presenter name mel zeledon vp channels and mid market business analytics date march 19 2013 n.
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Presenter Name Mel Zeledon, VP Channels and Mid Market, Business Analytics Date March 19, 2013. Growth Opportunities with Business Analytics Business Partner Rally 2013. THANK YOU To Our Business Partners!. Growing IBM Business Analytics Increasing License Market Share.

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thank you to our business partners
THANK YOU To Our Business Partners!

Growing IBM Business Analytics

Increasing License Market Share

Increasing the Value You Deliver

By expanding portfolio solution offerings

Driving Customer Success

Delivering High Quality Project Implementations

our mission
Our Mission

Manage risk, regulation & compliance

Increase operational efficiency

Transform financial processes

Grow, retain

and satisfy customers

Deliver innovation and solutions that enable organizations to:

Leverage all information, all perspectives, all people, and all decisions at the point of impact.

Address key functional and industry imperatives and drive accelerated outcomes.

Weave analytics into the fabric of enterprise processes to help build smarter businesses.

why smarter analytics matter to your clients

In 2012, nearly

Smarter Analytics

2015 software

opportunity

$76 billion

of organizations report a competitive advantage with information and analytics1

and

Business Partners

will account for

57%

of the total middleware

opportunity in 2015

More profit growth2

Why Smarter Analytics matter to your clients

1:2012 IBV Global Big Data Study 2: IBM Global Business services, The Global CFO Study 2010, 1H12 IBM Market Insights

slide5

IBM delivers the broadest porfolio to drive better business outcomes

IBM Business Analytics

CustomerLoyalty & Retention

DisclosureManagement

Profitability Modeling & Optimization

Production Planning

Decision Management

Risk Mitigation

Planning

Risk Aware

Decisioning

Industry

Solutions

Functional

Solutions

Customer Acquisition

Customer

LifetimeValue

REPORT

PREDICT

Core

Capabilities

Contribute

Forecast

Software

Categories

business analytics go to market
Business Analytics Go-To-Market

1

2

3

4

Finance

Financial Operations

& Processes

Risk

Regulatory,

Risk & Fraud

Operations

Operational

Efficiency

Customers

Customer Analytics

Advanced client segmentation

Leveraging customer sentiment analysis

Reducing customer churn

Enabling rolling plan, forecast & budgeting

Automating the financial close process

Delivering real-time dashboards

Making risk-aware decisions

Managing financial and operational risks

Reducing the cost of compliance

Optimizing the supply chain

Transform threat & fraud identification processes

Deploying predictive maintenance capabilities

Transaction

Social

Documents

Machine

Application

Future relevance requires

integrating traditional data with new sources and types of information to powertransformation

ibm customer analytics solutions provide actionable insights to attract grow and retain customers
IBM Customer Analytics solutions provide actionable insights to attract, grow and retain customers

Churn Prediction

Up sell/Cross-sell Analysis

Enterprise Feedback Mgmt

Customer Loyalty

Social Analytics

Price Optimization

Data & Text Mining

Statistical Analysis

Capabilities

Reporting & Visualization

Sentiment Analysis

Predictive Modeling

Business Rules & Optimization

Scorecarding & Dashboarding

Real-time Decisions

Forecasting & Simulation

Social Analytics

ibm financial analytics solutions help organizations transform processes and optimize performance
IBM Financial Analytics solutions help organizations transform processes and optimize performance

Plan

  • Improve visibility with driver-based and predictive forecasts
  • Rapidly adjust and realign resources

Report

Align

  • Deliver fast, reliable performance reports and analysis
  • Automate financial close process
  • Meet new disclosure and filing mandates (XBRL)
  • Define, measure, and adjust strategy with metrics
  • Deliver engaging, up-to-the-minute dashboards

Capabilities

Financial Reporting

Financial Consolidation

Profitability Modeling

Predictive Analytics

Scorecarding & Dashboarding

Incentive Compensation Management

Disclosure Management

Planning, Budgeting& Forecasting

Performance Management

slide9
IBM Risk Analytics solutions enable risk-awarebusinessdecisions and improved compliance management

Buy Side (Asset Owners, Services, and Managers)

Sell Side (Banks and Financial Markets)

  • Strategic Business Planning
  • Balance sheet risk management
  • - ALM & liquidity risk
  • - Regulatory & economic capital
  • Portfolio construction and risk management for investment portfolios
  • Economic Capital & Solvency II
  • Actuarial and financial modeling

Cross Industry

  • Policy and compliance management
  • Enterprise disclosure management
  • Financial controls management
  • Internal Audit
  • Operational risk management
  • Loss event case studies & database
  • Governance and IT risk

Capabilities

Business Rules & Optimization

Workflow

Planning

Reporting & Visualization

Collaborating

Scenario Modeling

Real-time Decisions

Data Management

slide10
IBM Operational Analytics solutions use predictive analytics business rules and optimization to drive dynamicdecision-making

Threat & Fraud Detection

Supply Chain Management

Asset Management

Sales PerformanceManagement

Business Process Management

Decision

services

Predictive analytics

Business rules

Optimization

Capabilities

Reporting, Analysis, & Predictions

Data & Text Mining

Predictive Analytics

Statistical Analysis

Scorecarding & Dashboarding

Planning, Budgeting & Forecasting

Business Rules & Optimization

Modeling

Real-time Decisions

Forecasting & Simulation

Resource Optimization

ibm business analytics leadership
IBM Business Analytics Leadership

Forrester Enterprise BI

Forrester Self-Service BI

Predictive Analytics: Market Strength

Nucleus Value Matrix: Analytics

Challengers

Leaders

Victors

slide12

Gartner recognizes IBM as the leader in the industry

Source: Morgan Stanley’s March 9, 2012 report “Gartner’s ‘Magic Quadrants’ Help Identify Gaps in IBM’s Software Strength

slide13

Advanced Analytics

SalesPerformanceManagement

Sales

Line ofBusiness

Business Intelligence

Risk Management

Performance Management

Audit / Risk

(Algorithmics)

FinancialServices

Line ofBusiness

Financial Services

Finance

Risk Management (Open Pages)

Financial Performance Management

Audit / Risk

IT/Finance

Expand Your Business Analytics Capabilities

PersonalWorkgroup / DepartmentalEnterprise

business analytics authorized portfolios
Business Analytics Authorized Portfolios

Risk

Risk

Cognos

Cognos

SPSS (2)

SPSS (2)

Cognos 10 / Express / Insight Enterprise

TM1

Cognos FSR

Varicent

Cognos 10 / Express / Insight Enterprise

TM1

Cognos FSR

Varicent

SPSS Statistics (1)

SPSS Enterprise (2)

SPSS Statistics (1)

SPSS Enterprise (2)

Algorithmics

Open Pages

Algorithmics

Open Pages

Open Distribution

Open Distribution

Cognos Insight Standard Edition

Cognos Insight Standard Edition

* Available in Japan also for Shrink-wrap distribution

14

ibm cognos family channel growth
IBM Cognos Family – Channel Growth
  • Gaining Momentum
  • Free Personal Edition
  • Pre-sales, POCs
  • Standard edition $ growth

BP # Deals

  • Best of breed
  • Scalability
  • Larger deployments
  • Path from CI and CX
leverage business partner programs and tools
Leverage Business Partner Programs and Tools

Business Partner Self Sufficiency

Sales Alignment

Lead Generation

Incentives

Enablement

VADs, BPLM

and IBM

  • Deal Clinics
  • IBM Lead Passing
  • Sales tools, Blueprints
  • Demos
  • Clear Communication
  • IBM Events
  • IBM Co-Marketing
  • BP lead generation
  • VAD Marketing
  • Cognos Insight Personal Edition
  • Business Partner Learning Center
    • Sales
    • Pre-sales
    • Technical
    • Implementation
    • Coaching Services
    • Lab Services
  • GB Rebates
  • SVI OI, OO
  • BA Capability SVI
  • VAP
  • VAP for Gov.
  • PSP extra margin
  • BPLM
  • Solution Acceleration
  • 2X SVI Competitive
  • SaaS Incentive Models
high value engagement guideline with business partners
High Value Engagement Guideline with Business Partners

Business

Partner

Co-Sell

Integrated

BusinessPartnerCo-sell

Aligned

Business

Partner

Resell

General BusinessLarge Enterprise

BusinessPartnerResell

Route to Market = Business Partners

General BusinessMid-Market

17

partnering best practices

Treat BPs fairly and respectfully

Invest in Lead Generation

1

Respect the BP's lead role on BP OI driven opportunities

Become BA proficient and self sufficient

2

Engage BA Channels teams

Progress and close deals expeditiously

3

Communicate, set expectations with BPs early!

Communicate, set expectations with sales reps early!

4

Partnering Best Practices

IBM BA Sales Reps

IBM BA Business Partners

make use of new ba practice accelerators
Make Use of New BA Practice Accelerators

BP Enablement Success Roadmap

Implementation

Coaching/

Mentoring

Sales Training

ProductTraining

MethodologyTraining

ImplementationTraining

Accreditation

  • Sales Play
  • Demo
  • Certification
  • Basic
  • Intermediate
  • Mastery
  • Certification
  • Methodologies
  • Download URL
  • Assets and Templates
  • End to End Case Study
  • Workshop / Simulation
  • Online-Resources
  • Virtual Coaching
  • Project-Based Mentoring
  • IBM Peer Reviews
  • Multi Level Accreditation
  • Project Management
  • Delivery Consultant
  • Project Management
  • Delivery Consultant
  • Sales
  • Pre-Sales
  • Project Management
  • Delivery Consultant
  • Sales
  • Pre-sales
  • Pre-sales
  • Delivery Consultant
business partner learning center bplc re launch
Business Partner Learning Center (BPLC) Re-launch

Simple and intuitivewith fewer clicks and less decision points

New BPLC URL ibm.com/partnerworld/babplc

New BA Partnerworld URL ibm.com/partnerworld/businessanalytics

20

slide21

Extend your Solutions & Service Offerings with New IBM Software Practice Accelerators

Accreditation

Implementation Training

Mentoring

Coaching

  • Recognizes expert deployment practices
  • Bronze / Silver / Gold
  • Qualify with skills & successful deployments
  • Case study based boot camps & workshops
  • Classroom, online delivery
  • Knowledge repositories
  • Remote access to IBM delivery experts
  • Expert advice available when needed
  • Pay per engagement or subscription pricing
  • Hands-on experience with IBM experts
  • IBM or Business Partner led projects

ibm.com/partnerworld/page/swg_com_sfw_software_practice_accelerator

21

coaching mentoring consulting offerings
Coaching, Mentoring & Consulting Offerings

Gain Access To:

  • Expert implementation guidance.
  • Troubleshooting & root-cause analysis.
  • Proactive planning and risk analysis.
  • Benchmark your process solution against best practice.
  • Deliverable acceleration.

Standard

Mentoring

SWG On Demand Consulting

VALUE ACCELERATION

Coaching

Help with selected implementation tasks

Extension of your project / program team

Expert Advice

Offering

Light Touch

Heavy Touch

LEVEL OF ASSISTANCE

Coaching

Guardian Services

  • 24 hour access via request system.
  • Unlimited app dev Q&A.
  • Services Assets.
  • Best practices
  • Up to 3 contacts.
  • Assistance with Specific Deliverables.
  • Weekly Planning Calls.
  • Access to quarterly process reviews.
  • Bridge to Standard SWG Services.
  • Single Point of Contact.
  • Extended Services Hours.
  • Additional Deliverable Assistance.
implementation training development 2013 launch plans
Implementation Training Development: 2013 Launch Plans

Q2

Q3

Q1

Varicent

SPSS Modeler

Cognos FSR

Cognos BI

Controller

Social Media Analytics

Analytic Answers

SygmaPlex

TM1

Open Pages - Fast Track

FSR/CDM

Development Partnership

Lab Services Practices, Sales Enablement,

Channels Management and Product Development

take advantage of new ibm and business partner hosted software as a service models
Take advantage of new IBM and Business Partner Hosted Software-as-a-Service models

New!

BA SaaSsolutions

Sales Performance Management

Social Media Analytics (1H 2013)

AnalyticAnswers

Risk Analytics

ApplicationServiceProvider

IBM PrimarySupport ProviderBusiness Partner Hosted Software as a Service

IBM Solution ProviderIBM Softwareas a Service

Managed ServiceProvider

Your solution bundled withIBM software

Your custom solution built on IBM software

Your managed service usingIBM Software

Your “value add” with IBM-hosted SaaS

invest in license sales capacity
Invest in License Sales Capacity!

Services Centric

License + Services Synergy

$

$

Lead Generation +

Dedicated License Reps +

License Sales Focus =

Service Backlog and Increased BP Profitability

t

t

slide26

Growing IBM Business Analytics

Increasing License Market Share

Increasing the Value You Deliver

By expanding portfolio solution offerings

Driving Customer Success

Delivering High Quality Project Implementations

business partner growth through collaboration

Business Partner Growth Through Collaboration

Presenter Name

Presenter Job Title, IBM Organization Name

Date

agenda
Agenda

Moving to a capability conversation delivers a competitive advantage

Expanding across the Business Analytics portfolio is good for business

Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue

Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience

Source: If applicable, describe source origin

28

gain competitive advantage with a complete solution
Gain competitive advantage with a complete solution

Differentiate yourself in the market

offer a complete Business Analytics solution that addresses business problems

Distance yourself from the competition

elevate the conversation within deals that are too focused on features & functions and won or lost on price

grow your portfolio to match client buying agendas

Deliver an analytics vision

create a roadmap of the business pains you can solve today and tomorrow

paint the vision of how you can help them turn information into insight

Source: If applicable, describe source origin

29

client buying agendas align to a rich set of capabilities

Capabilities

Capabilities

Need

Need

Deliver enterprise mobility

  • Mobile Development and Connectivity
  • Mobile Management and Security

Turn information into insights

  • Business Analytics
  • Data Management
  • Big Data
  • Data Warehousing
  • Enterprise Content Management
  • Information Integration and Governance

Accelerate product and service innovation

  • Application Lifecycle Management
  • Complex and Embedded Systems
  • Enterprise Modernization
  • Social Collaboration
  • Unified Communications
  • Web Experience
  • Commerce
  • Enterprise Marketing Management
  • Smarter City Operations

Deepen engagement with customers, partners and employees

Optimize IT and business infrastructure

  • Cloud and IT Optimization
  • Asset and Facilities Management
  • Enterprise Endpoint Management

Manage risk, security and compliance

  • Identity and Access Management
  • Data Protection
  • Application Security
  • Infrastructure Protection
  • Security Intelligence and Compliance Analytics

Enable the agile business

  • Business Process Management
  • Connectivity, Integration and SOA
  • Application Infrastructure
Client buying agendas align to a rich set of capabilities
slide31

IBM software market opportunity by business need52% of the opportunity comes from two needs, while enterprise mobility spurs the highest growth 2012-15

2012 Total market opportunity $147B

($5B not captured with a capability)

2012-15 Relative growth by business need

Deliver enterprise mobility

Deepen engagement with customers, partners and employees

Manage risk, security and compliance

Turn information into insights

Optimize IT and business infrastructure

Enable the agile business

Accelerate product and service innovation

Source: IBM Market Insights, 1H12 IBM Software Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.

IBM source data is based on analysis done by the IBM Market Intelligence Department. IBM Market Intelligence data is provided for illustrative purposes and is not intended to be a guarantee of market opportunity

31

31

today you may be focused on one of these key software categories within the ba portfolio
Today you may be focused on one of these key software categories within the BA portfolio

Challengers

Leaders

Victors

32

the business analytics portfolio provides multiple entry points and upsell paths to help you grow
The Business Analytics portfolio provides multiple entry points and upsell paths to help you grow

Advanced Analytics

SalesPerformanceManagement

Sales

Line ofBusiness

Business Intelligence

Risk Management

Performance Management

Audit / Risk

(Algorithmics)

FinancialServices

Line ofBusiness

Financial Services

Finance

Risk Management (Open Pages)

Financial Performance Management

Audit / Risk

IT/Finance

PersonalWorkgroup / DepartmentalEnterprise

33

agenda1
Agenda

Moving to a capability conversation delivers a competitive advantage

Expanding across the Business Analytics portfolio is good for business

Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue

Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience

Source: If applicable, describe source origin

34

slide35
The demand for BA solutions means more opportunity for partners who deliver multiple capabilities across the portfolio

Analysis on partners who sold only from the Cognos product family vs. partners who sold from both the Cognos product family + the SPSS product family

Reflects the average revenue per partner over a 12 month period

Potential to make 2.9x to 3.8x more revenue per year

35

average sales and services opportunities across the portfolio
Average sales and services opportunities across the portfolio

Source: IBM Business Partner Profitability Tool, PartnerWorld

36

agenda2
Agenda

Moving to a capability conversation delivers a competitive advantage

Expanding across the Business Analytics portfolio is good for business

Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue

Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience

Source: If applicable, describe source origin

37

the ba and im conversation roadmap
The BA and IM conversation roadmap

Despite an abundance of data and content, most decision makers act without the right information and insight

Organizations that connect people with trusted, relevant information and leverage Business Analytics are able to confidently predict, plan and act to optimize business outcomes

LOB and IT leaders can optimize business outcomes by working together to:

Master Their Information

Plan an Information Strategy

Apply Business Analytics

…toensure it is accurate, relevant and governed

…to align with their business strategy

…to anticipate and shape business outcomes

Page 38

Services

Business Analytics Software and Solutions

Information Management Software, Services and Solutions

research shows us where partners have been most successful at selling ba and im offerings together
Research shows us where partners have been most successful at selling BA and IM offerings together

When Business Partners expand their skills and solutions across multiple software product groups, they can achieve incremental incentives and benefits

For example, IBM’s Solution Accelerator Incentive (SAI) is designed to reward Business Partners for cross selling eligible IBM hardware and software solutions.

Business Partners that leverage SAI can earn additional discounts above the baseline incentive on selected cross-sell solutions.

Several new solutions have been added to support Information Management and Business Analytics opportunities

Source: If applicable, describe source origin

39

you have the potential to increase your revenue by four times
You have the potential to increase your revenue by four times

Results show that Business Partners that expand their capabilities and sell both Information Management and Business Analytics software have the potential to increase their revenue opportunity by four times, compared to Business Partners that sell exclusively within one product area

40

ba and im growth opportunities at a glance
BA and IM growth opportunities at a glance

Source: If applicable, describe source origin

41

agenda3
Agenda

Moving to a capability conversation delivers a competitive advantage

Expanding across the Business Analytics portfolio is good for business

Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue

Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience

Source: If applicable, describe source origin

42

slide43

Unlock business analytics opportunities to grow your business and address new audiences

  • $6.7B solution opportunity
  • Industry Solutions at play here with Business Analytics
  • Attract, motivate and empower your workforce

Smarter Workforce

  • $6.7B solution opportunity
  • Industry Solutions and ICS at play here with Business Analytics
  • Increase levels of customer care and satisfaction
  • Increase revenue driven by key influencers
  • Capture and act on expanded customer data

Create an exceptional customer experience

in a smarter workforce leaders and employees transform the organization for business advantage
In a smarter workforce, leaders and employees transform the organization for business advantage

Motivate

Inspire your workforce to make a difference and cultivate creative leaders and improve performance

People-focused businesses generated 26% more revenue per employee, had 40% lower turnover rates3

Attract

Identify, attract and recruit the top talent and integrate them to your culture

65% of global companies are having problems finding employees with the skills they need1

Empower

Enable people to hit the ground running in new roles and to continually share and develop their skills so that they can make the greatest impact to the business

41% of GenY say social media in the workplace is important to them2

Source 1: Towers Watson; Source3: Pew Internet & American Life Project; Source 2: Prescient Digital; Source 3: Bersin Report The Science of Fit

use analytics to understand your customers and deliver an exceptional customer experience to them
Use analytics to understand your customers and deliver an exceptional customer experience to them

Churn Prediction

Retain

A strategic customer retention strategy not only detects customers that may churn, but delivers targeted offers to those customer to make them stay.

When done well, organizations are able to enhance loyalty by turning satisfied customers into advocates

Grow

Successful organizations focus on growing customer lifetime value by delivering targeted cross-sell and up-sell offers to grow not only revenue, but also to deepen customer relationships with personalized offers.

Up sell/Cross-sell Analysis

Customer Loyalty

Social Analytics

Price Optimization

Data & Text Mining

Statistical Analysis

Attract

Attracting valuable customers requires uncovering patterns and trends in their behavior and then targeting those with similar attributes.

Organizations can run more efficient and cost-effective marketing campaigns, avoid saturation, reduce marketing costs, and achieve an overall higher ROI.

Capabilities

Sentiment Analysis

Real-time Decisions

take the following steps to develop your 2013 growth strategy
Take the following steps to develop your 2013 growth strategy

Look at the ‘Information into Insights’ capabilities in the context of your business model

Identify your expansion options and the products you want to learn more about

Contact the Channel Sales Manager in your region to discuss an enablement plan

http://ibm.com/pwsmartanalytics

47

slide49

IBM BUSINESS ANALYTICS

TOP SALES PERFORMANCE 2012

AWARD