Intégrez vos offres aux Industry Solutions d'ibm!

Transcription

1 Henri-François Ragné Channel Technical Leader Intégrez vos offres aux Industry Solutions d'ibm! 10 mars 2011

2 Nos clients attendent des compétences et des solutions dans leur DOMAINE METIER Des Business Partners qui : Connaissent le métier des clients Comprennent leur langage Peuvent résoudre des problèmes business liés à leur métier Possèdent une expertise au delà de la technique Source: IBM Market Insights Note: This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. 65% des clients sont prêts à payer plus cher leur fournisseur de logiciel si il possède une expertise de leur métier = Opportunité Business! Source: IDC, 2009 Vendor Report Card: Customers Grade Vendors on Industry-Specific Expertise 02/10, Doc #

3 Aujourd hui, La technologie permet la résolution de questions Métier Transportation Government Retail

4 Building Smarter Solutions Financial Services Retail Transportation Over many client engagements, patterns of common component use emerge

5 13 industry-specific Frameworks placent la technologie dans le contexte métier du client Framework Travel and Transportation Insurance Banking Financial Markets Retail Energy and Utilities Government Network Centric Operations Business Benefit Increase revenue per seat or hotel room through reservation system modernization Increase insurance underwriter productivity Renovate lending, mortgage, deposit and other core processing systems Integrate support for front-, middle-, and back-office processes Increase accuracy of promotions by targeting offers to the right customers Accelerate deployment of smart grids Avoid social service overpayments through a single view of the citizen Enable all service branches to share common applications Service Provider Delivery Environment Integrate new services with fulfillment, assurance, billing and care systems Media Enterprise Health Integration Integrated Information Product and Service Improve management and distribution of digital assets Track assets, patients and staff to improve quality of care and operations Reduce exploration risk and cost faster time-to-oil Reduce inventory, improve availability and delivery capacity

6 Chaque Framework fournit des documents et des assets orientés projet, selon les résultats Métier attendus Framework Government Industry Framework Domains Safety and Security Tax & Revenue Mgt Social Services & Soc. Security Metro. Transport & Roads Integrated Urban Infrastructure Think BIG! Set the strategic vision Project Areas Projects Integrated Border Management Advance Passenger Analysis Trusted Identity Intelligent Forms Processing Single View Start Small! Build Incremental value

7 Example of Industry Framework Retail Framework Customer Insight Single View of Customer Social Retailing Marketing and Customer Management IT Systems and Operations Retail Data Warehouse PCI Compliance and Security Management Store and Channels Performance Retail Store Integration POS and Self Service Product Tracking Loss Prevention Store Planning Multi-channel ecommerce Cross Channel Integration PIM for ecommerce Supply Chain Performance Supply Chain Optimization Vendor Management Trade Fund Management Store and Channels Supply Chain Integration Optimization Analytics Collaboration Security Resiliency Merchandising and Product Management Business and Finance Administration Financial Performance Financial Analytics Planning, Budgeting and Forecasting Financial Consolidation Human Capital Management Enterprise Asset Management Energy Performance Management Merchandise Performance Product Information Management New Product Introduction Merchandise Planning Market Basket Analysis Promotion Planning and Execution

8 Software Value Plus IBM Software Business Partners Program Software Value Plus Open Portfolio Authorized Portfolio Primarily Midmarket Solutions Product Solutions Industry Capability 8

9 Une initiative destinée aux revendeurs et intégrateurs hautement qualifiés sur les domaines métier clients SVP Industry Authorization * Pré-requis Avantages Skills Financial Incentive: 15% to 20% more** Industry Solutions Board Review Marketing Industry Framework Assets & Training 9 * Note : Available in countries where SVP Authorization has been implemented ** Additional incentive: Comparison of fees between SVI only and SVI with Industry Authorization

10 SVP Industry Authorization - Requirements Industry Authorization Requirements SVP Authorized Skills Industry Solutions & References Board Review

11 SVP Authorization Requirement SVP Authorized Doit avoir signé un SVP BP Agreement Doit être SVP Authorized pour les groupes de produits inclus dans la solution Industry Authorization SVP Authorized Skills Requirements Industry Solutions & References Board Review Software Value Plus

12 Industry Skills Requirement Industry Authorization Industry Skills 2 Industry Solution Mastery Tests Connaître l IBM Industry Framework concerné et comment votre solution l implémente Requirements SVP Authorized Skills Industry Solutions & References Board Review Industry Training & Tests:

13 Préparez vous dès aujourd hui Industry Sales Education Industry virtual summit Formations et Certifications Midmarket resources Découvrir les opportunités et vendre les Industry Solutions aux PME-PMI Industry Sales Plays Coming soon Industry Frameworks Utilisez les IBM Industry Frameworks & Assets pour accélérer la création de solutions orientées Métier developerworks: Industry-specific technical information IBM Innovation Centers - training and 1-1 accompagnement de la construction jusqu à la vente de votre solution

14 Industry Solution Requirement Industry Solution Peut être un Service Packagé ou une Application Aligné sur un IBM Framework / Stratégie : Applications: doit être validé par le processus de validation Industry Framework, Service Packagé : doit implémenter une partie d Industry Framework ou l étendre Le partenaire doit apporter une valeur ajoutée significative à la solution IBM software doit représenter la majeure partie du middleware Industry Authorization Requirements SVP Authorized Skills Industry Solutions & References Board Review Entered in IBM Global Solutions Directory Exemples: Une application de commerce electronique relative au Retail Store and Channels Framework Domain Un service packagé de Business Analytics qui résoud un problème de gestion de la relation client dans le domaine bancaire Global Solutions Directory IBM Industry Frameworks

15 References Requirement Industry Authorization Industry References Entrées dans IBM Global Solutions Directory ou Customer Reference Database Doit être vérifiée (mais pas forcément public) 3 Références demandées Les références peuvent être des solutions différentes pour une même industry Requirements SVP Authorized Skills Industry Solutions & References Board Review Plusieurs implémentations pour un même client représentent des références distinctes Moins de 3 ans Global Solutions Directory Customer Reference Database

16 Board Review Requirement Criteres Evalués par le Board: 1. La solution doit être orientée Domaine Métier Industry Authorization 2. Alignement sur un Industry Framework / Strategy 3. Orientation Domaine Métier documentée par Industry Papers, Journals, Industry Conference Presentations, Industry Awards, Industry Organization memberships, Industry Blogs, Industry Conference booths, External Industry Certifications, Recognition by Industry Analysts, Conference Booths Requirements SVP Authorized Skills Industry Solutions & References Board Review Participants: Worldwide Software Business Partners Industry Sales Executive Worldwide Software Industry Executive Geography Software Industry Solution Sales Leader Geography Software Partners Sales Executive Geography Software Partners Technical Leader

17 SVP Industry Authorization - Avantages Une initiative destinée aux revendeurs et intégrateurs hautement qualifiés sur les domaines métier clients SVP Industry Authorization Benefits SVI Financial Incentive Marketing Industry Framework Assets & Training

18 Financial Incentives Industry Authorization Benefits SVI Financial Incentive Marketing Industry Framework Assets & Training Earn more on Industry Solution Sales! Rich Transaction incentive More than VAP! Can combine with SVI ID fee* Earn when you sell your solution No requirement to fulfill IBM software (applicable only to Commercial Accounts, not Gov t) Simple claiming process Commercial & Government customers * To earn SVI identification fee, a partner must meet terms and conditions of IBM Software Value Incentive

19 Marketing Benefits Generate New Opportunities! Industry Authorization Benefits SVI Financial Incentive Marketing Industry Framework Assets & Training Authorized SVP Industry mark Budgets co-marketing additionnels Go-to Market planning avec les commerciaux Industry Solution Priorité Lead Passing - Business Partner Locator - Lead Passing Decision Engine

20 Solution Development Benefits Accélére le développement et la mise en oeuvre de vos Solutions Industry Authorization Benefits SVI Financial Incentive Marketing Industry Framework Assets & Training Accès aux IBM Industry Frameworks & Assets* Tirez parti des implémentations déjà réalisées Démarrez petit enrichissez vos solutions * Nécessite un accord de licence Asset Types Data models Process models Requirements models Technical Accelerators Cognos Blueprints Research Assets Sales Enablement Assets Technical Enablement Assets

21 Industry Authorization Eligibility & Process BP Applies for SVP Industry Authorization Board Review & Approval Solution (s) are registered BP is SVP Industry Authorized 2 Industry Mastery Tests 3 References Industry Solution (s) (Specifying associated Product Groups) Pre-validation of requirements prior to board review Alignment w/swg Industry Framework / Strategy Industry Leadership Each Solution is assigned an ID Each Solution specifies Product Groups it may pull. BP must be certified in each Product Group included in the Solution Authorized for: Influence Resell BP is paid on Products sold with the solution. Future up-sells are also eligible Fees for Commercial customers Instant Rebate for Government customers

22 Pour aller plus loin Préparez vous pour SVP Industry Authorization: Etudiez les IBM s Industry Strategy : Frameworks & Sales Materials Passez les Industry Mastery Tests Enregistrez vos Industry Solutions & References Participez activement aux conferences, forums, etc.. Relatifs aux Domaines Métier de vos solutions Postulez à SVP Industry Authorization!

23 Merci! 25