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2015 IBM Roadmap ***Update*** Business Analytics & Channels the Place to Be!

Business Analytics Business Partner Rally 2013 Update May 6, 2013 Rohan Persaud Channels Executive, Business Analytics Growth Markets, IBM Software Group. Smarter Planet. Business Analytics and Optimization (BAO). Growth Markets. 10% CAGR. Cloud and Next Generation Data Center. 2009. 2015.

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2015 IBM Roadmap ***Update*** Business Analytics & Channels the Place to Be!

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  1. Business AnalyticsBusiness Partner Rally 2013 UpdateMay 6, 2013Rohan PersaudChannels Executive, Business AnalyticsGrowth Markets, IBM Software Group

  2. Smarter Planet Business Analytics and Optimization(BAO) Growth Markets 10% CAGR Cloud and Next Generation Data Center 2009 2015 IBM Growth Initiatives IBM BAO Revenue(includes software,hardware and services) 2015 IBM Roadmap ***Update***Business Analytics & Channels the Place to Be! 50% WW IBM Software Group License Revenue from Business Partners Opportunity! GMU > 70% ! Source: IBM Investor Relations, May 2010; $16B refers to cross-IBM revenue including Software, Services and Systems. 2

  3. What’s so important about us? • Scale of GMU!! • •147 Countries with 5000~7500 Languages, • 70% of the World Population is in GMU • •There are 24 standard time zones plus up to 16 mini-time zones • •Various degrees of customer analytical maturity • •Technology preferences are not always the same as Major Markets General Statistics: •GMU Market growth est. 5.0% and 2013 6.7% •2012-15 GDP Growth: GMU 64%, Major 36% •By 2020, Emerging Asia, which will hold 25% of global consumer spending •443 cities in the GMU will generate 47% of the global GDP growth between 2010 to 2025. 250 cities in GCG will account for the greatest share (28%) of WW GDP growth •An estimated 60 per cent of global banking revenue growth over the next decade will lie in Emerging markets..... Geographic Market Opportunity

  4. 2012 BA GMU Channel Results Highlights • 2012 BA Product Launches • Q1 • TM1 10.1 • Cognos Insight 10.1 • Decision Management 6.2 • Clarity CPM 7.2.1 Q2 • Decision Management 7 • Modeler 15 • C&D Services 5 • OpenPages 6.1 • FSR 6.6.1 • Controller 10.1 • Express 10.1 Q3 • Statistics 21 • Business Intelligence 10.2 • Cognos Insight 10.2 • TM1 10.1 RP1 Q4 • Open Pages 6.2 • BI Pattern • Analytic Answers • IBM Cognos Disclosure Management (Geva 1) • 9,000+ transactions • 530 Active VARS/BPs in GMU • 20% responsible for 80% of revenue • BA accounts for 30% of IBM’s all “You Pass We Pay” certification program. • 11,500 certifications with partners, up 25% yty • Lead Passing (since Nov. 2011) • ~ 3500 leads passed • Won 11% for $9.5M ave. deal $25k • 8% of revenue GMU up $15M, 22% yty, • GB 23% yty, 106% of plan • ASL 200%+yty, 200%+ of plan • Stream 45% yty, 130% of plan • Overall % of business • Cognos –> 51% • SPSS –> 47% • Risk-> 1% • Clarity ->1% • SPSS 75% yty growth • Q4 99% of plan ~$32M!! • (equivalent to entire AP channels in 2011) • Executed well on sales plays/ownership

  5. What does this mean? = Opportunity for Partners in GMU • GMU has outperformed the major markets two years running on: • Absolute $$ • YTY Growth • % contribution to WW Channels First ever $5M+ license BP!! Several $2M+ Partners Ave sales = $7k Changed the conversation from programs to potential to profitability

  6. BA GMU Channels Strategy for 2013 – Drive to $100M What are we not selling? Where are we not selling? Assumptions- flat headcount/ 24% yty growth/ no upward plan revisions mid qtr / current acquisitions Launch New Revenue Streams • Solutions Driven Business • BA Capability Authorization/ ASL (Academic + Commercial) / Vertical-led Solutions • Leverage New Product Availability • On premise Sales Performance Management/ Social Media Analytics/ Others • Acquisition Activation • SPSS Enterprise Portfolio/ Risk Capability Build / CDM • Cross Brand Teaming Synergy • Platform/Solution partnering between Brands/STG • Geo-expansion coverage and sustainable MM GTM • Partner with BPLT team • Engage Local SI’s – Invest in a long term strategic play • Address Local Market Opportunities - • Address Sector/Industry Gaps….ie Discrete manufacturing Reinforce Partner Foundation Infrastructure • Hi-Performing BPs – Maintain Focus and Protect Revenue/ Reduce dependency • Hi- Potential BPs - Recruit and Enable- nurture increased commitment • Hi-Volume BPs – VAD Managed / Low touch • Key - >Partner planning, profitability, self sufficiency Hyper Growth Pipeline Generation • Extensive pipeline coverage build by all GMTs in every Qtr for all Pillars • Leverage existing programs but **get innovative, be creative** Everyone a Sales Owner • Shelf ‘Business as Usual’ – “What’s your game changer?” Re-energize your channel, exude confidence, build the groundswell Work with GMU BI/AA & GMU PM Sales leads to craft appropriate GMT sales plays Profitability Self Sufficiency If we aren’t creating new opps; our competitors are! Challenge the status quo

  7. What Differentiates a High Performing Partner? From pipeline to reference! Licenses oriented; services capable More synergy than reliance on IBM Self Sufficiency Solving business pain Creating reusable assets Leveraging ASL/ BA Capability Programs Solutions Players Investment Savvy- direction, portfolio, commitment No afraid to challenge the status quo to match at hand opportunity Consistency

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