Ibm Filenet Cm 4.5 Pst

© 2008 IBM Corporation

®

Product Sales Training

René SchimmerOffering Manager

FileNet Content Manager 4.5

IBM Software Group | Information Management software

2

Introduction

This PST will cover sales related topics for FileNet Content Manager to help position and sell FileNet CM

The Target Audience are Sales Executives and Technical Sales Specialists. For Support, Development or Services personnel additional recordings have been made available to discuss more detailed technical information (Learning Portal: PIT, PMT, PAT)

No other presentations or material needs to be reviewed prior to this recording.

Other related PST recordings are available and highly recommended:

– IBM FileNet Workplace XT (incl. MS Office 2007 Integration)

– Content Federation Services (CFS)


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Agenda

Product Overview

Sales Execution

Product Pricing / Packaging

Sales Tools


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Product Overview

Market History / Product Positioning

Product Features

Functions / Benefit Overview

Product Dependencies (3rd party / platform)


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ECM Market

The ECM market materialized over the period of a few years through integration and consolidation of existing technologies and applications

Estimated size of the CM market of $9.2 billion in 2008 with an annual growth rate of 11.5% through 2011

ECM will extend down market through increasing BCS functionality becoming part of ECM suites...

... while at the high-end integrating more and more with LOB applications to create high value CEVAs

E-discoveryE-discovery

RM

WCMDM

Imaging

DAMPersonalization

Campaign management

Document output

management

COLD/ERMBPM

Teamcollaboration

E-forms

Archival

Portal

Business Content“Arms information

workers”

Persuasive Content“Influences behavior”

Transactional content“Processes consume content”

CM

At the core of ECM is the Content Repository: Content Manager


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Enterprise Application Integration (e.g. SAP, Siebel)

Enterprise

ECM Usage Model

Content Enabled Vertical Applications

Document Management(Structured Collaboration)

Department/LOB(Centrally Provisioned

Multi-Site)

Ad-hoc Collaboration

Work Group(Single Server& Single Site)

Authoring

DeskTop

IBM has an extensive partner service channel [...] delivering more than 150

CEVAs. [...]Gartner, 11/07

IBM has an extensive partner service channel [...] delivering more than 150

CEVAs. [...]Gartner, 11/07

Deep Application integration

PortalsPartner Solutions

Lotus QuickrMicrosoft SharePoint

Microsoft Office


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Enterprise Application Integration (e.g. SAP, Siebel)

Content Enabled Vertical Applications

Document Management(Structured Collaboration)

Market Development

Authoring

Ad-hoc Collaboration

EnterpriseDepartment/LOB(Centrally Provisioned

Multi-Site)

Work Group(Single Server& Single Site)

DeskTop

ECM Standardization

ECM


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Product Positioning

FOR Global 5000 customers

WHO are looking to improve customer service employee productivity

IBM FileNet Content Manager 4.5

OFFERS enterprise-class content management services

WHICH enable organizations to flexibly deploy document management and process-driven business and compliance applications that actively use, manage, consolidate any type of digital content.

UNLIKE other ECM vendors - including Oracle, EMC and Microsoft and many other smaller vendors

IBM FileNet Content Manager 4.5 enables the deployment of a large number of different departmental LOB solutions, across geographically distributed enterprises, while maintaining a unified metadata model and a single enterprise catalog. This allows customers to rapidly and flexibly meet their different Imaging, Content & Document Management, Process and Compliance business needs.


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Highlights for FileNet Content Manager 4.5

CM 4.5 improves Usability and new use cases

– New Office 2007 Integration

– New Workplace XT 1.1.3

– Introducing DITA Object Model

CM 4.5 focuses on Upgrade and Consumability

– Simplified installation, better documentation, direct upgrade from previous versions to simplify upgrades directly to 4.5

Increased Value through bundles

– WAS 6.1

– DB2 9.5

– CFS now included

FileNet CM continues to provide essential and common repository services for the entire IBM FileNet ECM platform:

– Versioning– Security– API’s to access content– Metadata management– …


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Feature / Benefit 1

Feature Benefit

ECM for everybody = BCS New integrations with MS Office 2007, Sharepoint and Lotus Quickr (CM 4.0.1, 4.5 TBD) extend the reach of ECM in the enterprise by making it available to the masses. Combining ease of use with true enterprise class content management helps organizations to stay on top of their growing volumes of content while avoiding costly silos.

Support for Technical Documentation Management

DITA (Darwin Information Typing Architecture) is the standard format for complex documents that are constructed of smaller re-usable fragments. FileNet Content Manager now supports the DITA object model and integration with XML authoring tools to create, manage and publish complex technical documentations.

Unified, open, scalable ECM and BPM platform.

Improves business agility and flexibility in the area of Productivity, Standardization and Compliance, through a single, open and standards-based enterprise architecture.


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Feature / Benefit 2

Feature Benefit

Content Federation Services and enterprise repository services.

Easy access to mission critical content in IS, CS, CM8, CMOD and 3rd party repository through a single enterprise catalog for the management of any type of content in independent, dispersed repositories. CFS license is included in FileNet Content Manager 4.5

Unified Metadata model and universal catalog service.

Comprehensive enterprise catalogue enabling any type of content operation (search, catalogue, classify, secure, retain, comply, activate, update and delete) for multiple content types in various content repositories.

Flexible API for Java and .NET application development

Support of Service Oriented Architectures and the System Development standard of choice.

Scalability to support the needs of the entire organization

Support for tens of thousands of users simultaneously accessing repositories containing billions of objects across geographies with fast response times


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OS, Application Servers, databases …

Supported Operating Systems

– Windows

– AIX

– Solaris

– HP-UX

– Linux

– zLinux

Supported Application Servers

– IBM Websphere

– BEA WebLogic

– JBoss

Supported databases

– IBM DB2, DB2/z

– Oracle

– Microsoft SQL Server

Supported directory services

– IBM Directory

– Sun One Directory

– Active Directory + Multi-Forest

– Novell eDirectory

For up-to-date and detailed list check HW/SW guide


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Sales Execution

Business Use Cases / Case Studies

Value Proposition

Customer Targets / Buying Signs

Competition

Release Timeframe / Expectations

Partners / Solutions


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Business Use Cases / Case Studies

Details on traditional use cases in industries like

– Health Care

– Insurance

– Manufacturing

– Finance

can be found together with published Case Studies at

ibm.com/software/data/content-management

Highlighting Technical Documentation use case (following slides)


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Case Management Retiring Workforce eGovernance (Regulatory

Compliance for Government)

License Issuance (Transportation Real ID Act)

Fraud Monitoring

Government

Underwriting Claims Processing Policyholder Service On-boarding / Enrollment Regulatory Compliance &

Market Conduct

Insurance

Account Origination Mortgage Loan

Processing Consumer Lending Commercial Lending Electronic Legal Discovery

Financial

Knowledge Retention (Aging Workforce)

Staff Productivity Asset & Plant Lifecycle

Management Regulatory Compliance

(Pipeline Safety Act of 2004 / OSHA 1910.119)

Rate Case Management

Manufacturing

Records Management Customer Service Network Management Regulatory / Legal

Compliance Accounts Payable

Cross-Industry


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Case Mgmt.• Customer Service• Compliance• New Acct / • Customer On-Boarding…

Healthcare

• Customer Service• Customer Billing• Accts Payable• Compliance• HR On-boarding• Contracts Mgmt…

Telecom

• Asset/Plant Lifecycle Mgmt.• Compliance• Rate Case• Aging Workforce• Contracts Mgmt.• Accts Payable…

Energy & Utilities

• Bills of Lading/Manifests• Customer Service• Contracts Mgmt• Accts Payable• Claims/Legal Case Mgmt...

Transportation

• Accts Payable• Customer Service• Compliance• HR On-boarding• Contracts Mgmt.• Litigation Mgmt….

Retail


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Use Case example: Technical Documentation

XML Chunks

Product Images

Business Challenges

Time & resource constraints impact completion & launch

Monolithic document structure hinders collaborative process to speed creation while adhering to corporate & compliance standards

High translation costs

Too hard to perform quality checks on existing content

Unable to efficiently create & deliver in multiple formats, across many channels


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The Solution: IBM Document Publishing with FileNet Content Manager

Benefits of XML and Reuse Improved content quality Higher writer efficiency Greater consistency across products Lower localization costs Ability to publish to multiple channels and formats DITA (Darwin Information Typing Architecture)

Structure and Reuse Content Separate Content from Format Increase Content Granularity Reuse Content Describe content with structure and attributes

IBM FileNet Content Manager: Tech Docs Phase 1, introducing basic support Support for DITA object model Support for DITA Render Engine (DITA Open Toolkit) Documented path to TechDoc solution


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General Value Proposition

IBM FileNet Content Manager 4.5 delivers highly scalable, high performance, document management and transactional content services that allows for the deployment of departmental solutions, across a geographically distributed enterprise, while uniquely maintaining a unified metadata and single Enterprise catalog. This unique capability allows you to deploy a single ECM platform to meet your Content, Process and Compliance needs.


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Customer Target: Line of Business/Operations Manager

Value Proposition Proof Point

Existing IBM FileNet Customer

Extend your existing IS, CS or P8 system to accelerate the implementation of new applications and the re-implementation of existing applications with P8’s content-centric BPM and compliance.

Serve any type of ECM, BPM and BCS needs through the extension of your existing system with a single systems architecture that delivers comprehensive ECM, Business Productivity, and Compliance capabilities that increase employee productivity and efficiency, delivers competitive advantage and customer service

New Customer Accelerate the implementation of new applications and the re-implementation of existing applications with P8’s content-centric BPM, compliance and BCS capabilities.


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Customer Target: Compliance Manager, Legal



Extend your existing P8 enterprise platform as the foundation for Federated Records Management and Email Management to achieve compliance.

Manage compliance across ECM BPM, BCS and email applications through a single systems architecture that enables ECM, Productivity, and achieving Compliance

New Customer Establish the P8 enterprise platform as the foundation for Federated Records Management and Email Management.


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Customer Target: IT



Extend your existing ECM platform beyond CM, to include BPM, BCS, RM, EMM, IM and eForms applications.

Serve any type of ECM, BPM and BCS needs through a single systems architecture that enables ECM, Productivity, and Compliance

New Customer Establish the P8 enterprise platform as the foundation for CM, BPM, BCS, RM, EMM, IM and eForms applications.


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Agile ECM: Main campaign for IBM FileNet ECM

Agile ECM is the main theme for the ECM 4.5 release, previously called Sonata. IBM FileNet Content Manager is one of the main components of Agile ECM - therefore the messaging for Agile ECM applies to IBM FileNet Content Manager:

“Helping organizations achieve greater business agility, IBM’s Enterprise Content Management portfolio provides flexibility in a services oriented environment to help empower business users, shorten time to value and respond faster to changing requirements. Agile ECM delivers solutions rapidly to solve increasingly complex business problems, helping organizations make better decisions faster.”

“Helping organizations achieve greater business agility, IBM’s Enterprise Content Management portfolio provides flexibility in a services oriented environment to help empower business users, shorten time to value and respond faster to changing requirements. Agile ECM delivers solutions rapidly to solve increasingly complex business problems, helping organizations make better decisions faster.”


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Competitive Landscape

IBM ECM is in a recognized leader position

Main competitors are EMC/Documentum, Oracle, Microsoft/Sharepoint, Open Text

We are competing on an ECM level, not just Content Manager, i.e. the combined offering of CM, BPM, RM, CFS, etc IBM has the most integrated and complete offering of the leading vendors


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Old Threats / Newer Threats

Old Threats: EMC/Documentum, Oracle and Open Text

– EMC: most integrated and competitive offering of the three

– Oracle: not a complete ECM offering, Stellent product not enterprise scale

– Open Text: too many disconnected point solutions, no integration among individual products

Newer threat: Microsoft

– SharePoint adoption is wide spread. Challenges in enterprise scale environments lead IT to look for alternatives or complementary offerings from leading ECM vendors.

– SharePoint and Quickr connectors for FileNet CM counteracts Microsoft attack on enterprise market

– New Office integration offers alternative to SharePoint


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Release Timeframe

IBM FileNet Content Manager will be generally available (eGA) on

November 14, 2008


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Partner Solutions Handbook

An extensive list of 200+ partner solutions based on IBM ECM is available for download on W3.

Solutions are sorted by Partner or by Industry

New ‘08VersionNew ‘08Version


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Product Pricing / Packaging

Licensing Model(s)

Distribution Method(s)

Localization

Delivery / Implementation Packages


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IBM FileNet Content Manager Bundles 1/2

Increasing the Offering Value!

CM now includes the following new bundled components:

WebSphere Application Server 6.1 BaseLimited use license is included in the FileNet Content Manager license. Restricted to Base Edition and can only be used in combination with FileNet Content Manager.(WAS Base Edition does not offer high availability features like the Network Deploy Edition, so customers might have to upgrade to WAS ND in certain use cases)

DB2 Workgroup Server Edition 9.5Limited use license for DB2 database is included in the FileNet Content Manager license. Restricted to Workgroup Server Edition and can only be installed on same server as FileNet Content Manager.


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IBM FileNet Content Manager Bundles 2/2

Content Federation Server (CFS) CFS is now a feature of FileNet Content Manager 4.5:

full license is included with every FileNet Content Manager 4.5 license

Including former CFS-IS, CFS-CS, CFS-IICE

IBM ECM repositories included in the license: – IBM FileNet Content Services– IBM FileNet Image Services– IBM FileNet Content Manager– IBM Content Manager Version 8

Non IBM ECM repositories (e.g. Open Text, EMC, …) require separate purchase of connector

Watch separate PST for CFS details!


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Passport Advantage

FileNet Content Manager is available through Passport Advantage to IBM Sales and authorized IBM FileNet Partners (ValueNet). Partner World only partners will not be able to resell IBM FileNet Content Manager

FileNet Content Manager is available in all global markets in standard localized languages

License prices are based on three different Value Units§ Authorized (AUVU)For selective licensing of users who are internal to the organization.

Replaces Named, Concurrent and eBusiness user licensing.

§ Employee (EUVU)For collectively licensing all users who are internal to the organization. Replaces ELA Employee licensing.

§ External (XUVU)For licensing of users who are external to the organization. Replaces External User licensing and eBusiness User Licenses for certain products.

Product Name IBM List Price

IBM FileNet Content Manager Authorized UVU $750.00 (Lic+M)

IBM FileNet Content Manager Employee UVU $375.00 (Lic+M)

IBM FileNet Content Manager External UVU $3.75(Lic+M)


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UVU details and example

Product PricingEach product has a fixed price per UVU. Customers license the appropriate number of UVU to provide access to a corresponding user population.

Cumulative Volume DiscountingAs the user quantity increases, the number of UVU increase, albeit at a slower rate. Value Unit License Conversion Tables establish the required number of UVUs for a specified number of users.

Volume discounting examples:100 authorized users require 85 AUVU1,000 authorized users require 600 AUVU5,000 authorized users require 2,500 AUVU

Content Manager configuration example:Content Manager AUVU price = $X per AUVU5,000 authorized users require 2,500 AUVUTotal price = $X x 2,500

Link to PPA pricing details for FileNet CM


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Delivery and Implementation Services

The Lab Services Organization offers a host of services to support customers and partners while planning and implementing a FileNet Content Manager system. Services are available for:

In-depth business needs analysis

Building an ECM Center of Excellence

Proof-of-concept prototype builds

Project staff augmentation

Enterprise initiative planning

For detailed services options and descriptions visit this websitehttp://www-01.ibm.com/software/data/content-management/services/lab.html


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Sales Tools

Scripted Demonstration

– Product and Industry specific demos and VM Ware images are available in the ECM Demo Gallery on W3 Xtreme Leverage

– MS Office 2007 Integration is covered in detail in FileNet Workplace XT PST recording

CollateralAn updated data sheet for CM 4.5 and supporting white paper on Agile ECM and BCS will be available on W3 Xtreme Leverage

Marketing Programs

– Agile ECM

– Business Content Services

– ECM Standardization

© 2008 IBM Corporation

®

Thank you and please also view:

PAT for FileNet Content ManagerPST for Workplace XTPST for Content Federation Services

Documents

Ibm Filenet Cm 4.5 Pst