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Business Analytics Software Business Partner Guide Value Propositions

Business Analytics Software Business Partner Guide Value Propositions. Business Analytics and Optimization (BAO). 10% CAGR. PTI: 14% CAGR. 2015. 2009. Market opportunity. $166B Opportunity in 2011.

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Business Analytics Software Business Partner Guide Value Propositions

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  1. Business Analytics SoftwareBusiness Partner GuideValue Propositions

  2. Business Analytics and Optimization (BAO) 10%CAGR PTI:14%CAGR 2015 2009 Market opportunity $166B Opportunity in 2011 Business analytics is the key to enabling our clients to turn oceans of data into predictive models and actionable decisions. Why Analytics is Important to our clients… 33% more Revenue Growth >12x more Profit Growth 32% more Return on Invested Capital IBM BAO Revenue(including SW, HW and services) 12.5% 11.9% 9.4% 9.0% 7.3% 0.6% Finance Organizations with Business Insight All Other Enterprises Source: IBM Investor Relations, May 2010; $16B refers to cross-IBM revenue including Software, Services and Systems. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

  3. Organizations Need Deeper Insight from Their Information Market opportunity What is Driving Business Analytics & Optimization? 1in2 Lack Access 1in3 Lack Trust Business leaders say they don’t have access to the information they need to do their jobs Business leaders frequently make decisions based on information they don’t trust, or don’t have 83%Plan to Use 5.4x Widening Gap Top performers are 5.4X more likely to use an analytic approach over intuition of CIOs cited “business intelligence and analytics” as part of their visionary plans to enhance competitiveness “Drowning in Data…” “Starving for Information…” Sources: IBM Institute for Business Value, 2009, IBM CIO Study 2010, TDWI: Next Generation Data Warehouse Platforms Q4 2009, Analytics: The New Path to Value, 2010

  4. Portfolio overview BetterOutcomes SmarterDecisions Business Analytics Actionable Insights Relevant Information

  5. Portfolio overview Full breadth of Business Intelligence (BI) for every decision-maker Revolutionary way to work with BI Free to answer critical business questions Full breadth of predictive analytics Putting prediction in hands of the business Driving better business outcomes Simplify, structure and automate dynamic and sustainable Financial Performance & Strategy Management Monitor and analyze business performance against targets Plan, forecast and control enterprise resources aligned with corporate objectives Enterprise requirements Unifies enterprise-wide risk and compliance initiatives into a single management system Provides synergy with Information & IT Governance, Risk Management and Security Ready-made packaged reporting and analyses based on the best practices Encompasses comprehensive portfolio Adaptable & extensible Source data from multiple transaction systems

  6. IBM BA Business Partners – Opportunity of a Lifetime High Growth Market Extraordinary BAO Synergies Highest IT, LOB Priority BP-Specific Products & Plays In IBM’s Top 4 Priorities Focus on Value, Solutions Best Products and Roadmap Best Team in the Industry Expanding Portfolio Best Business Partner Program Value Propositions

  7. Business Partner Reference Reference www.brightstarpartners.com • Client: Cincinnati Zoo and Botanical Garden • Challenge: Real-time analysis of attendance, sales and customer behavior • Solution: IBM Cognos BI v10, IBM Cognos Mobile • Outcome/Results: • Helps the Zoo generate deep insight into guest visitation and spending behavior, unlocking profound new marketing insight and business optimization strategies. • Generated over $500,000 in new revenues and expense reduction within year 1. • Increases overall attendance, prompting at least 50,000 new “visits” in 2011 through enhanced targeted marketing achieved through insight gained from IBM Cognos. • Contributed to a 30.7% growth in food sales and 5.9% in retail sales over prior year. 7 7 7

  8. Business Partner Profile – Business Analytics Partner Profile • Profile of High Volume Reseller • Velocity-driven, relationship-oriented • Revenue split between resale, SVI and Services with more holistic view of their customer base • Small sales organization - will include reps who get paid on software only but still dependent upon BA brand reps • Active marketing and business development functions • Works roughly 5-15 deals per quarter • Profile of Traditional Reseller • Value-driven, focused on BA segment only • Traditional revenue mainly in Services • Retooling their businesses to add the necessary infrastructure to sell software • Sales function driven by senior consultants that are highly dependent on BA brand reps • Works roughly 1-3 deals per quarter

  9. Resources 5 Quick Steps to Get Started Join PartnerWorld to become an IBM Business Partner, then… Visit the Business Analytics PartnerWorld Site to access Business Partner sales and marketing tools and materials and training Complete your Business Analytics Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Educate your Sales and Delivery Teams & become SVP Authorized to resell Business Analytics through Training & Certification. Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing 1 2 3 4 5

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