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© Copyright IBM Corporation 2008
The Enterprise of the Future
CEO Study Findings & IBM’s Approach to New Delivery Models
Sean Poulley, VP, Lotus Online Collaboration Services
IBM Software Group
© Copyright IBM Corporation 20082
Innovation
Using new ideas or current thinking applied in fundamentally different ways to effect significant change
How do we define “innovation”?
© Copyright IBM Corporation 20083
CEOs and analysts agree: Innovation is essential to growth
“The only source of profit, the only reason to invest in companies in the future, is their ability to innovate and their ability to differentiate.”
- Jeffrey Immelt, Chairman and CEO, GE2
“Economic competition in the flat world will be more equal and more intense... the most important attribute you can have is creative imagination.”
- Thomas L Friedman “The World is Flat”4
“The world is changing very fast. Big will not beat small anymore. It will be the fast beating the slow.”
- Rupert Murdoch, CEO, News Corporation3
© Copyright IBM Corporation 20084
IBM Global CEO Study 2006 - This is what CEO’s told us
Renewed focus on top-line growth- Cost-cutting and efficiency are still important but are no longer main drivers- Innovation drives profitable growth
Numerous external forces are bearing down on the organization- Radical business change
is inevitable - Seize opportunities
for differentiation - Innovate in new ways
to succeed- Need to expand the
innovation mix
Skills shortages
Intensified competition GlobalizationCEO
Rising customer
expectationsCommoditization
Unexpected market shifts
Technology advances
Regulatory concerns
© Copyright IBM Corporation 20085
CEOs are re-prioritizing their innovation efforts
Business model innovation is a higher priority Changing the organizational structure Implementing major strategic partnerships Combining own expertise with specialized capabilities of partners Leveraging shared service centers Pursuing business opportunities outside their comfort zone Innovating proactively, not in response to
a specific event or competitive threat
“There’s no growth without changing ourselves and the industry itself.”
- Study participant
Product, service and marketing innovations
Operational innovations
Business model innovations
IT enablement and support
© Copyright IBM Corporation 20086
IBM’s Global Study 2008Now Identify five core traits of the Enterprise of the Future
Findings from 1,130 interviews Organizations are bombarded by change, and many are struggling to keep up CEOs view increasingly demanding customers not as a threat, but as an opportunity to differentiate Nearly all CEOs are adapting their business models—two-thirds are implementing extensive innovations CEOs are moving aggressively toward global business designs, deeply changing capabilities and
partnering more extensively Financial outperformers are making bolder plays
Core Traits of the Enterprise of the Future
Hungry for change
Innovative beyond customer imagination
Globally integrated
Disruptive by nature
Genuine, not just generous
1 2 3 4 5
© Copyright IBM Corporation 20087
84%
42%33%
67%
44% 41%48% 48%
35%
Market Factors People Skills Technological Factors
2004 2006 2008
CEOs told us these three external forces will cause the most change for their organizations over the next three years
Top 3 External Factors
Source: IBM Global CEO Study 2008; n (2004) = 403, n (2006) = 760, n (2008) = 1130
Market Factors are still important but less dominant
Technological Factors are steady at third position
People Skills are as important as market factors
“Our inability to find talent has been an inhibitor to growth globally.”Lorman Correa, Presidente, Inelectra S.A.
“External factors affect me and my competitors equally. The differentiator is talent management.”Hector Ruiz, Chairman & CEO, AMD
© Copyright IBM Corporation 20088
Business Model Innovation in the IT Industry
Affordable and accessible- Easy to acquire- Lower upfront investment
Allows you to focus on your core competencies- Accelerate your time to innovate- Focus your finite, talented resources on your
vision
Facilitates cross-boundary communication and collaboration- Connect and work together easily inside or
outside your company- Customers and partners can easily be part of
the team now
Software Appliances
Software as a Service
© Copyright IBM Corporation 20089
IDC – Worldwide demand growing 32% annually
IDC, "Software as a Service: Shifting into a New Gear," Doc # DR2008_2ET, March 2008.
© Copyright IBM Corporation 200810
Forrester Research: SaaS Adoption
; Global Software-As-A-Service Adoption”, Forrester Research, Inc., April 2008.
© Copyright IBM Corporation 200811
IDC: Software Appliances
5% 14% 35% 34% 12%
0% 20% 40% 60% 80% 100%
Have not heard the term before Not familiar with SWAs
Not familiar, but understand Familiar with SWAs
Test/using SWAs
- Customers are familiar and watching this space for vendor solutions
- Of customers using software appliances, almost half will deploy more in the next 12 months
58%
13%
40%
39%
2%
48%
0%
20%
40%
60%
80%
100%
Have SWAs inprod (n = 23)
ConsideringSWAs (n = 287)
Have proactive plansto deploy SWAs innext 12 mos.
Will decide ondeployment asprod/vendors mature
No current plans todeploy more softwareappliances
IDC, "How the Evolution of Software Appliances Will Affect You, Doc # 210414, February 2008
n = 310
© Copyright IBM Corporation 200812
easy to acquire online services and
applications to reach new customers
IBM - Enabling IT innovation and disruption…..
Helping ISVs to offer and market
SaaS applications
© Copyright IBM Corporation 200813
IBM Lotus SaaS Strategy
Our Mission Deliver a set of services that dramatically simplifies and improves the
business interactions you have with your customers and partners
Our Vision Provide the essential business services that every workgroup needs in a way
that is simple to acquire and easy to use
Set of integrated collaborative & social networking services for business connected to relevant business services and applications
Seamlessly work with people – outside or inside your company- Streamline communications and interactions with business partners and customers- Bring essential people and business information together quickly and easily
Create a business network of connected businesses
easy to acquire online services
and applications to reach new customers
© Copyright IBM Corporation 200814
Introducing “Bluehouse”
http://bluehouse.lotus.comA set of integrated Web 2.0 collaboration services that allows businesses to connect and work together easily
Work better beyond the boundaries of your company
Provides the essential software to help teams of people work together
Securely connect from anywhere, anytime
Focus on business, rather than worry about IT
easy to acquire online services
and applications to reach new customers
© Copyright IBM Corporation 200815
Blue Business Platform
Choice of Optimize & Pre-
configured Applications
Powerful Business Systems
Always Connected with Built-in Security & Resilience
Single Point of Contact
for Service & Support
Application Integration Toolkit
+ + +
Available from: IBM Hardware and Software Business Partners, ISVs and their resellers
IT delivered the way SMBs require
easy to acquire online services
and applications to reach new customers
© Copyright IBM Corporation 200816
IBM Lotus Foundations
Family of on-premiseon-premise software appliances …optimized for small businesses small businesses …delivered through business partnersbusiness partners
Provides the essential IT services to easily and efficiently run a business with 5 – 500 employees
Leverages IBM and 3rd party technology to provide a complete small business platform
Deploys in under 30 minutes
Designed to accommodate growth
Requires no in-house IT resources
Self-managing, self-healing and self-configuring
Provides advanced remote administration capability
Compatible with IBM & 3rd party hardware platforms
easy to acquire online services
and applications to reach new customers
© Copyright IBM Corporation 200817
IBM Lotus Foundations “Start”
… a complete “out-of-box” first server
email and collaboration platform
Notes and Outlook email clients support
Access for remote workers
Office productivity tools
File management
Directory services
Firewall
Backup and recovery
Anti-virus / Anti-spam
easy to acquire online services
and applications to reach new customers
© Copyright IBM Corporation 200818
IBM Lotus Foundations Value to Business Partners
Grow Revenue- sell a low touch, short sales cycle solution ideal for greater sales volume- Opportunity to deliver value-add solutions on Lotus Foundations for
incremental revenue
Increased Profitability- A complete “out-of-box” first server solution providing low/no touch, simple
deployments in minutes not days- Autonomic Capability and remote management means support costs can be
lower and need for on-site support reduced- Lower Skills requirement - Lightweight Linux OS without the need for Linux
skills
Improve Customer Satisfaction: - Secure- Reliable- Required little or no onsite support
• Autonomic capabilities providing enablement & support measured in hours, not days
easy to acquire online services
and applications to reach new customers
© Copyright IBM Corporation 200819
IBM’s SaaS Partner Program
CollaborateMarket
Deliver
Enable
IBM Software as a
Service
Go to Market Support• Branding• Awareness• Demand Generation• Partner Showcase
Enablement • Education • Enablement &
Technical Resources• Networking Tools
Technology• Scalable software• Innovative server solution• Flexible hosting options
Helping ISVs to offer and market
SaaS applications
© Copyright IBM Corporation 200820
IBM Offers Collaboration & Knowledge Exchange
SaaS Community
Education•Whitepapers•Podcasts•Access to Blogs•Market News
Enablement•Virtual Innovation Center courses
•Consulting support•Free/Low-cost Software programs
Collaboration•Newsletter•Connection Events•Value Net•SaaSpace.com
Requirements:• PartnerWorld Member• SaaS Interest Selected
Helping ISVs to offer and market
SaaS applications
© Copyright IBM Corporation 200821
IBM Offers Resources & Benefits to Build Effective Marketing Campaigns
SaaS Specialty
Awareness•Customer Success Stories
•Partner Podcast•Solution Demo
Demand Generation•Marketing Consultants•Showcase Listing•SaaS Campaign Designer template
Branding•Powering on Demand applications Logo
Requirements:• PartnerWorld Advanced Member• 2 IBM technologies (IBM Hosting, IBM Hardware,
IBM Middleware) used in SaaS solution
Helping ISVs to offer and market
SaaS applications
© Copyright IBM Corporation 200822 www.ibm.com/partnerworld/saas
IBM is Powering Applications In a Variety of Segments & Industries
CRM ERP HCM
Collaboration
Procurement Infrastructure Mgmt
Bus. Process Mgmt
Content Mgmt
Wireless
PLM
Asset Mgmt
Healthcare
Insurance
Retail
SCM
Government
Cross-Industry/Other
Compliance
Manufacturing
Financial Services
Bus. Integration
Utilities/Telecomm
Security
Media/Ent.
© Copyright IBM Corporation 200823
Why ISVs choose IBM Software for SaaS
Complete Solution
Technology
Market Share
Risk
TCO IBM has a range of pricing models including new SaaS pricing models which align middleware costs with SaaS revenue streams
IBM minimizes risk and supports you at every stage — from development to deployment. Provides accountability which not every vendor can provide
IBM offers a complete solution for Software as a Service with technical demonstrations and proven SaaS experience
IBM is committed to open source AND open standards providing you with flexibility and freedom
IBM is the largest IT Company in the world and market leader in Service Orientated Architecture and Web 2.0
Helping ISVs to offer and market
SaaS applications
© Copyright IBM Corporation 200824
Value of New Delivery models
- Customer Value• Changing business models – easier than before• Less up front investment to innovate• Collaborate easily and securely with partners• Reach customers in new way• Make changes quickly, try new things• Focus on your core competencies
- Partner Opportunity • Integration of new SaaS services with existing applications• Saas provider opportunities• Fast deployment allows you to focus on other value-add services
easy to acquire online services
and applications to reach new customers
Helping ISVs to offer and market
SaaS applications
© Copyright IBM Corporation 200825
Final Thoughts….
Innovation is the Critical Success Factor Growth
The Enterprise of the Future will be:- Hungry for change- Innovative beyond customer imagination- Global in nature- Disruptive by nature- Genuine, not just Generous
IBM Is contributing the Business model innovation- SaaS- Enabling Partners for SaaS- Creating new Appliances to enable new value for Partner
IBM is investing in its partners to succeed in these new business models