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What we will talk about today
Upsales opportunities
Our offers
Use Cases
3
1
2
How to sale4
3
Build mobile applications
Connect to, and runbackend systems in support of mobile
Manage mobile devices, services and applications
Secure my mobile business
Manage & Secure
Build & Connect
IBM comprehensive mobile offers
Extend & TransformExtend existing business capabilities to mobile devices
Transform the business by creating new opportunities
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Build, connect, manage and secure your mobile enter priseIBM Mobile Foundation
Includes
• IBM Worklight
• IBM WebSphere Cast Iron
• IBM Endpoint Manager for Mobile Devices
IBM Mobile Foundation
Plus New Services Offering
• IBM Software Services for Mobile Foundation
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Extend & Transform
Manage & Secure
A deeper look at Build & Connect capabilities
Build mobile applications
Connect to, and runbackend systems in support of mobile
Build & Connect
Key Capabilities• Mobile web, hybrid and native
app development• Enterprise data, service, and
application integration• Enterprise wireless
networking
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Fast and cost-effective development, integration and management of rich, cross-platform mobile applications
Delivering for multiple mobile platformsIBM Worklight
Client Challenge
Key Capabilities
Using standards-based technologies and tools and delivering an enterprise-grade services layer that meets the needs of mobile employees and customers
Mobile optimized middleware• Open approach to 3rd-party integration
• Strong authentication framework
• Encrypted offline availability
• Enterprise back-end connectivity• Unified push notifications
• Data collection for analytics
• Direct updates and remote disablement
• Packaged runtime skins
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Controlling the growing portfolio of applications deployed “in the wild”
Connecting the enterprise back-end services in a secure and scalable manner
Creating rich, yet cost-effective mobile apps in a fragmented technological landscape.
Worklight is not only about mobile app creation!
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Worklight ServerMobile middleware offering unified push notifications,
version management, security and integration
Worklight ConsoleA web-based console for real-time analytics and control of
your mobile apps and infrastructure
Worklight StudioThe most complete, extensible development environment
with maximum code reuse and per-device optimization
Worklight Overview
Worklight Runtime ComponentsExtensive libraries and client APIs that expose and interface
with native device functionality and the Worklight Server←
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Worklight Application Types
Native AppsNative Apps
Platform-specific.
Requires unique
expertise, pricy and
long to develop.
Can deliver higher
user experience.
Native Application
Device APIs
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1010100101010101010101
0101011111100000101010
1010101001001010101010
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1010011101010111110010
1101111010001011001110
Hybrid Apps - MixedHybrid Apps - Mixed
User augments web
code with native
language for unique
needs and
maximized user
experience.
Native Shell
Web Native
Device APIs
<!DOCTY
PE html
PUBLIC
created
2003-12
</p>
</body>
</html>
1001010
1010111
0100101
0101010
1010010
0100101
1110010
0110010
Hybrid Apps - WebHybrid Apps - Web
HTML5 code and
Worklight runtime
libraries packaged
within the app and
executed in a native
shell.
Native Shell
Web Code
<!DOCTYPE html PUBLIC
<html>
<! - - created 2003-12-1
<head><title>XYZ</title
</head>
</body>
</html>
Device APIs
Web AppsWeb Apps
Written in HTML5
JavaScript and
CSS3. Quick and
cheap to develop,
but less powerful
than native.
Mobile Browser
Web Code
<!DOCTYPE html PUBLIC
<html>
<! - - created 2003-12-12 -
-
<head><title>XYZ</title>
</head>
<body>
</p>
</body>
</html>
Browser Access Downloadable Downloadable Downloadable
Browser AccessBrowser Access Hybrid Apps - WebHybrid Apps - Web Hybrid Apps - MixedHybrid Apps - Mixed Native AppsNative Apps
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Unified Push Notifications
Polling
Adapters
Message-
based
Adapters
Unified
Push API
Notification
State
Database
User-
Device
Database
iOS
Dispatcher
Android
Dispatcher
BlackBerry
Dispatcher
(roadmap)
Windows
Phone
Dispatcher
(roadmap)
SMS
Dispatcher
(roadmap)
Apple Push
Servers
(APN)
Push
Servers
(C2DM)
RIM Push
Servers
Microsoft
Push
Servers
SMS/MMS
BrokersAdministrative Console
Worklight
Client-side
Push Services
Worklight
Client-side
Push Services
Worklight
Client-side
Push Services
Worklight
Client-side
Push Services
iOS
Push API
Android
Push API
BlackBerry
Push API
Windows
Push API
Broker API
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Enforcing security
updates
Remote
disable
Remote
disableDirect updateDirect update
Providing robust
authentication and
authorization
Authentication
integration
framework
Authentication
integration
framework
Data
protection
realms
Data
protection
realms
Using device
id as 2nd
factor
Using device
id as 2nd
factor
Streamlining
Corporate security
processes
Shell as
organizational
sandbox
Shell as
organizational
sandbox
Application
Security
Code
obfuscation
Code
obfuscation
SSL with
server
identity
verification
SSL with
server
identity
verification
Proven
platform
security
Proven
platform
security
Securing Mobile Apps
Jailbreak and
malware
detection
Jailbreak and
malware
detection
App
authenticity
testing
App
authenticity
testing
Protecting data on the
device
Encrypted
offline cache
Encrypted
offline cacheOffline
authentication
Offline
authentication
Secure challenge-
response on
startup
Secure challenge-
response on
startup
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App Management
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IBM Worklight Studio V 5.0 - news
� The IBM Worklight studio provides a visual development environment for building richmobile applications
� Maximize code reuse across mobile platformswhile leveraging specifics
� Key capabilities:
� WYSIWYG UI Construction
� Drag and Drop components
� Improved Code Assist
� Fast Preview in browser with device simulation
� Integration with Native SDK
� Improved Integration with Rational Team Concert
� Integration with RAD via shell sharing
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IBM Worklight Studio – News
Create Project
Construct UI
Test in simulatoror device
Build App
Code Business
Logic
Preview in
browser
Debug in browser
New / improved
Bluewashed
OS SDK
Preview Build
In Studio
In RTC
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New - WYSIWYG UI Construction
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New - Preview in browser
Perform device specific tests in the Mobile Browser Simulator: supports PhoneGap and Worklight client API
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New - Feature pack Transition to Worklight
• Onboard existing IBM customers to WorkLightMobile UI changes limited to packaging and not source code edits
Existing Web Services remain unchanged
Common Dojo Toolkit (Feature Pack and Worklight)
• Expanded capabilities for existing mobile applicationsAccess to device APIs via CordovaAccess to WL Client APIs: enc store, security and directUpdate
Distribute via public app stores
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Improved - RTC integration
WorklightBuild Ant
SDK CmdLine
Worklight supports shell-sharing with RTC
eclipse client
Worklight build scripts are supported in RTC
Build System
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Mobile Application Center – New!
� A cross platform private mobile application store similar to public app stores but focused on the needs of an organization or a team
� Ease highly iterative development process and distribution of mobile applications
� Key capabilities:
� Delivers distribution and management of mobile applications within a company / teams
� Easy distribution of iOS and Android apps within a team
� Supports any mobile applications
� Provides versioning and updates
� Centralizes rating and feedback information
� Controls who can modify or install an application
� Easy to install and simple to run
�App store supporting iterative development lifecycle to improve collaboration with application stakeholders, QA
and Development teams� Cross platform, technology agnostic mobile application
store
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Other IBM Worklight V5.0 news
• Expanded Worklight server OS supportAll but z/OS (SOD) - Linux (incl z/Linux), AIX, Windows
• Expanded App server supportLiberty (bundled)WAS 7 / 8 / 8.5 Base & ND, Tomcat (optional)
• Expanded Databases supportDerby (bundled) ; DB2, MySQL, Oracle (optional)
• Expanded JS libs supportDojo Mobile (bundled) ; JQuery Mobile and Sencha Touch (support)
• OthersCast Iron connectorDataPower testingBI & Analytics integration testing (Cognos, Coremetrics)
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Simple and flexible integration for all connectivity projects, allowing you to rapidly integrate SaaS and back-end systems with mobile apps
2
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Rapid, simple & flexible connectivity for mobile ap psWebSphere Cast Iron Cloud integration
Client Challenge
Key Capabilities
Simplified and cost effective mobile integration to back-end systems and cloud
• Native connectors and template integration processes (TIP’s) to connect mobile apps to backend & cloud systems, reducing project costs up to 80%
• Bidirectional connectivity and business logic to increase data quality and streamline business processes
• Centralized monitoring
• Simple and flexible, user-friendly, wizard-based, “configuration, not coding”architecture provides best-practices and repeatable mobile integration
Works both ways:- request enterprise data
- Get back-end notifications
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Build & ConnectExtend & Transform
A deeper look at Manage & Secure capabilities
Manage & SecureKey Capabilities• Mobile lifecycle management• Device analytics and control• Secure network communications & management
Manage mobile devices, services and applications
Secure my mobile business
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A highly-scalable, unified solution that delivers d evice management and security across device types and operating systems for super ior visibility and control
Securitymanagement
Systemsmanagement
Managed = Secure
Common agent
Unified console
Common infrastructure
Single server
IBM Endpoint Manager
Desktop / laptop / server endpoint
Mobile endpoint
Purpose-specific endpoint
Key Benefits
Client Challenges
Mobile Device Management & SecurityIBM Endpoint Manager for Mobile Devices
Managing and securing enterprise and BYOD mobile devices without additional resources
• A unified systems and security management solution for all enterprise devices
• Near-instant deployment of new features and reports in to customer’s environments
• Platform to extend integrations with Service Desk, CMDB, SIEM, and other information-gathering systems to mobile devices
• Advanced mobile device management capabilities for iOS, Android, Symbian, and Windows Mobile, Windows Phone
• Security threat detection and automated remediation
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iCloudiCloud
iCloudSync
iTunes Sync
End User
VPN / WiFi Corporate Network Access
• Personal Mail / Calendar• Personal Apps
Corporate Profile• Enterprise Mail / Calendar• Enterprise Access (VPN/WiFi)• Enterprise Apps (App store or
Custom)
Secured by BigFix policy
Encryption EnabledEncryption Enabled
Endpoint Manager for Mobile Devices• Enable password policies• Enable device encryption• Force encrypted backup• Disable iCloud sync• Access to corporate email, apps, VPN, WiFicontingent on policy compliance!• Selectively wipe corporate data if employee leaves company• Fully wipe if lost or stolen
IBM EndPoint Manager for mobile devices – overview
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MDM Functionality Overview
Category Endpoint Manager Capabilities
Platform Support Apple iOS, Google Android, Nokia Symbian, Windows Phone, Windows Mobile
Management Actions Selective wipe, full wipe, deny email access, remote lock, user notification, clear passcode
Application Management Application inventory, enterprise app store, whitelisting, blacklisting, Apple Volume Purchase Program (VPP)
Policy & Security Management Password policies, device encryption, jailbreak & root detection
Location Services Track devices and locate on map
Enterprise Access Management Configuration of Email, VPN, Wi-fi
Expense Management Enable/disable voice and data roaming
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User Management & AccessIBM Security Access Manager for Mobile: Delivers user security by authenticating and authorizing the user and their device
VPN or HTTPS
IBM Access Manager
Application Servers (WebSphere, WorkLight)
Web Apps
User registries (i.e. LDAP)
External Authentication Provider
Federated ID Mgr
Web Services
Access Manager Servers
Ensuring users and devices are authorized to access enterprise resources from that specific device.
Client ChallengeClient Challenge
Key CapabilitiesKey Capabilities
• Satisfy complex authentication requirements
• Reverse proxy, authentication, authorization, and federated identity
• Mobile native, hybrid, and web apps
• Flexibility in authentication: user id/password, basic auth, certificate, or custom
• Supports open standards applicable to mobile such as OAuth
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Build & Connect
Manage & Secure
Extend & TransformExtend existing business capabilities to mobile devices
Transform the business by creating new opportunities
Key Capabilities• Strategy, planning and implementation• Mobile-enabled solutions including
analytics, commerce, and social business
• Mobile as a service
A deeper look at Extend & Transform capabilities
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Services Offerings & Capabilities
• Customer Experience & Cross Channel Strategy
• Mobile Strategy & Roadmap
• Mobile Technology Architecture Roadmap
• User Experience Design
• Mobile Application Design & Implementation Services
• Mobile Application Integration Services
• Enterprise Mobile Application Enablement
• Mobile Testing Services
• Workplace Strategy and Planning for Mobile Infrastructure*
• Mobile Infrastructure Workshop/Consulting*
• Managed Mobile Services
• Hosted Mobile Device Security Services
• Smart Business Desktop Cloud
• Mobile Wireless Network Services
• Mobile Application Platform Management*
GBS GTS
• Mobile Application Management Services
Full-Service Mobile Services Provider
EX
TE
ND
&
TR
AN
SF
OR
MM
AN
AG
E
& S
EC
UR
EB
UIL
D &
C
ON
NE
CT
IBM’s mobile services offerings cover the full spectru m
*In development for 2012
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What we will talk about today
Upsales opportunities
Our offers
Use Cases
3
1
2
How to sale4
30
Customer Story: ING Direct USB2C: Flexible client-side app architecture to re-use mobile website content
Business Problem Summary:• A leading Internet bank in the US, specializing
in savings• Highly unsatisfied with existing mobile vendor
Antenna, because of lack of flexibility and feeling they are not being listened to
• Wants to take mobile development in-house• Wants to improve mobile offering to drive more
business through the mobile channel (specifically critical as an online-only bank)
Technical Challenges:• ING Direct US has a rich mobile-optimized web site that
they want to re-use. It was important for them to be able to provide in the app functionality that originates form the mobile web site, in a way which is seamless to the user
• Ability to use device features to implement unique mobile capabilities, such as camera-based, remote check deposit
• Support for iOS, Android, and BlackBerry (dropped BlackBerry during later development stages due to lack of interest)
Technology Direction: Hybrid HTML5 applications
How is the app developed? • ING developed the app internally with a team of 10
developers and 10 QA people. The internal team is responsible for client- and server-side development
• ING use Sencha Touch as the JavaScript UI framework
How would the app be managed / maintained? • Developing consumer apps, ING will upload their apps to
the Apple App Store and Android Market• ING will use Worklight's application management features
to manage apps that were published and installed on customer devices.
Future Mobile Needs: • ING has plans for many consumer-oriented applications
Mobile User : Bank customers
Key Decision Maker (Buyer) : CIO, Head of Mobile within IT
Size of Opportunity / Metrics : Millions of users
Pricing Scheme : Unlimited license
Competition : Incumbent mobile vendor - Antenna
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Customer Story: ING Direct USB2C: Flexible client-side app architecture to re-use mobile website content
32
Customer Story: Lotte CardB2C: Rich, 100+-screen app for a Korean credit card company
Business Problem Summary:• A leading credit card company in the South
Korean market• Wanted to develop a rich application for credit
card and benefit management for their client base
• App needs to include over 100 screens, some of them require sophisticated functionality such as augmented reality and barcode reader
• App needs to comply with the security regulations of the Korean government
Technical Challenges:• FAS (Finance All Solutions), a Korean system integrator that
was assigned by Lotte Card to develop their mobile app, had to develop a rich mobile app for iOS and Android in a few months
• The app required natively implemented screens, as augmented reality that cannot be implemented using web technologies
• The app required other, UI-less native functionality, such as an encryption module mandated by the Korean government (instead of standard HTTPS).
• The app is maintained regularly, with new frequent functionalityuploaded to the app store or market. A mechanism for disabling old app versions was required to reduce compatibility problems with very old versions.
• Supporting nearly million users
Technology Direction: Hybrid HTML5 applications
How is the app developed? • FAS independently developed the app with a team of 10+
engineers. • Once the Android app was ready, it was ported to iOS in less
than 4 weeks, most of them spent on re-implementing the native functionality
How would the app be managed / maintained? • When a new version of the app is uploaded to the app store,
older versions are disabled using Worklight's Remote Disable feature.
Future Mobile Needs: 3 additional apps under development
Mobile User : Lotte credit card holders
Key Decision Maker (Buyer) : CIO
Size of Opportunity / Metrics : 500,000 – 1,000,000 users
Pricing Scheme : Per-application license
Competition : Korean system integrators with home-grown mobile platforms
33
Customer Story: Lotte CardB2C: Rich, 100+-screen app for a Korean credit card company
34
Customer Story: ComcastB2C: Smarter TV user experience on set-top-box, mobile and web
Business Problem Summary:• 1st app rushed to market• Expensive native development by three
different parties• No consistent user experience across
environments• No code reuse between mobile, TSB and PC
environments• User is required to install multiple apps• Impossible to update existing app without
redeploying the entire native app
Technical Challenges and requirements:• HTML5 infrastructure
• Support for push notifications• Integration with video grid • App store capabilities within the app• Integration with dojox.mobile
Technology Direction: Hybrid HTML5 applications
How is the app developed? • Internal development initially
• Future plans to use 3rd-party development
How would the app be managed / maintained? • TBD
Future Mobile Needs: As a service provider, Comcast needs more info and control of subscriber device than current app store paradigm delivers.
Mobile User : Comcast users on mobile, Top-Set-Box and PC
Key Decision Maker (Buyer) : VP Product Development and Management
Size of Opportunity / Metrics : Over 28M Comcast subscribers
Pricing Scheme : TBD
Competition : In-house development using open source libraries and frameworks
3535
Customer Story: ComcastB2C: Smarter TV user experience on set-top-box, mobile and web
36
What we will talk about today
Upsales opportunities
Our offers
Use Cases
3
1
2
How to sell4
37
IBM Worklight Server
(private app store, notifications, …)
Reverse Proxy / Firewall(ISAM, Lotus Mobile Connect, DataPower, …)
IBM Security
Rational CLM
IBM Worklight run time
Dev Tools
CastIronWebSPhere (including CICS)
Packaged Apps
e.g. SAP, Siebel
Cloud
Services
SPSS / Coremetrics / Unica
WXS / XC10
Upsell
IBM
Mobile
Gre
en Z
one
DM
ZC
lient
Dev
ice
Mobile drags large parts of the IBM portfolio
38
Mobile application development is more than source code editing
Production Troubleshooting
Maintenance Release
Defect Tracking
Automated Environment Configuration
Definitive Software Library
Application Install Governance
System Verification
Performance Testing
Automated Functional Test
CodeCompile
Debug
Model
Architecture Mgmt
UX Prototypes
Stakeholder input
User Stories
Feature identification
Build & Package
39
Rational comprehensive mobile development solution
Software Change & Configuration Management
Rational Team Concert
QualityManagement
Rational Quality Manager
Rational solution for mobile application delivery
Build & DeployManagement
RequirementsManagement
Application Development
Rational Team Concert
Rational Requirements Composer
Studio
Mobile-specific testingVirtualized multi-tier
Device Clouds
40
Internet
IBM WorkLightRuntime for safe mobile apps• Encrypted data cache• App validation• Authentification
IBM Endpoint Manager for MobileConfigure, Provision, Monitor• Set appropriate security policies• Enable endpoint access• Ensure compliance
Secure Data & the DeviceSecure Data & the Device
IBM Security Access Manager (for Mobile)Context aware authentication & Authorization of users and devices• Standards Support: OAuth, SAML, OpenID• Single Sign-On & Identity Mediation
IBM Mobile ConnectSecure Connectivity • App level VPN
Protect Access to Enterprise Apps & Data
Protect Access to Enterprise Apps & Data
Achieve Visibility & Enable Adaptive Security PostureAchieve Visibility & Enable Adaptive Security Posture
IBM QRadarSystem-wide Mobile Security Awareness• Risk Assessment• Threat Detection
Build & Run Safe Mobile AppsBuild & Run Safe Mobile Apps
IBM Mobile Security Capabilities
IBM WorkLightDevelop safe mobile apps• Direct Updates
IBM AppScan (for Mobile)Vulnerability testingDynamic & Static analysis of Hybrid and Mobile web apps
IBM DataPowerProtect enterprise applications• XML security & message protection• Protocol Transformation & Mediation
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“Data Oriented”
“Application Oriented”
Session management
Elastic DynaCache
Web side cache
Event Processing
In-memory OLTP
Worldwide cache
Petabyte analytics
Data buffer
In-memory SOA
eXtreme Scale
DataPower XC10 Appliance
• Ultimate flexibility across a broad range of caching scenarios
• In-memory capabilities for application oriented scenarios
• Drop-in cache solution optimized and hardened for data oriented scenarios
• High density, low footprint improves datacenter efficiency
� Caching of user profiles, location info, user context � Faster mobile response times� Fast scaling when everyone acts at once.
Elastic Caching
42
WebSphere ESB for Dynamic Service Selection
• Dynamically call services based on the specific circumstances of the mobile user.
• Rapidly build mobile applications that leverage the wealth of your enterprise environment.
2. User invokesa service through
the EBS
3. ESB invokes mediation that looks up information in the registry about the client determining best fit provider
4. Request is routed to provider
1. Registry stores info about a user.
43
BPM Business Re-engineering Around Mobile
� Business Processes should be re-evaluated to see what “Points of Engagement” can be improved.
Build a shopping listPre-populate a template based on historyAwareness of holidays and other important datesSuggestions based on choices or actions
Choose a grocery storeAssures the items you want are in stock
Visit the grocery storeDirections how to get thereDirections where in the store to go.
Select productsSpecial needs – allergies…
Pay for productsSelf scan by phonePay by phone
Consume productsCapture comments and feedback
Customer runs out of productsAdd to shopping list
44
Worklight Data Collection and Analytics
45
Used by Decision Management Software
� Capture user’s context – Who are they? What are their preferences? What did they do before? What are they doing now?
� Make offers -- at that moment -- specific to their needs?
Situational Awareness
ContextualDecisions
WebSphere ILOG BRMS
WebSphere Business Events
WebSphere OperationalDecision Management
Rules Events
46
Worklight is not competing with Portals
Mobile Sites Mobile Apps
� Dedicated, task focused app
� Integrates to device (e.gcamera, accelerometer, push notifications)
� App downloaded from app store
� Embedded security
� Aggregates multiple apps/content� Web browser user experience� Personalized for roles
IBMWorklight
IBM WebSpherePortal
Mobile apps that include
mobile site content
WAS,Portal &
Worklight *
* Many clients have a need for both, due to device diversity, development cost and content management issues
47
IBM provides a comprehensive portfolio of mobile solutions for social business and analytics.
Applying expertise anytime to accelerate resultsIBM solutions for social business
Client Challenge
Key Capabilities
Provide employees with anytime access to the social collaboration tools – on the devices they use -- to help drive business results
� Mobile solutions for social collaboration: • Push email, calendar, contacts• Presence, IM chat and telephony• Online meetings• Social software for access to your
professional network• Business document viewer• Web experiences on multi-channel sites
• Business analytics• Device appropriate interfaces for the leading
mobile devices• Apple®, Google Android, Research In
Motion® BlackBerry®, Nokia
Visit www.ibm.com/socialtogo
48
What we will talk about today
Upsales opportunities
Our offers
Use Cases
3
1
2
How to sell4
49
Typical Customer Profile
• Large and Mid-Sized Enterprises� multiple applications, multiple devices� Planned apps are complex – transaction oriented, complex workflow, complex UI, large numbers of users and strict requirements for sophisticated app security� millions of users (B2C)� 10,000s of employees (B2E)� Strong in-house development capabilities (or development partner)� Senior IT buyer (CIO, Head of Infrastructure/Architecture)� Emphasis on security, scalability, integration, manageability in the decision process
• ISV / SaaS� Extend their offering to include mobile access� White-labeling & customization per-customer
• Sweet spot� We are best suited for those customers who want to control the development and not just outsource to a third party� Companies that have built a few small native apps and are ready to scale� Prospects who are looking to leverage their existingweb resources and skills in mobile
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Qualifying questions
1. What is your mobile strategy? Are you looking to reach new audiences, increase client loyalty, run back-end systems more efficiently, and/or increase employee productivity?
2. Are you being challenged to maintain control over your business systems as employees increasingly access them from a variety of personal mobile devices (BYOD), while at the same time leveraging these systems to create new ways for clients to engage your business through their mobile devices?
3. Have you built your first mobile app and how many do you plan for the future? What was the time and cost to build, roll out, and maintain this app?
4. Are you outsourcing mobile app development? Could you gain more control, increase efficiencies, and reduce time to market if you were able to develop mobile apps in-house using existing Web skills?
5. Have you integrated your apps, data, and devices, or do they require development?
51
FAQ 1/2
• What is the “per install” metric?Install is a unit of measure by which the Program can be licensed. An Install is an installed copy of the Program on a physical or virtual disk made available to be executed on a computer. Licensee must obtain an entitlement for each Install of the Program.See this as a fee per server instance running: we don’t count PVUs, but if 10 instances are running on 1 or multiple servers, then customers need to purchase 10 part numbers (see non production server question)
• With Consumer editions, can we deploy as many Worklight & CastIron as needed?Yes, it is an all inclusive package with “all you can eat” development and server side deployments.
• What should I quote when my prospect/customer is doing both public facing and employees facing mobile applications?
Quote both.
• When a customer purchase IBM Mobile Foundation bundle, does he has to install CastIron, Worklight and IBM EndPoint Manager on the same servers?
No, when someone buys a bundle he gets “install rights” that can be used on different servers:
• Will There be sales plays?Yes for non IBM customers (1st project) and competitive accountsAn additional one for per app tiered pricing (ie price per app lower when going for 20 compared to 1)
52
FAQ 2/2
• What are the pricing options for non production servers?We apply standard rules with 50% off in a special bid. Special part numbers will be created in the future.
• What are the available upgrade part numbers?Only legacy to PA Worklight restricted upgrade part number are availableNo upgrade part number is currently available from Worklight to the Mobile Foundation bundle. Let mgt know if needed
• Do we include WAS and DB2?No, those are considered up sales. We bundle Liberty (WAS 8.5 subset) as a free production runtime and Derby as development database.
• Do we include Frameworks such as Dojo, JQuery, Sencha, Phonegap…? If yes, does this include Support?
Bundled & supported by IBM: Dojo 1.7.2 ; PhoneGap 1.6.1 ; IBM Derby SDK 10.8 ; IBM WAS 8.5 Liberty profileNot bundled & not supported by IBM (but tools as specific features for those): JQuery 1.7 ; SenchaTouch 1.1 ; Tomcat 7.0 ; Oracle Database 11g Standard/Enterprise Editions Release 1 ; MySQL 5.1Not bundled and supported by IBM: WAS ND V8.5 V8.0 V7.0 ; Rational Team Concert (RTC) 3.0.1 4.0 ; DataPower XI52 4.0; Message Broker V8.0 ; MQ V7.0.1 ; DB2 Enterprise Server Edition V9.7
• How are sales commissioned on bundle sales?Each brand rep is commissioned on its brands parts (ie Tivoli sellers will get compensated on the Tivoli portion of the sale (the Mobile Device Management licenses sold).
53
FAQ: What is a Cast Iron end-point?
• An instance of a ‘named business application’Packaged applications: SAP, salesforce.com, PeopleSoft, etc.Custom applications: Business applications housing a DB like DB2, SQL, etc.
• Each instance of a named application is an end-pointTwo instances of SAP – one in Germany and one in US – are two end-pointsTwo instances of salesforce.com are two end-points
• An end-point is NOT a connector:A connector is a way to access an application (e.g. Web Services, SQL Server connector, SAP connector, etc.)An end-point is the business application being accessedSo a customer cannot license one connector of SQL Server and connect 6 custom applications running on this DB (this would be six different end-points)
• An end-point can be shared across integrationsIf a customer has 16 different integrations between SAP and salesforce.com, they still license only two end-points across integrations
2 Cast Iron end points providedin the bundle
Rest is upsale
54
Enterprise mobile pain points
• Mobile is now strategic, mandating control overdevelopment and delivery
• There are multiple approaches to mobile development:
• App testing, mobile-specific security threats, and management in a BYOD environment present additional challenges
Approach Shortcomings
100% native development • Expensive development and maintenance• Long time to market & limited scalability of
development• Scarce and costly resources
In-house development using open source tools such as HTML5/PhoneGap and JavaScript/HTML Frameworks
• Lacking enterprise-grade functionality• Limited access to device features• No integration and services layer
Mobile Enterprise Application Platforms (MEAP)
• Limiting WYSIWYG IDEs• Proprietary scripting languages & limited scalability
of development• Professional Service-based business models• Lack of Strong ROI
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Mobile app market is to be taken : This is our ambi tion
Magic Quadrant for Mobile Enterprise Application Platforms
Gartner - 20 April 2011
Magic Quadrant for Mobile Consumer Application Platforms
Gartner - 22 June 2011
Young market segment quickly maturing and consolida tingYoung market segment quickly maturing and consolida ting
Magic Quadrant for Mobile DeviceManagement SoftwareGartner - 13 April 2011
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Who is our Competition?
• Very costly development and ongoing maintenance
• Long time to market
• Requires specific knowledge and skills that are not transferable across environments
• No App Specific Management Capabilities
• No cross-platform compatibility
• Lacking complete IDE functionality
• No optimization capabilities
• No mobile middleware services layer
• Does not address enterprise security requirements
• No advanced features, e.g. Runtime Skinning, Unified Push, Remote Disable
• Application typically presents lowest common denominator
• Limited ability to customize UI/UX/Workflow
• Rarely provides sufficient middleware and management capabilities
• Typically very expensive for high user volume
• More suited for SMB Market
• Typically very limited support for HTML5/JS/CSS3
• Often proprietary interpreters and scripting languages
• Less agile development
• Lacking 3rd-party library compatibility
• Business model is primarily based on vendor supplied PS for development
NativeDevelopment
HTML5 and Open Source
Frameworks
Pre-packaged Mobile Apps
Other Mobile Enterprise App
Platforms
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IBM Worklight vs PhoneGap / Apache Cordova
• PhoneGap is an Open Source projects used for bridging the gap between HTML5 and the Native Device Environment – IBM has made significant contributions to the PhoneGap Open Source Project (now called Apache Cordova)
• PhoneGap is NOT a Competitor! Its good news in fact, they’ll continue to use what they adopted + we build upon it and add features
- app management (ie updating & blocking)- combine native & HTML in the same app- runtime skins (ie single both for smartphones & tablets)- unified push- analytics- security- connectivity
• See Worklight and PhongeGap – Comparison whipepaper
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Stand Alone MobileApplications
Multichannel Sites
Integrated sites that aggregates multiple applications and content Works across
multiple channels including: desktop browser, smartphone and tablets
Custom built “standalone” or single function applications.
For example IBM Connections, Sametime or custom application
WebSphere PortalPortal Mobile Experience
IBM Web Content ManagerWeb Experience Factory
RAD Portal ToolsMobile Portal Accelerator
Worklight Server (Hybrid Sites)
WebSphere Application ServerWorklight Studio
RADWeb Experience Factory
Worklight Server (Web, Hybrid, Native Applications)
Cha
ract
eris
tics
Sol
utio
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xam
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IBM Worklight)Access devices specific capabilities
(camera, contacts,etc...)App Store Presence
Application managementMobile Notifications
WebSphere Portal Multiple Applications, Content,
and access to back-end Portal services
(Roles, Personalization, Customization)
Hybrid Container
Device Features
Web Site
Hybrid Container
Web Site
Device Features
WebSphere Portal and IBM Worklight used together will allow customers to reuse their
multi-channel web site investment with a on-device experience
The information on the new product is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information on the new product is for informational purposes only and may not be incorporated into any contract. The information on the new product is not a commitment, promise, or legal obligation to deliver any material, code or functionality. The development, release, and timing of any features or functionality
described for our products remains at our sole discretion
WebSphere Portal and Worklight together
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Marketplace Overview: These are the competitors
� Recent Cross-Platform Tools Report had over 100 vendors!!!!!! You will hear about new players in this space all the time. There is huge amounts of VC money funding new startups. That being said, in the true Mobile Enterprise Application Platform Space these are the primary competitors:
� Kony Solutions
� SAP Sybase Unwired Platform (“SUP” ; bought Syclo)
� Antenna Software
� Verivo (aka Pyxis)
� You will also see a lot of:
� Appcelerator
� RhoMobile (Motorola)
� Interested in more, see http://www.visionmobile.com/rsc/researchreports/VisionMobile_Cross-Platform_Developer_Tools_2012.pdf
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Company and Mobile Offering ProfileMEAP MDM Integration
IBM Mobile Foundation HTML5/JS/CSS based IDE approach leverages existing skills
• Unmatched connectivity, integration and security options• Tightly integrated mobile application management
SAP Sybase Unwired Platform• Rigid app development style only appropriate for B2E apps• Recently introduced hybrid with limited IDE and capabilities• Primarily focused on extending SAP packaged apps
Kony Solutions• Proprietary IDE not based on standard dev languages• Extremely High Cost of Ownership• Zero B2E Deployments and no App Management Capabilities
Antenna• Proprietary IDE not based on standard dev languages• Five different Platforms due to acquisitions with no integration• Extremely High Cost of Ownership
Verivo Software (formerly Pyxis)• Proprietary IDE not based on standard dev languages• Rigid app development style only appropriate for B2E apps• Designed for SMB Market. Limited security, integration
IBM Mobile Foundation V5.0 Competitive overview
Philosophy difference: full freedom & control versu s transcoding shortcuts (need to tweak & maintain)We’ll have WYSIWYG for increased productivity
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Key Points
Not competing with PhoneGap / Cordova & Portals
Mobile app market is to be taken : This is our ambition
Don’t fight on features but on approaches
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