Cloud & Smarter Infrastructure How to Farm SaaS Deals by Landing & Expanding

1. Cloud & Smarter Infrastructure How to Farm SaaS Deals by Landing & Expanding

2. Introduction The C&SI SaaS offerings provide many opportunities to up-sell and cross-sell to other SaaS and on-premise solutions from C&SI and from other SWG brands. This presentation provides a simple guide on how to grow, from wherever the customer currently is. For all offerings listed, go to the Extend tab on IBM Service Engage for the most current set of integrations.

3. Stan – need MII, plus unique pages for MAM & MII Tremendous opportunities to up-sell and cross-sell It is a huge differentiator that other vendors cannot match! Note that all of the offerings in the middle column have on-premise versions – Choice is something only IBM can offer

4. ORIGINAL Tremendous opportunities to up-sell and cross-sell It is a huge differentiator that other vendors cannot match! Workload Automation (SaaS) also integrates with Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling Connect Direct.

5. How to Farm SaaS Deals – IBM Monitoring (SaaS) Starting point: The customer bought a small installation of IBM Monitoring (SaaS) for applications and infrastructure Grow the existing footprint to other users Who has a similar job to yours? Will you introduce me to them, or to someone who makes tool decisions for you and your peers? Grow use of IBM Monitoring Grow the existing footprint by adding additional applications What other applications are considered critical by your company, and need to be monitored? Since you were successful with this application, can we explore the next one? Who owns that application? What happens to your company if it goes down or is slow? Grow use of IBM Monitoring Grow the existing footprint by adding analytics* APM customers can use their dashboard to search log files on servers configured for access by log analytics, speeding the time it takes to find out what’s really causing a problem. Expand with SmartCloud Log Analytics Grow the existing footprint by adding network or storage management* Now that you have an idea of your application performance would you like to grow your insight into your network and/or storage use? Expand with Tivoli Network Manager and Tivoli Storage Manager Grow the existing foot print by adding event management* So APM is working well and you have other tools monitoring your IT infrastructure, we often find customer's struggle understanding the holistic view of their environment, and frequently invest resources in chasing and correcting the symptom rather than root cause. When issues occur that span tools, could you use a tool to help eliminate symptoms and to quickly identify the root cause of the problem? Expand with Netcool OMNIbus Leverage this SaaS experience to sell an expanded on-premises deployment The SaaS offering helped you understand the technology and see the benefit of monitoring, but your organization prefers an on-premises deployment for security, performance or other reasons. Get full-spectrum on-premises infrastructure and application monitoring with SmartCloud APM Grow the existing footprint by Control Desk* APM customers can have their solution integrated with a help desk to speed and organize the process of tracking and resolving problems in their environment. Expand with SmartCloud Control Desk *Solution integrations are being developed and tested continuously. Initially, the SaaS offering will be integrated with on-premise deployments of complementary products, with a SaaS-to-SaaS offering when both products are available. The Extend tab on Service Engage will provide you with the latest information on the available integrations

6. IBM Performance Management for Applications and Infrastructure solutions increases your end user satisfaction with complete visibility and control of your application environment.

7. How to Farm SaaS Deals – IBM Workload Automation (SaaS) Starting point: The customer bought a small installation of IBM WA (SaaS) Grow the existing footprint with additional packs of jobs Are you ready to react to unexpected conditions and keep the actions in sequence and still optimized ? Would you like to control your heterogeneous workloads from a single point, and with a single skill-set ? Grow use of IBM Workload Automation Grow the existing footprint by integrating new business workloads Is it important to your business to have a predictable long-term vision of your plans and business objectives ? Are missing SLA costly to your organization? Have you consider integrating your ERP & BI workloads to lower the costs of non-integrated solutions and eliminates causes of human errors ? Grow by integration with Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling Connect Direct Grow the existing footprint by adding additional solutions Netcool Omnibus can provides a single central consolidated view of all events across multiple products and solutions. Integrate the events from the workload automation solution into the event management system Expand with Netcool Omnibus. The workload automation customers can have their solution integrated with a help desk to speed and organize the process of tracking and resolving problems in their environment Expand with SmartCloud Control Desk.

8. IBM Workload Automation (SaaS) drives the execution of Business Processes with the lowest TCO across all environments, servers and applications. It offers speed of automation, power to business and precise governance.

9. How to Farm SaaS Deals – IBM SmartCloud Control Desk (SaaS) Starting point: the customer is doing a trial or pilot of Control Desk (SaaS) Background: Most customers will already have a service desk, but it will often be backlevel, missing needed function (e.g. service catalog, IT Asset Management), they lack skills to manage the system, and they face a potentially expensive upgrade if they need to improve function Message: “Control Desk (SaaS) will provide the modern function you need, have low up front costs, reduce your skill and support costs and requirements, and provide a low, flat, predictable cost structure. It is the best way out of the situation you are in.” Grow the existing footprint to other processes and user groups Background: If the client starts use of Control Desk with base processes like incident and service request, they will usually naturally look to expand into areas like problem and knowledge management, service catalog, change management, and IT asset management as they mature. Alternatively, if they start use of Control Desk with change management for instance, IBM can look to displace the service desk operation (incident, service request) Message: “If you consolidate on Control Desk, it will save you training, support costs, and provide better service.”“If you add integrated change management through Control Desk, you can reduce incidents and outages related to change by 70%.” Grow the existing footprint by adding additional applications: Expand with IBM OMNIbus: Background: Event storms can overwhelm service desk support staff and drive up costs Message: “If you integrate Omnibus, your support team can focus on the common cause of issues and tickets and use automation to fix frequent, recurring problems” Expand with IBM Endpoint Manager Background: Many organizations suffer from having disconnected, time-consuming, error-prone processes to request, deploy and manage software assets Message: “You can integrate with IEM to provide an online app store to customers and then automate the accounting, approval, and deployment, saving time and reducing errors.” Expand with IBM TADDM Background: without automated tools, discovery is time consuming, and chronically inaccurate, impacting cost and service Message: “TADDM can save time and money though automating discovery. It provides a near real time view of your infrastructure and services so your IT group can see and manage the configurations that impact services. This can help proactively avoid issues and greatly reduce time to problem resolution.”

10. SmartCloud Control Desk (SaaS) delivers a unified service management solution to simplify business processes, maximize asset efficiency, and improve the end user experience

11. SmartCloud Control Desk SaaS integration eco-system 3rd Party integrations C&SI Products IBM Products • Microsoft SCCM & SMS • Centennial • Altiris • HP Service Manager/ BMC remedy • Cisco • Google Chat/Jabber/Office Communicator • Ariba • SAP .. And more !! • Identity Manager • ITNM • TADDM/TAD4z/TAD4D • TEM • TBSM • Omnibus • NetCool/Impact • More • Rational Team Concert • Rational ClearQuest • Rational Asset Manager • WebSphere Registry and Repository

12. Maximo Asset Management (SaaS) reduces the complexity and cost of managing and maintaining enterprise assets, while increasing efficiency in work scheduling and inventory levels

13. How to Farm SaaS Deals – Maximo Asset Management (SaaS) Andrew – need MAM details

14. How to Farm SaaS Deals – Maximo Inventory Insight (SaaS) Stan – need MII + 1 pager