® ibm software group © 2006 ibm corporation supersize your 2007 forms opportunities with lotus...
TRANSCRIPT
®
IBM Software Group
© 2006 IBM Corporation
SUPERSIZE Your 2007 Forms SUPERSIZE Your 2007 Forms Opportunities with Lotus Expeditor and Opportunities with Lotus Expeditor and Lotus Mobile Connect!Lotus Mobile Connect!
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What do the following IBM deals have in common?
BJ Services Alltel GAP
What do the following IBM deals have in common?
BJ Services Alltel GAP
Question:
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Answer:
IBM Forms business case and deal size increased with Lotus Expeditor and Lotus Mobile Connect!
BJ Services: $250K: offline forms based application for logistics Alltel: $250K: offline forms for field service technicians GAP: $250K: offline audit forms
IBM Forms business case and deal size increased with Lotus Expeditor and Lotus Mobile Connect!
BJ Services: $250K: offline forms based application for logistics Alltel: $250K: offline forms for field service technicians GAP: $250K: offline audit forms
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Offline Forms play
Products Involved
Helpful information
Call to action
Agenda
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Sales play: Offline Forms
Value proposition Accelerate business processes through more flexible forms – anytime, anywhere
Example Verticals Government, Insurance, Retail, Banking, Financial Markets…..
Customer requirement Create, edit, submit forms offline Integrate forms with business processes Use forms in composite apps Create complex forms that require multiple sittings
Products used Lotus Forms: For Pixel perfect forms Lotus Expeditor: For automated submission of offline forms and
inclusion of e-forms in composite applications Lotus Mobile Connect: For security-rich connectivity
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Example scenarios in Government – Social Services & Social Security
Sweet Spot
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Sweet Spot
Source for Insurance Info: Insurance Industry LOB SOA Presentation
Example scenarios in Insurance - Claims, Sales & Customer Service, Policy Administration
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Sweet Spot
Source: Scenarios from Banking Industry LOB SOA Presentation
Example Scenarios in Banking - Front Office, Customer Relationship
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Customer: Gap
Audit forms submitted offline and then synchronized with enterprise information systems
Expeditor deal size: $100K
Internal Only
Use Case: Compliance with Manufacturing Policy1. Compliance officer starts day by synchronizing forms
and data from server to laptop / tablet2. Visits manufacturing plant (Offline Access)3. Fills out forms on laptop / tablet: Stores locally4. Synchronizes at the end of the day
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Available regardless of connection End users can create, save and edit eForms locally, even
with unreliable or unavailable networks
Participate in composite apps Seamless “integration-at-the-glass” with web, rich, and/or
native applications.
Managed via existing enterprise systems Exploit existing enterprise systems such as relational
databases, Domino or host systems to manage eForms - synchronously or asynchronously
Integrate with IT processes Extract important IT data from eForms for integration into
automated processes
Forms + Expeditor = More
Markup based Forms
Pixel perfect paper replacement
Forms
Digital signatures Forms
Composition Expeditor
Disconnection Expeditor
Managed Expeditor
Integration Expeditor
eForm
Play enabled by Forms + Expeditor Integration
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Offline Forms play
Products Involved
Helpful information
Call to action
Agenda
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Enterprise Access Products in the Play
Lotus Expeditor *
• Server-managed client platform for semi-connected apps
urole-based
SOA Based
Process
driven
in context
services
Lotus Mobile Connect **
• Mobile VPN for secure roaming and access
* Lotus Expeditor: new name for WebSphere Everyplace Deployment, (Nov ’06 release). ** Lotus Mobile Connect: new name for WebSphere Everyplace Connection Manager, (Nov ’06 release)
* Lotus Expeditor: new name for WebSphere Everyplace Deployment, (Nov ’06 release). ** Lotus Mobile Connect: new name for WebSphere Everyplace Connection Manager, (Nov ’06 release)
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Forms + Lotus Expeditor + Lotus Mobile Connect = Bigger Market Opportunity, Larger Deal Size
$M 2005 2006 2007 2008 2009 CAGR
Forms 361 422 479 539 602 13.6%
Mobile Middleware 682.4 862.3 1,043.1 1,219.7 1389.8 21%
More Customers, Bigger Deal Size
Market Opportunity
IBM is one of the only 2 vendors with positive rating from
Gartner in this market
Deal sizes increase by 70% Deal sizes increase by 70%
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IBM Lotus Expeditor
IBM’s strategic server-managed client platform infrastructure Open standards-based alternative to Microsoft .NET client and Visual Basic
Client integration platform for laptops, desktops, kiosks and mobile Extends composite applications (Portal, Forms, etc) Aggregates a variety of application types in a single client view (eg Portlets,
Microsoft ActiveX, Host terminal apps, Native, Windows, Swing and others)
Provides anytime/anywhere access in semi-connected environment
Strategic to WPLC as standalone product and as the foundation for: Lotus Sametime 7.5, Lotus Notes 8 … and more!
Rich Client
Mobile Clients Composite Apps
Managed Eclipse / Web-
app based client
ERP
CRM
Customer Service
Collaboration
Inventory, Logistics
Supply Chain
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Lotus Expeditor: End to end Server Managed Client
Semi-Connected
Support
IT Data CenterDesktops, Laptops, Kiosk’s, PDA’s* …
Back- End Services
to
SOA Managed
Client
ExpeditorServer
Expeditor Client
SOA Managed Client Platform
~
Operates Connected or
Offline
* Portal Administered Client not available on PDAs
PORTAL
SERVER
/
APP
SERVER
Think: “Replication”Think: “Replication”
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Browser
Portlet Factory
Lotus Mobile Connect
Secure Connectivity
User authentication
Data encryption
SecureVPNs
Optimized access
IBM’s security-rich mobile VPN
Seamless cross-network roaming Secure wireless & wire line roaming to over 40+ networks Proven ROI - least cost routing & data optimization
Security-rich end-to-end connection to corporate intranets Strong authentication and support for RSA Secure ID End-to-end encryption- DES, Triple DES, RC5 and AES FIPS 140-2 certification
Scalable and Reliable Supports gateway clustering, and can distribute across
multiple sites
Used Worldwide today by IBM mobile workers!!
Sametime
Sametime
Notes “Hannover”
Expeditor
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Lotus Mobile Connect: Security-rich Mobile VPN (Virtual Private Network)
IT Data CenterDesktops, Laptops, Kiosk’s, PDA’s* …
Back- End Services
to
Mobile Connect Clients
Mobile Connect Client
Mobile Connect Clients
PORTAL
SERVER
/
APP
SERVER
Mobile Connect Server
Security-rich VPN
FirewallFirewall
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Competitive Differentiation vs. Microsoft .NET
Expeditor More sophisticated composite apps -> More responsiveness
Aggregate a variety of sources (ActiveX, Swing, Eclipse SWT, Host Access and others..)
Based upon open standards -> No vendor lock in plus reuse of developer skills
Support variety of platforms (Linux, Windows, Windows Mobile etc) –> More flexible
Apps portable between platforms and backward compatible -> Lower maintenance and support cost
Mobile Connect World class encryption (FIPS 140-2 certification) Seamless Roaming
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Offline Portal play
Products Involved
Helpful information
Call to action
Agenda
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Lotus Expeditor Enterprise Server 6.1 Server Part # D59R7LL: $600 (VUE) = $60,000 per processor Provisioning Server / Middleware Gateway No Limitation # clients / server (1000:1 Recommended) No client licenses includes
Lotus Expeditor Starter Server 6.1 Server Part # D59MELL: $30 (VUE) = $3000 per processor Provisioning Server / Middleware Gateway Limitation of 25 authorized users accessing the server
Lotus Expeditor Client Part # D59MILL: $98.75 per authorized user Client Code Runs on Desktop, Laptop, Tablet Includes Toolkit Includes Device Runtime Environment
Lotus Expeditor 6.1 Packaging / Pricing
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Lotus Mobile Connect Server 6.1 Server Part # D59QKLL $50 (VU) = $5,000 per processor Connection Manager Gateway No Limitation on # of clients / server (1000:1 Recommended with no usage data)
Lotus Mobile Connect Client Part # D59QLLL $85 per authorized user
Client Code runs on Desktop, Laptop, Tablet, Mobile devices
Lotus Mobile Connect 6.1 Packaging / Pricing
VU= Value Unit
Authorized User: An authorized user is one and only one individual (named or unnamed) within or outside your enterprise
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Lotus Expeditor Helpful Resources
Fast and easy overview Product Page Sales Talk
Features and benefits Sales and Marketing Kit
Pitch to prospects Offline Portal Customer Pr
esentation Offline Forms Customer Pr
esentation Mobile Access Customer P
resentation
Customer education tools Webcast Press Release
Current collateral for sales call Product Page Data Sheet Offline Portal Mobile and Enterprise Acc
ess Whitepaper
Competitive resource Competitive Information
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Lotus Mobile Connect Helpful Resources
Fast and easy overview Product Page Sales Talk
Features and benefits Sales and Marketing Kit
Pitch to prospects Mobile Access Customer P
resentation Offline Portal Customer Pr
esentation Offline Forms Customer Pr
esentation
Customer education tools Video Webcast
Current collateral for sales call Product Page Data Sheet Sametime + Mobile Connect
Flyer Offline Portal Flyer Mobile and Enterprise Access
Whitepaper
Competitive resource Advantage over traditional
VPN
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Sales and FTSS resources
Expeditor / Mobile Connect Sales FTSS
WW Lisa Blalock/Austin/IBM David Dutcher/Austin/IBM
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Offline Portal play
Products Involved
Helpful information
Call to action
Agenda
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Look at your Q4 pipeline for Forms Sweet spots include Government, Insurance, Retail, Banking, Financial Markets
Deal sizes increase by 70%
Ask the following questions Do you have multiple branches, creating and accessing forms that need to be submitted to
and integrated with centralized data center?
Would you like to increase the response times and as a result end user productivity while creating and accessing forms?
Do your employees need to operate in disconnected or poorly connected environment?
Do your employees need mobile access to forms?
… and SUPERSIZE Your 2007 Forms Opportunities with Lotus Expeditor and Lotus Mobile Connect
Call to Action
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