Harnessing the Power of IBM Business Analytics Through Application Specific Licensing

Transcription

1 Harnessing the Power of IBM Business Analytics Through Application Specific Licensing David Albert WW ASL Business Development and Technical Manager Business Analytics Business Analytics software

2 Agenda IBM Business Analytics Review Overview of Core Business Analytics Portfolio IBM Business Analytics ASL Program Q & A 2

3 IBM Cognos Software BI and Performance Management Portfolio Cognos 10 BI Inform, engage and align all user communities across the organization to make better decisions faster Cognos FSR Gain Time, control and confidence by automating the Last Mie of finance reporting Cognos TM1 What-if scenario modelling to formulate new business models to drive the business Cognos Real Time Monitoring! Continuous real-time monitoring of business operations for rapid intraday decision making Cognos RTM! Cognos 10 BI Cognos 10 Planning Cognos TM1 IBM Risk Analytics Cognos 10 Platform Complete consistent information in terms business understands with a purpose-built SOA for enterprise scale SPSS IBM Risk Analytics Optimize business outcomes through horizontal and vertical risk integration SPSS Advanced Analytics Predictive and statistical analysis to identify patterns of future events and proactively act upon them 3 3

4 Business Analytics software Business Analytics Customer Reporting & Analysis Access 4 Finance Scorecarding & Dashboarding In-memory Analytic Server Model Risk Predictive Manage Industry Real-time Monitoring Planning, Budgeting & Forecasting Deploy

5 ASL Definition What is Application-Specific Licensing? An IBM Software Group contract in which the business partner acquires IBM software, bundles it with the partner s own software & services, and markets the integrated solution offering to clients. Your solution. Your customer. Your profit. WHAT QUALIFIES AS ASL CONTRACTUALLY Solution - The offering that is created when our Programs and your Value-Add Components work together. Value-Add Components - Your products listed in the Transaction Document that you must include in your Solution. Your Value-Add Components must add significant new functionality or combine or integrate the Program with one or more other products or services that add significant new functionality. 5

6 What is ASL? A business model available IBM Business Partners (BPs) in which the BP purchases IBM licensed products to bundle into their solution(s). The BP purchases the licenses directly from IBM or, in some countries, from IBM Value Add Distributors (VADs) The IBM licenses are restricted for use only within the BP s total solution and are sold as part of the BP s solution - not as part of separate agreement, such as under the resell model. The BP retains ownership of the IBM license and provides Level 1 and Level 2 support to its customers. 6

7 ASL Program Highlights What types of Business Partners are eligible for ASL Partners Independent Software Vendors (ISVs) Systems Integrators (SIs) Technology Partners Application, platform and infrastructure service providers Application Developers What is our ASL Mission and Strategy? Our mission is to grow the ASL business worldwide. Our strategy is to communicate the significant business value that IBM partners can get from an ASL model. Why is ASL Important to IBM? ASL is estimated to be an $18B route to market. As such, IBM wants to leverage the ecosystem of partners who build and sell bundled solutions. 7

8 ASL Program Benefits Speed up your time to market and reduce your development costs. Use the features and functions of IBM middleware when building your solution. Improve your profitability. Purchase the IBM software identified in the agreement at a fixed price over the life of the contract and ship that software, bundled with your solution, anywhere in the world. Accelerate your sales cycle. You deliver IBM software, bundled with your solution under one simplified contract, eliminating the need to present multiple contracts to your customers. Strengthen account control. You are the single point of contact to your customers from pre-sale activity to post-sales technical support. Reduce installation and support costs for your customers. You can continually enhance your solution to operate on the most current release levels of IBM software with IBM software upgrade protection. In addition, when your customers renew their license of your solution, they also renew the purchase of the IBM software, providing more profit for you each year. 8

9 Value to Partners ASL enhances the partner s business model Partner can deliver a more complete solution to the client, with integrated, world class IBM products and brand value. Partner manages the entire client relationship, including support. Partner gets consistent license pricing over the life of the contract. Partner gets flexible contracting several contract models to choose from. Partner is able to deliver an integrated solution worldwide with an ASL contract. Partner can get clients up and running faster with pre-integrated middleware. Partner can reduce development/training costs using IBM software. Partner Types include: Independent SW Vendors (ISVs) primary ASL focus Technology Partners Application, platform and infrastructure service providers Application Developers Systems Integrators Its not just about the discount 9

10 IBM Cognos OEM Value Proposition PROGRAM TECHNOLOGY PEOPLE Partnership model based on mutual commitment and investment for longterm success Integrated technology platform to enable solutions that can grow as your needs evolve over time Ability to draw upon depth and breadth of resources across IBM to ensure your success 10

11 IBM Business Intelligence Provide the right information to the right people, at the right time, via the right channel Equip users with the tools to explore information, analyze key facts, collaborate, and make decisions Provide quick access to facts and real-time information Cognos Insight Integrate what-if analysis and predictive analytics to compare possible outcomes to current and past data Cognos Express Cognos Enterprise Support users requirements with capabilities for the office and desktop, on mobile devices, online and offline. Adapt to the changing needs of IT and the business with flexible deployment options Analytics in the hands of everyone 11

12 IBM Performance Management Guide management strategy in the most profitable directions with timely, reliable insights, scenario modeling and transparent reporting Link financial and operational plans through driver-based models. Guarantee the quality and accuracy of financial numbers for timely, sustainable compliance. Track performance against strategic objectives. Perform what-if scenario modeling and create flexible rolling forecasts. Replace rigid budgets with continuous planning daily, weekly, or monthly Performance reporting and scorecarding Close, consolidate, report and file Analyze and optimize Plan, forecast and control 12

13 IBM Predictive Analytics Discover patterns and associations and deploy predictive models that optimize decision-making Enable data and predictive modeling to guide front-line interaction Uncover unexpected patterns and associations from all data within your organization Perform advanced analytics, data mining, text mining, social media analytics and statistical analysis Use customized functionality for different skill levels Deliver optimized decisions to your operational systems and decision makers. Publish Deployment Protect Modeling Data collection Automate Statistics Share Optimized decisions made possible 13

14 IBM Risk Analytics Make risk-aware decisions and meet regulatory requirements with smarter risk management programs and methodologies Lines of business Improve decision making by providing risk insight and transparency to business decisions Increase your return on capital by making better informed decisions Risk solutions Reduce the cost of compliance Accelerate and streamline risk processes reduce cost and operational risk and transform our clients customer business Risk Finance Treasury Dynamically evolve as risk practices and regulations change Reduce complexity while improving governance 14

15 Why add Business Analytics - Do Anything? Driving Revenue Competitive Differentiation Extend your End User Community Increased Product Unit Sales Increase Renewal Rates Maintain Margin Direct Value to Economic Buyer Elevated Optimization Message/Strategy Customer Satisfaction Improved Access to Data, Better Decision Making More Effective Business Processes Increased Confidence of Users/Management 15

16 Success Stories Nebim is a leading provider of ERP, Business Intelligence, Manufacturing applications and industry-specific merchandising solutions for retailers in Turkey They chose IBM Cognos TM1 for its Budgeting, Planning and Forecasting (BP&F) solution ASL Purchase commit contract for all needed Cognos parts Competitive discounts (like other Cognos partners) Special agreement: Partners and customers can use licenses for test and evaluation purpose good relationship, communication works, special conditions planned for take out (ask customers to replace other BI tools with Cognos) teaming between IBM resources is excellent Self-Pay Analytics solution built on IBM SPSS Modeler Measures and predicts patient payment behavior, reduces risk from bad debt and boosts collection rates Reduces bad debt write-offs by enabling hospitals to segment patients into high, medium and low risk categories Enable collections staff to prioritize accounts based on probability of payment, raising the success rate of collections Social media Analysis Social media Objectives Strategy Development Engagement Console Listening System 16

17 The Application-Specific License Partnership Benefits for You Increase your customers satisfaction Bundle and tune IBM software with your products with IBM help Your clients receive low cost of ownership, high performance and reliability out of the box Get clients up and running faster with pre-integrated software Take control of your sales cycle Control of delivery and pricing for your solution Significant increase in revenue/income Larger share of customer wallet Earlier revenue recognition 17 Increase your sales, profit and marketing reach Reduce development and implementation costs Take advantage of consistent software costs Reach new clients through IBM connections Plan and execute joint marketing with IBM Deliver solutions worldwide with an ASL contract

18 BA ASL Best Practices for Partners Value add is very important Make Business Analytics your differentiator Complete your solution with the right BA value at a solution price The IBM BA values will make your application stand out and be the competitive differentiator Find alignment between your pricing and ASL pricing model IBM ASL pricing will allow you to be flexible and increase revenues Participate in IBM marketing events Leverage IBM events and campaigns to build pipeline and promote your solution Build your IBM skills Leverage sales and technical training through partner offerings and collaborative enablement Team up with the IBM sales team Promote your solution to IBM industry solutions and certify with IBM to provide added value Expand your ASL agreement across several SWG brands Build a more complete solution with complimentary IBM software products Expand wallet share at existing customers through additional brands 18

19 IBM Business Analytics ASL Program Goals Lower TCO, Faster Timeto-Market Increase Revenue Opportunity Improve Customer Satisfaction Strengthen Competitive Differentiators Go-to-Market Program Dedicated Account Management Lower R&D Cost Focus on Core Competency Enhanced Reporting & Analytics Offerings Upsell Existing Customer Base Increase Average Sales Price SOA Architectures New Functionality = Increased ROI Ease-of-Use Drives End User Empowerment Ease of integration and setup Robust and Flexible UI s Reduce Custom Reporting Requests Better Decisions Increase Application Stickiness Reactive Processes Become Predictive Strong OEM Partnership Scale From Point Solutions to Enterprise Apps Aligned and Flexible Business and Financial Models 19

20 Questions?? For additional information, visit Business Analytics Software IBM Application-Specific Licensing (ASL) on PartnerWorld Contact Dave 20