© 2014 IBM Corporation Cloud & Smarter Infrastructure How to Farm SaaS Deals by Landing & Expanding

© 2014 IBM Corporation 2 Introduction The C&SI SaaS offerings provide many opportunities to up-sell and cross-sell to other SaaS and on-premise solutions from C&SI and from other SWG brands. This presentation provides a simple guide on how to grow, from wherever the customer currently is. For all offerings listed, go to the Extend tab on IBM Service Engage for the most current set of integrations.IBM Service Engage

© 2014 IBM Corporation 3 Tremendous opportunities to up-sell and cross-sell It is a huge differentiator that other vendors cannot match! If your customer has thisSell them thisScenario SmartCloud Control Desk (SaaS)IBM Monitoring (SaaS)Detect an issue, automatically open a ticket Netcool OMNIbusGenerate alerts when monitored KPI exceeded Business Service ManagementImprove MTTR for monitored business processes SmartCloud AnalyticsPredict and prevent problems with insight into patterns and trends present in log files Workload AutomationQuickly and easily identify system and application problems that are impacting your workload Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling Connect Direct Workload Automation (SaaS) Integrate scheduling needs of business applications like Cognos, Datastage, Netezza,etc. Netcool OMNIbusCreate alerts for workload problems SmartCloud Control Desk (SaaS)Open incidents for workload failures IBM Endpoint ManagerSmartCloud Control Desk (SaaS) Trigger automatic provisioning of a desktop Netcool OmnibusGenerate tickets based on selected events Tivoli Application Dependency Discovery Manager (TADDM) Use Configuration Information (CI) and relationship data to manage unplanned change Netcool OmnibusMaximo Asset Management (SaaS) Generate tickets based on selected events Maximo Inventory InsightsOptimized inventory levels through analytics Smarter CitiesLink assets to municipal operations Stan – need MII, plus unique pages for MAM & MII Note that all of the offerings in the middle column have on- premise versions – Choice is something only IBM can offer

© 2014 IBM Corporation 4 Tremendous opportunities to up-sell and cross-sell It is a huge differentiator that other vendors cannot match! If you have thisCross-sell thisScenario IBM Monitoring (SaaS)SmartCloud Control Desk (SaaS)Detect an issue, automatically open a ticket Netcool OMNIbusGenerate alerts when monitored KPI exceeded Business Service ManagementImprove MTTR for monitored business processes SmartCloud AnalyticsPredict and prevent problems with insight into patterns and trends present in log files Workload AutomationQuickly and easily identify system and application problems that are impacting your workload Workload Automation (SaaS) Expand Workload Automation use(SaaS) Integrate scheduling needs of business applications like Cognos, Datastage, Netezza,etc. Netcool OMNIbusCreate alerts for workload problems SmartCloud Control Desk (SaaS)Open incidents for workload failures SmartCloud Control Desk (SaaS) IBM Endpoint ManagerTrigger automatic provisioning of a desktop Netcool OmnibusGenerate tickets based on selected events Tivoli Application Dependency Discovery Manager (TADDM) Use Configuration Information (CI) and relationship data to manage unplanned change Maximo Asset Management (SaaS) Netcool OmnibusGenerate tickets based on selected events Maximo Inventory InsightsOptimized inventory levels through analytics Smarter CitiesLink assets to municipal operations ORIGINAL Workload Automation (SaaS) also integrates with Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling Connect Direct.

© 2014 IBM Corporation 5 How to Farm SaaS Deals – IBM Monitoring (SaaS)  Starting point: The customer bought a small installation of IBM Monitoring (SaaS) for applications and infrastructure  Grow the existing footprint to other users  Who has a similar job to yours? Will you introduce me to them, or to someone who makes tool decisions for you and your peers?Grow use of IBM Monitoring  Grow the existing footprint by adding additional applications  What other applications are considered critical by your company, and need to be monitored?  Since you were successful with this application, can we explore the next one? Who owns that application? What happens to your company if it goes down or is slow?Grow use of IBM Monitoring  Grow the existing footprint by adding analytics*  APM customers can use their dashboard to search log files on servers configured for access by log analytics, speeding the time it takes to find out what’s really causing a problem. Expand with SmartCloud Log Analytics  Grow the existing footprint by adding network or storage management*  Now that you have an idea of your application performance would you like to grow your insight into your network and/or storage use?Expand with Tivoli Network Manager and Tivoli Storage Manager  Grow the existing foot print by adding event management*  So APM is working well and you have other tools monitoring your IT infrastructure, we often find customer's struggle understanding the holistic view of their environment, and frequently invest resources in chasing and correcting the symptom rather than root cause. When issues occur that span tools, could you use a tool to help eliminate symptoms and to quickly identify the root cause of the problem?Expand with Netcool OMNIbus  Leverage this SaaS experience to sell an expanded on-premises deployment  The SaaS offering helped you understand the technology and see the benefit of monitoring, but your organization prefers an on-premises deployment for security, performance or other reasons. Get full-spectrum on-premises infrastructure and application monitoring with SmartCloud APM  Grow the existing footprint by Control Desk*  APM customers can have their solution integrated with a help desk to speed and organize the process of tracking and resolving problems in their environment. Expand with SmartCloud Control Desk *Solution integrations are being developed and tested continuously. Initially, the SaaS offering will be integrated with on-premise deployments of complementary products, with a SaaS-to-SaaS offering when both products are available. The Extend tab on Service Engage will provide you with the latest information on the available integrationsExtend tab on Service Engage

© 2014 IBM Corporation 6 IBM 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 buyers Increasing maintenance costs No end-to-end view of app health Missed SLAs Find the root cause of application problems 90% faster Improve the availability of critical applications by % with integrated analytics Reduce the length of outages and slowdowns by 50% Quickly identify and resolve a bottleneck Ensure SLA and KPI compliance Manage all types of workloads Prevent outages IT Ops Managers - reduce infrastructure costs LOB Owner - accelerate delivery of new services App Developers - monitor their apps List PriceDifferentiatorsQuestions to ask IBM 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 environments Integrated analytics for faster root cause analysis and problem resolution Broad application coverage from new cloud based languages to traditional enterprise workloads Do 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?

© 2014 IBM Corporation 7 How to Farm SaaS Deals – IBM Workload Automation (SaaS)  Starting point: The customer bought a small installation of IBM WA (SaaS)  Grow the existing footprint with additional packs of jobs  Are you ready to react to unexpected conditions and keep the actions in sequence and still optimized ?  Would you like to control your heterogeneous workloads from a single point, and with a single skill-set ?  Grow use of IBM Workload Automation  Grow the existing footprint by integrating new business workloads  Is it important to your business to have a predictable long-term vision of your plans and business objectives ?  Are missing SLA costly to your organization?  Have you consider integrating your ERP & BI workloads to lower the costs of non-integrated solutions and eliminates causes of human errors ?  Grow by integration with Cognos, Datastage, Informatica, Netezza, WebSphere MQ, Platform LSF, Sterling Connect Direct  Grow the existing footprint by adding additional solutions  Netcool Omnibus can provides a single central consolidated view of all events across multiple products and solutions. Integrate the events from the workload automation solution into the event management system Expand with Netcool Omnibus.  The workload automation customers can have their solution integrated with a help desk to speed and organize the process of tracking and resolving problems in their environment Expand with SmartCloud Control Desk.

© 2014 IBM Corporation 8 IBM 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 buyers Need to reduce expenses No resources to build an automation infrastructure Lack of technical know-how hinders automation 30% reduction in execution time of business workloads, resulting in millions of $$$ in savings 90% reduction in labor costs and total control of business SLAs 35% savings in operation costs and improved staff productivity to support additional workloads Get time back by automating your processes - Automate BI & ERP processes in minutes Manage your business SLA’s - Run and monitor workloads wherever you are IT Ops managers - wants to move to a service-centric delivery organization LOB owner – wants low cost solution with immediate benefits, ease of use and scalability to grow with evolving needs. List PriceDifferentiatorsQuestions to ask Starts at $70 per 1,000 executed jobs per month Price decrease for larger volumes of jobs  1k - 25k jobs  each 1k job pack is priced at $70/mth  25k - 250k jobs  each 1k job pack is priced at $56/mth  250k – 1,000k jobs  each 1k job pack is priced at $35/mth  > 1,000k jobs  each 1k job pack is priced at $21/mth 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. Powerful and Proven solution : Industry leading technology which offer robust optimization mechanisms to support changing business needs while still maintaining SLAs. 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 time & money, building and managing your workload management infrastructure? LOB owner: Is it taking too much time to automate your processes, and monitor them for critical SLAs?

© 2014 IBM Corporation 9 How to Farm SaaS Deals – IBM SmartCloud Control Desk (SaaS)  Starting point: the customer is doing a trial or pilot of Control Desk (SaaS)  Background: Most customers will already have a service desk, but it will often be backlevel, missing needed function (e.g. service catalog, IT Asset Management), they lack skills to manage the system, and they face a potentially expensive upgrade if they need to improve function  Message: “Control Desk (SaaS) will provide the modern function you need, have low up front costs, reduce your skill and support costs and requirements, and provide a low, flat, predictable cost structure. It is the best way out of the situation you are in.”  Grow the existing footprint to other processes and user groups  Background: If the client starts use of Control Desk with base processes like incident and service request, they will usually naturally look to expand into areas like problem and knowledge management, service catalog, change management, and IT asset management as they mature. Alternatively, if they start use of Control Desk with change management for instance, IBM can look to displace the service desk operation (incident, service request)  Message: “If you consolidate on Control Desk, it will save you training, support costs, and provide better service.” “If you add integrated change management through Control Desk, you can reduce incidents and outages related to change by 70%.”  Grow the existing footprint by adding additional applications: 1.Expand with IBM OMNIbus:  Background: Event storms can overwhelm service desk support staff and drive up costs  Message: “If you integrate Omnibus, your support team can focus on the common cause of issues and tickets and use automation to fix frequent, recurring problems” 2.Expand with IBM Endpoint Manager  Background: Many organizations suffer from having disconnected, time-consuming, error-prone processes to request, deploy and manage software assets  Message: “You can integrate with IEM to provide an online app store to customers and then automate the accounting, approval, and deployment, saving time and reducing errors.” 3.Expand with IBM TADDM  Background : without automated tools, discovery is time consuming, and chronically inaccurate, impacting cost and service  Message: “TADDM can save time and money though automating discovery. It provides a near real time view of your infrastructure and services so your IT group can see and manage the configurations that impact services. This can help proactively avoid issues and greatly reduce time to problem resolution.”

© 2014 IBM Corporation 10 SmartCloud Control Desk (SaaS) delivers a unified service management solution to simplify business processes, maximize asset efficiency, and improve the end user experience Pain pointsHow this offering helpsUser scenariosTypical buyers Fragmented service management processes are causing inefficiency No visibility of assets across the enterprise Hard to manage multiple apps on different platforms Reduce 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 automation Combine processes controls with runbooks Synch data across unified domains Get a working environment up and running in hours, not weeks LOB owner: Low cost, quick TTV, ease of use and scalability to grow with evolving needs. IT Manager: Reduce infrastrasture costs List PriceDifferentiatorsQuestions to ask $99/month per Authorized User $297/month per Concurrent User Consistency – Single offering for both Enterprise & SMB, and SaaS and On- Premise Capability –Provide deeper functionality than competition Integration - With a wide range of IBM and 3rd party products to satisfy any clients needs Do you want a complete integrated service management solution? Into configuration, Change, asset 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 User In addition to avg S&S cost of $26//month per Authorized User

© 2014 IBM Corporation 11 SmartCloud Control Desk SaaS integration eco-system 3 rd Party integrations Microsoft SCCM & SMS Centennial Altiris HP Service Manager/ BMC remedy Cisco Google Chat/Jabber/Office Communicator Ariba SAP.. And more !! C&SI Products Identity Manager ITNM TADDM/TAD4z/TAD4 D TEM TBSM Omnibus NetCool/Impact More IBM Products Rational Team Concert Rational ClearQuest Rational Asset Manager WebSphere Registry and Repository

© 2014 IBM Corporation 12 Maximo Asset Management (SaaS) reduces the complexity and cost of managing and maintaining enterprise assets, while increasing efficiency in work scheduling and inventory levels Pain pointsHow this offering helps User scenariosTypical buyers  Lack of visibility and control over critical assets that affect compliance and business performance  Inefficient allocation of work resources  Costly asset failures causing increased asset downtime  Improve workforce utilization by 10% or more  Reduce inventory carrying costs by 20% or more  Increase Asset Utilitization by 3% - 5%  Consolidated asset and work management system  Robust planning and scheduling of work based on criticality of job task and availability of resources  Detailed inventory planning to react quickly to changing demand patterns  VP of Engineering, CIO, Maintenance Directors, Asset Reliability Officers List PriceCompetitive differentiatorsQuestions to ask  $159/month per Authorized User  Scheduler add- on: $40/month for Authorized User license only  $477/month per Concurrent User  Market leading capabilities in a SaaS model, You no longer have to settle for ‘good enough’  Scheduling & Mobility as integral part of Maximo EAM solution  Support all your enterprise assets, including operational technology  Ability to transition to 'on premise' if business requirements change  Do you want a complete, integrated asset 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?  Do you want the flexibility of being able to move from SaaS to on-premise (or the other way)?

© 2014 IBM Corporation 13 How to Farm SaaS Deals – Maximo Asset Management (SaaS) Andrew – need MAM details

© 2014 IBM Corporation 14 How to Farm SaaS Deals – Maximo Inventory Insight (SaaS) Stan – need MII + 1 pager