ibm collaboration solutions/lotus business partner guide value propositions

© 2012 IBM Corporation

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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.11

IBM Collaboration Solutions/LotusBusiness Partner GuideValue Propositions




Source:: IBM Analysis. Note: Solutions are the highest growth areas driven by analytic capabilities Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

The Social Business market opportunity is growing to a $99B business in 2015

Opportunity($B)

$99B

2012 2015

Market Opportunity




What does a Social Business look like to your Business Leaders?

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Market opportunity

Customer Care and Insight

Workforce Optimization

Product and Service Innovation

Socially enabling business processes to improve and accelerate results across business functions

Improve the effectiveness of people by enabling the right talent and content to come together at the right times

Bring successful new products to market more quickly by understanding and aligning to customer needs

Build customer advocacy by understanding, reaching, attracting, and retaining more customers through online channels




Mobile Office1990s

Traditional Office1980s

Collaboration2000

Social Networking2004

Social Business2008 and beyond

IBM’s Journey to becoming a Social Business

400,000+ employeesin more than 200 countries

Just over 40% of employees have less than 5 years of service

Nearly 1/3rd of full-time employees work in a non-traditionaloffice setting

Market Opportunity

Source: HR Information Warehouse, December 2011 Report (only for the employee demographic information on the slide)



This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.

IBM Social Business Outcomes

Human Resources

IBM Human Resources utilizes social media for recruiting, employee education, sales training and leadership development. New hires are made part of a social group for 6-12 months so they can get up to speed more quickly network with other new hires and veteran IBM employees reducing on boarding time.

Global Collaboration and Development

More than 130 communities of IBM professionals around the globe are collaborating virtually. This has reduced the time it would have taken to complete projects by 30 percent, increased re-use of software assets by 50 percent, and cut component costs by 33 percent.

Social Selling

To gain insight, IBM’s social sellers use social media monitoring applications to feed information about clients, prospects and competitors directly to their desktops. Social intelligence provides an efficient way of identifying what matters when sales connections are made.

Market Opportunity

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This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.

IBM Leadership in Social Business

IDCRanked IBM first in Worldwide Social

Platform for 2010 and 2011 Vendor Shares1

IBM is a leader in The Forrester Wave™ on Enterprise Social Platforms, and The Forrester Wave™ Mobile Collaboration,

Q3 20112

Market Opportunity

Forrester Research, Inc.

GartnerIBM is in the leader quadrant in the Gartner

Magic Quadrant for Social Software in the Workplace, August 20113

“IBM Brings Its Clout To Social Software” - Forbes, June 28, 2011 Jun 28, 2011

“Social Business: The Fifth Era of Business Transformation from IBM” - CMS Wire, Sep 7, 2011

“Move Over Facebook, IBM Goes Social for Business” - eWeek.com, Feb 2, 2011

“IBM introduces real time social networking tool for enterprises”– Computer Business Review, Jun 22, 20111Source: IDC: Worldwide Social Platform 2010 Vendor Shares, Doc# #223817, June 2010

and Worldwide Social Platform 2011 Vendor Shares, Doc # #228808, June 20112Source: The Forrester Wave™: Enterprise Social Platforms, Q3 2011 and The Forrester Wave™: Mobile Collaboration, Q3 2011 3Source: Gartner Magic Quadrant for Social Software in the Workplace, August 2011

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Product/Solution Portfolio Overview – ICS/Lotus

Social Collaboration Social business applications Real-time collaboration Mobile collaboration Office productivity suites and

Web editors

Web Experience Customer Web experience Employee Web experience Electronic Forms

Unified Communications Unified communications

Social Business Application Development Collaboration application development platforms Mashups

Portfolio overview




Social Business reaches out beyond ICS/Lotus

Tivoli Security Enterprise Information

Gateway

Smarter Commerce Customer Awareness &

Analytics Social Media Marketing

Business Analytics Business Intelligence Predictive Analytics

(SPSS)

Enterprise Content Management Social Content Management Content Analytics

Portfolio overview




Why Sell/Value Propositions – ICS/LotusValue Propositions

IBM is the leader in Social Software for business

Industry-leading product margins! IBM offers up to 40% Margins across Identify, Sell &

Fulfill cycles Up to 20% additional margin for competitive

displacements Incremental margin for Capability Authorizations (Cloud

& Social Business)

Large services potential (~2X product)

Opportunity to increase strategic influence as social gets infused into more business processes

IBM sales & marketing resources aligned to help you sell and market

Rich enablement options to help you rapidly build skills

PLUS more ....as you gain skills and success Social Business certification, executive sponsorship,

lab advocate, etc.




Business Partner Reference – ICS/Lotus

Reference

Customer: Manufacturer with operations in many countries and consumers across the globe

Solution Lotus Connections 3.0 integrated with the existing

business SAP processes and DB2 tools Custom widgets

Benefits to the customer Drive innovation Connect people across 17 countries Simplify processes with templates

Value provided by Sogeti TeamPark methodology Lotus Connections assets Service center specialized in Lotus Software

Revenue for Sogeti = ~1 M$




Business Partner Profile – ICS/LotusPartner Profile

Business Partner TypesSoftware-related IBM Business Partners

Traditional Reseller, Consultants and System Integrators (SIs) and Independent Software Vendors (ISVs) and Developers

ECM, Cognos, Coremetrics & WebSphere BPs to expand scope with IBM social capabilities

NEW Digital / Interactive Agencies

Note: Partner business models, especially outside the US, are blended. They may behave differently in individual transactions, to accommodate their client and own business models/needs.

Ideal Partner Profile

Mature Business Model (Sales, Mktg) Generate demand, progress and close

deals Track record of client references Drives business independent of IBM Well thought out annual demand

generation plan

Aligned well with IBM Sub-contracting relationship with ISSL Work collaboratively with IBM Field Sales NEW – Digital / Interactive agencies

Skills / Industry Expertise Analytics / Marketing automation Portal, and Smarter Commerce Web design, Web platform and apps. Mobile, Content Management – Rich media and digital asset mgmt Retail, Healthcare, Manufacturing Finance and Insurance




5 Quick Steps to Get Started

Visit the ICS/Lotus PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

Complete your ICS/Lotus 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 ICS/Lotus through Training & Certification.

Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

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Resources

Join PartnerWorld to become an IBM Business Partner, then…

ibm collaboration solutions/lotus business partner guide value propositions

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