International Business Machines Corporation · NYSE:IBM
International Business Machines — Investor Presentation (2005)
59 slides from International Business Machines's investor presentation, 2005
Slide 1: On Demand: Winning Against HP and Sun
IBM Systems and Technology Group University 2005 On Demand: Winning Against HP and Sun Course #: CB12 Peter Loeb, WW Competitive Sales Leader Bryan Norton, Americas Competitive Sales © 2005 IBM Corporation
Slide 2: Goals of Presentation
IBM Systems and Technology Group University 2005 Goals of Presentation 1. Understand the “gap” between our message and the customer’s reality 2. Understand the On Demand Opportunity 3. Convey that On Demand is alive and well 4. Customer appetites for On Demand: what they really will/want to buy 5. R
Slide 3: The Great Divide … Vision versus Reality
IBM Systems and Technology Group University 2005 The Great Divide … Vision versus Reality Open Integrated On Demand is simply helping the customer better utilize On Demand and optimize Virtualized their IT infrastructure Operating Autonomic so it can adjust to the Environment peaks and valleys of ev
Slide 4: Solving Customer Pain STILL Means Delivering Balance
IBM Systems and Technology Group University 2005 Solving Customer Pain STILL Means Delivering Balance Primary Objective: Deploy and Maintain the Applications and Processes that drive Business Advantage Lowest Total Cost of Ownership or Cost of Aggressive SLA’s Usage including Security and Disaster R
Slide 5: What characterizes On Demand?
IBM Systems and Technology Group University 2005 What characterizes On Demand? Access Enterprise Integration on demand Access Publish Integrate Integrate Adapt Transact Internally Externally Dynamically Focused – Resilient – Customer issues Planning for unplanned events Industry knowledge Security C
Slide 6: On Demand Growth = Your Opportunity (Obligation)
IBM Systems and Technology Group University 2005 On Demand Growth = Your Opportunity (Obligation) 2004 opportunity: $812B 2007 opportunity: $1.037T 700 600 +21% Opportunity ($ B) 500 400 -8% 2004 300 2007 +218% 200 100 0 Access Enterprise on demand Integration business Leading and Winning in on dema
Slide 7: On demand challenges: Limited acceptance, need more relevant offerings
IBM Market Intelligence IBM Systems and Technology Group University 2005 On demand challenges: Limited acceptance, need more relevant offerings Sales leaders indicate that customers are not ready to accept on demand. When specifically asked about offerings, almost half cite insufficient relevant off
Slide 8: The Essentials of an On Demand Breakthrough
IBM Systems and Technology Group University 2005 The Essentials of an On Demand Breakthrough Where you start depends on YOUR organization’s priorities. On Demand Bu Operating sin Environment ess ENTRY P roc ENTRY ess Business Transformation es Flexible Financial & Delivery Options Increasing flexibi
Slide 9: The Journey … Customer View
IBM Systems and Technology Group University 2005 The Journey … Customer View 1. Monitor all resources and define big matrix of what goes where to be able to increase utilization from 15-25% to 40% in a consistent way while maintaining integrity and flexibility 2. Consolidate server and storage resou
Slide 10: Our Offerings: Filling the Vision
IBM Systems and Technology Group University 2005 Our Offerings: Filling the Vision Partitioning, virtualization capabilities Autonomics across all STG products Linux-based services (clusters) and servers Workload monitoring, balancing and management E-business-enabling web application environment OO
Slide 11: IBM Virtualization Engine Offerings
IBM Systems and Technology Group University 2005 IBM Virtualization Engine Offerings ™ IBM Integrated & Tested IBM Virtualization Engine Suite for Servers IBM Virtualization Engine Suite for Storage* Delivered as a suite Delivered as separate products Enterprise Workload Manager IBM TotalStorage SAN
Slide 12: On Demand Storage Environment
IBM Systems and Technology Group University 2005 On Demand Storage Environment More seamless infrastructure changes possible Without applications or host systems having to know anything about what is going on Expand the capacity available for database files SAN Move shared directories to a Virtualiz
Slide 13: Clients can leverage leading solutions from Tivoli, WebSphere, Rational and eServer
IBM Systems and Technology Group University 2005 Clients can leverage leading solutions from the Tivoli, WebSphere, Rational and eServer product lines to construct internal utility capabilities On Demand Operating Environment On Demand Operating Environment Business Driven Utility Development Offeri
Slide 14: UMI consists of hardware, software, architectures and best practices
IBM Systems and Technology Group University 2005 UMI consists of hardware, software, architectures and best practices that underlie a ‘utility’ IT infrastructure • Physical and logical infrastructure design • Object managers that facilitate communication with provisioned resources • Web-based portal
Slide 15: Flexible Demand Option can support multiple client workloads
IBM Systems and Technology Group University 2005 Flexible Demand Option can support multiple client workloads with secure partitioning in a standard environment on demand center IBM IBM zSeries z990system xSeries x445 system Client A zOS Client A W2K Managed Storage Services Client B zOS Client B W2
Slide 16: Flexible Financial and Delivery Options
IBM Systems and Technology Group University 2005 Flexible Financial and Delivery Options On Customer Premises Off Customer Premises Offering Traditional Variable Dedicated Shared Operating Operating Dedicated customer Shared utility environment environment includes applications applications and (IBM
Slide 17: Our Competitors Talk a Good Game …
IBM Systems and Technology Group University 2005 Our Competitors Talk a Good Game … HP: Sun: Adaptive Enterprise N1 Grid Focus is provisioning Focus is provisioning High Mindshare Technology focus Leverage position in Leverage position in UNIX WINTEL market market BUT THE Y ARE S CHALLE ERIOUS NGES!
Slide 18: HP's Approach: Adaptive Enterprise
IBM Systems and Technology Group University 2005 HP’s Approach: Adaptive Enterprise HP’s definition from their WEB: ’An Adaptive Enterprise isn't something you buy. It’s something you build. It’s combining industry-leading solutions, services and products from HP and our partners that help you move
Slide 19: The Threat from HP—IBM VIEW
IBM Systems and Technology Group University 2005 The Threat from HP—IBM VIEW HP deliver a simple message: HP = Industry Standards = low-cost, building on their position in the WINTEL-space IBM is complex, proprietary and high-cost Itanium is 64bit industry standard POWER is proprietary Itanium is on
Slide 20: Sun's Approach: N1 GRID—IBM VIEW
IBM Systems and Technology Group University 2005 Sun’s Approach: N1 GRID—IBM VIEW From Sun’s web: ‘N1 Grid solutions simplify IT operations by helping you manage your data center as if it were a single system. Leveraging virtualization and automation technologies, N1 Grid decreases repetitive provis
Slide 21: The Threat from Sun—IBM VIEW
IBM Systems and Technology Group University 2005 The Threat from Sun—IBM VIEW Despite current issues, still a major force in the UNIX market Settlement with Microsoft opens new market opportunities JAVA is a powerful weapon for expanding platform support Still viewed as a technology leader. Strong p
Slide 22: Design Centers for e-business On Demand
IBM Systems and Technology Group University 2005 Design Centers for e-business On Demand On Demand Thought Leadership Autonomic Grid Inviting customers who Information Integration Web Services Have advanced e-business plans and strategies Linux Need help with technology selection/integration Have a
Slide 23: The On Demand Sales Project Office – (odSPO)
IBM Systems and Technology Group University 2005 The On Demand Sales Project Office – (odSPO) Objective: To provide value to sellers in closing on demand opportunities Issue IssueTypes: Types: Direct support to sellers with inhibitors to closing on demand deals on ondemand demandSpeaker SpeakerRequi
Slide 24: e-business Advisor and PartnerWorld: Your On Demand Resources
IBM Systems and Technology Group University 2005 e-business Advisor and PartnerWorld: Your On Demand Resources • 297 Customer References • 8 Core Presentations • The On Demand overview whitepaper • The On Demand Operating Environment whitepaper • The Operating Environment Architecture paper • 16 “Ho
Slide 25: On Demand Initiatives: Business and Infrastructure Focus
IBM Systems and Technology Group University 2005 On Demand Initiatives: Business and Infrastructure Focus http://w3.ncs.ibm.com:81/ebod/11 Selection based on customer needs & spending priorities, market opportunity & growth, and IBM capabilities Themes Investment Priorities Improve customer experien
Slide 26: Optimize IT Environment Client Scenario – Sample Selling Situation
IBM Systems and Technology Group University 2005 Optimize IT Environment Client Scenario – Sample Selling Situation 2 Seller Resource Guide Large Enterprise/Aligned Account BCS Partner eSM SSR CSM CUE = = Lead Support SMB-Focus/Named-Competitive Account BCS TE eTM SSR TSSL TM Business Partner IT Opt
Slide 27: Optimize IT Environment Client Scenario: Lead Offerings
IBM Systems and Technology Group University 2005 Optimize IT Environment Client Scenario: Lead Offerings Contacts - Americas (click name to email) Client Usage Scenario Fuel growth by managing costs through better utilization of IT assets IT Optimization - Solution Framing Services Charles Woods Inn
Slide 28: Value Proposition
IBM Systems and Technology Group University 2005 Optimize IT Environment Client Scenario Fuel growth by managing costs through better utilization of IT assets Customers want to get the most of any investment. Before investing in additional resources they need to be sure their current environment is
Slide 29: Cross-Selling Programs
IBM Systems and Technology Group University 2005 CROSS-SELLLING PROGRAMS What They Offer as Bundles, Coupled Packages HW, SW, Services, Financing Multi-pronged approach will create pull via 3 key Activities: Hard Bundles, Soft Bundles and Co-Selling Attractive packaging to address customer preferenc
Slide 30: The Most Common Inhibitors to On Demand Sales!
IBM Systems and Technology Group University 2005 The Most Common Inhibitors to On Demand Sales! Getting trapped by a narrow definition of “on demand” Failure to understand IBM’s own On Demand capabilities and offerings Failure to build a plan - - or execute one Not showing a simple starting point, p
Slide 31: Selling e-Business On Demand … Where to Start
IBM Systems and Technology Group University 2005 Selling e-Business On Demand … Where to Start Executive on demand presentation 1. Monitor all resources and define big matrix of what goes where to be able to increase utilization from 15-25% to 40% Executive on demand in a consistent way while operat
Slide 32: Ask the Right Questions …
IBM Systems and Technology Group University 2005 Ask the Right Questions … "A good sales consultant is not the one who has all the answers, but the one who asks the right questions!!" There are different reasons why you want to ask a lot of questions: Build credibility with the customer Better under
Slide 33: Find At Least One Pain Point
IBM Systems and Technology Group University 2005 Find At Least One Pain Point Possible Pain Related Questions IT Administration How many servers do you have? How often do you back them up? Nightmare How big is your staff? How many users do you have and what's their growth? At what time does your pea
Slide 34: Why does IBM win?
IBM Systems and Technology Group University 2005 Why does IBM win? IBM Business Consulting Services Business Partners 34 Template Documentation© 2005 IBM Corporation This educational piece is intended for your use in selling © 2003 IBM Corporation .It is NOT a deliverable for your customers
Slide 35: Backup Materials Includes
IBM Systems and Technology Group University 2005 Backup Materials Includes: Target Industries and Workloads How to spot and deal with a threat from HP/Sun On Demand Wisdom from Dilbert ☺ Using OIO as a Flexible Financial Offering Customer Win References/cross-industry Where to get help: Sales Resour
Slide 36: Target Markets
IBM Systems and Technology Group University 2005 Target Markets Life Sciences: pharmaceuticals and biotechs accelerating drug discovery and diagnostics Digital Media: Increasing productivity for digital content creation Highly scalable, secure, and online gaming and resilient infrastructure Petroleu
Slide 37: Soft and Hard Bundles
IBM Systems and Technology Group University 2005 Soft and Hard Bundles Automated Storage Management featuring Tivoli software and xSeries hardware Messaging and Collaboration featuring Lotus software and either iSeries or xSeries hardware Business Transformation featuring WebSphere software and the
Slide 38: Managing On Demand Threats in Your Accounts
IBM Systems and Technology Group University 2005 Managing On Demand Threats in Your Accounts Take Action! Who Should Help? Discover the appeal HP’s AE has been presented to CIO, has A. Pricing? Use IGF+TCO methods A. CUE, Ser Spec, eSAM strong mindshare B. Infrastructure? Attack with OD vision B. SC
Slide 39: Managing On Demand Threats in Your Accounts
IBM Systems and Technology Group University 2005 Managing On Demand Threats in Your Accounts Take Action! Who Should Help? Repeated outsourcing discussions, Determine strength of threat, then attack partners and ISV’s are identified A. Are partners ours, theirs or both? A. BP Team, SO, CUE B. Meet p
Slide 40: OIO Joins On Demand
IBM Systems and Technology Group University 2005 OIO Joins On Demand Strategic Partnership Variable Single Source Responsive Best Value Offering Focused Budget Control Resilient Latest Technology Automation Advantage TCO/TCU Advantage Business Advantage Use Savings From OIO to Fund Strategic Infrast
Slide 41: Selling with IBM's Messages
IBM Systems and Technology Group University 2005 Selling with IBM’s Messages Only IBM has “visioned” and engineered toward the entire environment Today we enable: IT operational balance with strategic support for On Demand Sell Today’s On Demand features and services within the overall vision Make O
Slide 42: Nothing Succeeds Like Success
IBM Systems and Technology Group University 2005 Nothing Succeeds Like Success Need: High performance and low costs to allow its Web site to scale affordably Solution: Hosted Linux Virtual Servers & WebSphere, Pay-as-you-go pricing saved $150,000 Need: Agents wanted to submit & manage business by en
Slide 43: Systems - Homogenous
IBM Systems and Technology Group University 2005 Storage Simplification status examples Systems - Homogenous Storage Administrator Increase in workload Productivity improved throughput by 30% reducing provisioning time to 5 mins Application Availability improved from 97% to 99.999% Cut response time
Slide 44: References
IBM Systems and Technology Group University 2005 EMS Case study Case study Presentation chart Metro AG Presentation chart Video Video: Available on request - please contact References atsultan@us.ibm.com Case study Case study Presentation chart BostonCoach Reference Video Pending Video Pending Lam R
Slide 45: Sales education
IBM Systems and Technology Group University 2005 Sales education Underlined text indicates hyperlink to resources on w3.IBM.com. Click on link while in screenshow mode to view. Communicating the on demand strategy On demand resource guide Why IBM eServer and TotalStorage are the Right Choice for e-b
Slide 46: Business Partner education
IBM Systems and Technology Group University 2005 Business Partner education Underlined text indicates hyperlink to resources on http://www.ibm.com/partnerworld/sales/systems/ Click on link while in screenshow mode to view. Communicating the on demand strategy On demand resource guide Why IBM eServer
Slide 47: Virtualization Engine: PID #s & Chargeable Component #s
IBM Systems and Technology Group University 2005 Virtualization Engine: PID #s & Chargeable Component #s PID# 5724i71: VIRTUALIZATION ENGINE MANAGEMENT SERVERS V1.1 CC002960: VIRTUALIZATION ENGINE EWLM MULTIPLT FOR MANAGING AIX5L, OS/400 SVRS CC002961: VIRTUALIZATION ENGINE EWLM MULTIPLT FOR MANAGIN
Slide 48: On Demand Automation: Provisioning + Orchestration Solutions
IBM Systems and Technology Group University 2005 On Demand Automation: Provisioning + Orchestration Solutions Target Areas: on demand presentation and strategy Automation/P&O Solutions opportunity Automation/P&O Solutions with Websphere, DB2, Grid, Portals Automation/P&O Solutions with Citrix, Siebe
Slide 49: On Demand Storage Offerings
IBM Systems and Technology Group University 2005 On Demand Storage Offerings Offering Name Description Value Prop Start- Stop Dates Competition Targeted Success to Date 1. Standby Capacity A llows inactive disk Rapid, nondisruptive Upon GA of DS EMC, HDS n/a on Demand drives to be addit ion of up to
Slide 50: xSeries On Demand Offerings
IBM Systems and Technology Group University 2005 xSeries On Demand Offerings Offering Name Description Value Prop Start-Stop Dates Competition Success to Date Targeted 1. BladeCenter Special bid - 50% Flexibility and Currently HP, Dell and xSeries: of two speedy available Standby Capacity BladeCente
Slide 51: pSeries p5 On Demand Offerings
IBM Systems and Technology Group University 2005 pSeries p5 On Demand Offerings Offering Name Description Value Prop Start-Stop Dates Competition Targeted Success to Date 1. CUoD for Processors Inactive processors Rapid, non-disruptive Currently available HP, Sun may be activated, processor activati
Slide 52: pSeries p5 On Demand Offerings (continued)
IBM Systems and Technology Group University 2005 pSeries p5 On Demand Offerings (continued) Offering Name Description Value Prop Start-Stop Dates Competition Targeted Success to Date 4. Reserve Capacity on Activation of Immediate activation of Currently available HP, Sun Demand processors in the pro
Slide 53: pSeries p5 On Demand Offerings (continued)
IBM Systems and Technology Group University 2005 pSeries p5 On Demand Offerings (continued) Offering Name Description Value Prop Start-Stop Dates Competition Targeted Success to Date 6. Capacity Backup Backup platform with Lowers the cost of St atement of Direction instant activation of acquisition
Slide 54: pSeries p5 On Demand Offerings (continued)
IBM Systems and Technology Group University 2005 pSeries p5 On Demand Offerings (continued) Offering Name Description Value Prop Start-Stop Dates Competition Success to Date Targeted 8. Daily SW For temporary Lowers the Total Currently available HP, Sun Licenses processor Cost of Ownership for selec
Slide 55: pSeries Power4 On Demand Offerings
IBM Systems and Technology Group University 2005 pSeries Power4 On Demand Offerings Offering Name Description Value Prop Start-Stop Dates Competition Targeted Success to Date 1. CUoD for Processors Inactive processors Rapid, non-disruptive Currently available HP, Sun may be activated, processor acti
Slide 56: pSeries Power4 On Demand Offerings (continued)
IBM Systems and Technology Group University 2005 pSeries Power4 On Demand Offerings (continued) Offering Name Description Value Prop Start-Stop Dates Competition Targeted Success to Date 4. Trial Capacity on Activation of all Provides 30 days of Currently available HP, Sun Demand available inactive
Slide 57: pSeries Power4 On Demand Offerings (continued)
IBM Systems and Technology Group University 2005 pSeries Power4 On Demand Offerings (continued) Offering Name Description Value Prop Start-Stop Dates Competition Targeted Success to Date 7. Daily SW Licenses For temporary Lowers the Total Cost Currently available for processor activations of Ownersh
Slide 58: IBM Deep Computing Capacity on Demand
IBM Systems and Technology Group University 2005 IBM Deep Computing Capacity on Demand Secure internet access to supercomputing power enables clients to respond to peak workloads and capture business opportunities that would otherwise be out of reach. Client HPC = Fixed Capacity / Fixed Cost Infrast
Slide 59: IBM Offerings for Deep Computing Capacity on Demand
IBM Systems and Technology Group University 2005 IBM Offerings for Deep Computing Capacity on Demand CORE INFRASTRUCTURE ADVANCED FEATURES AND SERVICES Storage • IBM ~ Storage Nodes • IBM TotalStorage® Fiber Channel and SCSI Disk Variable Compute • IBM General Parallel File System (GPFS) Capacity So
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