Upload
others
View
10
Download
0
Embed Size (px)
Citation preview
Information Management SMB Sales Playbook
Internal Use Only
Return to Table of Contents
Dear IBM Sellers Over 60 percent of CEOs feel their organizations need to do a better job leveraging information IBMrsquos recent Worldwide Expenditure Study showed that the top two business issues driving IT spending are improving operating efficiencies and improving information use both of which are directly addressed by the Leveraging Information program IBM is uniquely positioned to help organizations gain more business value from their enterprise information with
bull A rich Information Management and related software portfoliobull Proven server and storage offeringsbull Expert business and technical servicesbull An extensive partner network
Information is power What are you waiting for As IBM launches the new IBM Program Framework the Worldwide Information Management team has developed this resource to help you identify more Information Management opportunities and grow your pipeline in your SMB large enterprise and midmarket accounts
The objective of this playbook is to provide you with a selective set of Information Management plays focused around our new Leveraging Information program themes that aim to make a difference in your SMB accounts and will help you identify and grow your pipeline easier and faster This playbook will provide you with a single source of information to get started It provides you with key opportunity identifiers such as target audience value proposition qualifying questions and much more all on a single page And as you identify customer needs wersquove already built out marketing content and tactics that you can drive your customers to mdash webcasts white papers demos events launches mdash that will be leveraged around the world to help organizations learn how IBM can help them with their critical information needs
Donrsquot miss out Refer to this playbook often mdash we want you to have a stellar year Take action today Identify 3 or 4 plays from this guide that you can talk to every one of your customers with Thank you and good selling Sincerely
Bob McCormick Vice President Worldwide Channels and SMB Sales IBM Information Management
Nancy Toda Director Worldwide Channels and SMB Marketing IBM Information Management
Return to Table of Contents
Summary
Purpose Provide a quick easy-to-use guide of our top Information Management sales plays for SMB large enterprise and SMB midmarket customers
bull SMB large enterprise 1000+ employeesbull SMB midmarket 100-999 employees
Target Audience Territory Sales Reps (TSRs and iTSRs) Coverage Software Sales Reps (cSSRs and iSSRs)
Call to Action 1 Select three plays that you can approach with each of your focus
accounts and uncover two opportunities through qualifying questions Pass the lead to your sSSR (IM Specialist Software Sales Rep)
or Business Partner to qualify and progress the lead further Go back to Step 1
For more informationVisit the Xtreme Leverage Web site Active links are provided with each play under ldquoAdditional Informationrdquo
Sales ResourcesSales resources at your disposal to help progress and close opportunities include Information Management Sales Specialists WW and Regional Sales teams Competitive teams and Executive teams
Contact Beth Flood SMB Marketing Manager Information Management Beth FloodCambridgeIBM 617-693-1466
We welcome your ongoing feedback and ideas For additional information or questions about this reference guide please contact Beth Flood
Return to Table of Contents
Table of contents
8 Dynamic Warehousing Turning Enterprise Data into Useful Business Insight 3 3 3 3
9 Integrating Information from Multiple Data Sources for More Effective and Efficient Information
3 3 3
10 Data Server Driving Business Value DB 9 and pureXML 3 3 3 3 3
11 The Next Generation of Informix Dynamic Server IDS Cheetah 3 3 3 3 3
12 Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB 3 3 3 3
13 Demonstrating Business Value and Technical Advantages of Deploying SAP with DB on IBM Systems
3 3 3
14 Delivering a Unified Content Process and Compliance Platform with FileNet P8 3 3 3
15 Increasing Productivity through Information Discovery 3 3 3 3
16 Leveraging Information for Business Transformation 3 3 3 3
17 Managing Risk and Streamlining Compliance 3 3 3 3 3
Truste
d Bus
iness
Infor
mation
Dynam
ic Inf
ormati
on In
frastr
uctur
e
Inform
ation
Lifec
ycle
Manag
emen
t
Retenti
on amp
Grow
th
Compe
titive
amp Acq
uisitio
n
Cross-S
ell
SMB Large
Enter
prise
SMB Mid-
Market
Leveraging Information Program Themes Sales Objective Audience
Page Title
5 Information On Demand (IOD) What is it Anyway
6 Leveraging Information Program Overview amp Themes
Information Management SMB Sales Plays
Return to Table of Contents
Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle
Without the right information how can your client
manage its business
How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information
IBM Information On Demand can help
What is Information On Demand
bull Delivering the right information in context to optimize
business processes applications and productivity
bull Addressing the need to horizontally integrate information
bull Integrating analyzing and optimizing heterogeneous
types and sources of business information throughout its
life cycle to manage risk and create new business insight
Leveraging Information It takes know-how proven technology and industry expertise
Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing
Information Infrastructure
Industry Solutions
System Platform
Strategy amp Implementation
Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management
Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software
Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models
Information On Demand
Information On Demand (IOD) What Is It Anyway
Return to Table of Contents
Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers
Data warehousing and business insight
Master data management
Reliable data serversContent-based
business transformation
Information integration platform
Information lifecycle management
SAP information infrastructure
Trusted business informationDeliver trusted information
in context to people processes and applications
Dynamic information infrastructure
Build a flexible resilient high-performance information
infrastructure
Information lifecycle management
Cost effectively manage information and leverage its business value throughout
its lifecycle
Leveraging informationLeverage information on demand for innovation and insight
Subthemes
Leveraging Information Program Overview
Plays
Return to Table of Contents
Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust
Triggers Client Needs Plays
bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction
bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time
bull I need to provide a real-time single version of the truth about customers and other entities
bull Data Warehousing and Business Insight
bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context
bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency
bull Master Data Management
Triggers Client Needs Plays
bullHigh costs and low reliability for information storage and management
bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems
bull Reliable Data Server
bull Information silos and multiple integration toolsbull Application migrations and consolidations
bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform
bull New non-IBM databasebull High-cost inefficient server for databases
bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure
bull Content Based Business Transformation
bull High database costs for SAP environmentbull SAP application upgrade
bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure
Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides
Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards
Triggers Client Needs Plays
bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with
information value
Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information
asset management and automation solutionsbull I need to improve storage efficiency and reduce costs
bull Information Lifecyle Management
bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized
Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and
compliance
bull Information Lifecyle Management
bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions
bull Information Lifecyle Management
8
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions
Target audience IT LOB and Application Developers
Value Proposition
For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth
Unlike Teradata Oracle and Netezza
IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo
IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future
Solution
Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0
Overview
Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight
Pain Points
bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted
or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs
of different business constituents requiring more-dynamic and balanced warehousing capabilities
Benefits
bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance
Key Questions
bull Do you need to decrease the complexity of managing the flow of information across your enterprise
bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization
bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today
bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information
Competitive Differentiators
Competes with Teradata Oracle Microsoft and Netezza
IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective
Average Deal SizePricing
Typical sales cycle to months
Small - 10 users
Medium -200 users
Large SMB
C1000 without services $K
C1000 with services and hardware
$-0K
C000 without services $K $100+K
C000 with services and hardware
$110-1K $00+K
References
Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes
Cross Selling
bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models
Additional Information
WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo
Dynamic Warehousing Turning Enterprise Data into Useful Business Insight
Trusted Business Information
9
Return to Table of Contents
Target Audience
Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government
Client profile $500M+ in revenue
Target audience IT Executives ITEnterpriseData Architects
Value Proposition
For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions
Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos
IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization
Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users
Solution
Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory
Overview
Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk
Pain Points
bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility
Benefits
IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly
Key Questions
Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does
this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization
of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because
the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business
Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product
information at all times bull In what ways could you help your business to innovate if you were able to align key
data across your operational systems such as CRM and ERP and your analytical solutions
bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects
Competitive Differentiators
Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership
that has defined the data-integration market in terms of performance connectivity SOA and capabilities
bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements
bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
Without services $100000 $00000 $0000
With services $10000 $00000 $1M+
References
Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems
Cross Selling
bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ
Additional Information
Web sitesInformation Server
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales
Integrating Information from Multiple Data Sources for More Effective and Efficient Information
Dynamic Information Infrastructure
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
Return to Table of Contents
Dear IBM Sellers Over 60 percent of CEOs feel their organizations need to do a better job leveraging information IBMrsquos recent Worldwide Expenditure Study showed that the top two business issues driving IT spending are improving operating efficiencies and improving information use both of which are directly addressed by the Leveraging Information program IBM is uniquely positioned to help organizations gain more business value from their enterprise information with
bull A rich Information Management and related software portfoliobull Proven server and storage offeringsbull Expert business and technical servicesbull An extensive partner network
Information is power What are you waiting for As IBM launches the new IBM Program Framework the Worldwide Information Management team has developed this resource to help you identify more Information Management opportunities and grow your pipeline in your SMB large enterprise and midmarket accounts
The objective of this playbook is to provide you with a selective set of Information Management plays focused around our new Leveraging Information program themes that aim to make a difference in your SMB accounts and will help you identify and grow your pipeline easier and faster This playbook will provide you with a single source of information to get started It provides you with key opportunity identifiers such as target audience value proposition qualifying questions and much more all on a single page And as you identify customer needs wersquove already built out marketing content and tactics that you can drive your customers to mdash webcasts white papers demos events launches mdash that will be leveraged around the world to help organizations learn how IBM can help them with their critical information needs
Donrsquot miss out Refer to this playbook often mdash we want you to have a stellar year Take action today Identify 3 or 4 plays from this guide that you can talk to every one of your customers with Thank you and good selling Sincerely
Bob McCormick Vice President Worldwide Channels and SMB Sales IBM Information Management
Nancy Toda Director Worldwide Channels and SMB Marketing IBM Information Management
Return to Table of Contents
Summary
Purpose Provide a quick easy-to-use guide of our top Information Management sales plays for SMB large enterprise and SMB midmarket customers
bull SMB large enterprise 1000+ employeesbull SMB midmarket 100-999 employees
Target Audience Territory Sales Reps (TSRs and iTSRs) Coverage Software Sales Reps (cSSRs and iSSRs)
Call to Action 1 Select three plays that you can approach with each of your focus
accounts and uncover two opportunities through qualifying questions Pass the lead to your sSSR (IM Specialist Software Sales Rep)
or Business Partner to qualify and progress the lead further Go back to Step 1
For more informationVisit the Xtreme Leverage Web site Active links are provided with each play under ldquoAdditional Informationrdquo
Sales ResourcesSales resources at your disposal to help progress and close opportunities include Information Management Sales Specialists WW and Regional Sales teams Competitive teams and Executive teams
Contact Beth Flood SMB Marketing Manager Information Management Beth FloodCambridgeIBM 617-693-1466
We welcome your ongoing feedback and ideas For additional information or questions about this reference guide please contact Beth Flood
Return to Table of Contents
Table of contents
8 Dynamic Warehousing Turning Enterprise Data into Useful Business Insight 3 3 3 3
9 Integrating Information from Multiple Data Sources for More Effective and Efficient Information
3 3 3
10 Data Server Driving Business Value DB 9 and pureXML 3 3 3 3 3
11 The Next Generation of Informix Dynamic Server IDS Cheetah 3 3 3 3 3
12 Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB 3 3 3 3
13 Demonstrating Business Value and Technical Advantages of Deploying SAP with DB on IBM Systems
3 3 3
14 Delivering a Unified Content Process and Compliance Platform with FileNet P8 3 3 3
15 Increasing Productivity through Information Discovery 3 3 3 3
16 Leveraging Information for Business Transformation 3 3 3 3
17 Managing Risk and Streamlining Compliance 3 3 3 3 3
Truste
d Bus
iness
Infor
mation
Dynam
ic Inf
ormati
on In
frastr
uctur
e
Inform
ation
Lifec
ycle
Manag
emen
t
Retenti
on amp
Grow
th
Compe
titive
amp Acq
uisitio
n
Cross-S
ell
SMB Large
Enter
prise
SMB Mid-
Market
Leveraging Information Program Themes Sales Objective Audience
Page Title
5 Information On Demand (IOD) What is it Anyway
6 Leveraging Information Program Overview amp Themes
Information Management SMB Sales Plays
Return to Table of Contents
Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle
Without the right information how can your client
manage its business
How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information
IBM Information On Demand can help
What is Information On Demand
bull Delivering the right information in context to optimize
business processes applications and productivity
bull Addressing the need to horizontally integrate information
bull Integrating analyzing and optimizing heterogeneous
types and sources of business information throughout its
life cycle to manage risk and create new business insight
Leveraging Information It takes know-how proven technology and industry expertise
Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing
Information Infrastructure
Industry Solutions
System Platform
Strategy amp Implementation
Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management
Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software
Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models
Information On Demand
Information On Demand (IOD) What Is It Anyway
Return to Table of Contents
Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers
Data warehousing and business insight
Master data management
Reliable data serversContent-based
business transformation
Information integration platform
Information lifecycle management
SAP information infrastructure
Trusted business informationDeliver trusted information
in context to people processes and applications
Dynamic information infrastructure
Build a flexible resilient high-performance information
infrastructure
Information lifecycle management
Cost effectively manage information and leverage its business value throughout
its lifecycle
Leveraging informationLeverage information on demand for innovation and insight
Subthemes
Leveraging Information Program Overview
Plays
Return to Table of Contents
Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust
Triggers Client Needs Plays
bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction
bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time
bull I need to provide a real-time single version of the truth about customers and other entities
bull Data Warehousing and Business Insight
bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context
bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency
bull Master Data Management
Triggers Client Needs Plays
bullHigh costs and low reliability for information storage and management
bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems
bull Reliable Data Server
bull Information silos and multiple integration toolsbull Application migrations and consolidations
bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform
bull New non-IBM databasebull High-cost inefficient server for databases
bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure
bull Content Based Business Transformation
bull High database costs for SAP environmentbull SAP application upgrade
bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure
Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides
Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards
Triggers Client Needs Plays
bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with
information value
Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information
asset management and automation solutionsbull I need to improve storage efficiency and reduce costs
bull Information Lifecyle Management
bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized
Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and
compliance
bull Information Lifecyle Management
bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions
bull Information Lifecyle Management
8
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions
Target audience IT LOB and Application Developers
Value Proposition
For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth
Unlike Teradata Oracle and Netezza
IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo
IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future
Solution
Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0
Overview
Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight
Pain Points
bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted
or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs
of different business constituents requiring more-dynamic and balanced warehousing capabilities
Benefits
bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance
Key Questions
bull Do you need to decrease the complexity of managing the flow of information across your enterprise
bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization
bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today
bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information
Competitive Differentiators
Competes with Teradata Oracle Microsoft and Netezza
IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective
Average Deal SizePricing
Typical sales cycle to months
Small - 10 users
Medium -200 users
Large SMB
C1000 without services $K
C1000 with services and hardware
$-0K
C000 without services $K $100+K
C000 with services and hardware
$110-1K $00+K
References
Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes
Cross Selling
bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models
Additional Information
WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo
Dynamic Warehousing Turning Enterprise Data into Useful Business Insight
Trusted Business Information
9
Return to Table of Contents
Target Audience
Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government
Client profile $500M+ in revenue
Target audience IT Executives ITEnterpriseData Architects
Value Proposition
For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions
Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos
IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization
Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users
Solution
Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory
Overview
Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk
Pain Points
bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility
Benefits
IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly
Key Questions
Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does
this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization
of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because
the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business
Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product
information at all times bull In what ways could you help your business to innovate if you were able to align key
data across your operational systems such as CRM and ERP and your analytical solutions
bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects
Competitive Differentiators
Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership
that has defined the data-integration market in terms of performance connectivity SOA and capabilities
bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements
bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
Without services $100000 $00000 $0000
With services $10000 $00000 $1M+
References
Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems
Cross Selling
bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ
Additional Information
Web sitesInformation Server
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales
Integrating Information from Multiple Data Sources for More Effective and Efficient Information
Dynamic Information Infrastructure
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
Return to Table of Contents
Summary
Purpose Provide a quick easy-to-use guide of our top Information Management sales plays for SMB large enterprise and SMB midmarket customers
bull SMB large enterprise 1000+ employeesbull SMB midmarket 100-999 employees
Target Audience Territory Sales Reps (TSRs and iTSRs) Coverage Software Sales Reps (cSSRs and iSSRs)
Call to Action 1 Select three plays that you can approach with each of your focus
accounts and uncover two opportunities through qualifying questions Pass the lead to your sSSR (IM Specialist Software Sales Rep)
or Business Partner to qualify and progress the lead further Go back to Step 1
For more informationVisit the Xtreme Leverage Web site Active links are provided with each play under ldquoAdditional Informationrdquo
Sales ResourcesSales resources at your disposal to help progress and close opportunities include Information Management Sales Specialists WW and Regional Sales teams Competitive teams and Executive teams
Contact Beth Flood SMB Marketing Manager Information Management Beth FloodCambridgeIBM 617-693-1466
We welcome your ongoing feedback and ideas For additional information or questions about this reference guide please contact Beth Flood
Return to Table of Contents
Table of contents
8 Dynamic Warehousing Turning Enterprise Data into Useful Business Insight 3 3 3 3
9 Integrating Information from Multiple Data Sources for More Effective and Efficient Information
3 3 3
10 Data Server Driving Business Value DB 9 and pureXML 3 3 3 3 3
11 The Next Generation of Informix Dynamic Server IDS Cheetah 3 3 3 3 3
12 Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB 3 3 3 3
13 Demonstrating Business Value and Technical Advantages of Deploying SAP with DB on IBM Systems
3 3 3
14 Delivering a Unified Content Process and Compliance Platform with FileNet P8 3 3 3
15 Increasing Productivity through Information Discovery 3 3 3 3
16 Leveraging Information for Business Transformation 3 3 3 3
17 Managing Risk and Streamlining Compliance 3 3 3 3 3
Truste
d Bus
iness
Infor
mation
Dynam
ic Inf
ormati
on In
frastr
uctur
e
Inform
ation
Lifec
ycle
Manag
emen
t
Retenti
on amp
Grow
th
Compe
titive
amp Acq
uisitio
n
Cross-S
ell
SMB Large
Enter
prise
SMB Mid-
Market
Leveraging Information Program Themes Sales Objective Audience
Page Title
5 Information On Demand (IOD) What is it Anyway
6 Leveraging Information Program Overview amp Themes
Information Management SMB Sales Plays
Return to Table of Contents
Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle
Without the right information how can your client
manage its business
How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information
IBM Information On Demand can help
What is Information On Demand
bull Delivering the right information in context to optimize
business processes applications and productivity
bull Addressing the need to horizontally integrate information
bull Integrating analyzing and optimizing heterogeneous
types and sources of business information throughout its
life cycle to manage risk and create new business insight
Leveraging Information It takes know-how proven technology and industry expertise
Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing
Information Infrastructure
Industry Solutions
System Platform
Strategy amp Implementation
Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management
Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software
Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models
Information On Demand
Information On Demand (IOD) What Is It Anyway
Return to Table of Contents
Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers
Data warehousing and business insight
Master data management
Reliable data serversContent-based
business transformation
Information integration platform
Information lifecycle management
SAP information infrastructure
Trusted business informationDeliver trusted information
in context to people processes and applications
Dynamic information infrastructure
Build a flexible resilient high-performance information
infrastructure
Information lifecycle management
Cost effectively manage information and leverage its business value throughout
its lifecycle
Leveraging informationLeverage information on demand for innovation and insight
Subthemes
Leveraging Information Program Overview
Plays
Return to Table of Contents
Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust
Triggers Client Needs Plays
bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction
bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time
bull I need to provide a real-time single version of the truth about customers and other entities
bull Data Warehousing and Business Insight
bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context
bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency
bull Master Data Management
Triggers Client Needs Plays
bullHigh costs and low reliability for information storage and management
bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems
bull Reliable Data Server
bull Information silos and multiple integration toolsbull Application migrations and consolidations
bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform
bull New non-IBM databasebull High-cost inefficient server for databases
bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure
bull Content Based Business Transformation
bull High database costs for SAP environmentbull SAP application upgrade
bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure
Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides
Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards
Triggers Client Needs Plays
bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with
information value
Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information
asset management and automation solutionsbull I need to improve storage efficiency and reduce costs
bull Information Lifecyle Management
bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized
Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and
compliance
bull Information Lifecyle Management
bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions
bull Information Lifecyle Management
8
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions
Target audience IT LOB and Application Developers
Value Proposition
For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth
Unlike Teradata Oracle and Netezza
IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo
IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future
Solution
Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0
Overview
Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight
Pain Points
bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted
or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs
of different business constituents requiring more-dynamic and balanced warehousing capabilities
Benefits
bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance
Key Questions
bull Do you need to decrease the complexity of managing the flow of information across your enterprise
bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization
bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today
bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information
Competitive Differentiators
Competes with Teradata Oracle Microsoft and Netezza
IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective
Average Deal SizePricing
Typical sales cycle to months
Small - 10 users
Medium -200 users
Large SMB
C1000 without services $K
C1000 with services and hardware
$-0K
C000 without services $K $100+K
C000 with services and hardware
$110-1K $00+K
References
Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes
Cross Selling
bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models
Additional Information
WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo
Dynamic Warehousing Turning Enterprise Data into Useful Business Insight
Trusted Business Information
9
Return to Table of Contents
Target Audience
Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government
Client profile $500M+ in revenue
Target audience IT Executives ITEnterpriseData Architects
Value Proposition
For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions
Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos
IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization
Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users
Solution
Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory
Overview
Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk
Pain Points
bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility
Benefits
IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly
Key Questions
Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does
this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization
of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because
the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business
Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product
information at all times bull In what ways could you help your business to innovate if you were able to align key
data across your operational systems such as CRM and ERP and your analytical solutions
bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects
Competitive Differentiators
Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership
that has defined the data-integration market in terms of performance connectivity SOA and capabilities
bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements
bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
Without services $100000 $00000 $0000
With services $10000 $00000 $1M+
References
Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems
Cross Selling
bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ
Additional Information
Web sitesInformation Server
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales
Integrating Information from Multiple Data Sources for More Effective and Efficient Information
Dynamic Information Infrastructure
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
Return to Table of Contents
Table of contents
8 Dynamic Warehousing Turning Enterprise Data into Useful Business Insight 3 3 3 3
9 Integrating Information from Multiple Data Sources for More Effective and Efficient Information
3 3 3
10 Data Server Driving Business Value DB 9 and pureXML 3 3 3 3 3
11 The Next Generation of Informix Dynamic Server IDS Cheetah 3 3 3 3 3
12 Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB 3 3 3 3
13 Demonstrating Business Value and Technical Advantages of Deploying SAP with DB on IBM Systems
3 3 3
14 Delivering a Unified Content Process and Compliance Platform with FileNet P8 3 3 3
15 Increasing Productivity through Information Discovery 3 3 3 3
16 Leveraging Information for Business Transformation 3 3 3 3
17 Managing Risk and Streamlining Compliance 3 3 3 3 3
Truste
d Bus
iness
Infor
mation
Dynam
ic Inf
ormati
on In
frastr
uctur
e
Inform
ation
Lifec
ycle
Manag
emen
t
Retenti
on amp
Grow
th
Compe
titive
amp Acq
uisitio
n
Cross-S
ell
SMB Large
Enter
prise
SMB Mid-
Market
Leveraging Information Program Themes Sales Objective Audience
Page Title
5 Information On Demand (IOD) What is it Anyway
6 Leveraging Information Program Overview amp Themes
Information Management SMB Sales Plays
Return to Table of Contents
Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle
Without the right information how can your client
manage its business
How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information
IBM Information On Demand can help
What is Information On Demand
bull Delivering the right information in context to optimize
business processes applications and productivity
bull Addressing the need to horizontally integrate information
bull Integrating analyzing and optimizing heterogeneous
types and sources of business information throughout its
life cycle to manage risk and create new business insight
Leveraging Information It takes know-how proven technology and industry expertise
Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing
Information Infrastructure
Industry Solutions
System Platform
Strategy amp Implementation
Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management
Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software
Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models
Information On Demand
Information On Demand (IOD) What Is It Anyway
Return to Table of Contents
Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers
Data warehousing and business insight
Master data management
Reliable data serversContent-based
business transformation
Information integration platform
Information lifecycle management
SAP information infrastructure
Trusted business informationDeliver trusted information
in context to people processes and applications
Dynamic information infrastructure
Build a flexible resilient high-performance information
infrastructure
Information lifecycle management
Cost effectively manage information and leverage its business value throughout
its lifecycle
Leveraging informationLeverage information on demand for innovation and insight
Subthemes
Leveraging Information Program Overview
Plays
Return to Table of Contents
Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust
Triggers Client Needs Plays
bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction
bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time
bull I need to provide a real-time single version of the truth about customers and other entities
bull Data Warehousing and Business Insight
bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context
bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency
bull Master Data Management
Triggers Client Needs Plays
bullHigh costs and low reliability for information storage and management
bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems
bull Reliable Data Server
bull Information silos and multiple integration toolsbull Application migrations and consolidations
bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform
bull New non-IBM databasebull High-cost inefficient server for databases
bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure
bull Content Based Business Transformation
bull High database costs for SAP environmentbull SAP application upgrade
bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure
Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides
Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards
Triggers Client Needs Plays
bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with
information value
Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information
asset management and automation solutionsbull I need to improve storage efficiency and reduce costs
bull Information Lifecyle Management
bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized
Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and
compliance
bull Information Lifecyle Management
bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions
bull Information Lifecyle Management
8
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions
Target audience IT LOB and Application Developers
Value Proposition
For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth
Unlike Teradata Oracle and Netezza
IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo
IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future
Solution
Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0
Overview
Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight
Pain Points
bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted
or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs
of different business constituents requiring more-dynamic and balanced warehousing capabilities
Benefits
bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance
Key Questions
bull Do you need to decrease the complexity of managing the flow of information across your enterprise
bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization
bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today
bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information
Competitive Differentiators
Competes with Teradata Oracle Microsoft and Netezza
IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective
Average Deal SizePricing
Typical sales cycle to months
Small - 10 users
Medium -200 users
Large SMB
C1000 without services $K
C1000 with services and hardware
$-0K
C000 without services $K $100+K
C000 with services and hardware
$110-1K $00+K
References
Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes
Cross Selling
bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models
Additional Information
WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo
Dynamic Warehousing Turning Enterprise Data into Useful Business Insight
Trusted Business Information
9
Return to Table of Contents
Target Audience
Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government
Client profile $500M+ in revenue
Target audience IT Executives ITEnterpriseData Architects
Value Proposition
For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions
Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos
IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization
Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users
Solution
Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory
Overview
Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk
Pain Points
bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility
Benefits
IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly
Key Questions
Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does
this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization
of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because
the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business
Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product
information at all times bull In what ways could you help your business to innovate if you were able to align key
data across your operational systems such as CRM and ERP and your analytical solutions
bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects
Competitive Differentiators
Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership
that has defined the data-integration market in terms of performance connectivity SOA and capabilities
bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements
bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
Without services $100000 $00000 $0000
With services $10000 $00000 $1M+
References
Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems
Cross Selling
bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ
Additional Information
Web sitesInformation Server
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales
Integrating Information from Multiple Data Sources for More Effective and Efficient Information
Dynamic Information Infrastructure
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
Return to Table of Contents
Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle
Without the right information how can your client
manage its business
How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information
IBM Information On Demand can help
What is Information On Demand
bull Delivering the right information in context to optimize
business processes applications and productivity
bull Addressing the need to horizontally integrate information
bull Integrating analyzing and optimizing heterogeneous
types and sources of business information throughout its
life cycle to manage risk and create new business insight
Leveraging Information It takes know-how proven technology and industry expertise
Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing
Information Infrastructure
Industry Solutions
System Platform
Strategy amp Implementation
Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management
Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software
Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models
Information On Demand
Information On Demand (IOD) What Is It Anyway
Return to Table of Contents
Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers
Data warehousing and business insight
Master data management
Reliable data serversContent-based
business transformation
Information integration platform
Information lifecycle management
SAP information infrastructure
Trusted business informationDeliver trusted information
in context to people processes and applications
Dynamic information infrastructure
Build a flexible resilient high-performance information
infrastructure
Information lifecycle management
Cost effectively manage information and leverage its business value throughout
its lifecycle
Leveraging informationLeverage information on demand for innovation and insight
Subthemes
Leveraging Information Program Overview
Plays
Return to Table of Contents
Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust
Triggers Client Needs Plays
bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction
bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time
bull I need to provide a real-time single version of the truth about customers and other entities
bull Data Warehousing and Business Insight
bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context
bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency
bull Master Data Management
Triggers Client Needs Plays
bullHigh costs and low reliability for information storage and management
bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems
bull Reliable Data Server
bull Information silos and multiple integration toolsbull Application migrations and consolidations
bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform
bull New non-IBM databasebull High-cost inefficient server for databases
bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure
bull Content Based Business Transformation
bull High database costs for SAP environmentbull SAP application upgrade
bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure
Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides
Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards
Triggers Client Needs Plays
bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with
information value
Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information
asset management and automation solutionsbull I need to improve storage efficiency and reduce costs
bull Information Lifecyle Management
bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized
Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and
compliance
bull Information Lifecyle Management
bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions
bull Information Lifecyle Management
8
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions
Target audience IT LOB and Application Developers
Value Proposition
For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth
Unlike Teradata Oracle and Netezza
IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo
IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future
Solution
Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0
Overview
Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight
Pain Points
bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted
or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs
of different business constituents requiring more-dynamic and balanced warehousing capabilities
Benefits
bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance
Key Questions
bull Do you need to decrease the complexity of managing the flow of information across your enterprise
bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization
bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today
bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information
Competitive Differentiators
Competes with Teradata Oracle Microsoft and Netezza
IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective
Average Deal SizePricing
Typical sales cycle to months
Small - 10 users
Medium -200 users
Large SMB
C1000 without services $K
C1000 with services and hardware
$-0K
C000 without services $K $100+K
C000 with services and hardware
$110-1K $00+K
References
Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes
Cross Selling
bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models
Additional Information
WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo
Dynamic Warehousing Turning Enterprise Data into Useful Business Insight
Trusted Business Information
9
Return to Table of Contents
Target Audience
Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government
Client profile $500M+ in revenue
Target audience IT Executives ITEnterpriseData Architects
Value Proposition
For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions
Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos
IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization
Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users
Solution
Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory
Overview
Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk
Pain Points
bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility
Benefits
IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly
Key Questions
Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does
this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization
of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because
the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business
Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product
information at all times bull In what ways could you help your business to innovate if you were able to align key
data across your operational systems such as CRM and ERP and your analytical solutions
bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects
Competitive Differentiators
Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership
that has defined the data-integration market in terms of performance connectivity SOA and capabilities
bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements
bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
Without services $100000 $00000 $0000
With services $10000 $00000 $1M+
References
Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems
Cross Selling
bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ
Additional Information
Web sitesInformation Server
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales
Integrating Information from Multiple Data Sources for More Effective and Efficient Information
Dynamic Information Infrastructure
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
Return to Table of Contents
Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers
Data warehousing and business insight
Master data management
Reliable data serversContent-based
business transformation
Information integration platform
Information lifecycle management
SAP information infrastructure
Trusted business informationDeliver trusted information
in context to people processes and applications
Dynamic information infrastructure
Build a flexible resilient high-performance information
infrastructure
Information lifecycle management
Cost effectively manage information and leverage its business value throughout
its lifecycle
Leveraging informationLeverage information on demand for innovation and insight
Subthemes
Leveraging Information Program Overview
Plays
Return to Table of Contents
Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust
Triggers Client Needs Plays
bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction
bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time
bull I need to provide a real-time single version of the truth about customers and other entities
bull Data Warehousing and Business Insight
bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context
bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency
bull Master Data Management
Triggers Client Needs Plays
bullHigh costs and low reliability for information storage and management
bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems
bull Reliable Data Server
bull Information silos and multiple integration toolsbull Application migrations and consolidations
bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform
bull New non-IBM databasebull High-cost inefficient server for databases
bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure
bull Content Based Business Transformation
bull High database costs for SAP environmentbull SAP application upgrade
bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure
Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides
Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards
Triggers Client Needs Plays
bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with
information value
Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information
asset management and automation solutionsbull I need to improve storage efficiency and reduce costs
bull Information Lifecyle Management
bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized
Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and
compliance
bull Information Lifecyle Management
bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions
bull Information Lifecyle Management
8
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions
Target audience IT LOB and Application Developers
Value Proposition
For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth
Unlike Teradata Oracle and Netezza
IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo
IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future
Solution
Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0
Overview
Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight
Pain Points
bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted
or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs
of different business constituents requiring more-dynamic and balanced warehousing capabilities
Benefits
bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance
Key Questions
bull Do you need to decrease the complexity of managing the flow of information across your enterprise
bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization
bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today
bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information
Competitive Differentiators
Competes with Teradata Oracle Microsoft and Netezza
IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective
Average Deal SizePricing
Typical sales cycle to months
Small - 10 users
Medium -200 users
Large SMB
C1000 without services $K
C1000 with services and hardware
$-0K
C000 without services $K $100+K
C000 with services and hardware
$110-1K $00+K
References
Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes
Cross Selling
bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models
Additional Information
WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo
Dynamic Warehousing Turning Enterprise Data into Useful Business Insight
Trusted Business Information
9
Return to Table of Contents
Target Audience
Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government
Client profile $500M+ in revenue
Target audience IT Executives ITEnterpriseData Architects
Value Proposition
For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions
Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos
IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization
Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users
Solution
Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory
Overview
Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk
Pain Points
bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility
Benefits
IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly
Key Questions
Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does
this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization
of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because
the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business
Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product
information at all times bull In what ways could you help your business to innovate if you were able to align key
data across your operational systems such as CRM and ERP and your analytical solutions
bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects
Competitive Differentiators
Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership
that has defined the data-integration market in terms of performance connectivity SOA and capabilities
bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements
bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
Without services $100000 $00000 $0000
With services $10000 $00000 $1M+
References
Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems
Cross Selling
bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ
Additional Information
Web sitesInformation Server
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales
Integrating Information from Multiple Data Sources for More Effective and Efficient Information
Dynamic Information Infrastructure
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
Return to Table of Contents
Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust
Triggers Client Needs Plays
bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction
bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time
bull I need to provide a real-time single version of the truth about customers and other entities
bull Data Warehousing and Business Insight
bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context
bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency
bull Master Data Management
Triggers Client Needs Plays
bullHigh costs and low reliability for information storage and management
bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems
bull Reliable Data Server
bull Information silos and multiple integration toolsbull Application migrations and consolidations
bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform
bull New non-IBM databasebull High-cost inefficient server for databases
bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure
bull Content Based Business Transformation
bull High database costs for SAP environmentbull SAP application upgrade
bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure
Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides
Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards
Triggers Client Needs Plays
bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with
information value
Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information
asset management and automation solutionsbull I need to improve storage efficiency and reduce costs
bull Information Lifecyle Management
bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized
Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and
compliance
bull Information Lifecyle Management
bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions
bull Information Lifecyle Management
8
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions
Target audience IT LOB and Application Developers
Value Proposition
For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth
Unlike Teradata Oracle and Netezza
IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo
IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future
Solution
Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0
Overview
Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight
Pain Points
bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted
or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs
of different business constituents requiring more-dynamic and balanced warehousing capabilities
Benefits
bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance
Key Questions
bull Do you need to decrease the complexity of managing the flow of information across your enterprise
bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization
bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today
bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information
Competitive Differentiators
Competes with Teradata Oracle Microsoft and Netezza
IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective
Average Deal SizePricing
Typical sales cycle to months
Small - 10 users
Medium -200 users
Large SMB
C1000 without services $K
C1000 with services and hardware
$-0K
C000 without services $K $100+K
C000 with services and hardware
$110-1K $00+K
References
Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes
Cross Selling
bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models
Additional Information
WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo
Dynamic Warehousing Turning Enterprise Data into Useful Business Insight
Trusted Business Information
9
Return to Table of Contents
Target Audience
Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government
Client profile $500M+ in revenue
Target audience IT Executives ITEnterpriseData Architects
Value Proposition
For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions
Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos
IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization
Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users
Solution
Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory
Overview
Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk
Pain Points
bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility
Benefits
IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly
Key Questions
Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does
this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization
of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because
the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business
Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product
information at all times bull In what ways could you help your business to innovate if you were able to align key
data across your operational systems such as CRM and ERP and your analytical solutions
bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects
Competitive Differentiators
Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership
that has defined the data-integration market in terms of performance connectivity SOA and capabilities
bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements
bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
Without services $100000 $00000 $0000
With services $10000 $00000 $1M+
References
Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems
Cross Selling
bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ
Additional Information
Web sitesInformation Server
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales
Integrating Information from Multiple Data Sources for More Effective and Efficient Information
Dynamic Information Infrastructure
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
8
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions
Target audience IT LOB and Application Developers
Value Proposition
For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth
Unlike Teradata Oracle and Netezza
IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo
IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future
Solution
Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0
Overview
Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight
Pain Points
bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted
or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs
of different business constituents requiring more-dynamic and balanced warehousing capabilities
Benefits
bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance
Key Questions
bull Do you need to decrease the complexity of managing the flow of information across your enterprise
bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization
bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today
bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information
Competitive Differentiators
Competes with Teradata Oracle Microsoft and Netezza
IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective
Average Deal SizePricing
Typical sales cycle to months
Small - 10 users
Medium -200 users
Large SMB
C1000 without services $K
C1000 with services and hardware
$-0K
C000 without services $K $100+K
C000 with services and hardware
$110-1K $00+K
References
Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes
Cross Selling
bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models
Additional Information
WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo
Dynamic Warehousing Turning Enterprise Data into Useful Business Insight
Trusted Business Information
9
Return to Table of Contents
Target Audience
Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government
Client profile $500M+ in revenue
Target audience IT Executives ITEnterpriseData Architects
Value Proposition
For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions
Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos
IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization
Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users
Solution
Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory
Overview
Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk
Pain Points
bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility
Benefits
IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly
Key Questions
Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does
this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization
of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because
the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business
Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product
information at all times bull In what ways could you help your business to innovate if you were able to align key
data across your operational systems such as CRM and ERP and your analytical solutions
bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects
Competitive Differentiators
Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership
that has defined the data-integration market in terms of performance connectivity SOA and capabilities
bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements
bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
Without services $100000 $00000 $0000
With services $10000 $00000 $1M+
References
Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems
Cross Selling
bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ
Additional Information
Web sitesInformation Server
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales
Integrating Information from Multiple Data Sources for More Effective and Efficient Information
Dynamic Information Infrastructure
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
9
Return to Table of Contents
Target Audience
Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government
Client profile $500M+ in revenue
Target audience IT Executives ITEnterpriseData Architects
Value Proposition
For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions
Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos
IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization
Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users
Solution
Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory
Overview
Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk
Pain Points
bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility
Benefits
IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly
Key Questions
Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does
this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization
of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because
the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business
Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product
information at all times bull In what ways could you help your business to innovate if you were able to align key
data across your operational systems such as CRM and ERP and your analytical solutions
bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects
Competitive Differentiators
Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership
that has defined the data-integration market in terms of performance connectivity SOA and capabilities
bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements
bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
Without services $100000 $00000 $0000
With services $10000 $00000 $1M+
References
Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems
Cross Selling
bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ
Additional Information
Web sitesInformation Server
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales
Integrating Information from Multiple Data Sources for More Effective and Efficient Information
Dynamic Information Infrastructure
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
10
Return to Table of Contents
call to closing the deal)Target Audience
Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences
Client profile 100 employees or more
Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers
Value Proposition
For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise
Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures
Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products
IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2
Solution
DB2 9
Overview
DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers
Pain Points
bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data
Benefits
bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and
cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system
performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability
Key Questions
bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media
required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop
new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change
bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it
Auditablebull Are you concerned about the costs of managing an increasing amount of data
Competitive Differentiators
Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)
IBM advantagesbull Increase productivity by accessing both relational and XML data within a single
request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $1K $0K $10K
With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included
References
Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform
DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server
Cross Selling
Primary Software Rational Data Architect WebSphere Process Server Workplace Forms
Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway
Additional Information
WebsitesDB 9
CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)
Data Server Driving Business Value DB2 9 and pureXML
Dynamic Information Infrastructure
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
11
Return to Table of Contents
Target Audience
Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications
Client profile 100 employees or more
Target audience CTO IT Managers IT Architect IT Database Administration Application Development
Value Proposition
For IT professionals
Who need Easy-to-maintain always-available information on demand
IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases
Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality
IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications
Solution
Informix Dynamic Server (IDS)
Overview
IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value
Pain Points
bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability
of packaged applications bull Needs to provide additional functionality or value to existing applications such as
location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions
Benefits
The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business
Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources
Key Questions
bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more
time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications
bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations
bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades
Competitive Differentiators
Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)
IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance
Average Deal SizePricing
Typical sales cycle months
Small Medium Large
Without services $K $0K $00K
With services $0K $100K $00K
References
RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six
Cross Selling
bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases
Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition
Additional Information
Web sitesIDS
CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit
Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)
The Next Generation of Informix Dynamic Server IDS Cheetah
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
1
Return to Table of Contents
Target Audience Midmarket
Target industries CPG Wholesale Distribution Retail Professional Services Mill Products
Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager
Target countries All geos
Target Audience SMB Large Enterprise
Target industries Pharma Wholesale Fab and Assembly
Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees
Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager
Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain
Value Proposition
IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses
Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future
Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future
Solution
DB2 9 amp SAP All-in-One
Overview
SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings
Pain Points
bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management
systemsbull Complex or inefficient data exchanges between marketing sales and
manufacturing
Benefits
DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP
environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database
Key Questions
bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase
productivity
Competitive Differentiators
Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)
IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can
rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance
bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks
Average Deal SizePricing
Typical sales cycle to months
Small Medium Large
0-100 users 100-00 users 00-1000 users
$10K-$0K $0K-$00K $00K-$00K
Database License is sold at 8 of total SAP Application Value (SAV)
References
bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle
Cross Selling
bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One
Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management
Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in
SAP Info May Edition 00
Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker
Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
1
Return to Table of Contents
Target Audience
Target industries All industries
Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance
Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator
Value Proposition
IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure
Solution
DB2 and Information Server
Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP
Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator
Overview
SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us
Pain Points
bull Extract information out of SAP databases to support better and quicker business decisions
bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers
and SAP instances bull Need to support more users integrate new or additional lines of business mergers
or acquisitions bull Improve poor SAP performance and provide high availability
Benefits
bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of
servers best practices in data resilience strategy joint development in DB
Key Questions
bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer
prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets
Competitive Differentiators
Competes with Oracle and Microsoft
IBM advantagesbull End-to-end solution for SAP across hardware software expertise
and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version
Average Deal SizePricing
Typical sales cycle to 1 months
Small Medium Large
SAP ERP Server storage Data Management wo services
$19000 $1000 $000
SAP BI Server storage Data Management wo services
$10000 $191000 $8000
References
Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo
AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo
Cross Selling
bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP
Additional Information
Web sitesIBM DB IM and SAPIBM SAP Alliance
Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems
Dynamic Information Infrastructure
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
1
Return to Table of Contents
Target Audience
Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities
Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive
Target audience VPCIO VPLOB IT
Value Proposition
For Organizations especially in Insurance Financial and Government
Who need To enhance operational efficiency improve decision making and address compliance issues
IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization
Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value
Solution
The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit
- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager
Overview
IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business
The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions
Pain Points
Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more
bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all
bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making
bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information
Benefits
bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents
bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service
bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates
bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates
Key Questions
bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes
bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation
process analytics workflow document management imaging electronic forms and search catalogs
bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your
electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you
putting constraints on users
Competitive Differentiators
Competes with EMC HP and Oracle
IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition
Average Deal SizePricing
Typical sales cycle 9 months
SMB LE 1000+ employees
Without services $0000
With services $00000
References
bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100
Cross Selling
bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange
Additional Information
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions
Delivering a Unified Content Process and Compliance Platform with FileNet P8
Information Lifecycle Management
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
1
Return to Table of Contents
Target Audience
Target industries Insurance Financial Markets Banking Manufacturing Telecom Government
Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server
Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals
Value Proposition
For IT leads responsible for secure intranet portals
Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere
IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine
Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition
Solution
OmniFind Enterprise Starter Edition
Overview
OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership
Pain Points
No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)
Employees spend too much time looking for information and even more time recreating information that already exists
Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories
Benefits
OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access
Key Questions
Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access
Would your organization benefit from a simpler and more-secure way of searching across these systems
Competitive Differentiators
Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)
OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino
WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)
bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages
Average Deal SizePricing
Typical sales cycle 6 to 9 months
Small Medium Large
Without services $K $10K $0K
With services $10K $0K $00K
References
Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity
Cross Selling
bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager
Additional Information
Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition
CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Increasing Productivity through Information Discovery
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
1
Return to Table of Contents
Target Audience
Target industries Telecom Insurance BankingFinancial
Secondary industries Utilities and Government
Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format
Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers
Value Proposition
DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction
Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary
Solution
Content Manager OnDemand (CMOD)
Overview
IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions
Pain Points
Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements
account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information
onlinebull Need to provide and increase adoption rate for electronic statements and invoices
Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access
Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center
volumesbull Need to reduce number of callbacks
Benefits
DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions
Key Questions
bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the
experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on
printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to
present statements on the Web
Competitive Differentiators
Competes with Documentum and Microsoft
IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams
(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors
publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB
UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution
Average Deal SizePricing
CMOD for Multiplatform $-$90K plus $0K for services
CMOD for zOS $00-$00K range plus services for installation
References
Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day
Itochu Kenzai reduces printing by 190000 pages per month
Cross Selling
DB2 Content Manager Standard Edition or Enterprise Edition
Additional Information
Web sitesContent Manager OnDemand
Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage
Leveraging Information for Business Transformation
Information Lifecyle Management
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
1
Return to Table of Contents
Target Audience
Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests
Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare
Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records
Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager
Value Proposition
For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers
Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information
IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content
Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management
Solution
Software only CommonStore for Lotus Domino or Microsoft Exchange
Software amp Hardware CommonStore eMail Archiving Preload
In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment
bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server
Overview
E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives
Pain Points
Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements
for compliance and potential litigation bull Growing number and complexity of government and industry regulations
Benefits
A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today
Key Questions
How rapidly is your e-mail growing What is your biggest challenge with e-mail
Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users
Competitive Differentiators
Competes with EMC
IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts
Average Deal SizePricing
Typical sales cycle to 9 months
Small Medium Large
Without services $8000 $000 $100000
With services $1000 $0000 $00000
References
Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore
Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels
Cross Selling
bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager
Additional Information
Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload
Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload
Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)
Managing Risk and Streamlining Compliance
Information Lifecyle Management
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved
copy Copyright IBM Corporation 2007
IBM Corporation Software Group Route 100 Somers NY 10589 USA
Produced in the United States of America 09-07 All Rights Reserved