licensed materials – property of ibm corp. ibm lotus foundations start tech data sales enablement...
Post on 23-Dec-2015
217 Views
Preview:
TRANSCRIPT
Licensed Materials – Property of IBM Corp.
IBM Lotus Foundations StartTech Data Sales Enablement – August 27, 2008France Loubier – WW Channel Sales Executive
Sales Enablement Agenda
Welcome and introduction to IBM Lotus Foundations
Market Positioning
Partner & Customer
IBM SMB Announcement
Earlier this year IBM announced expansion of its SMB strategy - focusing on serving companies with less than 500 employees, making its world-class expertise accessible to small businesses
Net Integration has been acquired by IBM and is part of the Lotus software division of IBM SWG group led by Bob Picciano, General Manager, Lotus software.
IBM will integrate Net Integration’s technology into the Lotus Foundations family of servers. – Allowing the Lotus software offerings with an affordable, simple and essential business
solutions that will allow companies to focus on business instead of on IT.
Sam Palmisano – “SMB market is poised to become IBM's biggest source of revenue”
Small business is still big business
Businesses with under 1,000 employees:– account for 36$B in middleware opportunity in 2008 – 31% of all middleware
opportunity*– outpace large enterprise opportunity growth 6.1% to 4.5%*
Business with less than 100 employees:– comprise 53% of the under 1,000 employee spend*– represent a significant, untapped market segment– require easy to install, easy to maintain, affordable solutions– need quick integration and rapid deployment of applications– are showing increased interest in appliance solutions – are in need of alternatives to the current market solutions
*Source: IBM GMV 1H08 Constant Currency Middleware Served
SMBs are not small companies with small problems – they require increasing complex IT solutions, but rely on trusted advisors for assistance
Increasing business complexity– Multi-location, Multi-vendor, Remote workforce
Increasingly similar demands as larger companies– Meeting customer needs so they can increase sales and profits– Competing effectively against both large and small rivals– Increase efficiencies and thereby decrease costs
Rely heavily on trusted advisers or business partners to help with IT
– Partners who have experience with similar implementations, offer a complete solution, and really understand their business (vertical expertise)
– Top preferred channel for SMBs is a local or regional VAR or SI
Source: IBM Market Intelligence forecast for Total IT, Overview of the SMB Market, May 2008
Innovation
Collaboration leadership
Business Partner Network
Global reach
With its recent acquisition of Net Integration Technologies, IBM announced its commitment to make its world-class expertise accessible to smaller businesses – affordably, and with ease.
Proven approach for SMB needs
Innovative capabilities for customers and partners
Simple, reliable technology
IBM Commits to Businesses with 5 – 500 Employees
Invested in serving companies with 5 – 500 employees
Devoted to enabling smaller businesses with the essential IT services they need to run their businesses
Committed to providing a smart and affordable networking alternative that is simple to use and maintain
Foundations=
7
IBM Lotus Foundations is optimized for small businesses
The Lotus Foundations family is a series of on-premiseon-premise software servers
Provides the essential IT services to easily and efficiently run a business with 5 – 500 employees
Deploys in under 30 minutes
Designed to accommodate growth
Requires no in-house IT resources
Self-managing, self-healing and self-configuring
Provides advanced remote administration capabilities
Delivered through business partners
Compatible with both IBM and 3rd party hardware platforms
8
IBM Lotus Foundations Start is a complete first server – an out-of-the-box solution for every small business
Email and collaboration
Choice of email clients: Notes, Webmail and support for MS Outlook
Office tools: spreadsheets, presentations, documents
Network infrastructure
File management
Firewall, VPN, secure remote access
Backup, Disaster Recovery
AntiVirus and AntiSpam
Complete operating system: Self-managing, self-healing and self-configuring
Lotus Foundations Start is designed to deliver a complete IT solution for the small business
Who is our key competitor?
Microsoft – Small Business Server (SBS)
Established market leader in this space– 80% market share– Lack of any other strong competitor– Partnership with leading hardware vendors
Lotus Foundation Start offers several advantages over the competition – it’s designed to alter the status-quo
Runs atop Linux for a proven, robust, yet compact server Operating System environment.
– Without the need for Linux skills
Autonomic capabilities reduce the need for on-site IT skills– Automates key tasks such as installation, configuration and updates
Small footprint allows the OS and configuration files to be stored on a CD-ROM, hard disk or solid state chip.
– Start measures complete system recovery in minutes – without the need for IT assistance.
Integrated disk backup technology provided as standard
Anti-virus, anti-spam and a self-configuring firewall provided as standard – Complemented by the fact that Linux OS is less targeted to malicious attacks
Office productivity tools are included as standard
Integrated vs. Layered Approach
Operating system
Back-upAdministration
D/R
Email, File
Operating system
Email, File storage
3rd party security
3rd party back-up
MS - SBS
In summary – Customer comparison
Top 3 priorities for SMB
1. Simplicity – Autonomics, administration
2. Functionality – Domino strength, all-in-one
3. Value - $ implementation, $ management, $ up-front
“Our customers experience on average 30-50% savings using Foundations” Smart Technology Enablers
Partner Profile
Clear strategy around providing IT services to customers in the 5-500 space– Corporate and/or global resellers should be the first focus – Sweet Spot has been small VARs with 5-15 employees
Expertise in meeting the demands of small business IT services such as network infrastructure, software design, security,
connectivity, communication, and managed services
DNA of a top partner1. Business partners that have established a vertical based expertise.
Reason – They fully understand the nuances of the customer vertical
2. Business partners that have carved out a niche from a geographical perspective i.e. small community
Reason – Word of mouth and reputation are very powerful in the small business community
Value to You
IBM solution for a fast growing market Tremendous services revenue opportunity
Remote management capabilities (BP can support 3 times as many servers as competitive products)
Overall labor required is 1/3 of other comparable products
Solution that maximize their time and value Low up-front costs (ie. Enablement – hours not days)
Low touch, simple solution = short sales cycles
Easy to install, non-complex, and autonomic
Lightweight Linux OS, but no Linux skills required
Rich online and extensive phone-based technical product support
Reliable and security-rich = customer satisfaction
Example: Managed Services and Support Revenue Opportunity
Services may Include: Highest Priority Service All Lotus Foundations Server problems are covered Hardware replacement if optional hw warranty is
purchased Network, Server Management & Monitoring Same-Day Response or better Remote Support available Application Support Online Help Desk Trouble Ticket Submission System Limited Helpdesk email support for all users Monthly IT Status reports & recommendations Cold Stand-by Hardware Availability Plan
ISP & email management Backup management Network management Firewall management VPN management Disaster recovery incidents Security management**
Users Per Foundations Server ($/Month)
Per Foundations User ($/Month)
Scheduled On-Site Visit
5 – 25 $120 - $150 $15 - $30 Twice/Year
25 – 100 $150 - $250 $15 - $25 Quarterly
100 – 500 $250 - $350 $10 - $20 Monthly
How Business Partners Find Target Customers
Community Involvement i.e. local chamber of commerce
Industry/Trade Associations
Local Advertisement References & Endorsements Vertical expertise
Target MarketCompanies with up to 500 users
Ideal first server for: Any business or a branch office
Companies in industries pressured with regulatory compliance or those dealing with confidential client data
Companies looking for a server that can also provide reliable data backup of electronic information
Ideal replacement server for:
Small businesses struggling with outdated and unreliable systems
Growing businesses whose existing server cannot handle growing server loads
Companies that want to move toward a more "electronic or paperless" office
Companies looking for a small-business server that can also provide reliable data backup of electronic information
Target Market Analysis
First Server Purchase(5-50 employees)
Business Needs:
Document sharing Networked applications (accounting,
timesheets) File and records backup e-mail management Data and Network Security Mobile access to mail, files, data LAN (faster network) Low maintenance solution Cost $$ conscious Simplicity – No “IT “in-house
Connecting the Business(50-100 employees)
Business Needs:
Wider use of productivity and business applications
First Enterprise Applications (ERP, CRM) Records management
EDI Intranets / portals Networked storage WAN – branch offices Establish processes and standards
Extending the Business
(100-500 employees)
Business Needs:
Enterprise Application Integration CRM, SFA, ERP… Extensive customization Deep interdependencies with supply
chain IT department organized between
infrastructure and applications
New customers who have not yet purchased first server
Companies upgrading obsolete servers or adding additional capacity
Branch offices wanting connectivity/infrastructure that’s easy to administer
Customer Opportunity - Legal Firm
Legal firm specializing in technology and intellectual property law:• Two offices with 12 employees (no IT staff)• When their server went down, they lost a week of data and billable hours trying to restore from backup tapes
• Business problems:• Reliable and complete backup and restore• Document management and storage• Security, anti-virus, anti-spam• Two offices need to be able to share data
Customer Opportunity – Dental Office
Dental office specializing in families and children:• One location with several patient rooms and complicated dental IT equipment - 7 employees (with and IT point of contact) rely completely on their IT service provider, to deal with the computers. “He needs to be there for me so I can keep doing my
real work.”
• Business problems:• A lot of IT equipment in the office, but when the server goes down the office cannot get anything done as they have to revert to paper. • Increasingly frustrated with the cost and distraction of dealing with viruses, spam and server crashes. • Although the system has a backup tape drive they have had problems in the past when the receptionist has forgotten to change the tapes on schedule, and the tapes they use are starting to look damaged - he’s concerned that he’s not protected.
Objection Handling
IBM/Domino/Notes is an enterprise product & company Domino/Notes is too complex My customers are not asking for Notes I don’t have any Linux experience
Lotus Foundations Channel Strategy And Programs
IBM building a set of tactics targeted at the end users market– Designing a series of webcasts, short videos and thought leadership pieces
• Convey message that IBM is committed to the small business space• Position IBM’s partners as trusted advisers in delivering simplified, yet
comprehensive solution that is easy for small businesses to deploy, maintain and use• Show end users that IBM is working to demystify IT and make it simple for small
businesses• Build awareness and gain mindshare around the Lotus Foundations offering• Drive end-users to local solution providers
Lead passing program starting in Q4
Lotus Foundations partner program – Will leverage IBM’s PartnerWorld program with special profile for Foundations
partners– Easy access to get information on Foundations and small business market – Access to knowledge database, online training, Campaign in the box material,
etc…
Embrace a new alternative today! Get Started Now
Talk to your customers about Foundations
Participate in our training sessions: – One Day Sales & Technical sessions only open to Tech Data partners:
• Sept. 15 – NY – 590 Madison Avenue - midtown Manhattan - RSA-0289-12-1218
classroom• Sept. 16 – Cincinnati
– IBM facility at 4600 McAuley Place - ADI-6299-02-TJ Watson Classroom
• Philadelphia - Date and location tbd
– Two 2 days Deep Dive technical enablement sessions :• Sept. 9 – 10 – Virtual workshop• Sept 29 & 30 – Waltham, Massachusetts• Oct. 7 & 8 – Toronto, Canada• Nov. 4 & 5 – Virtual workshop
top related