Netezza Mid Integration Update (PDF, 445KB)
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© 2011 IBM Corporation WW Channels Mid-Integration Update for Business Partners Susan Meade, WW Channels Manager for Netezza September 21, 2011 The purpose of this presentation is to provide an update on the status of the Netezza acquisition for the benefit of Business Partners. The purpose of this presentation is to provide an update on the status of the Netezza acquisition for the benefit of Business Partners.
Transcript of Netezza Mid Integration Update (PDF, 445KB)
© 2011 IBM CorporationWW Channels
Mid-Integration Update for Business Partners
Susan Meade, WW Channels Manager for NetezzaSeptember 21, 2011
The purpose of this presentation is to provide an update on the status of the Netezza acquisition for the benefit of Business Partners.
The purpose of this presentation is to provide an update on the status of the Netezza acquisition for the benefit of Business Partners.
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IMPORTANT DISCLAIMER INFORMATION
The following statements of IBM and Netezza, an IBM company, regarding plans, directions, and intent are subject to change or withdrawal without notice at IBM’s or Netezza’s sole discretion. Information regarding potential future products is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information mentioned regarding potential future products is not a commitment, promise, or legal obligation to deliver any material, code or functionality. Information about potential future products may not be incorporated into any contract. The development, release, and timing of any future features or functionality described for our products remains at our sole discretion.
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Agenda Quick Reference Sheet for BP Readiness
Detailed Briefing – Background
• Product Name – Product Group – Brand• Customer Requirements• Opportunity Analysis• Competitive Information• Solution Opportunity
– Readiness Components• Partner Profile – Complementary Skills• Reseller Requirements• Product Information and Description • Support Available for Resellers• IBM Sales Tools Available• IBM Resources• Solution Demo• Key Actions & Key Contacts
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Acquisition “Quick Reference Sheet” for NetezzaAcquisition Company Name & Logo:
Overview description/Highlights: Netezza is a leading creator of analytic data warehousing appliances that provide clients with a quick, simple and efficient way to deliver high-performance analytics capabilities across an enterprise.
Key dates: Announcement Date/Close Date Planned Transfer of Business Passport Advantage date
Announce Date: Sept 20, 2010, Close Date: Nov 10, 2010Planned ToB: January 2012**Planned Passport Advantage Date: November, 2011
SVP Authorization Highlights: IBM SW Product Group Product Offerings
Netezza will have its own SW Authorization Group within IMIBM Netezza 1000
Certification Requirements (1 Sales + 2 Technical)
Sales Mastery Test #Sales Mastery Test NameDate availableLink:
Sales Mastery Test M234Netezza Sales Mastery TestJune 2011http://www-03.ibm.com/certify/mastery_tests/eduM234.shtml
TechnicalMastery Test #Technical Mastery Test NameDate availableLink:
IBM Certified Specialist - Test 000-553 - Netezza Performance Software v6 http://www-03.ibm.com/certify/certs/31000101.shtmlTechnical Mastery Test M87IBM Netezza Technical Mastery TestMay 2011http://www-03.ibm.com/certify/mastery_tests/ovrM87.shtml
Additional Information/Requirements: Recommend purchase or lease of Proof of Concept Netezza appliance on site
Links/Resources www.ibm.com/partnerworld/acquisitionsBenefits and resources for Value Added Distributors
4** Dates subject to change** Dates subject to change
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Netezza
What is the product ? – Netezza combines storage, processing, database and analytics into high-performance data
warehouse appliances that are purpose-built to make advanced analytics on big data simpler, faster and more accessible. With simple deployment, out-of-the-box optimization, no tuning and minimal on-going maintenance, the Netezza data warehouse appliance has the industry’s fastest time-to-value and lowest total-cost-of-ownership.
– The IBM Netezza 1000 data appliance is the fourth generation data warehouse and analytic appliance from Netezza. IBM Netezza 1000 scales to over a petabyte (PBs) and, in its initial release provides 3-5x the performance and concurrent user gains of the 10,000-series product it replaces – all with the same integrated appliance simplicity.
Product Group: Netezza (new group)
Brand: Information Management – Data warehouse solution complementing Cognos
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Customer Requirements What problem is being solved
– Integrated business analytics and data warehouse solution for fastest time to insight– Improved decision making through the delivery of the most current and relevant insight on massive volumes of
data
Business Pain Points – I can’t analyze ALL my data – I have to sample or summarize – I have a report that takes three days to run – I have to “dumb down” the problem to fit the data warehouse – My analyses are conducted on stale and outdated data – I need to involve IT for every new report or query
IT Pain Points – I cannot keep up with growing data, users and applications – We regularly miss SLAs for data freshness / availability – Ad-hoc and analytic queries take too long or just not possible – I have a backlog of pending applications projects – I need to do more with less
Target Audiences– CFO, CIO, COO, CEO, VP IT
Targeted Key Industries– Digital Media, Energy, Health & Life Sciences, Financial Services, Government, Retail and Consumer Products,
Telecommunications, Cross industry
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Opportunity Analysis
Potential Market Opportunities– Worldwide Data Warehouse Opportunity: $8B– Targeted segments:
• Large Enterprise• Mid-market
– Industries: • Digital Media• Energy• Health & Life Sciences• Financial Services• Government• Retail and Consumer Products• Telecommunications
– IBM Growth plan• The channel is expected to be 50% of Netezza’s growth plan over the next few years• WW IM Business Partner Channel growth plan is 30%
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Competitive Information
Competitive Strengths
– Netezza's key competitive strengths include:• Excellent price performance in the analytic data warehouse space• Appliance Simplicity• Easy to deploy, “black box” solution• Low total cost of ownership• Shorter time to value• Fast implementation time• Pre-integrated and optimized• High performance analytic queries• “Easy to do business with….”
Competitive differentiators– Netezza has been a leading provider of analytic data warehouse solutions since 2000,
this is the 4th generation of the appliance.
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Solution Opportunity Appliance with Hardware, Software and Storage contained. There is no separation of the
components in the License requirements– Average IBM list price: $380K (entry point) to $1.7M (high end) **
Services requirements– BP delivered– Partner with Partner (with Identified partners willing to play)– IBM Software Services
Upsell / Cross sell opportunity – Cognos, SPSS, Unica installs– DB2 InfoSphere Warehouse– InfoSphere Information Server– Oracle, Teradata Replacement
Unique Characteristics– Appliance will be handled and ordered as a software product– IBM Resellers – must be SVP authorized to resell Netezza
Product’s Return on Investment – (Expected ROI Tool available early 4Q)
** Actual pricing is determined between the Business Partner and their IBM authorized distributor
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Partner Profile --- Complementary Skills What existing skills should the partner have?
– BI / Data Warehousing skills• Technical / Services• Solution Sales
– Relevant Software and Hardware experience, such as:• Currently an IBM InfoSphere Partner• Currently an IBM Cognos Partner• Currently an IBM Hardware Partner, especially x-series
– Industry focus / customer relationships where Netezza Value Prop is strong• Telco – CDR analysis, revenue assurance, network optimization, fraud • Financial services – Customer insight, marketing automation, risk, fraud• Retail – Customer insight, market basket analysis, customer loyalty• Data Aggregators - Netezza dominates this industry – AC Nielsen, Catalina, Epsilon, IMS, Acxiom, Alliance Data Systems, AppNexus• Government – Intelligence, fraud• Very, very large databases
– After Transfer of Business, must be authorized to resell Netezza via IBM’s SVP program
Complementary products– Cognos– SPSS– Unica– DB2– Big Insights– InfoSphere Warehouse– InfoSphere Information Server
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Reseller Requirements Training and Cert requirements
– Sales (1) and Technical (2)– Support Provider– Professional services ( ie existing practices)– Training locations, web-based options (available resources)
• Separate web-based Sales Enablement Training• Online Sales Mastery Test• 3 days Technical Boot camp for POC and Resell readiness (Free)
– https://www.ibm.com/developerworks/wikis/display/im/IBM+Netezza+Bootcamp• Prometric Technical Mastery Exam• Worldwide Program Support• On-Site POC Mentoring for new partners• Remote Mentoring for Implementation• Boot Camp offered worldwide, free to attend, free technical mastery exam offered at end of session
Demo System– Recommend purchase of IBM Netezza 1000 – 6 for data center– IBM has appliances installed at IBM Proof of Concept centers for use by the Business Partner
Average Sales Cycle Time– 3 to 9 months, including Proof of Concept activity.
Sales Strategy– Face-to-Face
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IBM Netezza 1000- Product Information and Description
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Support Available for VADs and Resellers
Co-Marketing– Co-Marketing will be available as part of the normal PartnerWorld program eligibility and benefits
Additional information and support available:– http://www-01.ibm.com/software/data/netezza/
Hosted Education Sessions– There are webcasts, boot camps scheduled for both distributors and business partners to attend.– https://www-
304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_data_netezza_webinar
Planned Partner Incentives**– Participating in Software Value Plus program at Transfer of Business
Special IGF Offers– Includes Financing of Proof of Concept appliance: Leasing Option available for Distributors and
Business Partners
** Will not be eligible for Value Advantage Plus (VAP), Industry Solutions
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IBM Sales Tools, Resources & Demos Sales Resources Available (all located on PartnerWorld website, ID and password
required) – Netezza Sales Kit
Netezza.com website: – Netezza Resource Center
• Demos• Brochures/collateral• Analyst Reports• White Papers• Case Studies• References• 1-Page Talking Points• Customer ready presentations
Simple is Better: http://www.netezza.com/simpleisbetter/
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Key Actions & Key Contacts
Key Actions: - Get educated! Learn about Netezza, complete sales and technical training and
associated sales and technical certifications:- IBM Netezza Sales Mastery Test M234:
http://www-03.ibm.com/certify/mastery_tests/eduM234.shtml- IBM Netezza Technical Mastery Test M87:
http://www-03.ibm.com/certify/mastery_tests/ovrM87.shtml- IBM Certified Specialist: Test 000-553 - Netezza Performance Software v6
Key Contacts:- Your IBM SWG representative or Brand representative or- [email protected] for additional information.
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Assistance & Information Resources How to submit questions:
- Join the conversation on Twitter: http://twitter.com/IBMNetezzaBPs
Or- Email a question to: [email protected]
To join IBM PartnerWorld: ibm.com/partnerworld
For other information on Netezza:- Sign up for the Netezza Newsletter:
http://www.netezza.com/company/registration_newsletter - Netezza Blogs: http://www.netezza.com/company/blogs - Join Enzee the Netezza Community: http://www.netezzacommunity.com/ - Follow Netezza on Twitter: http://twitter.com/Netezza - Follow Netezza on LinkedIn: http://www.linkedin.com/company/netezza
For other information on IBM:- IBM Information Management: http://www.ibm.com/software/data/information-on-demand/ - Follow IBM and Analytics on Twitter: http://twitter.com/ibmbizanalytics - Follow IBM analytics on Tumblr: http://smarterplanet.tumblr.com/tagged/new_intelligence - IBM YouTube Analytics Channel: http://www.youtube.com/user/ibmbusinessanalytics - IBM Smarter Systems: http://www-03.ibm.com/systems/smarter/
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Thank you!
