Gain maximum benefit from Channel Technical Professionals and the technical programs by Colm Kenneally, IBM Business Analytics, Mid-Market and Partner Enablement.

1. © 2013 IBM Corporation / Confidential
Gain maximum benefit from channel Technical
Professionals (CTPs) & the technical programs
May 8th, 2014
Colm Kenneally
Business Analytics
Mid Market & Partner Enablement

2. © 2013 IBM Corporation
Agenda
 Current Express Product and options (including CDM)
 Cognos Express Planner and CDM Demo
 Channel Programs
 How CTPs can help
2 IBM Confidential

3. © 2013 IBM Corporation
Cognos Express – current offerings
 Express 10.2.1 launched October 2013
– Fix Pack 1 released April 2014
 Closer to latest Enterprise BI and TM1 functionality
 Simplified licence roles
– PM User
– BI User
 Cognos Disclosure Management Express licencing
– No Express software version – same installation as Enterprise CDM
– Limit of 25 users
– No XBRL support
– Great to demo – Xcelerator/Planner data flowing through to CDM output
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4. © 2013 IBM Corporation
IBM Cognos Express – NEW Capabilities
Increasing Business Value…
Improved
Visualization
Experience
Extended Mobile
Support
Integrated
Scorecarding
Capabilities
Richer Support for
Microsoft
Additional
enhancements
o TM1RunTi
o IBM Dynamic Query Analyzer (DQA)
o Operations Console
A broader, more extensible
platform
o Cognos Disclosure
Management(CDM)
o Cognos Software Development
Kit(SDK)
o Cognos Controller

5. © 2013 IBM Corporation
The problem
Contributors
Approvers
Report
Consumers
Reviewers
Document
Managers
Corp Consol
ERP
Legacy Systems
Existing
Source Systems
Corp GL
Interface
Spreadsheets
Paper Reports
Interface
Tools & processes no longer sustainable
Various
Required Reports
EDW data
BI data

6. © 2013 IBM Corporation
The solution - CDM
Corp Consol
ERP
Legacy Systems
Existing
Source Systems
Corp GL
Global data
collection
Analytic Data Management, Synchronization
IBM Cognos FSRIBM Cognos TM1
Report Types
User Management, Workflow, Process Control
Contributors Approvers Report Consumers
Reviewers Document
Managers
EDW
BI

7. © 2013 IBM Corporation
What makes CDM unique?
Direct data connectivity (incl. TM1 and BI data) with real time
updates
Report lifecycle management (protocol and methodology to
manage reports from beginning to end)
Report lifecycle governance (audit trail)
Holistic solution that supports many worldwide tagging
requirements
CDM IS NOT a point solution
CDM IS a market-leading platform for
report production management

8. © 2013 IBM Corporation
What reports can CDM produce?
The list is long. Common high-value examples:
Financial Statement Reporting
Management / Board books
Legal Exposure Notes
Treasury Management
Regulatory Reporting (including XBRL)
Carbon Disclosure Reporting
….and many more

9. © 2013 IBM Corporation
CDM Express
Additional Notes:
• For customers with BI Express or PM Express, the customer must buy the CDM
Express Connector in addition to CDM Express Admins and Users
• For customers with the Cognos Complete Connector, the customer needs to just buy
CDM Express Admins and Users
• At least one CDM Express Admin is required; CDM Express users may perform all
other tasks except administrative
• CDM Express is limited to 25 users max; at >25 users customers must buy the CDM
Starter Server, but may use existing express users on full CDM (including Admins)
• For regulatory reporting requirements, customers should look at Standard CDM
pricing. XBRL is not available for CDM Express
• Data aggregation not offered with CDM Connector; already available via PM
Connector

10. © 2013 IBM Corporation10 IBM Confidential
Channel Programs
 Partner Program:
– Technical skills program specifically targeted at enabling key focus partners in
new areas, with the specific intention of growing revenue
 OpenTEC:
– First-of-a-kind program to allow BP-provisioned PoTs to drive significant
increase in Channel SW Sales opportunities
 Project Cooper:
– Best practice program to fast-track skills transfer to Business Partners
 Techsales Partner support
– Primary Techsales contact
 Enablements
– General and individual enablements for Business Partners

11. © 2013 IBM Corporation11 IBM Confidential
Partner First Program

12. © 2013 IBM Corporation
Brand Development Plan example
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13. © 2013 IBM Corporation
Brand Development Plan example
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14. © 2013 IBM Corporation
OpenTEC
a new presales platform

15. © 2013 IBM Corporation15 IBM Confidential
What is OpenTEC

16. © 2013 IBM Corporation
What is OpenTEC?
• Exclusively for Business Partners and IBM GBS
• Easy-to-use, self service capability
• Service in place to compliment existing process
Cloud-based
access to European
TEC services
• Event management
• Asset provisioning and deploymentTwo Components
• Most recent (Cross-Brand) SW Pre-Sales Assets
• Instant Single Asset Image for Software Demonstration
• Certification for BPs to deliver IBM PoTs independently
What’s Available?

17. © 2013 IBM Corporation
What is OpenTEC?
• Proofs of Technology (PoTs)
What can you
show using
OpenTEC?
• PoTs are a step in the Sales Cycle
• …they are NOT a Silver Bullet
• Use as part of Establishing and Enhancing Credibility
Where do PoTs fit
into the Sales
Cycle?
• One-to-One as part of an Opportunity
• One-to-Many In a Demand Generation Event
• When You Want To Differentiate From Competition
When would you
use OpenTEC?

18. © 2013 IBM Corporation
Purpose: What is a Remote Proof of Technology (PoT)?
A PoT is more than just a
demonstration
Unlock the Client’s
imagination
A PoT is available from
almost anywhere

19. © 2013 IBM Corporation
Purpose: How do PoTs enhance Selling?
They enhance your credibility
They illustrate Proficiency and
Solution Effectiveness
PoTs are a key set of presales tools
from IBM that will Help You Sell More

20. © 2013 IBM Corporation
What OpenTEC is NOT

21. © 2013 IBM Corporation
Limitations to OpenTEC

22. © 2013 IBM Corporation
Summary: OpenTEC Benefits
Cloud-Based
Tool to enable
BPs to
provision IBM
PoTs almost
anywhere
PoTs will
Help You
Sell More
OpenTEC
can be used
in One-to-
One or One-
to-Many
Events

23. © 2013 IBM Corporation
Functional Overview
Interface: Mobile Application*
Use: Event Booking & Management
Currently only available on Android for BPs

24. © 2013 IBM Corporation
Interface: Web-Based Portal
Use: Event Booking & Management;
for Event Attendees to access the
PoT
Functional Overview

25. © 2013 IBM Corporation
Getting Access
• User ID and Password is generated for individual Partner
users – it is not a group login!
• Multiple individuals from the same BP can be given Access
Partners Request Access
Through IBM Associates,
Partner Reps or by emailing
OpenTEC@uk.ibm.com
• BP must be SVP Auth. to access PoTs in Product Group
• Once authorization is confirmed by IBM Associate / Partner
Rep, User ID and Password is generated
Authorisation for Access to
OpenTEC
• Access is offered with a 30 Day Activation Period, during
which time the Partner should run an internal or customer
event using an IBM Asset to complete activation.
30 Day Activation Period

26. © 2013 IBM Corporation
Getting Enabled
• A guide to getting started with OpenTEC will
be sent to you along with your User ID and
PW
Quick Start
• Your IBM Associate or Partner Rep. will
work with the OpenTEC Team to schedule
user training
Training Session
• To deliver a PoT as an Event, you must click
“Certify Me” in the OpenTEC Portal. Your
IBM Associate or Partner Rep. will complete
a checklist with you to get you certified.
Getting Certified

27. © 2013 IBM Corporation
Partner Criteria
 Partners joining OpenTEC must have:
 SVP Authorisation (to Access a PoT, you must be certified as an IBM Reseller in the relevant
Product Group)
 Experience in delivering Software Demonstrations/PoTs to clients
 A good relationship with IBM SWG Technical Sales Teams
 A potential pipeline of PoT engagements throughout 1H 2014 continuing into 2H 2014
 Availability for OpenTEC application education (1.5 hours max.)
 Willingness to be trained/approved by asset owners on individual PoT delivery (where
required)
 Willingness to initially use assets in English
 Sufficient Bandwidth to host PoT Events

28. © 2013 IBM Corporation
Asset Status by Brand
• 19 assets in Pipe line
• 96 Assets in OpenTEC, 25
approved by SME

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Collaborative
solutions
4
Rational
7
Security
5
WebSphere
15
29
C&SI
14
Information
Management
9
Industry
Solutions
5
Business Analytics
52
Asset usage by Brand

30. © 2013 IBM Corporation
Feedback from potential users
We will discuss
an internal
process on
requesting
asset
availability.
SCC
The certification for teaching PoT
makes me comfortable we are
delivering the best possible
class.
Choose Portal
Cannot wait to use the
system – it is going to
completely change the
way we run our business.
Cenit AG
The simplicity of the
system is key in
encouraging
utilisation.
IBM GBS
The speed of accessing the
OpenTEC PoT Image in
Germany is surprisingly quick.
IRIS ICT

31. © 2013 IBM Corporation31 IBM Confidential
Project Cooper

32. © 2013 IBM Corporation32 IBM Confidential
Project Cooper benefits

33. © 2013 IBM Corporation
BA Experience Workshops
 Business Simulation provides “a
day in the life” example of
Management using “Business
Analytics”
 Introduces The Performance
Management Framework and
the PM Manager book with a
clear, pragmatic approach
providing a common language
and unifying map for effective
alignment between IT and the
business
Experience Business
Analytics for Business
Impact

34. © 2013 IBM Corporation
Driving Smarter Decisions
for Better Business Outcomes
Through the strategic application of
Business Analytics Software
• Cut Costs
• Improve Profits
• Drive Cash Flow
• Manage Risk
• New Opportunities
• Compliance & Governance

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How are we doing?
IT
SALES
MARKETING
CUSTOMER
SERVICE
HR
OPERATIONS
PRODUCT
DEVELOPMENT
FINANCE
How we are doing?
Why?
What should we be doing?

36. © 2013 IBM Corporation36
?
Decide
& Act
How are we doing?
Reports Real Time Monitoring
Immediate Insights
Scorecards & Dashboards
Immediate Insights to Business Performance

37. © 2013 IBM Corporation
Sample agenda
Business Analytics Experience Workshop @ Customer X
09.00 Welcome/ Introduction
09.10 Brief Overview / Introduction to the Workshop
09.30 Business Simulation Q 1
• Review Finance and Market Characteristics
• Analysis & Definition of Management Strategy
• Set prices and R&D Strategy
11.00 Business Simulation Q 2
• Review Performance and Sales tactics
• Adjust Marketing and Sales strategy
12.00 Evaluation of Results & Summary
12.15 Discussion & Questions
12.30 End of Simulation Workshop

38. © 2013 IBM Corporation
Enablements
 AnalyticsZone.com
– For all our customers and partners
• Download Cognos Express trial version
• Cognos Insight sample projects
• RAVE visualisation examples
 Partnerworld
– Demos
– Presentations
– Competitive Information
– Practice Accelerator Trainings
– Purpose
• Participants will learn about the TM1 Implementation process through training
modules organized around the TM1 BASIM Implementation method.
• Through a series of presentations, discussions and hands-on exercises based on a
case study, participants will learn how to apply the most important set of
implementation skills & methods to ensure a successful client go-live .
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39. © 2013 IBM Corporation39
Colm Kenneally IBM United Kingdom
Client Technical Specialist
Business Analytics
Mid Market & Partner
Enablement
Phone +44 7977 415 147
colm.kenneally@uk.ibm.com

40. © 2013 IBM Corporation40 IBM Confidential