Global Partner Program. Jointly Expanding Business Opportunities Beyond the Limits

Transcription

1 Global Partner Program Jointly Expanding Business Opportunities Beyond the Limits

2 The Information Builders Global Partner Program benefits are tailored to fit each partner relationship most effectively. Successful partnerships will start with a common understanding A Message From Our President and CEO of our organization and the rewards and responsibilities of having a relationship with Information Builders. This guide outlines the specific program benefits and requirements of all partner relationships in the program. Since our founding in 1975, Information Builders has delivered state-of-the-art technology that transforms businesses in all commercial industries, government, and education. We remain one of the world s largest independent, privately held software companies. Information Builders operates in more than 60 global locations and has built an active customer base of tens of thousands of major installations at leading organizations worldwide. We aren t just a major software supplier to our customers, but also to leading software vendors such as IBM, Oracle, SAP, Teradata, and many others. Customer success is everything to us. Superior customer service and market-leading innovation drive Information Builders and our employees every day. In fact, our customers often cite the professionalism and tenure of our employees as a major differentiator. Our reputation for outstanding customer service has garnered us the highest honors from CRM magazine, the SSPA, and the American Business Awards. Our products and services have received top recognition from independent analyst research firms including Gartner, Forrester Research, BARC, Butler, Bloor, Dresner Advisory Services, Enterprise Management Associates (EMA), Ventana Research, and The Data Warehouse Institute (TDWI). Most importantly, our customers have received the most information technology and business awards for their accomplishments. More than 50 of our customers have had their information systems inducted into the Smithsonian Institute for superior information technology achievement through the Computerworld Honors Program. We value our relationships with our partners, and we re continuously seeking to establish new partners to expand our global technology footprint while strengthening our partners offerings. We look forward to joining forces with your organization through our Global Partner Program, where we will mutually benefit from a strong long-term relationship to encounter business opportunities beyond our individual reaches. Gerald D. Cohen

3 Table of Contents 4 Information Builders Company Overview 5 Company Highlights 5 Awards and Honors 5 What Influencers Are Saying About Information Builders 9 Information Builders Products and Technologies 9 The Information Builders 3i Platform 10 Information Builders Product Offerings 17 Information Builders Differentiators 20 End-to-End Enterprise Solutions in Action 23 Our Partners and Their Solutions 23 Independent Software Vendors (ISVs) 24 Technology Partners 24 Implementation and Integrator Partners 25 Our Customers 28 Global Partner Program 28 Overview 29 Partnership Types 30 Strategic Alliances 32 Partner Benefits Summary 33 Marketing Benefits 34 Sales Support Benefits 34 Red Carpet VIP Program 34 Technical Support Benefits 34 Product Access and Education Benefits 35 Partner Onboarding 37 Partner Training 40 Partner Commitments 40 Approved Master Partner Agreement 40 Annual Revenue Commitment 40 Commitment to Creating a Joint Go-to-Market Business Plan 42 Getting Started 3 Global Partner Program Information Builders

4 Information Builders Company Overview Founded in 1975, Information Builders remains one of the largest private companies in the software industry. Our corporate headquarters sits above Madison Square Garden in New York and our European headquarters is in Amsterdam. Our organization is fully controlled by the founding partners: our founder and principal owner, Mr. Gerald D. Cohen, and cofounders Dr. Martin Slagowitz and Mr. Peter Mittelman. Our core offerings are our business intelligence (BI) and analytics platform (marketed under the WebFOCUS brand) and our data integrity and integration products (marketed under the iway and Omni brands). Industry analysts have recognized Information Builders as a BI leader consistently, for many years, even as the sector has undergone significant change and consolidation. Additionally, our data integrity and integration offerings have provided comprehensive real-time data management solutions for decades. The combination of the three product offerings the 3i capabilities of intelligence, integrity, and integration provides a unique value proposition to our customers and partners that remains unmatched in the industry. Our awarding-winning solutions deliver information to more than 12,000 customer sites in all areas of public sector and commercial businesses. Our solutions for business intelligence, data integrity, and integration are fast to deploy, easy to use, and affordable. We strive to be a trusted business entity to our partners and remain passionate about personal and responsive customer service which sets us apart from other vendors. Our mission is to provide software, services, and support that provide better decisions from better data. 4 Global Partner Program Information Builders

5 Company Highlights Corporate Headquarters: New York City European Headquarters: Amsterdam Founded in 1975 more than 40 years of experience $300 million in revenue More than 12,000 major customer sites More than 350 business partners 40 global offices and 26 worldwide distributors 1,400 employees Tens of thousands of OEM customers Tens of millions of product users Awards and Honors Information Builders has received the following industry awards for recognition of our products and services. They highlight our dedication to product innovation and service. What Influencers Are Saying About Information Builders Forrester Information Builders provides a broad platform to support all enterprise BI needs.... Not too big for a client to be lost in a corporate shuffle, and not too small so that it can provide global support; it provides one-stop BI shopping, and it can help clients reduce dependency on a single software stack vendor. 5 Global Partner Program Information Builders

6 Dresner Advisory Services A member of the Large Established Pure-Play market segment, Information Builders leads the segment for a sixth year in a row. It scores above peer and overall averages and is best in class for most measures. Its overall score and that of value, product, and integrity increased versus Note that the Information Builders composite score is also higher than any in the Business Intelligence Titans ranking. Ventana Research Information Builders stands out, providing an exceptional user experience and a complete integrated portfolio of data management, predictive analytics, visual discovery, and operational intelligence capabilities in a single platform. [As the top vendor in the Ventana Value Index for Analytics and Business Intelligence 2015,] Information Builders scored highest in four of the seven categories, with its highest score in Validation, which reflects a busines focus on customer use cases and support for customer success. The company also has the highest rating in Reliability due to the scalability and performance of its platform. Its lowest rating is in Capability, but it is nonetheless a Hot vendor in that category. It scores well in the Capability subcategories of data and analytics, and specific areas of the subcategory of Optimization, which describes the abilities to manage performance, support a range of skill levels among users and automate notification of information. 6 Global Partner Program Information Builders

7 BARC Information Builders has consistently been a leading vendor for handling large data and user volumes and requiring the fewest administrator resources. With WebFOCUS, BI applications can be centrally administered and published to a large group of recipients both inside and outside of the firewall. Another strength in WebFOCUS is its inherent support for opera-tional BI in which insights are derived from data coming directly out of production systems. These capabilities have been extended across enterprises to enable analysis across any and all new systems that are engaged, including today s cloud-based infrastructures. EMA Information Builders rates higher than average within Architecture and Integration components based on their web-based interface and development environment and strong commitment to data integration through their iway Software connectors. Information Builders provides Functionality that is above average against others in the EMA Radar for Business Intelligence Platforms for Midsized Organizations. Information Builders provides advanced analytics and strong visualization components with strength in supporting embedded implementations. 7 Global Partner Program Information Builders

8 Gartner Information Builders position as a Leader in this Magic Quadrant [2015] is driven by its positive track record in creating pervasive BI solutions for a high volume of mainstream users, particularly in customer-facing scenarios. Its WebFOCUS platform is well-architected and offers a broad array of functionality... Information Builders clearly differentiates itself in the area of pervasiveness. A significant percentage of its clients disseminate information and decision support to thousands of operational workers. Information Builders reference customers reported almost double the average [for this Magic Quadrant] for size of deployment in terms of numbers of users. Information Builders earned high product scores for centralized and embedded BI use cases, where its BI platform administration, development and integration, IT-developed reports and dashboards, metadata management, and mobile are platform strengths. Breadth of functionality is another key strength of Information Builders... Developers are attracted to WebFOCUS and its ability to access disparate data and applications sources to create not just reports and dashboards, but to build information applications with the commensurate security and write-back functionality. Deployments indicate a diversity of usage scenarios and data domains, such as customer, product and location data. Fast time-to-value: Customers reports indicate that production deployment of Information Builders data quality tools is achieved 33 percent faster than the market average. Broad and robust data quality functionality: Information Builders technology capabilities for data profiling, visualization, workflow, parsing, matching and entity resolution are well rated by customers. Hub Designs With such strong roots in infrastructure technology for data management, iway s platform supplies all the right capabilities and functions for IT teams and power users. For the tech savvy, iway tools improve productivity for all tasks, while still providing the ability to custom build things the more technical user needs... It s obvious that Information Builders has great platforms for the behind-the-scenes heavy lifting that is key to taking advantage of data assets and turning them into valuable insights for competitive edge. 8 Global Partner Program Information Builders

9 Better Decisions From Better Data Information Builders Products and Technologies The Information Builders 3i Platform When speaking about Information Builders capabilities as a whole, we discuss the 3i s of intelligence (including BI, analytics, and reporting), integrity (including data quality and master data management), and integration (including real-time data, application, and B2B integration). Because our technologies are highly interoperable and adaptable, they are best represented as collections of capabilities rather than components locked into architecture diagrams. That is the purpose of our so-called bubble chart on the next page: to allow people to freely mix and match the capabilities they require without concerning themselves about branding or packaging. These 3i capabilities work together seamlessly to cover all primary information needs, from data inception through integration and management to analytics, delivery, and consumption. As a result, Information Builders solves problems that most other companies can t, and dramatically improves the performance of client organizations. 9 Global Partner Program Information Builders

10 Intelligence Portal, Embedded, and InfoApps Performance Management Predictive Analytics Social Intelligence TM Search-Based Apps Geographic Intelligence Mobile Apps Write-Back Apps Dashboards Casting and Archiving Microsoft and Adobe Active Technologies High Performance Data Store Asia Africa Popula on 6K 300 6M M M M 99M M 800 A B C D E F G H I J K L Data Discovery Reporting Quarterly Report Company Quarter A. Q1 B. Q2 C. Q3 D. Q4 Revenue 318 Expenses Integrity Master Data Management Data Profiling Data Stewardship Data Quality Integration Batch ETL Applications Relational/ Cubes Big Data Incremental Columnar/ In Memory Unstructured Social Media Web Services Trading Partners UNSTRUCTURED Legacy Systems Real-Time ESB Search TEXT Information Builders Product Offerings Although we talk holistically about Information Builders 3i capabilities, they are marketed and sold under three product brands. 10 WebFOCUS addresses the business intelligence and analytics platform market. It provides self-service analytical tools for business users, power users, and developers, while enabling them to publish and share their insights as InfoApps to thousands of non-technical users inside and outside their firewalls. The world s largest and most widely adopted BI deployments run on WebFOCUS Global Partner Program Information Builders

11 iway addresses the integration and data integrity tool market. These products allow you to integrate, enrich, cleanse, and transform data to streamline business processes, integrate disparate systems, conduct business-to-business (B2B) transactions, and, of course, support analytical applications and data stores. iway differentiates by handling real-time, complex integration problems in highly adaptable ways and with a light footprint Omni addresses the market of buyers and creators of pre-packaged data integration and mastering applications. Omni-Gen is a revolutionary new platform for generating information management applications those that combine data integration, data quality, and master data management in a fraction of the time such projects used to require. Omni-Payer, an information management application for health insurers that was built using Omni-Gen, provides a 360-degree view of every member across multiple business domains. Omni-Patient performs a similar function for healthcare providers These three brands enable Information Builders to have clear and specific messages for different market sectors while allowing the component technologies to be shared freely underneath. From a technical perspective, iway adapters are sold under the covers as data access components of the WebFOCUS platform; WebFOCUS is used in some of the iway Data Profiler dashboards; Omni-Gen and the Omni applications are an assembly of iway components and tools molded and extended into a complete platform From a sales and marketing perspective, these details rarely need to be discussed. As far as customers are concerned, WebFOCUS gets access to all needed data; iway data profiler provides an in-depth understanding of your data; Omni applications are complete information management solutions. All necessary technology is bundled into our branded product offerings Regardless of the product brands being used, our partners use Information Builders 3i capabilities to transform their clients data into business value. WebFOCUS BI and Analytics Platform Different users have different requirements. Unlike other tools, the powerful WebFOCUS BI and analytics platform brings information to the widest range of users in your customer s organization and beyond, to their customers, partners, and suppliers. Tech-savvy business users who demand analytical tools will find superior insights with WebFOCUS InfoAssist. They can source their own data, incorporate personal data (e.g., spreadsheets), engage in data discovery, create powerful visualizations, assemble dashboards, write reports, and do much more. Only a small percentage of any workforce, however, can use analytical tools. The WebFOCUS platform enables tech-savvy business users or developers to create, publish, and share InfoApps, which can be adopted by virtually every person in an organization. They provide a custom interface through which users can analyze and interact with data. Intuitive and visually compelling, they give non-technical users instant insight into a complex data set. Instead of learning complex tools and worrying about data preparation, users can tap into InfoApps to serve themselves and quickly get answers and insights from relevant data, right when they need it. InfoApps make it easy for non-technical, mainstream users to get and analyze information on both web browsers and mobile devices. 11 Global Partner Program Information Builders

12 The Industry s Best Platform for Wide Adoption of BI and Analytics Our partners can economically deploy analytical tools, InfoApps, and more advanced BI applications on a large scale while standardizing on a single BI platform to deliver on the needs to all user types to increase efficiency, improve business processes, and drive competitive advantage, all while lowering costs. You can use WebFOCUS with any delivery method: on premises, cloud, or as a service. We allow our partners to embed our software to enable you to provide a more complete solution to your customers. Only Information Builders provides one flexible, scalable, and easy to use BI and analytics platform that offers the right information delivery approach for every kind of user. WebFOCUS offers self-service analytics backed by unmatched scalability. Key components of the WebFOCUS platform include: Dashboards, Production and Financial Reports, and Scorecards Provide executives and managers with a high-level view of critical indicators and metrics Self-Service Tools Allow users to easily create and share InfoApps for guided ad hoc exploration of data Mobile BI Enables users to interact with right-time data on any device, whether connected to the Internet or not Self-Service InfoApps Enable users to analyze and manipulate information, with no training required Desktop Products Integration Allows users to work with data in their preferred formats (such as Excel and Adobe PDF) Dynamic Report Distribution Provides named and unnamed users with real-time alerts, fully automates the scheduling and delivery of vital information Active Technologies Delivers device-independent, highly interactive analytic dashboards to any device, without the need for specialized software or named user licenses, even when disconnected 12 Global Partner Program Information Builders

13 BI Portal Provides an app store-like experience for users to access and customize analytical content, including dashboards, visualizations, reports, charts, graphs, maps, and interactive InfoApps; additionally, support is provided for enterprise portals (e.g. SharePoint, SAP, etc.) Predictive Analytics Enables users to make decisions based on accurate, validated forecasts of future events or conditions instead of relying on gut instinct Performance Management Technologies Allows users to define strategy maps and interrelated KPIs to drive organizational performance Data Visualization Empowers users to gain deeper insight from all kinds of data by analyzing patterns and uncovering trends in a web-based self-service data discovery tool Location Intelligence Tools Allow for easy analysis of the similarities and differences between objects in specific geographic locations, and help to uncover spatial relationships between dimensions with similar or outstanding values Search-Based BI Enables companies to improve the accessibility of critical information; structured or unstructured data can be instantly indexed, located, and retrieved, regardless of its source or location Social Analytics Allows users to perform deep analysis of any source, including data from social media sites, blogs, and other unstructured sources, while seamlessly combining it with data in CRM, sales, marketing automation, and other enterprise systems for the most complete view of customer activity possible Easy Integration RESTful Web Services to enable applications and development environments, such as Visual Studio.NET and Java, to integrate easily with WebFOCUS Organizations use WebFOCUS to lower cost, increase revenue, generate new revenue streams, or optimize business environments through initiatives like the following: Operational BI Applications Delivers highly interactive analytic and reporting apps to large numbers of nontechnical users Operationalizes insights to workers at the business process level Provides strongest platform for delivering real-time data and operational alerts Partner-Facing Analytic Apps Delivers information and comparative performance metrics to suppliers, distributors, and dealerships Customer-Facing Information Apps Delivers an information-rich customer experience to drive revenue and loyalty Embedded BI Embeds seamlessly into existing portals and operational applications Enhances analytics for numerous internet app providers and ISVs Mobile Delivers device-independent production mobile apps for analytics, alerts, and data entry Big Data Analytics Leverages a wealth of data generated by sensors, social media, web traffic, logs, and cloud Data Monetization Delivers information and analytics as a new revenue generating line of business Derives quantifiable value from your data investments throughout your enterprise 13 Global Partner Program Information Builders

14 iway Integration and Integrity Tool Suites Information Builders packages three interrelated software suites in the iway Software family: The iway Integration Suite, the iway Data Quality Suite, and the iway Master Data Suite. These are collections of technology, enabling our partners to license what they need without buying the entire software stack. The Most Flexible Tool Suite on the Market for Data Integration and Governance Integration Suite: Key Capabilities For organizations trying to get the most out of application and infrastructure investments, the iway Integration Suite is the fastest way to create powerful, reusable business services from existing applications. We provide better interoperability for more infrastructure components than anyone on the market. All aspects of your existing infrastructure every major application, database, integration, and development platform work in concert, with modernized service-oriented architecture (SOA), ETL, real-time data integration, and universal connectivity technologies to rapidly develop new business applications and data warehouses. Our tools can be used to: Deliver rich transformation capabilities with full support for application, data, and B2B messaging Orchestrate services into complete business processes Integrate data in real time or with ETL-style integration Expose applications, B2B interactions, cloud applications, and middleware-as-services Compose new coarse-grained, business-level services from fine-grained, applicationlevel services Deploy services and business processes anywhere in the enterprise on any hardware, operating system, or application platform Maintain security and usage policies Monitor and resolve critical business events with activity monitoring and complex event processing Meet compliance reporting and regulatory guidelines Accelerate mobile projects by integrating disparate systems to use in mobile BI apps Key components of the iway integration platform include: iway Service Manager A unique and powerful enterprise service bus (ESB) that enables organizations to create, compose, and manage services, whether invoked as web services or through other interfaces. It also provides event-driven integration and B2B interaction management and, unlike other ESBs, it interoperates with proprietary technologies as well as industry standards iway DataMigrator A powerful and comprehensive extract, transform, and load (ETL) tool designed to dramatically simplify heterogeneous data integration, including the creation, maintenance, and expansion of data warehouses, data marts, and operational data stores. With its intuitive, easy-to-use interface, DataMigrator enables fast, flexible, end-to-end ETL process creation involving heterogeneous data structures across disparate computing platforms iway Adapter Suite Contains a wide range of off-the-shelf adapters to provide easy access to any information system. With this breadth of data and application adapters, organizations can access data at every latency level from real-time, zero-latency transactions to staged data in the most summarized data mart. The framework makes it easy to access and repurpose almost any form of data, any application, any B2B format, and any service 14 Global Partner Program Information Builders

15 Data Quality Suite: Key Capabilities With the Data Quality Suite, organizations can better control transactional and analytical applications, enhance system migration or software integration projects, improve customer identification processes, validate inputs in self-service and other online applications, and much more by: Building a real-time data quality firewall, complete with real-time reporting and monitoring Profiling and analyzing data to assess its quality and immediately identify and correct any integrity issues Dynamically cleansing data via an automated rules engine. Restrictions, constraints, and other data quality rules can be defined and implemented, then automatically applied to data values across the information landscape, triggering instant changes to existing data to eliminate mistakes Enriching information by appending it with relevant content gathered from external sources Providing robust data governance capabilities for end-to-end remediation of data quality issues Matching and merging information across multiple data sets to promote consistency, in conjunction with other iway tooling Master Data Suite: Key Capabilities Organizations use Master Data Management (MDM) to make sense of massive volumes of fragmented, unsynchronized data across multiple systems and applications. When done well, MDM provides valid, complete, accurate information for key operations and analytics enterprise wide. With the Master Data Suite, organizations can: Create a single view of core business entities while improving transparency and efficiency of maintaining the mastered golden records Facilitate data governance using a remediation portal with customizable workflows, thus enabling collaboration between business and IT Key components of the Master Data Suite include: Master Data Server This powerful engine includes the necessary repositories and services to manage metadata, hierarchies, and master records themselves The 360 Viewer This tool is an end-user interface created to assist in analysis, job management, and master data management. It offers a complete, web-based view of golden records mastered across all functional domains. The viewer provides a historical view of the data Remediation Portal This tool allows data stewards, data supervisors, and system administrators to link, unlink, and delete instance records that are associated with a particular golden record group 15 Global Partner Program Information Builders

16 Omni Information Management Platform Omni-Gen Omni-Gen is a data integration and mastering platform that codifies and automates best practices associated with multi-domain MDM implementations. These processes involve data integration, cleansing, and mastering and are usually implemented manually, with months spent on specification, design, coding, and testing. Omni-Gen, by contrast, enables organizations to develop the models and golden records they desire for a result and then automatically generates the processes needed to complete the job. Benefits of Omni-Gen include: Months of development work and rework can be reduced to weeks of model-driven, agileenabled design Multiple interrelated domains are all managed in a single toolset Data exchange is simplified through generated Inbound Document Specifications that are used to map golden record elements to enterprise data Process documentation arises naturally from modeling and generation activities Master data is built on valid, accurate information because of integrated data quality capabilities Issues that might otherwise be forgotten or get lower priority, such as change history maintenance and automatic management of cross-domain references, are built into the Omni-Gen generated processes Analytics, including visualizations, reports, and InfoApps, can be created faster based on generated star-schema data marts, even before the repository is populated and production-ready A Revolutionary Approach to Creating Data Integration and Mastering Applications Omni-Gen includes previously released iway technologies for data access, transformation, validation, enrichment, cleansing, and mastering, as well as new Omni modeling, process generation, and process management capabilities needed to automate best-practice MDM application development. There are two packaged data integration and mastering applications already created using Omni-Gen: Omni-Patient for healthcare providers and Omni-Payer for health insurers. Omni-Patient Omni-Patient is an enterprise master data application that combines an enterprise master patient index (EMPI) with pre-packaged models to provide full patient identity management, and easily achieve a 360-degree view of key entities, with a single golden record for each patient, provider, payer, workforce, and facility. Out of the box, Omni-Patient includes an EMPI, data quality and integration, and an enterprise data warehouse. Omni-Patient overcomes the challenges associated with fragmented information architectures by integrating and enriching all activity across all applications and systems at the patient and event level. With Omni-Patient, healthcare providers can: Provide optimum quality of care throughout the patient s life Improve the underuse, overuse, and misuse of beneficial care Reduce costs by using resources more intelligently and effectively Meet the financial and operational demands of the Affordable Care Act and incentive programs 16 Global Partner Program Information Builders

17 Omni-Payer The shift toward value-based healthcare, especially reimbursements that are driven by patient outcomes, is forcing health insurers to adopt a more member-centric business model. To get there, they ll need to onboard a lot of provider data. This data needs to be seamlessly integrated, cleansed, and correlated with claims and other internal data. In other words, it must be mastered. Omni-Payer from Information Builders is a new Member Information Management solution that enables healthcare payers to get a fully mastered, 360-degree view of every member. With Omni-Payer, health insurers can increase HEDIS scores and CMS Star Quality Ratings, ensure better company financials, better manage chronic care patients, enhance clinical practices to improve outcomes, and support coordination of care by: Integrating data from physicians offices, hospitals, nursing homes, and telemedicine sources, among many others Easily on-boarding provider data in diverse forms, including CCD documents, EDI, HL7, and flat files Cleansing and enriching data to provide a complete and accurate picture of every transaction Creating an environment for sharing timely and accurate clinical information with providers Enabling analysis of outcomes across providers and facilities Eliminating code chaos by enforcing a single set of codes Leveraging historical snapshots and traceability, for a complete audit trail of what a golden or instance record looked like at any point in time Facilitating proactive data stewardship with dynamic alerts and a Remediation Portal to let data stewards know when a data quality issue requires manual investigation Although Omni-Payer is the newest entry into the Omni product line, a major health insurer has already adopted it and implemented it in seven months, including onboarding clinical data from four providers. Information Builders Differentiators Competitive differentiation means standing out above the competition by providing your customers with capabilities superior to what other vendors can provide and that s what Information Builders brings to our partners. Organizations need more than just a simple set of standard reporting and data discovery tools. They need the rich, interactive reporting capabilities of customer-facing BI, performance management tools that instill a culture of true visibility, master data management to ensure data is clean and integrated, a scalable and reliable web-based architecture that supports millions of users, predictive analytics and location intelligence that answer questions about your company s future trends, SaaS solutions that provide complete access to information without heavy investment of time and money, and embedded analytics capabilities that give users access to information without having to connect to a server and all of these solutions must be extensible so they grow as your customers organizations grows. The following are some of our key differentiators across markets. 17 Global Partner Program Information Builders

18 The Highest Adoption Rates BI solutions usually succeed only if they achieve high user adoption. Three tech-savvy business users with self-service tools in a back room can generate some insights, but only when they can publish and share their insights with thousands of non-technical people do the benefits really explode. Other BI tools never achieve that goal. Most companies access only 20 percent of their data and deliver information to 10 percent of the people who need it. Information Builders analytics and business intelligence solutions frequently have tens of thousands of users not seats, but actual users and consistently reach higher levels of user adoption in research studies. Our 3i Capabilities Gold is immensely valuable, but it needs to be extracted, purified, shaped, and worn to achieve maximum impact. Information is similar: It s one of a company s most valuable assets, but it often has bad values, is difficult to extract, is difficult to manipulate and understand, and remains unavailable to most of the people who could use it. Information Builders clearly differentiates itself in the area of pervasiveness. A significant percentage of its clients disseminate information and decision support to thousands of operational workers. Information Builders reference customers reported almost double the average (for this Magic Quadrant) for size of deployment in terms of numbers of users. Gartner Information Builders has unparalleled capabilities to access, integrate, and cleanse enterprise information, no matter where it resides, and deliver it to anyone, anytime, anywhere, in any format. Our partners use these unique abilities to enhance operations, maximize performance, and gain a competitive edge and increase ROI on information assets. 18 Global Partner Program Information Builders

19 Going Outside the Firewall A special use case for Information Builders lies in solutions that deliver information to customers, partners, and suppliers outside the firewall. Information Builders position as a Leader in this Magic Quadrant is driven by its positive track record in creating pervasive BI solutions for a high volume of mainstream users, particularly in customer-facing scenarios. Gartner The predominant considerations for these users are the inability to ensure training, a mixed bag of skill sets, and a low tolerance for data errors the same issues that plague self-service deployments with non-technical and operational employees within the firewall. The same capabilities that make it possible for us to reach high adoption rates inside a company enable us to achieve success in customer-facing situations. And More Additional differentiators include the following: Completeness and Depth of Functionality Addresses any analytical application Eliminates the need to stitch together multiple solutions with code or multiple products Writes back to data sources to enable more BI applications, especially with mobile requirements Platform Support 100 percent web-based analytical tools and applications Native support for Mainframe Z/OS, System I, Linux, Unix, and Windows (100 percent compatibility) Provides HTML5 mobile implementation for device independence (plus helper apps for ios and Android) Complete Information Management Provides access, integration, cleansing, mastering, auditability, and governance Meets real-time data and multi-data source requirements Usability Won several recent TDWI bake-offs against data discovery and traditional BI vendors Delivers rich self-service experience for business analysts and non-technical users Delivers unmatched end-user personalization and adoption with unique portal technology Scalability Upwards of 20x scalability advantage in high concurrency environments Enables large enterprise, customer-facing and public website deployments Security Supports all platform, network, and data security systems Adds greater level of granularity to data security at field value level Provides OWASP Level 3 certification for hardening against vulnerabilities Low Total Cost of Ownership Delivers very high value at very low cost per user Is available with flexible licensing options, especially suitable to large deployments 19 Global Partner Program Information Builders

20 End-to-End Enterprise Solutions in Action Because the Information Builders platform is designed to address a broad range of information, integration, and integrity business needs, our technology offering is used by thousands in virtually every industry from banking and manufacturing to higher education and the public sector. Partnering with Information Builders allows our partners to extend their products or services to deliver similar high-value applications. We offer solutions for a number of different industries, technologies, and functions, as well as complementary solutions that are optimized for third-party hardware and software offerings. Examples of key verticals Information Builders operates across and sample applications: Banking Customer Experience Engage customers through powerful, branded online and mobile applications Customer Intelligence Analyze, understand, and forecast B2C or B2B customer behavior Product Intelligence Design and enhance profitable, market-leading financial products Risk and Compliance Measure and manage exposure, respond to risk, and comply with regulatory requirements Operations and Finance Optimize and drive all internal business and operational processes within the institution Energy and Utilities Usage Tracking Track production and usage in real time to optimize asset utilization Demand Forecasting Accurately forecast demand to avoid outages through more effective demand planning 20 Global Partner Program Information Builders

21 Price Optimization Precisely predict market prices to maximize profits and mitigate risk Reduce Churn Conduct in-depth customer analysis to increase subscriber loyalty and value by making information instantly accessible to field service personnel via mobile devices Customer-Facing Analytics Provide customers with convenient web-based services such as online account tracking 360-Degree View of Customer Leverage powerful master data management to create a complete, consistent view of each subscriber across accounting, CRM, and other applications Call Center Performance Monitoring Evaluate and manage the performance of call center and customer service teams Insurance Sales Management Gain greater visibility into complex sales channels and agent networks Customer-Facing Analytics Enhance policyholder support through self-service access to claim status and other important information for both customers and brokers/agents Risk Management Set premiums based on more accurate risk predictions Regulatory Compliance Facilitate compliance with insurance regulatory guidelines Fraud Management Proactively detect and combat claims fraud and other illegal activity Claims Management Streamline workflow management and analysis of claims Manufacturing Quality Management Evaluate the effectiveness of production, distribution, order fulfillment, quality management, and other mission-critical activities across multiple plants and facilities Operation Management Define and measure key performance metrics such as production capacity, stock levels, pending orders, and on-time delivery ratios Supply Chain Management Achieve just-in-time efficiencies by collaborating with partners using XML and web services, thereby automating the supply chain from end to end Demand Forecasting Accurately forecast demand and adjust production schedules accordingly Supplier Management Accurately assess the performance of suppliers and vendors Order Management Achieve superior customer service by delivering on time and providing easy access to accurate order status information Predictive Maintenance Predict when equipment failure might occur, and prevent failure by performing any required maintenance without incurring costs associated with doing too much preventative maintenance Retail Mobility Improve information access for all stakeholders from executives and merchandising managers to warehouse and store staff, suppliers, distributors, and customers Sales Management Gain instant visibility into sales across all locations and channels Brand Management and Social Behavior Analysis Analyze customer sentiment about your company from text-based formats such as s, blogs, and posts on social media sites such as Facebook, Twitter, and LinkedIn, as well as call center and support systems 21 Global Partner Program Information Builders

22 Inventory Tracking and Warehouse Management Track inventory and distribution in real time, accurately forecast demand, detect emerging buying trends, and predict traffic patterns so stock and staffing levels can be adjusted accordingly Store Performance Management Assess the performance of individual stores and outlets Merchandising Perform geographic analysis to enable more precise merchandising by region Promotion/Campaign Management Evaluate the effectiveness of markdowns, advertising, and other promotions Product Delivery and Ordering Streamline and accelerate ordering and delivery processes Supplier Management Improve communication and collaboration with trading partners by automating key business-to-business transactions Single View of Product Leverage master data management to create a single, consistent view of products and customers across all systems Public Sector Financial Management Human Capital Management Asset and Infrastructure Management Performance Management Law Enforcement Analytics Human, Social, and Health Services Integrated Criminal Justice Systems Fraud Detection and Prevention Open Data Initiatives 22 Global Partner Program Information Builders

23 Our Partners and Their Solutions Below are partial lists of Information Builders partners. For a more complete list of our partners, please visit our website. Independent Software Vendors (ISVs) Information Builders provides solutions to independent software vendors to allow them to embed or integrate Information Builders solutions directly into their applications, making analytics, integration, and data quality easy for their customers. 23 Global Partner Program Information Builders

24 Technology Partners Information Builders also has relationships with key technology partners who provide solutions that complement our 3i technologies. These include providers of major database engines, ERP systems, OS, and other solutions. Implementation and Integrator Partners Information Builders has relationships with key systems integrator partners who execute projects that use our 3i technologies. These include regional, national, and global integrators with practices in specific industries, business problems, or technological areas. 24 Global Partner Program Information Builders

25 Fred Hutchinson Cancer Research Center Banco Interacciones Vree Health BGL Group Brotherhood Mutual Insurance Yellow Pages Our Customers RainTree Oncology Services United Auto Insuran Labor and Social Security Oversight Office of Spain RealD Helzberg Diamonds Charlotte-Mecklenburg Police Department Memorial Health System Below are highlights of some of our customers across key verticals who are realizing benefits from our solutions. Healthcare: Vree Health How do you synchronize data from multiple healthcare providers when each one has different methods, processes, and interfaces? Use iway to exchange data about patients, care requirements, and more as part of a cloud-based population health management solution. Vree has reduced hospital readmissions, coordinated post-acute care services better, and lowered treatment costs. I Know The data we collect is accurate and our patients are getting the right care. Sergio Carbone Chief Information Officer, Vree Health Learn more: informationbuilders.com/iknow/vree. 25 Global Partner Program Information Builders

26 Retail: Helzberg Diamonds How do you sync sales and merchandising at hundreds of stores and keep suppliers informed without burdening management with tedious reporting? Encourage selfsufficiency with a BI environment that can deliver sales and campaign analytics to store managers and vendors. The entire company can evaluate market opportunities, detect buying trends, and track promotions, so it knows what customers need. I Know Our managers have data and analytics to outshine the competition. Greg Backhus Director of Data Warehousing and BI, Helzberg Diamonds Learn more: informationbuilders.com/iknow/helzberg. Insurance: BGL Group How do you enable partners to easily and securely access customer information that was locked in legacy systems behind a firewall? Provide them with an InfoApp that combines data from CRM, geospatial, and Google Maps apps into partner-specific portals, dashboards, and reports. With InfoApps, customer relationships are stronger, service levels are higher, and the company s self-service BI strategy is more cohesive. I Know Our customers and partners have rich analytics to fine-tune their business. Brian Baird WebFOCUS Development Manager, BGL Group Learn more: informationbuilders.com/iknow/bgl. Business Services and Media: Yellow Pages How do you translate the value of clicks, calls, and impressions into real dollars for an advertising customer base transitioning from print to digital media? Build a big data analytics application that examines conversion rates, transaction sizes, and other visitor metrics to calculate precise advertising ROI. The app analyzes 50 billion rows of data and supports hundreds of thousands of users, affirming the value of Yellow Pages to current and future advertisers. I Know The big data analytics we give our advertisers helps to grow their business. Richard Langlois Director, Customer and Advertizer Analytics, Yellow Pages Learn more: informationbuilders.com/iknow/yellowpages. 26 Global Partner Program Information Builders

27 Manufacturing: RealD How do you reconcile box-office data that s flying in from customers and other sources in every available format? Relax, with a holistic approach that integrates diverse information, addresses data quality, and lets people visualize that information in a meaningful way. Executives get better visibility into the revenue cycle and better understand the industry dynamics that drive it. I Know We have access to audience data from theaters worldwide to help us predict revenue. John Dohm Senior Vice President of Operations, RealD Learn more: informationbuilders.com/iknow/reald. Public Sector: Charlotte-Mecklenburg Police Department How do you use data that s scattered across more than a dozen law enforcement databases to figure out when and where crimes are likely to occur? You automate the process, with analytic dashboards that help you analyze crime statistics, identify trends, and model resource allocations on the fly. Command staff, crime analysts, and patrol officers are better equipped to fight crime with cutting-edge tech such as predictive and location analytics. I Know Our police officers are better equipped to predict and prevent crime. Rodney Monroe Chief of Police (Retired), Charlotte-Mecklenburg Police Department Learn more: informationbuilders.com/iknow/charlotte-pd. For more than 200 additional success stories, many of which included partner participation, visit informationbuilders.com/applications/industry_specific. 27 Global Partner Program Information Builders

28 Global Partner Program Overview The Information Builders Global Partner Program enables leading consulting, integration, platform, network and software companies to engage with Information Builders to offer solutions that complement the product offering of both entities. Partnering with Information Builders helps position your company for steadier, more reliable long-term growth. Our solutions are highly extensible, portable, and scalable; they grow with your implementations, so you can provide stability and performance to your customers. A partnership with Information Builders will enable you to: Improve the use and perceived value of your application Differentiate your organization competitively Increase sales and infiltrate new markets Develop new revenue-generating solutions for your customers The program consists of a comprehensive set of sales, technology, and enablement resources along with financial benefits to help partners develop and promote their solutions and capabilities in conjunction with Information Builders. We look for prospective partners that have a strong alignment with Information Builders current business models, revenue performance goals, management teams, product synergies, business priorities, ethical practices, and our sales and support teams. Partnership with Information Builders drives new possibilities for your software, subject matter expertise, and solutions leveraging our high-value BI, analytics, integration, and data quality products. We work with our partners to bring their product or services to market faster, increase the value of their offering with our market-leading technology, and increase sales into new and existing markets with cooperative selling models. Partnering 28 Global Partner Program Information Builders

29 with Information Builders places your organization in a tremendous position to expand your revenues and market opportunities. The five key types of relationships in our Global Partner Program are based on a philosophy of working closely together to grow our partners business by providing new and innovative solutions that will positively impact their customers. We care about the success of our partners and enabling their customer success in the markets they serve. Our ecosystem continues to grow, and we welcome new relationships that will mutually expand our revenues and footprint into new markets. With Information Builders, partnership works! Partnership Types The program follows a relationship-driven model that reflects how our partners interact with their end customers to take our joint products and services to market. This approach allows us to maximize our engagement with our partners so we can enable them to execute more effectively around their core business while leveraging the Information Builders products and services to ensure mutual success. The following five key types of partnerships are listed in order of increasing value up to our most strategic relationships. Referral or Advisor Partnership A referral or advisor partner is a third party who works with end customers to influence the use of Information Builders products as part of an overall proposed solution. Referral and advisor partners are eligible for a negotiated referral fee paid by Information Builders for their work in identifying and/or providing meaningful assistance in securing a direct software sale for Information Builders products. The fee paid by Information Builders will be based on the level of effort and activity contributed by the partner resulting in a sales engagement or transaction. Referral and advisor partners introduce Information Builders to prospective clients and assist in providing all activities that result in a closed transaction of Information Builders software licenses. Implementation Services Partnership The implementation services partner relationship is based on the delivery of projects using Information Builders products. Such partners typically have very rich subject matter expertise and deliver against this knowledge resulting in elite services that deploy projects or solutions for the end-user company. This relationship allows for reciprocal sourcing services between both parties and the partner benefits from services fees charged to the end client. Certification in Information Builders products is required for this type of partnership. Co-Sell Partnership In a co-sell relationship, the Information Builders Partner Manager works with a partner to leverage account relationships that can potentially advance joint sales. A co-seller is a thirdparty who agrees to sell and co-market with Information Builders, but each party s products or services are licensed and contracted directly between the end customer and each respective entity. This may take the form of co-bidding and providing completely separate proposals for a sale. All sales and marketing activities are however pursued jointly. Partners are expected to provide accredited sales and pre-sales technical resources, proactively drive sales and marketing campaigns, and provide needed technical support during engagements. There is no revenue sharing, as both parties execute independent transactions but work together to maximize the sales opportunity. In most cases, each entity benefits from a larger sales opportunity than might be realized if independently pursued. 29 Global Partner Program Information Builders

30 OEM Partnership OEM partners sub-license Information Builders products and derive their primary revenue from license sales by embedding the Information Builders products into their software stack. This embedding is usually seamless, so the embedded Information Builders product is indiscernible from the whole (white labeled). The software license provided through the OEM agreement is specifically license-restricted to the solution the OEM is delivering. The OEM relationship follows a value based scheme; the value that our products contribute to the final solution, and how entrenched the partner is in their space, determines the level of discount applied to the license fees charged to the vendor. OEM relationships usually require commitment on a determined up-front investment from partners in terms of revenue. Reseller, Distributor, or Agent Partnership A reseller relationship is with a third party firm that markets and directly sells or distribute one or more Information Builders products on our behalf with no modification to Information Builders products i.e., out of the box. Resellers typically operate within a particular assigned territory or domain, e.g., geographical, vertical, etc. This partner type may be assigned a sales quota and is required to provide full support and management of their sales cycles with their own staff in the areas of sales, marketing, consulting, and technical support to their customers. Information Builders works directly with the reseller, who in turn handles all the channel dynamics and financing and billing with each individual end customer. Commissions are determined up front based on the partner s investment, commitment, and the overall revenue contribution to Information Builders. A reseller can also realize sell-through via distribution, meaning that certain channel relationships avail themselves whereby a partner may wish to resell an Information Builders product that is already in distribution. Distributors typically distribute Information Builders products via their established distribution network. The distributor can choose to couple the end product with services to increase the value of the distributed offering. Information Builders works directly with the distributor, who in turn handles all the channel dynamics and financing and billing with each individual end customer or distributor. As with reseller partnerships, commissions are determined up front based on a partner s investment, commitment, and the overall revenue contribution to Information Builders. The highest level of a reseller is an Information Builders agent. Their main objective is to increase brand equity in global markets beyond our reach by distinctly carrying the InfoBuild brand. The objective of the franchised relationship is to build a sustainable and profitable business in Information Builders products, specifically on new or add-on software license revenue, consulting services, educational services, and renewed annual maintenance licenses. InfoBuild reseller partners are expected to commit to minimum revenue and staffing levels commensurate with covered territory and are eligible for higher commissions than traditional resellers. Agent resellers achieve profitability through a progressive commission structure applied to both new business revenue and maintenance revenue. Information Builders does not share in consulting and educational services revenue with our agent resellers; therefore, these partners benefit financially from 100 percent of such services provided directly to their end customer. Strategic Alliances A strategic alliance is a type of partnership specifically designated by Information Builders with the partner s agreement. Strategic alliance partners are global/multi-national 30 Global Partner Program Information Builders

31 organizations that can operate within any partner category and therefore benefit from financial incentives that are negotiable and agreed upon prior to designation. A Strategic Alliance is a third-party organization that: Operates within any partner category (except for an Information Builders agent) Maintains global or multi-regional footprint (across continents) Produces, or has the significant potential to drive, $10 million or more of Information Builders software consistently in any given year Strategic alliances are managed out of Information Builders corporate headquarters. Each strategic alliance relationship is required to have a business plan created in conjunction with the responsible Partner Manager from Information Builders. In general, a strategic alliance is the highest level of attainment in the Information Builders Global Partner Program, and the initiatives put in place are often completely customized to leverage the specific attributes of the partner company. Benefits for Strategic Alliances In general, strategic alliance partners will: Receive priority consideration for sub-contracting engagements Shadow opportunities for enablement Receive discounted rates for Information Builders support on customer engagements and/ or joint solution development Qualify for higher finder fees for closed business Collaborate on marketing initiatives Participate in Partner Advisory Council sessions Exhibit at Information Builders customer events and annual sales meeting with strategic placement Engage in a customized training and certification plan Requirements for strategic alliances: Establish joint revenue goals and account acquisition and pipeline development plans Prepare plans around sales teams integration/account planning/market visibility Access to executive sponsors Collaborate on technology roadmap presentations and integration sessions Agree on annual training and certification plans Strategize on go-to-market plans with clearly defined initiatives Prepare joint customer case studies, or proof points, to solidify partnership Agree in advance on number of collaborative opportunities jointly engaged in a given period Agree on marketing promotions, PR, and events participation Agree on high-level reciprocal sponsorships at company conferences Identify targeted verticals and regions Identify specialized solutions or applications 31 Global Partner Program Information Builders

32 Partner Benefits Summary Our partners receive key benefits in the areas of sales, marketing, training, technical support and product access when partnering with Information Builders. The table below outlines specific partner benefits for each partner relationship. More details on benefits of your specific partnership can be obtained from an assigned Information Builders Partner Manager. Referral and Implementation Resellers/ Co-Sell Advisors Services OEM Distributor Strategic Partner Benefits Partnership Partnership Partnership Partnership Partnership Alliances Marketing On-Boarding Kit Use of Information Builders Partner Logo Partner Listing on Information Builders Website Access to Partner Portal Partner Communications Program Participation in Partner Conferences Participation in Red Carpet Meetings Participation in Partner Advisory Councils By Invitation Co-Marketing Programs (awareness/lead generation) Access to Branding Assets and Collateral Participation in Local User Events By Invitation Market Development Fund Program * Joint Marketing Collateral Joint Customer Success Stories * Information Builders will contribute an agreed percentage of New License Revenue generated in a given calendar year to a Market Development Fund (MDF) to be used for eligible marketing programs. Continued on next page. 32 Global Partner Program Information Builders

33 Referral and Implementation Resellers/ Co-Sell Advisors Services OEM Distributor Strategic Partner Benefits Partnership Partnership Partnership Partnership Partnership Alliances Local Sales Support Lead Distribution Ongoing Sales Support Annual Business Planning Session Monthly/Quarterly Sales Reviews Semi-Annual Sales Training Proposal Support Access to Partner Forum Dedicated Information Builders Partner Manager Technical Support and Infrastructure Dedicated Information Builders Technical Account Manager Technical Implementation Support Access to 24 x 7 Technical Support Access to IB Technical Content Library In-House Lab Installation Support Access to Early Releases of Software (demo licenses) 3-Day Consulting Start-Up Access to IB Online Forum (Focal Point community) Pre-Sales Consultancy Support Partner Training Semi-Annual On-Site Custom Product Training Attendance at IB Annual Global Sales Kickoff Attendance at Annual Partner Summit On Demand Training (Webcasts) Open Registration to General Public Classes Self-Paced Training Technical Certification Attendance at Annual Summit Conference Localization Support Translated Product Versions Financial Benefits Sales Commissions/Royalties Referral Fee License Discounts Marketing Benefits Information Builders and our flagship product lines (WebFOCUS, iway, and Omni) are recognizable names in the business intelligence, data integrity, and integration middleware markets. The challenge is to quickly get these names established in the local market. Information Builders supports our partners with a variety of marketing and branding support services to accelerate this process and ensure market success, including: Corporate logo and company description on respective websites Co-branded collateral and marketing campaigns Opportunity to sponsor major Information Builders events including Summit and other customer activities 33 Global Partner Program Information Builders

34 Joint customer success stories and public relations Participation on (Area) Partner Advisory Council Sales Support Benefits Information Builders Partner Managers forge close working relationships with partner management and work closely with the partner s sales, technical, operations, and field staff. Together, we conduct market research and competitive analysis to help assess business potential in the market. The assigned Partner Manager is also responsible for assembling an Information Builders competency team to assist with partner activities as needed. Partner Managers have extensive knowledge of your existing sales pipeline and assist in helping close partner business. Red Carpet VIP Program (Extended Sales and Marketing Support) Information Builders provides executive-level sales and marketing support via our jointly hosted Red Carpet program at our headquarters in New York City or our European headquarters in Amsterdam to help accelerate mutually beneficial sales cycles. The primary objective of the Red Carpet Program is to assist in the sale of Information Builders products and options by advancing the discussion about Information Builders products and our partnership based on your customers requirements and offering reassurance that our joint offering is the best choice. Technical Support Benefits Partner Managers work in combination with an assigned Information Builders technician who is responsible for supporting the partner in developing a solution for the customer that matches product capabilities with their requirements. The assigned Information Builders technician is a well-qualified, technically sound architect who helps our partners close business, develop localized technical demonstrations, execute proofs of concept at the customer site, and prepare winning proposals as needed. Information Builders support teams are available 24 hours a day, 7 days a week, and 365 days a year to answer questions and support our partners outside of regular support hours. Support is provided through our three Global Support Centers located in New York City, U.S.; Amsterdam, the Netherlands; and Melbourne, Australia. Product Access and Education Benefits Information Builders provides access to demonstration licenses and accompanying collateral resources for in-house use and educational purposes: Access to Information Builders product suite for training, demonstrations, and proof of concept Download of demo software (6-month term) Role-based enablement for sales, pre-sales, and implementation resources Sales, technical tools, and collateral, including presentations, customer case studies, whitepapers, data sheets, demo templates, and solution positioning Comprehensive toolkits, elearning, and slideware for horizontal use cases and industry solutions Access to the Information Builders Focal Point online developer community, forums, templates, and resources Access to technical support and technical document library for the entire range of products Skills Assessment Program, customized training plans, self-paced product training elearning, instructor-led enablement, customized on-site training, bootcamps, and certification exams and packages 34 Global Partner Program Information Builders

35 Partner Onboarding The onboarding of partners, after agreements are processed, can ultimately differ from the following outline based on the specific partner relationship. However, all partners will follow the same baseline steps for onboarding, overlaid with training as outlined below, based on the partner relationship and expected outcomes: The First 0-7 Days The following should be completed in the first seven days of agreed relationship: Information Builders Channel or Partner Manager meets with partner to review outline of enablement, and set general business objectives and go-to-market expectations Information Builders Technical Partner Manager assigned, and with the Channel or Partner Manager, conducts meeting with partner s sponsor to establish sales and technical education schedule and participants Escalation and problem resolution steps outlined and agreed to Information Builders resource(s) present sales collateral and deliver sales education (halfday), as well as An Introduction to Information Builders to partner s team (~2 hours) Focus on overall Information Builders value, competitive differentiators, pricing, etc. Digital content delivered to partner Review of how partner can register opportunity, access content, request assistance, access technical support, etc. Information Builders Channel or Partner Manager itemizes Information Builders geographic areas where partner will be engaging with Information Builders and coordinates introductory meetings with Information Builders Area Managers 35 Global Partner Program Information Builders

36 Initial target account list can be cultivated and initial conversations can take place for a quick start. Information Builders resources to assist Initial opportunities can be registered beginning now (if applicable) Days The following should be completed in the first 30 days of agreed relationship: Architecture presentation on Information Builders software suite is presented by Technical Account Manager or Partner Technical Manager Review Information Builders technology stack Partner personnel to attend Information Builders education class(es) and begin certification process with commitment to certify agreed upon minimum number of personnel (if applicable) Account/Territory Strategy Review (partner leadership and Information Builders corporate or local management) Cooperative marketing and go-to-market plans solidified Note: Agreed-upon number of partner employees must participate in formal education before strategy review takes place Software installation plan established by Enablement Team and Technical Manager Business objectives revisited, adjusted if needed, and solidified Days The following should be completed in the first 60 days of agreed relationship: All initiatives or customized marketing/sales kit development (websites, press release) completed Begin initial Partner Health Check (see next section) Status Meeting (Information Builders Partner Manager and executive partner management, partner leadership) Review progress, address what is and what is not working Pipeline reviews (begin now and every 30 days or as mutually agreed) 90 Days The following should be completed in the first 90 days of agreed relationship: Co-marketing established (lead generation programs, if applicable) Status meeting (Information Builders Partner Manager and executive partner management, partner leadership) Review progress, address what is and what is not working Minimum number of opportunities in pipeline First opportunity closed Ongoing The following should be ongoing to maintain partner knowledge: Status meetings every 30 days (Information Builders Partner Manager and executive partner management as necessary) Review progress, address what is and what is not working Pipeline reviews 36 Global Partner Program Information Builders

37 Partner remains active in education/certification/marketing/sales process Health checks continue every 90 days Partner Training Partner Training Commitment Training is critical for our partners to have a successful long-term relationship with Information Builders. Therefore, we make it a requirement that our partners attend a number of training sessions based on each team s competencies. Implementation Partners and Resellers require staff to be certified in Information Builders products. Information Builders makes it easy to embrace continuous learning and skill-building on the latest release of our products so your staff can put new ideas into action to better serve your customers, grow their careers, contribute to your organization s long-term success, and confidently represent our joint partnership. We design and deliver appropriate partner onboarding training programs based on partner type and the existing competencies on a partner s team. We do an assessment to understand the existing skill level so gaps can be filled more appropriately to complete the knowledge of our partner s staff. Alternatively, partners can select from standard training designed to meet their individual tasks in working with our products. All training sessions are geared to provide the proper foundation on which to be successful in selling and supporting our products. Choose From Four Training Formats Live Participate in a regularly scheduled class at one of our training locations, or on-site at a partner location Online Train in a virtual classroom from the comfort of your office or home. Interact with other students and an instructor dedicated to your class. Webcasts An efficient option for those who can t commit to a full-day class, but want a live instructor who can respond to questions. Webcasts range from one to three hours. Self-Study Learn at your own pace with a virtual environment, including in-session training manuals, which expires after a set amount of hours over a set amount of days. Course completion is verified and certified when partner staff completes and submits an exercise on the topic. At the end of the training materials, partner staff members complete a comprehensive exercise of the course topics and submit it to Information Builders for verification and certification. WebFOCUS Training (Business Intelligence and Analytics) We offer a role-based curriculum that can expand into additional optional, supplemental, and language-based trainings as applicable to further grow skillsets. Roles include: System Administrator Administers and manages the WebFOCUS Reporting Server, including installation, configuration, system monitoring, and troubleshooting; may be responsible for security integration and creation of data connections Application Administrator Creates metadata and develops appropriate security policies to manage access to application content Application Developer Creates InfoApps, self-service web applications, and portal infrastructures; creates reporting objects for business analysts who use the BI portal; collaborates with the report developer to schedule reports 37 Global Partner Program Information Builders

38 Report Developer Develops dashboards, reports, and content for the user community; may use FOCUS language, based on reporting requirements Business Analyst Accesses pre-defined reports and graphs in a BI portal; can build unique ad hoc queries, schedule report execution, and define report output against previously defined reporting objects, files, and data warehouses WebFOCUS Learning Roadmap (Sample) Core Supplemental Optional System Administrator Server Administration 2 days Security Administration 1 day Application Administrator WebFOCUS Bootcamp 5 days Report Painter Part 2 2 days Application Management Essentials 1 day Server Administration 2 days Security Administration 1 day Metadata Essentials 1 day Application Developer WebFOCUS Bootcamp 5 days Metadata Essentials 1 day Building a BI Portal Report Painter Part 2 1 day 2 days Reporting Techniques for Relational Databases Application Management Essentials 2 days 1 day ReportCaster Scheduling and Distribution 1 day InfoAssist Essentials Part 1 1 day InfoAssist Essentials Part 2 1 day InfoAssist Essentials Part 3 1 day Charting Essentials 1 day Report Developer WebFOCUS Bootcamp Report Painter Part 2 5 days 2 days Reporting Techniques for Relational Databases 2 days Metadata Essentials 1 day InfoAssist Essentials Part 1 1 day InfoAssist Essentials Part 2 1 day InfoAssist Essentials Part 3 1 day Charting Essentials 1 day Business Analyst InfoAssist Essentials Part 1 1 day InfoAssist Essentials Part 2 1 day Building a BI Portal 1 day Charting Essentials 1 day iway and Omni Training (Integration and Integrity) The iway curriculum provides role-based training with a recommended core curriculum per role; however, users can also explore optional training as applicable to further grow their skillset. The Omni training is customized based on the partner s experience and specifics of the platform it will engage upon. Data Architect Defines the master data logical model, rules, and governance of all data being integrated into the model. This role defines the source systems and integration flows, working closely with the integration specialist and data steward Integration Specialist Plans, coordinates, and oversees the integration of software programs and applications within the organization s information systems. Implements business rules for the integration process flows in iway Service Manager/DataMigrator and the cleansing rules for the data quality processes in Data Quality Suite Data Steward Ensures data consistency and integrity throughout the company s databases. Performs profiling analyses and defines the cleansing rules to be implemented in Omni-Gen. Defines the match/merge and data unification processes using Omni-Gen Master Data Suite 38 Global Partner Program Information Builders

39 iway Learning Roadmap (Sample) Core Optional Data Architect iway Service Manager Essentials iway/omni Data Quality Essentials iway/omni Unification iway/omni Master Data Essentials 2 days 2 days 2 days 2 days Integration Specialist iway Service Manager Essentials 2 days iway/omni Data Quality Essentials 2 days iway/omni Unification 2 days iway/omni Master Data Essentials 2 days Data Steward iway/omni Data Quality Essentials iway/omni Unification 2 days 2 days iway/omni Master Data Essentials 2 days Supplemental Annual Training Annual Summit User Conference There are customers from a mixture of different job functions, locations and verticals along with a wide attendance from our partner organizations. These events presents the best opportunity to not only network, but also learn via labs and interactive training sessions provided at the event. They are by far our largest global and regional customer and partner event held annually. Annual Global Sales Kickoff In January, Information Builders hosts an annual sales meeting for all sales personnel at a U.S. location. Partners are invited to exhibit and attend this meeting and use the opportunity to educate themselves on our organization s themes and strategies for the year and meet corporate our corporate executive team. Localization Support Overseas markets have specific localization requirements. We have decades of experience in working with our partners in creating localized offerings that will appeal to customers in non- US markets. Please consult the locally assigned Partner Manager for further information. Annual Partner Advisory Meeting Each year, Information Builders brings together our Sales Partners to discuss business and strategies, the market, competition, product roadmaps, challenges, and come up with innovative plans to better succeed in the market. Partner Certification Implementation partners and reseller partners are required to obtain certification in Information Builders products. Our certification programs are designed to acknowledge and reward partners who obtain a high level of proficiency with our products. It offers training and experience that can advance professional development, improve productivity, and enhance credibility. A combination of hands-on training and lectures will help to solidify technical expertise, expand product knowledge, and provide an opportunity for accelerated career choices. In addition, the program provides a high degree of skill to partners in a highly competitive marketplace that will result in increased productivity and maximized ROI. In recognition of your experience, knowledge, and investment in training, participants will receive an Information Builders Certificate of Achievement for every level of the program your staff completes. Get certified in three easy steps: q Choose a role A role is defined as the position, function, or responsibility required for your specific job using Information Builders products. Should you have multiple roles within your organization, you can choose to become certified for each role. The possible roles are defined in the sample learning roadmaps above w Determine a level The program comprises three levels, building on the one before it. n Associate n Professional n Master e Pass the required tests For more details on certification of your team, please discuss with your assigned Partner Manager team. 39 Global Partner Program Information Builders

40 Partner Commitments Partners in the Information Builders Global Partner Program agree to the following commitments. Approved Master Partner Agreement Partnership with Information Builders begins with a formal Information Builders Master Partner Agreement. Upon meeting the compulsory requirements, the partner and Information Builders will work to create an agreement that meets the needs of the relationship type. Annual Revenue Commitment Prior to formalizing a partner agreement, prospective partners and Information Builders may mutually agree on an annual revenue target. The annual revenue commitment is a key part of the annual business planning session. In some cases (such as in an emerging market) Information Builders may agree to a multi-year revenue commitment. Commitment to Creating a Joint Go-to-Market Business Plan The partner agrees to have a business planning session directly with Information Builders and develop an initial go-to-market business plan (for newly established partners). This commitment is necessary particularly for partners who will resell, co-sell, distribute and have a strategic alliance relationship with Information Builders. 40 Global Partner Program Information Builders

41 Sample outline of the business plan should include a mix of the following topics: Executive Summary Mission Keys to Success Company Summary Company Ownership Management Team Personnel Plan Start-Up Summary Market Analysis Customer Segmentation by Product Market Needs Competition and Buying Patterns Sales and Marketing Strategy Competitive Sales Advantages Sales Strategy Marketing Strategy Marketing Objectives Positioning Lead Generation Mix Direct Sales Campaigns Direct Marketing Events Hands-On Workshops Executive Seminars Financial Plan Break-Even Analysis Sales Forecast Sales Breakdown by Partner Sales Breakdown by Segment Sales Breakdown by Region Expense Forecast Expense Breakdown by Partner Expense Breakdown by Segment Expense Breakdown by Region Projected Profit and Loss Projected Cash Flow Projected Balance Sheet Business Ratios 41 Global Partner Program Information Builders

42 Getting Started The Information Builders Global Partner Program application process is simplified to expedite the start of our partner relationship. Step 1: Complete the Partner application available online at informationbuilders.com/partner_program/application_form. Step 2: The completed application will be reviewed by our partner team to determine acceptance into the Information Builders Global Partner Program based on the provided information. A representative from our partner team will contact the prospective partner within hours following receipt. Step 3: If the partner application is accepted, the partner team will engage in discussions that lead to preparation of the necessary agreements for signature and begin the collaborating and onboarding process for the partner. 42 Global Partner Program Information Builders