Industry Solutions Overview of Industry Solutions Melinda Matthews © 2013 IBM Corporation.
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Industry Solutions
Overview of Industry Solutions
Melinda Matthews
© 2013 IBM Corporation
2
Agenda
Industry Solutions Overview• Smarter Cities
• Smarter Content
• Smarter Commerce
Security
3
Where do we fit?
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Industry Solutions Umbrella
Building and delivering solutions to new markets and new buyers
Line of Business Leaders
Industry Solutions Integrated by Design
Big Data & Analytics
Mobile Social Cloud
Smarter Commerce
Smarter Workforce
Smarter Cities
Client-Driven Capabilities and
Platforms
CMO CPO CIOCFOCHRO CRO Mayors
Market-Leading Capabilities
Expert Integrated System
Predictive Cognitive
Smarter Analytics
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IBM Smarter Cities
Acceleration on the Road to Smarter Cities
Cities are under increasing pressure
Leaders Deliver
CitizensDemand
Lifestyle,Health
Economic Vitality,Education
Water,Energy, RoadsSafety
ProsperityOpportunityConvenienceSecurity
Under Increasing
PressureComplexity
GrowthIncreased
Threats Aging
InfrastructureDeclining Budgets
Fast Paced IT
LandscapeSocialCloud MobileBig Data &
Analytics
EnergyGovernment HealthcarePublic Safety Transportation Water
Planning and ManagementDesign and implement a city plan to realize full potential for citizens and businesses; while efficiently running daily operations
InfrastructureDeliver efficient fundamental city services that make a city desirable for citizens
HumanProvide effective services that support the economic, social and health needs of citizens
Leaders are innovating across services to create strong differentiating identities that attract citizens and businesses
Enables leaders to better serve citizens and businesses in a rapidly
changing world
Leveraging information to make better decisions
Anticipating problems to resolve them proactively
Coordinating resources and processes to operate effectively
Helping to drive economic prosperity and community vitality
InfrastructureHuman
Planning and Management
We understand the unique needs of buyers across the city and have an expansive solution portfolio
Solutions
Business Partner Solutions
Smarter City Operations
Consulting and Services, Advanced Research, Workload Optimized Systems and Flexible Delivery Models, IGF
City Planning and operations insight
Law enforcement and public safety
Building management
Planning and Management Infrastructure Human
Transportation management
Water management
Utility Network management
Asset Management
Smarter Social Programs
Smarter Care
Educational outcomes
• City Mayor and Deputy Mayor• COO, CFO and CIO• City Manager• Police / Security Agency Command
Staff • Fraud Investigators (Banking & Ins)
• Head of Social Programs• NGO Leaders• Minister of Health, Regional and
Local Health Authorities• Chief Medical Officer• HC Payers and Providers
• Public & Private Energy Utility CIO • Department of Water Executive Public/Private• Transit Ops. & Planning Manager Public/Private• Director of Regional Transport Authority• Ministry of Conservation• VP of Facilities Operations
A portfolio grounded in analytics and marketing leading capabilities
Line of Business Leaders
Industry Solutions Integrated by Design
Big Data & Analytics
Mobile Social Cloud
Smarter Cities
City-specific Capabilities, Systems, and Services
Ministerof Health
Chief of Police
Mayor
Market-leading Capabilities Business Partner Solutions
Retrospective Real-time Predictive
Head of Public Works
Utility GM Head of Social Programs
City Planner
Expert Integrated / Workload Optimized Systems
Consulting and Services, Advanced Research, IGF
Leadership position
Analysts declare IBM Smarter Cities market leadership
“The breadth and depth of capability in software and services is
probably unmatched in the market.”
IBM brings all the pieces of the Smart City puzzle together
“IBM’s continued investment in R&D, products, and city engagements has allowed it to maintain its
leadership position despite the growing number of heavyweight competitors.”
Ranked #1 among Smart City suppliers
Unmatched capabilities
“IBM leads the way with integrated solutions combining state-of-the-art hardware,
software and services.”IBM is the next “game changer” in
Smart Cities business
Game changer
$1.565 trillionmarket opportunity by 2020*
Double digit growth (CAGR)3X the traditional IT opportunity
HUGE opportunity and growth in Smarter Cities
*Source: Frost & Sullivan Mega Trends: Strategic Opportunity Analysis of the Global Smart City Market (Aug 2013)
IBM Business Partners are essential in delivering capabilities to help leaders create Smarter Cities and achieve desired outcomes
What’s in it for YOU?
• Rock-solid Solutions bundled into 1 Partner Number
• Developed through over 2500 customer engagements
• Expands opportunities with existing clients• Land and Expand – get one use case deployed,
sell more• Leverage Your Existing Skill Base (upsell synergist
solutions) • Expand relationships from IT to Line of Business• Public and private sector opportunities – not just a
“cities”• New solutions being added every quarter • Services at least 3:1 to software• Make money on opportunity identification & resell• Make money on services • Vast untapped market• An IBM direct sales team very interested in
engaging with those who have industry expertise.
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Getting started as a Business Partner with
Bookmark and visit the Smarter Cities Page in PartnerWorld (don’t miss: sales kits & webinar replays)
Sign-up for Monthly Business Partner Enablement Call Click Here for Intelligent OperationsClick Here for i2
Review on-demand classes in PartnerWorld University Sales & Finance CollegeSoftware College
This page assumes you have already completed your Sales Mastery Certifications and are eligible to resell IBM Smarter Cities Software
Learn how to whiteboard the Smarter Cities story
Smarter Cities
Review success stories on the IBM Smarter Cities YouTube Channel
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IBM Smarter Content
Unique value propositions and differentiators from IBM ECM
Harness the value of content, for New Insights & Better Outcomes
CAPTURE ACTIVATE SOCIALIZE ANALYZE GOVERN
Capture Activate Socialize Analyze Govern
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Leader in 17 Magic Quadrants & Waves
Cross Channel Campaign Management MQ
Marketing Resource Management MQ
Telecom Expense Management MQ
Multi-Channel Campaign Mgmt MQ
SOA & Application Integration MQ
CRM Lead Mgmt MQ IDC Strategy: Smart
Cities Business Process
Management MQ
B2C Commerce Suite Wave
Capture Wave Enterprise Content
Management MQ Interactive Marketing
Services MQ Customer Analytics Wave Integrated Marketing
Management MQ Gartner -Patient Care and
Insights Review Enterprise Information
Archiving MQ Victory Index for Text
Analytics
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Strong market growth across all categories
20122015
122015
$11.5B
$14.4B
• Search & Analytics
• Information Lifecycle Gov.
• Case Management
• Content Management
Total ECM Market Growth
Source: IBM Market Insights
2012
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IBM is in the leadBeating the competition and leading in the industry
IBM ahead in both growth and market share
Source: IDC, ECM Market Share, April 30, 2013Source: Gartner, ECM Market Share, April 30, 2013
Gartner: 2012 IDC: 2012
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Fin Mkts
Top industries in the ECM market Banking, insurance and telecom have the largest opportunity Telecom, life sciences, and health provider have the largest growth
Source: IBM Market Insights
Size of bubble reflects change in opportunity from 2012 to 2015GROWTH
Banking
TelecomInsurance
Life Sci
Utilities Health Provider
PetrolChemHealth Payor
Transport
Govt
Retail
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New world of opportunities Buyer behavior shifting from technology to solutions
Defined by Technology
• Content Management• Records Management• Business Process Management• SharePoint• Capture• Taxonomies and Metadata
Content viewed through prism of technologies
IT Buyers
Content viewed through prism of solution applications
LOB Buyers
Old World
New World
Source: Adopted from 2013 AIIM project on ECM Market dynamics. AIIM.org22
Defined by Use Cases/Solutions
• Case Management Solutions• Compliance Solutions• Process and Workflow Solutions• Marketing Management Solutions• Publishing Solutions• Employee Productivity Solutions• Resource Management Solutions
Multiply the value of content
Multiply the value of content
It is economically advantageous to use the content LOB can now access to transform
the way they serve clients and run the business—but most aren’t doing so
Reduce the cost and risk
It has become economically irrational to keep unnecessary information—and IT-only strategies for dealing with rising cost and volume are not sufficient
BUSINESS VALUE
COST & RISK
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Multiple opportunities for
• Advanced Customer Service Resolution
• Advanced Property Tax Management
• Agency and Customer Service
• Bid Management for Logistics and Transportation Services
• Claims Optimization• Benefits Adjudication and
Exception Management• Complex Loan Origination
and Processing• Coordinated Patient Care*• Engineering and Technical
Document Publishing
• Fraud Investigation*• Incident Management• Judicial Case Management• New Banking Regulation• Supplier Content and
Communication• Underwriting Optimization
BANKING ENERGY GOVERN HEALTH INSURANCE MANUFACTURING RETAIL
repeatable Solution Development
* IBM developed solutions24
VP of Security or Fraud
Chief Medical Officer
New Buyers
Year two of Solution focus that is driving Smarter Content transformation
General Counsel
ECM Business Transformation
Balanced ECM BusinessTransformation
Bring Forward Install Base
Accelerate Smarter
Content Solutions
Traditional Buyers
CIO, Imaging, ECM Platforms
++
Harnessing new insights from unstructured data to create differentiating value
Balanced ECM BusinessTransformation
CAPTURE ACTIVATE
SOCIALIZE ANALYZE GOVERN
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Committed to ECM Business PartnersSolution DevelopmentAccelerate to Value (A2V)
A2 V BENEFITS
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Development
Enablement
Sales
Marketing
A2V provides additional benefits that support core disciplines of your business:
• Receive early & ongoing access to product training
• Collaborate on solution requirements and use cases
• Provide feedback on pre-release products including APIs and user interfaces
• Strategy session at the Briefing Center with the ECM sales and technical sales leadership teams
• Content in Motion UserNet Speaking Slot (2013)
• Information On Demand priority submission for speaking slot (2013)
• Press opportunity showcasing vetted solution with a customer
• Social media exposure via IBM marketing
• Plus more!
Industry Solutions Catalog
What’s In It for YOU?
• Leader in 17 Magic Quadrants & Waves
• Top industries in the ECM marketo Banking, insurance and telecom have the
largest opportunityo Telecom, life science, and health provider
have the largest growth
• Improve your Smarter Content skills and market insight
• Engage with our IBM team to formulate your solutions strategy
• Build high-value solutions for stronger revenue growth
Harness the value of content, for New Insights & Better Outcomes
ACTIVATE ANALYZE GOVERNSOCIALIZECAPTURE
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Getting started as a Business Partner with
Bookmark and visit the ECM Page in PartnerWorld (don’t miss: sales kits & webinar replays)
Gain Access to the Learner Portal
The IBM ECM Accelerate to Value (A2V) Benefits Package for Business Partners is a new initiative that rewards those who have invested in developing specific ECM product skills,
Enterprise Content Management
Replay the archived ECM sales webcasts
Access the Industry Solutions Virtual Sales Assistant onPartnerWorld for key sales enablement and resources
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Getting started as a Business Partner with Smarter Content
This page assumes you have already completed your Sales Mastery Certifications and are eligible to resell IBM Smarter Content Software
IBM Smarter Commerce
Your Customer in Context
Why should YOU care?!
IT’S NOT COMPLICATED!
$104 BILLION MARKET!
WE ARE ALL CUSTOMERS!
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customer Global businesses are striving to engage the empowered
…and to connect seamlessly with their ecosystem
31© 2013 IBM Corporation
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Smarter Commerce satisfies customers at the speed of life
BuyAdaptive
procurement and optimized supply chain
MarketTargeted and personalized
marketing across all channels
ServiceAnticipate
behavior and deliver flawless
customer service
Sell Seamless
cross-channel customer
experience
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And leverages Cloud and SaaS Solutions to deliver exceptional customer, partner experiences
45+SaaS applications6+ million
trade deals negotiated by 1,500 companies
14,000
pre-connected transportation carriers
300,000+ global trading entities connected
5.5 milliontransactions exchanged through B2B cloud daily 23,000
brands supported by digital marketing optimization>60,000 users
of digital marketing optimization sending 60 million emails each month
Over
180 millionTMS transactions annually
Nearly
$4 billionIn freight spend managed annually
B2B Cloud Services expanding into
34 countries
ServiceSellMarketBuy
VALUE CHAIN STRATEGY AND SERVICES
ILOG Supply ChainNetwork OptimizationTransportation Optimization
ILOG Supply ChainProduct Optimization Inventory Optimization
CUSTOMER INSIGHT SOLUTIONS
Cross-Channel SellingCustomer-centric Shopping
ExperienceB2C/B2B StorefrontsPrecision Marketing
IBM Case ManagerCase Design, Run-time,
AnalyticsCollaborationRules & Events
Spend Analysis Sourcing Contract Management Supplier Lifecycle Management Category Compliance Management
Telecom Expense Management Services Procurement
Price, Promotion, Product Mix Optimization
MerchandisingMarketing Analytics
Contract Management
Investing in and expanding Smarter Commerce to meet the needs of the market
Customer Experience Management
• Quantitative and Qualitative Web Analytics
Order ManagementConfiguration, Pricing, QuotingMulti-vendor catalogWarehouse ManagementTransportation ManagementSupply Chain VisibilityB2B Integration
Transportation ManagementSupply Chain VisibilityB2B IntegrationSupplier Portal Vendor Compliance
Delivery & service SchedulingReverse LogisticsResource Mgmt
Campaign MgmtMarketing execution PerformanceAnalysis
Analytics & ReportingSegmentationSearch Optimization
Service messagingNotifications
© 2012 IBM Corporation
ServiceSellMarketBuy
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Mobil Customer Engagement
Mobil Customer Engagement
The Market Opportunity – Worldwide
27%
12%
25%
36%
Source: IBM Market Analysis (GMV)
84% of total opportunity
• Banking (20%)• Telecommunications (12%)• Wholesale/CPG (12%)• Insurance (11%)• Retail (7%)• Media & Entertainment (7%)• Healthcare & Life Sciences (7%)• Electronics (5%) • Automotive (3%)
Client Size>1000 = 61%100 – 999 = 19%1 – 99 = 15%Non Business = 4%
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• The opportunity: $104B in 2013, growing at 14%, more than three times the IT CAGR
• The opportunity for integrated commerce solutions is growing even faster – 30% CAGR
• $20B Global Software opportunity, and 3x that in Services and Systems.
Service
Sell
Market
Buy
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Why Partner with IBM for Smarter Commerce?
Industry leading portfolio for Buy, Market, Sell and Service
Flexible, modular, open, integrated, optimized Real-time social, mobile and analytics
capabilities integrated throughout the solutions
Dedicated commerce consulting and systems integration practice with over a thousand experts
Innovation through IBM Research and patent leadership for 20 years
Over 2,000 of the world’s top brands rely on IBM to improve their business insight and execution
Download and use the Smarter Commerce Industry Narratives
Access the Industry Solutions Virtual Sales Assistant onPartnerWorld for key sales enablement and resources
Review and take appropriate on-demand classes in PartnerWorld University
To access the links on this page, you must be a member of PartnerWorld.
Learn how to whiteboard the Smarter Commerce story
Review success stories on the IBM Smarter CommerceYouTube Channel
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Getting started as a Business Partner with Smarter Commerce
Acknowledgements and Disclaimers
Availability. References in this presentation to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates.
The workshops, sessions and materials have been prepared by IBM or the session speakers and reflect their own views. They are provided for informational purposes only, and are neither intended to, nor shall have the effect of being, legal or other guidance or advice to any participant. While efforts were made to verify the completeness and accuracy of the information contained in this presentation, it is provided AS-IS without warranty of any kind, express or implied. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this presentation or any other materials. Nothing contained in this presentation is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software.
All customer examples described are presented as illustrations of how those customers have used IBM products and the results they may have achieved. Actual environmental costs and performance characteristics may vary by customer. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth or other results.
© Copyright IBM Corporation 2013. All rights reserved.
•U.S. Government Users Restricted Rights - Use, duplication or disclosure restricted by GSA ADP Schedule Contract with IBM Corp.
IBM, the IBM logo, ibm.com, and all Industry Solutions products are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or ™), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the Web at “Copyright and trademark information” at
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