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© 2009 IBM Corporation
IBM Software Group
IBM Industry Frameworks
Overview for IBM Business PartnersMeenagi Venkat VP , Worldwide Industry Frameworks Sales, SWG
February 2009
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Energy and the Environment
IndustryDriven Growth
New Enterprise Compute Model
GrowthMarkets
Industry Frameworks - 2009 Major Cross-IBM Growth Initiative
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
What Do Our Customers Want and Need
Understands My Company and Problem
Time to Value
Relevant Expertise
Resources Strategy
LOB Execs IT Execs IT Mgmt Procurement
68%68%
52%52%
41%41%
13%
9%
13%
8%
10%
14%
5%
19%21%
26%26%
24%24%
27%27%
30%30%
Customers are asking for:Increased flexibility
Faster time to value
Reduced risk
Industry-specific skills and offerings
More modular offerings and solutions
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
IBM SWG Industry FrameworksAn integrated Industry Solutions Portfolio that drives differentiation by linking Business with IT
Strategic Business DriversStrategic Business Drivers
Industry SolutionsIndustry Solutions
Industry FrameworkIndustry Framework
SOA Foundation & SOA Foundation & InfrastructureInfrastructure
Technology Platforme.g. Tools, Runtime, Storage
Industry extensions
IBM & Partner IP
Customer Requirements
An Industry FrameworkA software platform based on business-area usage patterns, and includes:
Industry-specific extensions
Business & technology standards
Partner Ecosystem
Based on SOA
An Industry SolutionSolves a client's business problem through:
Industry and subject matter expertiseDefined IP, apps, tools and methodologiesPartner ContentGlobal Delivery Model
GovernanceGovernance
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
IBM is Establishing a Standard Taxonomy around Industry Solutions and Frameworks
Industry FrameworksIndustry Solution Maps
Front Office Optimization
Risk & Compliance
Respond to Changing Regulatory Respond to Changing Regulatory Requirements To Ensure Capital Requirements To Ensure Capital
AdequacyAdequacy
Improve Risk Management to Ensure Improve Risk Management to Ensure Regulatory Compliance & Operational Regulatory Compliance & Operational
ControlsControls
Drive Organic Growth to Deliver Increased Top Drive Organic Growth to Deliver Increased Top Line RevenueLine Revenue
Payments Framework/ Fin Services (PFFS)
Back Office Operations
Modernize & Standardize Legacy Systems For Cost Modernize & Standardize Legacy Systems For Cost Containment & Increased EfficiencyContainment & 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 & Enable organization to manage talent & maximize performancemaximize performance
Customer Care & Insight (CCI) Framework
• Workforce Performance
• Workforce Development
• Workforce Collaboration & Knowledge Management
• HR Strategy & Transformation
Infrastructure: servers, storage, communication networks & associated services
SOA Foundation
SWG and GBS are building and selling our solutions aligned with existing S&D solutions
Banking Customer Care & Insight FrameworkBanking Customer Care & Insight Framework
Infrastructure: servers, storage, communication networks & associated services
Industry ExtensionsIndustry Extensions
Customer Care & Insight SolutionCustomer Care & Insight Solution
•Existing Assets today:•Branch Reconfiguration•Web Accessibility•SONATA
• Mapping and integration of InfoSphere MDM Server to IFW models
• Cognos risk adjusted profitability blueprint
• Extension of logical BDW models, physical models and mapping customer domain and data integration to BDW
• Customer Information Optimization• Insight Optimization• Customer Marketing Optimization
• Assets to come:•Know Your Customer (KYC)•Customer Information File (CIF)•Up Sell/Cross Sell •Preferences, etc.
• 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
Target ISV EcosystemTarget ISV Ecosystem
IBM Assets
Key Components from SOA Foundation
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Smart Customer Care & Insight Solutions Delivered by IBM and Its Business Partners
Infrastructure & Governance
IBM Banking Customer Care & Insight Framework
Business PartnersCustomer Care & Insight Solutions
Rapid Development & Integration Process Flexibility Master Data
Management
Transparency & Tracking
Customer Analytics & Intelligence Channel Integration
Compliance Process OptimizationCustomer Insight Optimization
Sales Process Optimization
Marketing Process Optimization
Customer Information Optimization Service Process Optimization
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
The Industry Frameworks Partner Validation Program Created an opportunity for Key Partners to Align
Announced at IMPACT in May 2008Retail: Retail Integration Framework (Retail Framework)
Telco: Service Provider Delivery Environment (SPDE)
Healthcare: Health Integration Framework (HIF)
Banking & Finance: Payments Framework for Financial Service (PFFS)
Industrial: Product Development Integration Framework (PDIF)
Additional Validations Projected to Launch in Q2 09
Government: Network Centric Operations (NCO)
Insurance: Insurance Process Acceleration (IPA)
Click the image get started!
ibm.com/isv/tech/validation/framework
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
The Program Objective is to Prove pre-integration and Focus on Marketplace Success
1. Industry Specific Technical Criteria
2.Validate pre-integration is Complete
3. Promote Value of Partners
as Framework Assets
Key Framework Building Block
WebSphere Application Server
DB2
WebSphere ESB
WebSphere Portal Server
Lotus Sametime
Key Framework Building Block
WebSphere Application Server
DB2
WebSphere ESB
WebSphere Portal Server
Lotus Sametime
Industry Specific Electives
All IBM SOA Foundation productsWebSphere Transformation Extender (WTX)
–Heath Pack – HIPAA EDI–Health Pack – HL7–Health Pack - NCPDP
Other Tivoli products
Industry Specific Electives
All IBM SOA Foundation productsWebSphere Transformation Extender (WTX)
–Heath Pack – HIPAA EDI–Health Pack – HL7–Health Pack - NCPDP
Other Tivoli products
+ +SOA Requirement
Connect
Extend
Exploit
SOA Requirement
Connect
Extend
Exploit
HIF Example:
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Industry Framework Ecosystem Support Process
IBM has Built Industry & Framework Specific Skills to Assist Business Partners
Identify Evaluate Recruit Enable Market Sell
Tech Talks Sales ReadinessEnablement & Validation
IBM Developer Relations– Leverages existing IBM relationships to ease complexity for Business Partners
New New New
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
IBM’s Strategy is to Provide An Extensive Partner Ecosystem complimenting our Software Capabilities
The SPDE Partner Program targets specific business functions
Network Equipment Providers
OSS/BSS
Value Added Services
Service Innovation
Service Creation
Service Execution
Service Integration
Service Management
Customer/ Partner Mgmt
Representative ISV’s
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Industry Specific Electives (1 point)
WebSphere Application Server -SIP WebSphere IMS Connector WebSphere Presence Server WebSphere XDMSWebSphere Telecom Web Service ServerWebSphere Business Services Fabric WebSphere Process Server WebSphere ESB with Media ExtensionsInformation ServerDB2Rational Software Architect
Validate Who is a SPDE Framework Partner? …….Easy as ABC
+
Partner fulfills industry specific technical criteria (A & B & C)
Commits to build interoperable SOA applications on IBM software
Get validated with 3 points (A column worth 2 points, B column worth 1 point)
+SOA Validation
Connect (scenario 1)Extend (scenario 2)Exploit (scenario 3)
Key Framework Building Block (2 points)
WebSphere Application Server 6.1 or above (SOA validation Scenario 2 or 3)WebSphere Process Server 6.0(SOA validation Scenario 2 or 3)
Tivoli Netcool Omnibus
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Specific Marketing Benefits for Industry Framework PartnersBase Benefits to Start , Then Scale as Market Success Scales
Performance based benefits:
Joint GTM planning & execution
Pre-sales team support for lead generation
Joint Value Proposition brochure
Joint demo
Podcast
Technical Advisory Councils
Sales Summits
Lunch & Learns
Benefits Upon Validation:
Preference in SOA Business Catalog(checked as IF partner)
Welcome kit: brochures & certification
Assigned Technical support resources
Assigned Marketing Resource Manager
Feature in Business Partner Application Showcase
Promote in the IBM Sales Wiki and External customer web-page
Announcement to IBM Sales teams
“Ready for Retail Integration Framework”logo (only for Retail Framework) or Promotion in Validated ISV Page
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
High Level Overview of Program Validation Process
Partner Submits Nomination (GSD)Determine Product / Solution Scenario to be validated
– Fill out the validation requirement document – Conduct “Tech Talk” with IDR e-architects (as required)
Plan and complete enablement (as required)Perform and Complete Validation Test
- On-site (IBM Innovation Centers) or - Remotely using Partner's testing environment- Leverage existing Ready for Programs
Complete Framework Validation ProcessFill out SOA Business Catalog Upload From & sign online agreement for Catalog posting
What IBM products to validate?
Enable solution on products
Validate
Receive Framework Validation
Certification
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Sales Enablement for Industry Framework ISV’s Critical Success Factors to Successful Joint Revenue
Sales Readiness
JointMessaging
JointJointMessagingMessaging
JointDemo &Ref Arch
JointJointDemo &Demo &Ref ArchRef Arch
Engagement Model
Engagement Engagement ModelModel
Sales & Technical Education
Sales & Sales & Technical Technical EducationEducation
Customer EngagementsCustomer Customer
EngagementsEngagements Wins & References
Wins & Wins & ReferencesReferences
1 4 5 62 3
Build/EnableValidation
Build/EnableValidation
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Joint Messaging: Seller’s Quickview sampleFocus: Educate IBM Sales on ISV Capability in Framework
Sample ISV Quickview
ISV IDR Technology Lead
Norman KornTechnical Enablement
Dean TrillingWW Retail Integration Framework Sales
Key Contacts
ISV IDR Technology Lead
Norman KornTechnical Enablement
Dean TrillingWW Retail Integration Framework Sales
Key Contacts
Starburst OpportunitiesTypical
WebSphere Central Site Server
WebSphere Remote Server
IBM Framework Solution Components (SWG, GBS & STG)
DB2 for POS devices
WebSphere Process Server
WebSphere Message Broker
Starburst OpportunitiesTypical
WebSphere Central Site Server
WebSphere Remote Server
IBM Framework Solution Components (SWG, GBS & STG)
DB2 for POS devices
WebSphere Process Server
WebSphere Message Broker
Ready for Retail Integration Framework
Ready for Store Integration Framework
Ready for SOA
IBM Validations
Ready for Retail Integration Framework
Ready for Store Integration Framework
Ready for SOA
IBM Validations
Extensive cross-border functionality supporting foreign currency, tax rules and Unicode to enable worldwide language requirements
Standard functions i- advanced discounts, promotions, mix & match pricing ,advanced security features and centralized transaction recall to help reduce fraud and increase returns accuracy
Superior back office cash management functions
ISV Unique Value Propositions
Extensive cross-border functionality supporting foreign currency, tax rules and Unicode to enable worldwide language requirements
Standard functions i- advanced discounts, promotions, mix & match pricing ,advanced security features and centralized transaction recall to help reduce fraud and increase returns accuracy
Superior back office cash management functions
ISV Unique Value Propositions
Solution Summary
ISV Application is a J2EE solution that gives retailers unlimited flexibility to deploy a single set of business logic to a broad range of devices. ISV Application can be easily configured to address unique retail business requirements, enable real-time connectivity with enterprise applications and integrate seamlessly with other store technologies and systems.
Solution Summary
ISV Application is a J2EE solution that gives retailers unlimited flexibility to deploy a single set of business logic to a broad range of devices. ISV Application can be easily configured to address unique retail business requirements, enable real-time connectivity with enterprise applications and integrate seamlessly with other store technologies and systems.
Customer B
Customer A
Customer Examples
Customer B
Customer A
Customer Examples
POS Register
Enterprise Systems
In-Store Processor
TE Client PlatformTE Swing Client
JPOS drivers
Display
Scanner Keyboard
Printer
ITM Agent
WebSphere Client
RMA General
Agent
JMX
JMX
Store Server POS Server
???
Inventory Mgmt
??????
???
Back Office
???
RMI
Fail over
J M S
JDBC TSA
TSA
Store Server
DB2
IBM Component
WebSphere App Server
MQ
RMA Master Agent
ITM
TCM
POSImage
WRS
CentralizedReturn
Fail over
J M S
TSA
TSA
DB2
WebSphere App Server
MQ
TECConsole
TCM
Softwarepackages
WRS Central Site Server
Head Office ServerThirdPartyApps
IRES
Head Office Server
LoyaltyProgram
JDBC
Legend:ISV Component
POS Register
Enterprise Systems
In-Store Processor
TE Client PlatformTE Swing Client
JPOS drivers
Display
Scanner Keyboard
Printer
ITM Agent
WebSphere Client
RMA General
Agent
JMX
JMX
Store Server POS Server
???
Inventory Mgmt
??????
???
Back Office
???
RMI
Fail over
J M S
JDBC TSA
TSA
Store Server
DB2
IBM Component
WebSphere App Server
MQ
RMA Master Agent
ITM
TCM
POSImage
WRS
CentralizedReturn
Fail over
J M S
TSA
TSA
DB2
WebSphere App Server
MQ
TECConsole
TCM
Softwarepackages
WRS Central Site Server
Head Office ServerThirdPartyApps
IRES
Head Office Server
LoyaltyProgram
JDBC
Legend:ISV Component
One Page/ Quick View
Industry Segment
SpecialtyBig Box RetailGrocery
Industry Segment
SpecialtyBig Box RetailGrocery
Logo
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Joint Messaging: Part Fact Sheet sampleFocus: Customer Facing, Convey Joint Business and Technical Value
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Telco - SPDE Partner Program Marketing Activities Update
Collateral
MWC Business Partner Connection EventWednesday, February 18th, 200917h30 – 19h30IBM Barcelona Innovation Center (10 minutes bus ride with bus provided from MWC event center)
IBM & Comverse Join Customer Networking Event
February 17th, 19:30/22:30
Joint Solution Announcement and PressLive Sandbox offering to promote IBM Rational & WS Presence & XDMS to their developersExecutive meeting planed
• Progress Software to be one of the speaker at IBM booth• Feature validated partners in IBM SPDE press• Other partner press: Progress SW, Traffix, Choardiant, Global Bay, etc.• Partner meetings
SPDE Partner Wiki Created
10 Business Solution Power Sheets created & working on moreJoint Sales Presentations – BroadSoft completed and multiple in progressJoint Solution Brochures – Amdocs completed and multiple in progress
Other Activities
Education of key partners for IBM team are being scheduledContinue to execute partner validation and increased focus to support partners in China Execute partner sales wins, references Leverage IIC centers to promote partner solutions
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IBM Software Group
Industry Frameworks | Ecosystem Overview © 2009 IBM Corporation
Get Started Today!
Learn more about IBM Industry Frameworks: – Ask your Technology Managers, Alliance Managers or BDEs
or the Program Manager if you need help
Request a free Tech Talk with our Technical Consultants– https://www-
304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/ondemand_consult.html
Validate your solution on IBM Industry Frameworks– http://ibm.com/isv/tech/validation/framework/index.html