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© Copyright IBM Corporation 2008

The Enterprise of the Future

CEO Study Findings & IBM’s Approach to New Delivery Models

Sean Poulley, VP, Lotus Online Collaboration Services

IBM Software Group


Innovation

Using new ideas or current thinking applied in fundamentally different ways to effect significant change

How do we define “innovation”?


CEOs and analysts agree: Innovation is essential to growth

“The only source of profit, the only reason to invest in companies in the future, is their ability to innovate and their ability to differentiate.”

- Jeffrey Immelt, Chairman and CEO, GE2

“Economic competition in the flat world will be more equal and more intense... the most important attribute you can have is creative imagination.”

- Thomas L Friedman “The World is Flat”4

“The world is changing very fast. Big will not beat small anymore. It will be the fast beating the slow.”

- Rupert Murdoch, CEO, News Corporation3


IBM Global CEO Study 2006 - This is what CEO’s told us

Renewed focus on top-line growth- Cost-cutting and efficiency are still important but are no longer main drivers- Innovation drives profitable growth

Numerous external forces are bearing down on the organization- Radical business change

is inevitable - Seize opportunities

for differentiation - Innovate in new ways

to succeed- Need to expand the

innovation mix

Skills shortages

Intensified competition GlobalizationCEO

Rising customer

expectationsCommoditization

Unexpected market shifts

Technology advances

Regulatory concerns


CEOs are re-prioritizing their innovation efforts

Business model innovation is a higher priority Changing the organizational structure Implementing major strategic partnerships Combining own expertise with specialized capabilities of partners Leveraging shared service centers Pursuing business opportunities outside their comfort zone Innovating proactively, not in response to

a specific event or competitive threat

“There’s no growth without changing ourselves and the industry itself.”

- Study participant

Product, service and marketing innovations

Operational innovations

Business model innovations

IT enablement and support


IBM’s Global Study 2008Now Identify five core traits of the Enterprise of the Future

Findings from 1,130 interviews Organizations are bombarded by change, and many are struggling to keep up CEOs view increasingly demanding customers not as a threat, but as an opportunity to differentiate Nearly all CEOs are adapting their business models—two-thirds are implementing extensive innovations CEOs are moving aggressively toward global business designs, deeply changing capabilities and

partnering more extensively Financial outperformers are making bolder plays

Core Traits of the Enterprise of the Future

Hungry for change

Innovative beyond customer imagination

Globally integrated

Disruptive by nature

Genuine, not just generous

1 2 3 4 5


84%

42%33%

67%

44% 41%48% 48%

35%

Market Factors People Skills Technological Factors

2004 2006 2008

CEOs told us these three external forces will cause the most change for their organizations over the next three years

Top 3 External Factors

Source: IBM Global CEO Study 2008; n (2004) = 403, n (2006) = 760, n (2008) = 1130

Market Factors are still important but less dominant

Technological Factors are steady at third position

People Skills are as important as market factors

“Our inability to find talent has been an inhibitor to growth globally.”Lorman Correa, Presidente, Inelectra S.A.

“External factors affect me and my competitors equally. The differentiator is talent management.”Hector Ruiz, Chairman & CEO, AMD


Business Model Innovation in the IT Industry

Affordable and accessible- Easy to acquire- Lower upfront investment

Allows you to focus on your core competencies- Accelerate your time to innovate- Focus your finite, talented resources on your

vision

Facilitates cross-boundary communication and collaboration- Connect and work together easily inside or

outside your company- Customers and partners can easily be part of

the team now

Software Appliances

Software as a Service


IDC – Worldwide demand growing 32% annually

IDC, "Software as a Service: Shifting into a New Gear," Doc # DR2008_2ET, March 2008.


Forrester Research: SaaS Adoption

; Global Software-As-A-Service Adoption”, Forrester Research, Inc., April 2008.


IDC: Software Appliances

5% 14% 35% 34% 12%

0% 20% 40% 60% 80% 100%

Have not heard the term before Not familiar with SWAs

Not familiar, but understand Familiar with SWAs

Test/using SWAs

- Customers are familiar and watching this space for vendor solutions

- Of customers using software appliances, almost half will deploy more in the next 12 months

58%

13%

40%

39%

2%

48%

0%

20%

40%

60%

80%

100%

Have SWAs inprod (n = 23)

ConsideringSWAs (n = 287)

Have proactive plansto deploy SWAs innext 12 mos.

Will decide ondeployment asprod/vendors mature

No current plans todeploy more softwareappliances

IDC, "How the Evolution of Software Appliances Will Affect You, Doc # 210414, February 2008

n = 310


easy to acquire online services and

applications to reach new customers

IBM - Enabling IT innovation and disruption…..

Helping ISVs to offer and market

SaaS applications


IBM Lotus SaaS Strategy

Our Mission Deliver a set of services that dramatically simplifies and improves the

business interactions you have with your customers and partners

Our Vision Provide the essential business services that every workgroup needs in a way

that is simple to acquire and easy to use

Set of integrated collaborative & social networking services for business connected to relevant business services and applications

Seamlessly work with people – outside or inside your company- Streamline communications and interactions with business partners and customers- Bring essential people and business information together quickly and easily

Create a business network of connected businesses

easy to acquire online services

and applications to reach new customers


Introducing “Bluehouse”

http://bluehouse.lotus.comA set of integrated Web 2.0 collaboration services that allows businesses to connect and work together easily

Work better beyond the boundaries of your company

Provides the essential software to help teams of people work together

Securely connect from anywhere, anytime

Focus on business, rather than worry about IT




Blue Business Platform

Choice of Optimize & Pre-

configured Applications

Powerful Business Systems

Always Connected with Built-in Security & Resilience

Single Point of Contact

for Service & Support

Application Integration Toolkit

+ + +

Available from: IBM Hardware and Software Business Partners, ISVs and their resellers

IT delivered the way SMBs require




IBM Lotus Foundations

Family of on-premiseon-premise software appliances …optimized for small businesses small businesses …delivered through business partnersbusiness partners

Provides the essential IT services to easily and efficiently run a business with 5 – 500 employees

Leverages IBM and 3rd party technology to provide a complete small business platform

Deploys in under 30 minutes

Designed to accommodate growth

Requires no in-house IT resources

Self-managing, self-healing and self-configuring

Provides advanced remote administration capability

Compatible with IBM & 3rd party hardware platforms




IBM Lotus Foundations “Start”

… a complete “out-of-box” first server

email and collaboration platform

Notes and Outlook email clients support

Access for remote workers

Office productivity tools

File management

Directory services

Firewall

Backup and recovery

Anti-virus / Anti-spam




IBM Lotus Foundations Value to Business Partners

Grow Revenue- sell a low touch, short sales cycle solution ideal for greater sales volume- Opportunity to deliver value-add solutions on Lotus Foundations for

incremental revenue

Increased Profitability- A complete “out-of-box” first server solution providing low/no touch, simple

deployments in minutes not days- Autonomic Capability and remote management means support costs can be

lower and need for on-site support reduced- Lower Skills requirement - Lightweight Linux OS without the need for Linux

skills

Improve Customer Satisfaction: - Secure- Reliable- Required little or no onsite support

• Autonomic capabilities providing enablement & support measured in hours, not days




IBM’s SaaS Partner Program

CollaborateMarket

Deliver

Enable

IBM Software as a

Service

Go to Market Support• Branding• Awareness• Demand Generation• Partner Showcase

Enablement • Education • Enablement &

Technical Resources• Networking Tools

Technology• Scalable software• Innovative server solution• Flexible hosting options


SaaS applications


IBM Offers Collaboration & Knowledge Exchange

SaaS Community

Education•Whitepapers•Podcasts•Access to Blogs•Market News

Enablement•Virtual Innovation Center courses

•Consulting support•Free/Low-cost Software programs

Collaboration•Newsletter•Connection Events•Value Net•SaaSpace.com

Requirements:• PartnerWorld Member• SaaS Interest Selected


SaaS applications


IBM Offers Resources & Benefits to Build Effective Marketing Campaigns

SaaS Specialty

Awareness•Customer Success Stories

•Partner Podcast•Solution Demo

Demand Generation•Marketing Consultants•Showcase Listing•SaaS Campaign Designer template

Branding•Powering on Demand applications Logo

Requirements:• PartnerWorld Advanced Member• 2 IBM technologies (IBM Hosting, IBM Hardware,

IBM Middleware) used in SaaS solution


SaaS applications

© Copyright IBM Corporation 200822 www.ibm.com/partnerworld/saas

IBM is Powering Applications In a Variety of Segments & Industries

CRM ERP HCM

Collaboration

Procurement Infrastructure Mgmt

Bus. Process Mgmt

Content Mgmt

Wireless

PLM

Asset Mgmt

Healthcare

Insurance

Retail

SCM

Government

Cross-Industry/Other

Compliance

Manufacturing

Financial Services

Bus. Integration

Utilities/Telecomm

Security

Media/Ent.


Why ISVs choose IBM Software for SaaS

Complete Solution

Technology

Market Share

Risk

TCO IBM has a range of pricing models including new SaaS pricing models which align middleware costs with SaaS revenue streams

IBM minimizes risk and supports you at every stage — from development to deployment. Provides accountability which not every vendor can provide

IBM offers a complete solution for Software as a Service with technical demonstrations and proven SaaS experience

IBM is committed to open source AND open standards providing you with flexibility and freedom

IBM is the largest IT Company in the world and market leader in Service Orientated Architecture and Web 2.0


SaaS applications


Value of New Delivery models

- Customer Value• Changing business models – easier than before• Less up front investment to innovate• Collaborate easily and securely with partners• Reach customers in new way• Make changes quickly, try new things• Focus on your core competencies

- Partner Opportunity • Integration of new SaaS services with existing applications• Saas provider opportunities• Fast deployment allows you to focus on other value-add services




SaaS applications


Final Thoughts….

Innovation is the Critical Success Factor Growth

The Enterprise of the Future will be:- Hungry for change- Innovative beyond customer imagination- Global in nature- Disruptive by nature- Genuine, not just Generous

IBM Is contributing the Business model innovation- SaaS- Enabling Partners for SaaS- Creating new Appliances to enable new value for Partner

IBM is investing in its partners to succeed in these new business models

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