IBM INDUSTRY GO TO MARKET MODEL

Transcription

1 IBM INDUSTRY GO TO MARKET MODEL Tom Inman, Vice President, Industry Strategy & Integration

2 Market success happens when IBM and partners work together Industry Strategy ISVs Go-To-Market Model Partner Programs 2

3 Software Solutions Group Executive Summary Our Mission To define and develop a new category of solutions software, leveraging IBM s overall capabilities, to deliver an industry-oriented value proposition to line-of-business users...to make new markets. Create and lead new markets: Smarter Analytics, Smarter Commerce, Social Business, Smarter Cities, Watson Solutions Drive an aggressive clusterbased acquisition strategy in targeted areas that also adds the required industry and go-to-market skills needed to grow Delivering our capabilities in an industry context allows our clients to achieve quantifiable business outcomes 21% CAGR

4 Making New Markets and Reaching New Buyers We are applying information technology to new high-value segments Business Analytics & Optimization Smarter Commerce Social Business Smarter Cities Watson Solutions $76B (5.2% CAGR) SW $31B (14.7%) SW $47B (10.3%) SW $16B (12.5%) SW $235B (7.2%) Total $135B (13.2%)Total $99B (10.1%) Total $55B (12.6%) Total Multi-billion opportunity in Healthcare and Financial Services The opportunity is growing: Line of Business buyers want integrated solutions for their industry-specific challenges... via traditional, cloud, appliance and managed services options. Note: All opportunity figures represent 2015 opportunity based on GMV 1H12 and include served and non-served markets 4

5 Market Transformation Hailed as Once in 20 Years Opportunity IDC calls today s technology disruption the third platform. Future innovation will be built on a platform of mobile devices and apps, cloud services, mobile broadband networks, Big Data and social technologies. IT Spending 15% CAGR Transformational highvalue, verticallyfocused solutions: Connected health Medicine supply chain IT Spending 2.5% CAGR Personalized insurance offerings Payment fraud management Emerging industries Note: IDC Directions 2012: Competing for 2020, 3/12 5

6 We Are Weaving Intelligence Into the Fabric of Enterprise Processes to Help Clients Build Smarter Businesses Prospective Employees Suppliers Current & Prospective Customers 6 Business Partners

7 Reaching New Buyers: Line of Business Clients Represent New Opportunity Reach LOBleaders with relevant messages and solutions Help ITleadership align capabilities to address business pain points more effectively LOB-IT Execution Model 65% of business leaders have plans to buy technology for their group without involving IT at all -Forrester 2011

8 Marketing & Customer Management Consumer Segmentation Customer Relationship Strategy Marketing Strategy & Planning Customer Behavior Modeling Market & Competitor Research Customer Satisfaction Measurement & Management Segmentation Management Clientelling Call Center Campaign Management Customer Service Loyalty Customer Communications Mass Marketing & Advertising Target Marketing After Sales Services Customer Repository Products Merchandise Strategy Merchandise Planning Assortment Planning Product Development (e.g. Private Label) Brand Management Pricing Strategy Sourcing Planning Price / Promotions Management Inventory Management Supply Terms Administration & Pricing Product Lifecycle Management (PLM) Allocations PO & Trade Funds Management Purchasing / Sourcing Demand Forecasting Master Data Management Store and Channel Multi-channel Strategy Store & Channel Strategy Store Design & Layout Channel Design & Layout Store & Channel Profitability Store Operations Management Transaction Management Planogram Replenishment Services Delivery Price Changing Time & Attendance Floor Stocking, Back Room Task Mgt Loss Prevention Workforce Management POS Execution / Cash Management Multi-channel Call Center Distribution & Warehousing Distribution, Warehouse, Supply Chain Strategy Transportation Planning Supplier Relationship Planning (Logistics) Supplier Performance Management In-bound Logistics Intra-company & Outbound Logistics Transportation / Fleet Management Warehouse Management Distribution Center Operations Yard Management Returns & Reclamation Product Track & Trace Transportation / Fleet Operations Business Administration Corporate Strategy Financial Management & Planning LOB Planning Location Strategy Alliance Management Business Performance Reporting Legal & Regulatory Compliance Real Estate & Construction Management Risk Management Stock Ledger HR Management (Career Development, Training, Recruiting) HR Administration / Payroll Corporate Audit Corporate Accounting (GL AP, Treasury, etc Sales Audit Indirect Procurement Credit Operations PR & Investor Relations IT Systems & Operations Before the IBM Business Blueprint, clients received different messages from sellers across the Brands and S&D on industry-driven solutions Before: 7 separate industry Points of view Retail Industry Example Industry Messaging Map Progression Path Business Outcome Map IBM CBM (GBS) IBM Solutions Map (S&D) Industry Framework View (SWG) Industry Solutions Map (GBS) D i re c t C o n t ro l E x e c u t e Marketing and IT Systems Customer and Operations Management Integration Optimization Business and Store and Analytics Finance Channels Collaboration Administration Security Resiliency Merchandising Supply Chain and Product Management Industry Imperative Solution Area Audience Industry Imperative Capability Achieve Value Industry Imperative Business Initiative Business Functions Business processes mapping supporting industry s business functions Solution Area Solution Category Solution Domain Project Area Project Client Driver Business Solution Solution Offering Benefits Solution Component After: Industry Blueprints Industry Imperative Business Outcomes Client Business Owners Solution Areas Capabilities 8

9 Aligning IBM around Industry-focused Client Business Outcomes New Line of Business Leaders Industry Smarter Planet Industry Solutions Client Imperatives and Desired Outcomes Transformational Client Engagements, Customizable Solutions, Enterprise Roadmaps Industry Solutions Integrated by Design IBM Solution Assets and Platforms IBM Capabilities, Workloads & Delivery Cross-IBM Scalable LoB Solutions High volume, high margin SWG offerings targeting LOB buyers 9

10 Smarter Commerce Strategy Aligns with the IBM Business Blueprint New Line of Business Leaders Industry Client Imperatives and Desired Outcomes Reaching New Smarter Commerce Clients Chief Marketing Officers Chief Procurement Officers VPs of Service & Loyalty VPs of Stores & Commerce IBM Solution Assets and Platforms Buy Market Industry Solutions Integrated by Design IBM Capabilities, Workloads & Delivery Cross-IBM Service Sell 10

11 Smarter Commerce A smarter approach to the processes of buy, market, sell, and service Chief Procurement Officer Buy Market Chief Marketing Officer Enables Clients to: Drive intelligent, adaptive and optimized extended supply chains based on demand Create personalized and relevant offers with crosschannel marketing VP of Customer Loyalty Service Sell VP of Commerce, Stores & Operations Enable their customers, partners and suppliers to buy the products they want, when and where they want Anticipate consumer behavior and deliver flawless service Banking / Financial Services Retail Telecommunications Electronics CPG Insurance 11

12 Smarter Cities Strategy Aligns with the IBM Business Blueprint New Line of Business Leaders Industry Client Imperatives and Desired Outcomes Reaching New Smarter Cities Clients City Mayors City Planners & Building Officials Chiefs of Water & Utilities Chiefs of Human & Social Services IBM Solution Assets and Platforms Industry Solutions Integrated by Design IBM Capabilities, Workloads & Delivery Cross-IBM 12

13 Smarter Cities Helping city officials manage, automate, and optimize various city operations Mayor & Chief of Police Chief of Social Services City Planner Chief of Utilities Enables Clients to: Leverage integrated planning and management solutions for Government Administration and Urban and Environmental Planning Improve human services for citizens including Social and Health, Public Safety and Education needs Build, connect and instrument physical and virtual Infrastructures to support transportation, energy and other city utilities Public Safety Government Transportation Energy Water Healthcare 13

14 Smarter Analytics Strategy Aligns with the IBM Business Blueprint New Line of Business Leaders Industry Client Imperatives and Desired Outcomes Reaching New Smarter Analytics Clients Chief Financial Officers Chief Risk Officers Chief Marketing Officers All Line of Business Leaders IBM Solution Assets and Platforms Industry Solutions Integrated by Design IBM Capabilities, Workloads & Delivery Cross-IBM 14

15 Risk Analytics Help Clients Drive Risk-Aware Decision Making Lines of Business Enables Clients to: Improve decision making by providing risk insight and transparency Risk Capabilities and Solutions Increase return on capital by investing in the right opportunities Reduce the cost of compliance Accelerate and streamline risk processes to reduce cost and operational risk and transform our clients business Risk Finance Treasury Dynamically evolve as risk practices and regulations change 15 Banking / FSS Insurance Healthcare Energy / Utilities Manufacturing

16 IBM s Customer Analytics Framework Detect & Capture Analyze & Predict Engage & Act Enables Clients to: Detect & capture to collect data about behaviors, attitudes and interactions from as many sources as possible Analyze & predict to understand advocacy, conversations & trends and predict behavior and next best actions Engage & act to Engage transparently and Instrument actionable recommendations CPG Healthcare Academia Government Feed & Learn Retail Insurance Telco Banking / FSS 16

17 Integrated Capabilities to Discover and Prevent Ever More Sophisticated Threats & Fraud Scenarios Before They Occur Enables Clients to: Investigate Build a case for action Discover Identify fraud if it occurs Prevent Stop fraud before it occurs Detect Detect and react in realtime Extend beyond department, organization and private / public boundaries to detect and prevent threat and fraud Leverage a single platform for threat and risk capabilities that integrates key IBM technologies Drive data acquisition and enrichment to enable decision makers to connect the dots during pattern analysis Banking / FSS Gov-HL Sec Gov-Law Enf Insider Threat Tax Evasion Healthcare 17 Insurance

18 Performance Management from IBM Business Analytics Planning Analysis & Forecasting Finance Account Analysis & Close Consolidated Reporting &Analysis Disclosure Management & XBRL Performance Management Profitability Modeling & Optimization Operations Sales and Operational Planning Capital Expenditure Planning Product Profitability Performance Reporting & Scorecarding Sales & Customer Incentive Compensation Management Quota Planning Territory & Channel Management Enables Clients to: Drive efficiencies and scale to eliminate manual efforts, structure and automate processes and scale to large communities and data sets Gain agility and preparedness to link operational and financial performance management, support advanced analytic techniques and eliminate delays in coordinating around to emerging realities Improve effectiveness and outcomes to dramatically reduce risk of errors, cost-effectively address compliance and drive new confidence in analyticsdriven decision making Banking / FSS Insurance Distribution Industrial Government Healthcare 18

19 Social Business Strategy Aligns with the IBM Business Blueprint New Line of Business Leaders Industry Client Imperatives and Desired Outcomes Reaching New Social Business Clients Chief Marketing Officers Chief Human Resource Officers VPs of Business & Product Development VPs of Sales and Commerce IBM Solution Assets and Platforms Social Networking Social Portal Social Content Industry Solutions Integrated by Design IBM Capabilities, Workloads & Delivery Cross-IBM Social Analytics Social Process & Information Management, Lifecycle & Governance 19

20 Social Business A smarter approach to the people-centric processes of an organization Customer Care and Insight Social Networking Social Analytics Product and Service Innovation Social Portal Workforce Optimization Social Content Social Process & Information Management, Lifecycle & Governance Enables Clients to: Improve customer service and employee engagement through Exceptional Web experiences Gain new insights into customers and employee sentiment through social analytics Act on insights and improve employee efficiency through links to Governance and transaction systems Build new front office systems that support Social work processes Launch new products and services faster and respond more quickly to market changes Government Healthcare Banking / FSS / Insurance Retail Consumer Products Electronics 20

21 Reaching New Buyers: Aligning our GTM Reach LOBleaders with relevant messages and solutions Help ITleadership align capabilities to address business pain points more effectively LOB-IT Execution Model Enabling an Army to Execute Consistently 2300 GBS Partners / Associate Partners 6500 GBS Strategy & Change Consultants 65% of business leaders have plans to buy technology for their group15 without involving IT at all 10,000+ S&D Client Reps 400 Industry Tigers (SWG & S&D) 1100 Software Client Leaders 1100 Software Client Architects 1000 s of Business Partner Firms -Forrester s of SSG / SMG Product Sales and Technical Sales Specialists 1000 s of Skilled Solution Delivery Specialists (GBS, Lab Services, Partners) 21