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Slide 1: Overview for Customers Fall 2009 IBM and Business Partners Serving midsize companies © 2009 IBM Corporation
Slide 2: IBM and Business Partners: Serving midsize companies How IBM and IBM Business Partners are helping you succeed Dittrich and Partner Consulting, an IBM Business Partner, helped implement a solution that dynamically and rapidly generates new statistical information for sports statistics provider IMPIRE AG. How can you help turn information into intelligence? 2 © 2009 IBM Corporation
Slide 3: IBM and Business Partners: Serving midsize companies Giving you what you need to succeed on a smarter planet IBM listens to you. That gives us deep insight, helping us create an unparalleled portfolio of fresh, relevant offerings designed to meet your real-world needs. This year, two important studies are helping drive our thought leadership. The IBM 2009 Global CIO Study showcases our latest insight: Business intelligence leads your list of technology priorities –Nearly two-thirds of all midsize companies are looking for new and better ways to use information –58 percent of midsize company CIOs are focused on turning that data into insight and actionable information Inside the Midmarket: A 2009 Perspective gives a unique understanding of midmarket needs. Download it here. You’ve told us you need a business partner who can: – Help you work smarter – Build an infrastructure to support your growing business – Identify ways to use the information you have to make better business decisions 3 © 2009 IBM Corporation
Slide 4: IBM and Business Partners: Serving midsize companies We are all helping to build a smarter planet. Are you ready? We’ve been talking about the IBM view of a smarter planet for several months; today, those conversations are bearing fruit. You are not only at the center of the smarter planet, you’re helping to create it. It’s a tangible reality and it’s happening now. Are you ready to help build a smarter planet? Turn the idea of a smarter planet into results with: Fresh insight and thought leadership. New offerings focused on what you need – business intelligence, smarter processes, new delivery models and more. Expert assistance from IBM and IBM Business Partners worldwide. 4 © 2009 IBM Corporation
Slide 5: IBM and Business Partners: Serving midsize companies Building a smarter planet takes a special kind of capability To succeed on a smarter planet, you need the ability to:  Turn information into insight  Deploy smarter processes  Become more flexible and agile We can provide all this and more. For Fall 2009, we have many important new offerings that leverage the idea of a smarter planet to help drive your sales. Here are two that speak to the need for intelligence and smarter processes:  IBM Cognos Express is the first and only integrated, one-stop business intelligence and planning solution purpose-built to meet the needs of midsize companies.  IBM Mashup Center makes it easy for midsize businesses to combine information from diverse sources in entirely new ways to unlock new business value. 5 © 2009 IBM Corporation
Slide 6: IBM and Business Partners: Serving midsize companies Thanks to you, the smarter planet idea is yielding results Midsize organizations worldwide are becoming the engines of a smarter planet, helping to create it with new, smarter ways of doing business. We’re helping you make it happen. To see more evidence of smarter midsize businesses, go to ibm.com /engines Protecting the public with a smarter supply chain  Customer: Golden State Medical Supply  IBM Business Partner: Direct Systems Support – provided the IBM System x® servers for the solution  Solution: A sophisticated RFID- and barcode-based, track-and-trace system to follow pharmaceuticals throughout the entire supply chain in compliance with California law  Benefit: Improves public safety by preventing counterfeit drugs from entering the supply chain Passing along the savings  Customer: Bryant University  IBM Business Partner: APC – provided its InfraStruXure architecture to create an energy- and space-efficient solution  Solution: IBM Scalable Modular Data Center that optimizes energy efficiency through standardization, consolidation and virtualization  Benefit: Cooling costs cut by almost half; savings redirected to student education 6 © 2009 IBM Corporation
Slide 7: IBM and Business Partners: Serving midsize companies IBM + Business Partners: A smarter way to serve you IBM and Business Partners each have distinct strengths  IBM Business Partners know your needs better than anyone and have focused, local expertise.  IBM brings leading technology, deep industry knowledge and global reach. Putting the two together yields unique value  You get the best of both worlds: – A trusted local partner in your community who understands your business – The power and industry-leading offerings of IBM, with a personalized customer experience  IBM helps our Business Partners help you with: – Knowledge and expertise – Leading products and services designed and built to meet the needs of customers like you  Business Partners serve you by: – Combining IBM offerings with their own products to create compelling business solutions 7 © 2009 IBM Corporation
Slide 8: IBM and Business Partners: Serving midsize companies Express Advantage Offerings Fall 2009 IBM Business Partner Brookstone Technologies designed a workforce management solution for utilities service provider Alinta that manages and shares valuable business knowledge. How can you find ways to work smarter? 8 © 2009 IBM Corporation
Slide 9: IBM and Business Partners: Serving midsize companies The capabilities you need for a smarter planet New Intelligence The challenge: Get a handle on the exploding volume of information and turn it into insight that can help optimize performance and drive smarter business outcomes. Why you need it: Business intelligence yields knowledge, and knowledge is power. This deeper understanding can help differentiate your business in both good times and bad. Smart Work The challenge: Midsize companies face new business and process requirements, and evermore demanding customers. Smart Work turns insight into action to generate business value. Why you need it: Building an agile business optimized for change can help drive better business outcomes, delivering value more quickly and improving competitiveness. Dynamic Infrastructure The challenge: Connect IT and business goals, and deliver superior business and IT services with agility and speed – all while reducing costs. Why you need it: An optimized, flexible, advanced and dynamic infrastructure forms the foundation of initiatives that allow midsize businesses to thrive on a smarter planet. Green and Beyond The challenge: Environmental costs are already high and bound to rise further. Efficiency – in terms of both environmental impact and the cost of business – has never been more important. Why you need it: Green is not a fad. It is a business imperative. Not only is going green the responsible thing to do, it carries significant cost benefits that impact the bottom line. 9 © 2009 IBM Corporation
Slide 10: IBM and Business Partners: Serving midsize companies Making a smarter planet New Intelligence and Smart Work New Intelligence gives you insight. Smart Work provides a process framework to act on insight. Dynamic Infrastructure and New Intelligence Dynamic Infrastructure helps you create and integrate information. New Intelligence turns information into understanding. Green and Beyond and Dynamic Infrastructure Green and Beyond adds cost effectiveness and efficiency. Dynamic Infrastructure optimizes utilization. Dynamic Infrastructure and Smart Work Dynamic Infrastructure adds flexibility and agility. Smart Work leverages it to drive business value. 10 © 2009 IBM Corporation
Slide 11: IBM and Business Partners: Serving midsize companies New Intelligence + Smart Work: Insight that drives results New Intelligence gives you insight. Smart Work Smart Work provides a process framework to act on insight. IBM helps you transform raw information into actionable intelligence New Intelligence: Why act now?  Make smarter business decisions  Information management is your top priority*  Gain insight and create value faster  Differentiate yourself from the competition  Drive revenue and save money New Intelligence offerings for September 2009:  IBM Cognos Express Reporter  IBM Cognos Express Advisor  IBM Cognos Express Xcelerator IBM helps you work smarter, supported by flexible and dynamic processes Smart Work: Why act now?  Make the best use of resources  Midsize companies are focused on: – Efficiency – Connecting with customers – Improving decision-making – Anticipating/responding to market trends* Smart Work offerings for September 2009:  IBM LotusLive Engage  IBM Mashup Center 11 *IBM Midmarket Thought Leadership Survey, June 2009 © 2009 IBM Corporation
Slide 12: IBM and Business Partners: Serving midsize companies Putting new sources of information to work New Intelligence Customer: Fresh fruit and vegetable producer Sun World International IBM Business Partner: Applied Analytix – provided key knowledge transfer to enable the customer to make better use of its IBM Cognos investment Solution: Expansion of existing Cognos system to include Web reporting and a very informative portal to analyze key operational details Benefit: Sun World is now able to look at the operating efficiency of harvesting and crops, and do more detailed cost analysis much faster and more easily. Raw data is loaded from general ledger systems directly into IBM Cognos with the click of a button. Compared to the former method of using Microsoft® Excel®, the new solution represents a major reduction in reporting effort – from a full day’s work for three people to mere minutes. Smart Work 12 © 2009 IBM Corporation
Slide 13: IBM and Business Partners: Serving midsize companies New Intelligence + Dynamic Infrastructure: Integration and insight New Intelligence turns information into understanding IBM helps you transform raw information into actionable intelligence New Intelligence: Why act now?  Make smarter business decisions  Information management is your top priority*  Gain insight and create value faster Dynamic Infrastructure integrates information IBM helps with an infrastructure portfolio that improves utilization and reduces core costs Dynamic Infrastructure: Why act now?  Midsize companies have server utilization rates under 15 percent** and spend 80 percent of IT budgets on keeping infrastructure up and running*** Offerings for September 2009:  IBM Storage Optimization and Integration Services – transformation strategy – rapid  IBM System Storage DS5020  IBM SurePOS 500 Express (refresh) 13 *IBM Midmarket Thought Leadership Survey, June 2009 **Aberdeen Group, 2009 ***IBM study, June 2008 © 2009 IBM Corporation
Slide 14: IBM and Business Partners: Serving midsize companies Gathering new information about customer behavior New Intelligence Customer: German clothing retailer Gewandhaus Gruber IBM Business Partner: it-werke Technology GmbH – provided the biometric technology for the solution Solution: A fast and efficient system that enables customers to make payments using fingerprint readers based on it-werke’s digiPROOF technology, deployed on IBM Anyplace kiosks Benefit: By making the shopping experience easier, faster and more appealing, Gewandhaus Gruber encourages use of the new, flexible infrastructure solution and its associated loyalty program. Automated tracking of customer purchases and buying behavior generates new business intelligence for the retailer, enabling it to create new, more targeted marketing programs. Dynamic Infrastructure 14 © 2009 IBM Corporation
Slide 15: IBM and Business Partners: Serving midsize companies IBM Financing Advantage: More important than ever You’re feeling pressure to do more with less and get more value from your infrastructure investments. You need to invest in a way that helps you meet budget and cash flow objectives in a capital-constrained environment. IBM Financing Advantage provides you with a complete end-to-end lifecycle funding approach for the acquisition of IT assets and technology investments – from simple loans and leases to the reutilization of pre-owned equipment, buyback, disposal and secure overwrite services.  Payments become predictable and manageable over planned periods of time  Financing terms can match payments to business needs  Capital and lines of credit can be preserved for core business investments  Lower the price point on technology equipment acquisition with IBM Certified Pre-owned Equipment instead of (or with) new  Mid-lease upgrades and end-of-lease options ease decision making for the IT department 15 Access to funding is a major impediment to realizing a solution’s post-implementation benefits.  Costs are heaviest at the front end of a project, while benefits do not fully accrue until a project is well under way – This makes financial justification difficult – IBM Financing Advantage can help you overcome this challenge Financing allows costs and benefits to be tracked more closely.  IBM Financing Advantage can help to reduce up-front costs and structure payments to anticipated benefits – This can help ease the decision to invest in solutions that have longer payback periods © 2009 IBM Corporation
Slide 16: IBM and Business Partners: Serving midsize companies IBM Express Advantage: Dedicated to midsize customers IBM Express Advantage Live, skilled agents via 1 877 IBM-ACCESS IBM Express Advantage Advisor (U.S. only) Concierge agents focused on midsize companies are available via one toll-free number, text chat and e-mail. This simple online tool helps you sort through our extensive Express Advantage portfolio for the best recommendations, and receive a customized report that can be e-mailed, saved, printed and shared. IBM Business Partners can help you solve your business challenges through daily support as well as integration and implementation – this is your local connection backed by IBM. Incentive programs let you earn points for valuable services. Complimentary Web-based tool to help you identify the IT security strategies, capabilities and technologies used by companies with best-in-class performance. Business Partner Finder Tool Power Rewards IT Security Assessment and Diagnostic Tool IBM Financing Advantage Easy access to complete financing solutions. Visit the IBM Express Advantage Web site. 16 © 2009 IBM Corporation
Slide 17: IBM and Business Partners: Serving midsize companies Appendix: Offering details IBM Business Partner Aphalogix created an electronic forms application for Sukut Construction that more efficiently manages its rigorous field reporting and documentation requirements. How can you facilitate smarter processes? 17 © 2009 IBM Corporation
Slide 18: IBM and Business Partners: Serving midsize companies Why buy this: Cognos Express is the first and only integrated reporting, analysis, planning, budgeting and forecasting solution purpose-built and priced for midsize companies. IBM Cognos Express Offering Summary  A one-stop Business Intelligence and planning solution purpose-built for midsize companies.  Delivers all the essential reporting, analysis, dashboard, scorecard and planning capabilities that midsize companies need at a price they can afford. Users can analyze data in a business context and quickly gain insight into company performance and trends.  Provides consistent, reliable information for better, faster decision-making to manage costs, drive profitability and increase growth. What makes this offering unique?  Contains everything needed in one preconfigured solution.  Can be deployed in a matter of minutes and plugs into existing infrastructure with minimal impact – requires no additional software.  Easy-to-use, self-service access to empower business users.  Business users can get the reports and analysis they need without relying on the IT staff.  Easy to buy; rapid ROI. Get started with just one or two capabilities to realize immediate value, then add others according to project needs, resources and budget. Pricing:  With special promotional financing rates you can now get Cognos Express for less than $25 per user/month, subject to IBM Global Financing approval  Typical project = 20 reporting seats = US$22,000; or 10 reporting seats and 5 planning seats = US$32,000.  Entry level pricing = starting at US$12,500 (US$12,000 plus US$500 per named user for reporting) Availability: English, French, Spanish, Portuguese, Italian, German, Japanese, Chinese (Traditional), Chinese (Simplified), Korean Why act now Midsize companies need to make more intelligent decisions to drive greater efficiencies, reduce costs and identify new growth opportunities. Quick Facts  Provides essential reporting, analysis and planning purpose built and priced for midsize companies.  Easy to install, use and buy.  Try and Buy available 18 © 2009 IBM Corporation
Slide 19: IBM and Business Partners: Serving midsize companies LotusLive Engage Offering Summary  LotusLive Engage is an integrated suite of cloud-based collaboration tools that combine your social network with Web conferencing and collaboration capabilities like file storing and sharing, instant messaging and activity management.  LotusLive Engage lets you build your online social network around the Web meeting experience. Online meeting guests instantly become part of your business network. Engage with them again and again, in a security-rich environment, using these online collaboration tools. You can also interact with our expanding business network, potentially creating new business. Invite additional guests – at no charge – to participate in your online projects and create groups to make collaborating even easier. What makes this offering unique?  Cloud-based service means no software to install, manage or support  Optimized for businesses with limited or no in-house technical resources  Ease of use and management  Provides the ability to dramatically cut bottom-line costs associated with travel Pricing: Pricing: Midsize customers –US$46/user/month based on paid up-front, 12 month minimum term. Additional volume discounts may apply. Why buy this: Tap into the potential of social networking with a secure, businessoriented platform. Why act now Cut your travel budget to a minimum by using online collaboration. Get your free LotusLive Engage trial for 30 days at no cost. One user account, up to 15 participants per Web meeting, full-service support, ability to invite 99 additional users into your company account and 1 GB of storage. Quick Facts  Store and share your files with worldclass security features. Use a Web browser to access your files from anywhere.  Host a Web meeting via a personalized, always ready ondemand meeting room.  Break out of your inbox and into activities to streamline your work with others. Availability: Worldwide in English now, UK English, Spanish, Brazilian Portuguese, German, French, Italian, Japanese, Korean, Simplified Chinese versions of the service are scheduled to be available in October. 19 © 2009 IBM Corporation
Slide 20: IBM and Business Partners: Serving midsize companies IBM Mashup Center Offering summary: Provides an enterprise mashup builder that provides rich data and Web page assembly without coding effort. Allows end users to work smarter by creating ad hoc business applications to respond quickly to business needs. What makes this offering unique?  Provides means to browse, unlock and transform internal and external data and quickly surface that data to a rich, dynamic Web 2.0 application with security, reliability, governance and performance.  Enables mashups to be built in record time. Pricing: IBM Mashup Center Per 20 Authorized Users US$2600 or IBM Mashup Center Per Value Unit US$440 Availability: Worldwide in English, UK English, Spanish, Brazilian Portuguese, German, French, Italian, Japanese, Korean, Simplified Chinese Why buy this: Make more efficient use of information by combining it in new ways. Why act now  You can derive 100 percent or more return on investment within months  Enables you to address application request backlogs and allows lines of business to be more innovative via accurate and timely tactical and strategic decisions Quick Facts  IBM Mashup Center White Paper  It’s that easy! See the demos  Wiki containing Technical Resources 20 © 2009 IBM Corporation
Slide 21: IBM and Business Partners: Serving midsize companies IBM Storage Optimization and Integration – transformation strategy – rapid Offering Summary  Provides a detailed remediation roadmap to help you identify the roots of complexity and cost within your storage infrastructure.  Recommends opportunities for operational improvements across your complex IT environment, and helps improve service levels with your available staff, at reduced costs.  Uses eight key metrics to measure the efficiency and effectiveness of your interconnected IT and storage environments.  With the level of information exploding – data created and copied is growing at 57 percent CAGR through 2010 – IBM can help you better manage data stored in disparate, complex, heterogeneous systems. What makes this offering unique?  IBM provides vendor-neutral analysis, not biased toward one particular vendor.  Deep multi-vendor storage knowledge.  Provides a roadmap on how to increase storage efficiency. Pricing: 2 week engagement at US$37,500 Availability: English, French, Spanish, Brazilian Portuguese, Italian, German Why buy this: Transformation strategy – rapid can ensure your valuable information is readily available in an optimized way. Why act now Let IBM help build a plan to achieve a best practice state for storage and backup environments in order to drive savings or avoid cost for staffing, storage, backup, file systems, and power and cooling. Quick Facts  Helps address the ongoing management of high levels of information growth and complex storage environments  Identifies inefficiencies and develops a remediation roadmap  Helps assess costs and staffing issues associated with managing information 21 © 2009 IBM Corporation
Slide 22: IBM and Business Partners: Serving midsize companies IBM System Storage DS5020 Offering Summary  IBM System Storage™ DS5020 – next generation mid-tier disk system with industry leading 8 Gbps FC host connect for infrastructure simplification What makes this offering unique?  Performance and efficiency enhancements reduce TCO  Self-encrypting drives secure data throughout your drive’s lifecycle  Next-gen 8 Gb FC interfaces enable infrastructure simplification and future proofing  Mixed host interfaces support (FC/iSCSI) enables SAN tiering  Balanced performance well-suited for virtualization/consolidation reducing the cost of consolidation  Built-in efficiencies lower acquisition and operational costs – lower TCO  Support for intermixing FC/FDE/SATA drives enables tiered storage within the disk system to lower acquisition costs  Trusted storage that protects and delivers your data when needed  Feature-rich management software maximizes utilization and minimizes TCO  Designed to support future product enhancements  Key application certifications ensure operational confidence in customer environment Pricing/Typical Project: Pricing starts from US$22,500; average solution size is US$40,000 Availability: September 4, 2009 Why buy this: Business intelligence and analytics require robust, reliable, highperformance data storage. Why act now  Reduce infrastructure costs up to 45 percent with up to 60 percent performance improvement  Reduce power requirements  Up to 64 percent decrease in power and cooling requirements  Up to 62 percent reduction in rack space needed Quick Facts  IBM ranks #1 for storage services  Only IBM offers extensive product testing and integration with product optimization 22 © 2009 IBM Corporation
Slide 23: IBM and Business Partners: Serving midsize companies IBM SurePOS 500 Express (refresh) Offering Summary  The new IBM SurePOS 500 Express solution enables retailers to capture new insights at the POS that drive effective customer service initiatives and help insure the right merchandise is in stock at the right time. By providing employees access to product and customer information at the POS, retailers deliver better customer service, improve employee productivity and promote a smarter business outcome. What makes this offering unique?  Real-time visibility to vital business information for smarter decisions - Powerful technology enables tools for customer service, inventory management, loss prevention and more - Supports IBM Business Partner applications – the world’s largest organization of retail partners - Offers online connectivity for virtually instant access to information  Superior tools that empower employees to work smarter - Intuitive touchscreen helps employees interact with customers - Fastest-ever IBM receipt printer improves satisfaction and employee productivity - Tool-free design helps service staff access problems quickly to reduce downtime - New sleek, slimmer design fits in small checkout spaces  Automated processes that deliver greater efficiency and lower costs - Deep sleep automation – The system is in a low power mode and conserves almost as much energy as in the off state. Unlike powering down, deep sleep is much faster and more reliable to get your system up and running when it is needed again - Retail Systems Management, including Remote Management Agent helps lower total cost of ownership by enabling retailers to manage their stores and devices from the enterprise with one tool - Power-efficient technology, enabled with IBM Remote Management Agent - Market-first recyclable packaging with inserts made from 100% recycled material helps reduce landfill waste and environmental impact Pricing/Typical Project: Starting at US$2,062 Availability: Worldwide 23 Why buy this: Retailers need real-time visibility to information so they can respond quickly to changes with reduced cost. Why act now  Collecting and processing customer data to get a better overall picture of customer buying habits enables more targeted promotions and marketing campaigns Quick Facts  Retailers will be able to improve service with tool-free access to components such as the hard drive, power supply and memory DIMMs. And, with the built-in security features and IBM's unique retailhardened design/construction, retailers will find it easier to manage risk.  Each model includes POSReady Operating System preloaded, SureMark Single Station printer – all you need is an application.  Celebrity Ventures keeps the ball movin © 2009 IBM Corporation