gain maximum benefit from channel technical professionals and the technical programs

© 2013 IBM Corporation / Confidential

Gain maximum benefit from channel Technical Professionals (CTPs) & the technical programsMay 8th, 2014 Colm KenneallyBusiness Analytics Mid Market & Partner Enablement

© 2013 IBM Corporation

Agenda

Current Express Product and options (including CDM)

Cognos Express Planner and CDM Demo

Channel Programs

How CTPs can help

2 IBM Confidential


Cognos Express – current offerings

Express 10.2.1 launched October 2013– Fix Pack 1 released April 2014

Closer to latest Enterprise BI and TM1 functionality

Simplified licence roles– PM User– BI User

Cognos Disclosure Management Express licencing– No Express software version – same installation as Enterprise CDM– Limit of 25 users– No XBRL support– Great to demo – Xcelerator/Planner data flowing through to CDM output

3 IBM Confidential


IBM Cognos Express – NEW CapabilitiesIncreasing Business Value…

Improved Visualization Experience

Extended Mobile Support

Integrated Scorecarding Capabilities

Richer Support for Microsoft

Additional enhancements

o TM1RunTio IBM Dynamic Query Analyzer (DQA)o Operations Console

A broader, more extensible platform

o Cognos Disclosure Management(CDM)

o Cognos Software Development Kit(SDK)

o Cognos Controller


The problem

Contributors

Approvers

Report Consumers

Reviewers

DocumentManagers

Corp Consol

ERP

Legacy Systems

ExistingSource Systems

Corp GL

Interface

Spreadsheets

Paper Reports

Interface

Tools & processes no longer sustainable

Various Required Reports

EDW data

BI data


The solution - CDM

Corp Consol

ERP

Legacy Systems

ExistingSource Systems

Corp GL

Global data collection

Analytic Data Management, SynchronizationIBM Cognos FSRIBM Cognos TM1

Report Types

User Management, Workflow, Process Control

Contributors Approvers Report ConsumersReviewers DocumentManagers

EDW

BI


What makes CDM unique?Direct data connectivity (incl. TM1 and BI data) with real time

updates

Report lifecycle management (protocol and methodology to manage reports from beginning to end)

Report lifecycle governance (audit trail)

Holistic solution that supports many worldwide tagging requirements

CDM IS NOT a point solution

CDM IS a market-leading platform for report production management


What reports can CDM produce?

The list is long. Common high-value examples:Financial Statement Reporting

Management / Board books

Legal Exposure Notes

Treasury Management

Regulatory Reporting (including XBRL)

Carbon Disclosure Reporting

….and many more


CDM Express

Additional Notes:

• For customers with BI Express or PM Express, the customer must buy the CDM Express Connector in addition to CDM Express Admins and Users

• For customers with the Cognos Complete Connector, the customer needs to just buy CDM Express Admins and Users

• At least one CDM Express Admin is required; CDM Express users may perform all other tasks except administrative

• CDM Express is limited to 25 users max; at >25 users customers must buy the CDM Starter Server, but may use existing express users on full CDM (including Admins)

• For regulatory reporting requirements, customers should look at Standard CDM pricing. XBRL is not available for CDM Express

• Data aggregation not offered with CDM Connector; already available via PM Connector

© 2013 IBM Corporation10 IBM Confidential

Channel Programs

Partner Program: – Technical skills program specifically targeted at enabling key focus partners in

new areas, with the specific intention of growing revenue

OpenTEC: – First-of-a-kind program to allow BP-provisioned PoTs to drive significant

increase in Channel SW Sales opportunities

Project Cooper: – Best practice program to fast-track skills transfer to Business Partners

Techsales Partner support– Primary Techsales contact

Enablements– General and individual enablements for Business Partners


Partner First Program


Brand Development Plan example


OpenTECa new presales platform


What is OpenTEC


What is OpenTEC?

• Exclusively for Business Partners and IBM GBS• Easy-to-use, self service capability• Service in place to compliment existing process

Cloud-based access to European

TEC services

• Event management• Asset provisioning and deploymentTwo Components

• Most recent (Cross-Brand) SW Pre-Sales Assets• Instant Single Asset Image for Software Demonstration• Certification for BPs to deliver IBM PoTs independently

What’s Available?

http://www-01.ibm.com/software/uk/hursley/technical/tec/


What is OpenTEC?

• Proofs of Technology (PoTs)What can you

show using OpenTEC?

• PoTs are a step in the Sales Cycle• …they are NOT a Silver Bullet• Use as part of Establishing and Enhancing Credibility

Where do PoTs fit into the Sales

Cycle?

• One-to-One as part of an Opportunity• One-to-Many In a Demand Generation Event• When You Want To Differentiate From Competition

When would you use OpenTEC?


Purpose: What is a Remote Proof of Technology (PoT)?

A PoT is more than just a demonstration

Unlock the Client’s imagination

A PoT is available from almost anywhere


Purpose: How do PoTs enhance Selling?

They enhance your credibility

They illustrate Proficiency and Solution Effectiveness

PoTs are a key set of presales tools from IBM that will Help You Sell More


What OpenTEC is NOT

PURELY AN ENABLEMENT

TOOL

AVAILABLE TO ANYONE

A “SILVER BULLET”A POC TOOL


Limitations to OpenTEC

IF YOU’RE RUNNING AN

EVENT, YOU’LL NEED TO RUN A

BANDWIDTH TEST

YOU’LL NEED INTERNET ACCESS

VMWARE IMAGES ARE

CONFIGURABLE, BUT NOT

EDITABLE (IT’S NOT A POC

ENVIRONMENT)


Summary: OpenTEC Benefits

Cloud-Based Tool to enable

BPs to provision IBM PoTs almost

anywhere

PoTs will Help You Sell More

OpenTEC can be used in One-to-

One or One-to-Many Events


Functional Overview

Interface: Mobile Application*

Use: Event Booking & Management

Currently only available on Android for BPs


Interface: Web-Based Portal

Use: Event Booking & Management;

for Event Attendees to access the

PoT

Functional Overview


Getting Access

• User ID and Password is generated for individual Partner users – it is not a group login!

• Multiple individuals from the same BP can be given Access

Partners Request Access Through IBM Associates,

Partner Reps or by emailing [email protected]

• BP must be SVP Auth. to access PoTs in Product Group• Once authorization is confirmed by IBM Associate / Partner

Rep, User ID and Password is generated

Authorisation for Access to OpenTEC

• Access is offered with a 30 Day Activation Period, during which time the Partner should run an internal or customer event using an IBM Asset to complete activation.

30 Day Activation Period


Getting Enabled

• A guide to getting started with OpenTEC will be sent to you along with your User ID and PW

Quick Start

• Your IBM Associate or Partner Rep. will work with the OpenTEC Team to schedule user training

Training Session

• To deliver a PoT as an Event, you must click “Certify Me” in the OpenTEC Portal. Your IBM Associate or Partner Rep. will complete a checklist with you to get you certified.

Getting Certified


Partner Criteria

Partners joining OpenTEC must have:

SVP Authorisation (to Access a PoT, you must be certified as an IBM Reseller in the relevant Product Group)

Experience in delivering Software Demonstrations/PoTs to clients

A good relationship with IBM SWG Technical Sales Teams

A potential pipeline of PoT engagements throughout 1H 2014 continuing into 2H 2014

Availability for OpenTEC application education (1.5 hours max.)

Willingness to be trained/approved by asset owners on individual PoT delivery (where required)

Willingness to initially use assets in English

Sufficient Bandwidth to host PoT Events


Asset Status by Brand• 19 assets in Pipe line• 96 Assets in OpenTEC, 25

approved by SME


Collaborative solutions

4

Rational

7

Security

5

WebSphere

15

29

C&SI

14

Information Management

9

Industry Solutions

5

Business Analytics

52

Asset usage by Brand


Feedback from potential users

We will discuss an internal process on requesting

asset availability.

SCC

The certification for teaching PoT makes me comfortable we are

delivering the best possible class.Choose Portal

Cannot wait to use the system – it is going to

completely change the way we run our business.

Cenit AG

The simplicity of the system is key in

encouraging utilisation.

IBM GBS

The speed of accessing the OpenTEC PoT Image in

Germany is surprisingly quick.IRIS ICT


Project Cooper


Project Cooper benefits


BA Experience Workshops

Business Simulation provides “a day in the life” example of Management using “Business Analytics”

Introduces The Performance Management Framework and the PM Manager book with a clear, pragmatic approach providing a common language and unifying map for effective alignment between IT and the business

Experience Business Analytics for Business

Impact

Experience Business Analytics for Business

Impact


Driving Smarter Decisions for Better Business Outcomes

Through the strategic application of Business Analytics Software

• Cut Costs• Improve Profits• Drive Cash Flow• Manage Risk• New Opportunities• Compliance & Governance

© 2013 IBM Corporation35

How are we doing?

IT

SALES

MARKETING

CUSTOMERSERVICE

HR

OPERATIONS

PRODUCTDEVELOPMENT

FINANCE

How we are doing?

Why?

What should we be doing?


?Decide & Act

How are we doing?

Reports Real Time Monitoring

Immediate Insights

Scorecards & Dashboards

Immediate Insights to Business Performance


Sample agenda Business Analytics Experience Workshop @ Customer X

09.00 Welcome/ Introduction

09.10 Brief Overview / Introduction to the Workshop

09.30 Business Simulation Q 1

• Review Finance and Market Characteristics

• Analysis & Definition of Management Strategy

• Set prices and R&D Strategy

11.00 Business Simulation Q 2

• Review Performance and Sales tactics

• Adjust Marketing and Sales strategy

12.00 Evaluation of Results & Summary

12.15 Discussion & Questions

12.30 End of Simulation Workshop


Enablements

AnalyticsZone.com– For all our customers and partners

• Download Cognos Express trial version• Cognos Insight sample projects• RAVE visualisation examples

Partnerworld– Demos– Presentations– Competitive Information

– Practice Accelerator Trainings– Purpose

• Participants will learn about the TM1 Implementation process through training modules organized around the TM1 BASIM Implementation method.

• Through a series of presentations, discussions and hands-on exercises based on a case study, participants will learn how to apply the most important set of implementation skills & methods to ensure a successful client go-live .

38 IBM Confidential


Colm Kenneally IBM United KingdomClient Technical SpecialistBusiness AnalyticsMid Market & PartnerEnablement

Phone +44 7977 415 147

[email protected]

gain maximum benefit from channel technical professionals and the technical programs

Technology

ibm pots

ibm corporation opentec

cdm express users

ibm corporation purpos

cdm express connector

cdm express admins

administrative cdm express

cdm cognos express planner