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© 2002 IBM Corporation

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Automation:

Cutting Costs While Increasing Business Agility

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Hosting a successful seminarA seminar is a personal communication medium in an environment you control. Seminars are an effective and affordable way to deliver messages about the benefits of your products and services to a targeted audience in a concentrated amount of time.

Seminars generally show and tell people about new trends, give industry insights, and sometimes demonstrate how to use new products or get more from the products they already use. They usually avoid “selling” the audience. Instead, seminars act as a door opener, putting you in touch with people who have a need for your offerings and creating opportunities for future contact. When you conduct a successful seminar, everybody wins. Customers and prospects get information they need; you get direct contact with them, as well as leads that help drive your sales process.

Remember that you must demonstrate value in order to encourage participants to come. This starts in the planning stage.

For your existing customers, you can offer value by showing how they can take the next step in e-business leadership using a new strategy, technology or product. For prospective customers, that value might be achieving a competitive advantage, realizing a greater return on investment, or mitigating risk by adopting a new strategy, technology or product. You should tailor your seminar topics according to the value you intend to deliver.

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Hosting A Successful Seminar

Give your message more lasting meaning by providing a “take-home kit” that reinforces the information you provide during the seminar. Typical materials include:

• A seminar agenda

• Copies of presentations

• Information about the speaker or presenters

• Solution/product/service information, such as brochures or white papers

• Information about your company

• Company contact information/business cards

• A seminar evaluation form

And most importantly, at the end of the seminar, you must provide something attendees can act upon, a “next step.” A strong call to action can help you determine your “A” leads—those interested in moving on to the next step. Whether it’s signing up for a free assessment, turning in a business reply card, or visiting your organization’s Web site to download a white paper, the call to action must be compelling and something participants can act on immediately or shortly after the close of the seminar.

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Hosting A Successful SeminarQuantifying your success is key to any marketing tactic. Depending on your objectives, the following is a list of things to consider when measuring the event’s success:

• Numeric Results/Conversion factors (projected and actual)

• Number of invitations mailed/number of accepted

• Number of accepted/number of attended

• Number of attended/number of qualified leads

• Number of leads/number of sales

• Revenue of sale

• Cost per attendee

• Cost per lead

• Return versus total investment

• Skills transferred (use this session as a way to train your own sales teams)

The next slides provide a complete customer view for IBM’s on demand Automation program. With these slides and your accompanying demo you will be able to identify a solid interlocking message for the objectives and call to action in your upcoming seminar.

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Moving to on demand is a journey

It should not require revolution of IT environment

Automation allows you manage without disruption

Automation is critical to: Increase business agility

Manage complexity

Optimize resources

Reduce costs

A Few Thoughts to Begin:

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An on demand business is an enterprise

whose business processes — integrated end-

to-end across the company and with key

partners, suppliers and customers — can

respond with speed to any customer demand,

market opportunity or external threat.

Automation is the ability to dynamically take action to achieve business goals by:

– making better use of assets

– increasing availability and resiliency

– reducing cost

On Demand Business – the Why

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Optimization

Security

Provisioning

Availability

Orchestration Senses, triggers , responds according to business goals.Senses, triggers , responds according to business goals.

Helps ensure information assets, confidentiality and data integrity are protected

Helps ensure information assets, confidentiality and data integrity are protected

Makes available right resources to right processes and peopleMakes available right resources to right processes and people

Helps ensure the health and appropriate functioning of ITHelps ensure the health and appropriate functioning of IT

Helps ensure the most productive utilization of ITHelps ensure the most productive utilization of IT

Automation is Composed of Capabilities that can Help You Align to Business Goals

BSM Manage using business priority, manage service levelsManage using business priority, manage service levels

27-32% savings triage time 25-35% higher first call close rates 35-40% reduced admin time

35-40% reduced access time

20-25% greater utilization 40-50% fewer batch restarts

15-35% reduced capital outlay 25-30% reduced staff req’ts

40-50% savings in SLA reporting 15-30% savings on time for root cause

determination, downtime

Increase resource utilization from 20% avg. to as high as 50%

30-40% reduced admin time

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Corey FerengulVP & Principal AnalystMETA Group

Meta Says Automation is an Investment Priority in 2004

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To prevent the data center from consuming the entire IT budget, increased manageability and utilization through standardization and automation is essential.

—METAmorphosis 2003, The Data Center of the Future, Nick Gall and Corey Ferengul, March, 2003.

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Automation is the Goal – Autonomics the Underlying TechnologyAllowing you to move in an evolutionary fashion into higher levels of Automation

on demand

Turn on at 7PM

Maintain 68 degrees

1 2 3 4 5

Levels of Automation

Sense location, presence and preferences and respond to lifestyle

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The Needs are Clear. Automation is Imperative!

Optimize Resources

Manage Complexity

Increase Business Agility

Only 15% of resources are utilized today

92% of processes are done manually High labor costs

CEO priorities shifting — from cost containment to growth 47% indicate automating core processes is critical 72% have manual service levels agreements

51% have flexibility as top priority 80% IT effort spent on diagnosis

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Alignment is the Key to Increasing Business Responsiveness of Your IT Environment

IT Goals

Business Goals

Reduce ComplexityOptimize ResourcesIncrease Agility

Reduced CostIncreased Response

… at the lowest possible cost

Alignment

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Every Company is Doing Automation TodayWhat differentiates an on demand company is business priorities!

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Enhance your current Capabilities for increased efficiency

27-32% savings triage time25-35% higher first call close rates

15-35% reduced capital outlay25-30% reduced staff req’ts

Today’s IT Manager To-do list

Ensure the health and appropriate functioning of IT

Ensure information assets, confidentiality and data integrity are protected

Ensure the most productive utilization of IT

Make available right IT resources to right processes and people

35-40% reduced admin time35-40% reduced access time

20-25% greater utilization40-50% fewer batch restarts

Provisioning

Security

Availability

Optimization

Optimize Resourcesby managing resources and risk

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Manage ComplexityBy Managing your IT Resources, Service Levels and Business Processes

Provide easier access to IT resources

Consolidate number of data centers, systems, applications and databases

Increase operational speed and efficiency

Automate service levels so IT personnel focus on high yield tasks

Enhance current capabilities

ProvisioningSecurityAvailability Optimization

Introduce new capabilities

BSMOrchestration

IT Manager To-do List

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BSM

Orchestration

Become AgileBy Aligning IT to your Business Goals

On demand Manager To-do List

Manage using business priority and service levels

Dynamically sense, trigger and respond to changes whether its systems, service level agreements or business policy.

Increase resource utilization from 20% avg. to as high as 50%

30-40% reduced admin time

40-50% savings in SLA reporting 15-30% savings on time for root

cause determination, downtime

Business GoalsReduce ComplexityOptimize ResourcesIncrease Agility

Alignment

IT GoalsReduced Cost

Increased Response

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Optimization

Security

Provisioning

Availability

Orchestration Senses, triggers , responds according to business goals.Senses, triggers , responds according to business goals.

Helps ensure information assets, confidentiality and data integrity are protected

Helps ensure information assets, confidentiality and data integrity are protected

Makes available right resources to right processes and peopleMakes available right resources to right processes and people

Helps ensure the health and appropriate functioning of ITHelps ensure the health and appropriate functioning of IT

Helps ensure the most productive utilization of ITHelps ensure the most productive utilization of IT

Automation is Composed of Capabilities that can Impact Your Bottom Line While Helping You Align to Business Goals

BSM Manage using business priority, manage service levelsManage using business priority, manage service levels

27-32% savings triage time 25-35% higher first call close rates 35-40% reduced admin time

35-40% reduced access time

20-25% greater utilization 40-50% fewer batch restarts

15-35% reduced capital outlay 25-30% reduced staff req’ts

40-50% savings in SLA reporting 15-30% savings on time for root cause

determination, downtime

Increase resource utilization from 20% avg. to as high as 50%

30-40% reduced admin time

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Availability

Ensure the Health and Appropriate Functioning of IT

Optimize resources Resource Management Individual system resources

(e.g. servers, storage, OS, Apps., etc.)

Increase business agilityEvent Management and Automation Event correlation Root cause analysis Dynamic sense and respond

Manage ComplexityTransaction Management End-to-end performance Decomposition for rapid

problem resolution

System Memory

User Connections

Correlated Events

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Ensure Information Assets, Confidentiality and Data Integrity are Protected

Security

Optimize resources: Privacy Control and Management Data Protection

End to end view of security management

Manage complexity: Integrated identity and

access management

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Ensure the Most Productive Utilization of IT

Optimize resources Enterprise storage capacity management

Increase business agility Web site intelligence

Manage Complexity Centralized control of

interoperating Job

Optimization

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Make available right IT resources to right processes and people

Provisioning

Optimize Resources:Applications

– Build, deploy and update application software– Varieties of endpoints

(e.g. servers, clients, pervasive devices)

Identities– Operational efficiencies in workflows– Enhanced security based on

centralized policies

Complete Cross Resource Environment– Build, deploy, and reclaim servers and associated network, storage, and software– Customizable, auditable workflows

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Centralize and Synchronize Management of Heterogeneous Environment

Orchestration

Optimize resources Automatic allocation of

resources to priority apps

Increase business agility Instantiation and enforcement of

business policies for automated change Assurance of application service levels

under peak demands

Manage Complexity Coordination across core

automation disciplines

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BSMManage Using Business Priority and Service Levels

Increase business agility: Visualize IT environment in

business service terms Characterize the impact of varying

service level performance

Generate, track and report on

service level objectives

Integrate Connect MonitorModel Manage

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…Automation means lower risk, less human error and greater reliability for the IT infrastructure, thus improving the quality of service. Given the inextricable dependence business processes have on IT infrastructures, the increased quality of service will result in significant cost savings in the business. - Gartner Research Note, Donna Scott,

"The Impact of RTI on IT Operations Budgets"

Pre-integrated offerings such as these demonstrate that IBM is looking to create a new category of intelligent management in the infrastructure space -- one that is largely associated with helping customers mind workflow, or concentrating on what the best practices are for deploying systems...

-InternetNews.com, Mary Johnston Turner, Summit Strategies

Once again, IBM has demonstrated that its finger is firmly on the pulse of financial and business controllers. By automating these functions and building business priorities into the solution, IBM is promising to remove a significant amount of pain whilst delivering greater value from IT investments. - Steve Barre, Bloor Research

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IBM has the Products, Skills and Processes to Help You

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Improving IT Operations Improving Business Operations

1 2 3 4 5

Levels of Automation

BasicBasic Managed Predictive Adaptive Autonomic

on demandManagement

IT ServiceManagement

ElementManagement

Inventory

Distribution

Monitoring

Remote Management

Access Management

Directory Integration

Backup / Restore

Event Management

System Automation

Workload Scheduling

Capacity Planning

Provisioning

Identity Management

Business Intelligence

Business Integration

Business Service Management

Intelligent Orchestration

Web Infrastructure Orchestration

Step 1 Step 2 Step 1 Step 2

Assess Where it will Have a Greater Impact on Your Business

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“ ”

A Few Thoughts in Closing

Automation helps you move to the On Demand worldHelps you integrate across processes to be more responsive

Automation is an investment area for 2004! Analysts are urging customers to invest in Automation

[ your company name here ]can help you in the On Demand journey1. Find out how competitors are automating today2. Talk to your sales rep about an Automation Assessment3. Approach automation step-by step

On Demand Automation is all about allowing your company to use as much IT technology as you need – no matter how complex – while simplifying its management —Wohl and Associates

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Optimization

Provisioning

Availability

Orchestration

BSM

Tivoli Provisioning Manager Tivoli Configuration Manger Tivoli Identity Manager WebSphere Application Server Enterprise

Edition Image Ultra, a ThinkVantage Technology

Tivoli Monitoring Family Tivoli Enterprise Console Tivoli Storage Area Network Manager Tivoli Management Portal DB2 Automation Tool Tivoli Monitoring for Transaction Performance WebSphere Application Server Network Deployment DB2 Recovery Expert

Tivoli Performance Modeler Tivoli Storage Resource Manager Tivoli Decision Support for OS/390 WebSphere Edge Server WebSphere Application Server for z/OS Tivoli Storage Optimizer for z/OS DB2 Performance Expert DB2 SQL Performance Analyzer Lotus Workplace DB2 Parallelism with SMP

Tivoli Business Systems Manager WebSphere Business Integration Family Tivoli Service Level Advisor

DB2 Intelligent Miner

Tivoli Intelligent ThinkDynamic Orchestrator Intelligent Infrastructure Management Offerings IBM Web Infrastructure Orchestration

Automation: From Products to Complete Offerings & Services

Security BRMS for OS/400 IBM Enterprise Identity Mapping Tivoli Identity Management Family Tivoli Storage Manager Family IBM Tivoli Directory Server IBM Tivoli Directory Integrator Embedded Security Subsystem, a

ThinkVantage Technology

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© 2002 IBM Corporation

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Demonstration

Seminar Descriptor