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© 2009 IBM Corporation

IBM Software Group

IBM Industry Frameworks

Overview for IBM Business PartnersMeenagi Venkat VP , Worldwide Industry Frameworks Sales, SWG

February 2009

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IBM Software Group

Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation

Energy and the Environment

IndustryDriven Growth

New Enterprise Compute Model

GrowthMarkets

Industry Frameworks - 2009 Major Cross-IBM Growth Initiative

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What Do Our Customers Want and Need

Understands My Company and Problem

Time to Value

Relevant Expertise

Resources Strategy

LOB Execs IT Execs IT Mgmt Procurement

68%68%

52%52%

41%41%

13%

9%

13%

8%

10%

14%

5%

19%21%

26%26%

24%24%

27%27%

30%30%

Customers are asking for:Increased flexibility

Faster time to value

Reduced risk

Industry-specific skills and offerings

More modular offerings and solutions

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IBM SWG Industry FrameworksAn integrated Industry Solutions Portfolio that drives differentiation by linking Business with IT

Strategic Business DriversStrategic Business Drivers

Industry SolutionsIndustry Solutions

Industry FrameworkIndustry Framework

SOA Foundation & SOA Foundation & InfrastructureInfrastructure

Technology Platforme.g. Tools, Runtime, Storage

Industry extensions

IBM & Partner IP

Customer Requirements

An Industry FrameworkA software platform based on business-area usage patterns, and includes:

Industry-specific extensions

Business & technology standards

Partner Ecosystem

Based on SOA

An Industry SolutionSolves a client's business problem through:

Industry and subject matter expertiseDefined IP, apps, tools and methodologiesPartner ContentGlobal Delivery Model

GovernanceGovernance

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IBM is Establishing a Standard Taxonomy around Industry Solutions and Frameworks

Industry FrameworksIndustry Solution Maps

Front Office Optimization

Risk & Compliance

Respond to Changing Regulatory Respond to Changing Regulatory Requirements To Ensure Capital Requirements To Ensure Capital

AdequacyAdequacy

Improve Risk Management to Ensure Improve Risk Management to Ensure Regulatory Compliance & Operational Regulatory Compliance & Operational

ControlsControls

Drive Organic Growth to Deliver Increased Top Drive Organic Growth to Deliver Increased Top Line RevenueLine Revenue

Payments Framework/ Fin Services (PFFS)

Back Office Operations

Modernize & Standardize Legacy Systems For Cost Modernize & Standardize Legacy Systems For Cost Containment & Increased EfficiencyContainment & Increased Efficiency

• Customer Care & Insight

• Multi-channel Transformation

•Branch•Self Service•Contact Center•Channel Integration

Workforce Effectiveness

• Core Systems Transformation

• Lending• Credit Risk

Collections• Back Office

Integration• Payments

Financial Risk Management

Operational Risk Management

Governance and Compliance

Financial Management

• Business Performance Management

• Finance Transformation

• Business Risk Management Enterprise Risk Management

Enable organization to manage talent & Enable organization to manage talent & maximize performancemaximize performance

Customer Care & Insight (CCI) Framework

• Workforce Performance

• Workforce Development

• Workforce Collaboration & Knowledge Management

• HR Strategy & Transformation

Infrastructure: servers, storage, communication networks & associated services

SOA Foundation

SWG and GBS are building and selling our solutions aligned with existing S&D solutions

Banking Customer Care & Insight FrameworkBanking Customer Care & Insight Framework

Infrastructure: servers, storage, communication networks & associated services

Industry ExtensionsIndustry Extensions

Customer Care & Insight SolutionCustomer Care & Insight Solution

•Existing Assets today:•Branch Reconfiguration•Web Accessibility•SONATA

• Mapping and integration of InfoSphere MDM Server to IFW models

• Cognos risk adjusted profitability blueprint

• Extension of logical BDW models, physical models and mapping customer domain and data integration to BDW

• Customer Information Optimization• Insight Optimization• Customer Marketing Optimization

• Assets to come:•Know Your Customer (KYC)•Customer Information File (CIF)•Up Sell/Cross Sell •Preferences, etc.

• InfoSphere Warehouse

• InfoSphere MDM Server

• Enterprise Content Mgmt.

• Information Server• IBM Cognos

• Business Services Fabric

• Process Server• Business Monitor• Application Server• Enterprise Service Bus

• Data Modeler• Software Architect

• Access Manager• Identity Manager

• Forms

• Customer Sales Optimization• Customer Service Optimization• Customer Compliance & Fraud Optimization

Information Mgmt. WebSphere Rational Tivoli Lotus

Target ISV EcosystemTarget ISV Ecosystem

IBM Assets

Key Components from SOA Foundation

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Smart Customer Care & Insight Solutions Delivered by IBM and Its Business Partners

Infrastructure & Governance

IBM Banking Customer Care & Insight Framework

Business PartnersCustomer Care & Insight Solutions

Rapid Development & Integration Process Flexibility Master Data

Management

Transparency & Tracking

Customer Analytics & Intelligence Channel Integration

Compliance Process OptimizationCustomer Insight Optimization

Sales Process Optimization

Marketing Process Optimization

Customer Information Optimization Service Process Optimization

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The Industry Frameworks Partner Validation Program Created an opportunity for Key Partners to Align

Announced at IMPACT in May 2008Retail: Retail Integration Framework (Retail Framework)

Telco: Service Provider Delivery Environment (SPDE)

Healthcare: Health Integration Framework (HIF)

Banking & Finance: Payments Framework for Financial Service (PFFS)

Industrial: Product Development Integration Framework (PDIF)

Additional Validations Projected to Launch in Q2 09

Government: Network Centric Operations (NCO)

Insurance: Insurance Process Acceleration (IPA)

Click the image get started!

ibm.com/isv/tech/validation/framework

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The Program Objective is to Prove pre-integration and Focus on Marketplace Success

1. Industry Specific Technical Criteria

2.Validate pre-integration is Complete

3. Promote Value of Partners

as Framework Assets

Key Framework Building Block

WebSphere Application Server

DB2

WebSphere ESB

WebSphere Portal Server

Lotus Sametime

Key Framework Building Block

WebSphere Application Server

DB2

WebSphere ESB

WebSphere Portal Server

Lotus Sametime

Industry Specific Electives

All IBM SOA Foundation productsWebSphere Transformation Extender (WTX)

–Heath Pack – HIPAA EDI–Health Pack – HL7–Health Pack - NCPDP

Other Tivoli products

Industry Specific Electives

All IBM SOA Foundation productsWebSphere Transformation Extender (WTX)

–Heath Pack – HIPAA EDI–Health Pack – HL7–Health Pack - NCPDP

Other Tivoli products

+ +SOA Requirement

Connect

Extend

Exploit

SOA Requirement

Connect

Extend

Exploit

HIF Example:

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Industry Framework Ecosystem Support Process

IBM has Built Industry & Framework Specific Skills to Assist Business Partners

Identify Evaluate Recruit Enable Market Sell

Tech Talks Sales ReadinessEnablement & Validation

IBM Developer Relations– Leverages existing IBM relationships to ease complexity for Business Partners

New New New

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IBM’s Strategy is to Provide An Extensive Partner Ecosystem complimenting our Software Capabilities

The SPDE Partner Program targets specific business functions

Network Equipment Providers

OSS/BSS

Value Added Services

Service Innovation

Service Creation

Service Execution

Service Integration

Service Management

Customer/ Partner Mgmt

Representative ISV’s

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Industry Specific Electives (1 point)

WebSphere Application Server -SIP WebSphere IMS Connector WebSphere Presence Server WebSphere XDMSWebSphere Telecom Web Service ServerWebSphere Business Services Fabric WebSphere Process Server WebSphere ESB with Media ExtensionsInformation ServerDB2Rational Software Architect

Validate Who is a SPDE Framework Partner? …….Easy as ABC

+

Partner fulfills industry specific technical criteria (A & B & C)

Commits to build interoperable SOA applications on IBM software

Get validated with 3 points (A column worth 2 points, B column worth 1 point)

+SOA Validation

Connect (scenario 1)Extend (scenario 2)Exploit (scenario 3)

Key Framework Building Block (2 points)

WebSphere Application Server 6.1 or above (SOA validation Scenario 2 or 3)WebSphere Process Server 6.0(SOA validation Scenario 2 or 3)

Tivoli Netcool Omnibus

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Specific Marketing Benefits for Industry Framework PartnersBase Benefits to Start , Then Scale as Market Success Scales

Performance based benefits:

Joint GTM planning & execution

Pre-sales team support for lead generation

Joint Value Proposition brochure

Joint demo

Podcast

Technical Advisory Councils

Sales Summits

Lunch & Learns

Benefits Upon Validation:

Preference in SOA Business Catalog(checked as IF partner)

Welcome kit: brochures & certification

Assigned Technical support resources

Assigned Marketing Resource Manager

Feature in Business Partner Application Showcase

Promote in the IBM Sales Wiki and External customer web-page

Announcement to IBM Sales teams

“Ready for Retail Integration Framework”logo (only for Retail Framework) or Promotion in Validated ISV Page

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High Level Overview of Program Validation Process

Partner Submits Nomination (GSD)Determine Product / Solution Scenario to be validated

– Fill out the validation requirement document – Conduct “Tech Talk” with IDR e-architects (as required)

Plan and complete enablement (as required)Perform and Complete Validation Test

- On-site (IBM Innovation Centers) or - Remotely using Partner's testing environment- Leverage existing Ready for Programs

Complete Framework Validation ProcessFill out SOA Business Catalog Upload From & sign online agreement for Catalog posting

What IBM products to validate?

Enable solution on products

Validate

Receive Framework Validation

Certification

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Sales Enablement for Industry Framework ISV’s Critical Success Factors to Successful Joint Revenue

Sales Readiness

JointMessaging

JointJointMessagingMessaging

JointDemo &Ref Arch

JointJointDemo &Demo &Ref ArchRef Arch

Engagement Model

Engagement Engagement ModelModel

Sales & Technical Education

Sales & Sales & Technical Technical EducationEducation

Customer EngagementsCustomer Customer

EngagementsEngagements Wins & References

Wins & Wins & ReferencesReferences

1 4 5 62 3

Build/EnableValidation

Build/EnableValidation

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Joint Messaging: Seller’s Quickview sampleFocus: Educate IBM Sales on ISV Capability in Framework

Sample ISV Quickview

ISV IDR Technology Lead

Norman KornTechnical Enablement

Dean TrillingWW Retail Integration Framework Sales

Key Contacts

ISV IDR Technology Lead

Norman KornTechnical Enablement

Dean TrillingWW Retail Integration Framework Sales

Key Contacts

Starburst OpportunitiesTypical

WebSphere Central Site Server

WebSphere Remote Server

IBM Framework Solution Components (SWG, GBS & STG)

DB2 for POS devices

WebSphere Process Server

WebSphere Message Broker

Starburst OpportunitiesTypical

WebSphere Central Site Server

WebSphere Remote Server

IBM Framework Solution Components (SWG, GBS & STG)

DB2 for POS devices

WebSphere Process Server

WebSphere Message Broker

Ready for Retail Integration Framework

Ready for Store Integration Framework

Ready for SOA

IBM Validations

Ready for Retail Integration Framework

Ready for Store Integration Framework

Ready for SOA

IBM Validations

Extensive cross-border functionality supporting foreign currency, tax rules and Unicode to enable worldwide language requirements

Standard functions i- advanced discounts, promotions, mix & match pricing ,advanced security features and centralized transaction recall to help reduce fraud and increase returns accuracy

Superior back office cash management functions

ISV Unique Value Propositions

Extensive cross-border functionality supporting foreign currency, tax rules and Unicode to enable worldwide language requirements

Standard functions i- advanced discounts, promotions, mix & match pricing ,advanced security features and centralized transaction recall to help reduce fraud and increase returns accuracy

Superior back office cash management functions

ISV Unique Value Propositions

Solution Summary

ISV Application is a J2EE solution that gives retailers unlimited flexibility to deploy a single set of business logic to a broad range of devices. ISV Application can be easily configured to address unique retail business requirements, enable real-time connectivity with enterprise applications and integrate seamlessly with other store technologies and systems.

Solution Summary

ISV Application is a J2EE solution that gives retailers unlimited flexibility to deploy a single set of business logic to a broad range of devices. ISV Application can be easily configured to address unique retail business requirements, enable real-time connectivity with enterprise applications and integrate seamlessly with other store technologies and systems.

Customer B

Customer A

Customer Examples

Customer B

Customer A

Customer Examples

POS Register

Enterprise Systems

In-Store Processor

TE Client PlatformTE Swing Client

JPOS drivers

Display

Scanner Keyboard

Printer

ITM Agent

WebSphere Client

RMA General

Agent

JMX

JMX

Store Server POS Server

???

Inventory Mgmt

??????

???

Back Office

???

RMI

Fail over

J M S

JDBC TSA

TSA

Store Server

DB2

IBM Component

WebSphere App Server

MQ

RMA Master Agent

ITM

TCM

POSImage

WRS

CentralizedReturn

Fail over

J M S

TSA

TSA

DB2


MQ

TECConsole

TCM

Softwarepackages

WRS Central Site Server

Head Office ServerThirdPartyApps

IRES

Head Office Server

LoyaltyProgram

JDBC

Legend:ISV Component

POS Register

Enterprise Systems

In-Store Processor

TE Client PlatformTE Swing Client

JPOS drivers

Display

Scanner Keyboard

Printer

ITM Agent

WebSphere Client

RMA General

Agent

JMX

JMX

Store Server POS Server

???

Inventory Mgmt

??????

???

Back Office

???

RMI

Fail over

J M S

JDBC TSA

TSA

Store Server

DB2

IBM Component


MQ

RMA Master Agent

ITM

TCM

POSImage

WRS

CentralizedReturn

Fail over

J M S

TSA

TSA

DB2


MQ

TECConsole

TCM

Softwarepackages

WRS Central Site Server

Head Office ServerThirdPartyApps

IRES

Head Office Server

LoyaltyProgram

JDBC

Legend:ISV Component

One Page/ Quick View

Industry Segment

SpecialtyBig Box RetailGrocery

Industry Segment

SpecialtyBig Box RetailGrocery

Logo

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Joint Messaging: Part Fact Sheet sampleFocus: Customer Facing, Convey Joint Business and Technical Value

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Telco - SPDE Partner Program Marketing Activities Update

Collateral

MWC Business Partner Connection EventWednesday, February 18th, 200917h30 – 19h30IBM Barcelona Innovation Center (10 minutes bus ride with bus provided from MWC event center)

IBM & Comverse Join Customer Networking Event

February 17th, 19:30/22:30

Joint Solution Announcement and PressLive Sandbox offering to promote IBM Rational & WS Presence & XDMS to their developersExecutive meeting planed

• Progress Software to be one of the speaker at IBM booth• Feature validated partners in IBM SPDE press• Other partner press: Progress SW, Traffix, Choardiant, Global Bay, etc.• Partner meetings

SPDE Partner Wiki Created

10 Business Solution Power Sheets created & working on moreJoint Sales Presentations – BroadSoft completed and multiple in progressJoint Solution Brochures – Amdocs completed and multiple in progress

Other Activities

Education of key partners for IBM team are being scheduledContinue to execute partner validation and increased focus to support partners in China Execute partner sales wins, references Leverage IIC centers to promote partner solutions

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Get Started Today!

Learn more about IBM Industry Frameworks: – Ask your Technology Managers, Alliance Managers or BDEs

or the Program Manager if you need help

Request a free Tech Talk with our Technical Consultants– https://www-

304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/ondemand_consult.html

Validate your solution on IBM Industry Frameworks– http://ibm.com/isv/tech/validation/framework/index.html

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谢谢！

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