Tool process flow: An Overview

1. Tool process flow:An Overview A module in the S2 education series BPv1 | July 2010 |

2. Tool process overview presentation • This presentation provides an overview of the process flow and tools and includes the following topics: • Overview • Opportunity to Order • IBM Services Advisor (ISA) • IBM Configurator for e-business (e-config) • Simplified Services Contracting Tool for Small Deals (S2) • Contracts On Line (COL) • Contract registration

3. Overview • There are various tasks that need to be performed to define the services a customer needs. • Those exact tasks may vary by service and service type. • IBM is working to integrate the tools to perform those tasks to minimize duplicate data input.Note: These tools can be used as an integrated set or individually, as needed per proposal. • This presentation provides a high-level overview of these tools, as well as links for more information and education on the tools. • The next slide provides a visual representation of the flow and where the tools fall in the process.

4. Process flow of tools • This chart shows where the tools fall in the overall Opportunity to Order process flow. Each tool will be discussed on the following slides in this presentation. Again, these tools can be used as part of an integrated toolset or can be used individually, on a project by project basis. • Note: Use of S2 and COL is optional since the seller can manually create the SOW/contract using localized templates and manually get signatures

5. Opportunity to Order (O2O) • Opportunity to Order (O2O) provides IBM a consistent, worldwide process framework for opportunity management, design the solution, pricing, proposal development, contract development, obtaining a customer decision, and managing credit risk. • The Opportunity to Order process begins when an opportunity is noticed and ends when an order is placed. It includes progression through the Opportunity Management sales stages, the creation of the technical solution, the establishment of a price in Price / Finance the Solution, the creation of a proposal in Develop Proposal, the completion of the contracts in Develop Contacts, gaining of customer agreement along with order hand off in Obtain Customer Decision, and the management of credit in Manage Credit Risk. • The O2O process provides orders to Fulfillment and Solution Delivery processes. • By incorporating list priced service products into a quote, O2O process participants can be more efficient and effective in their sales efforts. • Purpose of Opportunity to Order:http://w3-03.ibm.com/transform/worksmart/docs/Opportunity+to+Order.html

6. IBM Services Advisor (ISA) - for Business Partners • ISA is a powerful tool that makes it easier for Business Partners to find the right IBM services for their clients. This tool enables you to search, sort, and filter the Global Technology Services portfolio based on your priorities by: • Solution • Industry • Brand • Client pain point • ISA also links directly to key sales and marketing resources on PartnerWorld Services to help you accelerate sales. • You can find more information and education at these links: • ISA page: • Overview of the benefits and functionality of ISA: IBM Services Advisor for Business Partners • IBM Services Advisor Quick Reference Guide

7. Sample screenshots from ISA The Services Finder Tool: Services and Products Catalog The right hand panel shows the catalog of services that are available for IBM Business Partners to sell in your country. Select your country and language. Each twistie shows a deeper level of services that are available to sell within the Service Product Line. The selection box at the top of the panel allows you to see the entire portfolio, your analysis results, or services that you have selected (by checking the box next to the service product line name). A handy “hover over” feature will allow users to see a overview of a service by pointing at it with a cursor. Analysis Criteria The left panel enables you to view the portfolio based on selecting specific "criteria". When you select a category (such as pain points, industry, or brand) a submenu displays to let you choose criteria related to that issue. Once a selection is made the "analysis results" are changed to identify the appropriate services in priority order. The categories of analysis criteria include: • Active Priorities and Filters - currently set priorities/ filters. • Dynamic Infrastructure - services related to helping a client build a dynamic IT and business infrastructure. • Industry solutions - industry initiatives and objectives. • Pain points - analysis criteria for IT and business pain points. • Brand - services cross-sell opportunities. • Criteria search results - shows analysis criteria based on a search of all analysis criteria . Note the Undo button allows users to back up and erase the last criteria entered.

8. IBM Configurator for e-business (e-config) • The e-config tool is a PC-based hardware and software configurator that enables you to configure multiple product lines, view all of your selections from a main view, verify product availability, view the system diagram, and price the system. • The benefits of the IBM Configurator for e-business include: • Saves configuration and customer data in a unique portfolio • Works in disconnected mode • Configures most systems and subsystems • Provides fast configurations • Enables simple editing of feature code selection • Imports Configuration Reports (CFReports) • Creates output in multiple formats (CFReport, XML, CSV, RTF, and HTML) • You can find more information at this link: • PartnerWorld link

9. Sample screenshot about getting started with e-config • Install the IBM Configurator for e-business (e-config) application using the e-padm download site at the following URL:http://d03bpi07.partner.boulder.ibm.com/src/WebPages.nsf/e-config/econfig_main_js?OpenDocument– Requires PartnerWorld access with ID and Password. • Follow the instructions on the screen to install e-config. • As shown, click to select the: • Current e-config package • Required Base Packages • POWER Systems [rack/tower and blades], and GTS/ISS [US English]. • Expand the list and select the appropriate price list for your country. • Click Install/Update. This will install the e-config tool to your desktop. • After installing e-config, a new e-config folder will be on your Windows desktop. You can access e-config by opening the e-config folder and opening the application • Note: The price lists for Canada and LA countries are “Combo” files for all models at the bottom of the list.

10. Sample steps in e-config • Select Add Initial Order under Portfolio • Next select ITS Service Product Lines under 4. Services. • Select OK. • Then select ITS Service Product Lines Products GTS… 1. 2.. 3. 4.

11. Sample steps in e-config - continued • Select SPL8 – Server Services. • Next Add Product then Edit Product. • Modify Quantity (Qty). • You can then view configured file. 1. 2.. 3. 4.

12. Simplified Services Contracting Tool for Small Deals (S2) • S2 is a comprehensive Web based solution that: • Provides a list of selected pre-approved, pre-priced service products • Empowers each seller to generate the contract documents for the service products requested by the customer within minutes. • Using S2 • Use by itself – no need to use ISA, load e-config; you can use S2 as a standalone tool • Use in conjunction with the integrated toolset • Upload product configurations from e-config put configured products in the S2 cart • Accept a request from S1SF/ISA to process a specific product • Retrieve an approved quote from e-Pricer and put quoted products in the S2 cart • Send contract documents to COL (Contracts OnLine) to process approval • More education and information: • S2 General Information page • S2 QRC: http://sc4.ihost.com/gpp/gts/QRCs/s2_qrc_bp.doc • S2 Overview and Step-by-step process presentation http://cptdev.atlanta.ibm.com/cptroot/projects/gts/s2_pres_ibm.ppt

13. Sample screenshot from S2 The My Cart page in S2 • The cart shows the offering you selected as well as the offering information that was uploaded from the .cfr file. • Then there are four options available to continue:- Update selected- Remove selected- Add new offering(s)This allows you to add new offreings. Note: Do not use New Contract to add new offerings; you will lose the data that is currently stored.- Generate contractThis option will take you to the Checkout page

14. Contracts Online (COL) • COL is an IBM web-based tool to provide approval of contracts. Contracts can be: • 2-party contracts (IBM Direct, end customer) or • 3-party contracts (IBM, IBM BP, and end customer). • What is the role of COL in this flow? There are two parts: • For S2 generated contracts: S2 loads contract documents and the e-config (.cfr) file into a draft transaction in COL – which a COL user then drives through approval in the standard manner. • For non-S2 generated contracts: you can manually upload contract documents. • The use of COL is optional, and it requires set-up, such as: • Workflow • Organizations • Users (end customers, Business Partners, etc.) • An organizational decision to start using COL needs to be made which involves setup process – this varies country to country • You can find more information and education at these links: • Internal wiki • introduction information

15. Sample screenshot from COL • Reduce the costs of processing contracts by: • Eliminating the need for faxing, mailing, copying and printing documents • Minimizing the costs of tracking, searching, retrieving and managing contracts • Using the web and email capability for transactions and communications • Shortens end-to-end execution time of processing contracts by: • Providing better access (anytime, anywhere) to contracts via the Web-Prompting users to approve/sign contracts via automatic email notifications and reminders • Facilitating contract negotiations via Request Changes and the Negotiations module • Improve ease of executing contracts by: • Supporting Contract Simplification to produce smaller, simpler contracts in one format • Providing approval workflow support to enforce business process-Providing Real time status tracking of contracts via the application

16. Contract registration • Contract approval enables contract registration, which enables IBM to deliver the services. • The current processes, tools, and procedures for contract registration continue to be used, and these vary country by country. • Note: There is a plan for future integration of S2 with CFT/S. S2's role will be to supply the data that it has, to reduce duplicate data input and maximize automation. • Note: The OO/Seller (or Sales assist Rep) will be able to use S1SF to access the “coding” page on the Engagement Portfolios to locate the new BCC mapping spreadsheet which is used to map the feature codes in the e-Config and e-Pricer output to the BCC codes and offering code used in CFT/s.

17. Summary This presentation provided an overview of the process flow and tools and includes the following topics: • Overview • Opportunity to Order • IBM Services Advisor (ISA) • IBM IBM Configurator for e-business (e-config) • Simplified Services Contracting Tool for Small Deals (S2) • Contracts On Line (COL) • Contract registration Thanks for your time and attention!