ibm ceemea soa swat team © 2007 ibm corporation johannesburg, aug. 21, 2008 selling to the line of...
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IBM CEEMEA SOA SWAT Team
© 2007 IBM Corporation
Johannesburg, Aug. 21, 2008
Selling to the Line of Business: Industry specific SOA approaches
Unified Sales Process for SOA
Dr. Julius PETER
SOA Sales Executive, CEMAAS [email protected]
IBM CEEMEA SOA SWAT Team
2 Johannesburg, Aug. 21, 2008
Banking
High
Medium
Low
Banking and Insurance are likely first adopters for SOA, with Government and Telcos in the second wave
Insurance/Other Finace
Discrete Manufacturing
Process Manufacturing
Healthcare
Telecom/Media/Transport/Utilities
Retail/Wholesale
Business Services
Education
Government
Note: The ranking for “Standards” has been estimated through the adoption level of one of the following: WebSphere, .NET or Netweaver
W.Europe
Source: IDC SOA Survey 2007
IBM CEEMEA SOA SWAT Team
3 Johannesburg, Aug. 21, 2008
Driving Business Value with Service Orientation
Leading industry analysts indicate IT / consulting vendors have done a poor job of making SOA relevant to the business audience
IBM can rise above the clutter of SOA messaging by establishing a clear link between IBM's SOA offering and the buyer's business results
Market data supports this conclusion:
- LOBs are most responsible for defining business objectives of IT projects 40% of the time - 63% of respondents perceive SOAs as being business-driven rather than IT-driven (Cutter Benchmark Review,
Aug 2004). - SOA is about business change: it speeds business change, facilitates business connections, and enhances
business control (Forrester, March 2005). - In 67% of opportunities, middleware is purchased to support business projects with LOB and C-level execs (US
Industry Buyer Behavior, Oct 2004).
Combine the basic SOA message (architecture, tooling, runtime, skills) with industry specific business messages
Add in industry specific Assets , e.g. best-of-class
- Process models- Data Models- Service Definitions
And double your WIN Chances with your Clients!
IBM CEEMEA SOA SWAT Team
4 Johannesburg, Aug. 21, 2008
500+ Reusable Assets
Banking & Financial Markets
400+ Reusable Assets
Insurance
IBM SOA Business CatalogThe place to find your SOA assets
200+ Adapters 250+ Portlets Rational Patterns and Plug-ins SWG, GTS and GBS SOA Services
Cross Industry
www.ibm.com/soa/soabusinesscatalog
200+ Reusable Assets
Government
3665+ IBM &3665+ IBM &Partner AssetsPartner Assets
(Over 67% Partner (Over 67% Partner Assets)Assets)
IBM CEEMEA SOA SWAT Team
5 Johannesburg, Aug. 21, 2008
Industry ModelsPredefined SOA Data, Process, Service
Proven Industry value- 400 clients
Business structured Easily customized Standards compliant Integrated tooling Open platform
Industries Supported
- Banking, Financial Markets- Insurance, Healthcare Payers- Telecommunications - Retail
Business Analyst
Solution Architect
DataModeler
Process Modeler
Project Manager
Master Data Management
EnterpriseData Warehouse
BusinessIntelligence
Enterprise Applications
EntityAnalytics
Data Models
Process Models
Service Models
Service Oriented Architecture
Model Management
Model Lifecycle and Governance Methodology
Enable rapid cost-effective SOA solutions
IBM CEEMEA SOA SWAT Team
6 Johannesburg, Aug. 21, 2008
Industry Frameworks
Product Development Integration Framework
Service Provider Development Environment
Payments Framework for Financial Services
Information Integration Framework
Retail Integration Framework
Software Architecture for Energy & Utilities
Industry-specific extensions and accelerators that exploit key industry standards
Process and data models supporting key business area usage patterns, built on an SOA foundation
Offerings from IBM and its Business Partners to implement business processes that drive innovation
IBM Industry Frameworks = IBM Middleware + Industry-Specific Extensions + Industry Standards Support
IBM CEEMEA SOA SWAT Team
7 Johannesburg, Aug. 21, 2008
Driving differentiation by linking business with IT
Through an integrated business solutions portfolio
Strategic Business Drivers
Business Solutions
Industry Framework
SOAPlatform &
InfrastructureTechnology Platform
e.g. Tools, Runtime, Storage
Industry extensionse.g. (insert Banking example)
IBM & Partner IPe.g. (insert Banking example)
Client Requirements
An Industry Framework: A software platform with following attributes
Industry-specific extensions / standards Focused on industry-specific business
issues/usage patterns Supports an ecosystem of business partners Based on service-oriented architecture
A Solution: An offering that solves a client's business problem through a combination of
Defined intellectual property, technology frameworks, applications, tools and methodologies from IBM or Business Partners
Industry and subject matter expertise Global delivery model
IBM CEEMEA SOA SWAT Team
8 Johannesburg, Aug. 21, 2008
Industry Frameworks
Front Office Optimization
Risk & Compliance
Strategic Drivers
Respond to Changing Regulatory Requirements To Ensure Capital
Adequacy
Improve Risk Management to Ensure Regulatory Compliance & Operational
Controls
Drive Organic Growth to Deliver Increased Top Line Revenue
Payments Framework/ Fin Services (PFFS)
Banking Industry Solutions map
Back Office Operations
Modernize & Standardize Legacy Systems For Cost Containment & Increased Efficiency
• Customer Care & Insight
• Multi-channel Transformation
•Branch•Self Service•Contact Center•Channel Integration
Workforce Effectiveness
• Core Systems Transformation
• Lending• Credit Risk
Collections• Back Office
Integration• Payments
Financial Risk Management
Operational Risk Management
Governance and Compliance
Financial Management
• Business Performance Management
• Finance Transformation
• Business Risk Management Enterprise Risk Management
Enable organization to manage talent & maximize performance
Industry Solutions
Solution Offerings
Customer Care & Insight (CCI) Framework
• Workforce Performance
• Workforce Development
• Workforce Collaboration & Knowledge Management
• HR Strategy & Transformation
Infrastructure: servers, storage, communication networks & associated servicesInfrastructure
SOA Foundation
IBM CEEMEA SOA SWAT Team
9 Johannesburg, Aug. 21, 2008
Industry Framework
Customer Care & Insight Solution focus
Solution Offerings
Customer Care & Insight FrameworkCustomer Care & Insight Framework
Infrastructure: servers, storage, communication networks & associated servicesInfrastructure
Industry Extensions
Platform (key components)
Customer Care & Insight SolutionCustomer Care & Insight Solution
•Know Your Customer - Development Stage•Up Sell/Cross Sell - Concept Stage •Preferences - Concept Stage•Event Based Decisioning - Concept Stage•Disputes - Concept Stage
•Mapping and integration of WCC to IFW and IAA models•Cognos risk adjusted profitability blueprint•Extension of logical BDW and IIW models, physical models and mapping customer domain and data integration to BDW and IIW
• Customer Information Optimization• Insight Optimization• Customer Marketing Optimization
•Householding - Concept Stage•Dynamic Product Bundling - Concept Stage•Marketing Communications - Concept Stage•Case Management - Concept Stage•Campaign Management - Concept Stage
• InfoSphere Warehouse
• InfoSphere MDM Server
• Enterprise Content Mgmt.
• Information Server• IBM Cognos
• Business Services Fabric
• Process Server• Business Monitor• Application Server• Enterprise Service Bus
• Data Modeler• Software Architect
• Access Manager• Identity Manager
• Forms
• Customer Sales Optimization• Customer Service Optimization• Customer Compliance & Fraud Optimization
Information Mgmt. WebSphere Rational Tivoli Lotus
ISV EcosystemISV Ecosystem
IBM Assets
IBM CEEMEA SOA SWAT Team
10 Johannesburg, Aug. 21, 2008
Government - Defense Network Centric Operations (NCO) Solutions Map
IndustryIndustrySolutionsSolutions
Industry Industry FrameworkFramework
Business Transformation and
OperationsNCO Intelligence
Strategic Strategic DriversDrivers
Solution Solution OfferingsOfferings
Command and Control (C2)
NCO Logistics
Need to enable coalition operations, creating interoperability within and between country military organizations
Flat/declining near-term military budgets – but increased focus and spend on information management & net-centric capabilities
Clients struggle to overcome information systems that rely on stove-piped, custom-built applications ,tightly bound from the network up to the presentation layer.
Business process transformation increasingly seen as part of critical roadmap for operations optimization: military, peacekeeping, or humanitarian
• Business Transformation Consulting Financial Transformation
• Asset Management
• Human Capital Management
• Tactical Messaging Interoperability Hub (TMIH) - integration and exploitation of military messaging
• Distributed Information Services Hub (DISH) -analysis and interpretation of multi media information sources
• Decision Support Software Services
NCO Intelligence Business Services -producing actionable intelligence from structured & unstructured data.
Smart Surveillance
NCO Logistics Business Services - application of the best commercial technology & business practice to optimize end to end military logistics operations
ERP Services System Management
Services
Infrastructure: servers, storage, communication networks & associated servicesInfrastructureInfrastructure
Applying the concept of operations known as Network-centric Operations (NCO)
Government NCO Framework
SOA Foundation Accelerator (PG52)Collaboration (CCES) (PG52)
IBM CEEMEA SOA SWAT Team
11 Johannesburg, Aug. 21, 2008
IBM Network Centric Operations (NCO) Framework
Network Centric Operations FrameworkNetwork Centric Operations Framework
Infrastructure: servers, storage, communication networks & associated servicesInfrastructure
Industry ExtensionsIndustry Extensions
Key Components from SOA FoundationKey Components from SOA Foundation
Network Centric Operations SolutionNetwork Centric Operations Solution
• GS Method Work products• Tactical Data Link Multilink Engine Schema• IBM DLPS Adapter / MLE Schema• Tactical HMI for Handhelds• Joint Fires & Targeting Process Model• NATO NC3TA SWG Product Mapping
• IBM SOA Foundation Accelerator (SOAF-A)•Pre-Configured IBM SWG SOA Infrastructure Stack•Providing Core Enterprise Services
• Tactical Messaging Interoperability Hub (TMIH)•Data Link Interoperability
• Core Collaboration Enterprise Services (CCES)•Interoperability and Collaboration Tools
• DB2 Enterprise Edition• WebSphere Customer
Center**• Entity Analytics Solution **• Global Name Recognition **• IBM Information Server **• Cognos**• Filenet**
• Process Server• Business Monitor• Application Server• Enterprise Service Bus• Message Broker• DataPower• Registry and Repository• UDDI• Business Services Fabric
• Directory Server• Enterprise Portal• Monitoring• ITCAM for SOA• Netcool Ominbus• Identity Manager• Access Manager
• Sametime• Quickplace• WebSphere Portal Server
• Collaboration Center Portlets
• Virtual Operations Center (VOC)•Crisis Management and Planning Support
• Distributed Information Services Hub (DISH)•Complex Event Processing for Video Feeds
• NCO Center of Excellence - Helsinki, Finland•Partnership with Customers
Information Mgmt. WebSphere Tivoli Lotus
Partner EcosystemPartner Ecosystem
IBM Assets (Available Today or in progress)IBM Assets (Available Today or in progress)
• VMWare Images of Pre-Integrated SOA Foundation SW • Extensive NCO Wiki – at https://w3.webahead.ibm.com/w3ki2/display/NCO/Home
• Data Mappings for TDLXML (Tactical Data Link XML), Common Message Format (Ultra), Universal Shipborne Automatic Identification System (NMEA AIS), and USAF/MITRE Tactical Messaging Format
• WebSphere Real Time
Industry Solutions(GBS)
Industry Framework(SWG)
• RequisitePro• Systems Developer
• ClearCase• Asset Manager• Telelogic
Rational
IBM CEEMEA SOA SWAT Team
12 Johannesburg, Aug. 21, 2008
SOA for Industries on www.ibm.com
http://www-306.ibm.com/software/solutions/soa/index.html?S_TACT=107AG01W&S_CMP=campaign
IBM CEEMEA SOA SWAT Team
13 Johannesburg, Aug. 21, 2008
SOA for Industries on w3.ibm.com
http://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=XW&docID=O929859E94208P32
IBM CEEMEA SOA SWAT Team
14 Johannesburg, Aug. 21, 2008
Available Industry SOA Scenarios on W3 Aerospace and defense
- Product Lifecycle Management
Automotive
- Product Lifecycle Management- Dealer Collaboration- Manufacturing Productivity
Banking
- Core Banking Transformation - Mortgage Lending- Wholesale Payments- Multi-Channel Transformation - Open New Account
Chemical and petroleum
- Production Alert
Electronics
- Supply Chain Alert
Financial markets
- Trade Processing Management Scenario- Payments
Government
- Multichannel Access for Social Services and Social Security
- Public Safety and Security Rapid Response- eForms: Permits and Licensing
Healthcare and life sciences- Clinician Services Scenario- Benefits Enrollment Scenario- Claims Transformation Scenario- Solution for COmpliance in a Regulated Environment
Insurance- Claims Management- Life Policy- Channel Management
Media and Entertainment - Media Hub
Retail- Master Data Management- Open POS- Next Generation e-Commerce
Telecommunications- BSS/OSS Transformation Scenario - Next Generation services platform for telecommunications- Unified Services Creation Enviroment
IBM CEEMEA SOA SWAT Team
15 Johannesburg, Aug. 21, 2008
How to Win with SOA - the IBM SOA Unified Sales Process
A solution to a frequent SOA sales problem: SOA can be an overwhelming concept – so customers are often reluctant/unsure where to start
A cross IBM SOA sales approach which provides customer value and progresses customer opportunities to really getting the customer started
A method to leverage the power of a team IBM value proposition and effectively sell IBM products and services in support of the SOA paradigm
A pool of trained, qualified resources to assist your account team in driving business around SOA
IBM CEEMEA SOA SWAT Team
16 Johannesburg, Aug. 21, 2008
SOA Unified Sales Process – 3 Key Steps
IBM CEEMEA SOA SWAT Team
17 Johannesburg, Aug. 21, 2008
USP Step 3 – Selecting the Appropriate Workshop(s)