throughout the Northeast, Mid-Atlantic, Metro D.C.
and Florida.
Strategic Goals
Solution Needs
• Centralize all real estate functions throughout
• North America.
• Consolidate portfolios into central database
• Leading Real Estate application to support AP
and AR leasing functions
• Ability to support Corporate and Retail branches
in single solution
• Ability to handle complex Canadian tax
calculations and rules
Project Facts
•
•
•
•
•
23
2500 plus leased locations
retail/corporate footprint
Consolidated 4 disparate systems
Abstracted 600 leases using OSCRE
5000+ OCR Scanned documents
• Modules : RE
• Implemented : OSCRE Lease Abstract, Lease
Administration, AR (Sublease/Third Party) processes,
AP Lease payments, Real Estate Tax Mgt, Landlord
Services, Document Tracking
• First Go Live 2009 – 100 days!
• Next : Adding user features and reports
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
FedEx
FedEx is the largest express transportation
provider in the world - Fortune #59
Strategic Goals
Solution Needs
• Standardize on a single business process and
system for Contract Management, Facilities and
Asset Management across 6 operating companies
• Reduce the number of discrete IT systems being
used to support the business
• Develop business processes to support the
collective companies
• Follow stringent IT deployment requirements
• Deploy all TRIRIGA modules in a phased approach
over 3 years
Project Facts
• TRIRIGA system is expected to replace over 20
discrete systems due to application breadth
• Executive relationships remove risk from project
24
• Configurability of platform allows highly tailored
application
• 3 year implementation
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
General Electric
Fortune 5 Global Company with 5500 plus sites in
120 countries. Conglomerate of 18 major Businesses
with unique Asset Classes
Strategic Goals
Solution Requirements
• Cost Savings (drive cost savings within portfolio)
• Effectiveness (reduce cycle time on projects)
• Consistency (consistency of Deal
Analysis/Procedures)
• Risk Reduction (global, System-Based Controls)
• Governance (Corp oversight, align workflow w/
policy)
• Data Transparency (centralized data for reporting
• Single web-enabled solution that supports end-toend RE lifecycle planning, analysis, development,
delivery, operations, facilities planning and execution
• Flexible Business Driven Rules, Data Views and
Approvals
Project Facts
•
•
•
•
•
•
25
5500 Locations
305 million sf
$2.1B Annual RE Spend
1200 Active RE Transactions
Global Deployment – 120 countries
25 Languages
•
•
•
•
•
Consolidated 28 disparate systems
Modules : RE, FM, Operations, ESS
First Go Live 2003 – Global RE – 90 days!
Next : Upgrading to TRIRIGA 10
RESULTS: ROI - Portfolio Rightsizing with $198m in
first 18 months
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
UGL Unicco – Zurich Financial Services project
UGL Unicco has delivered best-in-class facilities
maintenance services to customers in a wide variety of
markets including corporate/commercial, plant
services/manufacturing, education, retail, government,
financial institutions and public venues.
Strategic Goals
Solution Needs
• Enterprise IWMS platform for all UGL Unicco service
offerings
• Customer facing metrics
• Web based solution for customer access
• Full featured IWMS solution that matches UGL Service
offerings
• Multi-Customer/Service Delivery capability
• Comprehensive Metric Analytics, intra/cross customers
Project Facts
•
•
•
•
26
Call Center Operations – 5 call center agents
6 corporate locations (Zurich Insurance)
Modules : Operations
First Go Live August 2010 (six (6) week project)
• Implemented : Vendor Tracking, Contact Center,
Customer Self Service
• Next : PM Work Orders, Mobile solution for techs,
consolidate other customers into Call Center, expand
other IWMS service offerings
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
City of New York
Largest City in United States with 9M Population,
100,000 buildings and 4M Metric tons of GHG
Emissions
Strategic Goals
Solution Requirements
• Achieve Mayor Bloomberg’s published goals
– Reduce 2017 to below 2006 levels
• Reduce $800M annual energy bill
• Reduce GHG from buildings – 64% of cities
emissions
• Single source of truth to “collect, access and
report”
• Streamline processes
• Flexibility – accommodate future change
• Facilitate cross-agency access and projects
Project Facts
•
•
•
•
•
27
100,000 Buildings
4M Metric tons GHG tracked
First Go-Live 2010
Modules : TREES, Project
EPA ENERGY STAR Integration
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
ConocoPhillips
ConocoPhillips is a worldwide integrated energy
company - 4th on Fortune 500
Strategic Goals
Solution Requirements
• Integrated solution for all facility requirements
– Space, Move, SFP, CAD
• Manage 20M SQFT in North America
• Improve productivity - “Faster and Smarter”
• Ability to implement their best practices on a
global basis
• Manage facilities as a strategic initiative
• Success – Multiple prior failures
Project Facts
• Teamed with TRIRIGA to build Strategic
Facility Planning (SFP) for a new level of
agility around real estate assets
28
• Industry Expertise & Product Maturity after
multiple failures with low-end solutions,
custom development and ERP Attempts
• Application Expansion - technology
elimination
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Customers validate TRIRIGA’s value proposition
“TRIRIGA allows us to be flexible when we need to be, so we can
easily address any requirements imposed by any change resulting
from our quest for continuous improvement. TRIRIGA’s solution has
allowed GE to right size our real estate portfolio that has resulted in
savings of over $1B in real estate lease fees“
David Kontra, Manager, GE
"TRIRIGA Strategic Facility Planning gives us the capability to better
align our workplace initiatives with our corporate goals and take the
necessary actions to achieve Nokia's overall workplace strategy.“
Robert Fitzgerald, Director of Workplace Process
Tools and Reporting Systems, Nokia
“Canadian Tire Corporation has greatly benefited from consolidating
disparate software systems and databases into a single lifecycle
management system. This integrated approach has greatly reduced
the time our staff requires to respond to inquiries about the retail
portfolio and has significantly improved the coordination of activities
involved in the delivery of new stores and remodels.“
32
David St. Amand, AVP of Real Estate Strategy,
Canadian Tire Corporation
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
The result is a unified solution for diverse departments and users throughout the organization i.e Real Estate Lifecycle Management
Lease accounting improves lease cash flow
and reduces occupancy costs
Datacenter and infrastructure
visibility, control, and
automation ensures critical
services are performing to the
highest standards in support of
operations
Portfolio and Real
Estate
Management
Datacenter
Infrastructure
Management
Real Estate VP
Lease Mgr
Capital Project
Management
Project management for
plant improvements
improves project cycle-times
and eliminates budget
overruns
Finance & Acctg
Project Mgr
Datacenter
Operations
CIO
Procurement
IT and facility help
desk and request
tracking improves
response time and
reduces down time
Help Desk
Supervisor
Service
Management
Facility Mgr, Supervisor
Real Estate Portfolio Mgr
Facility Planner
Facilities Maintenance
Mgr Energy & Utilities
Facilities Engineering
Corporate Governance
Automated processes for
preventive maintenance
improve asset reliability,
availability and performance
33
Operations
and Asset
Management
Energy and
Environmental
Sustainability
Space &
Facilities
Management
Space management
for corporate
facilities improves
space planning and
increases facility
utilization
Energy and environmental
sustainability management
reduces costs and risk, while
ensuring regulatory compliance
© 2011 IBM Corporation
How to qualify – ideal prospect attributes – cheat sheet
Smarter Buildings on a Smarter Planet
34
© 2011 IBM Corporation
Who we sell to and business benefits they care about – cheat sheet
Smarter Buildings on a Smarter Planet
35
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Two Sales Plays to Help You Generate 2011 Pipeline and Revenue
1
EXPAND YOUR SMARTER
BUILDINGS OFFERING
Business Driver:
Only one-third of organizations have
achieved their energy and environmental
reduction goals.
Solution:
TRIRIGA provides support for all three highlevel tactics used by organizations that
achieved their goals – in a single software
solution.
Proof Point:
New York City will reduce its US$800 million
energy bill and carbon emissions by 30
percent within seven years with TRIRIGA
TREES.
http://w3-103.ibm.com/software/xl/portal/content?synKey=K959716N38714V99#overview
36
2
ACCELERATE PROSPECT
PREPAREDNESS FOR NEW
LEASE ACCOUNTING RULES
Business Driver:
Ninety-three percent of companies
considered themselves NOT WELL
PREPARED for new rules.
Solution:
TRIRIGA provides advanced lease
accounting capabilities to manage the
vast amounts data required and to
comply with lease accounting rules.
Proof Point:
General Electric generated more than
US$925 million in real cost savings from
facility portfolio reduction with TRIRIGA.
http://w3-103.ibm.com/software/xl/portal/content?synKey=R919819X96317Z34
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Tivoli Maximo Sales Leaders
WW Sales Tivoli Maximo – Lee Blakemore
lblakemo@us.ibm.com
International Sales TRIRIGA - Joe L Baah
baahjoe@uk.ibm.com
NA IOT - Tim Healy, timhealy@us.ibm.com
LA IOT - Carlos Tunes Sa Correia
ctunes@br.ibm.com
NE IOT - Anthony Roe,
anthonyroe@uk.ibm.com
SW IOT Channel Lead – Alejandro Mezcua
Alejandro.mezcua@es.ibm.com
AP IOT - Rod Duce, rodduce@au1.ibm.com
CEE IMT - Bostjan Gabrijelcic
Bostjan.gabrijelcic@si.ibm.com
MEA IMT - Farid Tareen,
ftareen@ae.ibm.com
Maximo/TRIRIGA Sales Enablement
Toni Hodge
Manager, Sales Enablement
thodge@us.ibm.com
Tivoli/ Maximo Strategy, Product Mgmt:
Rich Caplow
Strategy and Product Management
rcaplow@us.ibm.com
Dave Gasdia
Product Management
dgasdia@us.ibm.com
Tivoli/Maximo/TRIRIGA:
WW Maximo Partner Lead – Paul Williams
pdwilllia@us.ibm.com
US TRIRIGA Sales Integration Lead – Jim
Goldsmith
Jim.goldsmith@us.ibm.com
Kim Woodbury
Product Manager, Space Management
kwoodbur@us.ibm.com
Gene Moran
TRIRIGA Sales Enablement
genem@us.ibm.com
Theo Winkelmann
Maximo/TRIRIGA Sales Enablement
winkelmann@us.ibm.com
Jim Li
Maximo/TRIRIGA Sales Enablement
jimli@us.ibm.com
Tivoli Business Partner Sales Enablement
37
Rene Ferguson
fergusre@us.ibm.com
Sonia A. Kobdish
millars@us.ibm.com
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Education and Content Links
 TRIRIGA Training Materials (External)
https://www.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/N299655G01388H26
 TRIRIGA Sales Landing Page (External)
https://www.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/C801150T72000H40
 TRIRIGA Sales Training Roadmap (see next slide)
38
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA Sales Training Roadmap
http://public.dhe.ibm.com/partnerworld/pub/swg/tivoli/roadmaps/Sales_TRIRIGA.pdf
39
© 2011 IBM Corporation
2011 TRIRIGA International User Conference
October 18-20, 2011
The M Resort
Henderson, NV
http://userconference.tririga.com
Conference Highlights
•
•
•
•
•
•
More than 100 breakout sessions
Hands-on training labs
Networking opportunities
Engaging keynotes and thought leaders
Training class extensions
Partner Pavilion
40
40 | © ©
2011
2010
TRIRIGA,
TRIRIGAInc.
INC.an |
IBMTRIRIGA
Company
PROPRIETARY
| PROPRIETARY
AND CONFIDENTIAL
AND CONFIDENTIAL
Sponsorship of the 2011 TRIRIGA International
User Conference
Attendee Overview
• More than 500 attendees
• 75% of customer attendees are from Fortune
500 companies or Government organizations
• 49% of customer attendees are in an IT role
• 46% of customer attendees are in a Real
Estate or Facilities role
Benefits of Sponsorship
• Learn about TRIRIGA products in more
than 100 educational sessions
• Connect with decision makers that
comprise more than 60% of attendees
• Introduce your company to more than
80 TRIRIGA customer accounts
41
41 | © ©
2011
2010
TRIRIGA,
TRIRIGAInc.
INC.an |
IBMTRIRIGA
Company
PROPRIETARY
| PROPRIETARY
AND CONFIDENTIAL
AND CONFIDENTIAL
For More Sponsorship Information
Visit:
https://www.tririga.com/uc2011/uc2011_sponsorships_ibm/
Or contact:
Jenny Tiemann
Manager, Marketing Operations and Events
(702) 932-4325
jtiemann@us.ibm.com
42
42 | © ©
2011
2010
TRIRIGA,
TRIRIGAInc.
INC.an |
IBMTRIRIGA
Company
PROPRIETARY
| PROPRIETARY
AND CONFIDENTIAL
AND CONFIDENTIAL
Tivoli Business Partner
Sales Enablement Tools & Resources
Tivoli Knowledge Center – Online web portal for IBM Business Partners
www.ibm.com/software/tivoli/partners
Face to Face Enablement
Tools
 Tivoli Sales Academy - Face to Face Tivoli
Solution Sales classroom training
 Tivoli Whiteboard Sales Training – Tivoli's
Whiteboard Selling initiatives and collateral
 Business Value Analyst Tool - ROI Tool
 Demos - Product Simulations
 Sales Acceleration Plays - Prospecting Kits
Resources
Online Enablement
 Tivoli Virtual Sales Academy - Product
Training by Specialty
 Tivoli Talks - Live/Recorded Teleconferences
 Think! Thursdays – Monthly Business Partner
Teleconferences
 Tivoli Sales Mastery – Tivoli Sales 201 &
Mastery Test to meet PW Sales Skills
43
43 | © ©
2011
2010
TRIRIGA,
TRIRIGAInc.
INC.an |
IBMTRIRIGA
Company
PROPRIETARY
| PROPRIETARY
AND CONFIDENTIAL
AND CONFIDENTIAL
 Sales Kits - Product Value Propositions
 Training Roadmaps - Role Based Education
 IBM Software Volume Offerings – Sales tools for
deals <$50K
 IBM Business Partner Profitability Tool Evaluate IBM Software product offerings and
how those offerings can increase return on
investment and business growth
 IBM Business Partner Locator Tool - Find a
service provider with a particular set of skills, a
technology reseller or a consultant with
industry expertise
 Tivoli Sales Podcasts - Great resource for justin-time information on Tivoli products
Smarter Buildings on a Smarter Planet
QUESTIONS?
!
genem@us.ibm.com for more questions
44
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
BACKUP
45
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
TRIRIGA Architecture Diagram
TRIRIGA
Builders
Client
Interfaces
TRIRIGA
IMWS
CAD
Integrator
HTTP
Application
Development & Configuration
Application
Platform
Business
Object
Workflow
Metric Report
Report
SOAP
Application Runtime
Business
Object
Report
Metric
Report
Metric ETL
46
Integration
TRIRIGA
BusinessConnect
Data
Connect
TRIRIGA Offline
Data
Integrator
Administration
GUI
Security
Workflow
GUI
Portals
Navigation
Portal
Audit
JDBC
Database
TRIRIGA
Mobile
Application Metadata
Monitoring
Security
Agent
Management
System
Configuratio
n
JDBC
Transaction Data
Analytic Data
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
Sample System Diagram
Client
Web Server
Application Server
Report Server
Database Server
Synchronous
Aynchronous
• Windows 7, Vista, XP
• Internet Explorer 8, 7
• Apache 2
• MSFT IIS 6
•
•
•
•
JBoss 4.2
WebSphere 6.1
WebSphere ND 6.1
WebLogic 11, 10
• SAP Crystal Report Server• SQL Server 2008,
Embedded 2008
2005
• SAP Business Objects
• Oracle 11, 10
Enterprise XI 3.1
Configuration Options:





47
Segregate asynchronous processing to dedicated application servers
Support for simple load balancing (upon login)
Priority processing option for end of month heavy loads
SAN or NAS database storage is supported
Support for VMware
© 2011 IBM Corporation
Smarter Buildings on a Smarter Planet
50
© 2011 IBM Corporation