© 2011 IBM Corporation1

IBM Information Management

Informix Acceleration 2011

Steve Shoaf, WW Sales Executive, Informix

© 2011 IBM Corporation2

Informix Acceleration

Informix Business Direction

What saves a man is to take a step. Then another s tep. It is always the same step, but you have to take it.

Antoine de Saint-Exupery

© 2011 IBM Corporation3

Informix Acceleration

© Copyright IBM Corporation, 2009

Delight the install base: Enhance the Informix client relationship and improve client loyalty

Build Strategic Differentiation: Fix the messaging and enhance the overall Informix value proposition to the market

Create Proactive Sales Culture: Develop a proactive, high-touch culture, with expansion into growth areas (embedded, etc).

Build New, Profitable Revenue Streams: Build new revenue streams that capitalize on the strong and growing footprint of Informix

May 2010: Informix Revitalization Imperatives

© 2011 IBM Corporation4

Informix Acceleration

Build Strategic Differentiation

Delight the Install Base

Build New Revenue Streams

Create Proactive Culture

ImperativesYear 1: Enhance CustomerService and Support

Year 2: Round out business via key channel plays

Year 3: Significant Progress in New Markets

•Define new product packaging•Application support•New channel partners

•Define specialized market positioning•Publicize benchmarks•Announce Informix COE’s•Build ‘skills marketplace’•Triple technical writing output

•Expand Informix embedded•Assign IBM execs/lab to top clients•Create Informix Tiger Teams

•Recreate support experience•Enhance support offerings•Revitalize current ISV’s

• Lab to Geo’s program• Stronger Post Sales Assistance • Greater market presence

• TimeSeries – Smart Data• Informix Warehouse Accelerator• Informix Cloud/Flexible Grid

• Informix Specific Rep Training• Increased Workshops WW• Partner Co-marketing Programs

• GBS Alliances for E&U Industry• ISV Cloud – Support• Informix Genero Suite

Confidential at the moment

© 2011 IBM Corporation5

Informix Acceleration

Informix Product Positioning and Strategy

Delight the Install Base Define Specialized Markets

• Increase visibility

• Message visibility

• Be current, and lead

• Move to growth areas

• Develop true identity

• Increase specific capabilities

Two-Pronged Strategy

Product Positioning:1. IBM Informix is the database software voted number #1 in customer satisfaction.2. Clients choose Informix because it is reliable, low cost, and hassle free.3. Solution providers choose Informix because it is the easiest to embed and its autonomic capabilities.4. Available on Windows, Linux, Unix, and Mac OS.

While building strategic differentiation and creating a proactive culture

© 2011 IBM Corporation6

Informix Acceleration

Informix Acceleration….

New Edition:

Informix Ultimate Warehouse Edition

Application Modernization:

Informix Genero

Ecosphere modernization:

Informix Flexible Grid

Integration with IBM Industry Initiatives:

Energy & Utilities Industry – Smart Meter

© 2011 IBM Corporation7

Informix Acceleration

Informix Sales Strategy - IBM

� Focused Informix Sales Tiger Team/Swat Team

� Add Business Partners Specialties & Industries

� Key Industry focus Energy & Utilities

� Business value focus Informix Warehouse Accelerator

� Capture next wave Informix Genero for Mobile / GUI

Tactic Program(s)

© 2011 IBM Corporation8

Informix Acceleration

Informix Sales Growth Tactics

� Current Customers and customer of ISVs

– Informix Ultimate Warehouse Edition

• Data Marts, Data Warehouse

– Informix Genero

• 4GL to GUI migrations

• Mobile Device Applications

� Expanding Informix Market Share

– TimeSeries

– Cloud Computing-Flexible Grid

– Informix Features & Capabilities

© 2011 IBM Corporation9

Informix Acceleration

“The achievements of an organization are the results of the combined effort of each individual”

Vince Lombardi

© 2011 IBM Corporation10

Informix Acceleration