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Growth Opportunities with Business Analytics Business Partner Rally 2013

Presenter Name Mel Zeledon, VP Channels and Mid Market, Business Analytics Date March 19, 2013. Growth Opportunities with Business Analytics Business Partner Rally 2013. THANK YOU To Our Business Partners!. Growing IBM Business Analytics Increasing License Market Share.

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Growth Opportunities with Business Analytics Business Partner Rally 2013

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  1. Presenter Name Mel Zeledon, VP Channels and Mid Market, Business Analytics Date March 19, 2013 Growth Opportunities with Business AnalyticsBusiness Partner Rally 2013

  2. THANK YOU To Our Business Partners! Growing IBM Business Analytics Increasing License Market Share Increasing the Value You Deliver By expanding portfolio solution offerings Driving Customer Success Delivering High Quality Project Implementations

  3. Our Mission Manage risk, regulation & compliance Increase operational efficiency Transform financial processes Grow, retain and satisfy customers Deliver innovation and solutions that enable organizations to: Leverage all information, all perspectives, all people, and all decisions at the point of impact. Address key functional and industry imperatives and drive accelerated outcomes. Weave analytics into the fabric of enterprise processes to help build smarter businesses.

  4. In 2012, nearly Smarter Analytics 2015 software opportunity $76 billion of organizations report a competitive advantage with information and analytics1 and Business Partners will account for 57% of the total middleware opportunity in 2015 More profit growth2 Why Smarter Analytics matter to your clients 1:2012 IBV Global Big Data Study 2: IBM Global Business services, The Global CFO Study 2010, 1H12 IBM Market Insights

  5. IBM delivers the broadest porfolio to drive better business outcomes IBM Business Analytics CustomerLoyalty & Retention DisclosureManagement Profitability Modeling & Optimization Production Planning Decision Management Risk Mitigation Planning Risk Aware Decisioning Industry Solutions Functional Solutions Customer Acquisition Customer LifetimeValue REPORT PREDICT Core Capabilities Contribute Forecast Software Categories

  6. Business Analytics Go-To-Market 1 2 3 4 Finance Financial Operations & Processes Risk Regulatory, Risk & Fraud Operations Operational Efficiency Customers Customer Analytics Advanced client segmentation Leveraging customer sentiment analysis Reducing customer churn Enabling rolling plan, forecast & budgeting Automating the financial close process Delivering real-time dashboards Making risk-aware decisions Managing financial and operational risks Reducing the cost of compliance Optimizing the supply chain Transform threat & fraud identification processes Deploying predictive maintenance capabilities Transaction Social Documents Machine Application Future relevance requires integrating traditional data with new sources and types of information to powertransformation

  7. IBM Customer Analytics solutions provide actionable insights to attract, grow and retain customers Churn Prediction Up sell/Cross-sell Analysis Enterprise Feedback Mgmt Customer Loyalty Social Analytics Price Optimization Data & Text Mining Statistical Analysis Capabilities Reporting & Visualization Sentiment Analysis Predictive Modeling Business Rules & Optimization Scorecarding & Dashboarding Real-time Decisions Forecasting & Simulation Social Analytics

  8. IBM Financial Analytics solutions help organizations transform processes and optimize performance Plan • Improve visibility with driver-based and predictive forecasts • Rapidly adjust and realign resources Report Align • Deliver fast, reliable performance reports and analysis • Automate financial close process • Meet new disclosure and filing mandates (XBRL) • Define, measure, and adjust strategy with metrics • Deliver engaging, up-to-the-minute dashboards Capabilities Financial Reporting Financial Consolidation Profitability Modeling Predictive Analytics Scorecarding & Dashboarding Incentive Compensation Management Disclosure Management Planning, Budgeting& Forecasting Performance Management

  9. IBM Risk Analytics solutions enable risk-awarebusinessdecisions and improved compliance management Buy Side (Asset Owners, Services, and Managers) Sell Side (Banks and Financial Markets) • Strategic Business Planning • Balance sheet risk management • - ALM & liquidity risk • - Regulatory & economic capital • Portfolio construction and risk management for investment portfolios • Economic Capital & Solvency II • Actuarial and financial modeling Cross Industry • Policy and compliance management • Enterprise disclosure management • Financial controls management • Internal Audit • Operational risk management • Loss event case studies & database • Governance and IT risk Capabilities Business Rules & Optimization Workflow Planning Reporting & Visualization Collaborating Scenario Modeling Real-time Decisions Data Management

  10. IBM Operational Analytics solutions use predictive analytics business rules and optimization to drive dynamicdecision-making Threat & Fraud Detection Supply Chain Management Asset Management Sales PerformanceManagement Business Process Management Decision services Predictive analytics Business rules Optimization Capabilities Reporting, Analysis, & Predictions Data & Text Mining Predictive Analytics Statistical Analysis Scorecarding & Dashboarding Planning, Budgeting & Forecasting Business Rules & Optimization Modeling Real-time Decisions Forecasting & Simulation Resource Optimization

  11. IBM Business Analytics Leadership Forrester Enterprise BI Forrester Self-Service BI Predictive Analytics: Market Strength Nucleus Value Matrix: Analytics Challengers Leaders Victors

  12. Gartner recognizes IBM as the leader in the industry Source: Morgan Stanley’s March 9, 2012 report “Gartner’s ‘Magic Quadrants’ Help Identify Gaps in IBM’s Software Strength

  13. Advanced Analytics SalesPerformanceManagement Sales Line ofBusiness Business Intelligence Risk Management Performance Management Audit / Risk (Algorithmics) FinancialServices Line ofBusiness Financial Services Finance Risk Management (Open Pages) Financial Performance Management Audit / Risk IT/Finance Expand Your Business Analytics Capabilities PersonalWorkgroup / DepartmentalEnterprise

  14. Business Analytics Authorized Portfolios Risk Risk Cognos Cognos SPSS (2) SPSS (2) Cognos 10 / Express / Insight Enterprise TM1 Cognos FSR Varicent Cognos 10 / Express / Insight Enterprise TM1 Cognos FSR Varicent SPSS Statistics (1) SPSS Enterprise (2) SPSS Statistics (1) SPSS Enterprise (2) Algorithmics Open Pages Algorithmics Open Pages Open Distribution Open Distribution Cognos Insight Standard Edition Cognos Insight Standard Edition * Available in Japan also for Shrink-wrap distribution 14

  15. IBM Cognos Family – Channel Growth • Gaining Momentum • Free Personal Edition • Pre-sales, POCs • Standard edition $ growth BP # Deals • Best of breed • Scalability • Larger deployments • Path from CI and CX

  16. Leverage Business Partner Programs and Tools Business Partner Self Sufficiency Sales Alignment Lead Generation Incentives Enablement VADs, BPLM and IBM • Deal Clinics • IBM Lead Passing • Sales tools, Blueprints • Demos • Clear Communication • IBM Events • IBM Co-Marketing • BP lead generation • VAD Marketing • Cognos Insight Personal Edition • Business Partner Learning Center • Sales • Pre-sales • Technical • Implementation • Coaching Services • Lab Services • GB Rebates • SVI OI, OO • BA Capability SVI • VAP • VAP for Gov. • PSP extra margin • BPLM • Solution Acceleration • 2X SVI Competitive • SaaS Incentive Models

  17. High Value Engagement Guideline with Business Partners Business Partner Co-Sell Integrated BusinessPartnerCo-sell Aligned Business Partner Resell General BusinessLarge Enterprise BusinessPartnerResell Route to Market = Business Partners General BusinessMid-Market 17

  18. Treat BPs fairly and respectfully Invest in Lead Generation 1 Respect the BP's lead role on BP OI driven opportunities Become BA proficient and self sufficient 2 Engage BA Channels teams Progress and close deals expeditiously 3 Communicate, set expectations with BPs early! Communicate, set expectations with sales reps early! 4 Partnering Best Practices IBM BA Sales Reps IBM BA Business Partners

  19. Make Use of New BA Practice Accelerators BP Enablement Success Roadmap Implementation Coaching/ Mentoring Sales Training ProductTraining MethodologyTraining ImplementationTraining Accreditation • Sales Play • Demo • Certification • Basic • Intermediate • Mastery • Certification • Methodologies • Download URL • Assets and Templates • End to End Case Study • Workshop / Simulation • Online-Resources • Virtual Coaching • Project-Based Mentoring • IBM Peer Reviews • Multi Level Accreditation • Project Management • Delivery Consultant • Project Management • Delivery Consultant • Sales • Pre-Sales • Project Management • Delivery Consultant • Sales • Pre-sales • Pre-sales • Delivery Consultant

  20. Business Partner Learning Center (BPLC) Re-launch Simple and intuitivewith fewer clicks and less decision points New BPLC URL ibm.com/partnerworld/babplc New BA Partnerworld URL ibm.com/partnerworld/businessanalytics 20

  21. Extend your Solutions & Service Offerings with New IBM Software Practice Accelerators Accreditation Implementation Training Mentoring Coaching • Recognizes expert deployment practices • Bronze / Silver / Gold • Qualify with skills & successful deployments • Case study based boot camps & workshops • Classroom, online delivery • Knowledge repositories • Remote access to IBM delivery experts • Expert advice available when needed • Pay per engagement or subscription pricing • Hands-on experience with IBM experts • IBM or Business Partner led projects ibm.com/partnerworld/page/swg_com_sfw_software_practice_accelerator 21

  22. Coaching, Mentoring & Consulting Offerings Gain Access To: • Expert implementation guidance. • Troubleshooting & root-cause analysis. • Proactive planning and risk analysis. • Benchmark your process solution against best practice. • Deliverable acceleration. Standard Mentoring SWG On Demand Consulting VALUE ACCELERATION Coaching Help with selected implementation tasks Extension of your project / program team Expert Advice Offering Light Touch Heavy Touch LEVEL OF ASSISTANCE Coaching Guardian Services • 24 hour access via request system. • Unlimited app dev Q&A. • Services Assets. • Best practices • Up to 3 contacts. • Assistance with Specific Deliverables. • Weekly Planning Calls. • Access to quarterly process reviews. • Bridge to Standard SWG Services. • Single Point of Contact. • Extended Services Hours. • Additional Deliverable Assistance.

  23. Implementation Training Development: 2013 Launch Plans Q2 Q3 Q1 Varicent SPSS Modeler Cognos FSR Cognos BI Controller Social Media Analytics Analytic Answers SygmaPlex TM1 Open Pages - Fast Track FSR/CDM Development Partnership Lab Services Practices, Sales Enablement, Channels Management and Product Development

  24. Take advantage of new IBM and Business Partner Hosted Software-as-a-Service models New! BA SaaSsolutions Sales Performance Management Social Media Analytics (1H 2013) AnalyticAnswers Risk Analytics ApplicationServiceProvider IBM PrimarySupport ProviderBusiness Partner Hosted Software as a Service IBM Solution ProviderIBM Softwareas a Service Managed ServiceProvider Your solution bundled withIBM software Your custom solution built on IBM software Your managed service usingIBM Software Your “value add” with IBM-hosted SaaS

  25. Invest in License Sales Capacity! Services Centric License + Services Synergy $ $ Lead Generation + Dedicated License Reps + License Sales Focus = Service Backlog and Increased BP Profitability t t

  26. Growing IBM Business Analytics Increasing License Market Share Increasing the Value You Deliver By expanding portfolio solution offerings Driving Customer Success Delivering High Quality Project Implementations

  27. Business Partner Growth Through Collaboration Presenter Name Presenter Job Title, IBM Organization Name Date

  28. Agenda Moving to a capability conversation delivers a competitive advantage Expanding across the Business Analytics portfolio is good for business Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience Source: If applicable, describe source origin 28

  29. Gain competitive advantage with a complete solution Differentiate yourself in the market offer a complete Business Analytics solution that addresses business problems Distance yourself from the competition elevate the conversation within deals that are too focused on features & functions and won or lost on price grow your portfolio to match client buying agendas Deliver an analytics vision create a roadmap of the business pains you can solve today and tomorrow paint the vision of how you can help them turn information into insight Source: If applicable, describe source origin 29

  30. Capabilities Capabilities Need Need Deliver enterprise mobility • Mobile Development and Connectivity • Mobile Management and Security Turn information into insights • Business Analytics • Data Management • Big Data • Data Warehousing • Enterprise Content Management • Information Integration and Governance Accelerate product and service innovation • Application Lifecycle Management • Complex and Embedded Systems • Enterprise Modernization • Social Collaboration • Unified Communications • Web Experience • Commerce • Enterprise Marketing Management • Smarter City Operations Deepen engagement with customers, partners and employees Optimize IT and business infrastructure • Cloud and IT Optimization • Asset and Facilities Management • Enterprise Endpoint Management Manage risk, security and compliance • Identity and Access Management • Data Protection • Application Security • Infrastructure Protection • Security Intelligence and Compliance Analytics Enable the agile business • Business Process Management • Connectivity, Integration and SOA • Application Infrastructure Client buying agendas align to a rich set of capabilities

  31. IBM software market opportunity by business need52% of the opportunity comes from two needs, while enterprise mobility spurs the highest growth 2012-15 2012 Total market opportunity $147B ($5B not captured with a capability) 2012-15 Relative growth by business need Deliver enterprise mobility Deepen engagement with customers, partners and employees Manage risk, security and compliance Turn information into insights Optimize IT and business infrastructure Enable the agile business Accelerate product and service innovation Source: IBM Market Insights, 1H12 IBM Software Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. IBM source data is based on analysis done by the IBM Market Intelligence Department. IBM Market Intelligence data is provided for illustrative purposes and is not intended to be a guarantee of market opportunity 31 31

  32. Today you may be focused on one of these key software categories within the BA portfolio Challengers Leaders Victors 32

  33. The Business Analytics portfolio provides multiple entry points and upsell paths to help you grow Advanced Analytics SalesPerformanceManagement Sales Line ofBusiness Business Intelligence Risk Management Performance Management Audit / Risk (Algorithmics) FinancialServices Line ofBusiness Financial Services Finance Risk Management (Open Pages) Financial Performance Management Audit / Risk IT/Finance PersonalWorkgroup / DepartmentalEnterprise 33

  34. Agenda Moving to a capability conversation delivers a competitive advantage Expanding across the Business Analytics portfolio is good for business Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience Source: If applicable, describe source origin 34

  35. The demand for BA solutions means more opportunity for partners who deliver multiple capabilities across the portfolio Analysis on partners who sold only from the Cognos product family vs. partners who sold from both the Cognos product family + the SPSS product family Reflects the average revenue per partner over a 12 month period Potential to make 2.9x to 3.8x more revenue per year 35

  36. Average sales and services opportunities across the portfolio Source: IBM Business Partner Profitability Tool, PartnerWorld 36

  37. Agenda Moving to a capability conversation delivers a competitive advantage Expanding across the Business Analytics portfolio is good for business Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience Source: If applicable, describe source origin 37

  38. The BA and IM conversation roadmap Despite an abundance of data and content, most decision makers act without the right information and insight Organizations that connect people with trusted, relevant information and leverage Business Analytics are able to confidently predict, plan and act to optimize business outcomes LOB and IT leaders can optimize business outcomes by working together to: Master Their Information Plan an Information Strategy Apply Business Analytics …toensure it is accurate, relevant and governed …to align with their business strategy …to anticipate and shape business outcomes Page 38 Services Business Analytics Software and Solutions Information Management Software, Services and Solutions

  39. Research shows us where partners have been most successful at selling BA and IM offerings together When Business Partners expand their skills and solutions across multiple software product groups, they can achieve incremental incentives and benefits For example, IBM’s Solution Accelerator Incentive (SAI) is designed to reward Business Partners for cross selling eligible IBM hardware and software solutions. Business Partners that leverage SAI can earn additional discounts above the baseline incentive on selected cross-sell solutions. Several new solutions have been added to support Information Management and Business Analytics opportunities Source: If applicable, describe source origin 39

  40. You have the potential to increase your revenue by four times Results show that Business Partners that expand their capabilities and sell both Information Management and Business Analytics software have the potential to increase their revenue opportunity by four times, compared to Business Partners that sell exclusively within one product area 40

  41. BA and IM growth opportunities at a glance Source: If applicable, describe source origin 41

  42. Agenda Moving to a capability conversation delivers a competitive advantage Expanding across the Business Analytics portfolio is good for business Leveraging the natural affinity between Business Analytics and Information Management solutions can deliver 4x more revenue Combining Business Analytics with Industry Solutions and ICS creates a Smarter Workforce and helps deliver an exceptional customer experience Source: If applicable, describe source origin 42

  43. Unlock business analytics opportunities to grow your business and address new audiences • $6.7B solution opportunity • Industry Solutions at play here with Business Analytics • Attract, motivate and empower your workforce Smarter Workforce • $6.7B solution opportunity • Industry Solutions and ICS at play here with Business Analytics • Increase levels of customer care and satisfaction • Increase revenue driven by key influencers • Capture and act on expanded customer data Create an exceptional customer experience

  44. IBM software capabilities transform the organization for business advantage

  45. In a smarter workforce, leaders and employees transform the organization for business advantage Motivate Inspire your workforce to make a difference and cultivate creative leaders and improve performance People-focused businesses generated 26% more revenue per employee, had 40% lower turnover rates3 Attract Identify, attract and recruit the top talent and integrate them to your culture 65% of global companies are having problems finding employees with the skills they need1 Empower Enable people to hit the ground running in new roles and to continually share and develop their skills so that they can make the greatest impact to the business 41% of GenY say social media in the workplace is important to them2 Source 1: Towers Watson; Source3: Pew Internet & American Life Project; Source 2: Prescient Digital; Source 3: Bersin Report The Science of Fit

  46. Use analytics to understand your customers and deliver an exceptional customer experience to them Churn Prediction Retain A strategic customer retention strategy not only detects customers that may churn, but delivers targeted offers to those customer to make them stay. When done well, organizations are able to enhance loyalty by turning satisfied customers into advocates Grow Successful organizations focus on growing customer lifetime value by delivering targeted cross-sell and up-sell offers to grow not only revenue, but also to deepen customer relationships with personalized offers. Up sell/Cross-sell Analysis Customer Loyalty Social Analytics Price Optimization Data & Text Mining Statistical Analysis Attract Attracting valuable customers requires uncovering patterns and trends in their behavior and then targeting those with similar attributes. Organizations can run more efficient and cost-effective marketing campaigns, avoid saturation, reduce marketing costs, and achieve an overall higher ROI. Capabilities Sentiment Analysis Real-time Decisions

  47. Take the following steps to develop your 2013 growth strategy Look at the ‘Information into Insights’ capabilities in the context of your business model Identify your expansion options and the products you want to learn more about Contact the Channel Sales Manager in your region to discuss an enablement plan http://ibm.com/pwsmartanalytics 47

  48. Thank you! 48

  49. IBM BUSINESS ANALYTICS TOP SALES PERFORMANCE 2012 AWARD

  50. Finalistas – Top 5

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