vivisimo: channel overview for vads and...

© 2012 IBM CorporationWW Channels

Vivisimo: Channel Overview for VADs and Partners

Louise McEvoy, Channel Integration ExecChris Martin, Channel Business Unit Exec

November 7, 2012

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IBM Software Worldwide Channels

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IMPORTANT DISCLAIMER INFORMATION

The following statements of IBM and Vivisimo, an IBM company, regarding plans, directions, and intent are subject to change or withdrawal without notice at IBM’s or Vivisimo’s, sole discretion. Information regarding potential future products is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information mentioned regarding potential future products is not a commitment, promise, or legal obligation to deliver any material, code or functionality. Information about potential future products may not be incorporated into any contract. The development, release, and timing of any future features or functionality described for our products remains at our sole discretion.

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What is Vivisimo?

The IBM acquisition of Vivisimo adds federated discovery & navigation capabilities to IBM's big data platform for structured and unstructured data sources, enabling users to navigate various big data sources to discover insight and answers without having to move the data.

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Why We Won Business Reasons: Why We Won Technical Reasons:

Applications

Secure access to complex systems (SAP, Siebel, SharePoint, Portal, etc.)

Advanced navigation (facets, clustering)

Ease of deployment Social Search

Reduced call time from 50 min to 15 min in 24x7 support

Greater supply chain visibility saves millions per year

Reduced operating costs

Customer Support Supplier Portal Corporate Intranet

Airbus - Global Airline Manufacturer

Vivisimo Customer Example - Airbus

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Why We Won Business Reasons: Why We Won Technical Reasons:

Applications

Corporate Intranet Expertise Location

Advanced navigation for discovery (clustering, facets)

Social search Security Connectivity (federation & search)

Access to real-time “insight driven” data access

Reduced infrastructure costs yielded $500k+ annually

R&D transparency across enterprise to speed product delivery

Vivisimo Customer Example – Proctor & Gamble


Vivisimo Background

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Vivisimo Company Profile

Company Overview Founded in 2000, Vivisimo is a privately-held company providing a platform to

unify and access structured and unstructured data sources

Offices HQ in Pittsburgh, PA with with sales office in Reston, VA

Employees 118 employees (28 in Sales, 29 in Services, 10 in Marketing, 10 in G&A)

Customers Over 140 enterprise customers and large presence in gov’t. Key Customers

include: Airbus, U.S. Air Force, Bupa, Cisco, USDIA, Lilly, Johns Hopkins Applied Physics Lab, LexisNexis, Office of the Director of National Intelligence, P&G, Schering-Plough

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Vivisimo Acquisition Profile

Acquisition Dates Announce: April 25, 2012Close: May 29, 2012

ToB January 1, 2013

Integration Executive Anthony Ciccone

Channel Integration Executive Louise McEvoy (also the Marketing Integration Exec)

SWG Channel Ops Integration Melissa Bennett

Sales Integration Executive Jackie Parthie

Big Data & Vivisimo Biz Dev Exec Chris Martin ([email protected])

Brand Information Management

SVP Portfolio Big Data

Product “Vivisimo Velocity”; to be launched as “IBM InfoSphere Data Explorer”

Passport Advantage November 16, 2012 – added October 23, 2012 ahead of schedule

VAD Program BAU

Availability SVI: yesSVP: yesVAP: yes ASL & OEM: yes

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Vivisimo Product PortfolioProduct Names Main product: IBM InfoSphere Data Explorer (formerly Vivisimo Velocity) Component product name: IBM Query Routing for InfoSphere Data Explorer

Product Description Vivisimo software excels in capturing and delivering quality information across the broadest range

of data sources, no matter what format it is, or where it resides. The software automates the discovery of data and helps employees navigate it with a single view across the enterprise, providing valuable insights that drive better decision-making for solving all operational challenges.

Product Category Brand = Information Management Product Group = Big Data NOTE: the product is called “InfoSphere” but the product group is “Big Data”

Product Positioning / IBM Portfolio Integration The addition of Vivisimo’s federated discovery and navigation capabilities to IBM's big data

platform provides unique capabilities to accelerate clients' ability to quickly understand and gain insight on all sources of big data, while leaving the big data within its source systems.


Vivisimo Market

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Identifying a Vivisimo Opportunity

Qualifying Questions

How many sources of big data do you have in your business?

Do you understand the potential value of those big data sources today?

Do you have a need to discover / preview those data sources before importing/analyzing them?

Are you wondering how to get started with big data and you’re unsure which data to import into a Hadoop system?

Do you have operational processes that require people to search multiple repositories of varied content? How much time is wasted with those manual processes?

My client has: Information stored and managed in many different repositories Significant number of employees who need access to the information in multiple

repositories Business problem or missed opportunity due to inefficient access to information Business problem / missed opportunity relates to core business

Client recognizes a problem exists and is willing to cooperate in identifying business case

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Customer Requirements

Customer needs/pain points Accuracy – Vivisimo provides highly accurate results because of its unique position-

based index technology and the ability to leverage usage and feedback information (such as tagging)

Security – Vivisimo respects the security profile of the underlying systems so that users can only see and navigate information for which they are authorized

Scalability – Vivisimo can scale to trillions of records, leveraging a resilient infrastructure with enterprise-class features such as failover

Integration – Vivisimo provides a broad range of connectors to structured and unstructured information sources.

Target Audiences LOB or IT – both

CEO, COO, CFO, CMO, SVP Sales

Technology, Security, Database, and Senior Level Decision Makers

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Entry points are accelerated by products within the big data platform

BI / Reporting

BI / Reporting

Exploration / Visualization

FunctionalApp

IndustryApp

Predictive Analytics

Content Analytics

Analytic Applications

IBM Big Data Platform

Systems Management

Application Development

Visualization & Discovery

Accelerators

Information Integration & Governance

HadoopSystem

Stream Computing

Data Warehouse

2 – Analyze Raw Data

InfoSphere BigInsights

5 – Analyze Streaming Data

InfoSphere Streams

1 – Unlock Big Data

IBM Vivisimo

3 – Simplify your warehouse

Netezza

4 – Reduce costs with Hadoop

InfoSphere BigInsights

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Data Explorer’s Role in the IBM Big Data Platform Discover the Data

– Provide discovery and navigation– Connect securely to applications

that manage data—regardlessof location

Analyze Structured andUnstructured Data

– Visualize relationships andreveal themes

– Identify the value of the data– Recognize users of the data – Establish context of data usage

Collaborate on the Data – Augment the data with user knowledge– Create personalized views of the data– Identify ongoing user and system integration points

FileSystems

RelationalData

ContentManagement

Email

CRM

SupplyChain

ERP

RSS Feeds

ExternalSources

Cloud

CustomSources

Data Expl orer Platf orm

IBM Big Data PlatformSystems

Management

Application Developme

nt

Visualization

& Discovery

Accelerators

Information Integration & Governance

HadoopSystem

Stream Computing

Data Warehouse

Application/Users

Commenting

Rating

SharedFolders

Tagging

Social Tools

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Highly relevant, personalized results

Highly relevant, personalized results

Access across many sourcesAccess across many sources

Refinements based on structured informationRefinements based on structured information

Dynamic categorizationDynamic categorization

Leveraging structured and unstructured content

Leveraging structured and unstructured content

Enhanced by social collaborationEnhanced by social collaboration

Navigating enterprise information

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Analytics and structured information

Analytics and structured information

Activity feed displaying changes in real time

Activity feed displaying changes in real time

Customer transactional information

Customer transactional information

Unstructured content based on context

Unstructured content based on context

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Data Explorer’s Three Main Market Opportunities & Sales Plays

Navigating Enterprise Content

ApplicationsImproved access of structured & unstructured info for:•Knowledge workers•R&D Professionals•General users

360 Information Applications

Targeted information delivery (push) for a full view of all facets (customer, product, partner, etc)•Customer-facing professionals•Other LOB functions

Big Data ApplicationsLeveraging big data in-place (structured & unstructured). Robust analytics required for:•Data scientists•Business analysts•Marketers•CIOs

Data Explorer (FKA Velocity)

Data Explorer including AppBuilder: (FKA CXO)

Big Insights Enterprise Edition (including Data Explorer)

Sales Play:

Product:

Demo:


Vivisimo Competition

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Translation to Grades

•Four points per dot•Perfect score is 40

Vivisimo scored 38, which is 95% of a perfect score, equating to an “A” grade.

Report CardVendor Score Pct. GradeVivisimo 38 95% “A”Endeca 34 85% “B”Autonomy 32 80% “B-”Coveo 31 77% “C”Exalead 30 75% “C”Google 27 67% “D”Microsoft 23 57% “F”

Forrester Enterprise Search Market OverviewSeptember 2011

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Data Explorer key technical differentiators

Scalability – Can analyze trillions of records, leveraging a resilient infrastructure with enterprise-class features– Extreme capacity to analyze all types of Big Data assets – Structured, Unstructured, Semi-Structured, Social

Media, Web Content, Legacy applications, Enterprise Systems (Siebel, SAP, SharePoint) and more

Accuracy – Provides the highest level of accuracy & relevancy for analyzing Big Data assets– Unique position-based index technology helps users quickly locate, reveal & explore Big Data content

relationships

Integration– Leave data in place to creating a “virtual” single repository for Big Data exploration & discovery– Ability to connect to CRMs, ERPs, ECMs, Web Content, Twitter, Facebook and 1000s of more assets

Security– Integrated technology to align with existing Big Data governance models– Security profiles of the underlying systems are respected so that users can only see and can analyze

information for which they are authorized

Data Explorer provides real-time access and fusion of big data for unlocking greater insight and ROI

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Competitive Information

Specifics on how to beat the competition Vivisimo often competed with “other projects” for budget rather than other navigation

solutions. When Vivisimo competed with other navigation solutions, they were often coming in as a

replacement– If a replacement, other product usually failed in one of these areas: scalability, security,

customizability, connectivity. It’s important to identify upfront where their current weakness is.

– Most recent Forrester report (coupled with customer references) is usually very effective in combating any competitor.

How long have they had this solution? 12 years

Unique offers? Vivisimo Software Evaluation for Big Data Business Partners: to help enable IBM’s Big

Data Business Partners, Vivisimo Velocity evaluation software is available for download. This will allow you to check out the software and see how this solution can work for your end customers. If you’re an approved IBM Big Data Business Partner, you will be sent the link to the FTP download site within 24 hours. Check out this site and realize your opportunities within Big Data and Vivisimo!

http://moreinfo.vivisimo.com/Software-Eval-IBM-BigData-Partners.html?leadsource=IBM-BigData-Partner-Eval



Vivisimo Channel

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IBM BPs Engaging Around Vivisimo

Qualification Criteria:– One (1) sales resource trained on Vivisimo – must be completed with 60 days of signing

agreement– Two (2) technical resources trained on Vivisimo – must be completed with 60 days of signing

agreement– Identify and qualify at least one (1) Vivisimo sales opportunity– By ToB, you must be authorized in the IBM Big Data and Netezza Product Group in SVP

How to Engage:– Schedule a meeting through your channel rep to discuss Vivisimo and IBM Big Data– Develop Big Data plan with channel rep to incorporate skill building, resources, marketing, &

acct targeting– Enroll in & complete Vivisimo sales and technical training– Begin to discuss Vivisimo with your customers and build a pipeline– Request a Vivisimo “Blue Washed” Reseller contract from your channel rep if necessary

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Channel Growth Areas

Complementary Business Partner Skills– What existing skills should the partner have?– Professional Services- Implementation

• 3 years experience in web application development• XML/XSLT/Xpath• Successful completion of Velocity Administration course • Java script, CSS, scripting languages, HTML/XHTML• 2 years database experience

Cross Sell / Up Sell Opps– What products should the customer have installed?

• None necessary to get started with InfoSphere Data Explorer• Complimentary to all Big Data product sets (Insights, Streams, Netezza)

Competitive BPs for possible recruit– Partners with vendors described on Forrester chart (slide 20)

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IBM InfoSphere Data Explorer (formerly Vivisimo) Products

PID #5725-I17 IBM InfoSphere Data Explorer

Program name/Description number Part

IBM InfoSphere Data Explorer RVU Lic + SW S&S 12 Mo D0V2JLLIBM InfoSphere Data Explorer RVU Annual SW S&S Rnwl E0F3JLLIBM InfoSphere Data Explorer RVU SW S&S Reinstate 12 Mo D0V2KLL

Query Routing for InfSphr Data Explor per App Inst D0V2MLLLic + SW S&S 12 MoQuery Routing for InfSphr Data Explor per App Inst E0F3KLLAnnual SW S&S RnwlQuery Routing for InfSphr Data Explor per App Inst D0V2NLLSW S&S Reinstate 12 Mo


Vivisimo Resources

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The Big Data / PureData / Netezza / Visvisimo Channels Sales Team

Susan Meade(West)[email protected]

Jim Casey(MidWest)[email protected]

Eric Serrahn(South)[email protected]

Terri Gerber(New England / Canada)[email protected]

Steve Tessler(Metro NY / MidAtlantic)[email protected]

mailto:[email protected]









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Metro NY, Mid-AtlanticSteve [email protected]: 1-516-972-2757

SouthEric J [email protected]: 1-904-315-6031

Mid-WestJim [email protected]: 1-248-802-4927

New England, CanadaTerri [email protected]: 1-617-947-3260

WestSusan [email protected] Cell: 1-408-464-2412

Worldwide LeaderScott [email protected]

Worldwide Partner SE ManagerMichael [email protected]

Netezza Channels Program ManagerGaye [email protected]

The Big Data / PureData / Netezza / Visvisimo Channels Sales Team

Note: Covering Netezza, Smart Analytics, Data Warehouse, Big Data, & Vivisimo












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Recorded Vivisimo Education and Vivisimo Evaluation Software

Recorded Vivisimo Education

Information Management Learner Portal• http://eb90.elearn.ihost.com/wps/portal • The Velocity Administrator eLearning course is available on Learner Portal • Access code required • Obtain from IBM representative or from PartnerWorld

Vivisimo Evaluation Software– Vivisimo Velocity evaluation software will be available to approved partners – Registration is required – Instructions for downloading from Vivisimo ftp site will be provided after registration

and approval

http://eb90.elearn.ihost.com/wps/portal



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Sales and Technical Enablement Resources

Introduction to Vivisimo Vivisimo Enhances Big Data Opportunity – Webcast replay

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/H531968W86193I05

Review Vivisimo and Big Data Client Presentationshttps://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/W269765Z48777A14

Training for Technical pre-Sales and Implementers A Technical Overview of Vivisimo Velocity – Webcast replay

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_data_netezza_tech_talk

Vivisimo Velocity Administration (5-day, Web-based self-study on IM Learner Portal)http://tinyurl.com/imlp-vivisimo (contact IBM Big Data channel tech sales specialist for access information)

IBM Big Data Bootcamp – Includes hadoop platform, BigInsights, Streams, and Vivisimo

Certification Strategy Vivisimo will be included in a new Big Data Mastery Test in November 2012, delivered as part of

the Big Data Bootcamp.

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/H531968W86193I05

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/W269765Z48777A14

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_data_netezza_tech_talk

http://tinyurl.com/imlp-vivisimo

http://tinyurl.com/imlp-vivisimo

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Advanced Topics

Implementers Velocity Administrator Training (5 days, classroom, same as Learner Portal course, with labs)

Velocity API Training (2 days, classroom)

Connector Development Training (3 days, classroom)

Advanced Velocity Administrator Training (3 days, classroom)

Details available at http://vivisimo.com/services/education.html#TS

Information Optimization Assessment An Information Optimization Assessment is a component of the Sales Engagement Methodology.

The assessment helps businesses understand their current information landscape and identifies optimal information access and delivery strategies. A roadmap is delivered to provide specific deployment guidance to the business.

Training to conduct IOA will require product knowledge and sales skills, mentoring on the methodology, and shadowing of experienced IOA consultants on projects.

http://vivisimo.com/services/education.html

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Big Data Boot Camps

New Big Data Bootcamps – Comprehensive Technical Bootcamp designed for Business Partners

• Big Data Platform• Big Data Technology and Solutions• Includes BigInsights, Streams, and Vivisimo

– Derived and Updated from existing separate training offerings– New Big Data Mastery Test included

• Existing Mastery Tests (M97 and N08) remain valid

Existing Netezza boot camps will continue– http://www.ibm.com/developerworks/wikis/display/im/IBM+Netezza+Bootcamp– See Big Data and Netezza section at

http://www.ibm.com/developerworks/data/bootcamps

http://www.ibm.com/developerworks/wikis/display/im/IBM+Netezza+Bootcamp



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Channel MarketingTools/ Resources

Vivisimo, an IBM Company, Sales Kit: a link to resources to support a BPs efforts with IBM Big Data and Vivisimo; including white papers, product guides, recorded education, sales tools and more. https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/O694370P31151P59

IBM Software Group Acquisitions - Vivisimo: an overview of the acquisition, including key dates, authorized product group, FAQs and more.https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_acquisitions_recent_vivisimo/lc=en_ALL_ZZ

Teaming with Business Partner Updates: a link to monthly updates for IM Business Partners, including topics on Vivisimo. https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/Z045068I43278B90

IBM Big Data platform customer presentations: a presentation of IBM Big Data platform and how the key offerings (including Vivisimo's) contribute to the value IBM provides to customers. https://www.ibm.com/partnerworld/page/W269765Z48777A14

Vivisimo courses on PartnerWorld Learner Portal: a link to a number of Vivisimo courses on the Learner Portal.https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_data_learnerportal_access

Vivisimo Software Evaluation for Big Data Business Partners: to help enable IBM’s Big Data Business Partners, Vivisimo Velocity evaluation software is available for download. This will allow BPs to check out the software and see how this solution can work for their end customers. http://moreinfo.vivisimo.com/Software-Eval-IBM-BigData-Partners.html?leadsource=IBM-BigData-Partner-Eval

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/O694370P31151P59

https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/O694370P31151P59

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_acquisitions_recent_vivisimo/lc=en_ALL_ZZ



https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/Z045068I43278B90

https://www.ibm.com/partnerworld/page/W269765Z48777A14

https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_data_learnerportal_access





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Key Web Site Links IBM big data Microsite

– http://www-01.ibm.com/software/data/bigdata/

IBM big data Linkedin Group– http://www.linkedin.com/groups/IBM-big-data-4014567?trk=myg_ugrp_ovr

IBM big data channel on YouTube– http://www.youtube.com/user/ibmbigdata

Training/Education Link– http://www-03.ibm.com/certify/partner/pub/zz/mem_skillsreq.shtml

Big Data University– http://bigdatauniversity.com/

Key Blogs– Bruce Weed’s Blog on big data

• http://bruceweed.wordpress.com/

– IBM Smarter Computing Blog• http://www.smartercomputingblog.com/category/big-data/

http://www-01.ibm.com/software/data/bigdata/

http://www.linkedin.com/groups/IBM-big-data-4014567?trk=myg_ugrp_ovr

http://www.youtube.com/user/ibmbigdata

http://www-03.ibm.com/certify/partner/pub/zz/mem_skillsreq.shtml

http://bigdatauniversity.com/



http://bruceweed.wordpress.com/



http://www.smartercomputingblog.com/category/big-data/



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Industry Demos

Finance

CPG

Medical Devices

Manufacturing

Electronics

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vivisimo: channel overview for vads and...

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