Presentation on theme: "Cloud & Smarter Infrastructure Introduction to Software as a Service (SaaS) for IBM sellers and Business Partners The goal of this presentation is."— Presentation transcript:
1Cloud & Smarter Infrastructure Introduction to Software as a Service (SaaS) for IBM sellers and Business PartnersThe goal of this presentation is to provide an introduction to Software as a Service (SaaS), as well as lay out C&SI’s SaaS plans for 1H 2014.
2What is Software as a Service (SaaS)? Software as a Service (SaaS) is a software delivery model in which software and associated data are centrally hosted in the cloud. SaaS is typically accessed via a web browser. Payment for the service is through a subscription model.You are using SaaS today if you access applications like Facebook, Twitter, or gmail.Consider how we do taxes:In the past you would get the 1040 booklet in the mail from the IRS. You would go to the library to get all of the other forms. Spend a late night putting in the information, double checking the math, mailing a copy to the IRS, and praying you didn’t get audited because you weren’t a tax accountant and the U.S. tax code is very complex.Next, you could purchase tax software from companies like H&R Block or TurboTax. You would get a CD (or maybe download software) to your laptop, enter information, and submit electronically. The software had build in tax accountant intelligence. Your tax data lived on your laptop.Now we have companies like taxslayer.com or TurboTax online. The software lives in the cloud. Your data lives in the cloud. You always have access to the most current tax knowledge. The simplest version is free.Note the change in risk, in where the software resides, in where the data resides, and how you enter & submit your tax form.See the last page in this deck for additional resources on SaaS, Cloud, and utility-based computing
3What is driving the move to SaaS? IBM Pulse20134/14/2017What is driving the move to SaaS?Market dynamics and disruptive technologies are driving the shift to SaaS consumption modelsDevelopers wantLow touch, easy to consume, continuously updated softwareCloudSocialMobileLines of Business wantCxOs wantAccess from anywhereTo create new offerings by composing services from multiple providersPredictabilityLower costsQuicker business valueEmbedded IntelligenceDevelopers - 56% of B2B technology buyers seek product info on social sites. These buyers are increasingly influenced by the Developers in the LOB, who have “done their homework” on social sites.Lines of Business - By 2016, 80% of new investments will directly involve LOB execs with LOB leading decisions in more than 50% of those investmentsCxO - OpEx will reach 50% of the market share by 2013 due to shifting from on-premise to a subscription (SaaS) model. The shift to OpEx allows companies to claim the expense as it occurs, rather than amortize it over multiple years.IT Operations - By 2016, over 25% of high end data center space in the U.S. will be in service provider data centers. Mid-Size enterprises are leveraging SaaS as the model for IT growing cloud consumption from 16% in 2010 to 36% in These off-premise data centers must still be managed.For composable services, think of Google Maps. If you look up a hotel, you get a map. If you look up a person on Google, you see their Wikipedia entry. Mix and Match.Big DataIT Operations wantsTo manage on-premise, Cloud, and hybrid environmentsGS202_LeBlanc_v1233
4… and the decision making process is changing Decision making power is shifting from the traditional IT buyer to a new audience - the Line of Business owner & practitionerBy 2016, 80% of new investments will directly involve LOB execs with LOB leading decisions in more than 50% of those investments48% discover brands they are not aware of while searching, 24% decide which brand to purchase solely from their self directed digital research 60% of the IT purchase process decision is completed before the prospect engages a vendorCIOCTOsIT ManagersIT Operations ManagerData Center ManagerDecision MakersEconomic BuyersDecision MakersWho is this guy on the bottom left? He is the new influencer. He is likely a millennial (or Gen Y), born in the early 1980s to the early 2000s. He grew up with smart phones, the internet, and easy access to technology. Don’t know something – look it up right now. He or she loves games, new technologies, and flashy things.In many companies, the practitioner is driving something called Shadow IT. The practitioners are finding new, useful software on the web. If it is below their department’s $50K clip level, they convince their manager to purchase it for the department. The IT group was not part of that decision. Lots of different, possibly incompatible software across each department.And what she uses at home or on her phone, she will want to use at work. Microsoft pushed this policy to move from consumer to enterprise with Windows. If you used Windows at home, you would want something similar in the office.InfluencersDevelopersTechnical LeadersSystem AdministratorsIT OperationsData ScientistsRecommendersPractitionersUsers*Source: Google & Compete B2B Customer Study, June 2012
5How can SaaS help? Improved TCO due to lower infrastructure cost Flexible subscription pricingMinimal upfront investmentContinuous delivery of new capabilities allows rapid innovation and access to immediate code fixesLower risk with try & buy approachAccelerates evaluations and decision makingInfrastructure costs – hardware (e.g. servers), software, peopleMinimal upfront – no servers, no staff. Just try it.Continuous delivery – how often is gmail updated? It could be daily.Try & buy – if you don’t like it, just switch. The less you invest up front, the easier it is to switch.
6Remember these? The speed of destructive innovation is accelerating Remember Kodak? They missed digital photos.The iPod was innovative, until people started listening to music (and storing pictures) on their smartphones.Garmin is a fairly new company, making GPS systems. Big market for portable car GPS systems. The problem is they didn’t update … and you could get an app for it.The speed of destructive innovation is acceleratingSaaS has already changed the gameDon’t be a footnote in the history of computing.
7Market Demands Competition Delivers C&SI Delivers Ability to progressively add capabilitiesLeverage existing and new IT investmentsPay per use predictabilityVisibility across the entire “IT Supply Chain”C&SI products integrate across SaaS and on-premise. Consider Monitoring (SaaS) + Application Diagnostics (SaaS) + SCCD (SaaS). You would need New Relic + AppDynamics + ServiceNow to work together to get the same visibility.Competition DeliversC&SI DeliversNiche-level capabilitiesNarrow delivery model – SaaS onlyLimited out of the box integrationsLimited end-to-end visibilityBroad portfolio of capabilitiesSupport for On-Premise, SaaS, or hybridSeamless integration across multiple offeringsVisibility across entire enterprise
8Learn • Explore • Try • Use (Buy) • Extend • Support What is IBM Service Engage? A New Way to experience and acquire our on-premise and SaaS solutionsIBM Service EngageLearn • Explore • Try • Use (Buy) • Extend • SupportNew way….Engages our clients with the right information, demos, and the ability to try & buy --- while you’re off selling to someone else.Very compelling – feedback from analysts and beta customers “this is not your father’s IBM”.for engaging clients and partner via live guided demos available 24x7to POC your clients … start a POC in 30 minutes, anytime, anywhere your client wantsto accelerate the closeto extend what your clients are already buying at lower total cost via Software as a Service
9IBM Performance Management for Applications and Infrastructure solutions increases your end user satisfaction with complete visibility and control of your application environment.Pain pointsHow this offering helpsUser scenariosTypical buyersIncreasing maintenance costsNo end-to-end view of app healthMissed SLAsFind the root cause of application problems 90% fasterImprove the availability of critical applications by 60-90% with integrated analyticsReduce the length of outages and slowdowns by 50%Quickly identify and resolve a bottleneckEnsure SLA and KPI complianceManage all types of workloadsPrevent outagesIT Ops Managers - reduce infrastructure costsLOB Owner - accelerate delivery of new servicesApp Developers - monitor their appsList PriceCompetitive DifferentiatorsQuestions to askIBM Monitoring (SaaS): $25/month per Average Managed Virtual Server (aMVS)IBM Application Diagnostics (SaaS): $120/ month per Average Managed Virtual Server (aMVS)Flexible delivery options allow for SaaS, on premise, and hybrid environmentsIntegrated analytics for faster root cause analysis and problem resolutionBroad application coverage from new cloud based languages to traditional enterprise workloadsDo you have apps moving to – or already in – the Cloud, with connections to your data center?Are your app teams decentralizing and gaining independence?Are your app lines of business moving to an OpEx model?The goal of this “eye chart” is to provide something you could post on the wall of your cubicle.Look at “how this offering helps”. These same bullets are on the Service Engage site.9999
10IBM Workload Automation (SaaS) drives the execution of Business Processes with the lowest TCO across all environments, servers and applications. It offers speed of automation, power to business and precise governance.Pain pointsHow this offering helpsUser scenariosTypical buyersNeed to reduce expensesNo resources to build an automation infrastructureLack of technical know-how hinders automation30% reduction in execution time of business workloads, resulting in millions of $$$ in savings90% reduction in labor costs and total control of business SLAs35% savings in operation costs and improved staff productivity to support additional workloadsGet time back by automating your processes - Automate BI & ERP processes in minutesManage your business SLA’s - Run and monitor workloads wherever you areIT Ops managers - wants to move to a service-centric delivery organizationLOB owner – wants low cost solution with immediate benefits, ease of use and scalability to grow with evolving needs.List PriceCompetitive differentiatorsQuestions to askNew Customers1k - 25k jobs each 1k job pack is priced at $70/mth25k - 250k jobs each 1k job pack is priced at $56/mth250k – 1,000k jobs each 1k job pack is priced at $35/mth> 1,000k jobs each 1k job pack is priced at $21/mthExisting Customers1k - 25k jobs each 1k job pack is priced at $56/mth25k - 250k jobs each 1k job pack is priced at $35/mth250k – 1,000k jobs each 1k job pack is priced at $21/mth(*existing customers continue to pay S&S)Get started with ZERO investment. Competitors force you to make an upfront commitment.Faster TTV with a ready-to-use application catalog. Competitors need your to reach out to business partners to get started.IBM’s strong commitment to Open Standards - With OSLC, workload automation is easily integrated with other OSLC-enabled applications like monitoring, ticketing, etc.IT Ops manager: Are you spending too much money building and managing your infrastructure?LOB owner: Is it taking too much time to automate your processes, and monitor them through simple interfaces ?The goal of this “eye chart” is to provide something you could post on the wall of your cubicle.Look at “how this offering helps”. These same bullets are on the Service Engage site.10101010
11SmartCloud Control Desk (SaaS) delivers a unified service management solution to simplify business processes, maximize asset efficiency, and improve the end user experiencePain pointsHow this offering helpsUser scenariosTypical buyersFragmented service management processes are causing inefficiencyNo visibility of assets across the enterpriseHard to manage multiple apps on different platformsReduce IT change related outages by 70%Improve first call resolution rate by 25%Reduce request response times by 60%Lower help desk calls by 80% through end user empowerment and service request automationCombine processes controls with runbooksSynch data across unified domainsGet a working environment up and running in hours, not weeksLOB owner: Low cost, quick TTV, ease of use and scalability to grow with evolving needs.IT Manager: Reduce infrastrasture costsList PriceCompetitive differentiatorsQuestions to ask$99/month per Authorized User$297/month per Concurrent UserConsistency – Single offering for both Enterprise & SMB, and SaaS and On-PremiseCapability –Provide deeper functionality than competitionIntegration - With a wide range of IB/3rd party products to satisfy any clients needsDo you want a complete, integrated service management solution that includes configuration, change, asset, and/or license management?Is IT infrastructure support a core competency or an ongoing headache?Are your lines of business moving to a SaaS and/or OpEx model?Entitlement Price$49/month per Authorized UserIn addition to avg S&S cost of $26//month per Authorized UserNote: Entitlement is the discounted price we provide to our existing SCCD clients who wish to move from On-premise to our SaaS offering. They will continue to pay their S&S costs but will receive a substantially discounted rate to move to SaaS. This rate does not include the migration cost which will be a separate services offering. We are building a cost case that shows the benefits over several years, including estimated migration costs.The goal of this “eye chart” is to provide something you could post on the wall of your cubicle.Look at “how this offering helps”. These same bullets are on the Service Engage site.11111111
12Why is this important to YOU? Service Engage faster time to value for your clientsPOC in days not weeks / months with 30 day evalsEarn quick wins, close more often, earn more money via 2x ACV (PCO1 & PCO2) Expand your footprint in your accounts using a land and expand strategyDisplace competitors, on flexibility, broad capabilities, lack of comparable offerService Engage puts you and your clients in the drivers seat.Service offers demos, trials, and (eventually) e-commerce to accelerate deal progression.The integrations with other SaaS and on-premise offerings provide the foundation for a “land and expand” strategy. See the later chart.Competitors don’t have hybrid. Nor do they have the extensive integrations.And selling SaaS pays well. Close quicker. Win more often.Take a drive today!https://www.ibmserviceengage.com/12
13What is the SaaS Sales Cycle? Organic & Paid SearchRe-targetingContent SyndicationSocial Media Advertising3rd Party Practitioner EventsSocial CastsDigital & Practitioner Marketing TacticsDigital & Practitioner Marketing TacticsIBM Service EngageIBM Service Engage is enabling new routes to market that make it easier and faster to experience and acquire our on-premise and SaaS solutionsIBM Service Engage is enabling new routes to market that make it easier and faster to experience and acquire our on-premise and SaaS solutionsIBM Service Engage is enabling new routes to market that make it easier and faster to experience and acquire our on-premise and SaaS solutionsIBM Service Engage is enabling new routes to market that make it easier and faster to experience and acquire our on-premise and SaaS solutionsSold into LOB businessFocus on Business ObjectivesTime to MarketReturn on InvestmentSpeed of DeploymentSold into LOB businessFocus on Business ObjectivesTime to MarketReturn on InvestmentSpeed of DeploymentSold into LOB businessFocus on Business ObjectivesTime to MarketReturn on InvestmentSpeed of DeploymentLearn, Explore, Try, Buy – Service EngageUnderstand, Explore, Develop, Implement, Confirm & Repeat - Client Value Method (CVM)EXPLORELEARNYour Client’sBusiness Problemand/or ObjectiveEXPLORESaaS capabilityto deliver“best practice”process &capabilityTRYClient trialsSaaS offering,delivering businessprocess &capabilityBUYClose the dealUnderstand Explore Develop Implement Confirm & RepeatService Engage 30 day evaluation removes the POC dependency, and shortens the sales cycle from weeks/months to days1313
14Where will SaaS customers come from Where will SaaS customers come from? Tremendous opportunities to up-sell and cross-sellIBM Monitoring (SaaS)SmartCloud Control Desk (SaaS)Detect an issue, automatically open a ticketNetcool OMNIbusGenerate alerts when monitored KPI exceededBusiness Service ManagementImprove MTTR for monitored business processesSmartCloud AnalyticsPredict and prevent problems with insight into patterns and trendsWorkload Automation (SaaS)Quickly and easily identify system and application problems that are impacting your workload Create alerts for workload problemsOpen incidents for workload failuresIBM Endpoint ManagerTrigger automatic provisioning of a desktopNetcool OmnibusGenerate tickets based on selected eventsTivoli Application Dependency Discovery Manager (TADDM)Use Configuration Information (CI) and relationship data to manage unplanned changeWhy do burger joints say “Do you want fries with that?” That is cross-selling. Why do they say “Do you want the Meal Combo?” That is up-selling. The good news is you can do both with our C&SI SaaS offerings.Extend the value of your Performance Management solution:Integrate with On-Premises Event and OperationsIBM Performance Management can integrate with on-premises Omnibus so your alerts get into the hands of those who most need themResolve problems faster with consolidated events across your applications and infrastructurePredict problems before they occur, resolve them fasterTranscend monitoring with IBM SmartCloud Analytics to find the valuable insights hidden behind the data in IBM Performance ManagementProactively start predicting and preventing problems before they impact your usersImmediately find the answers you need without staring at an endless number of log filesUse your help desk to its full potentialWhen IBM Performance Management detects an issue with your application, it can automatically open a ticket in IBM SmartCloud Control DeskYour specialists can fix problems in your applications before users have time to report themYour help desk will spend more time solving application issues and less time answering support callsStreamline business service managementImprove your mean time to repair with integrated IBM Performance Management and IBM Business Service ManagementKeep your IT infrastructure always optimized for your applicationsWorkload Automation (SaaS) also integrates with Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling Connect Direct.14
15Where can I get help with a SaaS deal? The SaaS & Service Engage Center of Competency (CoC) serves as a war room, providing a resource for sellers to get help closing a SaaS deals.The CoC web site provides information on the following:OverviewsFAQsTerms & ConditionsPrivacySaaS vs on-premiseCompetitionPricingELAs & SaaSDSR / ISR scriptsTypical sales cycleLinks to SaaS Offering infoSellers can use the CoC:For self-serviceTo submit a question to the communityTo request helpYou don’t have to go it alone.IBMers - w3.ibm.com/csicenter/sellersPartners -
16Where are the C&SI SaaS solutions hosted? Active Data Centers - SoftLayerAmsterdamDallasSingaporeWorking with local partners to expand into additional regionsIBM plans to invest over $1.2 billion to expand its cloud services operations.The computing services company said Friday that it will build 15 data centers around the world this year to add to the 12 it already operates and the 13 it recently acquired through its $2 billion purchase of cloud computing company SoftLayer last year.Some of the newest data centers to launch are located in China, Hong Kong, London, Japan, India, Canada, Mexico City, Washington, D.C., and Texas. IBM said it plans to have data centers in all major geographic regions and financial centers with plans to expand in the Middle East and Africa next year.IBM said the new investments will give its business clients the ability to place and control their data globally. Emphasize choice.Read more: - vcstar.comFrom January 17, 2014 announcement:IBM plans to invest over $1.2 billion to build 15 data centers around the world this year to add to the 12 it already operates, and the 13 it recently acquired through its $2 billion purchase of cloud computing company SoftLayer last year.IBM said the new investments will give its business clients the ability to place and control their data globally.
17What do I need to know about Data Privacy? Personal data generally includes information relating to an individual -think business card (e.g. names, addresses, home address) In some countries, also includes information about identified partnerships, associations, or corporations.IBM is a data processor, entity that processes personal data on behalf of the data controller, who would be the client responsible for entering the data.In most cases, Passport Advantage agreement covers data privacy for personal data.EU and Switzerland have additional data privacy regulations but have established the ability to create a framework with the U.S for accessing personal data.C&SI SaaS is in the process of obtaining EU Safe Harbor certification. This requires a risk assessment after we Go Live. In the meantime, we have security measures in place to restrict access to EU client data and for IBM non-U.S. employee access to Amsterdam hosting center in order to comply.IBM has an Online Privacy Statement which is another EU Safe Harbor requirementWhere is my data hosted and who will have access to it are big issues when the data is in the cloud.You’ll hear about the U.S. Patriot Act and EU Safe Harbor.See the SaaS Center of Competency web site for further details on country-unique privacy requirements
18What should I do next?Go to Service Engage, learn about it, provide feedbackLearn about SaaS and C&SI’s 1H 2014 SaaS offerings.Approach your top 5 customers with these questions:Does the overwhelming cost of maintaining their infrastructure hinder developing new services that could bring in additional revenue?Do they need to gain access to new capabilities quicker to innovate faster and stay ahead of their competitors?Do they want to lower their Total Cost of Ownership (TCO) ?Determine where your customer wants to be, and how they should get there.Encourage them to test drive Service Engage todayLook for opportunities to up / cross-sellMake a SaaS proposal.C&SI Strengths:Customer choice: On-premise, SaaS, integrated experienceIntegration with broader Service Management capabilitiesAccelerate sales velocity with Service EngageUnsurpassed breath of capabilitiesBecome an expert at showcasing the value of the C&SI portfolio through Service Engage.
19Where can I learn more? Sales Kits: SaaS sales kit PartnerWorld At Go Live see the SaaS updates to these sales kits:IBM Application Performance Management sales kit IBM, PartnerWorldSmartCloud Control Desk sales kit IBM, PartnerWorldIBM Workload Automation sales kit IBM, PartnerWorldImportant web sitesCenter of Competency - partnersService EngageTo learn more about the technologies:Cloud, Cloud computingSaaS: WWW, YouTubeStraight Talk sessionsJanuary 23:SaaS 101FebruaryAPM payload – February 18SC CD payload - schedulingWA payload – February 18March 12Changing the Game with C&SI SaaS (for partners)SaaS CoC for IBM sellers - https://w3-connections.ibm.com/wikis/home?lang=en-us#!/wiki/W5e28c5d4303e_4e28_a2fc_348d4a0764dc/page/C%26SI%20SaaS%20Center%20of%20CompetencyPartners will go to the “by invitation only” community on developerWorks: https://www.ibm.com/developerworks/community/groups/service/html/communityview?communityUuid=787d15ec-6b48-4f08-80f5-2e80a7eef342The partner community is still being built out and is primarily an “anchor” at this point.