®

IBM Software Group

© 2006 IBM Corporation

SUPERSIZE Your 2007 Forms SUPERSIZE Your 2007 Forms Opportunities with Lotus Expeditor and Opportunities with Lotus Expeditor and Lotus Mobile Connect!Lotus Mobile Connect!

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What do the following IBM deals have in common?

BJ Services Alltel GAP

Question:

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Answer:

IBM Forms business case and deal size increased with Lotus Expeditor and

Lotus Mobile Connect!

BJ Services: $250K: offline forms based application for logistics Alltel: $250K: offline forms for field service technicians GAP: $250K: offline audit forms

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Offline Forms play

Products Involved

Helpful information

Call to action

Agenda

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Sales play: Offline Forms

Value proposition Accelerate business processes through more flexible forms – anytime, anywhere

Example Verticals Government, Insurance, Retail, Banking, Financial Markets…..

Customer requirement Create, edit, submit forms offline Integrate forms with business processes Use forms in composite apps Create complex forms that require multiple sittings

Products used Lotus Forms: For Pixel perfect forms Lotus Expeditor: For automated submission of offline forms and

inclusion of e-forms in composite applications Lotus Mobile Connect: For security-rich connectivity

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Example scenarios in Government – Social Services & Social Security

Sweet Spot

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Sweet Spot

Source for Insurance Info: Insurance Industry LOB SOA Presentation

Example scenarios in Insurance - Claims, Sales & Customer Service, Policy Administration

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Sweet Spot

Source: Scenarios from Banking Industry LOB SOA Presentation

Example Scenarios in Banking - Front Office, Customer Relationship

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Customer: Gap

Audit forms submitted offline and then synchronized with enterprise information systems

Expeditor deal size: $100K

Internal Only

Use Case: Compliance with Manufacturing Policy1. Compliance officer starts day by synchronizing forms

and data from server to laptop / tablet2. Visits manufacturing plant (Offline Access)3. Fills out forms on laptop / tablet: Stores locally4. Synchronizes at the end of the day

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Available regardless of connection End users can create, save and edit eForms locally, even

with unreliable or unavailable networks

Participate in composite apps Seamless “integration-at-the-glass” with web, rich, and/or

native applications.

Managed via existing enterprise systems Exploit existing enterprise systems such as relational

databases, Domino or host systems to manage eForms - synchronously or asynchronously

Integrate with IT processes Extract important IT data from eForms for integration into

automated processes

Forms + Expeditor = More

Markup based Forms

Pixel perfect paper replacement

Forms

Digital signatures Forms

Composition Expeditor

Disconnection Expeditor

Managed Expeditor

Integration Expeditor

eForm

Play enabled by Forms + Expeditor Integration

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Offline Forms play

Products Involved

Helpful information

Call to action

Agenda

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Enterprise Access Products in the Play

Lotus Expeditor *• Server-managed client platform for semi-connected apps

urole-based

SOA Based

Processdriven

in contextservices

Lotus Mobile Connect **• Mobile VPN for secure roaming and access

* Lotus Expeditor: new name for WebSphere Everyplace Deployment, (Nov ’06 release). ** Lotus Mobile Connect: new name for WebSphere Everyplace Connection Manager, (Nov ’06 release)

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Forms + Lotus Expeditor + Lotus Mobile Connect = Bigger Market Opportunity, Larger Deal Size

$M 2005 2006 2007 2008 2009 CAGR

Forms 361 422 479 539 602 13.6%

Mobile Middleware 682.4 862.3 1,043.1 1,219.7 1389.8 21%

More Customers, Bigger Deal Size

Market Opportunity

IBM is one of the only 2 vendors with positive rating from

Gartner in this market

Deal sizes increase by 70%

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IBM Lotus Expeditor IBM’s strategic server-managed client platform infrastructure

Open standards-based alternative to Microsoft .NET client and Visual Basic Client integration platform for laptops, desktops, kiosks and mobile

Extends composite applications (Portal, Forms, etc) Aggregates a variety of application types in a single client view (eg Portlets,

Microsoft ActiveX, Host terminal apps, Native, Windows, Swing and others) Provides anytime/anywhere access in semi-connected environment Strategic to WPLC as standalone product and as the foundation for:

Lotus Sametime 7.5, Lotus Notes 8 … and more!

Rich Client

Mobile Clients Composite Apps

Managed Eclipse / Web-

app based client

ERPCRM

Customer ServiceCollaboration

Inventory, LogisticsSupply Chain

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Lotus Expeditor: End to end Server Managed Client

Semi-ConnectedSupport

IT Data CenterDesktops, Laptops, Kiosk’s, PDA’s* …

Back- End Services

to

SOA Managed

Client

ExpeditorServer

Expeditor Client

SOA Managed Client Platform

~

Operates Connected or

Offline

* Portal Administered Client not available on PDAs

PORTAL

SERVER

/

APP

SERVER

Think: “Replication”

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Browser

Portlet Factory

Lotus Mobile Connect

Secure Connectivity

User authentication

Data encryption

SecureVPNs

Optimized access

IBM’s security-rich mobile VPN Seamless cross-network roaming

Secure wireless & wire line roaming to over 40+ networks Proven ROI - least cost routing & data optimization

Security-rich end-to-end connection to corporate intranets Strong authentication and support for RSA Secure ID End-to-end encryption- DES, Triple DES, RC5 and AES FIPS 140-2 certification

Scalable and Reliable Supports gateway clustering, and can distribute across

multiple sites

Used Worldwide today by IBM mobile workers!!

Sametime

Sametime

Notes “Hannover”

Expeditor

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Lotus Mobile Connect: Security-rich Mobile VPN (Virtual Private Network)

IT Data CenterDesktops, Laptops, Kiosk’s, PDA’s* …

Back- End Services

to

Mobile Connect Clients

Mobile Connect Client

Mobile Connect Clients

PORTAL

SERVER

/

APP

SERVER

Mobile Connect Server

Security-rich VPN

Firewall

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Competitive Differentiation vs. Microsoft .NET

Expeditor More sophisticated composite apps -> More responsiveness

Aggregate a variety of sources (ActiveX, Swing, Eclipse SWT, Host Access and others..)

Based upon open standards -> No vendor lock in plus reuse of developer skills

Support variety of platforms (Linux, Windows, Windows Mobile etc) –> More flexible

Apps portable between platforms and backward compatible -> Lower maintenance and support cost

Mobile Connect World class encryption (FIPS 140-2 certification) Seamless Roaming

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Offline Portal play

Products Involved

Helpful information

Call to action

Agenda

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Lotus Expeditor Enterprise Server 6.1 Server Part # D59R7LL: $600 (VUE) = $60,000 per processor Provisioning Server / Middleware Gateway No Limitation # clients / server (1000:1 Recommended) No client licenses includes

Lotus Expeditor Starter Server 6.1 Server Part # D59MELL: $30 (VUE) = $3000 per processor Provisioning Server / Middleware Gateway Limitation of 25 authorized users accessing the server

Lotus Expeditor Client Part # D59MILL: $98.75 per authorized user Client Code Runs on Desktop, Laptop, Tablet Includes Toolkit Includes Device Runtime Environment

Lotus Expeditor 6.1 Packaging / Pricing

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Lotus Mobile Connect Server 6.1 Server Part # D59QKLL $50 (VU) = $5,000 per processor Connection Manager Gateway No Limitation on # of clients / server (1000:1 Recommended with no usage data)

Lotus Mobile Connect Client Part # D59QLLL $85 per authorized user

Client Code runs on Desktop, Laptop, Tablet, Mobile devices

Lotus Mobile Connect 6.1 Packaging / Pricing

VU= Value Unit

Authorized User: An authorized user is one and only one individual (named or unnamed) within or outside your enterprise

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Lotus Expeditor Helpful Resources

Fast and easy overview Product Page Sales Talk

Features and benefits Sales and Marketing Kit

Pitch to prospects Offline Portal Customer Pr

esentation Offline Forms Customer Pr

esentation Mobile Access Customer P

resentation

Customer education tools Webcast Press Release

Current collateral for sales call Product Page Data Sheet Offline Portal Mobile and Enterprise Acc

ess Whitepaper Competitive resource

Competitive Information

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Lotus Mobile Connect Helpful Resources

Fast and easy overview Product Page Sales Talk

Features and benefits Sales and Marketing Kit

Pitch to prospects Mobile Access Customer P

resentation Offline Portal Customer Pr

esentation Offline Forms Customer Pr

esentation

Customer education tools Video Webcast

Current collateral for sales call Product Page Data Sheet Sametime + Mobile Connect

Flyer Offline Portal Flyer Mobile and Enterprise Access

Whitepaper

Competitive resource Advantage over traditional

VPN

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Sales and FTSS resources

Expeditor / Mobile Connect Sales FTSS

WW Lisa Blalock/Austin/IBM David Dutcher/Austin/IBM

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Offline Portal play

Products Involved

Helpful information

Call to action

Agenda

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Look at your Q4 pipeline for Forms Sweet spots include Government, Insurance, Retail, Banking, Financial Markets Deal sizes increase by 70%

Ask the following questions Do you have multiple branches, creating and accessing forms that need to be submitted to

and integrated with centralized data center? Would you like to increase the response times and as a result end user productivity while

creating and accessing forms? Do your employees need to operate in disconnected or poorly connected environment? Do your employees need mobile access to forms?

… and SUPERSIZE Your 2007 Forms Opportunities with Lotus Expeditor and Lotus Mobile Connect

Call to Action

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