Industry Solutions

Overview of Industry Solutions

Melinda Matthews

© 2013 IBM Corporation

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Agenda

Industry Solutions Overview• Smarter Cities

• Smarter Content

• Smarter Commerce

Security

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Where do we fit?

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Industry Solutions Umbrella

Building and delivering solutions to new markets and new buyers

Line of Business Leaders

Industry Solutions Integrated by Design

Big Data & Analytics

Mobile Social Cloud

Smarter Commerce

Smarter Workforce

Smarter Cities

Client-Driven Capabilities and

Platforms

CMO CPO CIOCFOCHRO CRO Mayors

Market-Leading Capabilities

Expert Integrated System

Predictive Cognitive

Smarter Analytics

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IBM Smarter Cities

Acceleration on the Road to Smarter Cities

Cities are under increasing pressure

Leaders Deliver

CitizensDemand

Lifestyle,Health

Economic Vitality,Education

Water,Energy, RoadsSafety

ProsperityOpportunityConvenienceSecurity

Under Increasing

PressureComplexity

GrowthIncreased

Threats Aging

InfrastructureDeclining Budgets

Fast Paced IT

LandscapeSocialCloud MobileBig Data &

Analytics

EnergyGovernment HealthcarePublic Safety Transportation Water

Planning and ManagementDesign and implement a city plan to realize full potential for citizens and businesses; while efficiently running daily operations

InfrastructureDeliver efficient fundamental city services that make a city desirable for citizens

HumanProvide effective services that support the economic, social and health needs of citizens

Leaders are innovating across services to create strong differentiating identities that attract citizens and businesses

Enables leaders to better serve citizens and businesses in a rapidly

changing world

Leveraging information to make better decisions

Anticipating problems to resolve them proactively

Coordinating resources and processes to operate effectively

Helping to drive economic prosperity and community vitality

InfrastructureHuman

Planning and Management

We understand the unique needs of buyers across the city and have an expansive solution portfolio

Solutions

Business Partner Solutions

Smarter City Operations

Consulting and Services, Advanced Research, Workload Optimized Systems and Flexible Delivery Models, IGF

City Planning and operations insight

Law enforcement and public safety

Building management

Planning and Management Infrastructure Human

Transportation management

Water management

Utility Network management

Asset Management

Smarter Social Programs

Smarter Care

Educational outcomes

• City Mayor and Deputy Mayor• COO, CFO and CIO• City Manager• Police / Security Agency Command

Staff • Fraud Investigators (Banking & Ins)

• Head of Social Programs• NGO Leaders• Minister of Health, Regional and

Local Health Authorities• Chief Medical Officer• HC Payers and Providers

• Public & Private Energy Utility CIO • Department of Water Executive Public/Private• Transit Ops. & Planning Manager Public/Private• Director of Regional Transport Authority• Ministry of Conservation• VP of Facilities Operations

A portfolio grounded in analytics and marketing leading capabilities

Line of Business Leaders

Industry Solutions Integrated by Design

Big Data & Analytics

Mobile Social Cloud

Smarter Cities

City-specific Capabilities, Systems, and Services

Ministerof Health

Chief of Police

Mayor

Market-leading Capabilities Business Partner Solutions

Retrospective Real-time Predictive

Head of Public Works

Utility GM Head of Social Programs

City Planner

Expert Integrated / Workload Optimized Systems

Consulting and Services, Advanced Research, IGF

Leadership position

Analysts declare IBM Smarter Cities market leadership

“The breadth and depth of capability in software and services is

probably unmatched in the market.”

IBM brings all the pieces of the Smart City puzzle together

“IBM’s continued investment in R&D, products, and city engagements has allowed it to maintain its

leadership position despite the growing number of heavyweight competitors.”

Ranked #1 among Smart City suppliers

Unmatched capabilities

“IBM leads the way with integrated solutions combining state-of-the-art hardware,

software and services.”IBM is the next “game changer” in

Smart Cities business

Game changer

$1.565 trillionmarket opportunity by 2020*

Double digit growth (CAGR)3X the traditional IT opportunity

HUGE opportunity and growth in Smarter Cities

*Source: Frost & Sullivan Mega Trends: Strategic Opportunity Analysis of the Global Smart City Market (Aug 2013)

IBM Business Partners are essential in delivering capabilities to help leaders create Smarter Cities and achieve desired outcomes

What’s in it for YOU?

• Rock-solid Solutions bundled into 1 Partner Number

• Developed through over 2500 customer engagements

• Expands opportunities with existing clients• Land and Expand – get one use case deployed,

sell more• Leverage Your Existing Skill Base (upsell synergist

solutions) • Expand relationships from IT to Line of Business• Public and private sector opportunities – not just a

“cities”• New solutions being added every quarter • Services at least 3:1 to software• Make money on opportunity identification & resell• Make money on services • Vast untapped market• An IBM direct sales team very interested in

engaging with those who have industry expertise.

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Getting started as a Business Partner with

Bookmark and visit the Smarter Cities Page in PartnerWorld (don’t miss: sales kits & webinar replays)

Sign-up for Monthly Business Partner Enablement Call Click Here for Intelligent OperationsClick Here for i2

Review on-demand classes in PartnerWorld University Sales & Finance CollegeSoftware College

This page assumes you have already completed your Sales Mastery Certifications and are eligible to resell IBM Smarter Cities Software

Learn how to whiteboard the Smarter Cities story

Smarter Cities

Review success stories on the IBM Smarter Cities YouTube Channel

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IBM Smarter Content

Unique value propositions and differentiators from IBM ECM

Harness the value of content, for New Insights & Better Outcomes

CAPTURE ACTIVATE SOCIALIZE ANALYZE GOVERN

Capture Activate Socialize Analyze Govern

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Leader in 17 Magic Quadrants & Waves

Cross Channel Campaign Management MQ

Marketing Resource Management MQ

Telecom Expense Management MQ

Multi-Channel Campaign Mgmt MQ

SOA & Application Integration MQ

CRM Lead Mgmt MQ IDC Strategy: Smart

Cities Business Process

Management MQ

B2C Commerce Suite Wave

Capture Wave Enterprise Content

Management MQ Interactive Marketing

Services MQ Customer Analytics Wave Integrated Marketing

Management MQ Gartner -Patient Care and

Insights Review Enterprise Information

Archiving MQ Victory Index for Text

Analytics

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Strong market growth across all categories

20122015

122015

$11.5B

$14.4B

• Search & Analytics

• Information Lifecycle Gov.

• Case Management

• Content Management

Total ECM Market Growth

Source: IBM Market Insights

2012

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IBM is in the leadBeating the competition and leading in the industry

IBM ahead in both growth and market share

Source: IDC, ECM Market Share, April 30, 2013Source: Gartner, ECM Market Share, April 30, 2013

Gartner: 2012 IDC: 2012

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Fin Mkts

Top industries in the ECM market Banking, insurance and telecom have the largest opportunity Telecom, life sciences, and health provider have the largest growth

Source: IBM Market Insights

Size of bubble reflects change in opportunity from 2012 to 2015GROWTH

Banking

TelecomInsurance

Life Sci

Utilities Health Provider

PetrolChemHealth Payor

Transport

Govt

Retail

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New world of opportunities Buyer behavior shifting from technology to solutions

Defined by Technology

• Content Management• Records Management• Business Process Management• SharePoint• Capture• Taxonomies and Metadata

Content viewed through prism of technologies

IT Buyers

Content viewed through prism of solution applications

LOB Buyers

Old World

New World

Source: Adopted from 2013 AIIM project on ECM Market dynamics. AIIM.org22

Defined by Use Cases/Solutions

• Case Management Solutions• Compliance Solutions• Process and Workflow Solutions• Marketing Management Solutions• Publishing Solutions• Employee Productivity Solutions• Resource Management Solutions

Multiply the value of content

Multiply the value of content

It is economically advantageous to use the content LOB can now access to transform

the way they serve clients and run the business—but most aren’t doing so

Reduce the cost and risk

It has become economically irrational to keep unnecessary information—and IT-only strategies for dealing with rising cost and volume are not sufficient

BUSINESS VALUE

COST & RISK

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Multiple opportunities for

• Advanced Customer Service Resolution

• Advanced Property Tax Management

• Agency and Customer Service

• Bid Management for Logistics and Transportation Services

• Claims Optimization• Benefits Adjudication and

Exception Management• Complex Loan Origination

and Processing• Coordinated Patient Care*• Engineering and Technical

Document Publishing

• Fraud Investigation*• Incident Management• Judicial Case Management• New Banking Regulation• Supplier Content and

Communication• Underwriting Optimization

BANKING ENERGY GOVERN HEALTH INSURANCE MANUFACTURING RETAIL

repeatable Solution Development

* IBM developed solutions24

VP of Security or Fraud

Chief Medical Officer

New Buyers

Year two of Solution focus that is driving Smarter Content transformation

General Counsel

ECM Business Transformation

Balanced ECM BusinessTransformation

Bring Forward Install Base

Accelerate Smarter

Content Solutions

Traditional Buyers

CIO, Imaging, ECM Platforms

++

Harnessing new insights from unstructured data to create differentiating value

Balanced ECM BusinessTransformation

CAPTURE ACTIVATE

SOCIALIZE ANALYZE GOVERN

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Committed to ECM Business PartnersSolution DevelopmentAccelerate to Value (A2V)

A2 V BENEFITS

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Development

Enablement

Sales

Marketing

A2V provides additional benefits that support core disciplines of your business:

• Receive early & ongoing access to product training

• Collaborate on solution requirements and use cases

• Provide feedback on pre-release products including APIs and user interfaces

• Strategy session at the Briefing Center with the ECM sales and technical sales leadership teams

• Content in Motion UserNet Speaking Slot (2013)

• Information On Demand priority submission for speaking slot (2013)

• Press opportunity showcasing vetted solution with a customer

• Social media exposure via IBM marketing

• Plus more!

Industry Solutions Catalog

What’s In It for YOU?

• Leader in 17 Magic Quadrants & Waves

• Top industries in the ECM marketo Banking, insurance and telecom have the

largest opportunityo Telecom, life science, and health provider

have the largest growth

• Improve your Smarter Content skills and market insight

• Engage with our IBM team to formulate your solutions strategy

• Build high-value solutions for stronger revenue growth

Harness the value of content, for New Insights & Better Outcomes

ACTIVATE ANALYZE GOVERNSOCIALIZECAPTURE

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Getting started as a Business Partner with

Bookmark and visit the ECM Page in PartnerWorld (don’t miss: sales kits & webinar replays)

Gain Access to the Learner Portal

The IBM ECM Accelerate to Value (A2V) Benefits Package for Business Partners is a new initiative that rewards those who have invested in developing specific ECM product skills,

Enterprise Content Management

Replay the archived ECM sales webcasts

Access the Industry Solutions Virtual Sales Assistant onPartnerWorld for key sales enablement and resources

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Getting started as a Business Partner with Smarter Content

This page assumes you have already completed your Sales Mastery Certifications and are eligible to resell IBM Smarter Content Software

IBM Smarter Commerce

Your Customer in Context

Why should YOU care?!

IT’S NOT COMPLICATED!

$104 BILLION MARKET!

WE ARE ALL CUSTOMERS!

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customer Global businesses are striving to engage the empowered

…and to connect seamlessly with their ecosystem

31© 2013 IBM Corporation

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Smarter Commerce satisfies customers at the speed of life

BuyAdaptive

procurement and optimized supply chain

MarketTargeted and personalized

marketing across all channels

ServiceAnticipate

behavior and deliver flawless

customer service

Sell Seamless

cross-channel customer

experience

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And leverages Cloud and SaaS Solutions to deliver exceptional customer, partner experiences

45+SaaS applications6+ million

trade deals negotiated by 1,500 companies

14,000

pre-connected transportation carriers

300,000+ global trading entities connected

5.5 milliontransactions exchanged through B2B cloud daily 23,000

brands supported by digital marketing optimization>60,000 users

of digital marketing optimization sending 60 million emails each month

Over

180 millionTMS transactions annually

Nearly

$4 billionIn freight spend managed annually

B2B Cloud Services expanding into

34 countries

ServiceSellMarketBuy

VALUE CHAIN STRATEGY AND SERVICES

ILOG Supply ChainNetwork OptimizationTransportation Optimization

ILOG Supply ChainProduct Optimization Inventory Optimization

CUSTOMER INSIGHT SOLUTIONS

Cross-Channel SellingCustomer-centric Shopping

ExperienceB2C/B2B StorefrontsPrecision Marketing

IBM Case ManagerCase Design, Run-time,

AnalyticsCollaborationRules & Events

Spend Analysis Sourcing Contract Management Supplier Lifecycle Management Category Compliance Management

Telecom Expense Management Services Procurement

Price, Promotion, Product Mix Optimization

MerchandisingMarketing Analytics

Contract Management

Investing in and expanding Smarter Commerce to meet the needs of the market

Customer Experience Management

• Quantitative and Qualitative Web Analytics

Order ManagementConfiguration, Pricing, QuotingMulti-vendor catalogWarehouse ManagementTransportation ManagementSupply Chain VisibilityB2B Integration

Transportation ManagementSupply Chain VisibilityB2B IntegrationSupplier Portal Vendor Compliance

Delivery & service SchedulingReverse LogisticsResource Mgmt

Campaign MgmtMarketing execution PerformanceAnalysis

Analytics & ReportingSegmentationSearch Optimization

Service messagingNotifications

© 2012 IBM Corporation

ServiceSellMarketBuy

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Mobil Customer Engagement

Mobil Customer Engagement

The Market Opportunity – Worldwide

27%

12%

25%

36%

Source: IBM Market Analysis (GMV)

84% of total opportunity

• Banking (20%)• Telecommunications (12%)• Wholesale/CPG (12%)• Insurance (11%)• Retail (7%)• Media & Entertainment (7%)• Healthcare & Life Sciences (7%)• Electronics (5%) • Automotive (3%)

Client Size>1000 = 61%100 – 999 = 19%1 – 99 = 15%Non Business = 4%

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• The opportunity: $104B in 2013, growing at 14%, more than three times the IT CAGR

• The opportunity for integrated commerce solutions is growing even faster – 30% CAGR

• $20B Global Software opportunity, and 3x that in Services and Systems.

Service

Sell

Market

Buy

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Why Partner with IBM for Smarter Commerce?

Industry leading portfolio for Buy, Market, Sell and Service

Flexible, modular, open, integrated, optimized Real-time social, mobile and analytics

capabilities integrated throughout the solutions

Dedicated commerce consulting and systems integration practice with over a thousand experts

Innovation through IBM Research and patent leadership for 20 years

Over 2,000 of the world’s top brands rely on IBM to improve their business insight and execution

Download and use the Smarter Commerce Industry Narratives

Access the Industry Solutions Virtual Sales Assistant onPartnerWorld for key sales enablement and resources

Review and take appropriate on-demand classes in PartnerWorld University

To access the links on this page, you must be a member of PartnerWorld.

Learn how to whiteboard the Smarter Commerce story

Review success stories on the IBM Smarter CommerceYouTube Channel

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Getting started as a Business Partner with Smarter Commerce

Acknowledgements and Disclaimers

Availability. References in this presentation to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates.

The workshops, sessions and materials have been prepared by IBM or the session speakers and reflect their own views. They are provided for informational purposes only, and are neither intended to, nor shall have the effect of being, legal or other guidance or advice to any participant. While efforts were made to verify the completeness and accuracy of the information contained in this presentation, it is provided AS-IS without warranty of any kind, express or implied. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this presentation or any other materials. Nothing contained in this presentation is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software.

All customer examples described are presented as illustrations of how those customers have used IBM products and the results they may have achieved. Actual environmental costs and performance characteristics may vary by customer. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth or other results.

© Copyright IBM Corporation 2013. All rights reserved.

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