Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of...

18
Information Management SMB Sales Playbook Internal Use Only

Transcript of Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of...

Page 1: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

Information Management SMB Sales Playbook

Internal Use Only

Return to Table of Contents

Dear IBM Sellers Over 60 percent of CEOs feel their organizations need to do a better job leveraging information IBMrsquos recent Worldwide Expenditure Study showed that the top two business issues driving IT spending are improving operating efficiencies and improving information use both of which are directly addressed by the Leveraging Information program IBM is uniquely positioned to help organizations gain more business value from their enterprise information with

bull A rich Information Management and related software portfoliobull Proven server and storage offeringsbull Expert business and technical servicesbull An extensive partner network

Information is power What are you waiting for As IBM launches the new IBM Program Framework the Worldwide Information Management team has developed this resource to help you identify more Information Management opportunities and grow your pipeline in your SMB large enterprise and midmarket accounts

The objective of this playbook is to provide you with a selective set of Information Management plays focused around our new Leveraging Information program themes that aim to make a difference in your SMB accounts and will help you identify and grow your pipeline easier and faster This playbook will provide you with a single source of information to get started It provides you with key opportunity identifiers such as target audience value proposition qualifying questions and much more all on a single page And as you identify customer needs wersquove already built out marketing content and tactics that you can drive your customers to mdash webcasts white papers demos events launches mdash that will be leveraged around the world to help organizations learn how IBM can help them with their critical information needs

Donrsquot miss out Refer to this playbook often mdash we want you to have a stellar year Take action today Identify 3 or 4 plays from this guide that you can talk to every one of your customers with Thank you and good selling Sincerely

Bob McCormick Vice President Worldwide Channels and SMB Sales IBM Information Management

Nancy Toda Director Worldwide Channels and SMB Marketing IBM Information Management

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Summary

Purpose Provide a quick easy-to-use guide of our top Information Management sales plays for SMB large enterprise and SMB midmarket customers

bull SMB large enterprise 1000+ employeesbull SMB midmarket 100-999 employees

Target Audience Territory Sales Reps (TSRs and iTSRs) Coverage Software Sales Reps (cSSRs and iSSRs)

Call to Action 1 Select three plays that you can approach with each of your focus

accounts and uncover two opportunities through qualifying questions Pass the lead to your sSSR (IM Specialist Software Sales Rep)

or Business Partner to qualify and progress the lead further Go back to Step 1

For more informationVisit the Xtreme Leverage Web site Active links are provided with each play under ldquoAdditional Informationrdquo

Sales ResourcesSales resources at your disposal to help progress and close opportunities include Information Management Sales Specialists WW and Regional Sales teams Competitive teams and Executive teams

Contact Beth Flood SMB Marketing Manager Information Management Beth FloodCambridgeIBM 617-693-1466

We welcome your ongoing feedback and ideas For additional information or questions about this reference guide please contact Beth Flood

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Table of contents

8 Dynamic Warehousing Turning Enterprise Data into Useful Business Insight 3 3 3 3

9 Integrating Information from Multiple Data Sources for More Effective and Efficient Information

3 3 3

10 Data Server Driving Business Value DB 9 and pureXML 3 3 3 3 3

11 The Next Generation of Informix Dynamic Server IDS Cheetah 3 3 3 3 3

12 Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB 3 3 3 3

13 Demonstrating Business Value and Technical Advantages of Deploying SAP with DB on IBM Systems

3 3 3

14 Delivering a Unified Content Process and Compliance Platform with FileNet P8 3 3 3

15 Increasing Productivity through Information Discovery 3 3 3 3

16 Leveraging Information for Business Transformation 3 3 3 3

17 Managing Risk and Streamlining Compliance 3 3 3 3 3

Truste

d Bus

iness

Infor

mation

Dynam

ic Inf

ormati

on In

frastr

uctur

e

Inform

ation

Lifec

ycle

Manag

emen

t

Retenti

on amp

Grow

th

Compe

titive

amp Acq

uisitio

n

Cross-S

ell

SMB Large

Enter

prise

SMB Mid-

Market

Leveraging Information Program Themes Sales Objective Audience

Page Title

5 Information On Demand (IOD) What is it Anyway

6 Leveraging Information Program Overview amp Themes

Information Management SMB Sales Plays

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Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle

Without the right information how can your client

manage its business

How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information

IBM Information On Demand can help

What is Information On Demand

bull Delivering the right information in context to optimize

business processes applications and productivity

bull Addressing the need to horizontally integrate information

bull Integrating analyzing and optimizing heterogeneous

types and sources of business information throughout its

life cycle to manage risk and create new business insight

Leveraging Information It takes know-how proven technology and industry expertise

Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing

Information Infrastructure

Industry Solutions

System Platform

Strategy amp Implementation

Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management

Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software

Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models

Information On Demand

Information On Demand (IOD) What Is It Anyway

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Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers

Data warehousing and business insight

Master data management

Reliable data serversContent-based

business transformation

Information integration platform

Information lifecycle management

SAP information infrastructure

Trusted business informationDeliver trusted information

in context to people processes and applications

Dynamic information infrastructure

Build a flexible resilient high-performance information

infrastructure

Information lifecycle management

Cost effectively manage information and leverage its business value throughout

its lifecycle

Leveraging informationLeverage information on demand for innovation and insight

Subthemes

Leveraging Information Program Overview

Plays

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Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust

Triggers Client Needs Plays

bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction

bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time

bull I need to provide a real-time single version of the truth about customers and other entities

bull Data Warehousing and Business Insight

bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context

bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency

bull Master Data Management

Triggers Client Needs Plays

bullHigh costs and low reliability for information storage and management

bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems

bull Reliable Data Server

bull Information silos and multiple integration toolsbull Application migrations and consolidations

bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform

bull New non-IBM databasebull High-cost inefficient server for databases

bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure

bull Content Based Business Transformation

bull High database costs for SAP environmentbull SAP application upgrade

bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure

Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides

Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards

Triggers Client Needs Plays

bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with

information value

Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information

asset management and automation solutionsbull I need to improve storage efficiency and reduce costs

bull Information Lifecyle Management

bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized

Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and

compliance

bull Information Lifecyle Management

bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions

bull Information Lifecyle Management

8

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Target Audience

Target industries All industries

Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions

Target audience IT LOB and Application Developers

Value Proposition

For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth

Unlike Teradata Oracle and Netezza

IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo

IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future

Solution

Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0

Overview

Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight

Pain Points

bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted

or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs

of different business constituents requiring more-dynamic and balanced warehousing capabilities

Benefits

bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance

Key Questions

bull Do you need to decrease the complexity of managing the flow of information across your enterprise

bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization

bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today

bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information

Competitive Differentiators

Competes with Teradata Oracle Microsoft and Netezza

IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective

Average Deal SizePricing

Typical sales cycle to months

Small - 10 users

Medium -200 users

Large SMB

C1000 without services $K

C1000 with services and hardware

$-0K

C000 without services $K $100+K

C000 with services and hardware

$110-1K $00+K

References

Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes

Cross Selling

bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models

Additional Information

WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo

Dynamic Warehousing Turning Enterprise Data into Useful Business Insight

Trusted Business Information

9

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Target Audience

Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government

Client profile $500M+ in revenue

Target audience IT Executives ITEnterpriseData Architects

Value Proposition

For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions

Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos

IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization

Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users

Solution

Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory

Overview

Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk

Pain Points

bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility

Benefits

IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly

Key Questions

Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does

this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization

of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because

the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business

Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product

information at all times bull In what ways could you help your business to innovate if you were able to align key

data across your operational systems such as CRM and ERP and your analytical solutions

bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects

Competitive Differentiators

Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership

that has defined the data-integration market in terms of performance connectivity SOA and capabilities

bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements

bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

Without services $100000 $00000 $0000

With services $10000 $00000 $1M+

References

Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems

Cross Selling

bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ

Additional Information

Web sitesInformation Server

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales

Integrating Information from Multiple Data Sources for More Effective and Efficient Information

Dynamic Information Infrastructure

10

Return to Table of Contents

call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

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Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

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Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

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Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

Return to Table of Contents

Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 2: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

Return to Table of Contents

Dear IBM Sellers Over 60 percent of CEOs feel their organizations need to do a better job leveraging information IBMrsquos recent Worldwide Expenditure Study showed that the top two business issues driving IT spending are improving operating efficiencies and improving information use both of which are directly addressed by the Leveraging Information program IBM is uniquely positioned to help organizations gain more business value from their enterprise information with

bull A rich Information Management and related software portfoliobull Proven server and storage offeringsbull Expert business and technical servicesbull An extensive partner network

Information is power What are you waiting for As IBM launches the new IBM Program Framework the Worldwide Information Management team has developed this resource to help you identify more Information Management opportunities and grow your pipeline in your SMB large enterprise and midmarket accounts

The objective of this playbook is to provide you with a selective set of Information Management plays focused around our new Leveraging Information program themes that aim to make a difference in your SMB accounts and will help you identify and grow your pipeline easier and faster This playbook will provide you with a single source of information to get started It provides you with key opportunity identifiers such as target audience value proposition qualifying questions and much more all on a single page And as you identify customer needs wersquove already built out marketing content and tactics that you can drive your customers to mdash webcasts white papers demos events launches mdash that will be leveraged around the world to help organizations learn how IBM can help them with their critical information needs

Donrsquot miss out Refer to this playbook often mdash we want you to have a stellar year Take action today Identify 3 or 4 plays from this guide that you can talk to every one of your customers with Thank you and good selling Sincerely

Bob McCormick Vice President Worldwide Channels and SMB Sales IBM Information Management

Nancy Toda Director Worldwide Channels and SMB Marketing IBM Information Management

Return to Table of Contents

Summary

Purpose Provide a quick easy-to-use guide of our top Information Management sales plays for SMB large enterprise and SMB midmarket customers

bull SMB large enterprise 1000+ employeesbull SMB midmarket 100-999 employees

Target Audience Territory Sales Reps (TSRs and iTSRs) Coverage Software Sales Reps (cSSRs and iSSRs)

Call to Action 1 Select three plays that you can approach with each of your focus

accounts and uncover two opportunities through qualifying questions Pass the lead to your sSSR (IM Specialist Software Sales Rep)

or Business Partner to qualify and progress the lead further Go back to Step 1

For more informationVisit the Xtreme Leverage Web site Active links are provided with each play under ldquoAdditional Informationrdquo

Sales ResourcesSales resources at your disposal to help progress and close opportunities include Information Management Sales Specialists WW and Regional Sales teams Competitive teams and Executive teams

Contact Beth Flood SMB Marketing Manager Information Management Beth FloodCambridgeIBM 617-693-1466

We welcome your ongoing feedback and ideas For additional information or questions about this reference guide please contact Beth Flood

Return to Table of Contents

Table of contents

8 Dynamic Warehousing Turning Enterprise Data into Useful Business Insight 3 3 3 3

9 Integrating Information from Multiple Data Sources for More Effective and Efficient Information

3 3 3

10 Data Server Driving Business Value DB 9 and pureXML 3 3 3 3 3

11 The Next Generation of Informix Dynamic Server IDS Cheetah 3 3 3 3 3

12 Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB 3 3 3 3

13 Demonstrating Business Value and Technical Advantages of Deploying SAP with DB on IBM Systems

3 3 3

14 Delivering a Unified Content Process and Compliance Platform with FileNet P8 3 3 3

15 Increasing Productivity through Information Discovery 3 3 3 3

16 Leveraging Information for Business Transformation 3 3 3 3

17 Managing Risk and Streamlining Compliance 3 3 3 3 3

Truste

d Bus

iness

Infor

mation

Dynam

ic Inf

ormati

on In

frastr

uctur

e

Inform

ation

Lifec

ycle

Manag

emen

t

Retenti

on amp

Grow

th

Compe

titive

amp Acq

uisitio

n

Cross-S

ell

SMB Large

Enter

prise

SMB Mid-

Market

Leveraging Information Program Themes Sales Objective Audience

Page Title

5 Information On Demand (IOD) What is it Anyway

6 Leveraging Information Program Overview amp Themes

Information Management SMB Sales Plays

Return to Table of Contents

Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle

Without the right information how can your client

manage its business

How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information

IBM Information On Demand can help

What is Information On Demand

bull Delivering the right information in context to optimize

business processes applications and productivity

bull Addressing the need to horizontally integrate information

bull Integrating analyzing and optimizing heterogeneous

types and sources of business information throughout its

life cycle to manage risk and create new business insight

Leveraging Information It takes know-how proven technology and industry expertise

Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing

Information Infrastructure

Industry Solutions

System Platform

Strategy amp Implementation

Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management

Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software

Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models

Information On Demand

Information On Demand (IOD) What Is It Anyway

Return to Table of Contents

Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers

Data warehousing and business insight

Master data management

Reliable data serversContent-based

business transformation

Information integration platform

Information lifecycle management

SAP information infrastructure

Trusted business informationDeliver trusted information

in context to people processes and applications

Dynamic information infrastructure

Build a flexible resilient high-performance information

infrastructure

Information lifecycle management

Cost effectively manage information and leverage its business value throughout

its lifecycle

Leveraging informationLeverage information on demand for innovation and insight

Subthemes

Leveraging Information Program Overview

Plays

Return to Table of Contents

Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust

Triggers Client Needs Plays

bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction

bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time

bull I need to provide a real-time single version of the truth about customers and other entities

bull Data Warehousing and Business Insight

bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context

bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency

bull Master Data Management

Triggers Client Needs Plays

bullHigh costs and low reliability for information storage and management

bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems

bull Reliable Data Server

bull Information silos and multiple integration toolsbull Application migrations and consolidations

bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform

bull New non-IBM databasebull High-cost inefficient server for databases

bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure

bull Content Based Business Transformation

bull High database costs for SAP environmentbull SAP application upgrade

bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure

Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides

Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards

Triggers Client Needs Plays

bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with

information value

Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information

asset management and automation solutionsbull I need to improve storage efficiency and reduce costs

bull Information Lifecyle Management

bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized

Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and

compliance

bull Information Lifecyle Management

bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions

bull Information Lifecyle Management

8

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions

Target audience IT LOB and Application Developers

Value Proposition

For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth

Unlike Teradata Oracle and Netezza

IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo

IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future

Solution

Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0

Overview

Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight

Pain Points

bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted

or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs

of different business constituents requiring more-dynamic and balanced warehousing capabilities

Benefits

bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance

Key Questions

bull Do you need to decrease the complexity of managing the flow of information across your enterprise

bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization

bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today

bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information

Competitive Differentiators

Competes with Teradata Oracle Microsoft and Netezza

IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective

Average Deal SizePricing

Typical sales cycle to months

Small - 10 users

Medium -200 users

Large SMB

C1000 without services $K

C1000 with services and hardware

$-0K

C000 without services $K $100+K

C000 with services and hardware

$110-1K $00+K

References

Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes

Cross Selling

bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models

Additional Information

WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo

Dynamic Warehousing Turning Enterprise Data into Useful Business Insight

Trusted Business Information

9

Return to Table of Contents

Target Audience

Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government

Client profile $500M+ in revenue

Target audience IT Executives ITEnterpriseData Architects

Value Proposition

For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions

Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos

IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization

Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users

Solution

Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory

Overview

Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk

Pain Points

bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility

Benefits

IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly

Key Questions

Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does

this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization

of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because

the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business

Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product

information at all times bull In what ways could you help your business to innovate if you were able to align key

data across your operational systems such as CRM and ERP and your analytical solutions

bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects

Competitive Differentiators

Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership

that has defined the data-integration market in terms of performance connectivity SOA and capabilities

bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements

bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

Without services $100000 $00000 $0000

With services $10000 $00000 $1M+

References

Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems

Cross Selling

bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ

Additional Information

Web sitesInformation Server

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales

Integrating Information from Multiple Data Sources for More Effective and Efficient Information

Dynamic Information Infrastructure

10

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call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

Return to Table of Contents

Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

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Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

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Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

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Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

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Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 3: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

Return to Table of Contents

Summary

Purpose Provide a quick easy-to-use guide of our top Information Management sales plays for SMB large enterprise and SMB midmarket customers

bull SMB large enterprise 1000+ employeesbull SMB midmarket 100-999 employees

Target Audience Territory Sales Reps (TSRs and iTSRs) Coverage Software Sales Reps (cSSRs and iSSRs)

Call to Action 1 Select three plays that you can approach with each of your focus

accounts and uncover two opportunities through qualifying questions Pass the lead to your sSSR (IM Specialist Software Sales Rep)

or Business Partner to qualify and progress the lead further Go back to Step 1

For more informationVisit the Xtreme Leverage Web site Active links are provided with each play under ldquoAdditional Informationrdquo

Sales ResourcesSales resources at your disposal to help progress and close opportunities include Information Management Sales Specialists WW and Regional Sales teams Competitive teams and Executive teams

Contact Beth Flood SMB Marketing Manager Information Management Beth FloodCambridgeIBM 617-693-1466

We welcome your ongoing feedback and ideas For additional information or questions about this reference guide please contact Beth Flood

Return to Table of Contents

Table of contents

8 Dynamic Warehousing Turning Enterprise Data into Useful Business Insight 3 3 3 3

9 Integrating Information from Multiple Data Sources for More Effective and Efficient Information

3 3 3

10 Data Server Driving Business Value DB 9 and pureXML 3 3 3 3 3

11 The Next Generation of Informix Dynamic Server IDS Cheetah 3 3 3 3 3

12 Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB 3 3 3 3

13 Demonstrating Business Value and Technical Advantages of Deploying SAP with DB on IBM Systems

3 3 3

14 Delivering a Unified Content Process and Compliance Platform with FileNet P8 3 3 3

15 Increasing Productivity through Information Discovery 3 3 3 3

16 Leveraging Information for Business Transformation 3 3 3 3

17 Managing Risk and Streamlining Compliance 3 3 3 3 3

Truste

d Bus

iness

Infor

mation

Dynam

ic Inf

ormati

on In

frastr

uctur

e

Inform

ation

Lifec

ycle

Manag

emen

t

Retenti

on amp

Grow

th

Compe

titive

amp Acq

uisitio

n

Cross-S

ell

SMB Large

Enter

prise

SMB Mid-

Market

Leveraging Information Program Themes Sales Objective Audience

Page Title

5 Information On Demand (IOD) What is it Anyway

6 Leveraging Information Program Overview amp Themes

Information Management SMB Sales Plays

Return to Table of Contents

Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle

Without the right information how can your client

manage its business

How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information

IBM Information On Demand can help

What is Information On Demand

bull Delivering the right information in context to optimize

business processes applications and productivity

bull Addressing the need to horizontally integrate information

bull Integrating analyzing and optimizing heterogeneous

types and sources of business information throughout its

life cycle to manage risk and create new business insight

Leveraging Information It takes know-how proven technology and industry expertise

Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing

Information Infrastructure

Industry Solutions

System Platform

Strategy amp Implementation

Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management

Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software

Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models

Information On Demand

Information On Demand (IOD) What Is It Anyway

Return to Table of Contents

Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers

Data warehousing and business insight

Master data management

Reliable data serversContent-based

business transformation

Information integration platform

Information lifecycle management

SAP information infrastructure

Trusted business informationDeliver trusted information

in context to people processes and applications

Dynamic information infrastructure

Build a flexible resilient high-performance information

infrastructure

Information lifecycle management

Cost effectively manage information and leverage its business value throughout

its lifecycle

Leveraging informationLeverage information on demand for innovation and insight

Subthemes

Leveraging Information Program Overview

Plays

Return to Table of Contents

Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust

Triggers Client Needs Plays

bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction

bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time

bull I need to provide a real-time single version of the truth about customers and other entities

bull Data Warehousing and Business Insight

bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context

bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency

bull Master Data Management

Triggers Client Needs Plays

bullHigh costs and low reliability for information storage and management

bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems

bull Reliable Data Server

bull Information silos and multiple integration toolsbull Application migrations and consolidations

bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform

bull New non-IBM databasebull High-cost inefficient server for databases

bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure

bull Content Based Business Transformation

bull High database costs for SAP environmentbull SAP application upgrade

bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure

Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides

Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards

Triggers Client Needs Plays

bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with

information value

Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information

asset management and automation solutionsbull I need to improve storage efficiency and reduce costs

bull Information Lifecyle Management

bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized

Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and

compliance

bull Information Lifecyle Management

bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions

bull Information Lifecyle Management

8

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions

Target audience IT LOB and Application Developers

Value Proposition

For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth

Unlike Teradata Oracle and Netezza

IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo

IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future

Solution

Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0

Overview

Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight

Pain Points

bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted

or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs

of different business constituents requiring more-dynamic and balanced warehousing capabilities

Benefits

bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance

Key Questions

bull Do you need to decrease the complexity of managing the flow of information across your enterprise

bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization

bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today

bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information

Competitive Differentiators

Competes with Teradata Oracle Microsoft and Netezza

IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective

Average Deal SizePricing

Typical sales cycle to months

Small - 10 users

Medium -200 users

Large SMB

C1000 without services $K

C1000 with services and hardware

$-0K

C000 without services $K $100+K

C000 with services and hardware

$110-1K $00+K

References

Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes

Cross Selling

bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models

Additional Information

WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo

Dynamic Warehousing Turning Enterprise Data into Useful Business Insight

Trusted Business Information

9

Return to Table of Contents

Target Audience

Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government

Client profile $500M+ in revenue

Target audience IT Executives ITEnterpriseData Architects

Value Proposition

For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions

Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos

IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization

Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users

Solution

Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory

Overview

Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk

Pain Points

bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility

Benefits

IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly

Key Questions

Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does

this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization

of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because

the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business

Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product

information at all times bull In what ways could you help your business to innovate if you were able to align key

data across your operational systems such as CRM and ERP and your analytical solutions

bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects

Competitive Differentiators

Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership

that has defined the data-integration market in terms of performance connectivity SOA and capabilities

bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements

bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

Without services $100000 $00000 $0000

With services $10000 $00000 $1M+

References

Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems

Cross Selling

bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ

Additional Information

Web sitesInformation Server

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales

Integrating Information from Multiple Data Sources for More Effective and Efficient Information

Dynamic Information Infrastructure

10

Return to Table of Contents

call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

Return to Table of Contents

Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

Return to Table of Contents

Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 4: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

Return to Table of Contents

Table of contents

8 Dynamic Warehousing Turning Enterprise Data into Useful Business Insight 3 3 3 3

9 Integrating Information from Multiple Data Sources for More Effective and Efficient Information

3 3 3

10 Data Server Driving Business Value DB 9 and pureXML 3 3 3 3 3

11 The Next Generation of Informix Dynamic Server IDS Cheetah 3 3 3 3 3

12 Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB 3 3 3 3

13 Demonstrating Business Value and Technical Advantages of Deploying SAP with DB on IBM Systems

3 3 3

14 Delivering a Unified Content Process and Compliance Platform with FileNet P8 3 3 3

15 Increasing Productivity through Information Discovery 3 3 3 3

16 Leveraging Information for Business Transformation 3 3 3 3

17 Managing Risk and Streamlining Compliance 3 3 3 3 3

Truste

d Bus

iness

Infor

mation

Dynam

ic Inf

ormati

on In

frastr

uctur

e

Inform

ation

Lifec

ycle

Manag

emen

t

Retenti

on amp

Grow

th

Compe

titive

amp Acq

uisitio

n

Cross-S

ell

SMB Large

Enter

prise

SMB Mid-

Market

Leveraging Information Program Themes Sales Objective Audience

Page Title

5 Information On Demand (IOD) What is it Anyway

6 Leveraging Information Program Overview amp Themes

Information Management SMB Sales Plays

Return to Table of Contents

Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle

Without the right information how can your client

manage its business

How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information

IBM Information On Demand can help

What is Information On Demand

bull Delivering the right information in context to optimize

business processes applications and productivity

bull Addressing the need to horizontally integrate information

bull Integrating analyzing and optimizing heterogeneous

types and sources of business information throughout its

life cycle to manage risk and create new business insight

Leveraging Information It takes know-how proven technology and industry expertise

Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing

Information Infrastructure

Industry Solutions

System Platform

Strategy amp Implementation

Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management

Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software

Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models

Information On Demand

Information On Demand (IOD) What Is It Anyway

Return to Table of Contents

Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers

Data warehousing and business insight

Master data management

Reliable data serversContent-based

business transformation

Information integration platform

Information lifecycle management

SAP information infrastructure

Trusted business informationDeliver trusted information

in context to people processes and applications

Dynamic information infrastructure

Build a flexible resilient high-performance information

infrastructure

Information lifecycle management

Cost effectively manage information and leverage its business value throughout

its lifecycle

Leveraging informationLeverage information on demand for innovation and insight

Subthemes

Leveraging Information Program Overview

Plays

Return to Table of Contents

Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust

Triggers Client Needs Plays

bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction

bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time

bull I need to provide a real-time single version of the truth about customers and other entities

bull Data Warehousing and Business Insight

bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context

bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency

bull Master Data Management

Triggers Client Needs Plays

bullHigh costs and low reliability for information storage and management

bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems

bull Reliable Data Server

bull Information silos and multiple integration toolsbull Application migrations and consolidations

bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform

bull New non-IBM databasebull High-cost inefficient server for databases

bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure

bull Content Based Business Transformation

bull High database costs for SAP environmentbull SAP application upgrade

bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure

Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides

Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards

Triggers Client Needs Plays

bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with

information value

Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information

asset management and automation solutionsbull I need to improve storage efficiency and reduce costs

bull Information Lifecyle Management

bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized

Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and

compliance

bull Information Lifecyle Management

bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions

bull Information Lifecyle Management

8

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions

Target audience IT LOB and Application Developers

Value Proposition

For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth

Unlike Teradata Oracle and Netezza

IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo

IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future

Solution

Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0

Overview

Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight

Pain Points

bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted

or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs

of different business constituents requiring more-dynamic and balanced warehousing capabilities

Benefits

bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance

Key Questions

bull Do you need to decrease the complexity of managing the flow of information across your enterprise

bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization

bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today

bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information

Competitive Differentiators

Competes with Teradata Oracle Microsoft and Netezza

IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective

Average Deal SizePricing

Typical sales cycle to months

Small - 10 users

Medium -200 users

Large SMB

C1000 without services $K

C1000 with services and hardware

$-0K

C000 without services $K $100+K

C000 with services and hardware

$110-1K $00+K

References

Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes

Cross Selling

bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models

Additional Information

WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo

Dynamic Warehousing Turning Enterprise Data into Useful Business Insight

Trusted Business Information

9

Return to Table of Contents

Target Audience

Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government

Client profile $500M+ in revenue

Target audience IT Executives ITEnterpriseData Architects

Value Proposition

For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions

Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos

IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization

Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users

Solution

Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory

Overview

Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk

Pain Points

bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility

Benefits

IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly

Key Questions

Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does

this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization

of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because

the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business

Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product

information at all times bull In what ways could you help your business to innovate if you were able to align key

data across your operational systems such as CRM and ERP and your analytical solutions

bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects

Competitive Differentiators

Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership

that has defined the data-integration market in terms of performance connectivity SOA and capabilities

bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements

bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

Without services $100000 $00000 $0000

With services $10000 $00000 $1M+

References

Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems

Cross Selling

bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ

Additional Information

Web sitesInformation Server

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales

Integrating Information from Multiple Data Sources for More Effective and Efficient Information

Dynamic Information Infrastructure

10

Return to Table of Contents

call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

Return to Table of Contents

Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

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Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

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Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

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Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

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Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 5: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

Return to Table of Contents

Information On Demand is about getting the right information to the right people at the right time to act on emerging opportunities and competitive threats It is about creating business value and reducing risk by integrating analyzing and optimizing all types and sources of information throughout its life cycle

Without the right information how can your client

manage its business

How can information become a competitive differentiator And be managed as a strategic asset to unlock the confines of existing systems and gain real business value Does your client fully leverage the value of its own information assets More than 60 percent of CEOs agree that businesses need to do a better job of leveraging their information

IBM Information On Demand can help

What is Information On Demand

bull Delivering the right information in context to optimize

business processes applications and productivity

bull Addressing the need to horizontally integrate information

bull Integrating analyzing and optimizing heterogeneous

types and sources of business information throughout its

life cycle to manage risk and create new business insight

Leveraging Information It takes know-how proven technology and industry expertise

Guiding plans and executionbull Information Strategybull IT Strategy amp Architecturebull Design Planning amp Implementation bull Managed Operationsbull Governance Financing

Information Infrastructure

Industry Solutions

System Platform

Strategy amp Implementation

Delivering information in contentbull Data Managementbull Enterprise Content Managementbull Information Integrationbull Master Data Managementbull Search Discovery amp Business Intelligencebull Business Process Management

Enabling a resilient foundationbull Scalable system platforms and operating environmentsbull Infrastructure and network optimization technologiesbull Policy-driven storage managementbull Network system and application-level securitybull Workload performance toolsbull Service management software

Creating new business value and innovationbull Customer Centricitybull Operational Intelligencebull Product amp Service Optimizationbull Risk amp Compliancebull Threat amp Fraud Intelligencebull Industry Models

Information On Demand

Information On Demand (IOD) What Is It Anyway

Return to Table of Contents

Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers

Data warehousing and business insight

Master data management

Reliable data serversContent-based

business transformation

Information integration platform

Information lifecycle management

SAP information infrastructure

Trusted business informationDeliver trusted information

in context to people processes and applications

Dynamic information infrastructure

Build a flexible resilient high-performance information

infrastructure

Information lifecycle management

Cost effectively manage information and leverage its business value throughout

its lifecycle

Leveraging informationLeverage information on demand for innovation and insight

Subthemes

Leveraging Information Program Overview

Plays

Return to Table of Contents

Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust

Triggers Client Needs Plays

bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction

bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time

bull I need to provide a real-time single version of the truth about customers and other entities

bull Data Warehousing and Business Insight

bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context

bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency

bull Master Data Management

Triggers Client Needs Plays

bullHigh costs and low reliability for information storage and management

bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems

bull Reliable Data Server

bull Information silos and multiple integration toolsbull Application migrations and consolidations

bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform

bull New non-IBM databasebull High-cost inefficient server for databases

bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure

bull Content Based Business Transformation

bull High database costs for SAP environmentbull SAP application upgrade

bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure

Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides

Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards

Triggers Client Needs Plays

bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with

information value

Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information

asset management and automation solutionsbull I need to improve storage efficiency and reduce costs

bull Information Lifecyle Management

bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized

Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and

compliance

bull Information Lifecyle Management

bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions

bull Information Lifecyle Management

8

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Target Audience

Target industries All industries

Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions

Target audience IT LOB and Application Developers

Value Proposition

For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth

Unlike Teradata Oracle and Netezza

IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo

IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future

Solution

Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0

Overview

Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight

Pain Points

bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted

or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs

of different business constituents requiring more-dynamic and balanced warehousing capabilities

Benefits

bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance

Key Questions

bull Do you need to decrease the complexity of managing the flow of information across your enterprise

bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization

bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today

bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information

Competitive Differentiators

Competes with Teradata Oracle Microsoft and Netezza

IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective

Average Deal SizePricing

Typical sales cycle to months

Small - 10 users

Medium -200 users

Large SMB

C1000 without services $K

C1000 with services and hardware

$-0K

C000 without services $K $100+K

C000 with services and hardware

$110-1K $00+K

References

Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes

Cross Selling

bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models

Additional Information

WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo

Dynamic Warehousing Turning Enterprise Data into Useful Business Insight

Trusted Business Information

9

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Target Audience

Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government

Client profile $500M+ in revenue

Target audience IT Executives ITEnterpriseData Architects

Value Proposition

For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions

Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos

IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization

Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users

Solution

Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory

Overview

Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk

Pain Points

bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility

Benefits

IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly

Key Questions

Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does

this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization

of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because

the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business

Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product

information at all times bull In what ways could you help your business to innovate if you were able to align key

data across your operational systems such as CRM and ERP and your analytical solutions

bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects

Competitive Differentiators

Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership

that has defined the data-integration market in terms of performance connectivity SOA and capabilities

bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements

bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

Without services $100000 $00000 $0000

With services $10000 $00000 $1M+

References

Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems

Cross Selling

bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ

Additional Information

Web sitesInformation Server

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales

Integrating Information from Multiple Data Sources for More Effective and Efficient Information

Dynamic Information Infrastructure

10

Return to Table of Contents

call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

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Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

Return to Table of Contents

Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 6: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

Return to Table of Contents

Even todayrsquos best-run organizations are challenged by the velocity at which business is accelerating the sheer volume and variety of information and the complexities created by disconnected information silos How can you drive revenue service customers comply with regulations and reduce costs if you canrsquot access trusted information when you need it These concerns translate into key priorities for the primary target of the Leveraging Information program IT managers

Data warehousing and business insight

Master data management

Reliable data serversContent-based

business transformation

Information integration platform

Information lifecycle management

SAP information infrastructure

Trusted business informationDeliver trusted information

in context to people processes and applications

Dynamic information infrastructure

Build a flexible resilient high-performance information

infrastructure

Information lifecycle management

Cost effectively manage information and leverage its business value throughout

its lifecycle

Leveraging informationLeverage information on demand for innovation and insight

Subthemes

Leveraging Information Program Overview

Plays

Return to Table of Contents

Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust

Triggers Client Needs Plays

bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction

bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time

bull I need to provide a real-time single version of the truth about customers and other entities

bull Data Warehousing and Business Insight

bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context

bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency

bull Master Data Management

Triggers Client Needs Plays

bullHigh costs and low reliability for information storage and management

bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems

bull Reliable Data Server

bull Information silos and multiple integration toolsbull Application migrations and consolidations

bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform

bull New non-IBM databasebull High-cost inefficient server for databases

bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure

bull Content Based Business Transformation

bull High database costs for SAP environmentbull SAP application upgrade

bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure

Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides

Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards

Triggers Client Needs Plays

bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with

information value

Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information

asset management and automation solutionsbull I need to improve storage efficiency and reduce costs

bull Information Lifecyle Management

bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized

Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and

compliance

bull Information Lifecyle Management

bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions

bull Information Lifecyle Management

8

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions

Target audience IT LOB and Application Developers

Value Proposition

For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth

Unlike Teradata Oracle and Netezza

IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo

IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future

Solution

Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0

Overview

Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight

Pain Points

bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted

or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs

of different business constituents requiring more-dynamic and balanced warehousing capabilities

Benefits

bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance

Key Questions

bull Do you need to decrease the complexity of managing the flow of information across your enterprise

bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization

bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today

bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information

Competitive Differentiators

Competes with Teradata Oracle Microsoft and Netezza

IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective

Average Deal SizePricing

Typical sales cycle to months

Small - 10 users

Medium -200 users

Large SMB

C1000 without services $K

C1000 with services and hardware

$-0K

C000 without services $K $100+K

C000 with services and hardware

$110-1K $00+K

References

Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes

Cross Selling

bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models

Additional Information

WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo

Dynamic Warehousing Turning Enterprise Data into Useful Business Insight

Trusted Business Information

9

Return to Table of Contents

Target Audience

Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government

Client profile $500M+ in revenue

Target audience IT Executives ITEnterpriseData Architects

Value Proposition

For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions

Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos

IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization

Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users

Solution

Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory

Overview

Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk

Pain Points

bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility

Benefits

IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly

Key Questions

Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does

this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization

of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because

the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business

Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product

information at all times bull In what ways could you help your business to innovate if you were able to align key

data across your operational systems such as CRM and ERP and your analytical solutions

bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects

Competitive Differentiators

Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership

that has defined the data-integration market in terms of performance connectivity SOA and capabilities

bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements

bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

Without services $100000 $00000 $0000

With services $10000 $00000 $1M+

References

Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems

Cross Selling

bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ

Additional Information

Web sitesInformation Server

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales

Integrating Information from Multiple Data Sources for More Effective and Efficient Information

Dynamic Information Infrastructure

10

Return to Table of Contents

call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

Return to Table of Contents

Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

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Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

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Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

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Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

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Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 7: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

Return to Table of Contents

Theme 1 Trusted Business InformationInformation you canrsquot really trust has high cost but low value Good information is the key to sound decisions effective customer service deep business insight and true compliance Our solutions help you take control of overflowing silos of data and content delivering information you can trust

Triggers Client Needs Plays

bull High sales and marketing costsbull Slow response to customersbull Poor customer satisfactionbull New product introduction

bull I need to drive actionable and trusted information across the enterprise by enabling data understanding data qualification at point of capture and data accuracy over time

bull I need to provide a real-time single version of the truth about customers and other entities

bull Data Warehousing and Business Insight

bull Leakage of sensitive databull No consolidated view of databull Inadequate availability of key info in context

bull I need to get started easily with a data warehousebull I need a data warehouse that handles high data volumes and escalating demandsbull I need to link content to key business processes for insight and efficiency

bull Master Data Management

Triggers Client Needs Plays

bullHigh costs and low reliability for information storage and management

bull I need to control the rising costs of storing and managing structured and unstructured databull I need reliable and resilient data servers optimized for IBM systems

bull Reliable Data Server

bull Information silos and multiple integration toolsbull Application migrations and consolidations

bull I need a unified platform for integrating both structured and unstructured information bull Information Integration Platform

bull New non-IBM databasebull High-cost inefficient server for databases

bull I need a reliable server infrastructure for my new Oracle or SQL Server databasebull I need to migrate my existing databases to a reliable server infrastructure

bull Content Based Business Transformation

bull High database costs for SAP environmentbull SAP application upgrade

bull I need an efficient reliable and cost-effective database for my SAP implementation bull SAP Information Infrastructure

Theme 2 Dynamic Information InfrastructureEffectively storing managing integrating and accessing the diverse data and content across your enterprise wonrsquot happen by accident Instead you need a dynamic information infrastructure that optimizes performance reduces costs and unifies information wherever it resides

Theme 3 Information Lifecycle ManagementInformation has value mdash value that varies for different information at different points in its lifecycle Aligning the business value of information with a cost-effective IT infrastructure requires the right policies processes practices and tools IBMrsquos flexible solutions will help you comply with government enterprise and industry standards

Triggers Client Needs Plays

bull Low ROI from storage assetsbull Slow data accessbull Inefficient storage managementbull Too much data downtimebull Ineffective storage managementbull Storage costs misaligned with

information value

Storage optimization and virtualizationbull I need virtualized storage for efficiency cost reduction and reduced downtimebull I need to improve efficiency reduce costs and increase compliance with information

asset management and automation solutionsbull I need to improve storage efficiency and reduce costs

bull Information Lifecyle Management

bull Unclear retention periodsbull Difficult access to stored informationbull Stored data poorly categorized

Content managementbull I need content-driven storage solutions for improved efficiency cost reduction and

compliance

bull Information Lifecyle Management

bull Poor adherence to retention policies Archiving and retentionbull I need to improve efficiency reduce costs and increase compliance with archiving solutions

bull Information Lifecyle Management

8

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions

Target audience IT LOB and Application Developers

Value Proposition

For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth

Unlike Teradata Oracle and Netezza

IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo

IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future

Solution

Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0

Overview

Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight

Pain Points

bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted

or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs

of different business constituents requiring more-dynamic and balanced warehousing capabilities

Benefits

bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance

Key Questions

bull Do you need to decrease the complexity of managing the flow of information across your enterprise

bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization

bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today

bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information

Competitive Differentiators

Competes with Teradata Oracle Microsoft and Netezza

IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective

Average Deal SizePricing

Typical sales cycle to months

Small - 10 users

Medium -200 users

Large SMB

C1000 without services $K

C1000 with services and hardware

$-0K

C000 without services $K $100+K

C000 with services and hardware

$110-1K $00+K

References

Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes

Cross Selling

bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models

Additional Information

WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo

Dynamic Warehousing Turning Enterprise Data into Useful Business Insight

Trusted Business Information

9

Return to Table of Contents

Target Audience

Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government

Client profile $500M+ in revenue

Target audience IT Executives ITEnterpriseData Architects

Value Proposition

For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions

Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos

IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization

Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users

Solution

Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory

Overview

Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk

Pain Points

bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility

Benefits

IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly

Key Questions

Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does

this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization

of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because

the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business

Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product

information at all times bull In what ways could you help your business to innovate if you were able to align key

data across your operational systems such as CRM and ERP and your analytical solutions

bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects

Competitive Differentiators

Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership

that has defined the data-integration market in terms of performance connectivity SOA and capabilities

bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements

bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

Without services $100000 $00000 $0000

With services $10000 $00000 $1M+

References

Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems

Cross Selling

bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ

Additional Information

Web sitesInformation Server

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales

Integrating Information from Multiple Data Sources for More Effective and Efficient Information

Dynamic Information Infrastructure

10

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call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

Return to Table of Contents

Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

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Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

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Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

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Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

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Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 8: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

8

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Target Audience

Target industries All industries

Client profile Small to large enterprise SMB with silos of information and that need to make informed business decisions

Target audience IT LOB and Application Developers

Value Proposition

For Senior-level IT decision makers Who need To deploy integrate and maintain a complete Information Management infrastructure decrease the complexity of managing the flow of their information including data consolidation manage-ment delivery and analytics consolidate data marts and silos of information maximize IT resource utilization while developing great-er flexibility to support changing business requirements cost- effectively manage volumes of data that must be captured and transformed into actionable real-time information deliver business insight to business processes and support business requirements for a single version of the truth

Unlike Teradata Oracle and Netezza

IBM provides Dynamic Warehousing from IBM mdash everything you need from a single vendor to cost-effectively transforms how your business unlocks the value of all types of information The solution enables IBM clients to leverage the infrastructure processes tools and skills they already have in place without substantial ldquorip and replacerdquo

IBMrsquos offering provides a framework and underlying solutions that are optimized configured and right-sized for client requirements so they can get started with what they need today and have the flexibility to grow and change as they need in the future

Solution

Balanced Warehouse ndash C Classbull DB Warehouse ndash Starter or Intermediate Editionbull Business Objects or other Analytical Softwarebull IBM System Storage EXP000bull IBM System x00 or x0

Overview

Dynamic Warehousing is a new approach to address the primary business challenges organizations face today mdash being more respon-sive to the market identifying and acting on opportunities faster and managing resources better mdash all of which require the ability to more-effectively leverage information Dynamic Warehousing is about providing a set of services that extend beyond todayrsquos warehouse and reporting tools to support the increasing number of business processes and applications requiring analytic capabilities and to address the demands for more-dynamic business insight

Pain Points

bull Information distributed in silos across the organizationbull Increasing volume and variety of Informationbull Velocity of business driving real-time requirementsbull Information not leveraged effectively because it is not accurate complete trusted

or timelybull Increased need to aggregate and analyze information dynamicallybull Increasingly mixed workload environments and constantly changing needs

of different business constituents requiring more-dynamic and balanced warehousing capabilities

Benefits

bull Manage and distribute information more effectively across the businessbull Increase employee productivitybull Improve customer servicebull Reduce business risksbull Analyze and leverage information to optimize business processesbull Make more-informed decisions as you prepare for rapid growthbull Address regulatory compliance

Key Questions

bull Do you need to decrease the complexity of managing the flow of information across your enterprise

bull Do you have a clear growth path to accommodate changes to your needs for Information Management in your organization

bull Do you have multiple data marts information silos and business intelligence systems that are not integrated today

bull Do you need to protect existing information infrastructure investments while accommodating rapid growth of information in your organization and increasing demand for new or better insight from your information

Competitive Differentiators

Competes with Teradata Oracle Microsoft and Netezza

IBM advantages IBM offers competitively priced data warehouse solutions designed to help companies of all sizes analyze and use information to make better decisions Only IBM can deliver all of the Dynamic Warehousing capabilities with a product portfolio that is best in class is fully integrated and addresses all of the critical services This includes search and text analytics information integration process management enterprise data modeling master data management and industry perspective

Average Deal SizePricing

Typical sales cycle to months

Small - 10 users

Medium -200 users

Large SMB

C1000 without services $K

C1000 with services and hardware

$-0K

C000 without services $K $100+K

C000 with services and hardware

$110-1K $00+K

References

Blue Cross Blue Shield of Tennessee improves customer satisfaction by more than 90 with IBMrsquos data warehouse solution by making use of both structured and unstructured data enabling them to generate reports to their customers in minutes

Cross Selling

bull OmniFind Analytics Edition bull IBM Information Server bull FileNet BPM and WebSphere BPMbull Rational Data Architectbull WebSphere Customer Center bull WebSphere Product Centerbull IBM Industry Data Models

Additional Information

WebsitesData WarehouseingBalanced WarehouseDB Data Warehouse

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)Tele-Kits (by Geo)Data Warehouse Channel Champions by Geo

Dynamic Warehousing Turning Enterprise Data into Useful Business Insight

Trusted Business Information

9

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Target Audience

Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government

Client profile $500M+ in revenue

Target audience IT Executives ITEnterpriseData Architects

Value Proposition

For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions

Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos

IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization

Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users

Solution

Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory

Overview

Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk

Pain Points

bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility

Benefits

IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly

Key Questions

Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does

this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization

of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because

the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business

Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product

information at all times bull In what ways could you help your business to innovate if you were able to align key

data across your operational systems such as CRM and ERP and your analytical solutions

bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects

Competitive Differentiators

Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership

that has defined the data-integration market in terms of performance connectivity SOA and capabilities

bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements

bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

Without services $100000 $00000 $0000

With services $10000 $00000 $1M+

References

Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems

Cross Selling

bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ

Additional Information

Web sitesInformation Server

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales

Integrating Information from Multiple Data Sources for More Effective and Efficient Information

Dynamic Information Infrastructure

10

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call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

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Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

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Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

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Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

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Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

Return to Table of Contents

Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

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Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

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Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 9: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

9

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Target Audience

Target industries Financial (Banking Insurance and Financial markets) Manufacturing Retail Telecom Automotive Healthcare and Government

Client profile $500M+ in revenue

Target audience IT Executives ITEnterpriseData Architects

Value Proposition

For IT professionals leading with a large number of data sources multiple applications both BI and OLTP databases (including mainframes) and potentially multiple content stores such as e-mail and content management solutions

Who need To enable the sharing and repurposing of data from multiple sources (for new service-oriented applications) or of business processes (in support of strategic business initiatives) by overcoming the lack of flexibility of current systems to provide data transparency beyond their current silos

IBM provides IBM Information Server a standards-based service-oriented information integration platform designed to help organizations derive more value from the complex heterogeneous data sources spread across their organization

Unlike key competitors IBMrsquos offering insulates applications (and the developers) from the complexity of disparate sources and formats and provides coherent complete and correct information consistently to all applications processes and users

Solution

Information Server solution consists ofbull WebSphere Information Analyzerbull WebSphere Business Glossarybull WebSphere QualityStagebull WebSphere DataStagebull WebSphere Federation Serverbull WebSphere Information Services Directory

Overview

Information Server is a revolutionary new software platform from IBM that helps organizations derive more value from the complex heterogeneous information spread across their systems IBM Information Server helps companies to integrate information so it can be accessed and used in new ways to drive innovation increase operational efficiency and lower risk

Pain Points

bull Too much informationbull Multiple versions of the truth bull Lack of trusted information bull Lack of business agility

Benefits

IBM Information Server allows customers to get a single version of the truth from across multiple data sourcesThis enables customers to be able to understand and measure customer behavior and tailors their marketing offerings and interactions accordingly

Key Questions

Key pain Too much information and a lack of agility bull Do you have information in your environment that is difficult to get to How does

this affect your ability to support your business users bull How easy is it for you to provide information necessary to support the optimization

of your business processes as the business needs change bull Do you find that new core system projects are slow and costly to develop because

the access to trusted data information is very complex to build and maintain If you had the ability to access information in a consistent cost-effective and timely manner how would this help your business

Key pain Multiple versions of the truthbull How are you ensuring that you have a complete picture of customer or product

information at all times bull In what ways could you help your business to innovate if you were able to align key

data across your operational systems such as CRM and ERP and your analytical solutions

bull Are you engaged in risk or regulatory-compliance projects What challenges are you facing regarding the completeness accuracy or traceability of data within these projects

Competitive Differentiators

Competes with InformaticaIBM advantagesbull Only IBM has demonstrated a decade-long data-integration thought leadership

that has defined the data-integration market in terms of performance connectivity SOA and capabilities

bull IBM has the breadth of vision powerful organization and completeness of product portfolio to assure forward-looking organizations with solutions that are not just right for today but anticipate tomorrowrsquos Information Management requirements

bull IBM Information Server is acknowledged as the leading and most advanced suite of tools for dealing with information-integration challenges Information Server is the next generation of products based on the Ascential and IBM technology technology that has won many admirers by getting the toughest enterprise data-integration challenges done

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

Without services $100000 $00000 $0000

With services $10000 $00000 $1M+

References

Veda Advantage relies on IBM Information Server to cleanse transform and consolidate data from across multiple systems into a single master view to provide more-accurate credit reports to their customers reduce operational costs and help enable a smoother migration to new systems

Cross Selling

bull WebSphere Information Integrator Content Starter Edition and Content Editionbull WebSphere Portal bull Workplace Formsbull Workplace Web Content Managementbull WebSphere Message Brokerbull WebSphere MQ

Additional Information

Web sitesInformation Server

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales

Integrating Information from Multiple Data Sources for More Effective and Efficient Information

Dynamic Information Infrastructure

10

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call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

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Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

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Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

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Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

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Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

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Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

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Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

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Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 10: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

10

Return to Table of Contents

call to closing the deal)Target Audience

Target industries Banking Financial Insurance Retail Telecom Government Healthcare and Life Sciences

Client profile 100 employees or more

Typical sponsors CIO CTO IT Managers IT Architect IT Database Administration Developers

Value Proposition

For IT decision makers who are currently using or planning to use XML to represent data anywhere in the enterprise

Who need To reduce their costs and improve their service levels to their internal and external customers to deliver more-direct value to the business with minimal costs to deliver competitive advantage in the marketplace to expose valuable business information found in non-relational structures

Unlike Oracle and Microsoft who only manage XML data with ldquonativerdquo XML by forcing it into relational structures through shred-ding or CLOB which results in complexity added development costs lack of scalability and performance and potential loss of record fidelity Neither Oracle nor Microsoft has anything equivalent to the WebSphere portfolio of SOA products

IBM provides DB2 9 the industryrsquos first hybrid data server managing data from both relational and pureXML data DB2 9 provides leading-edge XML technology to remove traditional boundaries of relational databases DB2 9 is charged with delivering more-direct value to your business with minimal costs to deliver competitive advantage in the marketplace No vendor will be able to match the performance development efficiency and ease of administration for these customers provided by DB2

Solution

DB2 9

Overview

DB2 9 marks the culmination of a five-year IBM development project that transformed traditional static database technology into an interactive vibrant data server that merges the high performance and ease of use of DB2 with reduction in costs and complexity that pureXML offers

Pain Points

bull Leverage information insightsbull Improve customer experiencebull Increase business flexibility bull Optimize IT environmentbull Reduce costsbull Enhance business resilience securitybull Accelerate time to marketbull Address cost and complexity of implementing industry standards bull Address complexity of managing XML data

Benefits

bull Enables information as a servicebull Shortens development timelinesbull Reduces costsbull Improves security and resiliencebull Unlocks the latent potential of XML with performance and development time and

cost savings from pureXML bull Reduces data storage requirements by up to 80 and improves overall system

performance bull Simplifies deployment improves performance and minimizes administrationbull Maximizes data availability

Key Questions

bull Do you find working with your current relational data server model to be inflexiblebull Would you like to reduce the amount of online storage memory or backup media

required for your database by up to 80 bull If your programmers could leverage a single standards-based interface to develop

new data-access services that require as much as 1x less code a fraction of the time to develop and maintain and gain performance improvements up to 100x what they can achieve with your existing data server would you consider a change

bull How are you managing XML databull Is your XML data protected Secure Available to everyone who needs it

Auditablebull Are you concerned about the costs of managing an increasing amount of data

Competitive Differentiators

Competes with Oracle (10gR2) and Microsoft (SQL Server 2005)

IBM advantagesbull Increase productivity by accessing both relational and XML data within a single

request bull Scale the application with a database proven to manage terabytes of data bull Reduce costs by utilizing existing IT skills familiar with either SQL or XQuery

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $1K $0K $10K

With services Typical services deal is 11 of software deal Much larger services exist if SOA architecture and design is included

References

Catholic Medical Center chooses IBM DB2 9 with pureXML over legacy DBMS to support its integrated healthcare platform

DOUGLAS HOLDING AG accelerates sales reporting by storing pureXML data eight times faster in its IBM DB2 9 data server

Cross Selling

Primary Software Rational Data Architect WebSphere Process Server Workplace Forms

Secondary Software WebSphere SOA offerings WebSphere DataPower XML Accelerator XA35 WebSphere Message Broker WebSphere MQ WebSphere Partner Gateway

Additional Information

WebsitesDB 9

CollateralDB 9 brochureThe Business Benefits of DB 9 DB Express 9 data sheet

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing yoursalescall to closing the deal)

Data Server Driving Business Value DB2 9 and pureXML

Dynamic Information Infrastructure

11

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Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

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Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

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Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

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Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

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Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

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Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

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Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 11: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

11

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Target Audience

Target industries Finance Banking Insurance Government Healthcare and Life Sciences Retail and Telecommunications

Client profile 100 employees or more

Target audience CTO IT Managers IT Architect IT Database Administration Application Development

Value Proposition

For IT professionals

Who need Easy-to-maintain always-available information on demand

IBM provides Informix Data Server (IDS) V11 offering outstanding OLTP performance and business continuity while simplifying and automating many of the tasks associated with deploying enterprise databases

Unlike Oracle or SQL Server mdash and far more advanced than OSDBs such as MySQL and PostgreSQL mdash Informix Dynamic Server offers superior high-availability disaster-recovery and enterprise-replication functionality

IBMrsquos offering IDS V11 is IBMrsquos flagship offering for integrated data-base OLTP applications

Solution

Informix Dynamic Server (IDS)

Overview

IDS delivers blazing online transaction processing (OLTP) performance legendary reliability and nearly hands-free administration to businesses of all sizes The next release of IDS code named ldquoCheetahrdquo is about maximizing return on infrastructure investment and providing business continuity and driving value

Pain Points

bull Leverage information insightsbull Improve customer servicebull Increase business flexibilitybull Optimize IT environmentbull Reduce costsbull Enhance business resilience and securitybull Accelerate time to marketbull Needs to plan for business continuity bull Needs sustainable competitive advantage bull Concerned about time to market TCO IBMrsquos commitment to Informix availability

of packaged applications bull Needs to provide additional functionality or value to existing applications such as

location-based data inline analytic integration and support of mobile employees bull Inability to extend the current applications into more-modern computing solutions

Benefits

The impact of downtime on business combined with slow performance of IT solutions can affect customer satisfaction employee productivity and profitability IDS is known for legendary reliability mdash hundreds of companies rely on IDS for 24 X 7 X 365 availability to run their business

Current solutions cannot scale as business grows IDS makes it easy to scale as your business grows Many companies manage thousands of dispersed databases remotely using very few DBA resources

Key Questions

bull Are you planning new applications What are they What timeframe bull Is the cost of database administration a concern Do your DBAs spend more

time on administrative tasks at the expense of developing new and strategic applications Do your developers spend too much time with database administration or debugging DBsDo you need multiple ways to safeguard your data and applications

bull Do you have more systems to manage Do you need to be able to scale up existing systems Do you need to distribute or consolidate information assets at remote locations

bull Are you expecting growth in your database or number of users Is database performance currently a concern Do you need x x availability even during upgrades

Competitive Differentiators

Competes with Oracle (Oracle 10g) Microsoft (SQL Server) and Open Source (Postgress MySQL GeneroDB)

IBM Advantagesbull Legendary reliability and scalabilitybull Nearly hands-free administration bull Low total cost of ownership and high performance

Average Deal SizePricing

Typical sales cycle months

Small Medium Large

Without services $K $0K $00K

With services $0K $100K $00K

References

RealPlus dramatically increases the performance of its Web-based applications reducing query time from two to three minutes to less than six

Cross Selling

bull Rational Data Architectbull IBM Information Serverbull OmniFind ndash Starter Edition or Enterprise Editionbull Tivoli Identify Managerbull Tivoli Monitoring for Databases

Other Information Management Solutions DB2 Alphablox DB2 Everyplace DB2 Web Query Tool DB2 Table Editor Omnifind IBM Informix Enterprise Gateway Manager DB2 Connect Unlimited Edition for iSeries DB2 Net Search Extender DB2 Query Management Facility Distributed Edition for Multiplatforms WebSphere DataStage DB2 Office Connect Web Edition

Additional Information

Web sitesIDS

CollateralIDS brochureIDS Express spec sheet IDS 10 Resource DashboardIDS v10sales and marketing kit IDS Express v10 sales and marketing kit

Sales supportSMB resources Additional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)

The Next Generation of Informix Dynamic Server IDS Cheetah

Dynamic Information Infrastructure

1

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Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

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Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

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Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

Return to Table of Contents

Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 12: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

1

Return to Table of Contents

Target Audience Midmarket

Target industries CPG Wholesale Distribution Retail Professional Services Mill Products

Client profile SMB midmarket companies with annual revenue between $50M and $500M with fewer than 1000 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager

Target countries All geos

Target Audience SMB Large Enterprise

Target industries Pharma Wholesale Fab and Assembly

Client profile SMB large enterprise companies with annual revenues between $500M and $25B with up to 2500 employees

Target audience C-Level IT Executives Sales and Marketing Executives Chief Strategist IT DirectorManager Application Manager

Target countries 1H07 US UK Belgium China Japan India Korea Australia 2H07 France Italy Spain

Value Proposition

IBM and SAP offer an integrated solution built on SAP All-In-One (A1) and IBM DB2 unmatched by any competitor It streamlines business processes increases efficiency and quickly adapts to the growing needs of emerging businesses

Because it is based on proven methodologies years of experience and highly scalable and powerful technology SAP All-In-One and IBM DB2 can grow with your business protecting your investment for the future

Supported by a comprehensive network of SAP business partners the SAP All-in-One (A1) and IBM DB2 solution is fast scalable and ready to run Unmatched by any competitor it offers built-in optimizations to drive quick and easy installation and peak performance on demand It provides improved efficiencies for business processes when and where it is required and a flexible scalable architecture to grow with your business protecting your investment for the future

Solution

DB2 9 amp SAP All-in-One

Overview

SAP All-in-One is SAPrsquos midmarket offering for small to midsized enterprises Designed to offer the same uncompromising capabilities as SAPrsquos Large Enterprise Solutions SAP All-in-One is SAPrsquos premier SMB solution supported by a large network of 1500+ partners with over 600 customized vertical solution offerings

Pain Points

bull Poor IT performance not meeting business expectationsbull Rapid business growth and size impacting performance and system resourcesbull Weak integration between operational systems and financial management

systemsbull Complex or inefficient data exchanges between marketing sales and

manufacturing

Benefits

DB2hellipbull is installed automatically with SAP All-in-One for faster easier installationbull offers autonomic capabilities delivering optimized performance for SAP

environments bull offers excellent performance backed by several leading SAP benchmarksbull has built-in data compression technology reducing storage needs by up to 80bull offers built-in back-up and recovery free of chargebull offers one database for multiplatform support bull provides lower licensing support and maintenance fees than any other database

Key Questions

bull Need to enhance adaptability to market and industry changesbull Want to increase employee and system productivitybull Need to enhance performance managementbull Want to be able to quickly implement process improvementsbull Want to leverage technology to decrease operations cost and increase

productivity

Competitive Differentiators

Competes with Microsoft Dynamic Suite and Oracle EnterpriseOne Rapid Start (formerly PeopleSoft JDE Offering)

IBM Advantagesbull DB for SAP solutions ship fully integrated as one product Customers can

rely on the ease and simplicity of integrated installation one-stop service and synchronized maintenance

bull SAP on DB runs faster with less hardwarebull DB reduces the skills and activities required by DBArsquosbull DB saves clients between 0-80 storage spacebull DB offers lower licensemaintenance fees for a lower total cost of ownershipbull DB outperforms Oracle in leading SAP benchmarks

Average Deal SizePricing

Typical sales cycle to months

Small Medium Large

0-100 users 100-00 users 00-1000 users

$10K-$0K $0K-$00K $00K-$00K

Database License is sold at 8 of total SAP Application Value (SAV)

References

bull Pall (Europe) DB displaces Microsoft SQL Server bull Cardinal Healthcare DB displaces Oracle

Cross Selling

bull DB CommonStore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP AllianceSAP All-in-One

Collateral IBM DB for SAP Cheat Sheet IBM DB 9 Optimized for SAP Solutions DB 9 Optimized for SAP Sales Kit SAP and IBM Team to Deliver Integrated Database and Business Management

Offering for Midsize EnterprisesA Collaborative Database IBM DB and SAP Solutions the next wave ndash Article in

SAP Info May Edition 00

Sales supportSMB resources Play catalogLead Passing Guidelines - pass to IBM IM SAP Specialists - Team leaders AG David Woodruff AP Loke Peng Yuen NE IOT Russell Meyers SW IOT Eddy Bakker

Lowering the Cost of Your SAP Infrastructure with SAP All-in-One and IBM DB2

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

Return to Table of Contents

Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 13: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

1

Return to Table of Contents

Target Audience

Target industries All industries

Client profile Large enterprise SMB (1000 or more employees) New or existing SAP customers running SAP ERP and SAP BI or adding SAP BI who need to reduce costs simplify operations enhance services to users ensure data quality data protection and regulatory compliance and improve SAP systems performance

Target audience CTO CIO VP IT Chief Architect Information Architect IT Database Administration SAP Project Lead SAP BASIS Administrator

Value Proposition

IBM provides a comprehensive portfolio of servers storage servers and data software solutions (DB2 and Information Server) that support optimize protect and enrich information within the SAP landscape providing a foundation for growth for any new or existing SAP applications IBM has partnered and worked with SAP for over 30 years and the two have thousands of mutual customers Unlike Oracle Microsoft HP SUN EMC and other companies who provide hardware software or services IBM provides an end-to-end solution for all necessary components or businessIT expertise to SAP customers to enhance and optimize their SAP information infrastructure

Solution

DB2 and Information Server

Primary offerings in DB2 familyDB2 9 (optimized for SAP) Enterprise Edition for SAP All-in-One DB2 Express Edition for SAP Business One IBM Open Power and DB2 solution offering Commonstore for SAP

Primary offerings for Information ServerWebSphere ProfileState WebSphere QualityStage WebSphere DataStage WebSphere Information Integrator

Overview

SAP is the one of the worldrsquos largest software companies and provider of business applications since 1972 SAP has more than 36200 customers worldwide with over 20 industry solutions IBM has a close working relationship with SAP and provides hardware infrastructure plus a complementary suite of software infrastructure products and services to SAP customers to help them form a solid foundation and assist with their SAP deployment Working with SAP and selling with SAP to new and existing SAP customers will provide IBM and its business partners a steady stream of revenue that can only grow in the future and a set of customers who will be looking for technology advancements and partnership from us

Pain Points

bull Extract information out of SAP databases to support better and quicker business decisions

bull Need to enhance data quality to ensure successes of SAP projects bull Risk of bad data associated with migration and complex implementation projects bull Escalating IT costs coupled with increases in maintenance and licensing fees bull High costs of running hetero-geneous and numerous servers storage servers

and SAP instances bull Need to support more users integrate new or additional lines of business mergers

or acquisitions bull Improve poor SAP performance and provide high availability

Benefits

bull End-to-end solution for SAP customers bull Comprehensive portfolio of products services and expertise bull Over 8000 joint customers strong partnership with SAP including certification of

servers best practices in data resilience strategy joint development in DB

Key Questions

bull Do you frequently run out of stock on store shelvesbull Are there a high number of product returns due to defectsbull Does the manufacturing line slow down due to lack of materialsbull Do you collect supplier scorecards on late deliveries or incomplete shipmentsbull Do you use a supplier scorecard during procurement bargainingbull Is credit or service fraud more than of revenuebull What percent of price markdowns are caused by overstockingbull Do you have an easy way to find the current back-orders by preferred-customer

prioritybull Does monthly statement reconciliation take all monthbull Is product-profit analysis done manually using spreadsheets

Competitive Differentiators

Competes with Oracle and Microsoft

IBM advantagesbull End-to-end solution for SAP across hardware software expertise

and financing bull System p is leading SAP server platform for new users bull DB available in an Optimized for SAP version

Average Deal SizePricing

Typical sales cycle to 1 months

Small Medium Large

SAP ERP Server storage Data Management wo services

$19000 $1000 $000

SAP BI Server storage Data Management wo services

$10000 $191000 $8000

References

Reiff Gruppe ldquoWith the new version of DB2 v822 optimized for SAP solutions we are confident that we will benefit from a reduced administrative workload with a stable system that delivers higher levels of performance and reliabilityrdquo

AGCO Fendt ldquoWith Intel-powered IBM System x servers and DB2 UDB we have a platform for SAP software that is stable easy to manage flexible and very cost-effectiverdquo

Cross Selling

bull DB Commonstore for SAPbull Rational Performance Tester Extension for SAPbull Tivoli security management solutions for SAPbull Lotus Notes for SAP

Additional Information

Web sitesIBM DB IM and SAPIBM SAP Alliance

Sales supportAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Demonstrating Business Value and Technical Advantages of Deploying SAP with DB2 on IBM Systems

Dynamic Information Infrastructure

1

Return to Table of Contents

Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

Return to Table of Contents

Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 14: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

1

Return to Table of Contents

Target Audience

Target industries Financial services Insurance Government Healthcare Manufacturing Telecom and Utilities

Client profile Focused on improving operational efficiencies satisfying budgetary cutbacks and maximizing financial savings Increasingly strict regulatory compliance rules and mandates add further incentive

Target audience VPCIO VPLOB IT

Value Proposition

For Organizations especially in Insurance Financial and Government

Who need To enhance operational efficiency improve decision making and address compliance issues

IBM provides FileNet P8 a unified content management portfolio that enables customers to build and sustain a competitive advantage by managing content and related processes throughout their organization

Unlike competitors IBM enterprise content management (ECM) helps automate and streamline business processes and simplify critical and everyday decision-making while providing global industry expertise to speed time to value

Solution

The FileNet P8 content management portfolio consists of eight key products with several add-on options These products can be used stand-alone or together in a tightly integrated solution for maximum customer benefit

- IBM FileNet Content Manager - IBM FileNet Business Process Manager- IBM FileNet Email Manager - IBM FileNet Forms Manager- IBM FileNet Image Manager - IBM FileNet Records Manager- IBM FileNet Team Collaboration Manager- IBM FileNet Web Site Manager

Overview

IBM acquired FileNet Corporation a recognized leader in ECM and content-centric business process management (BPM) FileNet is now part of Information Management and adds to the market-leading and rapidly growing IBM Content Management Software business

The FileNet technology will complement IBMrsquos Information On Demand strategy of creating new business value by unlocking information in all forms from existing repositories and application silos and delivering trusted information in context to improve business operations and make better decisions

Pain Points

Content includes a broad variety of unstructured information in the form of paper or electronic documents faxes reports forms archived e-mail and more

bull Ease of access and manageability Large volumes of content that need to be made more accessible and usable by all

bull Operational efficiency Inefficiencies in completing operational tasks that require content for decision making

bull Governance Regulatory and corporate governance mandates that require greater control over unstructured corporate information

Benefits

bull Increased efficiency Transform content-based business processes to reduce costs improve service and foster collaboration between all constituents

bull Improved quality and customer service Create a paperless office and efficiently share information to improve service or enable self-service

bull Enhanced financial performance Automate content-based processes reduce tangible costs like space and intangibles like improving cycle times and lowering error rates

bull Corporate or regulatory governance Enhance documentation control and improve visibility over processes to help comply with various regulatory mandates

Key Questions

bull Do you have large quantities of unstructured content in high-volume high-value business transactions with numerous repetitive steps complex business rules external participants multiple paths and exception handling processes

bull Do you need better control over the information in the enterprise including compliance records management e-mail business-process automation

process analytics workflow document management imaging electronic forms and search catalogs

bull Do you feel your company could benefit from a better-managed process flow bull Can employees readily find information from a single search sourcebull Do you have controls in place to control retention and disposition of your

electronic documents and e-mailbull Do you have problems with the growing size of your e-mail databases and are you

putting constraints on users

Competitive Differentiators

Competes with EMC HP and Oracle

IBM AdvantagesThe combination of FileNet and IBM provides the most comprehen-sive ECM and content-centric BPM software portfolio to help clients leverage their content and business processes to differentiate their organization from the competition

Average Deal SizePricing

Typical sales cycle 9 months

SMB LE 1000+ employees

Without services $0000

With services $00000

References

bull of the top world banksbull of the top insurance companiesbull Over 80 of the Fortune 100

Cross Selling

bull WebSphere Process Server bull FileNet Business Process bull Content Manager OnDemand bull CommonStore for Domino or MS Exchange

Additional Information

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Selling FileNet P8ECM Partner Solution Handbook contains more than 10 P8 and CM8 PartnerSolutions

Delivering a Unified Content Process and Compliance Platform with FileNet P8

Information Lifecycle Management

1

Return to Table of Contents

Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 15: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

1

Return to Table of Contents

Target Audience

Target industries Insurance Financial Markets Banking Manufacturing Telecom Government

Client profile Large Lotus NotesDomino customers (100s of data-bases) who have made a commitment to WebSphere Portal Server or WebSphere Application Server

Target audience CTOsCIOs IT Directors Application Development Managers Architects responsible for building and maintaining secure intranet portals

Value Proposition

For IT leads responsible for secure intranet portals

Who need A better secure-search solution than the native search tools in Lotus Domino and WebSphere

IBM provides OmniFind Enterprise Starter Edition a secure scalable high-quality low-cost search engine

Unlike key competitors OmniFind provides secure search that respects native access and delivers sub-second response times while scaling to 700K documents (Enterprise Edition scales to 20 million) If customers are looking for an entry-level enterprise search at no charge IBM provides OmniFind Yahoo edition

Solution

OmniFind Enterprise Starter Edition

Overview

OmniFind is the search engine of choice for Lotus Domino and WebSphere Portal environments It provides a simple and secure search interface to information scattered across Lotus Domino databases and teamrooms Web and intranet pages file shares databases and content management systems OmniFind offers simple prebuilt integrations to WebSphere Portal and respects native security for Lotus Domino and several other sources OmniFind helps improve productivity reduces the risk of exposing sensitive content to unauthorized access and minimizes total cost of ownership

Pain Points

No single point for accessing information from multiple data sources (including Domino databases file shares Web and intranet pages content repositories etc)

Employees spend too much time looking for information and even more time recreating information that already exists

Native Domino and Portal Search lacks the rich search functionality users expect and does not scale or support other repositories

Benefits

OmniFind helps companies improve workforce productivity while minimizing the risk of exposing sensitive information to unauthorized access

Key Questions

Does your organization lose productivity time because people have to find the information they need across different systems (Lotus Domino databases and teamrooms intranet portals and extranets) and that information is often stored in formats or repositories that they do not have the capability to access

Would your organization benefit from a simpler and more-secure way of searching across these systems

Competitive Differentiators

Competes with Google Search Appliance(Google) Autonomy IDOL (Autonomy) FAST InStream (FAST)

OmniFind providesbull Truly secure search that respects native access controls for Lotus Domino

WebSphere Portal FileNet Documentum and OpenText (no custom integrations needed no need to maintain separate ACLs)

bull Highly relevant and refined search results with state-of-the-art ranking techniques and advanced linguistic analysis for more than 0 languages

Average Deal SizePricing

Typical sales cycle 6 to 9 months

Small Medium Large

Without services $K $10K $0K

With services $10K $0K $00K

References

Chicago Bridge and Iron a global engineering procurement and construction company needed to establish a secure intranet across 60 locations for 11000 employees worldwide The content was scat-tered across file systems and databases Web server Lotus Domino and other repositories OmniFind allowed them to combine all of this content which was both geographically and technologically diverse into a single searchable index helping to improve productivity

Cross Selling

bull OmniFind Enterprise Editionbull CommonStore for Domino or MS Exchangebull WebSphere Information Integration Content Starter Edition or Content Editionbull FileNet P8bull Content Manager

Additional Information

Web sitesOmniFind Enterprise Starter EditionOmniFind Enterprise Edition

CollateralOmniFind Enterprise Edition for WebSphere Portal and Lotus DominoOmniFind Enterprise Edition Data SheetOmniFind Quick Guide

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Increasing Productivity through Information Discovery

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 16: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

1

Return to Table of Contents

Target Audience

Target industries Telecom Insurance BankingFinancial

Secondary industries Utilities and Government

Client profile Upper midmarket (greater than 500 employees) and SMB large enterprise customers with large print operations who need to move paper-based reports and statements to electronic format

Target audience LOB and IT Contacts IT MgrDir Director of Customer Service Director of Operations MgrDir Call Center Billing Managers Print Operations Managers

Value Proposition

DB2 Content Manager OnDemand (CMOD) helps transform paper-based reports and statements to electronic format By providing easy access to customer information (such as customer bills invoices and statements) this solution accelerates call-center response and query resolution and enables Web-based customer self-service improving overall customer satisfaction

Unlike competitors (Documentum and Microsoft) IBM provides a comprehensive integrated ECM platform enabling organizations to gain significant ROI and reduce costs by transforming high-volume output from costly print systems to electronic capture and presenta-tion solutions while integrating virtually any kind of business informa-tion mdash e-mail documents scanned images faxes print-stream data and business files mdash and delivering it to customers and call agents with personalized contextual relevancy to more precisely satisfy customer and call-agent queries on demand regardless of repository or organizational boundary

Solution

Content Manager OnDemand (CMOD)

Overview

IBM DB2 Content Manager OnDemand allows an enterprise to automatically organize and store any printed output such as reports checks statements or invoices as well as e-mails and image docu-ments DB2 Content Manager OnDemand also provides a platform for implementing electronic bill presentment and payment solutions

Pain Points

Pains for Telecommunicationsbull Need faster resolution of billing inquiries on customer invoices and statements bull Need to enhance customer self-service with the ability to have statements

account information and payment options online bull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Banking and Financebull Need better info available for account of credit-card statement dispute-resolutionbull Need to enhance customer self-service with statements and account information

onlinebull Need to provide and increase adoption rate for electronic statements and invoices

Pains for Insurancebull Need to streamline underwriting claims and policyholder-services operationsbull Need to provide access to statements invoices and policy information onlinebull Need to increase customer acceptance of Web access

Pains for Call-Center Supportbull Need to deliver faster response to requests and questionsbull Need to drive more people to the Web site for self-service to reduce call-center

volumesbull Need to reduce number of callbacks

Benefits

DB2 Content Manager OnDemand provides value to any organization that produces and manages reports Many larger customers have a solution in place but are good targets for replacement DB2 Content Manager OnDemand holds a clear leadership position in the Gartner 2006 Magic Quadrant Smaller customers are looking to implement for the first time or to replace competitive or home-grown solutions

Key Questions

bull Do you issue high volumes of monthly statements confirmation notices or bills bull Do you want to attract more customers to your Web site and improve the

experience they have at your Web site bull Would you want the road to e-billing or e-statements to include cost savings on

printing storage research and mailingbull If you have an electronic statement capture and archive system does it allow you to

present statements on the Web

Competitive Differentiators

Competes with Documentum and Microsoft

IBM Advantagesbull Single point of entry for all reports across the enterprise bull Scalability and stabilitybull Data type We give customer the choice native (AFP) or transform datastreams

(Xenos PSD) bull Interoperability Mix and match platform of choice bull Open published APIs for integration to LOB and other apps Not all vendors

publish their APIs making integration costly and difficult bull Utilizes industry-standard (nonproprietary) relational databases including DB

UDB Oracle and SQL Server bull Utilizes open and documented (nonproprietary) Storage Manager solution

Average Deal SizePricing

CMOD for Multiplatform $-$90K plus $0K for services

CMOD for zOS $00-$00K range plus services for installation

References

Viewpointe selected DB2 Content Manager OnDemand as the centerpiece of their archive solution based on IBMrsquos proven reliability and performance of the product Viewpointe currently archives 40 billion check images each year and retrieves in excess of two million images each day

Itochu Kenzai reduces printing by 190000 pages per month

Cross Selling

DB2 Content Manager Standard Edition or Enterprise Edition

Additional Information

Web sitesContent Manager OnDemand

Sales supportAdditional resources to guide you through the sales cycle (from preparing your salescall to closing the deal)Xtreme Leverage

Leveraging Information for Business Transformation

Information Lifecyle Management

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 17: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

1

Return to Table of Contents

Target Audience

Target customers Lotus Domino and Microsoft Exchange customers that need to ensure that records are securely and consistently managed throughout their lifecycle based on corporate and regulatory policies and audit requests

Target industries Key on customers in highly regulated industries Financial Banking Insurance Telco Healthcare

Target sponsors IT CXO TreasurerTreasury Financial Controls LOB Executive Corporate Privacy Officer Medical Records

Target install bases Lotus Domino and Exchange Server e-mail systems Content Manager Records Manager

Value Proposition

For CIO and IT Managers Chief Legal Counsel Chief Compliance Officers

Who need Help managing accelerating storage costs for database and e-mail systems improved performance for database and e-mail systems help with meeting compliance requirements or help in better managing and using retained information

IBM provides CommonStore eMail Archiving solutions for Lotus Domino and Microsoft Exchange mdash an e-mail archiving discovery and compliance solution that will enable better control of storage costs through archival of selected information to lower-cost storage better performance through reduced database and e-mail system size use of effective tools for addressing compliance requirements enterprise-wide management and exploitation of a wide range of content

Unlike key competitors IBM provides integration of e-mail with other content for effective enterprise content management

Solution

Software only CommonStore for Lotus Domino or Microsoft Exchange

Software amp Hardware CommonStore eMail Archiving Preload

In response to customers with limited IT staff and strict budgets IBM developed the IBM CommonStore eMail Archiving Preload pro-viding a powerful yet easy software and hardware solution for e-mail management It provides preloaded and pretested IBM soft-ware on a high performance low power System x platform enabling our customers to achieve a faster return on their investment

bull CommonStore for Lotus Domino Microsoft Exchangebull Content Manager Enterprise Editionbull AMD Opteronbull System x BladeCenter Server

Overview

E-mail management is receiving a lot of attention from customers and it is a high-growth area within the broader content management space Compliance and records management is also a very hot topic This Play will enable customers to better manage e-mail for both IT and for compliance initiatives

Pain Points

Operational problems introduced by the growing size of e-mail data stores bull Growing storage from increased e-mail volume and longer retention requirements

for compliance and potential litigation bull Growing number and complexity of government and industry regulations

Benefits

A comprehensive risk and compliance offering that is integrated to your corporate ECM mdash IBM provides an integrated solution stack today

Key Questions

How rapidly is your e-mail growing What is your biggest challenge with e-mail

Are you capturing and retaining important e-mail for compliance and legal support or do you rely on e-mail backup tapes or local archives kept by individual users

Competitive Differentiators

Competes with EMC

IBM Advantages IBM is uniquely positioned to deliver an integrated information infrastructure that can serve as a foundation for ad-dressing evolving risk and compliance requirements IBM is the market leader in data and content management as well as informa-tion integration IBM is the only vendor that offers a tiered storage environment (disk tape optical) that provides lower archiving-solu-tion TCO Though disk is becoming cheaper tape is still 65-90 lower in overall costs Moving infrequently accessed data to tape lowers overall archiving TCO No other vendor can match IBMrsquos scope and scalability of integrated technologies to help companies manage risk and streamline their compliance efforts

Average Deal SizePricing

Typical sales cycle to 9 months

Small Medium Large

Without services $8000 $000 $100000

With services $1000 $0000 $00000

References

Safmarine Computer Services needed an automated archiving solution to better ensure the safekeeping of records while freeing up network bandwidth for all-important online applications Safmarine chose IBM CommonStore

Cerner improves healthcare with IBMrsquos content management solutions Cerner developed an enterprise content management system that provides a single repository from which content can be easily managed reused and repurposed across multiple internal and external channels

Cross Selling

bull DB Content Manager Standard Edition or Enterprise Editionbull Records Manager

Additional Information

Web sitesCommonStore DominoCommonStore ExchangeCommonStore eMail Archiving Preload

Collateral Solution brief IBM e-mail archiving solution Maximizing the value of your e-mail investmentsCommonStore eMail Archiving Preload

Sales supportSMB resources Play catalogAdditional resources to guide you through the sales cycle (from preparing your sales call to closing the deal)

Managing Risk and Streamlining Compliance

Information Lifecyle Management

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved

Page 18: Information Management SMB Sales Playbook SMB Playbook/IM SMB Sales Playboo… · The objective of this playbook is to provide you with a selective set of Information Management plays

copy Copyright IBM Corporation 2007

IBM Corporation Software Group Route 100 Somers NY 10589 USA

Produced in the United States of America 09-07 All Rights Reserved