steven gibbs – ibm business analytics channels sales ... · pdf filesteven gibbs –...

© 2010 IBM Corporation

Business Analytics

Business Partner Strategy 2011

Switzerland

Steven Gibbs – IBM Business Analytics Channels Sales Leader NEIOT

2 © 2010 IBM Corporation

Business Analytics

Agenda

• 11:00 - 11:30 Licensing, Migrations, Pricing, Renewals

• 11:30 - 12.00 Software Value Plus 2.0 (SVP2.0)


Business Analytics

2011 The Year of Change and growth

SVP from April 1st

•SVI is the key Rebates to improve margin•Therefore Paid for Achievement

•MM Products that need your knowledge to capitalise

•In Addition to Cognos•ASL Opportunities •OpenPages•Clarity FSR Opportunity


Business Analytics

Ok So What’s New

• Deal Clinics• These are NOT another inspection of your pipeline• But an opportunity to develop a strategy to target a potential or explore the viability of a potential

engagement• SVP

• Standard SWG agreement• Discount changes

• Renewals• VARs can process renewals on behalf of IBM direct customers (rather than selling S&S)

and are eligible for a small margin.• New Opportunity with Clarity

• Targeting the Finance Management Sector• New Challenges?

• Industry Solution Accreditation • Business Analytics capability Accreditation

• Co-Marketing • CX 9.5 Training


Business Analytics

5

SVP Solution – Industry Authorization

5

An Initiative for Industry focused BPs

*Note: Available in countries where SVP Authorization has been implemented

SVP Industry Authorization*Benefits

Industry Framework Assets & Training

Marketing

Financial Incentive

Requirements

Board Review

Industry Solutions

Skills

www.ibm.com/partnerworld/svp/ia


Business Analytics

• Benefits• SVI Solution Incentive• Lead Passing Priority• SVP Capability Authorization Mark

• Requirements• SVP Authorized for Business Analytics• Sales and Technical Certifications• Board Review/Assessment

• Branded or Market Identifiable Offering• Repeatable Solution Assets• Service Implementation Methodology• Solution Support

• References and/or Implementations

SVP Solution – Capability Authorization

Existing VAP solutions do not automatically qualify for Capability Solution

Availability of Program Incentives may differ by region

SecurityPrivate CloudInformation IntegrationMaster Data ManagementBusiness AnalyticsEnterprise Content Management


Business Analytics

Cognos Express 9.5 Training

• As this is an evolution rather than a revolution it build o to your 9.0 knowledge and skills

• There is a set of recordings for CX 9.5, given by a trainer.

• Cover the differences between CX 9.0 and CX 9.5.

• The assumption is that you have undertaken the 5 day 9.0 training,

• Then can watch the self-paced recordings.

• They are free of charge and can be found on the IBM Learner Portal: (http://eb90.elearn.ihost.com/wps/myportal/ibm), look for course code A3514i.


Business Analytics

Entitled Retail Price $100 $100 $100Suggested Margin to VAR $5 $5 $5Suggested GB Incentive $15 $8 0Suggested Support Provider Offering $15 $15 $15Suggested Value Advantage Plus* $20 $15 $15

SVI ID $10 $10 $5SVI Sell* or $10 $10 $5SVI Capability Solution* or $30 $25 $20SVI Industry Solution* $30 $25 $20

SVP Pricing Example (varies by geography)

GB-MM GB-LE IA

*Payments for SVI sell, Value Advantage Plus, SVI Capability Solution and SVI Industry Solution are all mutually exclusive.

Mutually Exclusive


Business Analytics

IBM BA Business Partners – Best Place to Be !

BP-Specific Products & Plays

Focus on Value, Solutions

Best Team in the Industry

Best BP Program

High Growth Market Extraordinary BAO Synergies

Highest IT, LOB Priority

In IBM’s Top 4 Priorities

Best Products and Roadmap

Expanding Portfolio

The Opportunity of a Lifetime!


Business Analytics

PlanningAnalysis

Dashboards/Reports


Business Analytics

Business Analytics 83%

Virtualization 76%

Risk Management & Compliance 71%

Mobility Solutions 68%

Customer & Partner Collaboration 68%

Self-service Portals 66%

Application Harmonization 64%

Business Process Management 64%

SOA / Web Services 61%

Unified Communications 60%

CIOs Top Priority


Business Analytics

Top Performers are 5.4X more likely to use an analytic approach over intuition

Source: Analytics: The New Path to Value, a joint MIT Sloan Management Review and IBM Institute of Business Value study. Copyright © Massachusetts Institute of Technology 2010.

Organizations who are leading in analytics outperform those just beginning by 3X

5.4x3x


Business Analytics

Finance / Risk / Fraud

Analytics

Supply Chain Analytics

Human Capital Analytics

CustomerAnalytics

Industry Specific

Analytics

BAO Integration & Simplification

Predictive Analytics and Optimization

Business Intelligence & Performance Management

Enterprise Information

Management

Enterprise Content &

Collaboration

A N A L Y T I C

A R E A S

Globally Integrated,

Market Leading

Capabilities

Industry & FunctionalApplications

Core Business Intelligence &

Financial Performance Management

Broad Enterprise Business in Predictive

Customer AnalyticsRisk Management

Business Analytics Software Strategy


Business Analytics

Gartner: 2011 BI Platforms Magic Quadrant (Jan/11)


Business Analytics

Better Business Outcomes

• Cognos 8 Mashup Service

• System z support

• Massive scale analytics

• Smart Analytics System

• Cognos Express

• Cognos TM1

• New Analytic Applications

• Cognos Customer Insight

• ContentAnalytics

Information regarding potential future products is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information mentioned regarding potential future products is not a commitment, promise, or legal obligation to deliver any material, code or functionality. Information about potential future products may not be incorporated into any contract. The development, release, and timing of any future features or functionality described for our products remains at our sole

discretion.

Cognos 10

Business Analytics Leadership


Business Analytics

Serv

ices

BAO

Sof

twar

eFo

unda

tion

CustomerAnalytics

2009Federal Govt

Security2010

WebAnalytics

2010Predictive Analytics

2009

Cloud DataIntegration

2010

DataDiscovery

2009

Data Capture &Content Management

2009

Data Integrity & MDM2010

Database Monitoring & Protection

2009

Data Warehouse Appliances

2010

Governance, Risk & Compliance

2010

Financial Reporting 2010

Business Analytics and Optimization (BAO)


Business Analytics

IBM Confidential

IBM Cognos Express Planner Purpose built planning application Rapid deployment of managed planning applications Rich contribution client Planning Workflow

Universal data advisor Extend to relational

Windows 2008 support

Enhanced dashboard capabilities with CX Advisor

New licensing/pricing Consumer and discounted complete package Non Production Server

Launched January 2011!

IBM Cognos Express 9.5

IBM Cognos Express Partner Promotions Q1 2011

1. ‘Ongoing Incentive’ promotion - to 'reset' the entitled PPA IBM Cognos Express prices (new customer authorized selling price) for select countries in all IOTs

New! Midmarket and Departmental Solutions


Business Analytics

OpenPages software helps businesses establish and maintain a comprehensive compliance and risk management process across a variety of risk domains including operational risk, financial controls management, IT risk, compliance and internal audits.

Clarity software enables organizations to automate the process of collecting, preparing, certifying and controlling financial statements for electronic filing, in support of mandates by the SEC (including XBRL) and other financial regulatory agencies.

New! Financial and Risk Analytics Solutions


Business Analytics

• The stage is set !• Enterprise & SPPS Business Partners Momentum

• Focus Area: Customer Care & Insight

• Solutions: Cognos Consumer Insight, SPSS DM 6.0

• Two new Portfolios for BPs in SVP:

• SPSS Statistics• SPSS Enterprise

New! Predictive & Customer Analytics


Business Analytics

Supporting Charts


Business Analytics

Product Capabilities

BLOGSBLOGS

DISCUSSION FORUMSDISCUSSION FORUMS

TWITTERTWITTER

NEWSGROUPSNEWSGROUPS

FACEBOOKFACEBOOK

Source Areas

Dimensional Analysis

Filtering Voice

Keyword Search Dimensional

Navigation Drill Through to

Content

Relevant Topics Associated Themes Ranking and Volume

Relationship Tables Relationship Matrix Relationship Graph

COMPREHENSIVE ANALYSIS

SENTIMENT

EVOLVING TOPICSAFFINITY ANALYTICS

Business DriversCustomer CareCustomer CareCorporate ReputationCorporate Reputation

Campaign EffectivenessCampaign Effectiveness

Competitive Analysis

Product Insight

MULTILINGUALMULTILINGUAL

New! IBM Cognos Consumer InsightAnalytics that listen, measure and analyze social media


Business Analytics

IBM Business Partner Program Evolution

Protect Acquired BPsControlled DistributionHigh quality BPsSupport Providers

SOFTWARE VALUEPLUS 2.0SOFTWARE VALUENET

SVI Id & SellVAP for GovernmentIndustry AuthorizationBP Led Model (BPLM))

Maintain BP ProfitsReward BPs for ValueIndustry SpecializationQuality, Excellence


Business Analytics

Get Ready to Make $$$ with SVP !

Generate OpportunitiesSelf-SufficiencyBA Capability SolutionsGB Focus, Deals < $50KIndustry Specialization

FOCUS & INCENTIVES IBM SUPPORT & RESOURCES

Co-Marketing, CampaignsLearning Center, YPWP, etc.Solution Capability TeamCX, VADs, BPLM, etc.Training, Certifications

The More VALUE you provide, the higher your benefits $$$ and profitability


Business Analytics

BA Business Partners commitment to training & enablement !Upcoming Certifications!

SPSS Stats, EnterpriseCognos ExpressClarity FSRMore…

BA Certifications

1000

2000

3000

4000

0

5000

6000

2007 2008 2009 2010

267809

5,079

> $580K Reimbursed to BA BPs through YPWP Program ! YPWP BA limits eliminated in 2011!

BA BP EnablementSales MasteryPartner Learning CenterWW Partner RalliesTechnical BootcampsEtc…

4,854

$50,000 cap$15,000 cap$6,000 capYPWP, YTWP

PremierAdvancedMemberPartner World Benefit


Business Analytics

11.3%

14.0%12.1%

9.4% 9.3%

0.5%

> 20x more

49% more 30%

more

EBITDA5-year CAGR, 2004-2008

Revenue5-year CAGR, 2004-2008

ROIC5-year average, 2004-2008

Value Integrators All other enterprises

Revenue Growth: N = 580; EBITDA: N = 531; ROIC: N = 501; Source: IBM Institute for Business Value, The Global CFO Study 2010

The power of Business Analytics


Business Analytics

ID & SellBPLM

Channel Incentive Model for SVPTransactional / Commercial (Illustrative)

20%SolGB MM

ID&Sell

GB MM

Ent.GB MM

Res

elle

r

Base Discount

GB Instant Rebate

SVI Solution

Support Provider

10%

20%3

15%

15%2

8%1

15% 15% 15% 15%

30% 30%

10% 10%

Value Advantage

Plus

8%

25%

15%3

8%

15%2

8%1

20%SolGB LE

ID&Sell

GB LE

8% 8% 8%

25%

GB LE

10%Sol

ID&Sell

ID onlySol

15%3

15%2

8%1

20% 20%

5% 5%

5% of Base Discount Assumed Passed

10%

Note: Percentages shown for GB incentive, Value Advantage Plus and Support Provider are suggested percentages provided by VAD. Support Provider compensation is off a uniquely calculated price.

ID onlySol

GB LE

ID onlySol

GB MM

NoIncentive

GB MM GB LE Ent.

NoIncentive

NoIncentive

NoIncentive

NoIncentive

1 If target met additional 7%2 Margin for Cognos. In case of SPSS margin is 20%. Percentage varies by Product Group.3 SVI Solution and VAP boxes are mutually exclusive

steven gibbs – ibm business analytics channels sales ... · pdf filesteven gibbs –...

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