Blue Martini Interactive SellingEnabling the “sometimes connected” Sales Force10.24.03

Agenda

! Blue Martini Interactive Selling Introduction! Problem Definition! Technology Challenges! The OSGi Solution

Sales Process

ManufacturingConfiguration

SolutionDesign

ProposalGeneration

Sizing, Selection,Pricing & Quoting

NeedsAssessment

SalesAdvisor

Sales Positioning, Collateral &

Presentations

Interactive UI forNeeds Assessment,

Solution Design

Quote, Proposal & Order

Bring Mobility to Interactive Selling:

! On-line and offline usage! Connected/disconnected user

experience the same ! Automatic background

synchronization! Enables collaboration between all

users

Mobile SyncA no-compromise “sometimes connected” deployment model that provides the same functionality and user experience as the

current online (browser-server) application

Technology Challenges

! Problems with Traditional Offline Applications! Traditional client/server deployment, maintenance, and update

process is expensive and error prone! Data synchronization model is typically batch oriented resulting in

“once-a-day” updates! Update conflicts span hours or days; no real-time detection or

resolution of data conflicts! Off-line application lacks key application features hindering

usefulness and end-user adoption! Extremely large application footprint and resulting laptop

requirements – no future for PDAs and other lightweight devices! Issues with typical Web based Applications

! Lack of coverage and inherent blackout zones (airplane)! Slow connection speeds and interrupted sessions

Technology Challenges

! The application requires a robust application infrastructure: SQL Database, Web/Application Server, Java Support (constraint engine), I18N/L10N, Platform Independent User Interface

! Application deployment and maintenance! large direct/indirect sales force – must install very easily (lightweight)! Must retain the best part of web TCO – a zero deployment and self-

updating application (fault tolerant - self updating, self-healing)! Same solution must run on laptops, PDAs, tablets, future devices

! Synchronization! Bi-directional Data Synchronization with real-time conflict detection and

resolution - always available, and always up-to-date! Background application and collateral deployment – restart after

failures or loss off connectivity (checkpoint restart and byte level differencing)

Architectural Overview

Embedded DB

Interactive Selling Mobile Application

Interactive Selling Web Application

PC

Blue Martini Interactive Selling

J2EE Services

App Updates

Collateral

DatabaseSync

Mobile Device

SyncAgent Config Pricing Quote

Oppty &Leads Proposals Global

Context

MessagingEngine

DataEngine

Blue Martini Data/App Sync Services

Sync Engine

Admin Module

AppUpdates

HTT

P

WebSphere

JSP12 Servlet2.3 EJB

JDBC JMSMQe HTTP

JNDI Web Services SSL

OSGi Solution

The IBM OSGiStack Enables the full IS Application to run on disconnected mobile devices.

IS Uses ESWE (WME, SMF), MQe, & Cloudscape

Blue Martini Interactive Selling

Config Pricing Quote

Oppt & Leads Proposals

DataEngine

MessagingEngine

SyncAgent

Enterprise DB

MQe MessagesCompressed

& Encrypted

HTTP

Blue Martini Bundles

Intelligent Selling Sync Engine

Cloud-scape MQe SWT

UI

IBM Components

Web HTTP/URL Services

Web Application

Service

XML Parser Service

Log Service

Start Level Service

Web Container

Service

OSGI ServicesIBM ESWE (J9, SMF)

OSGi Specification Components Used

! Framework! Start Level Service – R3! URL Stream and Content Handler Service – R3

! Services! Log Service – R1! HTTP Service – R1! XML Parser Service – R3

! IBM Extensions (WME, SMF v3.5)! Web Application Service! Web Container Service

! Other IBM Components! Cloudscape! MQe! Software Widget Toolkit (SWT)

Direct Sales ScenarioGPRS

Airport

802.11b

Extremely Satisfied Customer!

Fast, accurate proposal with

solution that fits need.

Sync in background while driving to the

airport, calls Product Consultant.Site survey: Enters

requirements, does needs analysis, shows

product collateral.

Gets feedback from PC on quote line items at

the airport.

Builds proposal.

Updates configuration.

PC at Corporate

LAN

No Access

Adds more details.

No Access

Sends proposal to the customer.

DSL

No Access

Why is this a better approach?

! Entire Blue Martini IS Application works offline – no compromises! Real-time Data Synchronization, which leads to real-time conflict

detection and resolution! Non-intrusive synchronization - allows users to continue using the

application while synchronizing in the background! Extremely small footprint: 20-25 MB, which includes the IBM Stack,

the BMS application and a fully-loaded database! Self-updating application providing low TCO! Scalable and secure - built on 100% IBM Pervasive Computing

Stack: Extension Services for WebSphere Everyplace

Blue Martini Mobile Sync Enables a new collaborative selling model for the “sometimes connected” workforce

Questions?