Cloud & Smarter Infrastructure
How to Farm SaaS Deals by Landing & Expanding
© 2014 IBM Corporation
Introduction
The C&SI SaaS offerings provide many opportunities to up-sell and cross-sell to
other SaaS and on-premise solutions from C&SI and from other SWG brands.
This presentation provides a simple guide on how to grow, from wherever the
customer currently is.
For all offerings listed, go to the Extend tab on IBM Service Engage for the most
current set of integrations.
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© 2014 IBM Corporation
Stan – need MII, plus unique pages for MAM
& MII
Tremendous opportunities to up-sell and cross-sell
It is a huge differentiator that other vendors cannot match!
If your customer has this
Sell them this
Scenario
SmartCloud Control Desk (SaaS)
IBM Monitoring (SaaS)
Detect an issue, automatically open a ticket
Netcool OMNIbus
Generate alerts when monitored KPI exceeded
Business Service Management
Improve MTTR for monitored business processes
SmartCloud Analytics
Predict and prevent problems with insight into
patterns and trends present in log files
Workload Automation
Quickly and easily identify system and application
problems that are impacting your workload
Cognos, Datastage, Informatica,
Netezza, WebSphere MQ, Platform
LSF, Sterling Connect Direct
Workload Automation
(SaaS)
Integrate scheduling needs of business
applications like Cognos, Datastage, Netezza,etc.
Netcool OMNIbus
Create alerts for workload problems
SmartCloud Control Desk (SaaS)
Open incidents for workload failures
IBM Endpoint Manager
SmartCloud Control
Desk (SaaS)
Netcool Omnibus
Tivoli Application Dependency
Discovery Manager (TADDM)
Netcool Omnibus
Maximo Inventory Insights
Smarter Cities
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Trigger automatic provisioning of a desktop
Generate tickets based on selected events
Use Configuration Information (CI) and
relationship data to manage unplanned change
Maximo Asset
Management (SaaS)
Generate tickets based on selected events
Optimized inventory levels through analytics
Link assets to municipal operations
Note that all of the offerings in the middle column have onpremise versions – Choice is something only IBM can offer
© 2014 IBM Corporation
ORIGINAL
Tremendous opportunities to up-sell and cross-sell
It is a huge differentiator that other vendors cannot match!
If you have this
Cross-sell this
Scenario
IBM Monitoring (SaaS)
SmartCloud Control Desk (SaaS)
Detect an issue, automatically open a ticket
Netcool OMNIbus
Generate alerts when monitored KPI exceeded
Business Service Management
Improve MTTR for monitored business processes
SmartCloud Analytics
Predict and prevent problems with insight into
patterns and trends present in log files
Workload Automation
Quickly and easily identify system and application
problems that are impacting your workload
Expand Workload Automation
use(SaaS)
Integrate scheduling needs of business
applications like Cognos, Datastage, Netezza,etc.
Netcool OMNIbus
Create alerts for workload problems
SmartCloud Control Desk (SaaS)
Open incidents for workload failures
IBM Endpoint Manager
Trigger automatic provisioning of a desktop
Netcool Omnibus
Generate tickets based on selected events
Tivoli Application Dependency
Discovery Manager (TADDM)
Use Configuration Information (CI) and relationship
data to manage unplanned change
Netcool Omnibus
Generate tickets based on selected events
Maximo Inventory Insights
Optimized inventory levels through analytics
Smarter Cities
Link assets to municipal operations
Workload Automation
(SaaS)
SmartCloud Control
Desk (SaaS)
Maximo Asset
Management (SaaS)
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Workload Automation (SaaS) also integrates with Cognos, Datastage,
Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling Connect Direct.
© 2014 IBM Corporation
How to Farm SaaS Deals – IBM Monitoring (SaaS)
 Starting point: The customer bought a small installation of IBM Monitoring (SaaS) for applications and infrastructure
 Grow the existing footprint to other users
 Who has a similar job to yours? Will you introduce me to them, or to someone who makes tool decisions for you and your
peers?
Grow use of IBM Monitoring
 Grow the existing footprint by adding additional applications
 What other applications are considered critical by your company, and need to be monitored?
 Since you were successful with this application, can we explore the next one? Who owns that application? What happens
to your company if it goes down or is slow?
Grow use of IBM Monitoring
 Grow the existing footprint by adding analytics*
 APM customers can use their dashboard to search log files on servers configured for access by log analytics, speeding the
time it takes to find out what’s really causing a problem.
Expand with SmartCloud Log Analytics
 Grow the existing footprint by adding network or storage management*
 Now that you have an idea of your application performance would you like to grow your insight into your network and/or
storage use?
Expand with Tivoli Network Manager and Tivoli Storage Manager
 Grow the existing foot print by adding event management*
 So APM is working well and you have other tools monitoring your IT infrastructure, we often find customer's struggle
understanding the holistic view of their environment, and frequently invest resources in chasing and correcting the
symptom rather than root cause. When issues occur that span tools, could you use a tool to help eliminate symptoms and
to quickly identify the root cause of the problem?
Expand with Netcool OMNIbus
 Leverage this SaaS experience to sell an expanded on-premises deployment
 The SaaS offering helped you understand the technology and see the benefit of monitoring, but your organization prefers
an on-premises deployment for security, performance or other reasons. Get full-spectrum on-premises infrastructure
and application monitoring with SmartCloud APM
 Grow the existing footprint by Control Desk*
 APM customers can have their solution integrated with a help desk to speed and organize the process of tracking and
resolving problems in their environment.
Expand with SmartCloud Control Desk
*Solution integrations are being developed and tested continuously. Initially, the SaaS offering will be integrated with on-premise
deployments of complementary products, with a SaaS-to-SaaS offering when both products are available.
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© 2014 IBM Corporation
The Extend tab on Service Engage will provide you with the latest information on the available integrations
IBM Performance Management for Applications and Infrastructure solutions increases your end user
satisfaction with complete visibility and control of your application environment.
Pain points
How this offering helps
User scenarios
Typical buyers
• Increasing
maintenance costs
• No end-to-end view
of app health
• Missed SLAs
• Find the root cause of
application problems 90%
faster
• Improve the availability of
critical applications by 6090% with integrated analytics
• Reduce the length of outages
and slowdowns by 50%
• Quickly identify and
resolve a bottleneck
• Ensure SLA and KPI
compliance
• Manage all types of
workloads
• Prevent outages
• IT Ops Managers reduce infrastructure
costs
• LOB Owner - accelerate
delivery of new services
• App Developers - monitor
their apps
List Price
Differentiators
Questions to ask
• IBM Monitoring
(SaaS): $25/month per
Average Managed
Virtual Server (aMVS)
• Flexible delivery options allow for SaaS, on
premise, and hybrid environments
• Integrated analytics for faster root cause
analysis and problem resolution
• Broad application coverage from new cloud
based languages to traditional enterprise
workloads
• Do you have apps moving to – or
already in – the Cloud, with
connections to your data center?
• IBM Application
Diagnostics (SaaS):
$120/ month per
Average Managed
Virtual Server (aMVS)
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• Are your app teams decentralizing
and gaining independence?
• Are your app lines of business
moving to an OpEx model?
© 2014 IBM Corporation
How to Farm SaaS Deals – IBM Workload Automation (SaaS)
 Starting point: The customer bought a small installation of IBM WA (SaaS)
 Grow the existing footprint with additional packs of jobs
 Are you ready to react to unexpected conditions and keep the actions in sequence and still optimized ?
 Would you like to control your heterogeneous workloads from a single point, and with a single skill-set ?
 Grow use of IBM Workload Automation
 Grow the existing footprint by integrating new business workloads
 Is it important to your business to have a predictable long-term vision of your plans and business objectives ?
 Are missing SLA costly to your organization?
 Have you consider integrating your ERP & BI workloads to lower the costs of non-integrated solutions and eliminates
causes of human errors ?
 Grow by integration with Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling
Connect Direct
 Grow the existing footprint by adding additional solutions
 Netcool Omnibus can provides a single central consolidated view of all events across multiple products and solutions.
Integrate the events from the workload automation solution into the event management system Expand with Netcool
Omnibus.
 The workload automation customers can have their solution integrated with a help desk to speed and organize the
process of tracking and resolving problems in their environment Expand with SmartCloud Control Desk.
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© 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
How this offering helps
User scenarios
Typical buyers
• Need to reduce
expenses
• No resources to
build an
automation
infrastructure
• Lack of technical
know-how
hinders
automation
• 30% reduction in execution time
of business workloads, resulting
in millions of $$$ in savings
• 90% reduction in labor costs
and total control of business
SLAs
• 35% savings in operation costs
and improved staff productivity
to support additional workloads
• Get time back by
automating your
processes - Automate
BI & ERP processes in
minutes
• Manage your business
SLA’s - Run and
monitor workloads
wherever you are
• IT Ops managers wants to move to a
service-centric delivery
organization
• LOB owner – wants low
cost solution with
immediate benefits, ease
of use and scalability to
grow with evolving needs.
List Price
Differentiators
Questions to ask
Starts at $70 per 1,000
executed jobs per month
• Get started with ZERO investment. Competitors
force you to make an upfront commitment.
• Faster TTV with a ready-to-use application catalog.
Competitors need your to reach out to business
partners to get started.
• Powerful and Proven solution : Industry leading
technology which offer robust optimization
mechanisms to support changing business needs
while still maintaining SLAs.
• IBM’s strong commitment to Open Standards - With
OSLC, workload automation is easily integrated with
other OSLC-enabled applications like monitoring,
ticketing, etc.
• IT Ops manager: Are
you spending too much
time & money, building
and managing your
workload management
infrastructure?
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
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• LOB owner: Is it taking
too much time to
automate your
processes, and monitor
them for critical SLAs?
© 2014 IBM Corporation
How to Farm SaaS Deals – IBM SmartCloud Control Desk (SaaS)
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Starting point: the customer is doing a trial or pilot of Control Desk (SaaS)



Grow the existing footprint to other processes and user groups

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
Background: If the client starts use of Control Desk with base processes like incident and service request, they will
usually naturally look to expand into areas like problem and knowledge management, service catalog, change
management, and IT asset management as they mature. Alternatively, if they start use of Control Desk with change
management for instance, IBM can look to displace the service desk operation (incident, service request)
Message: “If you consolidate on Control Desk, it will save you training, support costs, and provide better service. ” “If
you add integrated change management through Control Desk, you can reduce incidents and outages related to
change by 70%.”
Grow the existing footprint by adding additional applications:
1.
2.
3.
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Background: Most customers will already have a service desk, but it will often be backlevel, missing needed function
(e.g. service catalog, IT Asset Management), they lack skills to manage the system, and they face a potentially
expensive upgrade if they need to improve function
Message: “Control Desk (SaaS) will provide the modern function you need, have low up front costs, reduce your skill
and support costs and requirements, and provide a low, flat, predictable cost structure. It is the best way out of the
situation you are in.”
Expand with IBM OMNIbus:
 Background: Event storms can overwhelm service desk support staff and drive up costs
 Message: “If you integrate Omnibus, your support team can focus on the common cause of issues and tickets
and use automation to fix frequent, recurring problems”
Expand with IBM Endpoint Manager
 Background: Many organizations suffer from having disconnected, time-consuming, error-prone processes to
request, deploy and manage software assets
 Message: “You can integrate with IEM to provide an online app store to customers and then automate the
accounting, approval, and deployment, saving time and reducing errors.”
Expand with IBM TADDM
 Background: without automated tools, discovery is time consuming, and chronically inaccurate, impacting cost and service
 Message: “TADDM can save time and money though automating discovery. It provides a near real time view
of your infrastructure and services so your IT group can see and manage the configurations that impact
services. This can help proactively avoid issues and greatly reduce time to problem resolution. ”
© 2014 IBM Corporation
SmartCloud Control Desk (SaaS) delivers a unified service management solution to simplify business
processes, maximize asset efficiency, and improve the end user experience
Pain points
How this offering helps
User scenarios
Typical buyers
• Fragmented service
management
processes are causing
inefficiency
• No visibility of assets
across the enterprise
• Hard to manage
multiple apps on
different platforms
• Reduce IT change related
outages by 70%
• Improve first call resolution
rate by 25%
• Reduce request response
times by 60%
• Lower help desk calls by 80%
through end user
empowerment and service
request automation
• Combine processes
controls with runbooks
• Synch data across
unified domains
• Get a working
environment up and
running in hours, not
weeks
• LOB owner: Low cost,
quick TTV, ease of use
and scalability to grow
with evolving needs.
• IT Manager: Reduce
infrastrasture costs
List Price
Differentiators
Questions to ask
• $99/month per Authorized
User
• $297/month per Concurrent
User
Consistency – Single offering for both
Enterprise & SMB, and SaaS and OnPremise
• Do you want a complete integrated
service management solution? Into
configuration, Change, asset or
license management?
Entitlement Price
• $49/month per Authorized
User
• In addition to avg S&S cost
of $26//month per
Authorized User
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Capability –Provide deeper
functionality than competition
Integration - With a wide range of IBM
and 3rd party products to satisfy any
clients needs
• 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
SmartCloud Control Desk SaaS integration eco-system
3rd Party integrations
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•
•
•
•
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Microsoft SCCM &
SMS
Centennial
Altiris
HP Service Manager/
BMC remedy
Cisco
Google
Chat/Jabber/Office
Communicator
Ariba
SAP .. And more !!
C&SI Products
•
•
•
•
•
•
•
•
Identity Manager
ITNM
TADDM/TAD4z/TAD4
D
TEM
TBSM
Omnibus
NetCool/Impact
More
IBM Products
•
•
•
•
Rational Team
Concert
Rational ClearQuest
Rational Asset
Manager
WebSphere Registry
and Repository
© 2014 IBM Corporation
Maximo Asset Management (SaaS) reduces the complexity and cost of managing and maintaining
enterprise assets, while increasing efficiency in work scheduling and inventory levels
Pain points
How this offering
helps
User scenarios
Typical buyers
 Lack of visibility and
control over critical
assets that affect
compliance and
business
performance
 Inefficient allocation
of work resources
 Costly asset failures
causing increased
asset downtime
 Improve workforce
utilization by 10% or
more
 Consolidated asset and
work management system
 VP of Engineering,
CIO, Maintenance
Directors, Asset
Reliability Officers
 Reduce inventory
carrying costs by 20%
or more
 Increase Asset
Utilitization by 3% 5%
 Robust planning and
scheduling of work based
on criticality of job task
and availability of
resources
 Detailed inventory
planning to react quickly to
changing demand patterns
List Price
Competitive differentiators
Questions to ask
 $159/month per
Authorized User
Scheduler addon: $40/month for
Authorized User
license only
 Market leading capabilities in a
SaaS model, You no longer have to
settle for ‘good enough’
 Scheduling & Mobility as integral
part of Maximo EAM solution
 Support all your enterprise assets,
including operational technology
 Ability to transition to 'on premise' if
business requirements change
 Do you want a complete, integrated
asset management solution that
includes configuration, change, asset,
and/or license management?
 $477/month per
Concurrent User
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 Is IT infrastructure support a core
competency or an ongoing headache?
 Are your lines of business moving to a
SaaS and/or OpEx model?
 Do you want the flexibility of being able
to move from SaaS to on-premise (or
the other way)?
© 2014 IBM Corporation
Andrew – need MAM details
How to Farm SaaS Deals – Maximo Asset Management (SaaS)
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© 2014 IBM Corporation
Stan – need MII + 1 pager
How to Farm SaaS Deals – Maximo Inventory Insight (SaaS)
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© 2014 IBM Corporation